What Does the New Sales Leader Look Like?

By: John Jantsch | April 3rd, 2015 | Comments Off

The current sales leader for inbound marketing giant Hubspot was a self-proclaimed geek at MIT with no sales experience who found that by using data he could grow the organization.

Does this suggest that the quota carrying experience of the current sales leader is no longer a valid marker of sales success? Perhaps it does. Read the rest of this article »

The New Sales Playbook

By: John Jantsch | March 10th, 2015 | Comment Now »

Recently, I was asked to present my ideas on how salespeople can best compete in today’s sales environment.

A great deal about selling has changed over the last few years, but mostly what’s changed is the way people buy and that’s what you have to understand in order to thrive in the world of selling today. (Oh, and by the way, pretty much everyone sells something.) Read the rest of this article »

How To Create a Great Sales Letter

By: Sally Ormond | February 13th, 2015 | Comments Off

Sales letters are still widely used despite the growing popularity of email marketing.

In some cases a letter can make more of an impact because people are becoming immune to emails and are more likely to delete it if it doesn’t immediately pique their interest. Read the rest of this article »

37 facts on the future of Social Selling vs. Cold Calling

By: Rob Petersen | January 16th, 2015 | Comments Off

50% of sales go the first salesperson to contact a prospect (source: InsidesSales.com).

Social Selling is the use of social media to interact directly with prospects, answer questions, and offer thoughtful content until the prospect is ready to buy. Social selling is not hard selling. In fact, it’s the opposite.

Cold Calling is the solicitation of business from potential customers who have had no prior contact with the salesperson conducting the call.  Read the rest of this article »

Using contests to boost sales enablement

By: Monique de Maio | December 12th, 2014 | Comments Off

When you want above and beyond results from your sales team, you need to offer above and beyond compensation. One way to do that is by having contests. Contests are a great way to engage your sales team and provide the extra push for extra performance. Whether you’re in B2C or B2B, contests can be very effective because we are all consumers at heart, and we can all relate to the idea of winning something. Here’s how you can use contests to boost your sales enablement. Read the rest of this article »