Blog

The Power of Story: Why it Matters so Much in Sales

  Sales organizations today can benefit from what some are calling the dawn of marketing’s golden age. The secret behind much of it: a revolution in bold storytelling. As management firm McKinsey & Company points out in a recent article: “marketers are boosting their precision, broadening their scope, moving more quickly and telling better stories.” They argue... Read More

Answer These 6 Questions Before Every Sales Call

By Paul Reilly “If you aim at nothing, you will hit it every time.” – Zig Ziglar It is staggering how many salespeople aim for nothing and hit it every time. Less than one-in-ten salespeople routinely plan every sales call. 90% of salespeople don’t plan sales calls. Salespeople tell us they don’t need to plan because... Read More

Blending The Old and New Schools Of B2B Sales

By: BILL BUTLER Over the last few years within the B2B sales world, the notion that tech-powered new school strategies and techniques are here to conquer the old school has been getting a good deal of buzz. It’s this idea that we’re at a fork in the road and one of them dead-ends. But we believe... Read More

5 Best Practices for Deploying a Sales Engagement Solution

By: Teresa Fok As marketers, we know the challenge of ensuring sales reps follow and use best practices processes, sales playbooks, and marketing content we painstakingly created. Without the right technology, sales leaders and marketing teams may face a range of alignment issues, such as lack of visibility into which outbound messages, cadence, and tactics work or... Read More

A Complete Guide to Putting the “Social” Back in Social Selling

Social selling has finally (and dangerously) reached buzzword status. Dangerously, because there are misperceptions about what it means, how to do it, and just as importantly, how not to do it. Misperceptions, because salespeople have forgotten the social part of social selling. Instead, they pitch, spam, annoy their contacts, and think that’s actually helping them sell. It’s not, because... Read More