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Categories:Blog | Sales

Defining the Perfect Selling Experience with David Hoffeld

Sales organizations want to deliver a fantastic sales experience for all of their customers. But what does that mean, exactly? Being sold to doesn’t always have the best connotation, but we instinctively know a good salesperson versus a bad one, even if we can’t quite grasp what the extra something they have is. But we

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Categories:Blog | Sales

How Sales Reps Get Value From CRM: Integration

  This is part 4 of our series on various sales solutions and how those solutions impact the sales reps who use them. Part 1 defined all of the different tools that salespeople may encounter as a part of their technology resources. Part 2 looked at how salespeople can (and can’t) use content management systems

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Categories:Sales

CRM: Great Sales Management, Bad Sales Enablement

This is part 3 of our series on various sales solutions and what those solutions mean to the sales reps who use them. Part 1 defined all of the different solutions that salespeople may encounter as a part of their technology resources. Part 2 looked at how salespeople can (and can’t) use content management systems

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Categories:Sales

Content Management and Sales Are Like Oil and Water

This is part 2 of our series on various sales solutions and what those solutions mean to the sales reps who use them. Part 1 defined all of the different solutions that salespeople may encounter as a part of their technology resources. In my last blog, I defined Content Management Systems (CMS) as solutions that

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Categories:Sales

Defining the B2B Sales Tech Stack

Modern sales reps have access to a lot of tools. But often times us sales reps must use tools that aren’t necessarily made to do our job better or to sell more business. Many of these resources help with various pieces of the sales cycle, but very often they’re hard to use and not entirely

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Categories:Sales

First Impressions: How to Prevent Sales Meeting Mishaps – Part 2

Recently, we discussed common sales meeting mishaps and how to handle pre-presentation disasters. In this blog, we’ll focus on the first impression and how you can prevent those disasters from happening. Ever wish you could go back and completely re-do a sales presentation? Like most sales professionals, you’ve probably experienced a bumpy sales meeting or

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Categories:Sales

Selling Without Printed Materials

The cultural shift from a print-centric to a digital business model has greatly impacted the sales landscape. In the age of the Internet, buyers are educating themselves online and engaging with salespeople later in the buying cycle. With more of the selling and buying processes being conducted digitally, companies are arming their salespeople with tools

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Categories:Sales

When Technology Goes Wrong: How to Handle Sales Meeting Mishaps

Securing a face-to-face meeting with a prospect can be a long, tedious process. These meetings aren’t just difficult to schedule, they are also very time-consuming to prepare for—not to mention expensive. Yet the face-to-face meeting is our time to connect with potential buyers on a deeper level and wow them with our carefully planned presentation.

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Categories:Sales

Client Customized Content: How to Make Your Sales Meetings Dynamic

When it comes to prepping for a sales presentation, it’s not easy to predict exactly how the conversation will flow. Prospects often throw new information your way in the middle of a meeting, forcing you to completely change direction. Sometimes the information you need is not readily available, leaving you to appear unprepared as you

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