by Jill Harrington | Apr 26, 2017 | Sales Effectiveness
Evan is new to the company, a firm that provides software, hardware, and managed technology services to businesses of all sizes. He entered the company from a different industry with no customer base or contacts within this business. He does, however, have a sales...
by Jill Harrington | Aug 24, 2016 | Sales Effectiveness, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT Distrust in sales and marketing messages has skyrocketed over recent years. Not surprising when you see some of the ridiculous unsubstantiated claims made in e-mails. Buyers may not believe the words of sales and...
by Jill Harrington | Aug 24, 2016 | Sales Effectiveness, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT The ability to listen is an essential sales skill. We all know this. We also know that sales people aren’t necessarily seen as the best listeners. And yet HOW you listen is what uncovers the deal-winning data that...
by Jill Harrington | Jun 15, 2016 | Sales Challenges, Sales Effectiveness, Sales Success
Kevin had been bidding on a large enterprise account’s business for years. He believed the annual investment of time, resources and thousands of dollars was worthwhile because a win would be worth millions to his company. But he had yet to gain a sliver of the very...
by Jill Harrington | Apr 27, 2016 | Sales Effectiveness, Sales Success, Tips & Tools
I get to read a lot of prospecting messages. From different sellers, with varying levels of experience. And from a wide range of industries. These messages land directly in my inbox; or are brought to class by trainees seeking peer and expert feedback. Despite the...
by Jill Harrington | Mar 23, 2016 | Sales Challenges, Sales Effectiveness, Sales Success, SalesSHIFT Blog
I’m a sucker for sports cars. If a car has two doors, sleek lines and a powerful engine it calls my name. One of my favorite cars was my Nissan 350Z-turbo-charged-anniversary-edition. I loved that car. Until two weeks into my new purchase. I was making a simple lane...