Active Listening in Sales: The Secret to Selling More by Overcoming Objections and Providing Real Solutions

Active listening is one of the most important skills in the salesperson’s toolbelt. Unfortunately, it is often overlooked and undervalued in the sales process. The result? Sales that should be easy instead become difficult. Sales efforts that can only lead to frustration – for the salesperson and the prospect – continue toward inevitable dead ends.…

put-sales-pipeline-first-for-a-better-lead-nurturing-strategy

Putting Your Pipeline First: Why Adjusting Your Lead Nurturing Strategy is More Important than Focusing Only on New Business Sales Activity

Sales success might not always be easy, but it gets easier if your priorities empower you to work smarter and focus on a strategy that fits your current circumstances. Unfortunately, sales organizations and sales reps often have a singular focus on new business sales activity because it appears to offer the shortest route to drive…

The Traditional Marketing and Sales Funnel is Dead

THE TRADITIONAL MARKETING AND SALES FUNNEL IS DEAD. WELCOME THE INTELLIGENT SALES PIPELINETM! Improving Your Lead Generation and Qualification Processes   Mark Coronna, Area Managing Partner & CMO–Chief Outsiders with Jeff Parris and Daniel Steyn, Fractional Sales Executives–Sales Xceleration   Sometimes we take certain business models for granted. The model of a “funnel” to represent…