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Tag Archives: sales

Webinar: Using Web Events to Increase Pipeline Velocity

increase pipeline velocity

When it comes to lead generation, webinar marketing excels at connecting new prospects to your brand in a cost-efficient way. Although if you’re only using webinars to drive new leads, you’re not unlocking the full value of web events. Driving top-of-funnel leads is only the beginning. You can also use webinars to nurture and engage those prospects through the entire …

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Sales Webinar: Evolve or Die | Surviving the Rapidly Changing Sales Landscape

The way customers buy products and services has fundamentally changed. Cold calls and emails simply don’t work. According to Forrester Research, the average buyer has completed between 68-98% of their decision-making process before engaging a sales professional. To survive, companies need to take a radically different approach to the way they sell. Companies must evolve to stay ahead of the …

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Evolve or Die Part 6: Develop New Comp Plans for Sales

In a traditional sales organization, if you sell more, you earn more. And that’s the way it should be. However, comp plans can sometimes make good people do some crazy things. In a previous job, I once saw a sales rep harass a customer to the point where they almost got into a fistfight. Why? Because the sales rep needed …

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Evolve or Die Part 4: New Type of Sales Rep

When you think of the prototype sales person, you think of someone who is friendly, outgoing and has a big personality. The type of person who can effortlessly work a room and return to the office with pockets stuffed with hot leads. If you’re looking to hire a sales rep, you probably wouldn’t hire someone who seems quiet and introverted. …

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Evolve or Die Part 3: From “Always Be Closing” to “Always Be Consulting”

evolve or die

A few weeks ago, I spoke at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit in Chicago. I discussed how the sales landscape is changing and various ways sales organizations should think about evolving to remain successful. Previously, I mentioned how sales reps must become even more knowledgeable about their prospects and improve collaboration across departments. In addition to …

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Evolve or Die Part 2: Teamwork and Collaboration Across Departments

In a previous post, I explained how today’s prospects are more educated and savvy than ever before. Which means sales professionals have to be better prepared to have more meaningful conversations that will help lead to a sale. Today, I’d like to share how teamwork and collaboration can also help sales reps survive and thrive in the changing landscape. Evolve …

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Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape

social selling

Recently, I had the opportunity to speak at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit in Chicago. The title of my presentation was “Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape”. The following are some of the themes I discussed: • The Changing Sales Landscape Overall, the role of a sales professional …

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Collaboration Tools Help Sales Professionals Increase Productivity

online meeting tools

Advanced conferencing and collaboration tools for sales professionals are important. It can help increase productivity,impress clients and significantly shorten the time it takes to close deals. Roughly, 26 percent of the employees supported by IT are remote or mobile workers, according to a recent Frost & Sullivan survey. For salespeople, this could potentially create some challenges. Current or prospective clients …

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The Smartest Sales Webinar with New York Times Bestselling Author Dan Solin

imeet online meetings

New York Times bestselling author Dan Solin, creator of the new “The Smartest Sales Book You’ll Ever Read,” is the third featured speaker in the 5-Minute Webinar Series, sponsored by iMeet®. The series helps business professionals learn more about key topics, including sales techniques, social media tips, productivity best practices, presentation ideas and more. For more webinars, visit PGi on …

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Are You Ready for the Future of Social Selling? Here’s Your Survival Guide

Sales pros: Are you trying to figure out how to embrace the future of social selling? Trying to get an edge in our increasingly competitive B2B and B2C landscape? Old-school sales techniques no longer giving you the edge? Need new ways to grow your business through customer expansion, business development and sales prospecting? Sales leaders from PGi, Hubspot, LinkedIn, Top …

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Doing Business in a Mobile-First World

Mobility is the fastest growing technology trend, ever. Adoption of mobile technology in the last decade has been twice as fast as Internet adoption in the 90s and three times faster than social networking adoption in the 2000s. Technology giants like Google, Apple and Microsoft are pushing full-steam ahead into the mobile space, pouring development and advertising dollars into tablets, …

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Teaching the Teachers: Turning Your Sales Pitches into Teachable Moments

As a part of your company’s sales team, it’s your job to reach out to business decision makers, build relationships with them and ultimately convince them that your product or service is right for them. These are the mentors and leaders in their organizations, men and women who have worked hard to build the knowledge on the ins and outs …

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Whether in Business or Marriage, Building Relationships is All About Priorities

marriage priorities

For many of us, building relationships is one of the most rewarding aspects of our lives, and an ongoing learning process. When we’re young and think we have all the answers, our personal relationships provide plenty of stumbling blocks, often due to our own inability to compromise and put someone else’s priorities above our own. One of the keys to …

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BYOD or Bust Part 1: Empowering Sales with Mobility

online meeting software for mobile

The Bring Your Own Device (BYOD) movement is here, and it’s here to stay. Just two years ago, BYOD environments had already reached 40% enterprise penetration. There are, without question, unique challenges presented by allowing employees to bring their personal devices into the workplace; IT departments have had to adapt quickly in recent years to provide the same levels of …

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3 Simple Ways to Cut Business Travel Costs

With rising prices all across the travel industry ($4/gallon, anyone?), businesses everywhere are searching for ways to reduce their travel budgets without risking their bottom line. Here are three simple (and relatively painless) ways to cut business travel costs without damaging your business or employee morale. 1. Cross-train your employees. The average two-person field sales team (sales rep + specialist) …

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