Unlocking The Potential Of The Participation Age

Technology has irrevocably changed the face of today’s consumer and their relationships to the companies they buy from. One of the most significant changes is the way consumers interact, and want to interact, with brands. Millennials want to feel a personal connection with brands – they don’t want to be spoken to, but rather spoken with. We have entered “The Participation Age.”

Read more...

9 Inspirational TED Talks to Watch After You Just Lost a Sales Deal

You just lost a deal, and let me guess: You’re not feeling too great.

Yes, you know losing deals is an inevitable part of sales, and yes, you also know the outcome often has to do with factors beyond your control.

But still, you’re a competitive person -- and competitive people just plain hate losing.

Here’s where these nine TED talks come in. In addition to instantly making you feel better, they’ll also give you some ideas on how to use failure to your advantage. That’s what we call a win-win.

Read more...

No More “Spray and Pray”: A Step-by-Step Guide to Effective Targeted Sales Prospecting

Some salespeople view prospecting as a numbers game. They reason that the more emails they send and calls they make, the more conversations they will have, and the more customers they will eventually sign. So instead of spending time customizing and personalizing their outreach for each individual prospect, they mass blast generic emails, and follow the exact same script on every single call.

Read more...