07 Jun: Great Leaders are Readers: 4 Books Every Sales Professional Should Read

There are books that you read and talk about around the dinner table and there are books that can truly change your life and career. Any great leader can look back at their life and name a book or two that changed they way they think. Some books have lessons that stick with us for a few months while others have lessons that stick with us for the rest of our lives.

In sales, there have been hundreds and hundreds of books published about how to be more effective and how to be a better seller. From this infinite…

05 Jun: Is Mobile Dependency Good for Business?

Mobile phones have disrupted life and business around the globe.

We’re always connected and always accessible. This new level of connectedness is stirring up lots of debate and conversations around whether or not it’s too much. People argue that this sense of always being connected is ruining the concept of work-life balance; others argue that it’s making organizations more effective. However way you look at it, one thing we can’t deny is that smartphones have changed business forever.

Yet, it’s not just smart phones that are changing business, its also tablets and laptops driving a shift in the way business…

03 Jun: Selling has evolved

You know that. We know that. And every good sales professional knows that.

Between social selling, customer relationship management, big data and extensive hiring processes – there are billions of dollars spent each year trying to optimize relationships with employees, vendors, partners and clients. For example, recently commissioned studies from Gartner indicated that 60% of North American organizations express intent of increasing their spend on public cloud services and SaaS systems for managing client relationships.

We wanted to know just how well this investment in social, CRM, data and? hiring was playing out. Specifically, we wanted to know whether…

28 May: Retaining Customers Through Churn

In the past year I’ve watched both of my parents hang up their corporate uniforms and hit the road together on various journeys to kick off their retirement together. I can remember going to my father’s office as a young kid and playing with typewriters and early versions of dot matrix printers. His staff would load me up with free swag and candy, which obviously made the business world look pretty cool to me.

What I didn’t understand at that time was that my old man was a Sales Manager and a pretty darn good one. He believed that…

27 May: How Social Media Makes You a Smarter Seller

If you’ve been in sales for more than a year, you will have heard someone tell you that social media is a game changer. You will have heard about the power of nurturing leads through social media and the opportunities to identifying new ones. But have you heard how social media can make you a smarter seller?

Over the last few years, I’ve seen hundreds of sales reps go off to conferences and get inspired or motivated about social media. At these events they hear about the power of different channels and a few case studies talking about social…

16 May: How Social Media Helped Me Eliminate Cold Calls

As mentioned in past blog posts, relationships are critical in the sales world. The evolution of social media has only made creating and maintaining them that much more important. This is because the barriers for creating these relationships have dramatically dropped. Twitter is a major reason for this as connections and conversations are being made with ease, considering that they can be started simply by posting or responding to someone’s tweet.

One of the things that I found most fascinating about Twitter is how available it makes people and how quickly relationships can be formed. I have a number…

15 May: How To Generate Quality Sales Referrals Effectively

Sales referrals are one of the most effective ways to generate new business. Yet, while every salesperson will agree that referrals can work, very few effectively implement a sales referral strategy in their process.

For many sellers, working independently and finding their own leads is more than a virtue – it’s a way of business. These sellers are okay with spending days and weeks prospecting through websites and mailing lists with the hope of catching a wave. I’m here to say working solo and ignoring your network is a missed opportunity.

Referrals can be the foundation of an effective…

13 May: How to Run an Effective Sales Meeting


It’s Monday morning and you’re about to start your weekly sales meeting. But this week it’s going to be different. It’s going to be engaging, energetic, and most of all – productive. Sounds nice, doesn’t it?

No matter the size of your sales force, the industry within which you work or the needs of your customers, sales meetings are an inevitable part of business. They are important for a number of reasons. They allow colleagues to engage and build relationships, they provide new learning opportunities and they keep your team on the same page.

Often times, companies suffer from…

08 May: Bringing Your Prehistoric Sales Team Into the Digital Age

The days of knocking on your customers’ doors and hoping they will answer are far behind us. The digital revolution has changed the people live and interact with the world. Today’s customers are more empowered than ever and live in a world of information overload and a reliance on connectivity.

Screens no longer stay in our living rooms; they surround us every at almost every moment in our day whether it’s our own devices like smartphones, tablets and laptops, or the TV at the bank, the local fitness centre or half the billboards we drive by on our way…

06 May: The Best Approach for Lead Response Management

Generating leads is one of the most important aspects of having a healthy sales pipeline. Millions of dollars are spent each year by businesses looking to identify and close new leads. However, according to a recent study from MarketingSherpa, 79% of sales leads never convert into a sale due to a lack of lead nurturing and relationship building.

The folks from recently examined 3 years of data across a wide variety of companies that respond to web generated leads. From their research they developed an infographic to showcase figures and stats to help sales reps be more efficient and…