Author: Eric Quanstrom

Expert Interview Series: Dr. Christopher Croner of Salesdrive

Editor’s Note: Dr. Christopher Croner is a Principal with SalesDrive, LLC, and co-author of the book, “Never Hire a Bad Salesperson Again.” We use SalesDrive as part our hiring process here at KiteDesk and recommend it to others to make personality-based hiring decisions.  SalesDrive leverages more than 80 years’ worth of research in the personality traits of high-performing salespeople. To start, what are some sources you’ve used for your research? How have you implemented this research into useful insights? We began in 2004 by reviewing every academic journal article on what makes a great salesperson published over the last...

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WIIFM – A Powerful Sales Acronym

WIIFM – What’s In It for Me? There’s always a bit of a smirk surrounding the question, “What’s in it for me?” It sounds self-serving, and ultimately it is, but it’s not necessarily selfish, and doesn’t preclude anyone from being generous and giving to others. Fortunately or unfortunately, in sales your buyers will ALWAYS asking this question– usually subconsciously. In B2B sales, the #1 thing being sold is change. Without a need for change, decision for change, or acceptance to change, no sale will be made. The reason to change lies in answering WIIFM? for buyers. Most salespeople instinctively know the WIIFM acronym for themselves… Just...

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Expert Interview Series: Donald Kelly of The Sales Evangelist

Editor’s Note: Donald is a sales trainer and host of the popular sales podcast, “The Sales Evangelist.” We recently had a chance to speak with Donald to hear his advice on reaching out to prospects, getting referrals, and partnering with your company’s marketing department to increase sales. Tell us a little about yourself. Why are you so passionate about sales? Ever since I could remember, I have been surrounded by entrepreneurs and really good salespeople. As I grew up, I naturally gravitated towards sales as a career. When I finally became successful at it and saw how people’s lives...

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Headlines, Tech Stack Features – KiteDesk v3.7 Update

One of the great things about SaaS is the frequent release cycle. As a software vendor we can add new features regularly, and constantly treat customers to new goodies. Today is no exception, and perfect timing for the holiday season! Headlines! It’s not every day you can talk about headlines as an actual feature (Headlines are the headliner!?!). Puns aside, KiteDesk now features on each prospect and account profile page the latest news on that business. It’s a massive time-saver for the sales prospector who wants to learn about current events, awards, press, and recognition for the company you...

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The Science of Selling [WEBINAR]

Editor’s Note: We recently sat down with bestselling author David Hoffeld for an exciting hour of Q&A on The Science of Selling! For additional reading, please check out the book excerpts on Storytelling and Questions Direct the Mind Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics in his latest book, The Science of Selling, leading sales trainer, researcher, and CEO of Hoffeld Group, David Hoffeld, shows you how to align the way you sell with how our brains naturally form buying decisions.  The Science of Selling Webinar...

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