Posts by Category: Sales Best Practices

It’s Still About Business to People Selling: 3 Ways to Handle Unpredictable Buyer Behavior

Remember the days when selling was all about cold calling? When people would actually hold a conversation on the phone with someone they’d never met?

As I’m sure you’ve noticed, those days are fast disappearing. In the past 20 years, buyers have gained more power, and the sales funnel has drastically changed.…


Starting 2015 Strong – A Round-Up of Advice from the Top Sales Influencers

2015 is officially under way. By now you’ve probably chosen a few resolutions, or habits, you’d like to achieve in 2015. Whether it’s surpassing last year’s quota, or signing that named account you’ve been going after; we’ve rounded up some tips from the top sales leaders to help you start 2015 strong.…


The Real Cost of Average: The Importance of Customer Feedback as a B2B Sales Strategy

With so much emphasis on prospecting and gaining new customers, many salespeople forget about their current customers. It usually isn’t until they receive really terrible, or really great feedback do they start paying attention. You’ll rarely hear from a customer when their experience is just so-so. In fact, only 4% of businesses hear from dissatisfied customers, according to Understanding Customers by Ruby Newell-Legner.…


4 Tips to Hit Your Sales Quota During the Most Wonderful Time of the Year

We all experience a little chaos during the holidays. Trying to plan time with family, holiday parties, shopping, and oh yeah, selling; things can quickly spiral out of control. It’s nearly impossible to keep your priorities straight, let alone be productive. On top of all the prospects you need to follow-up with, you need to figure out where your cousins are going to sleep next weekend. …


5 best practices for e-books and guides to generate results

E-books and whitepapers are a great way to educate your audience during the sales process. Yet with so many companies pushing these resource, it can be difficult to stand out. As a salesperson, make sure the content you’re pushing to your prospects aligns with these best practices.

The Next Web
    1. Focus on the right goals.