Packing Parachutes for Go-To-Market Sales Success
As trends continue to emerge linking smart data with smart people, we are more connected to – and by – more information than at any other point in human history. This should give savvy buyers and equally savvy sellers a clear advantage in a noisy marketplace. We have found in our research that 67% of […]
Who Is Branding You?
Whether your organization spends millions on branding, or the concept of branding almost never crosses your mind, your organization has a brand that is influenced by an almost infinite number of factors. Obviously, you can’t control all of them, but if you know what factors they are, you can go a long way toward having […]
“I Will Make Fewer Bad Sales Hiring Decisions This Year”
SalesAdvantage Mantra #1 Hiring, cultivating and retaining top sales talent is essential to any B2B-oriented company’s overall health and success. It’s undoubtedly worth millions to even the smallest companies’ top and bottom lines. SO WHY ARE MANY OF US SO AWFUL AT IT? Harsh? Maybe – but it might not be that far off. Close […]
Stop Competing On Price
5 ways to rise above commoditization. Obviously, price plays an important role in how current and potential clients or customers compare you with competitors. However, there are several ways you can reduce the role price plays, allowing you to maintain or increase your current margins, even in a competitive marketplace. People will not hesitate to […]
5 Sales & Marketing Principles to Overcome Market Challenges
Your marketing team is generating awareness and interest in your product or service, up to the point where sales enters the process to convert interest to a deal. But the line where marketing ends and sales begins is vaguely drawn, causing confusion, and sometimes debate, between the two. Which can disrupt your results, especially when […]
Digital Recruiter is THE Tool
It’s a feeling. The vibe. The atmosphere. The sense of opportunity—of what could be. It’s a vision of their dreams coming true that leads them to your university. But it’s you — the person who helps them connect to campus from a distance — that helps them see that they can pursue a degree they […]
7 Reasons To Use A Mobile Sales Kit
By equipping your salespeople with a tablet-optimized sales kit, fully loaded with presentations, calculators, and videos, you and your sales team will be more confident in every sales situation. 1) Deliver consistent messaging. From the most experienced salesperson to the greenest rookie, every member of your sales team (including those who aren’t salespeople but sometimes […]
The Power of Empathy
If you want to get someone to do something, you have to first get them to think it’s a good idea. And to do that, you have to understand how they think. It’s called empathy, and it’s the ability to understand how others think and feel. To see the world through the eyes of someone […]
Succeeding in B2B Relationship-Selling Without Sacrificing Your Brand (or Yourself)
You’ve built a great product or service with a compelling value proposition, a brilliant go-to-market strategy and a ready-and-willing frontline team armed with exactly what they need to be successful. And now potential partners are beating down your door to sell YOU. Sounds like a pipe dream, right? It works in the B2C / Retail […]
Attention Sales Managers : You Don’t Have to be an Expert to Coach your Team
Tiger Woods has a coach. Michael Jordan routinely lists coaches Dean Smith and Phil Jackson as two of the most influential men in his career. Even the incomparable Frank Sinatra had a vocal coach. I’m sure you’ve heard this before and know the point I’m trying to make; the most successful people on the planet, […]