This Week’s Top 10 Sales Articles

RICH Virtual Content: Part II — Is your ...

The foundations of value-oriented selling do not change in a virtual environment — they actually become even more important. In a “Seek to Serve, Not to Sell™” fashion, sellers must put their prospect at the center of a sales conversation rather than pitching a product. This fosters value-based partnerships that extend benefits in ... by Jay Mitchell

Personal Lessons from The Pandemic

2020 will be a year of historical note – it will be a marker of generations. Like the Great Depression, The World Wars, or 9-11 changed the world, so too has COVID-19. In fact, your grandkids will read about this year in the history books, and ask you “What was the pandemic like?” Remembering it is one thing but ... by Kevin Eikenberry

Two-Minute Read: Leading an Organization for Optimal Revenue Results in 2021

Short on time? No problem. Here is our 120-second overview of three critical areas where we are seeing the most productive sales leaders set their teams up for success in 2021...Re-evaluate your account plan. Which opportunities fall into which of these ... by David Mattson

12 Sales Trends for 2021 – The rebuild

2020 has been one of the most trying years for many generations and we can’t wait for it to finish. We are over it and impatient for a sense of control, some degree of certainty, something more solid on which to build a better future as we look into the horizon to see what’s coming next, what the ‘new normal’ will ... by Sue Barrett

How to Fill the Prospecting Calendar

It’s time for you to fill your prospecting calendar. How full is yours? You know, I find it amazing that the vast majority of salespeople don’t even have a full prospecting calendar. They think it’s full, but it’s not. It’s not even close to being at capacity... Here are 10 things you can do right now to ... by Mark Hunter

Why Are You Neglecting Your Customer Relationships?

“How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither?.. I have plenty of advice about asking for referrals, but most of it ... by Joanne Black

Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With

I'll get to the content related to the title, but first, some context...In March, at the beginning of the pandemic, I wasn't paying attention to where I was walking and slammed my big toe into a door.  I destroyed the nail. Not wanting to lose it I superglued it back in place and several months after it ... by Dave Kurlan

Beware of All That’s Familiar in Selling Now

I don’t need to tell you that the 2020 global pandemic was a watershed year for change. But, what gets overlooked far too often is that the conditions for change—especially in sales—were apparent for years. Selling was ripe for disruption because, as the marketplace changed, the behaviours and assumptions of sellers did not.... by Colleen Francis

The Customer Service Experience Doesn’t Begin with the Greeting

In the world of show business and live entertainment, every act has an “opening.”.. Most people think it’s the first words that come out of the actors’ mouths, but it’s more than that. It’s the moment the audience sees the actors walking onto the stage. It’s how they are dressed, how they make eye contact ... by Shep Hyken

Has There Ever Been a More Critical Time to Review Your Sales Strategy?

It is almost impossible to overstate the need for every sales organization to have a well thought out and achievable sales strategy. It is a plan that guides and steers the sales team through a specified period of time and keeps them on course. Not having such a strategy can be likened to taking a long and ... by Jonathan Farrington