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We cover the latest trends, tips, and insights in the world of marketing to keep you informed and inspired.
Where is your team in the Sales Maturity Model?
Sales management always asks us where they are compared to the competition. “How do I compare against my peers outside of my company?” asked one sales manager last week. “Tell me what I need to do to get better. How can I sustain results so we can gain predictablity in [...]
Avoid Common Mistakes when Selling in a Tough Economy!
How can you drive new business in a downturned economy? Those that are involved in sales should find the answer by avoiding some common mistakes and taking some proactive steps. There are a few common mistakes that if corrected can lead to a healthier pipeline and better opportunities. Not spending [...]
Consultative Selling
Why is it that some people excel in selling products or services while others, who work just as hard, never meet sales goals? In my opinion, one area distinguishes progress makers: top sellers skillfully diagnose and solve problems better and quicker than the rest. Because of the critical importance of [...]
The Human Side of Quality Service
An important human aspect of a quality program is the way that you personally interact with your clients. In other words, what impressions do we make on them through our attitude, appearance, speech and responsiveness. We must always keep in mind that our individual efforts to provide quality client support [...]
Want a solid forecast, Create Demand!
Last week I wrote a blog for CompTIA titled “Eliminate the Fly By Business Plan”. In that blog I describe the syndrome that most organizations face without a proper plan for success. This week we look at another syndrome of demand generation! Each week sales teams attend a status meeting where management [...]
What does “I Do” really mean in partnering?
Today many people know these common words when they make a commitment to each other in marriage, but do they truly mean it. The same holds true when Solution Providers marry their organization to a major OEM. Do we really understand the “give and take” that is required to be [...]
Innovation replicated?
Several years ago I had the distinct pleasure of going to the Computer Hall of Fame and witness so many great innovations from the early days of computing to the present. During my visit, I was able to listen to the great minds speaking on innovation – Guys like Steve Wosniak (Apple), [...]
Live Webinar – MSPros Tuesday Talking Points With Carrie Simpson and Peter Busam
LIVE WEBINAR Tue, Mar 15, 2016 1 PM ET MSPros Tuesday Talking Points: Carrie Simpson, Managed Sales Pros and Pete Busam, Equilibrium Consulting Join us as we are a guest on Managed Sales Pros Talking Tuesdays. Equilibrium has spent years creating a marketing tool that identifies who is visiting [...]
Telemarketing Comes of Age: How to Create and Deploy a 5X More Effective Multi-Touch Strategy
Peter Busam, Equilibrium Consulting, Chad Burmeister, VP Sales & Marketing, ConnectAndSell, and James Townsend, Sr. Director Customer Success, ConnectAndSell will reveal what’s changed in the past few years where Sellers have become trusted advisors by moving from pure cold calling and telemarketing to a “multi-touch” approach to generating interest in [...]
Equilibrium has been accepted to the FEDEx Next round of evaluation
Equilibrium Consulting has been moved to the next round of evaluation for a $25K grant to develop our next generation training program for Sales Representatives. Voting is from January 16, 2014 through February 23, 2014. Voting can be done by clicking below Vote Now