Beth Sunshine, on March 7, 2022
Amanda Meade, on March 4, 2022
Even as we move toward some semblance of normalcy, sales, as a field, is still fundamentally different than it was just a few years ago. There are a host of new and emerging sales challenges that salespeople have to account for.
In the interest of helping you identify and overcome those issues, we reached out to sales experts and conducted some research. Here are eight of the main concerns facing salespeople in 2022 — as well as perspectives on how to address them. >>> READ MORE
The Center for Sales Strategy, on March 3, 2022
In 2022, we're challenging you to reconsider the way you're doing business to improve your sales performance.
The sales process is constantly changing and it's changing more rapidly than ever, yet there's a generation of salespeople still selling like it was any year before 2009.
Also in the mix are sales managers not adept to the evolving sales world, and therefore, might struggle to lead their team to good sales results.
Amanda Meade, on March 2, 2022
Are you looking to expand your sales team?
There's no doubting that more sales, scales, and finding the right people are essential to a successful business.
From finding the right candidates to training them for success, we've got you covered. Don’t waste time and money on the wrong sales reps. Use this guide to find the best ones for your business. It will help you avoid costly mistakes and make the process easier for everyone involved.
Greg Giersch, on March 1, 2022
To pick someone up has been used as slang, according to Dictionary.com, since at least the 1600s.
Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later.
Many salespeople have a rehearsed line meant to initiate a relationship with a prospect to satisfy their need to make another sale. Even when you’ve tried to find a Valid Business Reason (VBR), you might still end up sounding like you’re using a pick-up line.
How can you tell if your VBR has value to the prospect?
Amanda Meade, on February 28, 2022
Approximately 1.2 million employees were laid off or discharged in December 2021. As businesses recover from the chaos of the COVID-19 pandemic, identifying redundancies is essential for growth.
But what is redundancy?
In this article, we explain how overlooking signs of redundancy is affecting your business and how you can start strategizing for redundancy.
Amanda Meade, on February 25, 2022
In 2021, industrial sectors experienced Accelerating Growth, creating crunches on capacity, exacerbating concerns surrounding the labor market, prompting a willingness to purchase raw materials at higher costs than perhaps would have otherwise been desired.
Folks, we are moving into a period of slowing growth. It is still growth, but not at the pace that you’ve come to know and most likely expect. >>> READ MORE
The Center for Sales Strategy, on February 24, 2022
The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built.
They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.
Amanda Meade, on February 23, 2022
In this revamped corporate world, organizations are increasingly investing in employee experiences.
The emphasis is on employee reskilling and upskilling with the view to build competitive advantages
that will help organizations navigate the future. This explains why businesses are aligning their
growth strategies with employee development.
Employee learning and development are now at the core of key priorities that any organization has.
Greg Giersch, on February 22, 2022
Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series.
In the movie, Morpheus, describes the blue pill as waking up in your bed and believing whatever you want to believe.
There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. At least nothing in relation to your product or service.
The blue pill and red pill choice that Morpheus gives Neo in the Matrix comes into play in sales when you have insights. The red pill is one that may prompt the prospect to make changes in their status quo. It’s a choice the client must make for themselves, but your approach will have a great influence on that choice.
