Month: May 2016

Reaching the Right Prospects with a Buyer Persona

If you’re not sure who you are selling to, then why are you selling to them? In order to really engage potential buyers for meaningful sales conversations, your sales team must first clearly establish a buyer persona. You might have...

/ May 26, 2016

Biggest Social Selling Mistakes You Should Avoid

There are a lot of easy mistakes sales reps can make when social selling. The temptation is to use the same strategy and techniques you would use when making a cold call or sending cold emails, but that’s the equivalent...

/ May 20, 2016

How Salespeople Can Utilize Market Intelligence

Salespeople miss out on a huge opportunity when they do not utilize market intelligence. Marketing teams gather a lot of information and social data about the leads they generate, much of which is made available to the sales department to...

/ May 9, 2016

Is Sales Becoming Too Automated?

With the widespread adoption of sales force automation and CRM in recent years, it is probably a good time to stop and ask: Is sales becoming too automated? What is the purpose of sales reps? Do we even need them...

/ May 5, 2016