Category: In Sales


Think Strategically: Content Without Context Is Fluff

November 6, 2018

Despite buyers’ expectations of compelling content along every step of the buyer journey, many organizations still don’t follow a content marketing strategy or have one that’s poorly defined. These companies may produce and publish eye-popping content — for example, Ned, owner of…

Digital notes and the end of the yellow note pad

July 6, 2016

Finally – a way to get salespeople to adopt digital notes – by using a tool that works the way they do. The incredible and unending process of enabling sales people to be more productive – whether in selling in front of…

Guided Selling

August 31, 2015

A great blog post regarding sales on-boarding from SiriusDecisions points to the importance of mobile technologies, guided selling and mLearning.     Guided selling. Technology can be deployed within an SFA system that suggests the best next steps, activities and assets (e.g.…

Great Forbes Article On How Sales Needs Evolve

August 25, 2015

A great article appeared on the Forbes website today that clearly illustrates the point that traditional solution-selling no longer works.  As the 2012 CEB study hammered home that point when it revealed that B2B buyers are 57% of the way through the…

Infographic: The Current State of Sales Training

July 19, 2015

The numbers don’t lie: sales training, as it is today, is not working.  So what does sales training look like today anyway? eLearning Industry reports that 47% of training hours were delivered by instructor led classroom only setting – believe it or…