At one time or another, everyone in sales and marketing has shared something in common with the character Sheldon on the Big Bang Theory. Although you might not be a…
I’d like to focus on how you can systematically create great content in your sales proposals. After all, even the most beautiful and well-designed sales proposals will fall flat on…
What are two words that get every salesperson’s pulse racing? Budget approval. Want to know the secret to securing budget approval? Simple. Create the right kind of business case to…
Ask the VP of Sales and the VP of Marketing at any company how well their teams get along and you’ll likely find some level of friction. Salespeople complain that…
Do you know the difference between “ROI” (return on investment) and “ROMI” (return on marketing investment)? Occasionally we’ve noticed that some of our discussions about ROI have led to some…
Do you ever feel like you're losing control of the conversation during a prospecting call or sales appointment? Use what I call the "Statement, Benefit, Probe" technique to regain control.
