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Lead Generation

Why Retrospectives are the Sales Secret Sauce

Great news, it’s a sales win!  The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer.  A retrospective is an ...

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The Quarterly Business Review – It’s All About Value

In Sandler Enterprise Selling, the sales cycle is represented by a continuous process consisting of six stages. And continuity is the key as selling to and serving large enterprise accounts through streams of transactions over time in long-term relationships really has no end. That’s the enterprise world. The sixth and ...

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How Can Sales Be More Ethical?

My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the ...

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The Sales Process…and the Marketing Process

Why is the subject of process so important? Why is it as important to have a marketing process as it is to have a sales process? Why should sales and marketing processes be connected? On what should you base your sales and marketing processes? The subject of the sales process ...

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Can Sales Ethics Be Taught?

I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. The question is, can sales ethics ...

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The Sales Ethics of Personalization

What do you think of sales ethics of personalization? Have you used personalization in your business? With all the consumer data now available, you could potentially know almost everything about the next person who walks into your store or visits your website. But should you use that information? Strangely enough, ...

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#SalesChats: 19th April 2018 9am with Daniel Strunk

Developing Tomorrow’s Sales Professionals DePaul University’s Center for Sales Leadership stands far and above other sales education programs. An average salesperson spends an average of a year-and-a-half on the job, whereas 75 percent of Center for Sales Leadership graduates are still with their initial company 3 years later, and moreover ...

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The Sales Rejection Myth

Every year companies spend tens of thousands of dollars on training their sales teams in areas like prospecting, questioning and closing more sales/deals. While this type of training is clearly valuable, it fails to address a key factor impacting sales performance. That is, the ability of the salesperson to manage ...

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SalesPOP! Top Contributor Spotlight: Andy Rudin

In addition to being a top contributor to SalesPOP!, Andy Rudin has been writing about sales and selling for over ten years. For him, writing is actually an educational experience. “I write so that I can learn,” Andy explains. “For me, finding an edgy or innovative biz-dev idea is like ...

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