by Janice Mars | Nov 30, 2015 | Sales
If you are simply selling the features and functions of your products and services, then you are not solving the client’s business problem. Not only have I seen this many times in deal reviews, but I had fallen for it earlier in my sales career: sales would come up...
by Lori Richardson | Nov 29, 2015 | Interviews, Leadership, Sales
Bridget Gleason is VP, Corporate Sales at Sumo Logic since July 2015, formerly VP Sales at Yesware and with sales leadership positions at Engine Yard. It was great to catch up with her since her move back to the West coast. LR: How did you get into a sales leadership...
by Laura Posey | Nov 27, 2015 | Sales
What if you could grow your sales 80% per year and add only a few clients to your workload? What would that mean to your quota, the money in your wallet and your lifestyle? Believe it or not, selling that much isn’t as hard as you think. The secret is learning to use...
by Jill Harrington | Nov 24, 2015 | Sales
Face it. When you engage with a new prospect there’s a 90% chance that they won’t need you right at that moment. “Check back in six months.”
“We’ll be issuing an RFP next year.”
“Fire me a reminder in May.” A word of caution. Before you schedule a follow up call in...
by Lori Richardson | Nov 23, 2015 | Sales
(this just in: anyone who signs up for ELEVATE between Nov. 23 – Nov. 29, Velocify will give $1 to Feeding America, the nationwide network of food banks in the US.) There is a virtual sales event happening on Thursday, December 3rd with an amazing line up of...
