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Lead Generation

B2B Selling—It’s Personal

Someone once said to me, “I was certain it would be a success. Everything was in place—a great product and a truly unique selling proposition. We had a firm understanding of the prospect’s corporate requirements and buying process. I really don’t get why the results didn’t happen.” I actually have ...

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The Crucial Path to Employee Engagement

How do you build a culture that get employees to want to get engaged and take part in their organization? How can employees hold onto their jobs and not lose their career? Why is it that employees feel out of control in their companies? Why do companies feel that simply ...

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How Sales Wins the Long Dollar

The “long dollar” is the most valuable prize coveted by sales; it’s a dollar that keeps on giving to the salesperson. The long dollar represents repeated customer spending over many months and years as opposed to the short dollar which is spent in the short term. Long dollars are generated ...

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How to Engage Your Sales Team

All sales executives and sales managers that Steven speaks with have one thing in mind: a highly engaged sales team. What are you doing to engage your sales team? In fact, what have you done today? It really doesn’t take much—but you do have to do it. Here are some ...

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Create Value by Providing Choice

From 1915 through 1975 it was the largest grocery store chain in the United States. Today you probably never heard of it. It was called A&P. Only a few A&P stores remain open today. One mistake in particular accelerated their rapid decline: they underestimated the importance of choice. They made ...

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Sales Training for the 21st Century

Sales. It’s right at the center of a company’s revenue strategy. Without sales, revenue doesn’t happen at all. With the right sales team and the right strategy–and of course the right product or service–it’s a rocket ride right out through the top. But what comes before all that? You guessed ...

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Stop the Revolving Door of Sales Hiring

A simple blueprint for handoffs defines roles/responsibilities and strengthens sales hiring partnerships In hiring front-line sellers, organizations may flounder and fail when saleshiring practices are left up to a single department. Sales managers frequently take short cuts. Recruiters and HR business partners often miss the mark because it’s challenging for ...

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