New Study – What online buyers expect

New Study – What online buyers expect

There is nothing more frustrating for an interested and engaged online buyer than a sales rep who fails to follow up with them when they are ready to engage. Many times a prospective buyer will fill out an online form and expect at least an email back to acknowledge their interest — but gets silence […]


3 tips to keep sales reps motivated

3 tips to keep sales reps motivated

In the popular AMC television series, “Mad Men” there is a storyline that focuses on a competition for employees. The challenge – to go out and land a client from a targeted, named hit list and win $100. In the episode, this challenge drove employees to do all they could to sign on these coveted […]



Five musts for high-velocity selling

Five musts for high-velocity selling

We’ve been talking a lot about high-velocity selling in recent blog posts, so I thought I’d start this post out by defining what we mean, exactly, when we say high-velocity selling. A high-velocity sales environment is one that deals with high volumes of incoming leads–from search engine marketing (SEM) campaigns, ads, website inquiries, email campaigns, […]



Sales ebook: Driving sales performance with Art and Science

Sales ebook: Driving sales performance with Art and Science

With the plethora of big data, sales intelligence, sales automation, sales optimization, marketing automation, CRM and social selling technologies currently available, is science now overtaking the art of selling? It’s hard to argue that art won’t always play a critical role in closing deals, but science does appear to play an increasingly larger part of […]


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