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Pipeline

Marketing, sales and revenue models.

How to Lead Prospects Through the Sales Process Faster

Prospects get stuck in their own decision-making loop, frequently making no buying decision at all. Here’s how to move them toward the right decision in a timely manner, according to KLA Group’s Kendra Lee.

Teaching Sales People to Lie?

If you don’t have the courage to reach out, honestly and openly, to people you’ve never met, you have no business being in sales.

Seven Ways to Deal With Sales Rejection

How you deal with sales rejection determines if the customer door remains open for the long haul. Use these seven techniques to overcome rejection.

Future of Selling: Glass Half Full or Half Empty?

Too often, businesses focus their sales improvements on tools, automation and content. How about actually focusing on improving yours sales people?

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Inbound Sales Leads vs. Outbound Marketing: Rethink Your Assumptions

Some folks are so busy with inbound sales leads that they forget outbound marketing. That’s a big mistake. David Brock explains why.

Turn Prospecting ‘No’ Into ‘Yes!’

We always approach prospecting from a negative, glass half-empty perspective. KLA Group’s Kendra Less explains how to flip that upside down.

Can Sales Leaders Self Coach?

There’s a huge amount high performers can and should be doing for themselves. Here are seven steps to more effective self-coaching.

What About Sales Person Retention?

In the age of subscription services and customer churn, you’re increasingly obsessed with customer retention. But don’t forget about sales person retention.

Your Lead Generation Expectations Are Wrong

When lead generation expectations are wrong, so is everything else: The process, budget, activities, content and staffing. KLA Group explains the fix.

Customers and Sales Teams: We Still Need Each Other

Customers and Salespeople are on diverging paths as we minimize our interactions with each other. Here’s why both sides must reverse that trend.