Insights

Insurance sales representative send out mass mailings, attended networking events, conferences, fundraisers, and join country clubs all with the goal of building their book of business. Technology has changed things ...

As I spoke with the owner of a small engineering firm yesterday, he talked about how surprises keep popping up in many of his meetings with prospects. “I feel as ...

I read a Harvard Business Review article awhile back that emphasized that as salespeople we must sell ourselves first, our company second, and only then have we earned the right ...

Cold calling is a key component of a company’s sales cadence, but the success rate of it is less than 3%. After seeing that statistic, your first question might be ...

Since the beginning of the pandemic, selling has become harder and harder! With the shift to more online interactions, buyers have become extremely comfortable with doing their own research and ...

Hello! My name is Emily Fischer. I am a soon-to-be graduate at The Modern College of Design in Kettering, Ohio. When I got the opportunity to be an intern at ...

We are excited to be hosting a session of our Welcome to LinkedIn Marketing: A Simpler Way to Prospect course on Wednesday, May 11 at 9:00 AM. During the three-hour session, we ...

Last week in the first of this two-part series about turning conversations into customers, we talked about the importance of having a strategy to drive lead generation for your company. ...

Generating leads and increasing revenue can be difficult and stressful, especially if you don't have a strategy. However, even with a lead generation strategy, many can be ineffective because of ...

As we discussed in part 1 of this series, an impact statement is a tool your sales team should use early in the sales process to get the prospect’s attention ...

Prospects will decide in a matter of seconds if they want to continue to listen to you, so how you start the first sales conversation is important. The fact is, ...

Many companies suffer from unpredictable sales. And, as sales begin to slow, management invariably begins to focus on the bottom of the sales funnel. But the fact is, they’re looking ...