The Best Way to Sell Is With a Story

Well-told convincing stories help build relationships with customers. They demonstrate your company’s knowledge and expertise, they confer credibility, and they lay the groundwork for trust. Storytelling is vital at every point in the sales cycle.

Reading Every Day Can Help Position You as Your Buyer's Trusted Adviser

Devoting a small chunk of time every morning or over every lunch break to read up on and learn more about your buyer’s industry can go a long way toward becoming that client's trusted advisor.

5 Habits of the Best Salespeople

In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers. Here are five abilities that top performers use.

Using the Gig Model to Build a Sales Engine

From the very beginning – before a product is even developed – startups as well as mature organizations rolling out new product lines need to ask the question, “How will we sell this?”

The Sales Enablement Market Is Consolidating – and It’s a Good Thing

The boom in sales enablement software has created a $700 million market spanning dozens of companies that is expected to be worth $5 billion by 2021 – and this volume is creating new challenges for the customers using the products. There is a market shift coming that will solve some problems, including too many platforms and too many vendors.

3 Ways the Best Leaders Set Themselves Apart

Leadership is often viewed as being able to establish resources and priorities to acquire worthwhile goals. While that’s part of it, true leadership involves a lot more than that.

3 Keys to an Effective Digital Selling Strategy

Salespeople must begin client relationships where their clients are — and those clients begin vendor searches online. Salespeople who want to maintain a human touch while leveraging the power of digital selling can use these three strategies to get the best of both worlds.

The Conversation CSOs and CMOs Need to Have

If chief sales officers and chief marketing officers prioritize aligning their teams’ efforts, they will begin to see smoother sales cycles and more-effective marketing to support those cycles. It starts with these three key conversations.

A Marketing and Sales Blind Spot?

We know early-stage demand generation commands a lot of focus. What blind spots does that create around other opportunities to maximize growth?

Mixing Phone Conversations With Social Listening for B2B Sales Success

The cold call is not dead, but it is living and breathing differently as social platforms become more important. Here are the top four ways to integrate traditional and modern-day sales approaches to effectively and efficiently reach decision-makers and drive more sales.

Juuust right incentives

Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot.  Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right.
ONLINE BONUS ARTICLE:  Calculating the ‘Just Right’ Value for Incentives

4 Ways to Use Insights for More Effective ABM

As a marketer, you'll get more mileage from your materials by employing ABM to court many similar accounts rather than just one. The insights gained from one company give you a peek into what makes competing companies tick and how to best appeal to them.

Setting Your Strategic Direction

Think back to your childhood. Can you recall a time when you got lost? Maybe it was at the mall, a supermarket or museum. Maybe it was just for a few moments. Do you recall the sinking feeling in your gut? Were you anxious, frightened or downright terrified? And do you remember the joy that came when you were reunited with your mom or dad?

Three Ways AI And Sales Analytics Work Together

While a salesperson’s intuition is still key, artificial intelligenceI is leveraged to provide more convincing insights to empower sales teams to close deals faster than ever before. Here are three use-cases in which AI and sales analytics can work together today

Calculating the ‘Just Right’ Value for Incentives

Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.