Sellers live and die by their networks. You make a sale, you ask for a referral. You do favors for industry insiders so they’ll connect you to prospects. You gladhand, you schmooze, you pass out business cards like candy. The problem is, these engagements are often transactional: You give me this, I give you that. That may land you a lead, but it doesn’t move the needle on your … [Read more...] about Why You Should Stop Networking to Grow Your Sales Career
What Is Value Selling? The Art of Delivering Solutions with Economic Impact
Here’s a take that may ruffle some feathers: Sales hasn’t changed since the days of merchants trading their wares in Mesopotamia. Not really. Sure, we may have more (powerful) sales tools and new methodologies. We’re even starting to harness AI to predict buyer behavior and respond to it more quickly. But, strip away all the nuanced strategy and tech, and sales remains simple: … [Read more...] about What Is Value Selling? The Art of Delivering Solutions with Economic Impact
What Is a Sales Quota? Types, Examples & How To Set Goals
We’ve all been there: It’s Q4 crunch time. Your numbers are slipping. Quotas seem out of reach, and your team starts breaking into a cold sweat. Will they hit their numbers? Will the company hit its targets? This is not how you want your team to feel. But it’s where a lot of sellers are. According to the latest State of Sales report, only 28% of reps are expected to hit their … [Read more...] about What Is a Sales Quota? Types, Examples & How To Set Goals