It’s possible to have a career in sales without really loving it. But it’s easier to have a long and successful career if you have a passion for it. We asked five experts in the profession what first attracted them to
“A brand is no longer what we tell the consumer it is—it is what consumers tell each other it is,” says Intuit founder Scott Cook. Cook’s quote speaks to the paradigm shift happening in sales right now. The traditional role of
Why it’s Time to Establish a Multi-Threaded Mindset For many sales professionals, the traditional strategy of focusing on one decision-maker in a target company in the pursuit of a deal is no longer viable. While there is usually one person within an
Half a century ago, Dick Fosbury “flopped” head first over the high jump bar to win gold at the 1968 Olympics. His unorthodox style demolished the world record and changed the sport of high jumping forever. Within four years, every Olympian high jumper used the “Fosbury Flop.”
What is Multi-Threading and Why Are More Sales Pros Adopting it? As any sales professional knows, relationships are the key to sales success. Salespeople have long relied on building one strong relationship within an organization or account, but new research shows that
Growing a Bonsai tree requires a great deal of skill and patience. There are no shortcuts. There are only best practices that, when followed regularly, help the tree become more magnificent with each passing year.
Social sellers don’t flourish overnight either. Rather,
On LinkedIn, first degree connections represent only a small portion of the total opportunity your network holds. Your direct connections have professional networks of their own, meaning your second degree network is exponentially larger than your current professional network. Knowing how
Professionals in all industries are embracing social media as a networking tool, and the financial services industry was among the first. According to research conducted by LinkedIn and FTI Consulting, seven out of ten financial advisors are using social networks
Around Valentine’s Day, many of us get caught up in winning the affection of that special someone. There is no shortage of ways to show how special you think that person is. As noted love expert Cogsworth the Clock observed in
Sales management is more challenging than ever – buyers have changed dramatically, technology is complicated, and the pathways sellers have available to use when trying to connect with buyers are infinite.
This is especially true in social selling. It’s a “hot topic”
There are final decision makers within every team. Even if a sales rep wins approval from the rest of the buying committee, sometimes the fate of the project rests solely with the most senior executives. They are the visionaries, tasked with
Making a cat’s cradle is one of the cooler tricks you learn as a kid. There’s always that one kid with an older sibling who knows the secret to making it work. They wind string around their fingers, seemingly at random,
When a prospect pursues new initiatives, they must first present a business case, gain buy-in from various committees, and get budget approval to move forward. Numbers are the defining factors here; you need to convince the financial gatekeepers that your solutions
Building a structurally strong skyscraper starts with a strategic plan and a strong foundation. Social selling is no different. But building a strong selling foundation doesn’t need to be a towering endeavor, especially if you have access to effective social
We are happy to announce that company news just got a lot better by leveraging technology from Newsle, the source already helping you find blogs and articles that mention people you care about. This means more opportunities for you to
In the past, selling has involved building a rock-solid relationship with one key decision maker. However, in today’s social selling environment, developing a relationship with a single person is no longer sufficient. According to Demand Gen Report’s 2014 Buyer Behavior
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