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The Five C's of Powerful Presentations

The Five C's of Powerful Presentations
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First Marketing, Now Sales: HubSpot Announces Launch of CRM Tool

First Marketing, Now Sales: HubSpot Announces Launch of CRM Tool

Sales Management

A Look Inside the New HubSpot CRM Inbound marketing is designed to help you attract leads to your website, nurture those leads and eventually convert those leads to become paying... read more

First Look: The HubSpot Sales Platform

First Look: The HubSpot Sales Platform

Sales Management

HubSpot always puts on a great conference at INBOUND, and this year is no different. During his keynote today, CEO Brian Halligan announced a game-changing new feature of HubSpot –... read more

5 Lessons Every New Sales Rep Should Know

5 Lessons Every New Sales Rep Should Know

Sales Management

Recently, two of our junior sales reps reached out to me for sales advice. They developed a new call plus email campaign and wanted to bounce ideas around. New campaigns are not simple to execute.... read more

Why Your Sales Team is Making You Look Bad

Why Your Sales Team is Making You Look Bad

Sales Management

As consumers in today’s marketplace, there are certain things we have come to expect from those trying to sell to us. Gone are the days of a salesman pulling the... read more

Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question

Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question

Sales Management

On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes... read more

Salespeople Must Add Business Collaboration to Their Skill Set

Salespeople Must Add Business Collaboration to Their Skill Set

Sales Management

Across industries, we’re witnessing B2B sales becoming increasingly complex – involving more decision makers, buying committees, longer sales cycles, vendor consolidation initiatives, and cost reduction programs. With these changes to... read more

Generating Sales Leads Vs. Closing Sales

Generating Sales Leads Vs. Closing Sales

Sales Management

Just how much should you demand from a lead generator? This is often a question for those outsourcing them. It’s also a pitfall for those who think that outsourcing is... read more

Lead Generation Tips – Going Back to the Archives

Lead Generation Tips – Going Back to the Archives

Sales Management

Most content marketers do their best to avoid recycling their old material (or at least, be too obvious about it). The more they do it, the more they risk prospects... read more

4 Factors To Help You Better Understand Your Software Sales Prospects

4 Factors To Help You Better Understand Your Software Sales Prospects

Sales Management

By now, you already know that your software sales process needs to look past the initial close and focus on long-term prospect relationships, and you’ve optimized your sales process and... read more

Are You Getting the Most Out of Your "Comfortable" Inside Sales Reps?

Are You Getting the Most Out of Your “Comfortable” Inside Sales Reps?

Sales Management

I’ve always prided myself on creating the best culture I possibly can for my inside sales team. The last thing I want is for people to trudge into the office... read more

Dear CRM, It’s Not You... It’s Me

Dear CRM, It’s Not You… It’s Me

Sales Management

Here’s the story: Customer relationship management (CRM) promised to change how you do business, improve how you sell, and more. Sellers believed that with this technology alone, they would have... read more

Sales Leads Don’t Need A Countdown

Sales Leads Don’t Need A Countdown

Sales Management

For some industries, the coming winter is expected to be full of low-budget, low sales-ready leads and they’re doing the best to stock up what they can. Meanwhile, active lead... read more

The Best Sales Prospecting Qualification Questions to Ask

The Best Sales Prospecting Qualification Questions to Ask

Sales Management

If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead... read more

Stop Wasting Your Money On Sales Training!

Stop Wasting Your Money On Sales Training!

Sales Management

This title will draw several immediate reactions. There’s probably a round of cheering from those who’ve been subjected to bad sales training programs. Simultaneously, there are a number who will... read more

The Focus That Will Help Your Organization Generate More Sales Revenue

The Focus That Will Help Your Organization Generate More Sales Revenue

Sales Management

The return of college football surely has many of you breaking out the team colors, planning your tailgates, and scheduling your Saturdays around kickoff. It also gives us a reason... read more