A Prospecting Power Tool for Our Age

Posted by Everett Hill on Sun, Mar 13, 2016

In my last blog I opined that teaching prospecting skills to individuals who lack “hunter” DNA is a fool’s errand. That said, for the right audience it’s one of the most valuable things I do as a revenue growth consultant. For example, I find that many otherwise passionate business development professionals are failing to seize upon an emerging technology that can revolutionize their prospecting efficiency and shorten their B2B sales cycles: email tracking.

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Tags: business development, sales tools, prospecting

5 Keys to SCORE Better Customer Relationships

Posted by Joellyn Sargent on Mon, Dec 09, 2013

“Delighting the customer” is a popular mantra in firms dealing with the rapid evolution of the sales process. Technology has empowered buyers of all kinds – from B2B to consumer markets – to move themselves through the sales cycle. Taking a self-service approach, buyers discover new products online, research features, read reviews and even compare prices before engaging a sales rep.

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Tags: business development, b2b marketing, customer loyalty

Be More Effective in Sales by Not Talking

Posted by Michael Boyer on Wed, Nov 14, 2012

One of the common questions that I respond to from younger people in sales is how to know when to talk and when to listen and how to guide the conversation with a potential customer, particularly early on or at first meeting. 

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Tags: business development, effective sales calls, sales training