Sales Tips

As the global health pandemic continues to wreak havoc on our country’s health systems, the economy has also taken a turn for the worst. The US economy officially entered a recession in February and a lot of uncertainty looms over return plans. It's clear that many businesses will bear the brunt of the health crisis crash. In fact, 60,000 small businesses have already closed their doors since March.  Despite the continuous stream of discouraging news detailing bankruptcies and permanent closures, businesses can survive by having the right mindset and a strong sales and marketing strategy.  Here’s how you can prevent your business…

If you’ve watched major golf tournaments over the years, you’ve probably seen how quickly everything can go from on track to suddenly off the rails. One bad shot and your favorite golfer is hopelessly stuck in a sand trap, their score for the entire round of golf in jeopardy.  The life of a salesperson isn’t much different when attempting to meet their sales goals.  Think of every round of golf as a sales quarter for an Account Executive.  Quotas that we set at the beginning of a year for each quarter help to ensure that we hit the overall revenue…

You know that not all B2B customers respond to the same sales pitch. Each prospect poses a unique set of challenges because they each have their own buying process and specific needs. For this reason, the sales strategies you apply to larger organizations versus small and medium-sized businesses (SMBs) should be different.  SMB selling has its own set of rules because SMB buyers tend to want more insight, reassurance, and information before they are ready to make a purchase. For SMB sales, buyers want to take the time to learn all they can before making a decision. A mistake with…

Every industry has its legends — people that have pushed boundaries and elevated their respective field with their talent. In Sales, these thought leaders have not only revolutionized the way that salespeople interact with and engage their customers. They’ve also changed the way the world thinks about sales. The Sales Hall of Fame honors the most distinguished voices in Sales — individuals who continue to inspire us with cutting-edge insights and intellectual influence. Their innovations and business-defining achievements have blazed new trails in one of the most lucrative, dynamic, and constantly-evolving industries in the world.