by Damy@convergenceconsulting.biz | Apr 23, 2019 | Blog, Marketing
Recently, I was talking with one of my business partners here at Convergo. He’d talked with a business owner about moving from a tactical to a strategic approach with their marketing. In principle, it sounded good. However, when presented with a relatively modest...
by Damy@convergenceconsulting.biz | Apr 16, 2019 | Blog, Sales
Consistent prospecting is essential for sales success. Without a steady stream of prospects, the funnel dries up. Then you end up taking desperation deals and flipping your base. Effective prospecting requires a positive attitude. The challenge is that if there is one...
by Damy@convergenceconsulting.biz | Apr 9, 2019 | Blog, Sales
This week I enjoyed talking with a group of sales leaders as we prepared for a Value Alignment Workshop. When we asked the group of sales managers about the challenges they faced, the overwhelming response was, “We struggle with getting our reps to generate net-new...
by Damy@convergenceconsulting.biz | Mar 26, 2019 | Blog, Sales
“People will accept the advice of insight sellers only to the extent that they trust them.” – Mike Schultz & John Doerr, Insight Selling Trust is a critical component to sales success. In their buyer research, the authors of Insight Selling learned what we know...
by Damy@convergenceconsulting.biz | Mar 19, 2019 | Blog, Sales
Stephen Covey says that highly effective people put the “big rocks in first” because if you don’t do the important things first, they get crowded out by the smaller things. The biggest rock for any sales professional is prospecting. It’s the #1 driver of success and...
by Damy@convergenceconsulting.biz | Mar 19, 2019 | Blog, Sales
Today is the 30th anniversary of the world wide web! Nothing has changed the sales profession more than this technology. As I reflect back over my 26 years in sales, allow me to offer some observations on how the internet has changed sales for good. 1. From Brochures...
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