The Top 10 Sales Posts of 2015

Well, 2015 is almost in the books, and that means another year of blog posts aimed at helping your achieve your sales and lead generation goals. This year we covered topics spanning the sales process, from prospecting and lead generation to email marketing and closing sales—plus a lot more.

A 20% Closing Ratio Isn’t Enough — Here’s How to Improve It

Over the years, I’ve worked with many sales teams that seemed to view a 20% closing ratio as a bellwether of success. If the team closed 20% of their opportunities in a given month, they patted themselves on the back and celebrated a job well done. If it closed more than that, it set off […]

Why Flexibility Hurts (Not Helps) Your Ability to Close Sales Deals

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey […]