Jan 17, 2017
According to a survey of B2B customers, two of the biggest mistakes a sales rep can make are failing to have adequate product knowledge, and contacting prospects too frequently. These mistakes can ruin the sales process. A recent McKinsey study shows that these two...
Dec 21, 2016
Knowing what to implement in the marketing and sales process starts with analysis of the technologies we use. Employing new tools may appeal to upper management because they may appear valuable, however, they could, ultimately, turn out to be costly and ineffective....
Nov 23, 2016
Prospective customers don’t just arrive at the doorstep ready to buy. There’s a journey that takes place, and it’s unique to each buyer. Understanding this process can make the difference between a sales strategy that takes off, and one that plateaus. The reality is...
Nov 3, 2016
We all know: The only constant in life is change. And this is nowhere as evident as it is in the world of digital marketing. Traditional practices that worked less than half a decade ago are outdated. While the marketing evolution has opened new vistas for companies,...
Oct 14, 2016
If you are in sales, and have been for quite some time, you would probably agree that it has evolved into a new, and completely different type of process. With the advent of omnichannel marketing, top performing sales execs have watched sales evolve, and have been...
Oct 4, 2016
There has been a dramatic shift in the way consumers buy. The advent of the digital age brought along with it infinitely more choice and power to the average consumer. Buyers have come to live in an “insta” world. They have gained instant access to information which...
