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February 14, 2017

Getting Back to Basics

You’re in sales. You’ve got a product to sell. Boom. Done. Then on to the next deal. Your technique? You use the sales enablement tools...

December 20, 2016

Don’t Let Spinoffs Spin Out Your Customer Relationships

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential...

October 27, 2016

Enterprise Sales Strategies: Salespeople Need to be Generous Know-It-Alls

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of favorite...

September 02, 2016

Three Things You Need to Know About Social Selling

There’s no escaping the fact that we live and conduct business in a social world. Harnessing social technology is clearly now a mandate...

May 19, 2016

What LinkedIn Isn’t Telling You

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of...

October 15, 2015

Are Your Prospects Dating Your CRM?

You wouldn’t use a CRM to court a potential romantic partner. So why do you rely on so much to build a sales relationship?

September 29, 2015

To Achieve Sales Success, Use This One Tip

Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before...

August 11, 2015

Secrets of the Top 10 Percent of Sales Professionals

A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success...

August 03, 2015

Killer Strategies to Multiply Your Sales

In sales there is constant pressure to land newer, bigger customers. While acquiring net new customers is important, you may be leaving...

July 10, 2015

How to Not Fail When "Cold Calling" C-Suite Executives

As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or should...

June 09, 2015

3 Key Sales Triggers That Signal Your Prospect Is Ready to Buy

Your database is full of potential customers, some with a higher closing probability than others, but they all have one thing in...

June 05, 2015

The Power of Saying "No" to a Sale

The goal of sales is to convert prospects into customers, but not every prospect should make the cut. Just because you can do business...

May 27, 2015

Stop Being a Product Jockey and Think Like Your Customer

There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a name...

May 07, 2015

Is Your Sales Strategy Recession-Proof?

2015 seems a long way from the tough economic times of 2008 and 2009, and certainly the economy is much better than it was. But if...

April 29, 2015

The 3 Biggest Mistakes Salespeople Make

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment,...

April 14, 2015

How Technology is Changing Healthcare Sales

The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has quickly...

March 24, 2015

Got Rep Turnover? Learn How to Get New Reps to Succeed Faster

One of the biggest challenges faced by today’s technology companies is the constant changing of sales representatives. Our customers...

March 11, 2015

Information vs. Intelligence: Are You Providing the Right One?

All it takes is opening your inbox to realize we are living in a world of  information overload. This affects all teams, in every...

January 28, 2015

Time is Money. Here Are Tips For Finding More of Both.

In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few...

January 25, 2015

Selling Enterprise IT: Why One Size Does Not Fit All

This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise Technology...

January 24, 2015

Chairman of Oracle says digital transformation is a CXO priority

Jeff Henley, Chairman of Oracle Corporation, recently told Forbes that many companies have elevated strategic digital transformation...

December 10, 2014

What Real Executive Intelligence Looks Like, And What It's Worth

We've written in the past about why personas, while useful, are no substitute for CXO intelligence.

December 05, 2014

Three Tips for Conquering Fear in the C-Suite

If you get butterflies heading into a meeting with a CXO, you are not alone.

November 13, 2014

Enterprise Sales Pitfalls: Don't Let This Happen To You

How confident do you feel going into a sales call with an executive decision maker?

October 22, 2014

CXO Selling: Take That First Step

In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

October 14, 2014

Are Enterprise Deals Dead?

We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the enterprise...

August 05, 2014

Tips for C-Suite Sales Call Prep: How to Have a Business Conversation

When it comes to meetings with C-level executives, a whole new level of sales readiness is required. Unlike your mid-level customers...

November 11, 2011

C-Suite Selling: How to Get a Meeting with a CIO

Having worked on CXO-facing programs for more than a decade, I think I have a pretty good idea of what works and what doesn't when it...

October 11, 2011

The "Rule Of Thirds" In Enterprise Sales

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.