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Inbound Marketing & Sales Development Inspiration

New Year. New Goals.  New You.

Kristin Harrison Kristin Harrison Posted January 13, 2017

The New Year is an important time for any salesperson.  New goals are set, new demands are made, and new challenges arise.

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Topics: Sales, Sales Development, Sales & Marketing, Sales Techniques, Sales Training

Setting Better Goals - How to Create Them to Work for You

Kristin Harrison Kristin Harrison Posted July 14, 2016

Setting goals is paramount for a salesperson's success. identifying a target in the beginning of the year, and monitoring your progress throughout creates an awareness that is necessary for the..

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Topics: Sales, Sales & Marketing, Sales Training

Selling B2B - 6 steps to making a successful sales pitch

Neal Lappe Neal Lappe Posted April 16, 2016

Outbound prospecting is important to any B2B sales program.  With warm leads, you’re asking a lot of questions to determine what problems to solve.  But, when you’re prospecting with cold leads,..

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Topics: Sales, Sales Techniques, Sales Training

Selling Skills - Proven Method to Increase Sales Close Rate

Neal Lappe Neal Lappe Posted January 24, 2016

Two of the top recommendations we make in our sales development engagements are 1) don’t waste time on unqualified buyers, and 2) seek to achieve a 100% closing rate on all qualified buyers. 

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Topics: Sales, Sales Development, Sales Techniques, Sales Training

Sales Management - The Top Reason Salespeople Fail

Neal Lappe Neal Lappe Posted January 14, 2016

The failure rate among small business salespeople is alarming.  I’ve heard turnover figures as high as 40%.  Consequently, when small businesses hire salespeople to help them grow revenue, they..

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Topics: Sales Development, Sales Training

B2B Selling Performance – the 5 Factors to be an Elite B2B Salesperson

Neal Lappe Neal Lappe Posted December 18, 2015

Are elite salespeople made or born?  That’s a question I get frequently.  No question – there are natural born salespeople.  But, if you hire a natural born salesperson, there’s no guarantee that..

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Topics: Sales, Selling Skills, Sales Training

Improve your selling skills by being a better listener

Neal Lappe Neal Lappe Posted November 27, 2015

Most salespeople like to talk. Ever notice that? They’re driven to make sales and enthused about their products, and they often want to tell you all the reasons you should buy. However, equipped..

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Topics: Sales, Selling Skills, Sales Training

Fractional Sales Management - 5 Things to Expect

Neal Lappe Neal Lappe Posted November 15, 2015

Many small businesses don’t have a sales team large enough to justify a person whose role is to be the sales manager. Often, the business owner or a marketing manager might have managing the sales..

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Topics: Sales, Selling Skills, Sales Training

Qualifying Inbound Prospects

Kristin Harrison Kristin Harrison Posted November 12, 2015

As a salesperson, it is extremely important to get off to a good start with your prospect. The days where selling and relationship building went hand and hand are over. Today it is all about what you..

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Topics: Sales, Selling Skills, Persona, Inbound Marketing, Sales Training, Digital Marketing

Fractional sales manager - do you need one?

Neal Lappe Neal Lappe Posted October 31, 2015

Owners of small businesses don’t make good sales managers. That’s a generalized statement but one that is true more often than not. I’ve seen countless examples of this and have developed an action..

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Topics: Sales, Selling Skills, Sales Training

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