Sales

How to Avoid These Worst-Case Scenarios in Sales

Anyone who works in sales knows that there are a lot of potential pitfalls – and they happen all the time. Avoid huge potential hitches by following these tips. Don’t trust a verbal agreement. While, according to this Forbes article, it’s not always legally required to have a written contract, it definitely serves as insurance. …

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Sales Teams Should be More Competitive Internally

Your sales team fights hard for your company, which is probably a big reason why you’ve been successful so far. While a healthy sense of external competition is good for the company, internal competition can work wonders for your sales team.  What is Internal Competition? “Internal competition” describes that sense of competition that the salespeople …

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Creating a Sales Team That Wins

Recession, depression, or economic boom… it doesn’t matter. Creating a winning sales team isn’t just important. It’s possible no matter what economic conditions your business or industry might be facing. Winning sales teams aren’t “winners” because of any one, single thing that they do. Management alone or a great CRM system isn’t enough to push …

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Social Selling: How Being Social Affects Your Prospects

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 …

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Small Companies are Increasing Their Budgets for Training

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 …

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