How to Sell in an Era of Apps, Devices, and Instant Price Comparisons

“To survive and thrive in this kind of agile business environment, salespeople also need to go beyond asking questions to providing fast, tailored solutions to customers on the fly. This type of adaptive selling will be the key to success going forward. All buyers want to feel that their problem is unique, and their solution is special. So, it stands to reason that the most effective sales solutions are (or at least feel like they are) highly customized. These days, buyers are looking for “just in time” solutions that are highly tuned to their particular needs.” Continue reading

Millennial Myths Busted

If you haven’t yet checked out this week’s issue of Sales and Marketing Management, make sure you don’t miss Lance Tyson’s article, Can Millennials Sell?

In this article, Lance busts the most common stereotypes about Millennials in the workplace, and offers concrete tips on how to successfully manage a millennial sales team.

It’s a must read for anyone who wants to be managing a successful organization 10 years from now!