Category Archives: Sales Tools

What Happens In ___ Stays In ___: How to Optimize Your SKO

You just had your kickoff at some relatively far off and relatively exotic location. Reps flew in from every corner of the globe fired up to connect with colleagues they had not seen since the last kickoff. New-hires arrived with some combination of trepidation and excitement about their first day on the job. Considering the […]

How Marketing Can Help Sales Sell – Stop Creating Content

Maybe you misread. The hot trend is Big Data, not Big Content. 70% to 90% of sales content produced by marketing is not used by salespeople (SiriusDecisions/CSO Insights). Why is that? The Content Marketer’s Dilemma Is it that your salespeople are too engrossed playing Worlds of Warcraft or reading food blogs to alt-tab over to […]

Content Marketing To and Through Salespeople

Most of the comments we have seen around content marketing are neglecting a key (if not the key) ingredient – the salesperson. Many marketers act as if though all they need to do is publish volumes of carefully-crafted and gorgeously-charted whitepapers, articles or e-books and the buyer will come knocking at the door, check in […]

Deal Knowledge is Power

Someone recently posted a question to the ?Sales Best Practices? group on LinkedIn asking, ?What is the best way to motivate my salespeople to complete call reports??. It generated a couple of dozen comments ranging from ?that?s part of their job? to ?that?s not what they get paid to do?. It was one of the […]

How To Organize Your Sales Tools For Optimum Use

The best tools (and training) are those that help salespeople more effectively and consistently apply their sales organization’s best practices at each stage of their sales process. We categorize these into tools the reps use before/during/after the call at each stage of the sales process to help them increase the probability of successfully completing a […]