Foresight: Your Best Tool for Future Sales

Foresight is defined as knowledge or insight gained by looking forward.  As we begin to contemplate what 2016 will hold for us, consider the impact of a sales strategy informed by foresight and future trend data.

The concept of applying foresight to business strategy is not new or revolutionary.  Marketing leaders, Chief Strategy Officers and CEOs, for example, often seek information on trends, trying to get a sense of what the future might hold before they set goals and [Read more…]

The New Sales Discipline

The New Sales Discipline combines methods from traditional selling, traditional marketing, technology-enabled networking, and business data analysis, taking them all to a higher, more refined form.

If you are in the business of revenue generation (i.e. selling, marketing, business development, et cetera), your job has changed over the last several years.  Following are some of the notable changes: [Read more…]

Social Selling: An Evolution, Not A Revolution

Social selling gets a lot of attention these days. If one were to do a Google search right now on “social selling,” that engine will return roughly 687,000 results, many of them containing best practices for selling to buyers who are heavily engaged on social media.

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Leading Sales Millennials

A new generation of revenue creators, Sales Millennials, is on the job today, rising through the ranks, and with them comes a marvelous opportunity for those who coach and lead them.

Based on my birth year, 1970, I am a member of Generation X. I actually consider myself a generation-straddler, though, as all of my siblings were born between 1955 and 1963, at the tail end of the Baby Boom. [Read more…]