sales success

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Why Sales Success Should Be Spelled with 5 C’s Instead of 2

Why Sales Success Should Be Spelled with 5 C’s Instead of 2

mcheung
Written by mcheung August 10, 2015

Salespeople wear a number of hats. I believe the average salesperson should be persistent, approachable, communicative, and willing to learn. But don’t strive to be average. Be great—be successful. How do you become successful? There are five important qualities a successful salesperson should have, and they all start with the letter “C.” The following five…

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4 Ways Reps Can Have Superhero-Status Sales Conversations

4 Ways Reps Can Have Superhero-Status Sales Conversations

mcheung
Written by mcheung July 28, 2015

Full-disclosure geek confession: I love superhero movies. As a huge fan of Marvel superheroes and its use of character development as a critical plot device, I tend to look for similarities and differences between the character backstories of Marvel’s Cinematic Universe (MCU) and those of the original Marvel Comics. (Marvel usually changes some details of…

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4 Parallels between Sales Reps and Powerlifters

4 Parallels between Sales Reps and Powerlifters

mcheung
Written by mcheung July 22, 2015

Powerlifting can be strange to the newcomer. It’s an interesting sport that deviates from the typical “big four” in that there’s much more activity and strategy preparing for the main event than during it. In powerlifting, the behind-the-scenes is much more hectic than the main lift. Despite its exotic qualities, there are a number of…

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Why Company Success Is So Much More Than Making the Number

Why Company Success Is So Much More Than Making the Number

ecalnan
Written by ecalnan July 17, 2015

The first Seismic Boston office started in my attic at the end of 2010. When we launched, the other founders were 3,000 miles away in San Diego, so I bought a puppy to keep me company. Pudge is 5 years old now and it’s been cool to see him grow with us. The team doubled…

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Jumpstarting Your Activity-Based Enablement Strategy

Jumpstarting Your Activity-Based Enablement Strategy

Alyssa Drury
Written by Alyssa Drury June 30, 2015

As a sales leader, your main goal is to help your sales force succeed and grow. This is a goal that is never completely reached; there is always room for improvement, especially when it comes to making sales activities more efficient and your sales processes more effective. You should constantly be on the prowl for…

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How Sales Content Helps When Deals Go Dormant

How Sales Content Helps When Deals Go Dormant

Alyssa Drury
Written by Alyssa Drury June 1, 2015

Dormant deals are never any fun. Whether a deal has dropped off due to lack of interest or need, budget issues, or the need isn’t realized by key decision makers, it’s never easy for sales reps to abandon something they put so much time and effort into. Some sales deals simply aren’t salvageable, but for…

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A Sales Leader’s Q2 To-Do List

A Sales Leader’s Q2 To-Do List

Alyssa Drury
Written by Alyssa Drury April 6, 2015

Whether you crushed Q1 or didn’t quite hit your sales goals, you can breathe a sigh of relief that Q1 is over. The end of the quarter is always stressful, even if you hit quota back in February. But now that we’re a few days into Q2, it’s time to start planning for the rest…

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I Relearned Everything I Knew About Sales In 60 Seconds….At A Deli

I Relearned Everything I Knew About Sales In 60 Seconds….At A Deli

ecalnan
Written by ecalnan September 3, 2014

This weekend I stopped at Evan’s New York Style Deli in Marblehead, Massachusetts, to pick up some sandwiches for the beach. From the heaping piles of corned beef to the fast-moving counter service, Evan’s always delivers an authentic New York experience. I wasn’t expecting to learn a valuable sales lesson from a deli, but that’s exactly what happened on this busy summer Saturday.

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