60% of the buying process - that's the stat you'll see most sales trainers, coaches, and thought leaders tell you. That's how much of the sales process your buyer completes before even talking to you. So what do you do about that? What Most Companies Do Most throw their arms up in the air [...]
Ahhh...the American free market. It may be the greatest invention of any society to date. But it has its cons too... What if your competitors start dropping their prices to snatch up your customers? That's a good thing for the market. But a MAJOR obstacle for you! In her post on a similar topic, [...]
I read an interesting post over at Marketo's blog. It talks about "pipeline-to-cost" ratio. In plain English, it basically means how much did a marketing channel or tactic contribute to a lead's development in comparison to the cost of marketing on that channel? Marketo checked this information in two ways: First-touch - what was the ratio [...]
Worth more than $70 billion, arguably the greatest investor of all-time, and one of the best business minds ever, you have to agree Warren Buffet is a resounding success. But, he admits, he made a $100 billion mistake in 1967, when first starting his investing career. Back then, he ran a hedge fund. Rather [...]
Think you know what you're doing in sales? Maybe you do, and you're spot on, making a total killing. But sales changes so fast that maybe what you used to think was true isn't anymore. Things aren't working, and you're not sure why. Check out these sales stats and see what the case might [...]
Breaking into the trust network of a senior executive is tough. Like, really tough. Regardless of how long they've been there, they've usually worked with trusted advisors for years. Plus, like every professional, they're strapped for time. They have hundreds of e-mails sitting in their inbox. They have 20 voice messages they haven't listened [...]
Uh-oh. Did you just look at your sales numbers for 2015...and notice you're way behind where you should be for the second half? What can you do to recover and save the day? Relax - we got you covered. Here's what to do: 1. Focus on What Your Prospect Wants to Buy, Not Convincing [...]
