There’s a funny disconnect I experience every semester: One hundred percent of my Marketing students want to be employed when they graduate (duh). But when I ask them what type of job they hope to land, almost none of them say sales. Why is this a disconnect? Because the very large majority of them will […]
I opened my business in 2002—an idiotic time to do this. The dot-com bubble had burst and 9/11 had shaken the planet. The world was in turmoil. But I was on a mission. I had worked with, led, and mentored salespeople for over two decades. And I noticed talented sellers and business owners slam into […]
Take it from an experienced sales coach: one of the hardest tasks is to quickly establish credibility. This applies to everyone you meet with for the first time. All things being equal, a positive first impression means they will trust you to help them. A negative first impression can only be corrected by time and […]
For half a year, Michael Litt woke up to the same thing every morning: a series of wild goose chases to find his next enterprise customer. The founder of Vidyard, the Waterloo Ont.-based provider of video marketing tools, would have spent the previous day pouring through a list of 85,000 companies which had been identified […]
Seventy per cent of B2B buyers have to contend with a “bully” on their purchasing committee who pushes their company to choose their preferred vendor, according to a research study from DiscoverOrg. In ‘Why Didn’t They Buy? A Deep Dive Into Buyer Preferences And The Implications For Salespeople,’ a survey of more than 230 business […]
Given that the simple key to success of any startup is your ability to sell what you make, here are five critically important tips as to how startups can really make their sales machines fire on all (or at least more) cylinders. 1. Talk to accomplished sales professionals who know nothing about startups or your […]
While Lauren Friese says there are no hard and fast rules for selling a business, she noticed the signs indicating the time was right to sell TalentEgg, the company she founded in 2008. Among the leading indicators were two factors: Friese recognized that her personal contribution to TalentEgg’s success was becoming less important, and there was […]
This article is part of the SAP Sponsored Content Series. To download the full report (registration required) cited in this article, click here. The path to making purchases is no longer flowing in one direction. Very few customers do all their research and shopping at the point of purchase. Instead, most people turn to social media, websites, magazines […]
