sales training

Virtual Selling Is Here to Stay – B2B Marketing Article

Social Selling and digital sales tools have been steadily becoming more central to successful sales prospecting over the last 10 years. But with the recent Covid-19 outbreak, it seems B2B companies and their customers are speeding up their adoption of digital centric sales prospecting, nurturing an closings.  Don’t believe me? Read on.  79% of Companies Keeping Their New Digital Centric Sales Model A recent McKinsey & Company survey showed 79% of respondents where “very likely” or “somewhat likely” to maintain…

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Demand Generation During Coronavirus & Beyond – B2B Marketing Article

Coronavirus has turned the world, especially the sales world, upside down. Traditional sales methods like face-to-face selling and in some cases, even phone sales, have been rendered pretty much useless. Increasingly sales reps are relying instead on email, social media outreach and video-conferencing. But while our tools today are somewhat different, our sales & marketing goals haven’t changed — building relationships. Now, more than ever before, it’s time to Sell Greatly by being human first and transactional second. Now is…

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11 Tips For Hosting Better Zoom Sales Calls & Meetings – B2B Marketing Article

Are you a first time Zoom user? If you’re like any of my friends, chances are the answer to that question is YES. Or maybe your team has chosen Facetime Calls, or GoToMeeting or Google Hangouts or Skype or any host of other video calling platforms to meet during this time of social distancing.  It doesn’t matter… what does matter is you’ve been thrown into a communication platform/channel that you’re not familiar with technologically. And, that’s making you nervous because…

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Making Cold Calls Great Again – B2B Marketing Article

Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls — or maybe better stated — lack of effectiveness.  One comment in particular jumped out at me and really got me to thinking about a future where the cold call could again be an effective outbound sales prospecting tool.  Every time I get a cold call from a company, I feel it’s a scam. All about trust. Bo Griswold, CEO and Founder of Global Treasure…

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The 5P’s of Successful Sales Prospecting and Closing – B2B Marketing Article

Sell Greatly — the 5P’s featuring Tom Martin We’ve all heard about the 4P’s in Marketing — Product, Price, Place & Promotion — but have you ever studied the 5P’s of Sales? If not, read on and/or watch the quick video in this post. The 5P’s of Modern Selling Like the 4P’s in marketing, the 5P’s provide salespeople with a framework under which they can create an effective sales prospecting, nurturing and closing approach to consistently sell more successfully. Or…

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Practical Tips for Sales Leaders – Email Marketing Article

  Joe Caprio is passionate about finding ways to enable your sales team to thrive. He was a loyal Chorus.ai customer before joining the sales enablement software company as VP of Sales. During his tenure running training and sales enablement at InsightSquared, he recognized the need to hire people into sales roles who are relatively new to sales. But they needed to execute a relatively complex sale in a way that required higher business acumen. That’s where Chorus came in.…

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The 4 Key Listening Habits of Exceptionally Great Salespeople – B2B Marketing Article

To Sell Greatly, a salesperson has to be relationship first. And the most important skill in building strong, enduring relationships is the ability to be a good listener. Ironically, most of us are terrible listeners. It’s like we completely understand the importance of listening well, but we just can’t bring ourselves to actually do it consistently. Luckily for you, becoming a better listener is something you can absolutely become good at, and in doing so become a great salesperson. Here…

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Teaching Your Millennial Salesforce How To Sell Greatly – B2B Marketing Article

We’ve all heard, and maybe experienced, the Millennials’ challenge with face-to-face, interpersonal communication. Sure they can text and converse on social media but “they don’t answer their phones” and “they can’t hold a conversation in person.” Which begs the question, how will their style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make that possible? Let’s face it, people buy from people. And more importantly, what can…

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Why Content Marketers Are Failing to Sell Greatly – B2B Marketing Article

Every year the Content Marketing Institute publishes a seminal report on the state of the Content Marketing Industry. This year, we thought we’d share it but through the lens of sales prospecting and using content to Sell Greatly. Content Marketing Still Focused on The Top of The Funnel. Few content marketers report they use it successfully on activities that deepen relationships. There have, however, been notable year-over-year (YOY) increases in those who us it to nurture, build loyalty, and generate…

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