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David Mills
By David Mills
on March 28, 2022

As the world has changed, the hybrid sales model has emerged- how can salespeople master it?

Salespeople are the guardians of industry and customer insight - and that insight and focus is invaluable. But don't just picture those nearing retirement who are seasoned sales veterans. Salespeople age more quickly in their trade and often get their wisdom faster than other employees.

It comes from the push and pull of sales interactions, the pressure of quotas, and crafting winning deals, so it creates "old dogs" at a pretty young age. An experienced, veteran salesperson can be any age - we're really talking about people that learned to sell before the digital space took over. 

David Mills
By David Mills
on September 23, 2020

The questionWhen someone asks in a coaching session: “What’s your favorite sales hack of all time?”

David Mills
By David Mills
on May 12, 2020

If you are in senior sales, in order continue closing sales right now, you have to find new ways to walk seniors through their decision journey. The salespeople that we talk with report that using the phone to navigate the details of complex and emotional decisions is difficult. Understanding the value of moving to video vs. phone is vital for senior salespeople that want to retain and build their closing rate.

David Mills
By David Mills
on February 11, 2019

Solving the Marketing Challenge for businesses with small prospect pools.

We’ve come a long way from the days when all marketing was distributed to the entire available audience - true mass marketing. The development of technologies like targeted cable and retargeting (serving ads to people who have visited your website), has allowed more focused and cost-effective outreach. But these approaches still don’t meet the need for the many businesses, sales teams and nonprofits who need to reach a very small pool of prospects.   

David Mills
By David Mills
on March 28, 2016

We need marketing that truly connects in order to deliver qualified customers. An effective sales funnel that doesn’t feel like sales at all comes from the warmth of an engaging story. In turn, those story-based activities deliver customers who are engaged with the experience. With so many media choices, allowing customers to experience your brand story from the beginning—while still ensuring the greatest number of qualified leads from our marketing investment—can be a challenge.