Chris Leone, formerly Chief Operating Officer at WebStrategies, has been named President. In addition to his current responsibilities, Chris will take on leading all day-to-day operations of the company including sales, marketing, operations and administration.
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Topics
Digital Marketing
How can you get your buyers to tell you their biggest challenges and greatest fears? Our research tells us that buyers value a salesperson’s problem solving skills above all else, yet salespeople find it difficult to get buyers to share their challenges and fears. This article focuses on a questioning technique that will get your buyers to open-up and share information to help you determine if you can solve their problems.
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Topics
Sales,
Sales Training
A report came out recently about how small & medium-sized businesses (SMBs) intended to invest their digital marketing dollars in the coming year. When asked which marketing channel they intend to increase investments, 49% said their websites.
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Topics
Internet Marketing,
Inbound Marketing,
Online Marketing,
Digital Marketing,
Credit Union Marketing
No sales - no business. Weak sales – anemic business. Sales is the life blood of business. When sales aren’t what you think appropriate, how does a business owner or sales leader figure out why. This article provides the top 3 reasons, in priority order, sales teams don’t meet their full potential, and provides suggestions for resolution.
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Topics
Sales,
Sales Training,
B2B Marketing
Many small business owners long for that ever-elusive high-performing B2B sales department. That’s not a surprise considering the frustrations and failed efforts to hire salespeople who can generate a return on investment.
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Topics
Sales,
Sales Training
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, you better have a good story to tell.
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Topics
Sales,
Sales Training
B2B salespeople have many opportunities to shoot themselves in the foot, and this article describes 6 things salespeople should not load into their six-shooter.
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Topics
Sales
The skills that helped you start your own business are not the ones that will make you successful in the long term. Inc. Magazine states that 96% of new businesses fail within the first 10 years.
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Topics
Sales,
Sales & Marketing
Some salespeople chase bad leads. It’s one of the most frequent problems I see. They invest lots of time and resources only to find out it’s a poor quality lead and no sale is made.
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Topics
Sales,
Sales Training
Lack of sales activity, lead generation, is the leading cause of B2B salespeople not meeting their quotas. This article describes four strategies for developing and executing a sustainable lead generation machine - never suffering from a lack of sales activity.
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Topics
Sales,
Sales Training