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Inbound Marketing & Sales Development Inspiration

Can you hear me now?

Kristin Harrison Kristin Harrison Posted February 14, 2017

Active listening is the #1 skill for a salesperson.  According to experts, we spend 49% of our day listening.  If we spend so much time listening, we should strive for proficiency.  And for..

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

What is Your Wow Factor?

Kristin Harrison Kristin Harrison Posted January 30, 2017

The Australian Open is the first Grand Slam tennis tournament of the season and this year the tournament has been extraordinary.  Four all time greats made it to the finals:  Serena vs Venus, and..

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

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

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