Browsing Category : Sales Process

Can Millennials Social Sell or Just Socialize?


Millennials have been a tremendous addition to the workplace. They know how to aggressively multi-task. Technology is a snap for them. They’re all about self-service and can find the answer to many questions without interacting with a human because their internet skills are so on point. When they do interact, it’s with their social network which is as responsive as…

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What does CX have to do with Sales


About a month ago, I had an opportunity to do a #Twitter #Chat with Jordan Barta (@jordan57) from #saleshacker.  Sales Hacker (https://www.saleshacker.com) is an organization that provides value and content to sales professional.  You may ask yourself, so what does customer experience have to do with sales?  Have a read of my responses to the questions: I define #CX as…

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Where does Customer eXperience begin?


I’ve been thinking about this question for some time – are we missing the boat when it comes to  where customer experience begins? During a recent post Andy Taylor, a friend and thought leader in sales enablement, and I we’re having a conversation on LinkedIn where he identified the importance of defining your ideal customer profile (ICP).  At that moment,…

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Management, Will, or Laziness??


Last week I wrote a blog around disqualifications of opportunities within your sales pipeline. Thank you for all of the great comments which sparked conversations and another blog post.  One of the conversations I wanted to address in this week’s blog was the concept of sales execution failure – is it management challenges, individual will, or pure laziness?  The conversation…

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What Sales Funnel?


For many years many people have been running their business by looking at the sales funnel. Traditionally, everyone from the executive team down to the sales rep and their managers utilize the sales funnel to understand the “health” of the business. This seem to make sense in traditional (on premise) software sales where the deal sizes were in the 10’s,…

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