The Silent Killer in Your Sales Pipeline

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By Jim Williams Your sales pipeline is in danger. Whether you know it or not, there’s something lurking in the shadows that threatens to bring the whole thing down — one lost deal at a time. It’s something your team can’t possibly face alone, no matter how much marketing, nurturing or social selling you hurl at it. Its name is …

Return on NOT Investing: A Vital Conversation

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by Jose Palomino  Everyone is familiar with ROI (Return on Investment). It’s basic sales and business planning. Your customer is going to ask “What’s the ROI?” and when they do you’d better be prepared to give an in-depth answer. But is that all there is to it? After examining return on investment and total cost of ownership (“TCO”) for your client, …

Make a Great First Impression

Sales Evolution Blog

By Jeff Haden Amy Cuddy says people answer one question when they first meet you — and that answer lays the foundation for a business relationship.     CREDIT: Getty Images Say you meet a new potential customer, a potential employer, or anyone with whom you want to establish a business relationship. Which matters more: Showing that you’re skilled, experienced, and capable, …

Would You Pay for Uncertainty?

Sales Evolution Blog

By Dave Light A similar phrase, “the market loathes uncertainty” is often heard concerning financial markets these days. Whether the issue is sovereign debt crisis, energy volatility or legislative zaniness over a financial regulations bill in congress the security markets perceive business uncertainties as an increased monetary risk, leading to commercial disruption and a general reduction in the orderly flow …