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Entries Written Mark Lindquist

How to Qualify Leads Using the NOTE Framework

This is the second piece in our ‘sales practitioners’ series, where we get in the weeds with a sales leader about the biggest topics in the sales world. In this article, we chat with Sean Burke, SVP of Sales at LivePerson, on how to qualify leads in their own terms using the NOTE framework. Acronyms …

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How to Break Out of a Sales Slump

Feeling stuck in a sales slump? Don’t worry – we’ve all been there. Sometimes key deals fall through, external circumstances are stacked against you, and you just flat-out can’t find your sales rhythm. Like stepping into quicksand, you can quickly feel helpless – no matter what you do, you aren’t getting any closer to crawling …

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How to Ask for Sales Referrals

There are many ways to pursue sales referrals and generate new business, but one of the most effective is also one of the most underutilized: asking your current customers. Referrals are one of the best tools for generating quality leads. For example, referral marketing platform Referral Candy has seen success rates climb as high as …

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How to Ask Probing Sales Questions to Close More Sales

Asking probing sales questions to accelerate deals is nothing new. In fact, its origins could be traced back to the classical Greek philosopher Socrates, who deployed the Socratic method as a form of dialogue centered around asking and answering questions to draw out ideas, stimulate critical thinking, and determine underlying presuppositions. In short, asking the …

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