Category: General

‘Hospitality’ has myriad possible interpretations. Hotel industry leaders are using a slew of them to create good feeling about their brands. Competition in the hotel industry is fierce, requiring companies to get more and...

If you feel like your mailing results are on a downhill slide, you may need mix things up a little bit. Now is the time to send out a mailing that is really different....

Conversations, especially the requirement to listen, are the key to conversion. To a degree, we’re all salespeople, whether our job title reflects it or not. If you work in account management or in a typical sales...

These days, it takes more than a resume to stand out in a competitive job market. A profile that grabs attention on professional network site LinkedIn could make a difference. One way to attract...

LinkedIn is a powerful tool that can lead to plenty of great contacts and successful sales and deals. What do you do when you need to get to a person or a company? It...

These simple questions help you figure out whether you’re talking with a real customer or a lookee-loo. During your first conversation with a prospective customer, your job is to discover if they’ve got the...

One of the most overlooked yet essential stages of the sales process is the Pre-Qualification milestone. 67% of lost sales are as a result of sales reps not properly qualifying their potential customers before...

What is a lead? A lead or sales lead is defined by Wikipedia as ‘the identification of a person or entity that has the interest and authority to purchase a product or service’. Nowadays,...

One of the reasons that most companies’ sales teams love using marketing automation is because of its lead qualification capabilities. Traditionally, one of the largest sources of tension between marketing and sales teams is...

It’s easy to get caught up in thinking that all revenue is good revenue, but it’s just not true. Success is not about how high your fees are or how much money you make;...