Author: Eric Quanstrom

Expert Interview Series: Norman Behar of Sales Readiness Group on Better Sales Training

Norman Behar, CEO and Managing Director of  Sales Readiness Group, is a proven sales leader with over 25 years of CEO and senior sales management experience. He is recognized as a thought leader in the sales training industry and has worked with clients in a wide range of industries. We recently checked in with Norman to get his insight on best practices for effective sales training. Here’s what he shared: Can you tell us about the mission behind Sales Readiness Group? How are you hoping to impact the world of sales training? Our mission is to improve the performance...

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Prospect Lists Upgrades – KiteDesk 3.9 Release

Prospect Lists: Less Searching and More Sorting Now available in the latest KiteDesk release, we’ve added new Prospect sorting and filtering options to source data, quicker. Customers get the ability to sort more Prospect data categories than ever before, including Name, Title, Organization, Last Activity, Date created, Owner, and Flow. This feature extends to all your organization’s prospect lists– so you’ll search less, sort more. Pin & Share Prospect Lists Prospect lists can now be pinned for faster retrieval. This is essential when dealing with large numbers of lists since you can now share prospect lists across the organization (pinning lists that...

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Thought Leadership Is Not Insight

8.25 seconds. That’s how long I’ve got to hook you… Down from 12 seconds in 2000. Not nearly enough time for a big setup. But if you’re in marketing or sales, read on… As content is some of your currency these days. Underlying all good business content is an infrastructure of data, insights, and perhaps even thought leadership. But thought leadership and insights are not the same. In fact, they exist in separate spheres that don’t overlap much. Thought leadership is amorphous. It’s about a future that’s on the horizon, but not necessarily in clear view yet. Insight content...

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Expert Interview Series: Gal Shweiki of Shweiki Media About Sales Prospecting, Lead Nurturing, and Marketing in the Print Media Industry

Gal Shweiki is the President and CEO of Shweiki Media Inc., a printer specializing in high-quality glossy publications. We had a chance to speak with Gal about the print media business in a digital world, and learned a few tips on how to obtain and nurture sales leads. Tell us a bit about your background. Why did you decide to create your own print media company? In 1984 as a student at the University of Texas at Austin, I started a college guidebook titled The Student Guide to the Best in Austin. After graduating, I began publishing Study Breaks...

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B2B Selling Success (in 6.8 Steps)

B2B Selling Success What separates wildly successful B2B sellers from those who meet, but don’t exceed goals? Commitment is certainly a part of it, but when it comes to the actual steps that must be taken consistently, the “secret ingredient” list largely consists of finding out the information about the buyer or buying team that matter, and knowing how to act upon that intelligence. B2B buying is often done by committee, and successful sales development requires understanding them. Click to tweet The buying process isn’t the same as it used to be. You’re far likelier to be interacting with...

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