Not Fake News: 4 Ways to Double-Check Your Sales Data
The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. presidential election and ensuing claims about what information is factual, and what...
Trade Show Prospecting Toolkit: The Ultimate Collection
A handful of business cards doesn't cut it. To see strong ROI from trade show events, sales reps must align with Marketing well in advance - and create a plan of attack. Check out our Ultimate Trade Show Prospecting Toolkit for the step-by-step techniques that our reps use to get 30-100 warm & hot leads from every event we walk.
Alert Subscriptions - A Magic 8 Ball for Outbound Sales Development
If the subscription alert revealed a plan to hire 15 new sales reps, I know my target company wants to grow. That’s a significant investment, and management will want to see ROI right away. I’d call first, then put the prospect in a very specific nurture email campaign.
[4 TIPS] Breaking onto the IT Staffing Approved Vendor List
Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies...
8 TED Talks All Salespeople Should Watch
We love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. We’ve come across 8 TED talks that can do just that.
[VIDEO] 3 Steps for an Effective Sales Demo
I often hear from account executives that they get stuck in a long, drawn out sells cycle with no commitment or no next steps from their prospects. From beginning of your demo, let's create an upfront contract.
Growth Begins with Data—and Your Competitors Already Know It
For those who prefer data-driven decisions, who don’t think “we’ve always done it this way” is a good answer to anything—this is your time. Armed with sales intelligence, no account is untouchable (and your competitors already know it).
[VIDEO] How to Structure a Successful Sales Team
Steven Bryerton explains how to structure a sales team to ensure you're getting the best out of all team members, in every role, all of the time.
3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions
Sales Objections are your friend. You want to deal with them head on & give the prospect the opportunity to tell you their objections while you’re on the call.
Should You Promote Your Best Salespeople to Management?
As a salesperson they excelled. As a sales manager they struggle. It’s all too common of a story.
New Ideas for Motivating Your IT Staffing Salespeople
Demand for top IT talent is ever-growing, so how can IT staffing firms motivate their salespeople to meet that need successfully?