Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every..
I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. Many of the questions I field have to do with number of touches and the types of touches we recommend to..
More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my..
A lot of people don’t know how to use LinkedIn. Many see it as a job board where they can post their resume, not as a hub that connects people with like-minded interests. In a business-to-business world, the main..