Three Essentials to Upselling in Large Accounts

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This is directly related to how the seller fits into the buyer’s process.  70 percent of buyers start interacting with sellers after the buyer has fully defined their needs, according…

Lessons From the First Virtual Workers: Salespeople

In major cities around the world, you can’t turn the corner without running into a co-working office. These membership-based spaces offer all the perks of working at a sleek startup (coffee and snacks, flexible workspaces, trendy decor, etc.) without the investment in footprint. While the first modern co-working spaces didn’t appear until the mid-’90s, one…

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study, only 16.4 percent of sales leaders agree or strongly agree that they have the talent…

Don’t Let CRM Slow You Down

The simple truth is that CRM technology was never designed to help sales representatives sell more. In fact, most sellers view CRM as an administrative burden, not a resource to help them close deals. To meet the challenges of today’s marketplace, your sales team needs more than CRM. You need analytics-powered technology that reinforces your…