Your sales and marketing team are on a roll with researching, prospecting, and connecting with new leads. Your company has done a great job of identifying and serving your key customer segments, and your business has started expanding as a result. What can you do to keep your revenue stream growing, and maximize your team’s …

Have you ever decided to make a purchase – or not – based on a review or testimonial you read online? If so, you’ll understand the significance of testimonials. The vast majority of consumers consult reviews or testimonials before buying, and positive feedback from previous customers can increase the level of trust they have in …

Before we get into how to execute an effective discovery call, let’s answer one question. What is a discovery call? The goal of a discovery call is to either qualify a prospect (discover a sales opportunity), or disqualify them so as not to waste further time. If you don’t bother to discover exactly what your …

There’s nothing more important in the world of sales than closing. Seriously. You can reach out to the best qualified prospects in the world, and you can enter them into a world-class nurturing sequence. But if you can’t ultimately get them to pull the trigger and close the deal, all of that effort will have …

Best-selling author Daniel Pink has written a number of books relating to how humans can better leverage an understanding of psychology to optimize workplaces. He advocates for right-brain thinking and reintroducing creative, out-of-the-box approaches to business problems that, nowadays, tend to be solved by processes and data analysis. source: amazon.com Obviously, this notion can be …