News
3 Ways to Beat Referral Fatigue in SalesOctober 30th 2014

By Chris Macomber, CEO of WhoKnows

Referrals are the heart of new business for most salespeople, providing personal connections to otherwise cold prospects. Skilled salespeople know the critical role that referrals can play in sealing a deal and do everything possible to nurture and grow their referral networks.

It’s no surprise that social-networking sites have made the …

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The 5 Stages Of The Customer’s Decision Making ProcessOctober 29th 2014

When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision.

The word comes from the Latin “Desicio”, literally meaning ‘to cut off from’. So when your prospect makes a decision, he or she is …

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Study: Majority of Sales and Marketing Professionals Struggling with Lead Gen EffortsOctober 28th 2014

By Krystle Vermes

October 20, 2014: The “Lead Generation Strategy Research Summary Report,” released this October by Ascend2, shows the majority of sales, marketing, and business professionals are struggling to find success with their lead generation strategies.

The data reveals that 66 percent of sales, marketing and business professionals view their lead generation strategy as “somewhat successful.” About …

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This week’s top tip from Andy BoundsOctober 28th 2014

Every Tuesday, sales expert Andy Bounds shares his top tips to improve your sales and communications. This week’s is…

A life-changing tip from a superhero, a bible character and Emmet from The Lego Movie

Hollywood actor Chris Pratt starred in one of this year’s biggest films – ‘Guardians of the Galaxy’. He said his audition with …

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Sales Challenges: Four Ways To Keep Your Sales Team Focused On SellingOctober 27th 2014

By Rachel Clapp Miller

If your sales organization spent more time selling, how would that affect your sales revenue numbers? Often, salespeople and front-line managers get bogged down in forecasts, reviews, hiring and recruiting. In fact McKinsey Global reports that salespeople spend less than half their day selling.

One of the most common sales challenges for leaders …

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