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Sales Management

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The Five C's of Powerful Presentations

The Five C's of Powerful Presentations
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It’s Not Your Father’s Sale Anymore…

It’s Not Your Father’s Sale Anymore…

Sales Management

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Dear Leaders, My letter to you this week has to do with a major paradigm shift in how buyers buy, and sellers sell. This trend is certainly not new as... read more

4 Reasons Why Your Sales Manager Is Mad At You

4 Reasons Why Your Sales Manager Is Mad At You

Sales Management

We’ve all been there. You come back from your next sales meeting walking on eggshells. Your sales manager looks upset. You’re not sure if it’s because that deal you were... read more

354 Sales Conversations In Just A Week!

354 Sales Conversations In Just A Week!

Sales Management

I was astounded to read an article from a very enthusiastic sales person. He talked about the 354 conversations with C-Level executives he had in one week. The article captivated... read more

Using Frameworks For Effective Sales Presos

Using Frameworks For Effective Sales Presos

Sales Management

Anyone who has ever delivered a presentation or even listened to one knows that the key to an effective presentation is telling a story. If you peruse even a few... read more

Its Fourth Quarter: Your Sales Performance Now May Shape 2015

Its Fourth Quarter: Your Sales Performance Now May Shape 2015

Sales Management

You read that correctly: what your sales team does right now may dictate how successful 2015 will be for you. So, sales leaders, now is not only the time to... read more

3 Fast, Easy Ways To Make Your Sales Funnel More Efficient

3 Fast, Easy Ways To Make Your Sales Funnel More Efficient

Sales Management

Every business wants to improve its sales funnel, but not everyone has the time for a complete revamp of their sales process, even if it is beneficial for revenue growth.... read more

3 Tips for Optimizing Sales from Call Conversions in Search Advertising

3 Tips for Optimizing Sales from Call Conversions in Search Advertising

Sales Management

At Ifbyphone, we know how important call conversions are to search. Thanks to smartphones, search has gone mobile, and is expected to generate more than 70 billion calls to businesses... read more

3 Sales Tools That Are Changing The Way Salespeople Do Business

3 Sales Tools That Are Changing The Way Salespeople Do Business

Sales Management

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Traditionally, sales has relied largely upon human relationships: successful salespeople know their product and their audience and are enthusiastic about talking to people, pursuing, and closing leads with persistence and... read more

Just Because I Downloaded Your eBook…

Just Because I Downloaded Your eBook…

Sales Management

Marketing and sales really need to get their acts together. I’m almost hesitant to click on a download for an eBook or White Paper. It’s not for the inevitable box:... read more

If You Want Today’s Customers, Change Your Old Sales Process

If You Want Today’s Customers, Change Your Old Sales Process

Sales Management

Though I often jokingly say, “Nothing new has changed in sales in the last 500 years,” I recognize that, in fact, things have changed. The way you measure your sales... read more

The Revenue Marketer’s Guide to Inside Sales

The Revenue Marketer’s Guide to Inside Sales

Sales Management

I am an inside sales rep. There, I said it! I am not ashamed of it. I do not consider myself an outsider to the sales team. I play a... read more

5 Sales Tips I Found in a Shoe Box

5 Sales Tips I Found in a Shoe Box

Sales Management

Last month, I drove my twelve-year-old daughter to the other side of town to look at running shoes. I had no intention of buying anything. An hour later, my attitude... read more

How To Be A Successful Sales Manager: Delegate

How To Be A Successful Sales Manager: Delegate

Sales Management

The Gallup organization is publishing a new book on entrepreneurism called Entrepreneurial StrengthsFinder at the end of September. In the book, the author shares several key points about entrepreneurs which we... read more

Should Salespeople Prospect Anymore?

Should Salespeople Prospect Anymore?

Sales Management

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the... read more

How the Subscription Economy Is Changing the Sales Process

How the Subscription Economy Is Changing the Sales Process

Sales Management

In the first blog post of this series, The Subscription Economy: What It Is and How It’s Changing The Way People Buy, we asked Zuora’s VP of Worldwide Sales Strategy... read more