by Laura Posey | Dec 22, 2015 | Sales
It all started with ankle surgery. For the past two years, I haven’t been able to run because of pain in my ankle. Finally, this February, after exhausting all other treatments, I succumbed to having surgery. It’s been five months since I went under the knife and I’m...
by Anne Miller | Dec 17, 2015 | Sales
Do you do A or B type presentation endings? “So, uh, that’s, uh, it. Um, what, uh, do you, um, think?” (Aaagh! Disaster!) “If you agree, then, going forward, the next step is to schedule a meeting with the marketing people. When would you like to do that?” Or,...
by Janice Mars | Dec 14, 2015 | Sales
So many firms have issues with sales forecasting in terms of ensuring it’s predictable and accurate. Forecasting accuracy can easily be managed, but it’s so important to determine the quality or reality of your sales pipeline. This is why you need to take off your...
by Anne Miller | Dec 11, 2015 | Sales
It is an occupational hazard to fall into a monologue during a presentation. The danger is that unengaged listeners rarely become buyers. Solution: “ABE” – Always Be Engaging. Here are three of at least ten ways to engage: Set engagement expectations...
by Joanne Black | Dec 10, 2015 | Sales
A sales executive at a leading marketing automation company surprised the heck out of me when I asked him about the advantages of technology for salespeople. After all, his company is a leading provider of technology to automate leads. But he spent more than 30...
