In working with our customers over the past few years, some patterns have emerged that separate “best-in-class” companies from those that are not. Here are six things that the high functioning ones do differently.

We can make a difference to our customers by thinking through what matters to them, by putting ourselves in their shoes, and by focusing on how we can help create a better experience for them.

It’s no longer enough to be an expert in the product or service that you deliver to the market. In order to truly position your company as well as yourself for success, you need to become an expert in your …

Today’s sales and marketing professional is spoilt for choice when it comes to tools. And yet, with all this technology at our fingertips, it can be hard to get a clear answer to that most basic question: why aren’t my …

The number of leads isn’t the issue; it’s the quality of leads that trips most organizations.

In the Tootsie Roll television commercial from the 1970s, the little boy wanted to know how many licks it took to get to the center of the Tootsie Pop. It occurs to me that trying to connect with a promising …

I started my career as a sales representative and can attest to the fact that it is not for the fainthearted. While product pitches were fun as was the thrill of a sale, I didn’t do so well with rejections.

The SDR role requires many characteristics including a thick skin. Even the best and most experienced SDRs will inevitably be hung up on, told “no” up to 50 times on a bad day. Does the candidate get rattled by a …

A Compile pre-lead promises a time definite sales event and not only the project, but the context around that project. The opportunity for the salesperson is to prepare, pursue, and package the pre-lead to hand off to the outside salesperson …