Blog

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 know and how you solve problems. In this article, you will learn more about how research has revealed the best type of B2B salesperson.

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 plan to deal with this phenomenon. This article summarizes the action plan.

If you are looking to fill your pipeline with qualified sales prospects in a predictable, repeatable way, you need to read this post. While inbound marketing and lead nurturing using marketing automation platforms like Hubspot have proven very effective and many of our clients are seeing remarkable results, if you’re in sales and have quotas to hit, you need to consider investing some time and money into outbound marketing. The combination of a good, persona-based inbound and outbound marketing program can create a powerful "selling machine".

If you’re in the role of salesperson yourself or you’re footing the bill for a sales team, how do you know what selling skills training is best? What skills are actually “trainable” and how will your investments in sales training pay off the most?

Does your company have a strong sales process? Most small businesses don’t because often times the leader, the entrepreneur-CEO, has exceptional talents in some kind of technical background but doesn’t understand how to build a sales organization...and frequently doesn’t have the interest to create one. This article is about how your sales process can impact your people and the effectiveness on your sales organization.

In a recent post, Small Business Salespeople – a Formula to Follow, I outlined 5 important elements to a successful sales program for smaller businesses. This article focuses on one of those elements – having the right sales incentive compensation plan that helps to create a motivating environment.

Small businesses struggle to find and retain good salespeople. This article points out five important elements for salespeople to contribute to the growth and success of small businesses.

In most industries there’s no lack of competition, which means professional salespeople need to up their game. How does a sales professional selling into the B2B space up their game? One of the ways is to avoid doing things that frustrate buyers – avoiding the 7 deadly sins of sales.

When you’re in a selling situation, it’s often uncomfortable to ask for the sale - it just doesn’t feel right and makes you feel like just another pushy salesperson.

I read another sales book recently that’s had a major impact on my methods for asking questions in selling situations. The book is “Spin Selling” by Neil Rackham. Neil conducted a major research project over multiple years to determine the optimal selling approach for large sales situations. If you’re in the B2B selling arena, this book should be a must read for you.