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What Virtual Selling Means for Your ‘Field’ Sellers

Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?...

How Top Sellers Keep Winning

Great sellers repeatedly grill themselves with two questions: How much more time does this opportunity merit? How can I be more certain of my judgment? Use the Buyer Alignment Guideto create razor-sharp execution for your entire team. Protect your B-Players from hope, the...

4 Mistakes to Avoid When Increasing Revenue Growth through Resellers

Many sales leaders will make or miss their revenue objectives based on the performance of their reseller channel. How much revenue growth will they generate? This requires sales leaders to constantly recruit, onboard, enable and nurture reseller partners, both old...

The Rules to Revenue Growth When Managing Resellers

When taking a new product to market, how should you recruit and manage resellers? We recently interviewed Ted Grulikowksi, the Vice President of the B2B business unit at MarketSource. MarketSource is the world’s leading outsourcing company. And the topic of...

How B2B Social Sellers Align With Their Buyers

This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful. Then I provide a Buyer Alignment Tool to enable success in these environments. ...

How Social Sellers Write Effective LinkedIn Profiles

In this article I outline 4 principles of an effective LinkedIn profile. Then I provide a LinkedIn Profile Writing Guide to help perfect your own profile. The Value of the Sales Rep It is rare to have products that simply “sell themselves.”...

How Social Sellers Build Their Pipeline with LinkedIn

HowSocial SellersSucceed with LinkedIn A few weeks ago I had dinner with my friend, Jim. He’s a salesrep at Oracle. He described the widespread misuse of LinkedIn like this: “Reps use their profile like a resume. They simply repackage a dead...

How a Digital Sales Culture Drives Revenue in Key Accounts

There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially...

Survey Results: How Market Leading Companies Plan to Make the 2020 Number

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020...

How Marketing Can Drive Revenue Through an Optimized Channel Partner Program

Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your...
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