There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those...
How to Identify Buying Motives to Deliver Killer Sales Presentations
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Seven Tips to Help Your Salespeople with Selling to Existing Accounts
According to Marketing Metrics, the probability of selling to existing accounts who are happy is up to 14x higher than...
The 5 Critical Guidelines for Sales Presentations that Close Deals
There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have...
The 10 Blog Posts Sales Leaders Found Most Helpful in 2017
The end of the year can be extremely busy for salespeople who are trying to close up last minute deals to meet their...
Should Sales Managers Sell?
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager”...
5 Simple Sales Referral Tactics Your Salespeople Can Use Today
Sales referrals are one of the most powerful ways to generate high-quality sales leads. When buyers are faced with...
3 Ways to Maintain a Customer Focus in a Digital Age
Are you keeping a customer focus in today’s digitized world? Technology is quickly shifting the industrial...
4 Ways Sales Leaders Can Make or Break the Company Sales Culture
Lou Gerstner, retired CEO of IBM once said, “Fixing culture is the most critical – and the most difficult – part of a...
5 Ways Your Salespeople Are Wasting Time
According to a study cited by Forbes, sale reps on average spend less than 36% of their time on revenue generating...
4 Tips for Finding Industrial Salespeople Who Can Sell Value
Our clients in industrial distribution are constantly telling us that it’s difficult to find the right people for the...