Mar 29, 2015 | Uncategorized
Is your sales team good at listening? Really good at listening? The fact is that most B2B sales teams are quite poor at listening and ironically, that is arguably the most important skill in selling to the enterprise. Let’s examine the elements of listening and...
Mar 29, 2015 | Uncategorized
My career has always consisted of presenting to large groups of people, senior execs and even a select few presentations to F500 board members. I’m a career sales professional and sales executive. Sales presentations are important but it’s not just about getting...
Mar 29, 2015 | Uncategorized
vA lot of marketing theory on content. But what do the sales people do? I liked this email I just got fromAmerican Express via Marketingprofs. Insight over information A great deal of the salesperson’s role at one time was to deliver information. Most salespeople...
Mar 29, 2015 | Uncategorized
In the Kevin Costner movie Field of Dreams, there is a classic line: “If you build it, they will come.” The refrain is whispered repeatedly to Kevin Costner’s character ‘Ray’ to build a baseball field in his cornfield and the ghosts of...
Mar 29, 2015 | Uncategorized
It goes without saying that last 24-36 months have been challenging. According to analysts, while the economy has shown some improvement, the top B2B sales and marketing pressures today remain the difficult economic environment, fewer dollars, reduced headcount, an...
