Yearly Archives: 2020
Sell Me This Pen: How to Answer the Old-School Sales Question in Today’s World
It’s been a part of sales job interview lore for decades – making its appearance in books, movies, and in real life. But is “Sell me this pen” still a valid exercise to use in a changed marketplace? By now it’s long past the freshness date and has ossified into old school, bordering on cliché. […]
What to do About Sales’ Leadership Crisis
Far too many sales reps are still failing to make quota despite all the advances in sales enablement and technology. The precise numbers will vary according to the given study, but it’s still under half. And much of that is down to sales managers and leaders not being effective enough in guiding their organization. That […]
What B2C Sales Reps Need to Know Before Moving to B2B
You’ve proven your ability in the B2C sales world and now are moving to B2B – perhaps for a new challenge or maybe to get into a potentially more lucrative career path. Congratulations on your switch. But before your first day, you should be aware of some things about selling B2B: You’ll have to be […]
Sales Managers, Beware the Numbers Trap
Everywhere you look – from sports to predicted purchasing decisions – big data and analytics dominate. As a society, we’ve become addicted to numbers due to their objectivity. And the factual existence of figures and metrics can’t be denied. But data fixation can also be a tunnel-vision trap. We previously discussed why sales managers need […]
Don’t Rely on Automation Software for All Your Lead Nurturing
Sometimes it seems like there is never enough time in the day. From prospecting to emails, phone calls, presentations, and everything in between, you can feel like you are constantly chasing your tail. So it makes sense to look for ways to save time and automate processes. And thanks to marketing automation software, time-consuming tasks […]