At the core, buying and selling are social activities. Think about how much you depend on your digital neighbors — checking your social networks and online reviews — before you commit to buying something important. Even if it’s not a major purchase, other people’s opinions and experiences consciously and unconsciously factor into your buying decisions. Gone are the days when … [Read more...] about What Is Social Selling, and How Does It Work?
The Secret of Successful Account-Based Selling? Going After the Big Fish
Picture it: You’re standing in front of an arcade crane game, only a few quarters in your hand. With limited resources, you need a strategy that balances risks and odds. Do you go after the easy-grab item, or do you try your hand at the one you really want? Almost no one else has succeeded at getting it. And just imagine the reputation that comes with the golden grab: Arcane … [Read more...] about The Secret of Successful Account-Based Selling? Going After the Big Fish
What Are Sales Goals? S.M.A.R.T. Strategies + Examples
If you’re only thinking about how your reps can hit quota, you’re missing out. As a leader, you have to set broader sales goals, track your team’s progress, and keep your team accountable if you want to see real payoff. But setting goals that are both challenging and achievable is easier said than done. Start small with weekly or monthly goals, and build up your confidence to … [Read more...] about What Are Sales Goals? S.M.A.R.T. Strategies + Examples
4 Sales Email Templates that Get Opens
You’ve done your research. You feel like you’ve got a firm grasp on your prospect and their pain points. You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” Days go by, and you hear nothing but crickets. Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job. But it doesn’t have … [Read more...] about 4 Sales Email Templates that Get Opens