When it comes to achieving our larger goals, our biggest obstacle can sometimes be the impetus to begin. Often, it’s the sheer size of these goals that does us in. What we really need to do is to find a way to shift our focus, and I’ll show you how to do just that when ...
Closing sales is an issue that affects everyone. It is an art form that is crucial to perfect and prepare for, or obviously, revenue generation will suffer. This article gives actionable tips to help salespeople close better, and more. Closing: Closing sales is a part of the sales process that deserves particular attention. It’s not ...
In this high-tech mechanized age, there are many things that can be replaced. But the one thing you cannot replace is a human—you can’t replace a human being with whom you share trust. You can’t replace a relationship. And central to trust and relationships is character. For that reason, my opinion is that character is ...
So many salespeople miss out on revenue and potential deals because they don’t plan for their sales calls. Learn why this is such a crucial part of being in the sales profession, and get actionable insights to make planning a part of your daily routine. Importance of Sales Call Planning: If you fail to plan, ...
Previously in this series, Nikolaus Kimla covered the history of integration between applications, and the serious programming and IT effort it has required. He then revealed the revolution now occurring in application integration. In this, the final article in this series, Nikolaus discusses the crucial implication these changes bring—now and into the future. In my ...
In the complex world of enterprise selling, we focus keenly on team selling. In selling to and serving major accounts, team selling needs to be much more than just a tagline. It needs to be the way that you do business. In winning, growing and retaining large enterprise accounts, it’s an absolute survival skill. But ...
Account Based Marketing & Outbound Automation – Oh My! The Age of Artificial Intelligence is upon us! So will you lose your job in 2017? Not if you master the following whiz-bang platforms: Man the photon torpedos and tune your dilithium crystals because sales 3.0 or even 4.0 is upon us. AI is steadily creeping ...
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