By: Brad Seaman On: January 21, 2016 In: Lead Generation, Sales Process, Sales Training Tips Comments: 0

There is no shortage of available advice on how to network successfully. Most of it, however, tends to focus on tips for best presenting yourself and your product. Presentation is key, but it’s not exclusive. Equal time should be spent developing well-articulated goals for each connection before you shake...

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By: Brad Seaman On: January 19, 2016 In: Sales Performance, Sales Process, Sales Training Tips Comments: 0

The benefits of upselling and cross-selling is a no-brainer, especially when you take into account how the practices are working in the ecommerce sector. With automation working on its behalf — showing visitors complementary products for selected purchases, it’s no wonder Amazon has reported that upsells and cross-sells make...

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Ready to increase your sales? Of course, you are. Besides analyzing your marketing strategies, closing techniques, and training of your sales reps, you could get significant gains by putting your presales capabilities under a microscope, according to the Harvard Business Review. In studying companies internationally, HBR came to this...

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Congratulations! You made what seems like a million phone calls to get to this moment — a one-on-one meeting with a qualified sales prospect. Now is not the time to start sweating about the possibility of blowing it. Brush up on your people skills to make sure your first...

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It’s no secret that it’s a constant tug of war between sales and marketing on who owns teleprospecting. Who owns what part of the sales journey? What constitutes a qualified lead? What is the logical progression of a lead-turned-buyer? These are questions that both teams are asking and not...

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By: Brad Seaman On: January 07, 2016 In: Sales Performance Trends, Sales Process Comments: 0

Don’t abandon the phone just yet. Apparently, trends are indicating that the shift from field sales to inside sales isn’t letting up in numerous industries. In fact, it could have your sales team reaching for the phone and other virtual tools at an increasing rate. And it looks like...

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By: Brad Seaman On: January 05, 2016 In: Sales Process, Sales Training Comments: 0

Whether you’re hiring new sales reps as part of an expansion or to replace a departing employee, time is of the essence. Every single day that you’re not getting a new employee up to speed, you’re losing dollars. According to a survey by DePaul University, you could stand to...

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By: Brad Seaman On: December 17, 2015 In: Sales Performance, Sales Process, Sales Training Tips Comments: 0

We’re all guilty of it: When we’ve spent any time doing something — whether a job or a task, we’re likely to fall into a rut. Suddenly, you’re relying on the same routine to get the job done. It’s no different in the sales field. However, with the digital...

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By: Brad Seaman On: December 10, 2015 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s simple mathematics. If your sales reps can accomplish more in less time, you’ve significantly increased their potential to hit or exceed their sales goals. With advances in technology, it’s becoming increasingly possible to make that a reality. With sales enablement tools gaining popularity as one of the ways...

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By: Brad Seaman On: November 26, 2015 In: Sales Process Comments: 0

As the old saying goes, time is money. In sales, that means making the most of the 9-, 10- 0r 11-hour workdays your team is putting in every day to hit sales quotas. Rather than putting in an extra hour or two, top-performing teams are investing in strategies to...

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