Staying organized and up to date with sales reporting and CRM software can be a chore for many B2B sales reps. Sales leaders appreciate the value of this kind of data, but it can be difficult to help sales reps see the value of spending their valuable time inputting this information.  With the explosion of…

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  The problem that we’re going to solve for today is prospecting for B2B sales reps: how to prospect the account, not just the individual.  Even with inbound leads coming into their pipeline, sales reps often still struggle to make contact with the individual in that account.  When continuously pursuing the individual proves fruitless, what…

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Your company leadership has decided that business results could be better, and they’ve identified top-line (sales and service) as where the improvement needs to come from.  After careful scrutiny, it is observed that sales force execution has either stagnated or has never met expectations in the first place. Somewhere, there’s a sales execution gap that…

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Whether you’re an account manager or a sales rep in B2B sales or B2C sales, making sure your customers are heard, understood, and validated, throughout the sales process is crucial. The lack of in-person, face-to-face interaction in a virtual sales environment can make it more challenging to make our customers feel that empathy and connection. …

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Prospecting and pipelines are a common challenge for B2B sales reps, with a host of strategies, techniques and best practices on how to do it well.  I sat down with Kevin McCann of the Executive Strategy Group to discuss how to cultivate good leads, show up in an OtherCentered® way for your prospects, and ensure…

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It’s been almost a year since we, along with the rest of the world, were plunged into the Work From Home (WFH), all-virtual business environment. Whether in B2B or B2C sales, we’ve all had to grow and evolve continuously, re-learning to serve our customers and adapt to their changing needs. Salespeople, prospectors/hunters and account managers…

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What is social selling? We’re going to unpack that today, as well as how that plays into prospecting in this virtual world of B2B selling. Essentially, there are 3 components we’ve identified and fleshed out, that go into doing this well. If you prefer to take this on the go and listen to our conversation…

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Today we’re going to dive into the integration of sales and marketing, and how they really are a team. I sat down with Sean Duffy and Kevin McCaughey to discuss this topic and the impact of “brand” on sellers. This is an extremely important relationship, because marketing can enhance the receptivity in our prospects. Therefore,…

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