Posts by lisa.diesel:

You’ve just arrived home from a week of trade show exhibiting. You are tired, your head and feet still ache, and you are behind on all of your normal tasks. Hang on! It is not yet time to soak your feet or catch up with your team. Collecting leads at the show is only one piece of the prospecting puzzle. You can’t take a rest until your plan for following up with trade show leads is put into motion.

As a prospecting platform, trade shows can be a fantastic forum for generating demand, building relationships with your prospects and filling your pipeline. For starters, the audience is already pre-qualified...

Planning for a trade show involves setting a thousand moving pieces into place. It can be a real puzzle, but when you get it all put together, it can be...

Nancy Nardin is the founder and President of Smart Selling Tools, which is dedicated to helping marketers and sellers apply process and technology to drive revenue. Sales teams are said...

Steve W, Martin is the founder of the Heavy Hitter sales training program, the author of the “Heavy Hitter” series of books on the human nature of enterprise sales, and...

There is nothing like a good spring clean. Open all the windows, clean under the couch cushions, and dust the ceiling fan. Go all out. This way, you won’t have...

Frazzled. That is how your prospects are feeling. The end of the year is fast approaching and they are in the heat of it. Between trying to wrap up their...

3 Steps to Maintain Focus While Tech Selling is Blurring Identifying business purchasers for technology sales vendors used to be easy. You found the department with the guys wearing pocket...

Watching super hero movies, one can easily imagine how useful some of those powers might be for your average sales guy. Super human abilities in the movies seem to come...