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How to Keep Competitors Out of Your Best Clients

(This post originally appeared on Jill Konrath’s website and is republished here with permission.) When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are [...]

Build a better buyer experience: How to sell the way people want to buy

The expectations and behaviours of B2B buyers are changing, in line with our experiences as consumers. Services like Netflix, Amazon and Spotify have given us information whenever and wherever we want it, along with a great buying experience. Today’s B2B buyers are also doing more research on their own – [...]

What it means to be a sales leader in 2018

The role of a sales leader continues to evolve as business demands grow at a near phenomenal rate. The demands and challenges are increasing in size, complexity and speed, greater cost management, more stringent governance and compliance obligations. There are faster business reaction times and more agility, there’s reacting to [...]

5 Negotiation Tactics That Will Help You to Get a Better Deal

We watch The Apprentice and see the ‘lambs to the slaughter’ negotiating. Not helped by their bravado and arrogance, ‘I’m a shark in business’. Cue the next clip of the poor Apprentice being taken limb from limb by a shopkeeper who won’t give him 5p off of a bottle [...]

Driving sales with tech and data skills

Looking after today may not always take care of tomorrow’s business needs based on technological innovation and a data-literate workforce Successful digital-age organisations and business leaders adroitly hit a strategic sweet spot: they sustain a strong company performance in the present while having the agility to focus on long-term development [...]

Building A Sales Curriculum For Every Sales Professional

Sales leaders need the full range of a connected curriculum to access the skill set needed in today’s complex market In our latest brief, Building a Sales Curriculum for Every Sales Professional, we break down the specific skills each sales role needs to succeed. We look at: How to win more [...]

How good content and SEO creates a fairy-tale ending

Perhaps you remember “Beauty and The Beast,” the Disney Classic, as a touching story about a beautiful girl who sees beyond physical appearance. Or, maybe you’re like me, and you remember The Beast as the most terrifying creature in Disney history. Seriously—Watch the movie. The Beast is big, hairy, and [...]

3 Social Media tips to win friends and influence rankings

I really like the question and thought in addition to my short video it would be constructive to dive in a little deeper. First, I do not believe that social share counts directly improve non-personalized search engine rankings right now. Matt Cutts has very clearly stated that Google +1s do [...]

Debunking the sales ‘boys’ club’

Attracting women into sales is a challenge being addressed by notable individuals and firms, but sales remains a male-dominated profession It’s an all too familiar picture. “I’ve literally lost count of the number of times I’ve been the only female on my team,” says Val Agnew, global account director at [...]

Curtain call for Death of a Salesman

Gone are the days of the abrasive salesperson, a talking brochure who battered clients into buying – now sales must add value and deliver results for the client Willy Loman, a character from Arthur Miller’s play Death of a Salesman, would still recognise his industry if he walked into an office [...]

Essential Checklists for Sales Leaders

If you are leading a sales team in any organisation, you might want to have a look at the following points to see if you have them properly fixed in your function; VISIBILITY Are your sales team members visible to all your customers? I mean more of wholesalers and retailers. [...]

10 Things to Understand When Working With Independent Sales Reps

This article was written in collaboration with many independent sales professionals who are currently using CommissionCrowd to find exciting new product and services to add to their current line cards. It is widely considered to be the 'Blueprint' of working with freelance sales agents. So, you’ve decided that it’s time to grow [...]