5 Simple Steps to Effective Lead Scoring


Marketing and sales still can’t agree on the definition of a “qualified lead”? End the tension, bickering and unproductive arguments through establishing an objective lead scoring system. Lead scoring is the answer to multiplying your resources and scaling your capacity while shorting your sales cycle through mining the critical information
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Sales Strategy vs. Sales Tactics


So what’s the difference? For our purposes, ‘strategy’ means that there’s a plan. ‘Tactics’ means that you’re thinking on your feet. A sales cycle that includes both is much more likely to succeed than a cycle that relies on only one of them. Tactics make sales fun. Strategy makes sales
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Fear Drives the 80/20 Rule for Sales Professionals


A quick internet search on sales success, sales coaching or sales literature reveals an inexhaustible body of research and resources all promising a glowing future of increased confidence, higher commissions, shorter sales cycles and higher close ratios. With this overwhelming abundance of books, DVDs, courses and coaches available to support
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Objection Handling – The Achilles Heel of the Modern Sales Warrior


Sales professionals invest countless hours building out their product knowledge, value propositions, business acumen and presentation skills. They develop territory plans and account strategies, research their competition and develop competitive strategies, network, prospect, cold call and spend weekends and evening drafting proposals and configuring demonstration scripts; yet they universally neglect
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Hiring an Effective Sales Professional


Your company is better off without Sales People than with the wrong Sales People. If this sounds extreme consider that a hiring mistake costs the average Partner between $80,000 – $120,000 in salary & expenses, EXCLUDING the $900,000 (average) of sales opportunities lost over the 9-16 months an organization retains
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