Category: Sales

End 2017 with Positivity and Purpose

End 2017 with Positivity and Purpose

As the year comes to a close, you are probably finding yourself recapping what you and your team achieved in
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Incentives and Bonuses Aren't the Cure Alone: Encouragement, Listening and Support Are Free

Incentives and Bonuses Aren’t the Cure Alone: Encouragement, Listening and Support Are Free

Incentives and bonuses motivate sales professionals for good reason. But great sales leadership calls for more than monetary rewards. A
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discovery stage of the sales process

The real objectives of the discovery stage in the sales process: identify, intensify and internalize

Most sales professionals approach the discovery stage of the sales process as a time to gather information about their prospect.
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trusted advisor in sales

Transform From Salesperson to Trusted Advisor in Sales

By very definition, salespeople sell. Yet, buyers do not like to be sold to. In fact, just 29% of buyers
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decision makers

How B2B Salespeople Can Engage Decision Makers

According to Forrester Research, nearly two-thirds of B2B marketers identified engaging key decision makers as one of their top challenges.
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{Featured on Sales and Marketing Management} The Conversation CSOs and CMOs Need to Have

{Featured on Sales and Marketing Management} The Conversation CSOs and CMOs Need to Have

Mereo Founder Jay Mitchell recently had the opportunity to share his insights on the popular industry website Sales and Marketing
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business leaders

How Business Leaders Consume Content in the Information Age

I will admit it: I do not love to read. How many other business owners, sales leaders and marketing executives
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buyer objections

How to Reframe Buyer Objections to Positives

When a buyer objects, you may think your sale is heading south. But in fact, often the final stage for
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discount

Pricing Power: How to Command It in Competitive Markets

Your salespeople face numerous pressures, from sales quotas to revenue goals. Believe it or not, they care about your organization
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target buyer

Key Points Sales and Marketing Need to Know About the Target Buyer, Part 2: The Power Profile™ Recipe for Success

The Power Profile™ guides you in your marketing and prospecting activities to focus on organizations and buyer roles that have
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