Math Works, Always: How Do We Tilt the Numbers in Our Favor?

In sales and marketing, we at least claim to be very numbers oriented. We have metrics around everything: Click-throughs Bounces Open rates Time spent on a page MQL, SQL,...

“Active Listening” is Not a Technique

Catching up on my reading, I ran across an article on Active Listening. It was focused on sales people and the author made the...

Leveraging Your Information Advantage

In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” Prospects and...

Discounts, Deals, and Advance Access: Keys to Increasing Sales

Are you shooting all the different kinds of ammunition you have in your sales arsenal? I’m going to go over what I believe are three...

5 Simple Steps to Easy Sales Forecasting

Let’s suppose that your business experiences a 10% increase in customer orders in the upcoming three months. To take advantage of this opportunity, you...

5 Important Variables That Affect Retail Business Success

Anyone who has ever run a retail business knows that it can feel a little (or a lot) like a roller coaster. There are...

Product versus Solution Selling

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the...

Sales Agility and Adaptability

A few of us have been having a conversation about whether adaptability and agility are important in sales. I think we are in uniform...

15 Things Every Salesperson Needs to Know About Marketing

Marketing is a crucial part of the sales process. How will your potential customers know how amazing your products and services are if you don't...

Do Customers Really Want a Frictionless Buying Experience?

It seems to be fashionable to talk about creating “frictionless buying experiences?” I suppose the concept draws readers, perhaps it’s an extreme expression of...

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