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Best Practices in HR
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Why Peer-to-Peer Selling Works for Everyone

Don’t let account based selling teams cold call. You know it’s true: All things being equal, we work with friends. All things not being equal, we work with friends. And when we need a specialist, we ask a friend. Account based selling teams find it increasingly challenging to reach their target prospects. No one answers […]

Why Closing Is Never a Problem in Account Based Selling

Sales symptoms are prospecting traps. You’d be surprised how often I hear, “My account based selling team can’t close.” Closing is never the problem. “Never” is a bold statement, but savvy sales leaders will nod their heads in agreement. Closing is the easy part of account based sales development. It’s prospecting that’s hard. Then why […]

How to Identify Strategic Accounts for Your Account-Based Sellers

What’s the best approach to account segmentation? How should sales leaders segment accounts for their account-based sellers? The solution seems simple: Decide which companies to target based on predictive analytics and client history with your company. In other words, which companies bring in the most revenue? But the answer isn’t always that simple. Savvy sales […]

When Asking for Referrals Can Hurt Account-Based Sales

Avoid this digital danger zone! As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody Allen is, and that’s OK. Just trust me: He was absolutely right on this point. Showing up matters, especially for account-based sales pros—whether it’s showing up in the right […]

What Is the Most Effective of Account-Based Sales Strategies?

Hint: It has nothing to do with digital.  At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that […]

Sales Teams Need Face Time—with Prospects and Each Other

There’s nothing like getting the gang together in person. A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of them to […]

Do Women in Sales Lack Confidence?

The greatest challenge for many women leaders isn’t gender discrimination; it’s self-doubt. Women in sales don’t have to think or act like men to become rainmakers; we have the natural-born skills and grit it takes to be top-tier sellers. We know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators. So […]

How to Really Heat Up Your Referral Sales Strategies

Referral selling not working for your team? Here’s what you’re missing! Think you can just tell sales reps to go ask for referrals? If that’s all you do, answer this question: How’s that working for you? Your Referral Sales Strategies Are Missing Something Referrals don’t just happen, at least not at scale. Yes, occasionally a […]

Sales Leaders: Are You Really Ready to Learn?

The sooner sales leaders accept the fact they don’t know everything, the smarter they’ll be. As the old saying goes, if you’re not learning, you’re dead. I prefer the former. I thrive on learning and could spend days reading posts online and immersed in books. Of course, I don’t have time for that. And besides, […]

How Women in Sales Boost the Bottom Line

Wake up call for sales leaders: If you don’t have enough saleswomen on your team, you’re at a disadvantage. Women are just plain naturals at selling. Saleswomen have the skills and grit it takes to be top-tier performers because success in sales is about building and nurturing relationships. Women get that. We are hardwired to […]