emotional intelligence

According to the business dictionary, emotional intelligence (EI) is defined as “the ability to identify, assess, and influence one’s own feelings and those of others.” As it is a recognized fact that a handful of top salespeople are attributed with the majority of each company’s sales, research suggests that those top performers are endowed with stronger emotional quotient (EQ) than the average salesperson. A study conducted on more than 40 Fortune 500 companies also revealed that salespersons with higher EI outperformed their peers with low…Continue Reading “Using emotional intelligence to accelerate sales”

sales culture for higher sales productivity

What are businesses doing to increase productivity within this new sales environment while also maintaining sales engagement and focus? While many tools are available, it is important to maintain a clear business vision, strategy, and execution methods. The following characteristics are the key to creating a high performing sales culture with a productive sales process that keeps sales teams both engaged and accountable. Collaborative Environment A collaborative work environment encourages the sales force to work in tandem while increasing synergy and efficiency. With more companies…Continue Reading “Creating effective sales culture for higher sales productivity”

Sales Cycles and Higher Win Rates

It is essential for a sales team and an organization to understand their sales cycles so they may properly execute their sales plan and exceed quotas. Sales cycles usually depend of the size of the deal and the pricing involved- generally, the larger the deal or the higher the price; the longer the sales cycle and vice–versa. Below are ways that a sales team may close deals, regardless of size, in less time. Measure each stage of the sales cycle Confirm stated sales metrics provide…Continue Reading “Sales Cycles and Higher Win Rates”

Essentials of B2B sales qualification

Qualifying the prospect is an essential aspect of any B2B sales process and, although understanding the necessary steps may be easy, the overall process is often a challenge. Ultimately, the following two fundamental questions must be understood: can the prospect help me and can I help them?  If the answer is yes to both, there is a high likelihood of winning the prospect’s business. Sales and Marketing professionals recognize that receiving a direct response to these questions is unlikely, therefore understanding the buyer’s thought process…Continue Reading “Essentials of B2B sales qualification”


The sales industry has gone through a dramatic transformation over the past decade. Advancements in digital and computing technologies have enabled informed buyers to exercise more control in the buyer-seller relationship. In addition, marketing and sales has moved more and more from a traditional outbound format to an inbound model. An industry that had been considered an intuitive art has been driven more and more toward technology, data and science, bringing significant efficiencies and automation. This kind of analytics has not only helped in managing…Continue Reading “A Structured Sales Process for Greater Success”

Voicemail Best Practices

Leaving a voicemail may seem like a repetitive task that rarely sees results. If your sales team can focus and improve upon the strategic tips below, your team will quickly notice a positive impact on the rate at which potential customers engage with your brand and return missed calls. Implementing tactics that capture undivided attention and ensure a high-quality message will allow your sales team’s voicemail strategy to become significantly more effective, leading to higher close and response rates. Set the Tone To clarify the…Continue Reading “Voicemail Best Practices”

The Psychology Behind Consumer Decision Making

Consumers now have easy access to extensive amounts of information to be better informed which influences their buying decisions. Once a consumer has become a prospect, a marketer’s goal is to assist them through the sales cycle so the prospect can actually make the decision to purchase the product or service. Traditionally, many companies envisioned consumers as price-sensitive and therefore would focus their marketing and sales strategies mostly on prices. However, consumers are much smarter and more complex now more than ever, and consequently, companies…Continue Reading “Part 1: The Psychology Behind Consumer Decision Making”

Outsourcing Appointment Setting

Appointment setting is crucial for sales organizations that rely on leads and a key element of their success. The sales cycle still involves suspects becoming prospects and prospects becoming leads. A critical step in the process of then converting those leads into actual customers is the sales appointment. The sale comes only after the sales appointment is set with the right decision maker. The tone, style, and information conveyed in the setting of the appointment may create the first impression of the company and its…Continue Reading “Benefits of Outsourcing Appointment Setting”


Digital information technology and the Internet have dramatically altered the landscape of the sales industry, changing the relationship between buyers and sellers. Buyers are much more in control of the purchase process, researching independently, more informed and more demanding – shifting the industry toward inbound marketing and sales from traditional outbound sales models and creating significant challenges for sellers. In order to meet the challenges of this new environment, more and more of the sales industry has embraced developing technologies and data science. Enterprises that…Continue Reading “Sales Acceleration: It’s not a matter of if, but when!”


Behavior during gameplay can tell a lot about a person. Silent Sally may prove to be not so coy in a riveting round of trivia while Laughing Larry may surprise you with how focused and serious he can become under pressure. Playing games can bring out the best and worst in people, but as a team-motivating strategy, its benefits are unparalleled. Gamification, or the integration of game mechanics in game-irrelevant areas, is gaining more traction in the professional arena as its positive effects on productivity…Continue Reading “Gamification: The Future of Workplace Motivation”