Connecting with senior leadership can be difficult. Here’s how to make it happen. Whether you’re a seasoned sales pro or a new hire in your first week on the phones, connecting with senior leadership can be tricky. They, like you, want to build and maintain deep relationships with clients and vendors, but it can be…
This is not a drill. Presenting to an executive isn’t just another sales call. By the time a meeting with a C-suite decision maker is on the calendar, you’ve likely worked your way through middle management and explained your offer to a few people on the way up. But as you prepare for your meeting…
Executives are busy. Don’t blow it. No one has to be reminded that C-level executives are pressed for time. Despite hours upon hours of organization mapping and cold calling, breaking into a decision-maker’s calendar can feel like trying to break through a brick wall. You need to be concise and respectful of their time; and…
Find Out in 4 Questions Designed to Bring You Up to Speed It can happen to any of us— since we are the product of our influences, we can be drinking the kool-aid and eating up the sales dogma without even realizing it. Old fashioned approaches toward selling still runs amok with the higher-ups. Sure,…
Let’s start this one with a little self assessment. If I set three different qualified candidates in front of you, but you knew that only one of the three would become a real sales superstar… would you know exactly what to look for? I’m sure you know that a great company is only as great…
The lazy manager looks at the “Lead Generation” line item on his company’s expense report, shrugs his shoulders, and looks away. “What difference does it make,” he says, “…as long as we’re coming out ahead.” What if I told you the loss of margin in the sales process is not always found in the…
The fastest way to close more deals and increase revenue is to outsource where and when it matters most. There’s no denying this. And smart companies are doing it more and more. Whether it’s outsourcing customer service, product fulfillment, or any role in-between — the genius of outsourcing cannot be overlooked. And the sales development…
Marketing or sales. Sales or marketing. It’s one of the oldest business decisions that execs have been making for hundreds of years. Where to allocate funds? Why? And… how? These questions will make or break even the most promising ventures. But before we even ask these questions, there’s something we have to clear…
He’s the author of popular books “Eat That Frog,” “Earn What You’re Really Worth,” and “The Psychology of Achievement” among others. We came across some of Brian Tracy’s sales tips and thought we’d 10x them and help you put ‘em into practice. So here are 9 top sales tips, adapted from techniques championed by Tracy.…
We see it all the time. The sales executive returns to the office after getting skunked in the field. Immediately he starts blasting the marketing team: “The leads are garbage, totally unqualified, the prospect wasn’t even a decision-maker, and they weren’t even interested. . . If only I had better leads.” Of course, the marketing…