Results for Tag: Sales Strategy

Always Communicating: What Our Body Language Tells Others

Rachel Smith

June 01, 2022

Communication has evolved. We, as humans, however, have not. The brain that interpreted symbols on cave walls is the same one interpreting emojis and LOLs.

You Could Be Getting a Lot More Out of Conferences—Part 3: During and Post Conference

Rachel Smith

May 25, 2022

We reveal the secrets to making a “spiffy” first impression (one that isn’t about leopard-print bow-ties, stiletto heels, or gilded business cards), go-to conversation starters, and how to follow up.

You Could Be Getting a Lot More Out of Conferences—Part 2: More Pre-Conference Preparation

Rachel Smith

May 11, 2022

So you’ve honed your message and identified prospects? Congrats. Keep going with pre-drafted cadences, ready-to-go gifts, and deconflicting strategies.

Bad Omens and Signs Your Deal Is at Death’s Door

Rachel Smith

October 13, 2021

They aren’t eight-legged, fanged, fuzzy, or furry. From constant price negotiations to negative body language, learn what signs you really need to watch out for.

Zombies in Your Pipeline

Mike Valade

October 06, 2021

That prospect with whom you had such a great first discovery call but hasn’t returned an email or a call since? Not going to close. Sluice your CRM clean.

Game Theory in Sales

Keeley Schell

July 14, 2021

The greatest risk in sales is a lack of information. Starting with your discovery call, learn how to make the right moves.

What Is Game Theory?

Rachel Smith

July 07, 2021

Whether a goalkeeper, a Man in Black, a mathematician, or a salesperson with a Monday-morning call list, strategies of game theory will come in handy.

Why You Need Well-Informed Buyers

Keeley Schell

January 13, 2021

Too many choices, not enough choices–customers are like Goldilocks. They want a set of choices that feels just right.

Your Guide to Gifting

Rachel Smith

December 23, 2020

If a deal is slowing down, it’s a great time to gift—and show prospects you care.