This is Your Brain on Sales Personalization

Wouldn’t it be great if every one of your outgoing sales calls was received with unbridled enthusiasm? According to Ron Karr, it’s time for salespeople to understand the science behind how buyers react to sales calls and make decisions. Neuroscience...

Effective B2B Sales Tip: Rethink Your Overreliance on Email

If you’re a salesperson, chances are, you spend a lot of time in your inbox. At least, that’s one of the major conclusions of Cirrus Insight’s new ebook, “Next-Level Software Integration.” The ebook, which aggregated data from multiple sources, set out to create a...

Build Stakeholder Support: Add Something New, Relevant

Is there a secret sauce to build stakeholder support? What gets a large, diverse group of stakeholders to get behind one solution while they pass on others? Perhaps it’s the quality of the demo. Or maybe it’s the preparation of the salespeople and their staff....

Effective B2B Sales Tip: Add Value From the First Email

Want an effective B2B sales tip? Let’s start with prospecting emails. We can all agree that sales prospecting emails have gotten a little absurd. From the guilt trip approach to the sad attempts at humor (“Have you been eaten by a crocodile?”), yes, B2B sales...