sales success

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sales effectiveness

The Path to Sales Effectiveness

John Rivers
Written by John Rivers September 5, 2018

Closing a deal is often as difficult as slaying the Minotaur—you know, the monster of Greek myth who’s half-man, half-bull and lives in a giant maze.  Never met him personally but I’ve heard stories.  People love to gossip. As a seller, you find yourself trapped inside a labyrinth of a sales cycle and at the…

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Why a Strong Corporate Culture Requires Disruptive Leadership

Why a Strong Corporate Culture Requires Disruptive Leadership

Alyssa Drury
Written by Alyssa Drury January 25, 2016

If you discussed corporate culture with a team of sales executives fifteen years ago, you’d likely see multiple pairs of glazed-over eyes and a number of stifled yawns. Company culture has traditionally been regarded as a “soft” feature of a business’s identity, because it was tricky to measure and even more difficult to change. While…

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10 Sales Tips for Winning Interactions from the Pros

10 Sales Tips for Winning Interactions from the Pros

mcheung
Written by mcheung December 7, 2015

Selling isn’t easy. Being a sales rep means always prospecting, presenting demos, cold calling, and ultimately, trying to provide value throughout the buying experience. However, a majority of reps seem to be failing at this last point, as Forrester reports that executive buyers consider only 19% of their meetings with salespeople to be valuable.

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The 3 P’s of Successful Sales Interactions

The 3 P’s of Successful Sales Interactions

mcheung
Written by mcheung October 13, 2015

According to a Forrester Research study, approximately 60% of executive buyers are unsatisfied with their interaction with sellers. Today’s buyers have access to a virtually endless supply of information, and, as a result, place an unprecedented burden on sellers to demonstrate value. In order to meet this challenge and have successful sales interactions, sales reps…

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7 Productivity Tips for Crazy Busy Sales Reps from Jill Konrath

7 Productivity Tips for Crazy Busy Sales Reps from Jill Konrath

Alyssa Drury
Written by Alyssa Drury September 14, 2015

Last week, I had the opportunity to hear Jill Konrath speak at HubSpot’s INBOUND conference. Jill is a well-known sales strategist and keynote speaker, and has authored 3 bestselling books about sales acceleration and effectiveness. Needless to say, Jill had a lot to share about how to help crazy-busy sales reps maximize the time spent…

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7 Alarming Sales Performance Stats

7 Alarming Sales Performance Stats

Alyssa Drury
Written by Alyssa Drury September 1, 2015

There are tons of statistics out there indicating sales performance and productivity are not as optimal as we would hope. It’s easy to take these at face value, brush them aside, or think that your team is unaffected. But there’s a very good chance that your sales team is not working as efficiently and effectively…

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5 Productivity Hacks for Outside Sales Reps

5 Productivity Hacks for Outside Sales Reps

mcheung
Written by mcheung August 27, 2015

As an outside sales rep, you are a very busy person. From traveling and meeting with prospects to growing existing business, you are consistently the face of your organization. As busy as you are with scheduling meetings and making the most of your time on the road, you are also one of the largest influences…

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3 Tips to Help Sales Reps Manage Prospects

3 Tips to Help Sales Reps Manage Prospects

mcheung
Written by mcheung August 21, 2015

As a sales representative, you’ve worked long and hard to develop a substantial list of leads. Now that you have these leads, you need to effectively handle them so that they don’t fall through the cracks at any point in your sales funnel. Some of the most challenging responsibilities that sales reps face are converting…

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5 Data-Backed Similarities Between Salespeople and Athletes

5 Data-Backed Similarities Between Salespeople and Athletes

Alyssa Drury
Written by Alyssa Drury August 12, 2015

Our office is definitely feeling the pain of a summer sports lull. We gave up on the Red Sox months ago, we’re sick of Deflategate, and are really only finding consolation from those poor Jets. But ESPN is still rolling on our office TV, and if you ask me, it’s always a good time to…

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