Selling is a transfer of energy that comes from two sources: logic and emotions. Guess what has more influence over a buyer's actions? To explore this further, let's review some of the logical elements that can influence the outcome of a sales call: Product knowledge, Customer knowledge, Social information, Sales process, Diagnostic questions, Sales-ready messages or call script, Persuasive proposals, Persuasive presentations, Call timing…  Read this blog >

Maybe today will be the day when you won't have to adjust, adapt, reorganize, or rework. But I don't think so. Change is happening more quickly than ever. In the next 30 minutes; 700,000 apps will be downloaded from the AppStore, Users will spend 146 days on Facebook (yes, in the next 30 minutes), and 21,000 new Twitter accounts will be created. But, wait, you're probably saying to yourself. I'm concerned about B2B sales – should I care that Lady Gaga has 20 million followers ...  Read this blog >

This white paper examines 6 challenges that CSOs face in the current environment, and provides recommendations on how to most effectively address and convert these obstacles into opportunities and competitive advantage. You will learn key actions you can take to: 1) Increase Sales Capacity and Coverage 2) Drive Growth in a Challenging Economy 3) Improve Sales Execution 4) Increase Channel Visibility and Optimization 5) Transform Your Sales Organization…  Read this white paper >

Many sales leaders struggle to find cost effective ways to train and coach a large, widely dispersed sales force. Today you can enable your team virtually to maximize your return on coaching and training efforts. Download this free white paper and learn how to capture your sales team's tribal knowledge in order to: 1) Find cost-effective ways to create teams that use consistent messaging. 2) Create a culture that accommodates how salespeople learn best. 3) Give existing and recently on-boarded reps easy ways to access information…  Read this white paper >

According to CSO Insights, administrative tasks related to the order workflow process prevent most sales reps from achieving peak productivity and closing more deals. This report reveals how sales leaders can help end the paper chase by using Sales 2.0 tools that: 1) Allow reps to spend more time with customers and close more deals 2) Reduce human errors in contracts and thus minimize legal risk 3) Ensure that deals don't get lost in the cracks 4) Accelerate the closing process and thus minimize threats from competitors…  Read this white paper >