Pre-​Sales Research Infographics

Salespeople who take a moment beforehand to find something of relevance to the buyer that they can share, instead of just winging it and trying to get by on personality, are perceived as more credible. They’re also able to ask smarter discovery questions that give them the insight they need to close deals.

Quick Takes on Sales Preparation

discovery questions
Why Discovery Questions Have A Big Impact With This Discovery Approach

Have you heard of consensus gathering in sales? It’s a unique perspective on getting valuable information from prospects, and it involves a blend of discovery questions, multithreading and a little bit of strategizing.

How Mastering the Art of Conversation Improves Your Selling Skills

Combine the principles of effective conversation with your selling skills to exchange information and build relationships.

Best Ways to Leverage Consumer Behavior to Drive Sales

As you’re pitching your media space and digital marketing services, your clients usually want to know one thing: How to leverage consumer behavior to drive sales.

sales discovery questions
3 Unique Sales Discovery Questions From Top Sellers

Do your sales discovery questions need to be refreshed? It might be time to consider at least adding one or two new ones to your process, especially if you’re like the 20% of sellers who say discovery questions are a top challenge. 

Life Insurance Companies Should Target 31–45 Age Group to Acquire Younger Customers

Life insurance is a topic consumers want to know more about. And the recent pandemic gave them the nudge they needed.

How to Ask the Best Discovery Questions for Sales

Fearless and skillful discovery questions for sales release important facts, reveal hidden agendas and will strengthen the bonds between you and your prospect.

call structure
Use Sales Call Mapping to Create A Winning Call Structure

Following a sales call structure is key to outreach success, which is why sellers need to prioritize call mapping. Even if you think you will perform better by winging it, you will be more successful if you follow a structured process. 

discovery call questions
Powerful Discovery Call Questions That Help Sellers Dig Deep

During discovery, asking questions should always be a priority; without the right questions, how do you “discover” anything valuable? The most successful sellers know that it’s not just asking questions that is important but also asking the right questions at the right time. 

Help Your Clients with OTT TV this Year

A new year means new trends for many types of advertising media. Here are a few you and your clients need to be aware of for OTT TV.

digital local marketing
How to Optimize Digital Local Marketing

If you want to move your client over to the 33% of marketers who are confident in their marketing strategies, here are some things you need to know.

digital strategies
Digital Strategies Must Include Mobile

Consumers are more attached to their mobile devices than ever before. So, in order to be their most effective, digital strategies should include mobile.

social media ads
Are Social Media Ads Ruining Your Client’s Reputation?

The drama around Twitter is something that your client should probably be paying more attention to. According to multiple sources, the platform may now be more trouble than it’s worth for companies who invest in social media ads.

Executive Interviews

Charlie Bailes on the Manage Smarter Show podcast from SalesFuel
Amy Franko on the Manage Smarter Show from SalesFuel
Ed Eichhorn on the Manage Smarter show from SalesFuel
Darby Doll on the Manage Smarter podcast from SalesFuel
Hawthorne Advertising on the Manage Smarter podcast from SalesFuel
Manage Smarter with Doug Fletcher; Professional Services and Business Development

The Manage Smarter show features lively discussions about the psychology of sales, marketing, management and leadership.
New episodes are released twice monthly wherever you get your podcasts.