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5 questions to climb to new sales heights

Tue, 06/26/2018 - 13:43 jeremytews

You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70 percent of your people will fall short of their quota. You have to get the sales reps to change their behaviors. You must get them in line to produce results.

A Bold New Model for Launching Brands in a Market that Demands Speed and Certainty

Fri, 12/14/2018 - 07:50 paulnolan

Is it possible to launch a brand with speed and a degree of certainty that it will catch on in such a fast-moving and mercurial environment? Yes, if you take a page out of something new-school; the prototype playbook.

Marketing Tactics to Kick-Start Your Sales Skills

Wed, 12/12/2018 - 06:57 paulnolan

Marketing tactics and tips that you can use to kick-start your sales skills and improve the outcomes of your actions.

How to Write Sales Emails That Get Responses

Mon, 12/10/2018 - 15:30 paulnolan

What sort of emails get responses? Be relevant, clearly articulate value, and be certain who you are talking to so you can contextualize your conversation.

Four Letters Every B2B Marketer Should Know

Thu, 12/06/2018 - 12:55 jeremytews

What does the introduction of Instagram TV (IGTV) mean to B2B marketers? it should mean a lot.

Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Mon, 12/03/2018 - 05:41 paulnolan

Even among companies that have positive work cultures, satisfaction with workplace recognition programs is almost always among the lowest-rated items on the annual employee opinion survey. To make recognition programs more meaningful, you first must step back and understand why these programs aren’t working.

Rethink Your B2B Revenue Model

Fri, 11/30/2018 - 06:45 paulnolan

The marketing-then-sales structure is inherently flawed. Here's a new way to think about generating revenue -- a six step model that turns the “then” into “and.”

How Risk Reversal Language Will Help You Accelerate Your Sales Cycle

Wed, 11/28/2018 - 05:11 paulnolan

How do you remedy the anxiety a buyer might feel before the deal closes? It all comes down to what you say.

Now More Than Ever: Personal Presentation Tips for the Digital Age

Mon, 11/26/2018 - 05:47 paulnolan

In today’s complex and dynamic business environment, it’s not what you know, knowledge and analytic skills are a base requirement and only a foundation. Success in business requires much more.

Why You Need Live Chat Now for B2B

Fri, 11/23/2018 - 07:07 paulnolan

Instant live chats aren't just for consumer goods and services companies. Here's why.

How to Write a Compelling Media Kit That Sells

Mon, 11/19/2018 - 06:59 paulnolan

A successful media kit makes a good first impression on your potential collaborators. As a result, it paves the way for more sales. Here's what it should include.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Thu, 11/15/2018 - 07:08 paulnolan

The key to coaching successful sales teams is focusing on the how, not the what. When you go beyond telling someone what they’re doing wrong to showing them how to do things differently, you’re providing tools for long-term success.

Building A B2B Sales Force That Works

Mon, 11/12/2018 - 06:53 paulnolan

The ideal structure for high-performing B2B sales is repeatable, scalable and trainable. Here's a closer look at what that means.

7 Questions to Build Rapport in Sales

Thu, 11/08/2018 - 06:51 paulnolan

Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Genuine rapport sets the table for the rest of the conversation.

Incentive Program FAQs

Mon, 11/05/2018 - 13:18 jeremytews

A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. I hope it provides clarity in the case of feeling a little confused.
Q: What is a pre-mortem and why should I do it? I’ve already been to the dentist once this year.

13 Musts from an Accidental Salesperson

Mon, 11/05/2018 - 06:30 paulnolan

The first secret to surviving in sales (almost by accident) is there is no secret, but here are 13 things that have helped me succeed in a career I never imagined.

more articles >>

Rethink Your B2B Revenue Model

Fri, 11/30/2018 - 06:45 paulnolan

The marketing-then-sales structure is inherently flawed. Here's a new way to think about generating revenue -- a six step model that turns the “then” into “and.”

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Editor's Notebook

Paul Nolan

Before I began researching this issue’s cover story, I had no idea the lack of sales management training was as dire a problem as it is. We thought there was a gap in training for B2B sales managers, but quickly discovered that “gap” is actually a canyon (hence the cover image).

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Engage (...by Hinda)

“Life is really simple, but we insist on making it complicated.”     – Confucius The same can be said for sales compensation....

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Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Canon)

A new year means a new calendar, and new trends to incorporate into your go-to-market strategy. Forecasting, it is said, is the art of saying what...

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Lift (...by Seiko)

Maybe we’ve met. Was it was at a trade show or a conference? You said you’ve built a lot of sales incentive programs as a manager, and, not to toot...

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Additional Web Resources

7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.

Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches.
Read more.

2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue.
Download here.

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