Why are sales leaders still struggling to help their reps manage their pipelines? Managing pipelines is a primary responsibility for every sales manager. But, a study by Vantage Point Performance and the Sales Management Association recently revealed that sales...
I was talking with Johnathan Allen, from Salesloft, the other day and asking him how he thought small businesses could use Account Based Selling. We had a great conversation so I asked him to write a blog post for us. Account-Based Sales Development is a growing...
I've put together a list of sales books that will be a great read as you look for new and better ways to grow your sales. Enjoy! Self Marketing Power: Branding Yourself as a Business of One Author: Jeff Beals Description- In a competitive, global economy, you need...
Here’s another great hack from the new book, Sales Hack, by Chad Burmeister, launching just in time for Dreamforce. This one was written by my sister, Liz Heiman. Sometimes when you think you hear silence, what you really hear is the glorious sound of someone...
I find it a bit bewildering that every company on earth hasn’t figured out this amazingly simple and low tech sales tool. It's especially useful for business owners and salespeople. Since you may not have considered this, I am here to share it with you. Surprise!...
As business owners, we all want to increase our sales. One of the ways to do that, is brush up our sales skills. That leads us to get sales training for ourselves and our teams. Sales training is great. It’s a good refresher. It reminds us to be more consistent in...
I learn so much from following a variety of LinkedIn experts. I read this recently and asked Wayne if I could share. Of course, he said yes. Guest Blog from Wayne C. Breitbarth www.linkedin.com/in/waynebreitbarth LinkedIn status updates are one of the best ways to...
Do I know you? I get dozens of LinkedIn requests from people I don't know each week and occasionally I want to connect to someone I haven't met yet. Yet LinkedIn cautions you to only connect to people you know. In my last post I promised to show you the best way to...
You Are Slowing Down the Sales Process! "I hate it when I get to the point where I am closing a deal, where I thought everything was going great and out of nowhere the prospect throws out an objection. I am thinking, "Why now?" "Why are you objecting, when all...
How to kick your sales efforts into high gear Businesses can succeed or fail based on sales. There are a variety of reasons why one company may see sales flourish while another flounders. But in small businesses and entrepreneur-led start-ups, the reasons behind...