Think that social media isn’t for B2B companies like yours? Think again. IBM did it. In fact, IBM reports “one-third of its B2B buyers were already using social media of various kinds.” Sure, the 54-year-old executive that you negotiate with might not be using Twitter, but the 37-year-old one level below him (who has significant […]
Social Selling: How Being Social Affects Your Prospects Read More »
We’ve seen it time and time again: a sales team that’s overly careful not to be seen as “sharks” fails to close the deal. The excuses go on and on, but usually sound something like this: “We didn’t want to pressure the client.” “We thought we would leave the ball in their court for a
Is Your Sales Team Too Soft to Close the Deal? Read More »
In our last blog post, we shared some information from the latest Training Magazine, which reported that 65% of organizations had decreased their budget or experienced no budget change in 2012 from the year before. Of course, the converse of that fact is that 35% of organizations increased their training budgets in 2012. Let’s take
Small Companies are Increasing Their Budgets for Training Read More »
How to Get Your Sales Team to Buy Into Your CRM System Do you have a great new CRM system? Does it provide answers to all – or most – of the challenges that your sales team is currently working through? Then why aren’t they using it? Selling your sales team on a new system
How to Get Your Sales Team to Buy Into Your CRM System Read More »
From cutting deals in the boardroom to learning to recognize your own flaws, we want to help you and your sales team be as effective as possible. To increase your effectiveness, you have to carefully cultivate the habits of your sales team at a fundamental level. 2012 has brought about a shift in sales training
Sales Training in 2012: 7 Performance Improvement Trends Read More »
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