How To Sell Your Product If It’s a Vitamin and Not A Pain-Killer

Pain-killer Vs. Vitamin   In general, your product falls into one of two categories. Either it is a pain-killer that solves a very critical business pain, need, or crisis for your prospect. Or it is a vitamin that doesn’t really solve any major pain or crisis, but is a nice-to-have and is just a better way.. read more →

Why Your Lead Generation Team Is Not Meeting Your Expectations

The goal of your Lead Generation Team is to meet a monthly quota of qualified leads for your sales organization. However, at times, your Lead Generation Team is not meeting your expectations. Below are four primary areas causing the problem: 1. Inbound versus Outbound Reps: Don’t have your Lead Generation Reps following up on inbound.. read more →

Why Field Sales Reps Should Never Initiate a Deal

It seems counter-intuitive, even controversial, to say Field Sales Reps should not initiate a deal. But closely examining how a sales pipeline works tells the real story. Every sales pipeline has a wide front-end of unqualified raw leads, and a narrow back-end of wellqualified prospects with well-defined pain points. The more time a Field Sales.. read more →

Sales is on Venus, Marketing is on Mars

The disconnect between Sales and Marketing Who’s to Blame? It’s no secret that the ‘planets’ of sales and marketing often don’t align in new technology ventures. Often animosity exists between the sales and marketing groups as they pursue a common goal, increased revenue and market share. Clearly, the result is missed market and sales opportunities. Why does this.. read more →