Every sales rep knows it’s necessary to master the art of cold calling. After all, there’s a reason cold calls have stuck around as a standard sales technique! But approaching a cold call can send shivers down the spine of even the most seasoned sales professional. Writing a cold call script to get appointments can […]
You’ve perfected your script, done the research, and practiced your pitch, and now it’s time to make the call. You approach the phone feeling confident, but all your hard work may be for nothing when your call is answered by the gatekeeper. Every sales rep knows that cold calling can be a difficult task, but […]
In order to be competitive in today’s business world, it’s essential to provide customers with a cohesive brand experience. Omnichannel marketing is a strategy that integrates messaging across multiple platforms to facilitate synergistic customer engagement. This way, you can offer customers consistent information and seamless purchasing options no matter how they choose to interact with […]
Dr. Adam Goodman serves as director of Northwestern University’s Center for Leadership and is a clinical professor at McCormick School of Engineering and Applied Science at Northwestern. For many years he worked in the private sector as a consultant, but has transitioned to a teaching position full-time. In this special two-part interview, Joe Flanagan asks […]
What is the definition of sales success? Craig Wortmann is a sales entrepreneur who advises some of the most active private equity firms in the greater Chicago area, and an active professor at the Kellogg School for Management at Northwestern University. He’s written several books on the subject of sales, hosts a podcasts, and has […]
The economy is strange right now – some industries are doing better than ever as they find new ways to adapt to working remotely, while others are struggling to make ends meet. In between all of this, a large cluster of salespeople have found themselves displaced from their old jobs not from lack of skill, […]
What makes b2b outsourced sales particularly beneficial in our “new normal”? As many experts speculated, we are entering the second (or third) wave of the coronavirus pandemic as we head into the winter. Our expectations and attitude towards the pandemic have shifted quite a bit since the spring – even as numbers spike, we are […]
With all that is going on in the world, sales teams may be overlooking a critical component of their process: sales training in COVID-19. We’re all working our best to manage the new circumstances of work from home, but sales training remains as important as ever. Leveraging video technology, spending time on improving the craft […]
Due to the coronavirus pandemic and the restrictions recommended by health professionals all around the world, social distancing has changed sales-related training in several interesting ways. Below, you can learn more about the importance of ongoing training – especially in the sales industry – and why delivering that training online is a must for everyone, […]
When we talk about active listening, what do we mean? About 55% of our day is spent listening to others, but it has been estimated that we remember only about 17% of the things that others say. Those missing bits can often be crucial in sales, when understanding our customers makes the difference between a […]