Sales

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  • Sales Coaching in 3 Steps

    Sales Coaching Blog
    14 Apr 2015 | 8:43 pm
    I have to brag. Last week, my bracket won my neighborhood’s NCAA college basketball bracket competition. My winnings were a pair of Utah Jazz basketball tickets and I happily sent my husband and son off with them to stuff themselves with concessions junk food. Regardless of the win, the real joy of March Madness is watching the games with my 8-year old son. He’s such a sports nut that he takes in every second of every game. At the end of the Kentucky versus Notre Dame game, he was asking how Notre Dame could have knocked off a number one seed with a perfect record. His logical brain just…
  • Sales Leadership Lessons I Wish I Could Have Given to My Younger Self

    TopLine Leadership » Sales Leadership Blog
    Kevin Davis
    1 Mar 2015 | 4:32 pm
    Like most sales managers, I spent several years as a sales rep before promotion to a sales management position. Here’s what I know now that I wish I could have advised my newly-promoted self back in the day: Your top … The post Sales Leadership Lessons I Wish I Could Have Given to My Younger Self appeared first on TopLine Leadership.
  • A Quick Tip To Start The Week STRONG!

    Paul Castain's Sales Playbook
    Paul Castain
    26 Apr 2015 | 2:18 pm
    In this week’s Quick Tip I offer something that will . . . Help you get prospects and clients off the fence of indecision. Help you create a more “objection resistant” dialogue. Help you get the “buy in” necessary to move the sale forward! Help you stand out, big time and . . . Help […]
  • Increase Your Sales Productivity with this Killer Strategy

    Kelley Robertson: Fearless Selling Blog
    Kelley Robertson
    13 Apr 2015 | 4:45 am
    Bert is a sales person who is tasked with account management AND prospecting for new business. Each day he has good intentions of calling new prospects to secure appointments. However, he constantly gets interrupted with calls from customers who; have questions, are experiencing a problem that needs a resolution, or who want to meet with him. Add to that the distractions and interruptions from internal staff, colleagues and demands from his boss. By the end of the day, he realizes he failed to make a single prospecting call or schedule an appointment with a new prospect. He sighs and vows to…
  • 5 Critical Facts You Need to Know About Prospects

    Sales Motivation and Sales Training
    TheSalesHunter
    28 Apr 2015 | 12:42 am
      Do you have prospects or are they merely suspects? Too many salespeople have pipelines full of suspects who they believe are prospects. The problem is the suspect doesn’t identify themselves as a suspect. Nope!  They walk, talk and act like a prospect, right up to the point of you trying to close the sale. […]
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    Heavy Hitter Sales Blog

  • What Separates the Strongest Salespeople from the Weakest - Harvard Business Review

    Steve Martin
    14 Apr 2015 | 11:34 am
             Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles about What Separates the Strongest Salespeople from the Weakest.           What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25 percent? I recently conducted a research project involving nearly 800 salespeople and sales leaders to better answer this question. In addition, I have had…
  • Sales Compensation Impacts Performance-New Research

    Steve Martin
    17 Mar 2015 | 2:16 pm
      How Compensation Impacts Sales Organization Quality and Performance   Exciting New Sales Organization Research!     Salespeople and sales leaders alike know that compensation can be a strong motivator, but it usually comes at a high budgetary cost. This leads many to ask what the real impact of compensation might be on overall sales professionals’ satisfaction and performance. This study explores the answer to that question. Nearly 800 sales professionals participated in a sales organization performance study by completing an extensive 42-question survey.
  • Top Technology Companies to Sell for in 2015

    Steve Martin
    17 Feb 2015 | 12:52 pm
      I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015. While it includes companies that range from startupsto billions in sales, all of these businesses provide fantastic technology-based solutions that dovetail to key trends taking place in the market.    Proofpoint – The movie “The Interview” proved that one data breach can shut down an entire company and the application-specific security market is red…
  • Top Sales Team Research-Harvard Business Review

    Steve Martin
    20 Jan 2015 | 8:11 am
        What separates high-performing sales organizations from average and underperforming sales organizations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were asked to share their opinions on their sales organization and personal details about their own quota performance. The study results reveal there are 15 significant differences between how high-performing, average, and underperforming sales organizations perceive themselves, measure performance, staff their organizations, and operate. This…
  • Sales Organization Performance Gap: Research on Key Attributes That Separate High-Performing From Underperforming Sales Organizations

    Steve Martin
    16 Jan 2015 | 6:09 pm
      What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations?   The answer to this question is exactly what Steve W. Martin, well-known sales author and sales organization researcher, set out to find. To do so, Martin conducted extensive surveys with top-level sales leaders, mid-level sales managers, and salespeople. The resulting research, The Sales Organization Performance Gap, provides detailed insights on the characteristics of high-performing sales organizations, quota analysis measurements, and key sales performance metrics.
 
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    Score More Sales Blog

  • Stuck Sales Opportunities

    Lori Richardson
    27 Apr 2015 | 7:54 am
    A sales rep is stuck – he has 3 deals he says are qualified and none of them are moving forward. We talked about them and I’ll share the general circumstances – no names, no companies. The industry is technology – software-as-a-service. The rep has been with the company less than a year but more than 3 months. He has a good sense of the value of the company and their services. The first thing I tend to notice with sales professionals when they have stuck deals is that they get all lumped together into one big pile of “nothing’s happening with any of my deals” or “I’m…
  • Use Video to Build Business Partner Relationships

    Lori Richardson
    24 Apr 2015 | 7:01 am
    Video is truly “the next best thing to being there” in person. With partners in business being located thousands of miles away in many cases, it’s become time to review what video can do for you and why it might be time to stop thinking it’s not for you. What Video Can Do for MSPs
  • Sales Professionals Should NEVER Say These Words

    Lori Richardson
    23 Apr 2015 | 5:43 am
    Whenever I spend time with new sales reps or conduct a large onboarding event it seems that there is one area where lots of improvement is possible – the use and understanding of the power of words.
  • Participate in the 2015 Sales Prospecting Preference Poll

    Lori Richardson
    19 Apr 2015 | 7:56 am
    If you are in sales or a business development (or SDR, MDR, or other sales role) you need to participate in the 2015 Sales Prospecting Preference Poll - this is an easy thing to do and the results will be shared in this blog and elsewhere.
  • Get Creative Unstick Sales

    Lori Richardson
    15 Apr 2015 | 5:04 am
    Creativity is an important element in selling, yet many of us don’t think of ourselves as creative. We often think about when we played a musical instrument as a kid or those art projects we did in grade school. Creativity is much more than your old handmade greeting cards, collages and papier-mâché. It is a way of thinking to solve tough sales issues and every day sales challenges.
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    Smart Selling Tools » Blog

  • Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

    Nancy Nardin
    22 Apr 2015 | 7:41 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket.   Nancy: What does Channel Rocket do? What problem/s are you solving for sales and/or marketing organizations? Greg: We deliver tailored sales pitches to any audience, in any vertical, at any time. Channel Rocket is a SaaS sales enablement platform that helps…
  • Nancy’s Sales App of the Week: @ChannelRocket

    Nancy Nardin
    20 Apr 2015 | 6:58 am
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Channel Rocket, a sales acceleration tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, any time. Sales ToolSkool Video Transcript: This week’s topic is a tool that lets all your sellers deliver pitches tailored to any audience, in any vertical, at any time. I’ll be talking about ChannelRocket. ChannelRocket is a mobile sales enablement platform designed for both direct and indirect channels. Having a compelling sales pitch that meets each buyers’ pain points and…
  • Introducing #ThursdayDemoDay

    Nancy Nardin
    15 Apr 2015 | 7:55 am
    Do you want to learn about sales tools but you’re too busy and there are too many of them to keep up? We know at least 30,000 of you who feel that way because they subscribe to our weekly newsletter to find out about 4 tools every week. But now, we have a way for you to see actual demos – one demo a week – in just 30 minutes Thanks to encouragement by the members of the Silicon Valley VP of Sales Forum, Smart Selling Tools has introduced a new way to learn about tools. From now on, Thursday is Demo Day! Every Thursday, we’ll host a different sales acceleration solution provider who…
  • Nancy’s Sales App of the Week: @Velocify

    Nancy Nardin
    12 Apr 2015 | 12:22 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Velocify, a sales acceleration tool that improves performance and conversion rates of both inbound and outbound calling. Sales ToolSkool Video Transcript: Velocify Helps Sales Teams Accelerate Performance This week’s topic is a tool that helps you accelerate sales performance across your entire team.  I’ll be talking about Velocify. When you’re dialing-for-dollars, you pay attention to metrics like: How quickly your reps make that first contact attempt, or How many leads your team has contacted or…
  • Accelerating Revenue: The ONE Measurement That Matters Most

    Nancy Nardin
    8 Apr 2015 | 6:23 am
    Sellers have only 8 hours a day, 215 (selling) days a year. Time is a finite commodity. We can’t get more of it. The ONLY thing we can do is make better use of our time. For salespeople, the best use of time is to spend it talking with quality prospects. However, several research studies have all shown that the average B2B salesperson spends less than 35% of her time selling (defined as interacting with a prospect). That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect. The most…
 
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    OpenView Labs

  • Think Like an M&A Expert: 7 Tips from Inside the Corporate Development Sourcing Process

    John McCullough
    27 Apr 2015 | 11:00 am
    It’s been a month since I joined OpenView, and I’m up and running. My onboarding paper work is finished, I’ve met the entire team and been warmly welcomed, and I’m spending time with our portfolio companies, learning what each of them do and how they create value for their customers. Now, it’s high time I say a public “hello”, and what better way to do that than by sharing some tales from my past life that might be useful for some of our followers. Prior to joining OpenView, I worked in business and corporate development at Rocket Software, a highly acquisitive enterprise…
  • The Truth about Coaching Sales Reps (& Why You’re Doing it Wrong)

    Jeff Hoffman
    27 Apr 2015 | 8:00 am
    Most sales managers understand the importance of giving their reps effective guidance and motivation as a way to lead their teams. Unfortunately, many fail to differentiate between coaching and feedback (and when/how best to use each). Typically, a sales manager will take any opportunity to offer up their opinion on what a rep should or shouldn’t do regarding a sale. But does that feedback really translate into the rep building and growing their own skill set, or does it stop short at simply exposing the gaps? Answers to questions like, “Are we really at power?” or, “What happens if…
  • 7 Step Beginner’s Guide to Hosting a Hackathon

    Meghan Maher
    24 Apr 2015 | 9:00 am
    It’s not exactly a secret that hackathons are a powerful tech recruiting tool (some argue they could even be the key to saving the U.S. economy). I recently attended a panel on Hackathons at SourceCon in Seattle, which included both talent-focused organizers and engineers: Julie Deroche, who runs University Recruiting at Greylock Partners Matthew Shoup, an engineer at LinkedIn Cole Fox, a Partner at HackerBrands One of the immediate takeaways from the panel was that tech companies large and small, with any budget, should be hosting hackathons to help boost both their branding and…
  • 4 Steps to Launching a Successful Employee Referral Program

    Brandon DeWitt
    23 Apr 2015 | 9:00 am
    When it comes to recruiting, the most important network to leverage is the one you have right there with you in-house. Referrals from your current employees are a phenomenal resource resulting in great quality hires. Let’s make the most of those connections! An active employee referral program is a fantastic asset for any company, but the truth is encouraging participation isn’t always easy. Not only do you have to generate initial awareness of your referral program, you also need to find ways to motivate employees to actually participate proactively. These are challenges Andre…
  • 3 SaaS Sales Tips that Go Against Everything You Were Taught

    Mark Roberge
    23 Apr 2015 | 5:00 am
    “The Consumerization of IT” “B2C2B” “Freemium” These are the latest buzzwords describing the customer acquisition strategies of modern tech companies. Changes in buyer preferences often ignite a permanent shift in sales best practices. We are on the brink of one of these moments. The three buzzwords above represent a shift in B2B buyer behavior. Today’s front-line employees are no longer dependent on the C-Suite to decide which products they adopt. In a world of SaaS and cloud computing, front-line employees adopt the products they want. Buyers want immediate value with minimal…
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    Jill Konrath's Fresh Sales Strategies

  • The Inside Scoop on Goal Setting for Sales: Part II

    21 Apr 2015 | 7:19 am
    This is the final half of my interview with Heidi Grant Halvorson, bestselling author and social psychologist who studies motivation and goal achievement. Today we talk about how goals evolve over time, the best mindset to reach them and much more. Enjoy! Read Part 1 | Download PDF | Listen to Audio   
  • The Inside Scoop on Goal Setting for Sales: Part 1

    16 Apr 2015 | 8:30 am
    Recently I had a chance to interview  Heidi Grant Halvorson, a social psychologist specializing in the study of motivation and goal achievement. She's also the associate director of the Motivation Science Center at Columbia University. Heidi is the author of some of my favorite books including Succeed: How We Can Reach Our Goals and No One Understands You and What to Do About It (just released).
  • Can Wearing Black Really Give you a Sales Edge?

    14 Apr 2015 | 5:31 am
    On Saturday, after the third round of the Masters, Phil Mickelson told a CBS interviewer that he'd be wearing black on Sunday. When asked why, he said:
  • Which CRM System is Right For You?

    12 Apr 2015 | 6:11 am
    I'm frequently asked about which CRM system is best. The truth is, it depends what you're looking for. That's why I thought you'd be interested in this independent assessment from GetApp. Hopefully, it'll help.
  • Get Rid of These Gotcha Sales Questions

    8 Apr 2015 | 8:17 am
    The first time I heard these questions, my stomach wretched inside me. They felt wrong. Dead wrong. And, I could never imagine myself asking them. Yet, they were – and still are – being taught as an effective sales technique. Some of you may even have them ingrained in your sales DNA. But seriously. They’ve got to go!
 
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Something for Everyone in Sales During Sales Acceleration Summit

    Miles Austin
    23 Apr 2015 | 11:29 am
    A group of fish is called a school. A group of lions is called a pride. So what would you call a group of the sales and marketing industries’ top authors, speakers, trainers, and thought leaders? You’d call it the SALES ACCELERATION SUMMIT Something for everyone, at every experience level and in every industry. If you sell – you need to register for this FREE video training. Some of the brightest minds in sales and marketing will share their secrets in a rapidfire series of online presentations all on one day, Thursday, May 7 th . The first summit in June of 2013 attracted more than…
  • New Video Tool Creates High Quality Results

    Miles Austin
    21 Apr 2015 | 8:05 am
    Video is the most effective format for communicating your ideas online. This new video tool creates high-quality results with all the bells & whistles. and should be on your acquisition short list. It incorporates the featues of a handful of other popular video tools into one system. Video Motion Pro is a breakthrough video tool that will be generating lots of buzz. This tool is going live and available to purchase at 11:00 am Eastern on Tuesday, April 21st. The pricing will increase over the launch week, so if you want to save some money and get ahead of the pack for once, click here…
  • Can Case Studies Help Your Business?

    Miles Austin
    3 Apr 2015 | 6:27 am
    There are many content tools and devices that you can use to help build your business. For example, email marketing is a powerful tool to help you connect with your prospect and sell your products or services. Case studies often serve a different business building purpose than email. However, they can be just as powerful a tool. What Is a Case Study? According to a wiki definition, a case study is: 1. A process or record of research in which detailed consideration is given to the development of a particular matter over a period of time. 2. A particular instance of something used or analyzed…
  • Save Me – Share Your Convention Booth Ideas

    Miles Austin
    2 Apr 2015 | 1:07 pm
    What are your best convention booth ideas? I am going to be spending time in a Trade Show Convention Booth next week in St. Louis. I haven’t worked a show floor for almost 10 years so I am thinking that things have changed in the interim. What are your recommendations and secrets for a successful booth experience? Why am I going to the ShutterFest convention in the first place? It is the premier event for professional photographers in the country and has sold out weeks before it begins, and is only in it’s 2nd year. I mentioned earlier this year that a part of my expanded work…
  • Periscope-The World As We Know It Just Changed

    Miles Austin
    26 Mar 2015 | 10:47 am
    Periscope (by Twitter) went live to the general public very early this morning and the impact that this tool and this technology has changed forever how we will learn and communicate. Brief overview of basics of what Periscope is and does: Allows the user to send live video feeds with audio from an iPhone. The ability to save the video feeds to your camera roll or let them expire in 24 hours Cost: Free Viewers of your feed can share their comments directly with you live, in real-time as you are filming. You have followers and follow others just like Twitter The integration with Twitter…
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    the funnelholic

  • The Ultimate Visual Guide to Optimize Your LinkedIn Profile For Social Selling

    Craig Rosenberg
    24 Apr 2015 | 6:35 am
    Today’s Author is Emma Snider Staff Writer from Hubspot. You wouldn’t put outdated information or a picture from 20 years ago on your business card. So why do salespeople think it’s okay to allow their LinkedIn profiles (your virtual business card) to get musty? Social selling isn’t just about monitoring social conversations and engaging with prospects on social networks. Equally important to social selling success is projecting the image of an informed industry resource who can help business leaders make smart decisions. If you’re skeptical about the role of image in selling,…
  • 8 Chrome or Gmail Extensions Every Sales Rep Should Be Using

    Craig Rosenberg
    16 Apr 2015 | 3:32 pm
    This guest post was written by Max Aschulter, CEO of Sales Hacker, a worldwide media company that specializes in helping salespeople and sales organizations leverage technology to become more efficient sales machines. He recently wrote a book showcasing his unique process including over 150 tools to use, called Hacking Sales. Here it is: At the end of 2014 I wrote my bold predictions article for 2015, the key being The Year of the SDR.  But one of my predictions was Extensions Galore. With there being so many awesome new tools available for salespeople, many companies are trying to figure…
  • Key Findings from 6.4 Million Sales Emails

    Craig Rosenberg
    24 Feb 2015 | 6:26 am
    Have you ever had a sales person come up and ask, “what do you think about this new prospecting template I came up with Boss?” The answer is obvious. “I don’t know. Test it.” That’s the great thing about so many aspects of sales. Gut instinct is necessary; however, the data can be such a guide for best practices. Being a data geek myself, I got pretty excited when one of the data scientists here on the Signals team analyzed the results of 6.4 million sales emails. The full report is here.  Below are three observations I found to be interesting. Observation 1: What’s the best…
  • No Pain, No Gain: Another Tip from Stu Silverman

    Craig Rosenberg
    19 Feb 2015 | 10:17 am
    Another tip I learned from my mentor Stu Silverman.  In case you missed my previous Stu Silverman-ism and Stu’s background; please read Focus on the Nut of the Job. In sum, Stu has been one of the most influential people in my life. As CEO of our small consultancy, he was the primary sales person. He rarely if ever lost deals and he absolutely NEVER discounted. When you meet him, your first impression will not be that of a natural sales person. Passionate = yes. Sales person = not necessarily. We were selling very expensive consulting services to build sales development and inside…
  • Focus on the Nut of Your Job: A Lesson from Stu Silverman

    Craig Rosenberg
    28 Jan 2015 | 10:16 am
    From 2000-2005, I worked for a guy named Stu Silverman. He is one of the original thought leaders in inside sales and sales development and in my opinion, is the greatest in the business. His company, Sales Ramp, has worked with 100’s of companies in the valley over the last 30 years including Cisco, Sun, and Oracle. As the sales development revolution continues its upswing, remember the originals — Stu is one of them. On a personal level, he was my Dicky Fox, the fictional character in the movie Jerry Maguire. To remind you, here is Dicky Fox from Jerry Maquire: I learned so…
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    C-Level, Relationship Selling Blog

  • Selling to C-Suite Executives Requires Having Their Backs

    Sam Manfer
    16 Apr 2015 | 10:28 am
    C-Level and C-Suite Executives really value solutions that protect or enhance their careers. That is, what make them look good? What helps them with their jobs? What solves their problems? What helps them keep their jobs, and what gets them promoted? C-Level and C-Suite Executives care less about the lowest price, or competitive features.
  • The Process of Networking to C-Levels and C-Suite Executives

    Sam Manfer
    27 Jan 2015 | 12:33 pm
    The Process of Networking” from Sam Manfer's book, Take Me to Your Leader is a systematic approach you can follow to get yourself RIGHT IN FRONT of C-Levels and C-Suite executives - the decision makers, who approve your sales.
  • Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates

    Sam Manfer
    31 Dec 2014 | 2:42 pm
    Today's sales nugget from Sam Manfer's book, Take Me to Your Leaders, will help you learn who truly holds the reins when sales interest wane and sales decisions stall.
  • Sales Management III - What Works

    Sam Manfer
    17 Oct 2014 | 11:19 am
    Learn from this article what works in sales management and how to implement it, one piece at a time. What works in sales management is making your sales process efficient and effective. It allows you to use your time and your CRM (if you have one) proactively to control your sales team and always know what’s about to happen, rather than learning after the fact occurrences.
  • Sales Management II – What Managers Should Do for Off the Charts Selling

    Sam Manfer
    11 Jun 2014 | 11:45 am
    Learn to get your sales people selling more than ever. A Sales manager’s job is to move sales people to “Do” what works. This article describes what sales managers must “Do” to move sales people to “Do” what works to...
 
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    Bill Caskey

  • Selling Yourself

    Travis
    24 Apr 2015 | 11:15 am
    On this week’s audio blog, I’m going to challenge to do something different. I want you to spend some time selling yourself to yourself. Do you believe in your personal value? Do you believe in the product you are selling? If you don’t, it will come across to your prospects.   The post Selling Yourself appeared first on Bill Caskey.
  • Ability VS. Capability

    Travis
    17 Apr 2015 | 8:55 am
    Ability and Capability are typical used synonymously but they do have one big difference. Capability is the future, is a person capable of doing more than what they are doing now? We need to spend more time on Capability and what we are Capable of doing.   The post Ability VS. Capability appeared first on Bill Caskey.
  • The Problem With Idea Generation – And a Solution

    Bill Caskey
    15 Apr 2015 | 10:05 am
    More ideas are not better. I know there is a saying, “If you want to come up with a great idea, come up with lots of ideas.” But I see Presidents and Salespeople generate idea after idea – and yet have little to show for them. So what happens. Here’s my take. My sense is that the person that has the idea (the creator) is seldom the person who will implement the idea and bring it to profit. I didn’t say “never,” I said seldom. So the idea-creator needs to have either a) someone around him/her who can flesh out the idea before investing too much time…
  • Fear Gets In The Way Of Intention

    Travis
    10 Apr 2015 | 7:02 am
    Do you ever feel self-conscious during a call with a prospect? When that fear creeps in all your prior intentions go right out the window. If you are focused on yourself, you are focused on the wrong person. You are there to help them solve their burdens. When you are fearful, it keeps them from getting the solution they really need. The post Fear Gets In The Way Of Intention appeared first on Bill Caskey.
  • When You Don’t Feel Like You Matter, Do This

    Travis
    8 Apr 2015 | 8:32 am
    That’s the number one question we ask ourselves silently, isn’t it? Do I matter? Sometimes we ask it as in ‘Does my life matter?’ More often, its circumstantial. “Do I matter in this particular area of life?” I received an email from a blog reader this week that was most touching. Here is an excerpt: Bill, Thanks for all the content publishing you do. It really helps.  I took a job last year as a sales person for a highly technical service. And I’m lost. I don’t feel like my expertise can measure up to my client’s expertise in what I’m selling. And I don’t think it ever…
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    Inside Sales Experts Blog

  • The Real Difference Between a Director and Inside Sales Manager

    15 Apr 2015 | 5:02 am
    I don’t think anyone would argue that the quality of the executive who leads your Inside Sales team makes or breaks its success. A few times a month, companies will reach out to me looking for a “rockstar” Inside Sales Manager. I’ll ask a few questions about what the person will need to accomplish and, quite often, suggest they set their sights on a Director-level candidate.  Better to spend more in compensation than to hire someone who lacks the skills to get the job done. There is a real difference in aptitude and attitude between the two. Here’s my take: Inside Sales…
  • Inside Sales Comp Calculator: Base Salary & OTE

    19 Mar 2015 | 4:31 am
    Over the last few months, we've published our 2015 research reports on the AE/ISR role (SaaS and non-SaaS versions). Those reports provide closing rep compensation averages - both generally and broken down by several factors. A number of readers have emailed in to ask what base and OTE should look for them (based on geo, rep experience, ASP, etc.). I've built a Inside Sales Comp Calculator to try to answer that.  Where did the data come from? TL;DR version: Survey responses from 336 B2B companies + a lot of Excel. The calculator should give you a good target. You know your…
  • Inside Sales Onboarding: An Interview with a Sales Enablement Pro

    5 Mar 2015 | 4:30 am
    We all know that ramp time is a KPI for inside sales organziations. From our 2015 inside sales research, we also know that the percentage of companies with 5+ month ramp time has tripled since 2010. Online survey software company Qualtrics takes this seriously. And judging by their Glassdoor reviews, they are nailing it.  Recently, I had a chance to speak with Charlie Besecker their Head of Sales Development, Sales Enablement and Professional Development. I asked him a few questions that I thought would be of interest to the inside sales community. When did onboarding…
  • 2015 Research: SaaS and the AE/ISR Role

    10 Feb 2015 | 4:46 am
    What happens when 342 SaaS companies share key metrics for their inside sales closers (AE, ISRs, etc.)?Forty-six pages of analysis, metrics, comp data, and trends. I'm extremely happy to share our new research report: 2015 Inside Sales Metrics for SaaS. A huge thank you to the community whose participation made it possible.Here's a peek at what we cover in the report. Part 1: Group Structure If you spend any time reading sales blogs, you'd think nearly every SaaS company has implemented tripod role specialization: SDR, closer, and farmer. Turns out the reality is closer to 4 in 10. As you…
  • Your Inside Sales Metrics for 2015

    22 Jan 2015 | 5:12 am
    One afternoon in the summer of 2007, I was waiting in the dentist's office. This was pre-Android and only a month after the iPhone launched, so I had no screens to scroll and no feeds to skim. Looking around the waiting room, I noticed a 'brush more, fewer cavities' poster on the wall. I distincly remember thinking, "That is basically a Crest ad hung up as as piece of wall art. Why doesn't that happen in B2B?" When I got back to the office, I decided to try to make something worthy of being hung up. Six months later, we published Rev 1 of The Periodic Table of Inside Sales. We are…
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    Selling Financial Products by Michael Roby

  • Perspective

    Michael Roby
    22 Apr 2015 | 7:07 am
    This morning I thought I saw some movement in the room in which I was sitting. As it turns out, it was a reflection from outside on a granite countertop. I was fasinated by how moving my head ever so slightly made the image I saw change dramatically! Sometimes we need to look at something from a slightly different perspective to see something in a totally unique way. The same is true of our business. Take some time to examine what you are doing to determine the effectiveness of your activities.
  • Why I Don’t Link/Connect/Friend Everyone

    Michael Roby
    6 Mar 2015 | 9:12 am
    In today’s world relationships and connections become challenging. We are all so busy. We find it difficult to pick up the phone or meet people for coffee or lunch. In the past we wrote to people…on PAPER. Then in 1993 an idea became reality, and it changed our world forever: Email! Electronic Mail made it EASY to reach out to others, and as you built your email address list, you could send the same message to many people at the same time! May 2003 saw the birth of LinkedIn, and in February 2004, Mark Zuckerberg launched Facebook. These social media sites now serve hundreds of millions of…
  • Should You Have Small Goals?

    Michael Roby
    12 Sep 2013 | 7:28 am
    Small Goals? Really? On a flight yesterday to a speaking engagement in Florida, I picked up the Delta Sky Magazine. In an article on style and fashion, I read an interview with Heidi Klum…and received some fantastic business advice! You may be saying, “Wait…I thought she was just a fashion model.” She is a model and one of the most prolific of the last 20 years. However, she is much more than just a pretty…well, gorgeous…face.  She has a $70 million business empire and a TV career. Klum’s businesses include media production, perfume, a chic line of…
  • Is Your Practice Suffering Through A Drought?

    Michael Roby
    2 Sep 2013 | 11:58 am
    Death Valley is the hottest and driest place in America. From May to October the average daily high temperature is 106℉ The average annual precipitation in Death Valley is 2.36 inches. Almost nothing will grow there…or so we have been led to believe. During the winter 2004/2005 Death Valley received a record rainfall; as of March 2005, Death Valley measured more than 8 inches of rain! And something amazing happened: The Death Valley floor bust into a palette of color, as long dormant seeds of wildflowers came to life! These seeds, with ample moisture germinated, grew, and flourished! Take…
  • Do You Have An “I Love Me” Wall?

    Michael Roby
    23 Apr 2013 | 3:28 pm
    Walked into a new sales coaching client’s office today, and you would have thought it was a shrine to her greatness. She had award plaques that boomed out to the world how wonderful she is. Several of these awards were for: “Sales Leader Of The Year” “Top Producer” “#1 Regional Production Leader” “$3 Million Club” “Gold Producers Club” What does that tell your client? Is it about you or is it about them? Consider displaying your licenses, designations, and pictures of your family, your hobbies, your passions. Make yourself…
 
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    The Sales Leader

  • Sales Tip: Just Leave Top Performers Alone, Right?

    Colleen Francis
    24 Apr 2015 | 6:02 am
    How should top performers be coached? Should they even be bothered in the first place if they are already performing to high standards? Find out in this week’s video sales tip! Want a comprehensive guide to creating perpetual sales growth in your business? Give your team a copy of Nonstop Sales Boom!
  • Sales Gratitude

    Colleen Francis
    23 Apr 2015 | 8:00 am
    You have it good. In the “hustle and bustle” of your workday, it’s easy to get wrapped up in the stress and pressure of consistently hitting your sales targets. You’re constantly prospecting, networking, following up with clients and working hard to make the next sale. If you’ve been in sales for even a small period of time, you’ve […]
  • Identifying Your Target Prospects

    Colleen Francis
    22 Apr 2015 | 6:00 am
    In today’s podcast I’ll explain how to identify your top prospects using the data from the exercises in the last podcast.
  • These Mistakes Will Cost You

    Colleen Francis
    21 Apr 2015 | 8:00 am
    Sales is an interesting game. You never know when the most (seemingly) minor slip up can cost you. <– Click To Tweet Because of this, I want to highlight a few common, and not-so-common mistakes so that you can build awareness around them. Take time to read though each item on the list and consider […]
  • Sales Tip: Where Your Revenue Really Comes From

    Colleen Francis
    17 Apr 2015 | 9:32 am
    Here’s my question for you: do you really know where your revenue engine is? You may be surprised by my insights! Get the edge on your competition. Innovative and sales boosting strategies can be found in Nonstop Sales Boom!
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    Marketo Marketing Blog

  • Do Brands Really Listen?

    Marissa Lyman
    27 Apr 2015 | 5:30 am
    Author: Marissa LymanI often wonder what marketers think of me as I bop around the internet or cruise through my nearest shopping center. What do my habits say about me and what alarms do they set off? Will buy anything at Target–PING! Loves memes–PING! Makes purchases at online retailers at least once per week–PING! Regularly browses bridal registries for the five weddings she’s attending this year–PING! Expends a comparable amount of time determining how to get to these five weddings and weeping quietly over the amount of money they will cost her–PING! PING! PING! At every…
  • Field Events Are Just as Important as Conferences: Here are 4 Reasons Why

    Rachel Yarnold
    24 Apr 2015 | 5:30 am
    Author: Rachel YarnoldWhen it comes to event marketing, conferences and tradeshows are typically what come to mind, right? They are what we at Marketo call ‘the big rocks’. When a company sponsors and/or exhibits at a larger show, they are doing so with the dual goals of brand visibility and acquiring high quality sales leads. These investments are usually steep, costing a company upwards of $15K for a basic sponsorship. Don’t get me wrong, these types of events are very beneficial for a company. They have a significant impact on the sales pipeline, so every company should…
  • Marketers, Get Ready For Your Promotion: A Global Perspective

    Aden Forrest
    23 Apr 2015 | 5:30 am
    Author: Aden ForrestWe are on the edge of a golden age for marketing. Those employed in the profession are likely to have more influence than ever before on how their company performs. Increasingly, the marketing chief will be called on for advice on which way to steer the company and will be able to provide the insights to support their decisions. APAC Marketers Are Savvy Marketers To some, this will be no surprise. In fact, a new report released by Marketo and The Economist Intelligence Unit (EIU), has shown that Asia Pacific (APAC) marketers are already pretty savvy. Compared to the rest…
  • An Event, A Nation, A Movement: The Marketing Nation Summit from 30,000ft

    Sanjay Dholakia
    22 Apr 2015 | 5:30 am
    Author: Sanjay DholakiaI can’t believe it’s already been over a week since the Marketo Marketing Nation Summit 2015 kicked off in San Francisco! If you haven’t already heard—though how could you not?—#MKTGNation was trending on Twitter! The theme for this year’s summit was “Inspiration in the Nation.” It surely did not disappoint. It’s a testament to all of you— our customers, our partners, our speakers, our prospects, and our Marketo team—that I’m still feeling just as inspired today as I did joining attendees from all over the world at our Fun Run last Monday…
  • How To Make Your Marketing Meme-tastic!

    Ellen Gomes
    21 Apr 2015 | 5:30 am
    Author: Ellen GomesMarketing professionals constantly develop content meant to engage and inspire consumers. Successful online campaigns must meet a specific, and often elusive, combination of factors to go viral. But, some companies have hit the jackpot and earned widespread attention from online consumers through meme marketing—think Most Interesting Man In The World, Grumpy Cat (has her own Lifetime special!) and Left Shark. Memes can be used by marketers to better engage customers and connect with a broader group of people. Meme Evolution While most marketers could swiftly identify, if…
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    The Sales Blog

  • You Are Not Steve Jobs

    S. Anthony Iannarino
    28 Apr 2015 | 4:09 am
    You are not Steve Jobs. Steve Jobs was Steve Jobs. You can read the books, you can find lessons to take away from what Jobs did at Apple, but you can’t be Steve Jobs. Nor would he want you to be. You never read a story that suggested that Jobs wanted to be Thomas Edison. His success came from being Steve Jobs. You are not Richard Branson. We already have a Richard Branson. There are some lessons you can learn from Branson, but his form of irreverence and resistance to what are considered normal business practices is Branson’s thing. He isn’t who he is because he wants you to be…
  • Your Vegetarian Sales Force

    S. Anthony Iannarino
    26 Apr 2015 | 5:56 pm
    There is an old joke about “vegetarian” being a Native American word for “terrible hunter.” More and more, I see sales organizations trying to outsource all forms of hunting, including lead generation, lead nurturing, and appointment setting (read cold calling). These organizations are creating vegetarian sales forces. They are creating salespeople who don’t know how to hunt, and some who refuse to hunt. It’s a poor culture for a sales organization. Marketing can and should help generate awareness and generate leads. But the leads that marketing generates…
  • The Hustler’s Playbook: Fire In Your Belly

    S. Anthony Iannarino
    26 Apr 2015 | 5:44 am
    Hustlers have a fire in their belly. They have a burning desire roaring like a fire inside them. They can’t not take action. This is why they don’t need someone to motivate them. No one ever has to ask a hustler to do the work that will produce the results they need. No one ever has to ask them to make the call or have the uncomfortable conversation they need to have. That fire consumes any fear they might have had. The non-hustler is missing this fire. There isn’t anything burning so brightly inside them that they absolutely have to take action. This doesn’t mean that there never…
  • Sell For Lifetime Value

    S. Anthony Iannarino
    25 Apr 2015 | 5:13 am
    Let’s say you are calling on a customer that spends $250,000 on whatever it is that you sell. For you and your company, that’s not a huge deal, and it isn’t a small deal either. It’s just slightly larger than your average deal with a customer. So you treat this $250,000 deal like it is no big deal. But what if you looked at the deal through another lens? What if you viewed this $250,000 prospect based on the lifetime value of that customer? What is you looked at the value based on their spend and your retention rate? If you keep your clients for an average of 7 years, the deal you…
  • Client Relationships and Détente

    S. Anthony Iannarino
    24 Apr 2015 | 3:57 am
    In the late 1960’s and early 1970’s, President Nixon and Secretary of State Henry Kissinger worked on establishing a détente with the Soviet Union, a cooling of hostilities. The relationship between the two countries was increasingly adversarial during The Cold War, and the threat of a conflict (maybe even a nuclear conflict) was growing greater. One strategy during this détente was to help 3,000 Americans, including scientists, government officials, and college professors, develop relationships with 3,000 Russians from similar walks of life, making it more difficult for there…
 
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Something for Everyone in Sales During Sales Acceleration Summit

    Miles Austin
    23 Apr 2015 | 11:29 am
    A group of fish is called a school. A group of lions is called a pride. So what would you call a group of the sales and marketing industries’ top authors, speakers, trainers, and thought leaders? You’d call it the SALES ACCELERATION SUMMIT Something for everyone, at every experience level and in every industry. If you sell – you need to register for this FREE video training. Some of the brightest minds in sales and marketing will share their secrets in a rapidfire series of online presentations all on one day, Thursday, May 7 th . The first summit in June of 2013 attracted more than…
  • New Video Tool Creates High Quality Results

    Miles Austin
    21 Apr 2015 | 8:05 am
    Video is the most effective format for communicating your ideas online. This new video tool creates high-quality results with all the bells & whistles. and should be on your acquisition short list. It incorporates the featues of a handful of other popular video tools into one system. Video Motion Pro is a breakthrough video tool that will be generating lots of buzz. This tool is going live and available to purchase at 11:00 am Eastern on Tuesday, April 21st. The pricing will increase over the launch week, so if you want to save some money and get ahead of the pack for once, click here…
  • Can Case Studies Help Your Business?

    Miles Austin
    3 Apr 2015 | 6:27 am
    There are many content tools and devices that you can use to help build your business. For example, email marketing is a powerful tool to help you connect with your prospect and sell your products or services. Case studies often serve a different business building purpose than email. However, they can be just as powerful a tool. What Is a Case Study? According to a wiki definition, a case study is: 1. A process or record of research in which detailed consideration is given to the development of a particular matter over a period of time. 2. A particular instance of something used or analyzed…
  • Save Me – Share Your Convention Booth Ideas

    Miles Austin
    2 Apr 2015 | 1:07 pm
    What are your best convention booth ideas? I am going to be spending time in a Trade Show Convention Booth next week in St. Louis. I haven’t worked a show floor for almost 10 years so I am thinking that things have changed in the interim. What are your recommendations and secrets for a successful booth experience? Why am I going to the ShutterFest convention in the first place? It is the premier event for professional photographers in the country and has sold out weeks before it begins, and is only in it’s 2nd year. I mentioned earlier this year that a part of my expanded work…
  • Periscope-The World As We Know It Just Changed

    Miles Austin
    26 Mar 2015 | 10:47 am
    Periscope (by Twitter) went live to the general public very early this morning and the impact that this tool and this technology has changed forever how we will learn and communicate. Brief overview of basics of what Periscope is and does: Allows the user to send live video feeds with audio from an iPhone. The ability to save the video feeds to your camera roll or let them expire in 24 hours Cost: Free Viewers of your feed can share their comments directly with you live, in real-time as you are filming. You have followers and follow others just like Twitter The integration with Twitter…
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    Social Media Podcast for Social Business by Shane Gibson Speaker and Author

  • What does the sales manager of the future look like? #SalesTribe

    Shane Gibson
    23 Apr 2015 | 10:21 am
      Sales management and sales leadership in the near future will look very different from the way it looks today. Every day there’s a new gadget, widget, crm and sales guru touting groundbreaking methodologies. The question is what skills does the sales manager and sales leader of the future really need? I asked this question of 30 sales authors and sales thought leaders during our #SalesTribe twitter chat and here’s what they had to say: [<a href=”//storify.com/shanegibson/what-new-skill-sets-will-future-sales-managers-and” target=”_blank”>View…
  • The Future of Selling #SalesTribe #TwitterChat Top Tweets

    Shane Gibson
    22 Apr 2015 | 8:10 am
    What happens when 30+ sales thought leaders and sales authors get together to talk about the future of selling on Twitter? 1100+ Tweets, 129 engaged participants and a ton of sales wisdom and insights to share. With 1100 tweets it got a little challenging to follow the conversation but I managed to pull some of the great answers from the tribe. By no means is this totally inclusive, you’re going to have to search #salestribe on Twitter to see the whole conversation, but here are the highlights: Also here’s some quick high-level stats on the size and reach of the chat. Stay tuned…
  • The Future of Selling #SalesTribe Twitter Chat April 21st!

    Shane Gibson
    10 Apr 2015 | 3:10 pm
    Join us on April 21st to talk about the Future of Selling I’m honoured and excited to be part of a Twitter chat on this month along with over 30 leading sales authors and thought leaders. It will be held on April 21st 2015 10 am Pacific / 1 pm Eastern The future of selling Twitter sales chat. For the first time we are bringing together over 30 leading sales authors and thought leaders to share their insights on the future of selling. This fast paced hour long Twitter chat will discuss: How to Win with Social Selling The latest sales apps and tech tools Is Cold calling really dead?
  • LinkedIn For Business

    Shane Gibson
    14 Jan 2015 | 7:43 am
      A big thanks to the BMO Financial Group for inviting me to speak at your business development conference. LinkedIn as I mentioned is not a strategy, it’s a great tool IF you have the right processes and disciplines in place. The key components of a great LinkedIn in strategy includes: Having a complete profile with a current professional looking picture. (No phantom hands on your shoulder from the person you cropped out of your photo) Include as much of your work history, personal interests, memberships and rewards as possible – people buy from real people and also want to…
  • How Intent Can Empower Your Sales Conversations

    Shane Gibson
    21 Jul 2014 | 3:39 pm
    Many variables can impact our chances of closing a deal, they include but are not limited to: industry, geography, financial situation of the customer, product quality, the customer mood or sentiment and a variety of other influences. When comparing sales people within the exact same company very few things influence the level of one person’s success over the other more than the quality of conversations they have with future and existing customers. Too often sales training is focused on telling people what to say. What we need to really focus on is how to think and have great conversations.
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    Get Clients: How to Attract and Win More Professional Service Clients

  • Will Facebook Advertising Work For Me?

    Ian
    27 Apr 2015 | 8:37 pm
    Hi – welcome to another Marketing Q&A Video. A slight departure from the norm with week. Rather than answering a question sent in by one person, I’m going to look at a questions that dozens upon dozens of people asked in my recent survey on what you would want in a Facebook Advertising course. (You can take the survey here by the way if you haven’t done so already) The question in various forms was “will Facebook Advertising work for me?“. So in other words we know Facebook works for consumer oriented businesses, but will it work for b2b? Or if your clients…
  • The Best Tools And Techniques To Create High Quality Marketing Videos (Marketing Q&A #4)

    Ian
    20 Apr 2015 | 6:50 pm
    Welcome to another Marketing Q&A video. This week’s question is from Rob and it’s about the best tools and techniques for making high quality videos quickly for your website. Short marketing videos can build your relationship qith potential clients much faster than perhaps any other online marketing channel. But it’s easy to get overwhelmed with the choice of technology and tools available to use. If you’d like to submit a question yourself, you’ll need to be a subscriber to my regular client winning tips emails. You can sign up below or via the links inside…
  • The Best Ways to Promote a New Product or Programme (Marketing Q&A #3)

    Ian
    13 Apr 2015 | 11:04 am
    Welcome to another Marketing Q&A video. This week’s question is from Lorna and it’s about the best ways of promting a new product or programme – especially when you feel uncomfortable approaching individuals or organisations cold. Getting this right can make a huge difference to the success of a new product launch. In the video I mention using surveys and pilots as a strategy to ensure you’re launching the right product to the right audience. You can find out more about how to do that in this free video. If you’d like to submit a question you’ll need…
  • How to Market Using LinkedIn Groups (Marketing Q&A #2)

    Ian
    30 Mar 2015 | 6:25 pm
    Welcome to the second weekly Marketing Q&A video. This week’s question is from Anna and it’s about the best ways of marketing using Linkedin Groups. There are many active Linkedin groups filled with your potential clients. But can they be used effectively for marketing? Should they? If so, what are the best ways? If you’d like to submit a question you’ll need to be a subscriber to my regular client winning tips emails. You can sign up below or via the links inside the video. The post How to Market Using LinkedIn Groups (Marketing Q&A #2) appeared first on Get…
  • How To Write an Email Autoresponder Sequence (Marketing Q&A #1)

    Ian
    24 Mar 2015 | 6:53 am
    I’ve just started up a new initiative: a weekly Marketing Q&A video. Every week I’m going to be answering questions submitted to me in a short video. This first question comes from Glyn and it’s about writing an Email Autoresponder Sequence. Autoresponder sequences can be hugely valuable. They let you quickly nuturue relationships with new subscribers to your emails. And since you use the same sequence for each new subscriber, everyone who joins can get your very best material and you can maximise your chances of turning them into a paying client…if you do it…
 
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    Jonathan Farrington's Blog

  • Closed – Now What?

    Jonathan Farrington
    27 Apr 2015 | 4:10 pm
    The ink is barely dry on the contract; everyone is satisfied that they have a good deal – “win-win.” In fact, you have already mentally spent the commission, and now you are salivating at the thought of the next big kill. These guys are happy, and if they need anything else, they’ll call you. They are in the bag, you can relax, they are now your client for life. Time to get back to the office and enjoy all the adulation, and admiration. Right? No, very, very, wrong! Let’s re-examine that first paragraph in some detail: To begin with, you may think that everyone…
  • Words Do Matter!

    Jonathan Farrington
    20 Apr 2015 | 4:04 pm
    Everyone is scrambling to find new ways to help them sell more effectively. Products are updated. Materials are redesigned. Sales processes are changed. Any or all of these strategies may in fact increase business. However, there is one very inexpensive area for improvement that is overlooked by most salespeople – language. Improve your word power and you will increase your selling power! Language and Business In this culture, the concept of words as serious sales tools (or weapons, depending on your metaphor of choice) may seem silly. However, I would argue that it is precisely because…
  • Why Do Buyers Buy?

    Jonathan Farrington
    14 Apr 2015 | 2:56 am
    Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. The more you understand the function of human motivation, the more successfully you will sell. In its simplest form, motivation emerges as a cycle. It starts with a want or need, expressed or hidden. Inherent in this is a problem, a problem that must be overcome in order to satisfy the want that must be solved. Once…
  • Post Mortems Are Not the End, But Rather the Beginning

    Jonathan Farrington
    7 Apr 2015 | 12:28 am
    “We hope you are not going to be discussing dead bodies on this fine, bright spring day JF” I hear you all mutter, barely audibly, but almost in unison: “Relax” I say, with a well-practiced calming reassurance. What I am going to be discussing is what should happen every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when youwin a bid/potential order etc. So let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” I hear is…
  • Success Does NOT Permeate Upwards

    Jonathan Farrington
    31 Mar 2015 | 12:51 am
    During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?” I had the group whiteboard the exercise and brainstorm around it with some interesting results. For example: Unsurprisingly, the finance orientated managers talked about healthy cash flow; strong financial foundations; low debtor days; controlled stock levels and robust management reporting systems. On the other hand, sales and marketing people highlighted strong customer relationships; reliable products; good people who were fully developed and…
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    EyesOnSales.com

  • Five New Ways to Handle the “We’re Currently Working With Someone.”

    editor@eyesonsales.com
    24 Apr 2015 | 10:00 am
    If you’re selling one of the more popular products or services on the market (and who isn’t?), then you probably run into this blow off all the time.  Like most brush offs, prospects like to use this because it works – unprepared reps usually respond with a feeble: “Oh, O.K, well, could I call you back in 6 months?” Being prepared with a few good scripts will allow you to get past this objection, and will allow you to qualify an opportunity where most other people will miss it.  With the following scripts, I advise you to customize them to fit your…
  • How to Sound More Natural on the Phone in 3 Easy Steps

    editor@eyesonsales.com
    23 Apr 2015 | 10:00 am
    Sales Question: "What can I do to get my sales reps to sound more natural on the phone when making sales calls?" SalesBuzz Answer: By Michael Pedone This is a problem all sales reps at one time or another have had to conquer.  Here are three things I did to get my sales calls to sound more conversational: 1) Know the Road Map Just like you would have more confidence driving from point A to point B if you had a detailed road map showing you how to get where you want to go, you need the same thing for sales calls.  Knowing exactly how to execute the sales process from your Opener, to…
  • The Right Way to Deal with Prospects Who Complain About Email Campaigns

    editor@eyesonsales.com
    21 Apr 2015 | 10:00 am
    A few weeks ago, my team sent out an email campaign to a list of targeted prospects who we’d identified as “interested” in our services. It was a simple nurturing email that was designed to check on the prospect and evaluate where they stood. The email was helpful and casual, highlighting an anecdote that was relevant to their situation. But that doesn’t mean every prospect was happy about receiving it. In fact, one person fired back a snarky response that caught me off guard. For a moment, I felt the urge to hit reply and send an equally snarky reply, but I resisted…
  • Cold Call Anxiety - Here's How to Overcome It!

    editor@eyesonsales.com
    16 Apr 2015 | 10:00 am
    Sales Question: "I get very nervous when I have to make cold calls – any tips on how to overcome my anxiety and fear of cold calling?"   SalesBuzz Answer: By Michael Pedone I know that feeling. I know it like an old friend (or arch enemy). It used to be so bad for me that I would get nauseas on the way to work in the morning. My stress level would be at an all time high, just knowing I was going to have to pick up the phone only to be turned away by gatekeepers or (rudely) shunned by decision makers. It’s an unpleasant feeling to say the least. But here’s what I…
  • Five New Ways to Handle, “I’m too busy”

    editor@eyesonsales.com
    15 Apr 2015 | 10:00 am
    Of all the brush offs you get while prospecting, the good old standby: “I’m too busy to talk now,” is right up there with, “I’m not interested,” and “Just email me something.”  The reason this is such a popular response with prospects is that most sales people don’t know how to handle it, and so are easily put off and happy to “call back later.”  Of course, this is just what the prospect wants them to do, and, since they now have your caller ID#, they’ll know to let the call go to voicemail the next time they…
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    The Accidental Negotiator

  • Turns Out Your Face May Determine How Good Of A Negotiator You Are

    drjim
    24 Apr 2015 | 2:00 am
    The size of your face may determine how you’ll act during a negotiation Image Credit: julien haler I wish that there was a way that when I first met the other side of the negotiating table that I could instantly size them up and know what negotiation styles, negotiating techniques I should use with them. I’d like to know how they were going to approach this negotiation: were they going to be an aggressive “winner take all” negotiator or a let’s find a way to make this work” one? It turns out that some researches just might have come up with a simple way to…
  • Getting The Information That You Need In Order To Prepare For A Negotiation

    drjim
    17 Apr 2015 | 2:00 am
    How you prepare for a negotiation can determine the outcomeImage Credit: Thomas Edwards What we’d all like to have in our next negotiation is more control. The big question is how can get this? It turns out that the answer is fairly simple: we need to do a better job of preparing for the negotiation than the other side does. A big part of this preparation is obtaining information about who we will be negotiating with. Why Is Knowing The Other Side So Important? Getting ready for a negotiation takes a lot of work. There is the identification of all of the issues, understanding what…
  • What Does A Negotiating “Game Plan” Really Look Like?

    drjim
    10 Apr 2015 | 2:00 am
    Having a game plan will help your next negotiation go much betterImage Credit: Ed Yourdon Our goal for any negotiation that we participate in is to be able to walk away with the best deal possible no matter what negotiation styles or negotiating techniques were used.. However, all too often we go into a negotiation with no clear idea just exactly how we are going to achieve that goal. What can be missing from our planning for a negotiation is a game plan. Just knowing that you need a game plan is one thing, understanding what goes into one is something completely different. What Needs To Go…
  • What Is Your “Vision” During A Negotiation?

    drjim
    27 Mar 2015 | 2:00 am
    Having a clear vision is the key to getting what you want in a negotiationImage Credit: kconnors Have you ever wrapped up a negotiation that didn’t end in a deadlock and yet still you felt disappointed? There is a very good possibility that what has happened here is that you entered into that negotiation without knowing what your bottom line vision was. For you see, if you don’t have a clear understanding of what you want to get out of a negotiation, then how are you ever going to get it? What Is A Bottom Line Vision? I know that it may seem just a bit ridiculous to take the time…
  • How To Use The Other Side’s Short-Term Thinking To Get More

    drjim
    20 Mar 2015 | 2:00 am
    Use the other side’s short term thinking to your own advantageImage Credit: Live Life Happy When we are involved in a negotiation, just exactly where should our focus be? I mean, we enter into the negotiation with a very clear understanding of what kind of deal we’d like to be able to walk away from the negotiations with, but what happens during the negotiation? Perhaps even more importantly, what happens to the other side – where is their focus? What The Other Side Is Thinking About During Your Negotiation If you are going to want to be able to reach the deal that you are…
 
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    Paul Castain's Sales Playbook

  • Sales Training That Won’t Cost You A Dime!

    Paul Castain
    27 Apr 2015 | 4:41 pm
    Want 150+ FREE audio sales lessons? Would you like another 100 over the next year as I add another 2 per week (also for FREE)? Well there’s an app for that! The Sales Playbook app that is! iPhone users: Click HERE from your mobile phone. Android users: Step 1: Navigate to to this url http://salesplaybook.podbean.com/mobile/    in Chrome on […]
  • A Quick Tip To Start The Week STRONG!

    Paul Castain
    26 Apr 2015 | 2:18 pm
    In this week’s Quick Tip I offer something that will . . . Help you get prospects and clients off the fence of indecision. Help you create a more “objection resistant” dialogue. Help you get the “buy in” necessary to move the sale forward! Help you stand out, big time and . . . Help […]
  • How To Utilize Testimonials More Effectively

    Paul Castain
    22 Apr 2015 | 4:50 pm
    In this week’s free audio sales lesson we talk about testimonials specifically; How/When To Ask For Them When I Prefer To Offer Them (It’s Pretty Much The Opposite Of When Most People Offer Their’s) Where I Provide Them (One Place Will Surprise You) A Cool Way That I Package My Testimonials So go ahead and […]
  • Forgettable You!

    Paul Castain
    21 Apr 2015 | 5:38 am
    It isn’t easy getting a potential client on the phone these days! There are assistants of the “Gate Keeper” variety, voice mails, Caller ID, people hanging up on you, people telling you “Not interested!” But every once in a while, the stars align and you finally get their ear! Things are looking good, there’s some […]
  • This Week’s Quick Tip: The Power Of Urgency!

    Paul Castain
    19 Apr 2015 | 11:57 am
    As the title of the Nickleback song asks “What If Today Was Your Last Day?”. What would you regret most that you kept putting off? This week’s quick tip talks about the power of urgency and how it helps us to live more of a regret resistant life. I also offer a really quick exercise […]
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    SALESPRACTICE.COM

  • Bespoke or Open Course?

    22 Apr 2015 | 10:56 pm
    Hi, I am not a salesman by trade but now have a product/service that I need to sell! I am the director of a plumbing [...] http://www.salespractice.com/forums/t-12090.html
  • Cold calling based on trigger events

    17 Apr 2015 | 7:36 pm
    If you knew someone was a prospective buyer of your service or product because of a recent trigger event would you cold [...] http://www.salespractice.com/forums/t-8970.html
  • struggling with time management

    14 Apr 2015 | 1:58 am
    dear all, This week I inserted cd into my car each morning and turned the volume down to count my driving time. The [...] http://www.salespractice.com/forums/t-8202.html
  • Selling from the Heart

    9 Apr 2015 | 11:12 pm
    Do you think it is necessary to believe in your product to sell effectively? Why do you think so? [...] http://www.salespractice.com/forums/t-11182.html
  • Following up with Hiring Manger and Company Recruiter

    3 Apr 2015 | 12:53 pm
    Hi, I just graduate college and landed my first sales job as an account manager. I am a little bit confused on what [...] http://www.salespractice.com/forums/t-9082.html
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Cold Calling for Introverts

    the_alen
    21 Apr 2015 | 6:30 am
    Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. These cold calling for introverts techniques can really help: Acknowledge your anxiety.  Even professional athletes psych themselves up, put on their game face and focus only on desired results. Be prepared.  An introvert…
  • Cold Calling Works!

    the_alen
    25 Mar 2015 | 11:30 am
    Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold calling is not easy; in fact, it can be frightening. Same as writing blogs about cold calling. There are some proven cold calling techniques that really work and they can help you to succeed in overcoming your fear. The first line of business is to set up an effective script. Words sell and people will listen, if what you are saying make sense to them. Even in cold calling you must grab the attention of the…
  • Cold Calling Clinic: How to Book Appointments via Phone

    the_alen
    21 Mar 2015 | 8:28 am
    Cold Calling Works! Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. If you sell for a living you will learn how to fill your calendar with potential sales opportunities. You need proven cold calling techniques that will show you how to book sales appointments with new prospects. What is in it for you? Step by step…
  • Myth: Introverts are not good team players

    the_alen
    16 Feb 2015 | 8:35 am
    Extroverts’ perception of introverts is based on some pervasive and faulty myths. Myth #2: Introverts don’t participate; they are not good team players. “Come brainstorm with us! Be part of the team! I know you have ideas to share! Come on. Really, you’d rather send a memo? Seriously?” Truth: Participation, to the extrovert, means “group activity.” Introverts do not thrive when asked to participate in board meetings, brainstorming sessions, networking functions, large social events and loud parties. It’s not that they have nothing to contribute. Far from it! Extroverts…
  • Myth: Introverts are shy and insecure

    the_alen
    11 Feb 2015 | 4:24 am
    Extroverts’ perception of introverts is based on some pervasive and faulty myths: Myth #1: Introverts are shy and insecure. “You can’t hide in your cubicle forever! Come out and talk to people!” Truth: Introverts are not afraid of social interaction – they just need a really good reason to interact. They dislike meaningless interactions – the “fluff” of small talk, social pleasantries and interaction for the sake of interaction. The introvert at work is drained by small talk and social pleasantries, not energized like the extrovert. Introverts like meaningful…
 
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    Your Sales Management Guru

  • Why Can’t I get an accurate forecast?

    kenthoreson
    23 Apr 2015 | 6:26 am
    Why can’t I get an accurate forecast? Just last week I heard that comment from a new client and he was the President of the company.  Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.  This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the…
  • 4 Measures to Find Out if Your Prospecting is Effective

    kenthoreson
    13 Apr 2015 | 6:07 am
    4 Measures To Find Out If Your Prospecting is Effective By Sean Burke CEO, KiteDesk KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. Finding prospects and nurturing them into leads is an integral part of any sales cycle. Sometimes traditional marketing efforts are not enough to keep a healthy number of prospects flowing into your pipeline. When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides…
  • 7 Benefits of a Prescriptive Sales Process

    kenthoreson
    6 Apr 2015 | 9:29 am
    7 Benefits of a Prescriptive Sales Process By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. In most sales organizations, the majority of salespeople are B or C performers. There are never enough A performers in any organization, and they’re generally already maximizing their productivity. One of the best ways to help B and C performers improve is to write out a prescriptive sales…
  • Time for Salesperson Evaluations

    kenthoreson
    30 Mar 2015 | 7:29 am
    Time for Salesperson Evaluations Last week one of my client’s and I were discussing the end of the first quarter, salesperson performance and next steps in their business strategy.  The conversation lead me to suggest the following steps for my client as well as all of my readers. Step One: Evaluate your team, place each of your team members into one of the following categories: Stars: How do we keep them? Learners: High potentials, do we have a plan to train? Solid Performers: How do we maintain? Followers: Good for now, but what about next year? Deadwood: Can we do better? Step Two: Once…
  • 10 Traits Buyers Seek in Salespeople

    kenthoreson
    24 Mar 2015 | 10:09 am
    The 10 Traits Buyers Seek in Sales Superstars Selling yourself is the first step. What really separates the best salespeople from the rest of the pack? Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the customer’s needs. They teach salespeople to explain how, “your product or service”,  can help achieve key business goals. Those discussions are critical for making sales. But few training programs address how…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • The Ultimate Guide to Choosing A Powerful CRM Software: 2015 Edition

    27 Apr 2015 | 12:00 am
    CRM software is the technology that enables companies to improve their interactions with clients, prospects, contractors, and business associates. It contributes to the operational efficiency and long-term success of a business, as it manages customers and their information through integration of data from diverse sources, such as the billing department, tech support, sales, and others. Such data includes customer purchases, complaints, requests for assistance, and the like. This eBook will guide you in choosing a powerful CRM software solution for your business. Contents Include:Chapter 1:…
  • Is Your Sales Process Broken? A must-read book extract on Sales Process Improvement. Free Download

    24 Apr 2015 | 4:20 am
    Let’s be honest. Sales in a typical organization (most organizations in fact), is seriously broken. But rather than focusing on the obvious dysfunction, management is busy with incremental improvement initiatives such as:1.    Sales training2.    Sales force automation 3.    Bolt-on lead-generation activities 4.    New commission structures and incentivesTrouble is, none of these activities actually address the root cause of the dysfunction. Sure, they may offer a temporary lift but things always go back to the way…
  • 7 Steps to Improve Your Procure-to-Pay and B2B Processes

    24 Apr 2015 | 12:00 am
    As companies extend beyond their four walls to gain better visibility and control of their supply chains, the demand for B2B integration/collaboration continues to increase. This, in turn, increases the pressure on companies to improve the overall speed and efficiency of their internal processes and systems to remain competitive in their markets. No one feels this pinch any greater than those who are in finance and accounting functions.Read this report to learn:Key pressures facing all financial teamsChallenges to optimizing business processes in Finance/AccountingPerformance indicators…
  • ePayments Rising: The 2014 Market Report on B2B Payments

    24 Apr 2015 | 12:00 am
    More enterprises today are targeting their payment processes for effectiveness and efficiency improvements as part of a larger AP or P2P transformation program, and they are doing so against a backdrop of emerging technologies, platforms, and strategies.The report includes benchmarks, analysis, and recommendations that finance leaders can use to better understand the “State of ePayments”, gain insight into best practices, benchmark performance against Best-in-Class, and ultimately improve operational performance.Request Free!
  • 5 Ways to Integrate Social Marketing Across Marketing Channels

    22 Apr 2015 | 12:20 pm
    Many times the social media team is siloed, outsourced, or even non-existent. But the only way to fully harness the power of social media marketing is to put it on the table with every other marketing channel and integrate it into a larger cross-channel marketing plan. Our eBook will give you five things you can do right now to integrate social media marketing into your current marketing strategy.Request Free!
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    Peak Sales Recruiting

  • Peak’s Top Sales Influencers on Twitter

    Eliot Burdett
    28 Apr 2015 | 4:00 am
    Surrounding oneself with positive energy and successful people is critical for developing and feeding the mindset that leads to high achievement and happiness. Over the years, we have had the pleasure of working with many highly successful sales executives and business leaders, many of whom are well known online thought leaders, big thinkers and influential voices. In this post, we share a list of these experts because they have had the biggest impact on our own success by teaching key skills, sharing hard lessons learned, providing inspiration and opening our minds to new…
  • Identifying Sales Hunter DNA: 5 Interviewing Secrets

    Keith Johnstone
    20 Apr 2015 | 8:20 am
    Interviewing salespeople is one of the most difficult tasks a hiring manager must undertake. Unlike many other business professionals, salespeople are geared to ‘sell’; and that includes themselves. Since salespeople are not only trained to focus on the positives, but psychologically tuned to gain trust and demonstrate competence in professional and social situations, interviewers, especially those without experience interviewing salespeople, are at an immediate disadvantage. We have written extensively on how to identify red flags on a sales candidate’s resume, and the questions…
  • Skill Sets Only the Best Sales Managers Possess

    Susan Halliwell
    7 Apr 2015 | 9:58 am
    A recent Gallup poll found that 82 percent of the time, companies fail to choose the candidate with the right talent for a management position. The research looked at managers for a wide range of industries, and in a wide range of roles and found the data was fairly even across the sample. “If great managers seem scarce,” Gallup writes, “It’s because the talent required to be one is so rare.” The key attributes a top performing manager possesses includes the ability to engage team members and customers, a knack for keeping high achieving staff from leaving for another employer, and…
  • Hiring Salespeople: A Core Process You Must Perfect

    Dave Stein
    31 Mar 2015 | 4:00 am
    If you haven’t built a team of highly qualified and skilled sales professionals, don’t waste your time and money investing in sales processes, training, compensation plans, technology, marketing support, or strong products and services. Depending on the industry, somewhere between 20 and 33 percent of salespeople aren’t capable of being successful at their jobs. It’s a frightening statistic, but scarier still is understanding that a bad hire—a salesperson who lasts less than a year—can cost your company anywhere from $250K to $800K (or more), including lost business opportunity.
  • What I Wish I Knew Before Becoming a Sales Manager

    Eliot Burdett
    23 Mar 2015 | 4:00 am
    When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I was a company founder who filled a need that we had at the time to build our sales team, and I kind of made things up as I went along. As I think back to those days, I realize how much I struggled to achieve my goals, and while I was successful, I can’t deny that it probably had as much to do with luck and timing as it did with my will and effort. It was a time of great learning but there are…
 
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    Sharon Drew Morgen

  • Making Negotiation Win-Win

    Sharon Drew Morgen
    20 Apr 2015 | 11:05 am
    Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then fight, argue, cajole, or threaten when their parameters aren’t met. People have been killed for this. But there is another way. In 1997, Bill Ury and I had to read each other’s books (my book was Selling with Integrity) in preparation for working together for KPMG.
  • Trait-centered Leadership vs. Servant Leadership

    Sharon Drew Morgen
    13 Apr 2015 | 9:24 am
    I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower. Much of what is written about leadership falls into the category I call ‘trait-centered leadership’: someone deemed ‘at the top’ who uses his/her personality, influence, and charisma to inspire and give followers – possibly not ready for change – a convincing reason to follow an…
  • Training vs. Learning: do you want to train? Or have someone learn?

    Sharon Drew Morgen
    6 Apr 2015 | 6:47 am
    Training successfully educates only those who are predisposed to the new material. Others may endeavor to learn during class but may not permanently adopt it. The problem isn’t the value of information or the eagerness of the learner: It’s a problem with both the training model itself and the way learners learn. It’s a systems/change problem. HOW WE LEARN We all operate out of unique, internal systems comprised of mental models (rules, beliefs, history etc.) that form the foundation of who we are and determine our choices, behaviors and habits. Our behaviors are the vehicles that…
  • Questions: The Problems and the Possibilities

    Sharon Drew Morgen
    30 Mar 2015 | 8:24 am
    I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of facilitating my buying decision, the bias in his questions terminated our connection: TODD: Hello Ms. Morgen. I’m Todd with XYZ. Are you interested in new car insurance? SDM: I am. TODD: Is your main concern lowering your costs? SDM: No. TODD: You don’t care about saving money? SDM: Of course I do. TODD: So your main concern IS lowering your costs? SDM: No. TODD: So what is it? SDM: I’m interested in a personal connection, in knowing that if I have an accident I will be…
  • Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter

    Sharon Drew Morgen
    23 Mar 2015 | 9:39 am
    Do you know what’s stopping you or your company from making the changes necessary to have more success? Or why prospects aren’t buying something they need? Or why clients aren’t adopting the changes they seek? The problem is resistance. And as change agents we’re inadvertently creating it. Change requires that a complacent status quo risk its comfort for something unknowable – the probable loss of narrative, expectations, habitual activities and assumptions with no real knowledge of what will take its place. People don’t fear the change; they fear the disruption. THE STATUS QUO OF…
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    A Sales Guy | A Sales Blog | Sales Consulting

  • [Video] What It Means To Sell Like a Girl

    Keenan
    28 Apr 2015 | 4:06 am
    Last weeks The Word; A Jolt of Sales 411/w Keenan was unbelievable. We took The Word to the street and asked what it meant to sell like a girl, the answers are amazing. The guests were Author and Speaker Jill Konrath, former Qwest COO and author of the Balance Myth Teresa Taylor and President of Women Sales Pros Lori Richardson. They had a lot to say about women in sales and they weren’t shy. This is a must watch video, for men AND women. This show was absolutely one of the best. I hope it’s just the tip of the iceberg when if comes to having good discussions on women in sales.
  • Tell Your Customer NO!

    Keenan
    27 Apr 2015 | 12:59 pm
    Can you tell your customer or prospect no? You better. When a prospect says; “Just send over a proposal.” But won’t give you any information about their company, what they are looking for, or what they want to accomplish. Say “No!” When a customer asks you to reduce the price, but won’t have a discussion about why they want a lower price, the value they’ve received, or even offer what they’d like to pay. Say “No!” If a prospect wants a demo, but won’t spend time to do a discovery call. Say “No!” Here’s the…
  • Do You Have The Guts To Wear Red Suede Pumas?

    Keenan
    20 Apr 2015 | 12:34 pm
      These are my red, suede Pumas. They are my speaking shoes. I wear them on stage when I speak. These are my red, suede Pumas. In them are white fat laces. I lace them in a bar pattern. These are my red, suede Pumas. I wear them when I speak. I like my red, suede Pumas. My red suede Pumas accompany my jeans from Buckle and my red checkered shirt. This is what I wear when I speak. In this blog is my content. I started writing it before I started wearing my red suede Pumas. I acquired the knowledge, insight, and expertise in this blog over years and years of practice, reading,…
  • Women Need To Stop Trying To Balance Work And Home Life

    Keenan
    19 Apr 2015 | 6:05 am
    For years, the idea of work-life balance has been the buzzword of the workforce, particularly for women.  It’s based on the idea that women need to figure out how to take care of their professional life and their home life.  They had to get the big presentation done, meet with clients, deliver the quarterly report AND chaperone the kids field trip, make dinner, clean the house, go on date night with their husband and more.  It seemed daunting and, therefore “work-life balance” became the motto women used to get control of their careening lives. Teresa Taylor author of…
  • Do You Sell Like A Girl?

    Keenan
    12 Apr 2015 | 4:04 pm
    Let’s face it, the world of sales is a different experience for women. Sales has traditionally been a male dominated profession, and although things are changing, new challenges are being created. I have personally found women to be better sales people than men. Yeah, yeah, I know. Some of you are thinking what a sexist statement. Let me be clear. I’m not saying women are better salespeople than men. For that matter, I can’t say men are better salespeople than women. What I can say is, in my career, the women I’ve worked with, worked for and who’ve worked for me,…
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    Sales Motivation and Sales Training

  • 5 Critical Facts You Need to Know About Prospects

    TheSalesHunter
    28 Apr 2015 | 12:42 am
      Do you have prospects or are they merely suspects? Too many salespeople have pipelines full of suspects who they believe are prospects. The problem is the suspect doesn’t identify themselves as a suspect. Nope!  They walk, talk and act like a prospect, right up to the point of you trying to close the sale. […]
  • Sales Motivation Video: Are You Leveraging Your SUCCESS?

    TheSalesHunter
    26 Apr 2015 | 11:46 pm
      You are going to have success this week! Unfortunately, too many salespeople waste their success on a momentary celebration, rather than letting it motivate them to make another call. Be customer facing!  You leverage your success best when you let it come through in your voice and your motivation when you continue to interact […]
  • VIDEO SALES TIP: Closing? Do You Use Time to Your Advantage?

    TheSalesHunter
    25 Apr 2015 | 9:15 am
      You can use time as a currency when closing. This is a great plan because it reduces the likelihood that you will use actual currency as currency, in the form of a discount that destroys your profit! If the customer wants to close quickly, you can slow things down.  If the customer wants to take […]
  • Getting Past the Gatekeeper and to the CEO

    TheSalesHunter
    24 Apr 2015 | 9:13 am
      Your goal is to meet with the CEO, but you can’t get to them. The gatekeeper is blocking you. Here are 4 things you can do to get past the meeting with the CEO: Send an email Saturday at 6 AM. If you know the email of the CEO, send them an email at […]
  • Sales Acceleration Summit 2015! Will You Be There?

    TheSalesHunter
    23 Apr 2015 | 8:27 am
      The upcoming Sales Acceleration Summit is a FREE online event with more than 80 business and sales experts (including me!) There is no reason to pass on an opportunity like this to glean from so many people with insights that can help you succeed. I will be speaking on prospecting in my session “High-Profit Selling: […]
 
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    Partners in EXCELLENCE Blog -- Making A Difference

  • The Engaged Leader

    David Brock
    28 Apr 2015 | 5:30 am
    I read a fascinating post by Patrick Lencioni, entitled, Micromanagement Is Underrated.  It’s  a must read post! No one likes working for a micromanager.  No leader likes being accused of micromanagement.  As a result, there is the phenomenon Lencioni describes as Management Abdication.  Where managers, out of fear of being micromanagers, back off, ultimately becoming disengaged.  To be honest, I think there are a lot of reasons managers are disengaged, this is just one. There’s a huge amount that can be written about abdication management, but instead, I’d like to…
  • Connecting The Dots, Strategy And Execution

    David Brock
    27 Apr 2015 | 2:05 pm
    I’m sure I’m trying the patience of a number of people in a client organization.  We’re establishing the key strategies, priorities, goals/metrics for the coming fiscal year.  The CEO is very clear about what he wants to accomplish–though I had to wrestle him down to focusing on the top two. It was a great exercise for he and a few of his top executives.  But after some reflection and debate, as well as some reshaping and redefinition of some of their strategies, he was able to identify the top two things, then started identifying the strategies beneath these top 2…
  • Skilled Adaptation Or Clueless Reactions?

    David Brock
    24 Apr 2015 | 6:07 am
    To the casual observer, the fluidity with which a top performer adapts to a challenge may be hard to distinguish from the clueless reactions of poor performers.  Both seem to be “rolling with the punches.” As the customer shifts, both the top performer and the clueless performer shift–but in very different, often subtle ways. The clueless performer simply reacts.  The customer does something, the clueless performer reacts and responds.  This may provoke other actions from the customer, to which the clueless performer responds.  This back and forth process continues until…
  • Change Sucks!

    David Brock
    23 Apr 2015 | 11:15 am
    Change sucks, particularly when it’s inflicted on us. Often, don’t understand what’s going on, why, what it means to what we should be doing.  We’re asked to do new things, sometimes things we don’t know how to do, sometimes things we don’t like to do or want to do. The natural tendency is to resist.  To go back to what you were comfortable with doing in the past.  To complain to management and complain about management. Sometimes, we think, “This too will pass,” so we ignore things, keep our heads down, do what we always did, and hope we can…
  • What’s The Customer Doing During The “57%” And Why Sales Should Celebrate!

    David Brock
    22 Apr 2015 | 9:59 am
    I have to admit I’m getting relatively pissed off with all the discussions around, “Customers don’t want to see sales people until they are 57%  (up to 70%) though their buying process.”  There are reactions ranging from: Sheer joy:  Sales people saying, it’s great, that means they are only focusing on serious buyers, it shortens their sales process, and all sorts of other nonsense. Sheer relief:  Again sales people saying, all that front end stuff is the really tough stuff.  We don’t have to prospect, find, qualify, do need/requirements discovery. …
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    Media Sales Today

  • How To Present Prospects With “An Offer They Can’t Refuse”

    Jessica Helinski
    27 Apr 2015 | 11:00 pm
    Even with a fantastic product and a list of quality prospects, salespeople can still be turned down for a sale if their offer just isn’t what the prospect wants to hear. That’s why salespeople should be armed with “an offer that they can’t refuse.” If you’ve seen The Godfather, you’ll recognize this phrase, and Vince Koehler adapts this famous movie line to the sales world in his recent article for Sales Benchmark Index. He believes that every salesperson should have a “Godfather Offer,” and he shares insight into how to expertly craft one. First, a salesperson must build a…
  • Tune in for 5 Facts on Radio Audiences

    Courtney Stone
    27 Apr 2015 | 10:00 am
    Would you venture to guess that 78% of Americans still listen to radio? According to the latest AudienceSCAN report, 21% of U.S. adults typically listen to the radio (this includes AM/FM radio, satellite radio and/or Internet radio) approximately an hour a day. The AudienceSCAN report for Radio Listeners is full of stats to share with your clients and prospects who want to reach this audience. Are you aware that 56.5% of radio listeners are men? Here are 5 additional stats about radio listeners: 13% listen more than 3 hours a day Radio lovers are sports lovers too – 48% enjoy attending…
  • Is it a lead or a referral? HINT: Referrals are better.

    Jeffrey Gitomer
    26 Apr 2015 | 11:40 pm
    Having attended several networking events lately, I have heard the terms “lead” and “referral” bantered around. Which would you rather have? Referrals of course. It’s the personal power of a sales lead. A recommendation, not just a name. Credibility, not just a place to call. I can’t tell you how many times I heard the term, “don’t use my name” when passing along a possible lead. Seriously? HISTORY: I have attended many (many) networking meetings and belonged to several networking groups. Here’s how they work, and ideas on how you can join groups that are willing to give…
  • IAB: Digital Ad Market Valued at $49.5 Billion in 2014

    Kathy Crosett
    24 Apr 2015 | 8:00 am
    The final numbers are in for digital ad spending for 2014. The IAB reports marketers shelled out $49.5 billion to connect with consumers through their digital devices. While that’s an astounding increase over 2013, it’s worth asking what these numbers mean and where the opportunity is for selling your digital space. The IAB broke out its data a few different ways. Spending by format looked like this: Search $18.955 billion Classifieds/directories $2.690 billion Lead generation $1.866 billion Mobile $12.453 billion Display related $13.487 billion Since display has come to be a complex…
  • Take a Walk for the Win

    Courtney Stone
    24 Apr 2015 | 2:00 am
    It’s springtime and I think we all long to be outside, in the fresh air, smelling the cherry blossom trees and hyacinth, after a long, hard winter. And let’s be honest, our sales strategies could use a breath of fresh, spring air too. Even though it actually snowed in Cleveland today, people all around me are in spring-cleaning mode. So I say, why not put all this spring into your sales step? Clean out your office! Clean out your mobile office (your car)! Clean out your Rolodex! Clean out your sales pipeline! And while you’re taking out the trash, keep the momentum going and take your…
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    Renbor Sales Solutions Inc. » Blog

  • You’re Only Fooling Yourself – Sales eXecution 293

    Tibor Shanto
    27 Apr 2015 | 12:33 am
    hairy porn girlies pics By Tibor Shanto – tibor.shanto@sellbetter.ca  Everyday people commit to doing things, only not to do them. There are many reasons for this, and I am sure a host of contributing factors, but none of that changes the results, or more accurately the lack of results. From my perch, being an observer and practitioner of sales and selling, the most common cause is laziness. People commit to doing things differently, to taking on new practices, decide to approach things differently, only to stay exactly where they started, and by virtue of that, and given the nature…
  • Remember Your First Sale?

    Tibor Shanto
    23 Apr 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  There is no doubt that experience is a plus in any vocation, including sales, just look at any job posting for sales, and with the exception of entry level positions, they will demand experience both in terms of tenure and industry related. As with other things in life, there are no absolutes, it is usually a case of upside and downside. The upsides are clear and straight forward, so let’s look at the downside and risk of experience, both as it impacts individual sales people, and sales organizations. In most disciplines the biggest…
  • Talking Sales Strategy – Sales eXecution 292

    Tibor Shanto
    13 Apr 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Earlier in the month, I was invited to sit in with Executive coach and Sales Coaching Expert Steven Rosen, and Emma Foster of expertise.tv. The questions came from the audience, and as such will hopefully be similar to those areas of sales you are interested in. You can view and excerpt below, and watch the entire program on my You Tube channel. Have a look, and tell us what you think. Tibor Shanto
  • Looking for More and Better Prospects?

    Tibor Shanto
    11 Apr 2015 | 6:30 am
    Who isn’t right! Well the good news is that over the next couple of weeks I will be participating in two webinars aimed at helping you do just that. On Thursday April 16, at 1:00 pm Eastern: I will be part of a webinar with eGrabber, titled: Mastering two key elements of Sales and Prospecting success. Along with Clinton Rozario, we will be looking at the most efficient and effective ways to source leads and then connect with them so you can start selling. To learn more and register, click here! Later in the month on On Thursday April 23, at 1:00 pm Eastern: I will be joining my friends…
  • Facts Vs. Reality

    Tibor Shanto
    9 Apr 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  The other day at the Sales Performance Summit, fellow presenter, Tim Hurson referenced an old Russian proverb; and I am paraphrasing: ” Nine pregnant women for one month do not make a baby.” It reminded me a lot of many people in the revenue process. I say revenue process, because people in both sales and marketing say silly things, often causing the loss of revenue instead of enhancing the experience and leading to results. Having watched many presentations and webinars, you see people falling into the trap of citing a…
 
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    Jonathan E Brickman

  • A great culture drives success

    Brick
    20 Apr 2015 | 2:27 pm
    There is lots of discussion about the importance of culture these days.  Some argue that culture is more important than strategy. In fact, in a recent study by Booz & Company, their findings were revealing, Key Findings Some of the key findings from the survey are as follows: Overview 84% believe culture is critical to business success. 96% said some form of culture change is needed within their organisation. 51% think a major overhaul is currently needed in their culture. 60% think culture is more important than strategy or operating model. Only 35% think their company’s culture is…
  • Religion and Start-ups

    Brick
    31 Mar 2015 | 4:17 pm
    I was having a conversation this week with another entrepreneur and we were discussing the process of starting and building a business and all of the various stages one goes through along the path towards building a sustainable enterprise. Starting and building a successful business is very much like starting a religion. 1. Start-up phase It takes a little capital but mostly a prophet with a vision and lots of evangelizing in the beginning in order to spread the word, get some feedback and determine if you are on the right path before you invest too much time and money. 2. Early Adopters You…
  • Writing Cold Emails Just Got Easier

    Brick
    11 Mar 2015 | 5:42 pm
    I am always on the lookout for new sales and marketing tools…and I came across Mailmentor.io. It looks really great and wanted to share this: Writing emails to reach out to cold prospects can be more of an art than a science. Luckily, however, the team over at Octavius Labs is working to apply more science to the selling process by building AI, which helps salespeople be more effective sellers. Most recently, they released a free tool called Mailmentor.io, which coaches sales people through writing better cold email. “My team and I were looking for a more effective way to write sales…
  • The early bird gets the worm

    Brick
    23 Feb 2015 | 4:35 pm
    Even in the digital age, the early bird still gets the worm! If you want to improve your chances of reaching a decision maker, call early! Chances are the decision maker is in early before the chaos starts and they will pick up the phone, because no one else is in to do so. Here are some other basic, tactical skills that are still pretty handy as part of the overall sales and marketing strategy. Call before 8AM, 7:30AM or earlier is even better. Try the mobile number, this almost always works the first time so use it judiciously and make it count! Look for bounce backs with mobile numbers,…
  • Outbound or Inbound Marketing?

    Brick
    19 Feb 2015 | 8:43 am
    I don’t think it has to be one or the other, but there is no reason to not invest resources in a real inbound marketing strategy.  If done correctly, there is no better operating leverage. This video is entertaining and draws on the extremes for sure, but the point is well made. Don’t fight it, inbound marketing works.  Coupled with an outbound marketing strategy, it works wonders. The post Outbound or Inbound Marketing? appeared first on Jonathan E Brickman.
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    Anne Miller

  • Fun Way to Boost Presentation Confidence

    16 Apr 2015 | 10:01 am
    One of the best experiences of my life was fulfilling a lifelong fantasy: belting out a song like Barbara Streisand from a stage. Well, I didnt exactly sound like Streisand and I wasnt exactly on a big Broadway stage, but I DID sing my heart out...
  • ABT Trumps ABC in Selling

    9 Apr 2015 | 3:16 am
    Why do sales stall out after a seemingly successful meeting and demo or presentation Everything appeared on target for a win: you got the appointment; the right people were in the room; budget was available; they liked you; the need was clear. And,...
  • How to Be Unique--When You're Not?

    1 Apr 2015 | 5:20 am
    How do you present yourself when, quite frankly, your service is similar to others? My good biz pal and naming guru , Steve Rivkin, wrote an excellent article on how there is always a way to be unique. There is no such thing as a commodity, Harvard...
  • How Good Are You at Herding Cats?

    26 Mar 2015 | 9:01 am
    If you could follow around a group of outstanding salespeople and presenters with a camera over a long period of time, you would discover practices common to them.all. These would likely range from small behaviors, like how they greet someone to...
  • NEW! Metaphor Infographic

    19 Mar 2015 | 5:29 am
    I am excited to present this brand new Metaphor Infographic. Spread the news to everyone you know whose success depends on persuasion, selling, or simplifying complexity. Enjoy! Anne Miller ...
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    ViewPoint | The Truth About Lead Generation

  • My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

    21 Apr 2015 | 6:00 am
    I’m sure each of you has your favorite John Wayne movie quote. My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. "Well, there are some things a man just can't run away from." Yep, you can hear John Wayne say this in the still popular film Stagecoach (1939) when he played the Ringo Kid. This is easily adapted to, "Well, there are some things a salesman just can't run away from, and that's sales lead follow-up." In spite of the accountability that CRM brings and the follow-up that marketing automation…
  • What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]

    14 Apr 2015 | 5:30 am
    On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience. Here are some of the key points and quotes from our conversation: “Never try to be a thought leader. There is no value in that. Instead, try to add value.” — Chris Brogan. Thought leaders share their “secret sauce.” You…
  • Sales Lead Management Leads to a Lower Cost of Sales

    7 Apr 2015 | 5:30 am
    “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. “But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?” “So prove it,” he said with a slight smirk that could have meant almost anything. And that started a 15 minute discussion, yes,…
  • 2015 Horoscope for Sales Executives: from Danmac the Magnificent

    1 Apr 2015 | 6:00 am
    This year is all about Saturn. Saturn has moved from Scorpio to Sagittarius. Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he'll be in Sagittarius until December 19, 2017. What does all of this mean? I have no idea. Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015: Taurus (April 21 - May 21): You are working close to full-time trying to beat your quota in the first half of the year. Your intentions are clear. You want to coast and sandbag your way through the second half. Killing Q1 and Q2 will allow you to put…
  • 4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

    27 Mar 2015 | 8:30 am
    Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015, from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Part 1: Tip #1 Believe it Works Part 2: Tip #2 Commit to It Part 3: Tip #3 Sharpen Your Story Part 4: Tip #4 Reconcile Your Relationship with the Phone Tip 4 - Reconcile your relationship with the phone. Let’s face it. The telephone has lost its luster. Poor Alexander Graham Bell is probably turning over in his grave. Once the belle…
 
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    Results Count ... everything else is conversation.

  • 5 S’s for romancing stores to reach empowered consumers

    Chris Petersen
    8 Apr 2015 | 7:49 pm
    Romancing the store requires more than just "connecting" Traditional retailers just don't seem to get it! Retail is a major crossroads. Malcom Gladwell would probably call it a "tipping point". Smartphone penetration and adoption has reached a critical mass, which now enables a majority to shop anytime and everywhere. Omnichannel is the new normal. Consumers have been empowered as shoppers to such a level that they no longer require retail stores for information, pricing, or even products. Is this new era of "showrooming" the apocalypse for stores? Or, is it a critical inflection point that…
  • The winning formula for retail stores in 5 simple letters

    Chris Petersen
    2 Apr 2015 | 6:58 pm
    To master CX, the whole is greater than the sum of the parts The world of retail is not out of the woods in terms of recovering from worldwide economic declines. There are of course exceptions. Notably, ecommerce continues to grow at a double digit pace. Yet, 80+% of retail sales are still store based. What is interesting to watch is which retail chains are winning, and why. Radio Shack just went bankrupt. Target exited Canada, and Best Buy is closing Future Shop stores there. Yet, retailers like Apple continue to profitably grow and expand worldwide. The reality for retail store chains is…
  • The ultimate retail disruption – Consumers are the new POS

    Chris Petersen
    27 Mar 2015 | 11:53 am
    Why do retail stores still have "cash registers"? Image Credit: StockImages It's been called a lot of things in retail: the "till", the "cash box" or the "cash register". In today's digital age, the manual cash register has evolved into an electronic, scanning POS (Point of Sale) system. Whatever it's called, the retail checkout system is based upon the decades old store design concept that consumers come to stores to choose their goods from shelves, and then pass through checkout to pay for what they purchased. Perhaps, the greatest single disruption to the retail store is the fact that…
  • Hitting the bull’s eye will require more than moms in minivans

    Chris Petersen
    9 Mar 2015 | 9:00 am
    Can a retailer really target a customer segment and create loyalty? Image Credit: Peter J. Romano 2nd; WikiMedia Commons In the decades of retailing before 2000, retail was relatively stable. There were actually categories of retailing based upon retail models and distinct customer segments. When I first started teaching IMS Retail University three decades ago, we started with a foundation in "classes of trade". There were distinct types of retailers such as CE (Consumer Electronics) or "Gamers". And then there were the "mass merchants", who had the big box stores with huge assortments, who…
  • 3 Questions retailers must ask, and answer in order to survive

    Chris Petersen
    5 Mar 2015 | 10:04 am
    In times of disruption, old habits die hard, but can lead to demise Image Credit: Xedos4; Freedigitalphotos.net Change is hard. Really hard. We are creatures of habit, and we depend upon those patterns of behavior to get us to where we are today. Habits become safe and efficient, because we can fall back on the things that we know best … those things that usually work. Retailing is a business of habits built upon centuries of experience. From the very first shops in open air markets, retailing evolved into the science of how to sell things via the 4 Ps. So, what changed? The consumer and…
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    Rapid Learning Institute

  • Will workers cover for each other – or police each other?

    Lori Sereditch
    21 Apr 2015 | 1:05 pm
    Every manager knows there is the theory and then there’s the practice. When it comes to safety, all the best safety training is useless if an individual worker decides to ignore it. As one safety professional put it (paraphrasing), “There are a dozen people near an accident, and no one saw anything.”No one wants to tell, and no one wants to get anyone else in trouble. And supervisors can’t be everywhere at once.One way to approach this is to address the issue indirectly during training. Your supervisors can ask workers to come up with a list of safety violations they’ve seen…
  • Try this tool to be more prepared for your next sales call

    Michael Boyette
    21 Apr 2015 | 7:12 am
    As sales trainers, we spend a lot of time and effort trying to get sales reps to do the right thing. But sometimes the solution isn’t training, but a tool.Take call planning and preparation, for example. Salespeople know the value of doing your homework before you meet with a prospect or pick up the telephone. Before you talk to a prospect for the first time, wouldn’t it be helpful to know that she’s been in her current job for five years, worked at Microsoft before that, and has written and produced three plays in her spare time? And with all the information that’s…
  • Supreme Court: What you need to remember about pregnant employees

    Dave Clemens
    20 Apr 2015 | 12:54 pm
    You already know that you’re supposed to accommodate pregnant employees if they ask for it. Now the U.S. Supreme Court has just stressed — and clarified — that point in an important decision you should pay attention to.The decision was issued in the case of a UPS driver from Landover, MD, Peggy Young, who had sued the company for pregnancy discrimination. Ms. Young said she was denied a light-duty accommodation for her pregnancy.Waxing Solomonic, the Supreme Court cut the baby in half (if you’ll permit the reference in this case!). First, on the side of employees, the…
  • Six ways to make examples more effective

    Stephen J. Meyer
    15 Apr 2015 | 5:00 am
    Examples. Every trainer uses them. Whether they take the form of stories, demonstrations or role plays, people benefit from seeing a new skill used in a real-world context.A recent study by leading training and development researchers has revealed how to make examples even more effective. The researchers analyzed current research and best practices to create a step-by-step method you can implement in your training.The core finding of the study: Example-based learning should be active, not passive. Build in ways for learners to interact with the content, not just sit and absorb it. While…
  • Tragic reminder on clearing equipment

    Lori Sereditch
    14 Apr 2015 | 10:45 am
    Machinery gets jammed. For a worker that means an irritating delay. But from a safety perspective, that means the degree of danger just rose. A tragic case in point: A worker in a Pennsylvania printing company lost his life after trying to clear a clogged book-baler.Rescue workers found the worker under a pile of books, which had poured into the baler once the worker had removed the obstruction. The worker was not crushed to death, but suffered a heart attack, probably related to the injuries and the stress, and died later at a hospital.In cases like this, workers need to think about what…
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    Sales Training Blog

  • Apr 23, A Sales Language Mistake that You Could be Making Right Now

    23 Apr 2015 | 2:27 am
    This sales language mistake is made by sales people all the time and they don’t realise they’re doing it . It happens when they make first contact with a sales prospect and it stops any chance of closing a sale. It can occur on their very first question to a sales prospect. And I’ve heard this mistake on telesales calls, appointment setting, field sales prospecting and door knocking, and also in retail sales. Maybe you’re doing it and you are not aware of it. The good news is, once you are made aware of it you will make a few changes to the words you use and your results will show a…
  • Apr 17, Set Your Own Personal Targets

    17 Apr 2015 | 7:02 am
    Set personal targets that work towards you hitting your own goals not just your employers. When you go to work do you work to achieve what you want from life, or do you focus only on the targets that your employer sets When you work to targets do you only set a sales target in line with your employer’s sales targets? What if you set your own targets that will give you what you want to achieve from working. And what if you set a range of targets for sales activity and actions that make hitting your personal target easier. Businesses need targets, and so do top sales professionals. In this…
  • Apr 16, A Sales Agent could Work for Your Sales Team

    16 Apr 2015 | 9:46 am
    A self employed sales agent could be an alternative to a traditional field sales representative and may be the best way forward for your business.
  • Apr 12, Find the Best UK Sales Agents

    12 Apr 2015 | 3:00 pm
    Find the best UK Commercial Agents to sell your products and services by using our Maximum Response Service to advertise and promote your sales agent opportunities. With this one simple service you can quickly get your opportunity in front of UK independent sales agents that work on a commission sales basis. Just one price and one service and your advert for a sales agent will be: Advertised on the front page of the website. Sent to our register of self employed sales people. Promoted to thousands of followers on social and business media. To see how this service can make finding the best…
  • Apr 11, Use Emotional Sales Benefits to Close More Sales

    11 Apr 2015 | 12:34 pm
    Discovering the emotional sales benefits that your prospect wants will boost the impact of your sales presentation and close more sales. All sales people know about selling using features of a product. Many sales people know to use both features and benefits when selling. But only a few, well trained, sales people use emotional sales benefits to give their prospects what they really want and close more sales. So what is an emotional sales benefit? It’s the emotions a prospect wants to feel when the buy a product or agree to a service. It’s the feelings they want and they are looking for a…
 
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    TopLine Leadership » Sales Leadership Blog

  • Can Your Sales Managers Teach Your Reps to Hit Home Runs?

    Kevin Davis
    8 Apr 2015 | 10:46 pm
    Financial offerings warn that past performance is no guarantee of future success. Shouldn’t sales managers carry the same warning? Too many companies tend to shoot themselves in the foot by investing the bulk of their training resources on their sales … The post Can Your Sales Managers Teach Your Reps to Hit Home Runs? appeared first on TopLine Leadership.
  • 5 Reasons Why Sales Managers Don’t Coach

    Kevin Davis
    30 Mar 2015 | 12:32 pm
    Let’s do a countdown on the most common reasons I’ve observed about why sales managers don’t do enough coaching…  5. They mistake “inspection” for “coaching.” When I ask sales managers to describe what kind of coaching they do, a lot of … The post 5 Reasons Why Sales Managers Don’t Coach appeared first on TopLine Leadership.
  • Sales Leadership Lessons I Wish I Could Have Given to My Younger Self

    Kevin Davis
    1 Mar 2015 | 4:32 pm
    Like most sales managers, I spent several years as a sales rep before promotion to a sales management position. Here’s what I know now that I wish I could have advised my newly-promoted self back in the day: Your top … The post Sales Leadership Lessons I Wish I Could Have Given to My Younger Self appeared first on TopLine Leadership.
  • Sun Tzu’s Tip for New Sales Managers

    Kevin Davis
    4 Feb 2015 | 10:30 am
    Ann spent years developing into a stellar sales rep for her employer, a tech company. She had a well-earned reputation for producing results far beyond expectations. Six months ago, they rewarded Ann’s hard work by promoting her to the position … The post Sun Tzu’s Tip for New Sales Managers appeared first on TopLine Leadership.
  • How to Determine ‘Coachability’ in the Sales Rep Candidate Interview

    Kevin Davis
    22 Jan 2015 | 9:20 am
    Why waste time and resources hiring sales people who can’t or won’t grow on the job and end up taking up valuable space on your sales team? Unfortunately, that happens far too often. It’s true that some reps are naturals … The post How to Determine ‘Coachability’ in the Sales Rep Candidate Interview appeared first on TopLine Leadership.
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    VanillaSoft Blog

  • Call Center Rehab: A Seven-Step Program to Greater Profits with Reporting and Analytics

    Genie Parker
    16 Apr 2015 | 9:30 am
    Imagine a call system so sophisticated that it frees your time to concentrate on improving performance instead of spending hours manually collecting and gathering data to analyze; a system that lets you know what’s going on at each stage of the sales cycle to help increase close ratios. Well, this can be a reality with our seven-step rehab program to reform your call center. Build a first-class inside sales team by optimizing your team’s analytics and reporting: Use a smart sales CRM software with the right features to streamline data Monitor leads and record calls for quality assurance…
  • Sales Lessons from Better Call Saul

    Kevin Thornton
    13 Apr 2015 | 12:32 pm
    Do you have any Slippin’ Jimmys on your sales team? I admit it: I’m a fan of many AMC originals, and I am going to miss Better Call Saul tonight since the season finale aired last week. Last year I blogged about Mad Men’s Don Draper and the sales lessons he provides. Today I want to talk about the lessons you can learn from Better Call Saul. These lessons have to do with hiring and managing your sales team. Background on Better Call Saul Just in case you don’t watch the show, here’s the basic gist. Better Call Saul traces the evolution of James McGill into Saul Goodman, the shifty…
  • Effective Follow Up on Trade Show Leads

    Kevin Thornton
    10 Apr 2015 | 8:00 am
    If you are like me, you have already attended and/or exhibited at a few trade shows this year with more events right around the corner. You know the drill – hustle to get there, work for leads, get back to the office, then do it all again. Where sales & marketing professionals sometimes drop the ball is when they get back to the office. We get so busy preparing for the next event that we don’t always effectively follow up on the leads we got at the last show. That’s where an effective trade show follow up plan saves the day. Follow Up Waste The first thing you want to do is get your…
  • You Have to Kiss a Lot of Frogs to Find the Hot Leads… But Who Wants to do That?

    Genie Parker
    30 Mar 2015 | 12:06 pm
    In sales, we are all looking for the hot leads, but they don’t grow on trees. On the bright side, the sooner you can weed through the unqualified leads, the sooner you can get to the hot leads. In other words, you have to kiss a lot of frogs before you reach the prince (a.k.a. hot lead). If you take the proper steps to qualify and manage leads throughout the pipeline, sales reps can more successfully reach the prince and princesses and leave the frogs behind. Here are some amazing statistics: The analyst firm Yankee Group estimated that between 40% and 80% of sales leads are dropped between…
  • Phonathon Checklist: Focus on Donor Retention

    Kevin Thornton
    23 Mar 2015 | 5:00 am
    As Genie mentioned in a recent post, donor retention is a real problem for nonprofits: $92 lost for every $100 raised; 102 donors lost for every 100 gained. Not great. To help fundraisers address the issue of donor retention, we have put together this handy checklist. Want to learn more about running effective phonathons and telefundraising campaigns? Meet with us at the AFP International Fundraising Show — booth #800, or start your VanillaSoft free trial! Click image to open/download a PDF version   The post Phonathon Checklist: Focus on Donor Retention appeared first on…
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    RainToday RSS Feed

  • Turning Sales Teams into High-velocity Sales Machines

    28 Apr 2015 | 4:00 am
    Traditionally sales professionals participate in the sales process from start to finish. Some companies, however, have found a different structure works better. Following a model, in which sales professionals specialize in certain aspects of the sales process, they have increased sales closes by 300%. SalesLoft's Sean Kester explains.
  • Honesty Is Your Best Bet for Making a Sale

    27 Apr 2015 | 4:00 am
    Sales professionals worth their salt try to help buyers, not manipulate them. They understand honesty will take them a long way and will sustain their business much better than cutthroat sales tactics. Here's a look at how honesty can help you win sales and grow accounts.
  • 12 Super-short Emails to Revive a Dead Prospect

    24 Apr 2015 | 4:00 am
    Your prospect has stopped responding. Voice mail and email go unanswered. You're left wondering where things stand. Here are 12 super-short emails to help revive them—get them to declare yes or no—so you can move forward or declare them officially dead.
  • [Video] Why You Must Frame Your Sales Conversations with Assumptions

    23 Apr 2015 | 4:00 am
    We are told to never assume. In sales, however, you want to take an assumptive approach. When you assume your prospects have similar issues and concerns, you can frame your sales conversations to showcase your expertise. And buyers will be more interested in what you have to say.
  • Your Sales Career Depends on These

    22 Apr 2015 | 4:00 am
    Getting a job and advancing your career still has challenges. In addition to having the hard skills required—how to cold call, compose sales emails, write a proposal—sales professionals also need softer skills, such as collaboration, emotional intelligence, and observation.
 
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    amacus.net

  • Why Learning Beats Knowing in B2B Sales Productivity

    John Cousineau
    13 Apr 2015 | 1:35 pm
    In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know so much. … Continue reading →
  • How Lean is Your B2B Revenue Engine?

    John Cousineau
    2 Apr 2015 | 6:50 pm
    Authored by Ken Rowley, CRO, innovativeinfo.com [makers + providers of Amacus] In a recent post, McKinsey draws a connection between the ‘lean-manufacturing revolution’ and the belief that the same revolution is long overdue in marketing and sales. In doing so, … Continue reading →
  • Great. In B2B Sales, You’re Winning More Conversations. Now What?

    John Cousineau
    14 Mar 2015 | 11:16 am
    In B2B Business Development, good 1st conversations with buyers are the key to having more ‘next conversations’. It’s easy to say, but can be hard to do. Here’s why, and some things you can do about it. It’s often a … Continue reading →
  • Four Keys to Improving Your B2B Sales Productivity With More Meaningful Conversations

    John Cousineau
    7 Feb 2015 | 10:13 am
    Jim Ware @thefutureofwork wrote a thoughtful piece, recently on Conversations that Connect. Conversations shrouded with respect, curiosity, trust, integrity, openness, and a deep commitment to engaging. The kind we often have, instinctively, with those who are closest to us but … Continue reading →
  • 5 Simple Practices for Driving Aggressive Sales Growth

    John Cousineau
    24 Nov 2014 | 3:46 pm
    Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading →
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    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • Employers – Protect Yourself Today

    Derek ODwyer
    19 Apr 2015 | 11:57 pm
    No Contract of Employment – No Defence No Employee Handbook – No Defence No Job Description – No Defence When there is harmony in the workplace and everyone is working towards a common objective, no one ever thinks of contracts, job descriptions and employee handbooks. There is no need to because everyone is properly aligned. But things can and do change. External circumstances/influences can cause employees to becomes less satisfied at work, or less focused on their work. Changes internally in the organisation can lead employees to feel less valued and may cause them to…
  • You had me at hello!

    Derek ODwyer
    24 Mar 2015 | 2:01 am
    People will judge you within a few seconds of meeting you. It’s primarily a subconscious thing. If you are in business, it is very important that you make a good first impression because it increases your chances of doing business, it increase your chances of a profitable transaction, it rewards your marketing activity and it makes it easier for the customer to recommend you to someone else. “you never have to recover from a good first impression” While first impressions are created when you meet someone, they are also created: When one of your team meets a prospective…
  • What happens when a customer walks in…

    Derek ODwyer
    16 Mar 2015 | 2:17 am
    Believe it or not, we are creatures of habit who dislike change, love consistency and crave security. Knowing this, why do we not focus on delivering these things to our customers. If you asked the same customer to contact each team member you have and conduct a transaction with them, the results would shock you. Some team members would be very good, others great, other brilliant, others not so good. And sometimes, this is where the problem lies. It’s not that any team member wants to deliver a poor service, its that the service being delivered by different team members is in-consistent…
  • “We’re happy where we are at” they said…

    Derek ODwyer
    7 Mar 2015 | 9:09 am
    It’s 2015, nearly 7 years since the country fell into recession, massive drops in sales and profits, ongoing battles for survival, struggles with rents, rates, materials costs, creditors, energy prices. Many firms did not survive but thousands did survive. And they continue to survive. And they continue to work very hard and they continue to pay themselves very little and they hope that one day they may be able to pay themselves a bit more. I met a business owner last week and as they outline the above situation for me, they also said they were happy where they were and did not want to…
  • Find a way or make an excuse? your choice…

    Derek ODwyer
    23 Feb 2015 | 2:52 am
    Very often I speak to clients who tell me that they want to grow the business, who understand why they might not have grown over the past few years, who understand what they need to do to make a change… But do nothing. And I wonder if they really do want to grow and increase profits in the business. They assure me that they do. So why this conundrum? There are a number of reasons why people stay where they are as follows: 1. Fear: Over the past number of years, the era of AUSTERITY has really taken hold and many business owners are fearful of venturing out to new territories, grabbing…
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    Daily Sales Thoughts

  • Sales Thought: Becoming a Next Level Seller is not a 40 hour a Week Lifestyle

    Daily Sales Thoughts
    24 Apr 2015 | 4:02 pm
    If you plan to make your living in sales, and want to be good at it, plan on it being more than the average number of hours in a week. If you want to be successful, Plan on it being something where you are always improving.  I am not suggesting you work 24/7.  There a couple of things I recommend every seller do to understand where they are on a consistent basis: Determine on a Regular basis, a list of Start/Stop/Continue behaviors.    It does not mean you blow everything up all the time, but you should take an Outside In View of your work, and see what is working and what is not. In…
  • Sales Thought: Key Words in Account Execution Planning: Repeatable, Patience, Execution

    Daily Sales Thoughts
    20 Apr 2015 | 3:28 pm
    Account Execution Planning is not easy if done correctly. This is because there are many factors to take into consideration. For those of you who are reading to know how to “Check the Box” faster, You can stop now.  I don’t want to waste your time! The Top 3 Factors: 1.  Repeatable: The Process must be Repeatable.  Every plan is different and unique BUT the Process for Developing the Plan Needs to be Repeatable. 2.  Patience: If you are looking for Quick Hits all the time, you are going to be Disappointed.  However, will a well Crafted Plan, Revenue will flow from it on…
  • Sales Thought: Execution is Everything – Great Sellers are Relentless Executors

    Daily Sales Thoughts
    15 Apr 2015 | 12:53 pm
    This theme has been Repeated, but it is a Key Element of Selling. We live in a Technology Centric world.  Everyone has Information via a Variety of Devices.  Whatever you are selling, it is likely our Perspective Customer Comes in with a pretty good understanding of the product you are Selling! Great Sellers ALWAYS Execute on Process.  Most Great Sellers know that they have a closable Opportunity because they have Implemented and are Following a Process that will take them to the End of the Cycle. It does not matter what you sell.  Without a Defined Process, you simply Hoping that your…
  • Sales Thought: Vision Reset or Extension – Why Being Late Does Not Always Mean Losing!

    Daily Sales Thoughts
    14 Apr 2015 | 5:31 am
    There are those who say that being “Late To The Game” when a Customer is Evaluating something means you Can’t Win. I have seen Sales People even decide not to compete because they were not First in the Evaluation. Great Sales People Learn a Very important Skill Called Vision Reset. If a Potential Customer has a Good Idea of what they want- and that Idea or vision was set by another Vendor it can be difficult.  However, many deals have been won by a Vendor who came late to the Evaluation, and without Telling the Customer what they were looking for was not Right, they did a…
  • Sales Thought: Making Initial Sales Calls, you need to learn from each of them to move forward!

    Daily Sales Thoughts
    12 Apr 2015 | 12:55 pm
    As you are making initial Calls and trying to figure out what to say, it is about  understanding that you need to Always Be Learning!  No matter what you say, it is not going to work at first.  The key is not get Frustrated.  Learn what words make sense and what don’t.  Determine the right Questions to uncover Real Motivation for Each Customer. We are in the Day and Age where There is a TON of information out there and the Customer THINKS they know everything about your Product  It does not matter if they do or don’t.  They think they do! There very few “Better…
 
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    Kelley Robertson: Fearless Selling Blog

  • A Simple Sales Lesson; Rock Band Style

    Kelley Robertson
    27 Apr 2015 | 4:45 am
    Classic Albums Live is a Toronto-based band that earns a living playing full versions of albums from some of the most popular ‎and recognized bands. I have seen them perform twice and both times their performance has met the expectations of “note for note, cut for cut” which is their tagline and claim to fame. ‎Let’s think about what it takes to execute. One album they play is Pink Floyd’s Dark Side of the Moon. This album was on the music charts for 741 weeks‎ (that’s more than 14 years!) and sold more than 50 million copies. With that kind of recognition, you know…
  • 5 Critical Topics You MUST Explore

    Kelley Robertson
    13 Apr 2015 | 6:36 am
    During my tenure as a trainer and keynote speaker on sales, I consistently notice that sales people fail to ask enough questions when they meet with new prospects (and existing customers). This infographic outlines the power of questions and the 5 critical topics you MUST explore. If your team has ambitious sales goals, perhaps we should talk. I can show them how to ask more insightful questions that will lead to more sales opportunities, less price resistance, and more signed deals. Contact me at 905-633-7750 or by email.   
  • Increase Your Sales Productivity with this Killer Strategy

    Kelley Robertson
    13 Apr 2015 | 4:45 am
    Bert is a sales person who is tasked with account management AND prospecting for new business. Each day he has good intentions of calling new prospects to secure appointments. However, he constantly gets interrupted with calls from customers who; have questions, are experiencing a problem that needs a resolution, or who want to meet with him. Add to that the distractions and interruptions from internal staff, colleagues and demands from his boss. By the end of the day, he realizes he failed to make a single prospecting call or schedule an appointment with a new prospect. He sighs and vows to…
  • Are You Disrespectful Like This Sales Rep?

    Kelley Robertson
    6 Apr 2015 | 4:45 am
    During my sales training workshops, we often discuss the importance of sales people valuing their time and effort. This is important because many sales people underestimate their value or sense of worth. I am big believer that although senior decision makers may earn a higher salary, as sales professionals we bring enormous value to them and their company. However, this mindset can backfire and have serious repercussions IF we take it too far and act too important. I recently worked with a sales team and one individual was constantly late. Not just for our appointments and training sessions,…
  • What Can Minnesota Fats Teach You About Selling?

    Kelley Robertson
    23 Mar 2015 | 4:45 am
    The other night I was watching a few people play pool and it was obvious that one of the individuals was clearly better than the other. However, they were both better than I can ever hope to be (my game is darts). In its basic form, billiards is a game of angles. Great players know what angles to use; from bank shots, to combinations and even simple straight-forward shots. However, there’s a lot more to it than that. In addition to calculating ball spin (cue ball and object ball), you need to anticipate where the cue ball will ‎end up after each shot and set up your next shot or…
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    Sales Coaching Blog

  • Average Leadership...the #1 Threat to Your Company

    16 Apr 2015 | 7:23 am
    Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.
  • Sales Coaching in 3 Steps

    14 Apr 2015 | 8:43 pm
    I have to brag. Last week, my bracket won my neighborhood’s NCAA college basketball bracket competition. My winnings were a pair of Utah Jazz basketball tickets and I happily sent my husband and son off with them to stuff themselves with concessions junk food. Regardless of the win, the real joy of March Madness is watching the games with my 8-year old son. He’s such a sports nut that he takes in every second of every game. At the end of the Kentucky versus Notre Dame game, he was asking how Notre Dame could have knocked off a number one seed with a perfect record. His logical brain just…
  • Sales Coaching: Learning from the best

    14 Apr 2015 | 6:53 am
    I'm thankful for all of the average teachers and coaches I've had in my life, for without them I would not know what it felt like to have a truly great coach. Also, I would include all of the crappy teachers and coaches in this mix as well because learning from the worst has its merits too. However, for the sake of this brief flow of consciousness I am only going to focus on the elite.
  • 5 Quick Sales Coaching Tips

    2 Apr 2015 | 6:01 am
      Why coach? It's really the same question as 'why lead?' But how best can one sift through all of the information available today for sales leaders in order to find that nugget of information that will enable you to create opportunities for sales growth? It's easy. There are 5 simple coaching activities that can help you drive sales by executing on a regular basis. The motivation for a sales rep to perform all begins with the quality of relationship that they have with their manager.
  • A New Sales Coaching Best Practice

    31 Mar 2015 | 4:39 am
    Everyone in a leadership role should take the time to look outside of their own market for growth opportunities.  There are so many ways we can grow from learning why and how others do things, for new development ideas can come from anywhere as long as we are bright enough to look and ask for them.  As a result, I feel sorry for those who work for leaders who do not continually stretch their own minds and are open to new ways of growing sales. Having said that, we should all take the time to dream, to think about the future, look for possibilities of what could be and not just what…
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    Sales Enablement Perspectives

  • Manage Mechanics, Navigate Dynamics

    Tamara Schenk
    26 Apr 2015 | 11:46 pm
    Sailing the ocean requires mechanics and dynamics. What you learn as a sailor are various mechanics – what to do and how to do it on the ship. You have to become an experienced practitioner to be ready to sail the ocean. In addition, you learn the essentials of how to navigate, first in theory, later in practice. You build your sailing experience on all the things you can control – managing the sailing mechanics – and on your ability to navigate nature’s dynamics successfully. Mechanics describe precisely in which way something is done or operated. Imagine the steps (mechanics) you…
  • Sharing, Participating, Contributing – The Knowledge Shareconomy

    Tamara Schenk
    19 Apr 2015 | 11:55 pm
    “The more we share, the more we have.” ̶  Leonard Nimoy This is not only true for our personal lives, but for professional selling as well. But changing to a sharing and learning organization is more challenging in sales than in other functions, because for decades salespeople have the habit of hoarding their knowledge. Sharing is a cultural shift that’s triggered by information symmetry on the Internet, by people’s increasing sense of limited resources on Earth, by information technology that empowers people to connect together on various platforms and by a broader economic…
  • Why Being An Expert Requires Expertise To Make A Difference

    Tamara Schenk
    13 Apr 2015 | 12:20 am
    “The top experts in the world are ardent students. The day you stop learning, you’re definitely not an expert.” –Brendon Burchard What is an expert in sales?  Often experts in sales are considered as people with in–depth knowledge about a provider’s products and capabilities. Experts in sales often have specific titles, such as solution sales, presales or sales engineers. What about the customer knowledge? How relevant are competencies to being an expert in sales? In today’s complex and continuously changing world, defining what an expert in sales really means becomes a…
  • Providing Perspectives – A Dynamic Customer-Core Engagement Principle

    Tamara Schenk
    7 Apr 2015 | 1:38 am
    What does “perspective” mean? Is it just a breathtaking view you can enjoy standing on the top of the Eiffel Tower or on top of the Empire state building? In complex B2B sales, we have to deal with various customer stakeholders who come from different functions, roles, and backgrounds. Their degree of involvement regarding a specific situation is different, and their ideas about how to master the challenge are different across the customer stakeholder community. Now, let’s see what perspective means from a sales professional’s point of view. Providing perspectives is an engagement and…
  • Adaptive Competencies – Key Differentiator of World-Class Sales Performers

    Tamara Schenk
    30 Mar 2015 | 12:02 am
    Did you watch the ski world cup in Vail, Colorado a few weeks ago? Try to put yourself in a world-class skier’s shoes and imagine being on the racing track and performing the downhill race. Knowing the racing track is one thing. Knowing that the weather and snow conditions will change while you wait for your turn is another thing. But being able to quickly adjust your decisions, strategies, tactics, actions, and behaviors to the new and changed conditions, and all of that without losing speed – that makes the difference. This is an excellent example of adaptive competencies in action.
 
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    Pipedrive Blog » Sales Tips

  • What the French and Polish Can Teach Salespeople About Lunch

    Timo Rein
    27 Apr 2015 | 3:41 am
    Finding out how salespeople work and what keeps them going is big part of our job as the developers of software that should help them sell better. Sometimes, this research brings interesting insights into the different habits of salespeople around the world. This exact situation happened just recently – we analyzed over 1 million anonymized sales activities that were recorded in Pipedrive, and one of the interesting insights we saw was that… The way salespeople around the world eat lunch and how it affects their productivity is very different. So here goes a side-by-side comparison of…
  • How to Set Great Sales Goals That Bring Double Digit Growth

    Timo Rein
    11 Mar 2015 | 3:18 am
    Number one sales tool Every self-help book, motivational seminar and sales training weekend hammers the idea of goal setting into us. The reason for this is that setting a solid goal adds tremendous power to your efforts. However, we’re not here to convince you to set sales goals. You’ve come to understand that by yourself. Instead, we are going to focus on how to set the right sales goals – those that will help you manage your sales pipeline in such a way that will help you achieve double digit growth in your sales results. Here’s the thing – there are good and bad goals…
  • Why New Year’s Resolutions Are Great – If You Make Them Great

    Peep Vain
    30 Dec 2014 | 1:18 am
    Will 2015 be a truly great year for you? No, really. There’s no reason for it not to be great. There’s a point around midnight on New Year’s Eve when you can almost smell everything the new year has to offer, and yet many of us end up having a year that is not bad, but also not great. Now, how can you achieve genuine results from New Year’s resolutions? The short answer is: people usually talk the talk, but don’t walk the walk because New Year’s resolutions aren’t ordinary decisions. There’s no clarity, certainty, right motivation, or commitment involved, and this makes it…
  • How Increasing Sales Velocity Will Radically Improve Your Sales Results

    Timo Rein
    11 Dec 2014 | 3:42 am
    There is one secret to sales improvement seasoned sales pros know and follow. Everyone with years of experience under their belts keep repeating this: you should increase the speed at which you work a deal. Push deals quicker through the sales pipeline. Drop the wrong prospects early. Get to NO faster. That’s the mantra. There are three lessons to learn about sales velocity. How does deal velocity affect your sales? How to increase deal velocity? When to declare a deal lost? The outcome of these lessons will teach you an important principle that has received very little attention in sales…
  • 5 Best Twitter Sales Tips From November

    Ott Ilves
    27 Nov 2014 | 5:27 am
    To get the week off to a good start, we have some good advice from Butch Bellah: Learn to LOVE Monday. An entire week of opportunity awaits you. #salespowertips — Butch Bellah (@salespowertips) November 24, 2014 The most actionable sales tip this week: Referred leads are usually the easiest to close. Don’t be afraid to ask for them #salestips — Tom Hopkins (@TomHopkinsSales) November 23, 2014 Didn’t get a reply at your first go? It pays to follow-up with your emails, according to Yesware:  The Complete Follow-Up Email Frequency Guide [New Data] http://t.co/qNopeoQPoE…
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    Margie Albert

  • Breaking Broadcast News – How to lose customers

    Margie Albert
    23 Apr 2015 | 12:48 pm
    In February my husband and I decided to cancel our expensive health club membership. We expected to be billed for February but we were billed through April. When I questioned what was happening – well, that’s when the “fun” began. I stopped by the Club and was told I had to speak to a specific person who was not in. I should call her the next day – not “may I have her call you tomorrow?”  I called her and she decided to tell me immediately about their policy which went into billing cycles, the fact that my husband canceled his membership before I canceled mine, blah, blah,…
  • Breaking Broadcast News – how to lose great salespeople

    Margie Albert
    13 Apr 2015 | 2:44 pm
    Finding and retaining great Broadcast Salespeople is becoming harder daily. Here are a few sure-fire ways to drive your good ones away: Changing commission plans frequently Reducing commissions if a salesperson produces big sales – that’s punishment! Refusing to compensate salespeople on profits verses dollar amount – commission rates should be based on what you want sold Making salespeople spend more time in the office doing reports, paperwork, and other tasks that could be handled by an assistant Hiring just to fill positions – “need people on the street” attitude demoralizes…
  • Breaking Broadcast News – Unique?

    Margie Albert
    2 Apr 2015 | 11:37 am
    Have you ever thought about what makes you as a TV station or a Sales Manager or an AE unique? In fact, are you really unique? What do you do that is so different? And if you aren’t truly unique how can you have a competitive advantage? Many of us have spent the bulk of our careers lowering the expectations of our advertisers. Now don’t get defensive!! Think about it. We post to 90%, we offer make goods or credits rather than honoring the initial buy, we don’t guarantee results (only 90% of points purchased!), and we get irritated when the “cost per pointer sisters” beat us up. In…
  • Breaking Broadcast News – Resort

    Margie Albert
    12 Mar 2015 | 9:21 am
    Seems like many people are vacationing this time of year and visiting resorts around the world. I got to thinking about the word “resort” and it hit me. Re-Sort! Vacation is a perfect time to re-sort priorities whether they be work, family, financial, hobbies, etc. When in our “real” lives we get so caught up in the day-to-day that we forget to create our own happiness! And a resort may stimulate a re-sort! Here are some questions to ask yourself (directed at broadcast sellers but can be applied) to begin re-sorting your broadcast life as part of your “real” life: Do you…
  • Broadcast Breaking News – Please Shut Up and LISTEN

    Margie Albert
    12 Feb 2015 | 2:23 pm
    OK, I know that sounds rude! Sorry but— We all seem to want to prove ourselves quickly and, for some reason, think that means talking! We prepare questions to “understand better.” Lots of questions! But the truth is, it is often an excuse to let the advertiser think we care and it gives us a chance to talk! Please, shut up and LISTEN! The attention span of human beings has declined to the point where it has passed the goldfish. A goldfish can maintain attention for 9 seconds. Our attention span has declined to 8 seconds. –VP of Media and Consumer Engagement at Kraft. “Seek…
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    Theresa Delgado

  • The Art of Selling High-Ticket Products

    Theresa Delgado
    23 Apr 2015 | 7:00 am
    Earning money selling low and mid-priced products can be very lucrative. If you work hard, churn out regular products, market and promote and repeat, you can make a good living. However, most business owners are leaving a lot of money on the table by not selling high-ticket products. When it comes to promoting products, most people stop just before the high-ticket items when creating their product funnel. Their funnel might look like this: List subscription > freebie download > 19-dollar eBook > 49-dollar small-priced item > 197-dollar mid-priced item… and then that’s…
  • The Power of Using Psychographics in Selling

    Theresa Delgado
    14 Apr 2015 | 7:00 am
    Who are you selling to? Chances are, if you look at your customers, they have some commonalities. They share characteristics. For example, you might look at your customers and notice that they generally have the same income or annual profits, depending on your market. The majority of your audience might come from a specific region of the country or have a similar ethic background. If you drew a diagram, you’d start to see that your audience has many overlaps. You’d start to get a picture of your average customer. However, this diagram would be a bit limiting. You might see that the…
  • Team Building Activities: How to Increase Employees’ Self-Awareness

    Theresa Delgado
    2 Apr 2015 | 7:00 am
    Team leaders are often put in the position to help with team building activities that will help their employees increase their self-awareness. They know that team members who feel good about themselves are able to focus better, take less time off and are generally better able to get along with their coworkers. On the other hand those with low self-awareness can make more mistakes, hesitate in doing their best and may even work slower. The morale level of your workers should be addressed for ways to boost it up. Group activities, motivational tools and individual learning exercises work well…
  • Leveraging Personality Traits for Massive Business Success

    Theresa Delgado
    27 Mar 2015 | 7:00 am
    When it comes to succeeding in your career, introspection is a powerful catalyst to ensuring your success. Thankfully, today you have access from the comfort of your home to uncover your personality traits. The Myers & Briggs Test is one technology that until now was only used in large corporations, psychological circles and education settings. If you want to know more about yourself, you can spend as little as 15 minutes taking a test that will give you tremendous insight into your own psyche. You’ll learn about both positive and negative factors of your personality that affects all…
  • Say Good-Bye to Unsuccessful Business Growth Tactics

    Theresa Delgado
    10 Mar 2015 | 9:25 am
    Everyone wants to grow their business but sometimes it is difficult to decide which business growth tactics to use. Before coming up with the right growth tactics, it’s important to understand the difference between strategy and tactics. A strategy can easily be defined as a goal or an idea. For example, “getting more customers” is a strategy. How you go about getting more customers is a tactic. To get more customers (strategy) you might want to use a referral program (tactic), get more active on social media (tactic), research your positioning in the market to see if a change is…
 
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    Star Results

  • Are You Leading Your Team to Defeat?

    Steven A. Rosen
    28 Apr 2015 | 5:24 am
    Sales Executives: Are You Leading Your Team to Defeat? The sales force is seen as the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive environments and declining sales and profits. As a result, sales executives are tasked with finding ways to maximise the productivity and performance of their sales team. With so many new apps and technology solutions that claim to improve sales rep productivity, sales executives are hard pressed to look at technology as the solution to performance. I am not…
  • Learn How to Improve Sales Performance

    Steven A. Rosen
    16 Feb 2015 | 10:17 am
    Announcing The Inaugural Toronto Sales Performance Summit Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way. As a result, we have developed the Toronto Sales Performance Summit. THE CHALLENGE: Nearly half of sales reps did not achieve quota over the past few years. The challenge and opportunity for sales leaders is…
  • The Sales Manager’s Success Checklist

    Steven A. Rosen
    9 Feb 2015 | 11:50 am
    By Steven A. Rosen January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer. How can you assess if you are on track? It is far to early to look your at sales. Go through the checklist below and see how many items you have completed to ensure that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.               The STAR 10 Point Checklist 1. Have You Identified Your 2-3 Key Success Factors? As…
  • Sales Management Book of the Month

    Ken Thoreson
    22 Jan 2015 | 6:29 pm
    Slammed: For the First Time Sales Manager I wanted to share a new eBook “SLAMMED!! For first time sales managers” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:” I know that sales managers can use all the help they can get. With a lack of on boarding and training for new sales managers it is sink or swim. New sales managers are feeling like they have gotten SLAMMED! Ken was gracious and shared one chapter from his book; there are 56 additional chapters in this book. I…
  • Sales Management Tip #27: Manage Your Own Motivation

    Steven A. Rosen
    11 Jan 2015 | 1:23 pm
    Happy New Year. To start the year I thought I would share one of my favourite Sales Management Tips. Whether you are a new or tenured sales managers it is critical that you manage your own motivation. Welcome to management. As a rep you lived in a highly supportive environment. In management the environment is less supportive and filled with stress. It is incumbent on you to stay inspired so you can inspire your sales people. The word inspiration comes from the Latin word “spiarae” which means to breathe, to live. I have found that there are many ways to keep oneself motivated. You can…
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    Sales Engine

  • 8 Sales Coaching Tips for 2015

    Jenny Poore
    22 Apr 2015 | 1:00 am
    This guest post was submitted by Alison Brattle of AchieveGlobal If you’re having problems with unmotivated salespeople, it might be time to rethink one or two aspects of your sales coaching strategy. Many leaders erroneously think of motivation as a system of balancing rewards with punishment, alternatively meting out bonuses or threats in the hope that unmotivated employees will become more productive. However, numerous recent studies based on Richard M. Ryan and Edward L. Deci’s Self Determination Theory, have shown that this type of approach simply doesn’t produce long-term…
  • How to Get Your Prospect To Create Their Own Urgency To Buy

    Jenny Poore
    16 Apr 2015 | 1:00 am
    This guest post was submitted by Felicia Spahr. Back when I was a marketing consultant, I was quick to become a student of any persuasion books I could get my hands on. Like most salespeople, reading Robert Cialdini’s Influence changed how I thought about the art of getting people to do what you want them to do. So when I discovered how to use ‘scarcity’ in selling, it seemed like a magic pill you could put onto any sales pitch or marketing campaign and Voila! You have a buyer. What the principle doesn’t take into consideration is that not all people are ‘easy sells’, despite…
  • Small Businesses: Stop Hiring High Paid Sales People!

    Jenny Poore
    13 Apr 2015 | 11:00 pm
    This post was submitted by Blake Johnston of Klaire Ryan Consulting So your startup or small business is ready to take off and you need to hire salespeople.  As the owner, there are too many other projects for you to tackle and you need someone dedicated to finding and closing new business.  Most owners think they need to hire a rock star salesperson with a track record of closing business in their industry.  That rock star sales person usually demands a six figure base and a total comp package way north of six figures.  In most instances, this type of hire is going to be a failure. …
  • Are You Influential Monday To Monday?: 6 Communication Must-Haves

    Jenny Poore
    2 Mar 2015 | 9:00 pm
    Guest Post Submitted by Stacey Hanke of Stacey Hanke, Inc Are you consistent from Monday to Monday? Do you put on your “A” game with the same level of effort, focus and preparation for ALL conversations as you do for high- stakes presentation or sales pitch? Influence from Monday to Monday requires you to be consistent with how you deliver a message and the words you speak during all interactions and through all communication mediums. This high level of communication takes discipline, hard work and a lot of focus. Begin communicating with influence today by applying the six must-haves:…
  • 5 Things You Must Do The Day Before Meeting With A Prospect

    Jenny Poore
    17 Feb 2015 | 9:23 am
    One of the easiest ways to fail as a salesperson is to avoid preparing for an upcoming meeting. Too often, salespeople show up to a prospect’s office with a fly-by-the-seat-of-our-pants approach and cross our fingers that they’ll buy what we are selling. For example, how often have you… arrived at a meeting without a proper agenda? forgotten your personal business cards? neglected to send an email confirming the meeting beforehand? chosen not to do your research about the person with whom you’re meeting? While these actions may sound simple, they are essential steps in…
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    RAIN Selling Blog

  • On-Demand Webinar: 5 Elements of World-Class Sales Training Programs

    23 Apr 2015 | 11:00 am
    The most successful organizations implement a systematic sales training process for getting sellers up to speed quickly, developing the skills and knowledge they need, supporting their ongoing sales efforts, and driving top sales performance. But how exactly do they do this? In the new webinar 5 Elements of World-Class Sales Training Programs, RAIN Group President Mike Schultz provides insight into how the most successful organizations structure their sales training initiatives to produce sellers who consistently exceed their targets and bring in the most revenue. Click here to watch the free…
  • [New White Paper] World-Class Sales Training: How to Build and Implement Your Own Sales University

    14 Apr 2015 | 10:00 am
    Sales training is often approached with a car wash mentality: You're in, you're out, and you're ready to sell. But this isn't how real learning happens. This isn't how you help sellers raise the bar and change how they sell. It's time for an entirely new approach to sales education; an approach that overhauls the way sales training is conceived, designed, and executed over the long-term. An approach that drives real behavior change and results. In this white paper, Mike Schultz and John Doerr, Co-Presidents of RAIN Group, show you how developing a sales university not only builds sales team…
  • 4 Decision Roles in Every Sale

    9 Apr 2015 | 8:00 am
    "It was like a phantom swooped in in the eleventh hour and killed the sale." We've all been there...You had a series of great meetings. You built rapport and developed a strong, trusted relationship. You uncovered (and got agreement) on the buyer's needs—needs that they didn't even know they had. You spent days working with your delivery team to scope the project and craft the proposal. You sent it off to your contact and called him at the time you had scheduled to review it: Buyer: "Thanks for putting this together. You've really hit the nail on the head outlining our…
  • Infographic: 10 Steps for Growing Your Key Accounts

    1 Apr 2015 | 10:00 am
    Retaining current customers costs 6-7x less than acquiring news ones, and improving customer retention rates by a mere 5% can increase profit per customer by 25%-95%. So it makes sense that top companies focus on building relationships, increasing loyalty, and selling more to current customers as a growth strategy. Based on our extensive research in strategic account management, we've identified 10 steps you can take to replicate their successes. View the infographic now.
  • Likability in Sales – Does it Matter?

    25 Mar 2015 | 10:00 am
    Years ago, I was working for a company that had just made the decision to go public. After a lengthy deliberation, the company chose a particular big-five firm (at the time there were five) to handle the preparations for our public offering. Curious, I asked the chief financial officer how he made the decision. He invited me to his office and showed me a chart of all the qualifications and decision criteria and how each firm stacked up. It was obvious there was a clear winner. Then he asked me if I wanted to know how he had really made the decision. Of course, I said yes. He said, "Close…
 
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    The Richardson Sales Excellence Review™

  • Tips for Using LinkedIn as Part of Your Sales Prospecting Strategy

    Nancy Sells
    27 Apr 2015 | 6:29 am
    Tips for Using LinkedIn as Part of Your Prospecting Strategy With “Sells” as my last name, it seems inevitable that I would make a career in sales. I not only love sales, I love corporate B2B sales, even as the playing field has changed considerably during my career. When I started selling in the late 1980s in Los Angeles, we didn’t have cell phones. You had to pull over on the freeway, find a payphone, and keep a pocketful of quarters. Now there are cell phones, the Internet, and social media platforms as tools of the trade. I often ask the 20-somethings in my training sessions to…
  • New Reporting Analytics Platform Launched for Richardson’s Sales Training Reinforcement Tool

    James A. Brodo
    24 Apr 2015 | 11:33 am
    New and Improved Reporting Analytics Platform Launched for Richardson’s Sales Training Reinforcement Tool, Richardson QuickCheck™ Philadelphia, PA — April 24, 2015 — Richardson, a leading global sales training company, announced today the launch of a new and improved, back-end, real-time reporting analytics platform that will further enhance the effectiveness of their award-winning, mobile sales training reinforcement tool, Richardson QuickCheck® powered by Qstream®. Richardson QuickCheck is an e-mail-based program that leverages salespeople’s mobile devices in order to deliver…
  • Social Selling: What It Is and What Sales Reps Should Be Doing

    James A. Brodo
    22 Apr 2015 | 6:16 am
    Social Selling: What It Is and What Sales Reps Should Be Doing The old ways of selling are gone. In fact, you could say that the cart has officially come before the horse. The “cart” is, of course, a shopping cart (or the moment that a decision is made to buy offline in B2B terms), and the horse is the informed and influential salesperson. The reason for this turn of events is clear and simple: the Internet. The familiar scenario of the bygone era in which the seller educates, informs, and convinces the buyer seems quaint now. As a buyer, can you imagine not researching something that you…
  • Benchmarks to Becoming a Trusted Advisor

    Henri Barber
    20 Apr 2015 | 5:53 am
    Benchmarks to Becoming a Trusted Advisor In our  last blog post we  discussed, as a trusted advisor,  how to earn your seat at the table as part of the buying process so that you are able to help shape opportunities rather than just react to them. Today we are going to review the road to becoming a trusted advisor to buyers and the several relationship benchmarks that sales professionals need to keep in mind on their journey. Few things are more important than preparation when meeting with a buyer. How well you prepare can immediately differentiate you from the competition. The focus of…
  • Becoming a Trusted Advisor Can Earn You a Seat at the Table

    Henri Barber
    15 Apr 2015 | 7:44 am
    Becoming a Trusted Advisor Can Earn You a Seat at the Table “The hardest thing about B2B selling today is that customers don’t need you the way they used to.” That is the first sentence of “The End of Solution Sales,” an article about the changing environment in business-to-business (B2B) sales that appeared in the July 2012 issue of Harvard Business Review. At the heart of the matter lies the fact that buyer behavior has been radically altered by the Web, even in just the last few years. We have all seen the now magical statistic many times that buyers are 60% of the way through…
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    Lattice Engines

  • What Does it Takes to be a #MKTGgenius?

    Amanda Maksymiw
    24 Apr 2015 | 3:00 am
    For the past few weeks we have been celebrating the marketing elite and inviting extraordinary marketers to join the Society of the Secret Sauce. We unveiled the charter members of the Society and shared its manifesto. We even got a few marketing geniuses to share their secrets in a few interviews – check out responses from Matt Heinz, Ann Handley and Alex MacLean. We also had some fun at a few recent events and interviewed several marketing geniuses on their secrets. Watch the following playlist to hear from Jesse Noyes of Kapost, Matt Heinz of Heinz Marketing, Alex Krawchick of…
  • Intent Data in 90 Seconds

    Amanda Maksymiw
    23 Apr 2015 | 8:23 am
    B2B marketers have known for a long time that the ability to track online behaviors is really critical to understanding buyer intent. Marketing automation only gets us part of the way there since it only has visibility into what happens on our own online properties. That’s where intent data comes in. Watch this short video with several members of the Lattice team to learn about our view of intent data. Additional resources on intent data: Find Buyers Before They Come Knocking On Your Door The Importance of Looking at All of the Data (Not Just Intent Data) The post Intent Data in 90…
  • The Rise of the Marketer

    Amanda Maksymiw
    21 Apr 2015 | 12:38 pm
    With advances in technology, marketing moments with prospects and customers are occurring in more and more places – through websites, advertising, social channels, trade shows and more. This is evolving the role that marketing plays within the enterprise, as marketing teams become less siloed, and more of a horizontal function across the entire company. In this role, marketing can have an impact throughout the entire company. In fact, studies from McKinsey show that companies investing in advanced marketing and sales capabilities have 30 percent higher revenue than those that don’t. And…
  • #MKTGNATION: Rev Up Your Lead Engines with Predictive Scoring

    Amanda Maksymiw
    15 Apr 2015 | 3:35 pm
    Marketo’s Marketing Nation Summit is in full swing. As you walk around 4th and 5th Streets in San Francisco, you’ll be hard pressed to avoid the throngs of marketing geniuses, adorned with purple badges, fueling up on Starbucks and heading to Moscone to soak up as much knowledge as possible. Day 1 was full of great inspiration from the Phil Fernandez, Arianna Huffington and John Legend keynotes, along with the lively breakaway sessions. Our friends at LinkedIn gathered up seven takeaways, if you are looking to get a quick recap. The Rise of the Predictive Marketer Earlier this morning,…
  • Ann Handley, #MKTGgenius: Write On

    Amanda Maksymiw
    10 Apr 2015 | 3:00 am
    I was lucky enough to catch up with one of my favorite marketing geniuses, Ann Handley of MarketingProfs. Ask any marketer who their top marketing crush is and it will be Ann. She’s a humble, funny and smart resource on all things marketing. Read her Q&A below and be sure to check out her perfectly-titled session The Secret Sauce in Your Content Barbecue on April 14 at 4:30pm if you are heading to Marketo’s Marketing Nation Summit. What is the secret to your success in marketing? Writing well. When I was in college, my professor told me that the most powerful skill in any…
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    Grow My Revenue

  • Why Worrying About Competition Can Destroy Your Business

    Ian Altman
    21 Apr 2015 | 8:57 pm
    As published on Forbes.com I was delivering a workshop last week for a leading manufacturing company. The company is so progressive that they invited their distributors from around the globe to gain and share insights into how they can improve the way they sell to their mutual customers. The participants were completely engaged, and actively participated throughout the program. Toward the end of the program, one of the reps for a distributor said “The competition is offering a program where they drop off inventory at the customer’s facility. Once a month, they come out to take inventory…
  • Build A Sales Culture For Growth Across Your Organization

    Ian Altman
    14 Apr 2015 | 9:05 pm
    As published on Forbes.com One of the most common questions I receive at my keynote addresses and workshops is how to infuse an organization with a culture of sales for growth. The top companies seem to just ooze an atmosphere of enthusiasm and opportunity. They attract talented employees, and those employees act as a magnet to attract the best customers. Eventually, you build a sales culture for growth across your organization. But, how do you build a sales culture? It’s not like you can order a shipment of culture from Amazon. Or, can you? Amazon owns Zappos, and Zappos offers a free book…
  • Why Your Business Must Embrace Social Media Yesterday

    Ian Altman
    7 Apr 2015 | 8:31 pm
    As published on Forbes.com For years I thought “I don’t care about social media. My business isn’t one of ‘those’ businesses.” Maybe you’ve been thinking the same thing. Perhaps you decided to dip your toes in the water, but you’re certainly not going to make a serious investment. How would you calculate the ROI anyhow? I’ve had some good and not-so-good interactions with companies through a variety of channels in the past month or so. It was shocking to see how differently each company chose to embrace (and in some cases ignore) social media. The Evolution of Social Media…
  • How To Avoid Blowing Important Client Meetings

    Ian Altman
    1 Apr 2015 | 6:10 am
    Susan was pursuing a huge deal for her company. This was the kind of deal that had the potential to double their business overnight. When the customer started applying pricing pressure, Susan responded in a confrontational way. As the two started arguing, Susan knew the deal was lost. After all, this was not the right way to start a business relationship. Susan blew it. The deal was lost. After licking her wounds for a while, Susan called me for advice. I asked her how often she and her colleagues practiced high-pressure business conversations. Susan said, “We hate doing role play! It…
  • Why Nobody Smart Charges for Wi-Fi

    Ian Altman
    24 Mar 2015 | 11:56 pm
    As published on Forbes.com Walk into any bookstore, Starbucks, or Panera, and you can count on Wi-Fi. Sure, you might have to click a button that says that you are giving up all rights to privacy, but most of us press that button without hesitation. Remember the debate about privacy vs. convenience? (Hint – Convenience won). When I travel, I still encounter businesses that have not figured out that we see Wi-Fi as our God-given right, not an option. This is why nobody smart charges for Wi-Fi. Who Charges, and Why Remember when you’d check-in to a hotel room, and the TV would be on to the…
 
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    LeadManagement.com

  • Sales Lessons from Better Call Saul

    Alanna Jackson
    28 Apr 2015 | 5:30 am
    If you want to learn how to weed out the goof offs and slackers on your sales team, then check out this Slideshare. It reveals tips on how to get rid of your Slippin’ Jimmys on your sales team! Better Call Saul has now provided us with important information on improving our sales teams! The post Sales Lessons from Better Call Saul appeared first on LeadManagement.com.
  • Will Technology Soon Turn Sales Reps Into Marketers

    David Dodd
    27 Apr 2015 | 5:00 am
    A recent post by David Raab at his Customer Experience Matrix blog provoked an interesting discussion about the respective roles of marketing and sales in the demand generation process in B2B companies. David Raab is a well-respected analyst who has covered the marketing technology space for many years, and I respect his work. In his post, David suggested that the recent trend of marketing playing a larger role deeper into the sales funnel may have peaked, and that technology solutions now exist that enable salespeople to take a more active role earlier in the buying process. As one example,…
  • Death of a Salesman, Birth of a Sales Team

    Alanna Jackson
    22 Apr 2015 | 7:34 am
    By broadening talent options and definitions, companies can master sales success. Source: www.workforce.com In this article by Barrett Riddleberger, he discusses how we need to focus on the sales team and not depend on lone wolf salespeople.  As things change, it’s important to ensure you have a strong sales team so that everything runs more smoothly and having a strong and structured sales process in place will help you achieve it. If you’re looking to improve your sales process, then you should consider investing in lead management software to help your efforts.
  • The Power of Sales Analytics – Selling Power Blog

    Alanna Jackson
    18 Apr 2015 | 5:30 am
    Mike Moorman Source: blog.sellingpower.com Mike Moorman touches on the importance and power of sales analytics.  Big data is all around us and if we aren’t using it, then we’re letting it go to waste.  This also applies to our sales efforts.  Don’t overlook the impact analytics insights may have on your sales pipeline. If you’re looking for additional insight into your sales process, then you should consider a lead management system like VanillaSoft.  They can help you analyze your process and identify areas for improvement.  It’s…
  • New Research Shows IT Decision Makers Rely on Inside Sellers – Selling Power Blog

    Alanna Jackson
    17 Apr 2015 | 5:35 am
    Today’s post is by Anneke Seley, coauthor of Sales 2.0 and founder and CEO of Reality Works Group, a digital/social and inside sales strategy and implementation consultancy. Contact her at aseley@realityworksgroup.com. Recently, IBM released findings from a survey of nearly 1,000 information technology (IT) decision makers in 12 countries. The research illustrates some interesting trends that support IBM’s decision to ramp up its inside sales team. Here are some highlights: 1. Inside sales is an increasingly standard way for clients to engage their vendors. More than 60 percent of…
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    Base CRM Blog

  • Base levereges big data for the new Time Capsule exporter

    Josh Bean
    22 Apr 2015 | 8:59 am
    Today we’re releasing Time Capsule, the first of many Big Data sales tools that aims to make the lives of sales reps and sales leaders better. Time Capsule is a historical exporter that allows you to export snapshots of your Base account from any point in time. While the technology running in the background is cutting edge, we’ve worked hard to ensure the experience is simple and straightforward. In traditional legacy CRMs, once a field is updated, the previous contents are deleted and forgotten. There are ways to track the history of certain fields, but at a whole account level, this…
  • Smart List Now Available for Contacts

    Tina Gholami
    15 Apr 2015 | 10:07 am
    The Smart List trifecta is now complete: Smart List is now available for Contacts. All of the Smart List functionality that you know and love has been seamless added to your Contacts tab, with a few custom perks. Once you navigate to the Contacts tab, simply click on the Smart List button to see the brand new Smart List view. From this point you can start building your custom Smart List using our wide array of filters. Want to view the Prospect Status and/or Customer Status for all of your Contacts? Not a problem, just click on the filters and have them applied to your Smart List. This is…
  • Why every sales team needs a Sales Data Scientist

    Vamshi Ambati
    9 Apr 2015 | 4:22 pm
    I have hacked with engineers, worked with marketers, rubbed shoulders with designers. But, working with sales teams, I have learned how different their world could be. While most other hats, require you to work on bits and bytes, sales teams work primarily with people, which makes it all the more challenging and that much more exciting! A day in the life of a sales rep involves – emails, calls, screen-shares, meetings, calendar invites for more meetings, notes, follow ups, prospects, research, due-diligence, wrap-ups, products fits, up-sell & cros-sell, demos, quotes, negotiations,…
  • Watch out Windy City, the top Inside Sales Experts are headed your way

    Josh Bean
    8 Apr 2015 | 2:47 pm
    In two weeks we’ll be packing our bags and heading to Chicago as a sponsor of this year’s 7th Annual AA-ISP Inside Sales Leadership Summit taking place April 21st and 22nd. The upcoming Leadership Summit is a golden hub for Inside Sales Leaders looking to network, engage and learn from the best in the business. With an impressive list of presentations and panel discussions from over 75 of the nation’s leading inside sales experts, the 2015 Summit is shaping up to be a tour de force. This year’s summit brings together a melting pot of sales innovators, thought-leaders and enthusiasts…
  • Smart List Now Available For Leads

    Tina Gholami
    2 Apr 2015 | 8:33 am
    We’re proud to announce that Smart List is now available for Leads. Ever since we released the Smart List back in January, a number of you have expressed how much you love how robust, simple, quick, and interactive they are. In fact, quite a few of you guys commented on our original post asking when this amazing feature would be applied to other sections in Base. Well guys, the wait is over. One Spot, All The Answers Smart List is now available for leads which means you can sort, filter and customize your leads so that you can not only view lists tailored to your needs, but also get the…
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    Base CRM Blog » Sales and Productivity

  • Why every sales team needs a Sales Data Scientist

    Vamshi Ambati
    9 Apr 2015 | 4:22 pm
    I have hacked with engineers, worked with marketers, rubbed shoulders with designers. But, working with sales teams, I have learned how different their world could be. While most other hats, require you to work on bits and bytes, sales teams work primarily with people, which makes it all the more challenging and that much more exciting! A day in the life of a sales rep involves – emails, calls, screen-shares, meetings, calendar invites for more meetings, notes, follow ups, prospects, research, due-diligence, wrap-ups, products fits, up-sell & cros-sell, demos, quotes, negotiations,…
  • Watch out Windy City, the top Inside Sales Experts are headed your way

    Josh Bean
    8 Apr 2015 | 2:47 pm
    In two weeks we’ll be packing our bags and heading to Chicago as a sponsor of this year’s 7th Annual AA-ISP Inside Sales Leadership Summit taking place April 21st and 22nd. The upcoming Leadership Summit is a golden hub for Inside Sales Leaders looking to network, engage and learn from the best in the business. With an impressive list of presentations and panel discussions from over 75 of the nation’s leading inside sales experts, the 2015 Summit is shaping up to be a tour de force. This year’s summit brings together a melting pot of sales innovators, thought-leaders and enthusiasts…
  • 9 Easy Ways to Hone Your Lead Scoring Today

    Geoffrey James
    23 Feb 2015 | 9:12 am
    Every salesperson wants hot leads that are easy to develop and easy to close. Many companies develop lead scoring formulas to identify leads as “hot” or “not” using the BANT (Budget, Authority, Need and Timeframe) model. Potential customers accessing your corporate website may volunteer BANT information (like through a signup form), and reliable BANT typically emerges during conversations with the potential customer, after a salesperson has contacted them. Yet while BANT is useful for opportunities already in the pipeline, vendors must be able to identify hot sales…
  • 3 Things You Can Do Tomorrow to Increase Sales

    Tal Binyamin
    6 Feb 2015 | 9:28 am
    What if you could increase sales without hiring new reps or spending any more money? More specifically, what if you could boost your revenues by analyzing your sales pipeline and applying a set of simple strategies? We’re glad you asked, because we have some answers. The strategies to increase sales break down into three key areas: 1. Focusing on the right leads 2. Engaging prospects with the right message at the right time 3. Negotiating effectively & closing the deal   Here are specific actions you can take to make sure that your sales reps are doing their best work in all…
  • 7 Elements of Kick-Ass High Performance Sales Teams

    Uzi Shmilovici
    30 Jan 2015 | 11:41 pm
    Here’s a question we obsess over here at Base: “How do great sales leaders build high performance sales teams?”  To find the answer, I met with dozens of successful sales leaders. My goal was to learn how they run their sales teams to drive explosive growth for their companies. As I met more and more leaders, some very clear patterns emerged. Here are the 7 elements that those high performance sales teams share:   #1 Customer Obsession Great sales teams are driven by creating real value for their customers. They deeply understand their customers needs and requirements, and…
 
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    Velocify: High Performance Sales

  • Evolution of the Inside Sales Profession – Bob Perkins, AA-ISP

    Alyssa Trenkamp
    14 Apr 2015 | 2:34 pm
    The American Association of Inside Sales Professionals (AA-ISP) annual Leadership Summit is coming up in Chicago, April 21-22, offering the best training and development opportunities for inside sales professionals. I had the opportunity to sit down and talk with Bob Perkins, Founder and Chairman of AA-ISP to hear firsthand the growth and change he has witnessed in the inside sales profession. Bob has spent the past 20 years leading and growing inside sales professionals at Unisys, Silicon Graphics, United Health Group and others. Here are just a few of his observations on what is occurring…
  • 4 Cinematic Sales Tips for Sales Leaders – Infographic

    Josh Evans
    8 Apr 2015 | 2:24 pm
    Movies often portray salespeople as con-men who wear nice suits, shoot finger guns and only have time for you if you have money to spend. But the best sales movies contain real sales tips, establishing their salespeople as leaders who challenge their prospect to consider a new way of doing things, who get aggressive about goal setting, and understand that relationships are critical to building a book of business. In this infographic, we capture four memorable movie quotes that really cut to the heart of what separates the great sales organizations from good ones. The post 4 Cinematic Sales…
  • Lead Management Conversion Tips – 5 Questions to Improve Sales

    Scott Ankley
    31 Mar 2015 | 2:15 pm
    I recently had the opportunity to sit down with Clark Buckner of Technology Advice as a part of their Expert Interview Podcast Series. Clark asked some great questions about the evolution of sales lead management and what sales leaders need to be thinking about to stay ahead of the curve. One of the questions Clark asked was what my advice was to sales organizations trying to map out their ideal sales process. I shared with him the top five questions I ask sales leaders to get them thinking about some potential blind spots and opportunities for improvement in their lead management processes.
  • New Study Reveals Impact of Sales Compensation Plans

    Nick Hedges
    31 Mar 2015 | 2:08 pm
    Sales compensation plans can be an important lever for driving desired behaviors across the sales team. Sales leaders often have different views about how to pay salespeople, and for good reason, there really is no one way to compensate. One thing is for sure, however, sales compensation plans can be an important lever for attracting top talent and driving desired motivations and behaviors across the sales team. In fact, according to a recent study conducted by Velocify and research partner, Steve W. Martin (Harvard Business Review contributor, USC instructor, and author of the “Heavy…
  • Sales Prioritization Results in Huge Productivity Gains

    Jorge Jeffery
    12 Mar 2015 | 2:05 pm
    Salespeople who use automated prioritization to manage their many activities and leads, experience great improvements in productivity and effectiveness. When salespeople begin their day, their success is largely determined by sales prioritization: the prospective customers they choose to contact and the activities they choose to perform. Yet, many salespeople have so much to do throughout the day that they don’t have the time for much needed upfront planning and prioritizing. To better understand the impact of the daunting level of sales activities most salespeople deal with on a daily…
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    RAIN Selling Blog

  • On-Demand Webinar: 5 Elements of World-Class Sales Training Programs

    23 Apr 2015 | 11:00 am
    The most successful organizations implement a systematic sales training process for getting sellers up to speed quickly, developing the skills and knowledge they need, supporting their ongoing sales efforts, and driving top sales performance. But how exactly do they do this? In the new webinar 5 Elements of World-Class Sales Training Programs, RAIN Group President Mike Schultz provides insight into how the most successful organizations structure their sales training initiatives to produce sellers who consistently exceed their targets and bring in the most revenue. Click here to watch the free…
  • [New White Paper] World-Class Sales Training: How to Build and Implement Your Own Sales University

    14 Apr 2015 | 10:00 am
    Sales training is often approached with a car wash mentality: You're in, you're out, and you're ready to sell. But this isn't how real learning happens. This isn't how you help sellers raise the bar and change how they sell. It's time for an entirely new approach to sales education; an approach that overhauls the way sales training is conceived, designed, and executed over the long-term. An approach that drives real behavior change and results. In this white paper, Mike Schultz and John Doerr, Co-Presidents of RAIN Group, show you how developing a sales university not only builds sales team…
  • 4 Decision Roles in Every Sale

    9 Apr 2015 | 8:00 am
    "It was like a phantom swooped in in the eleventh hour and killed the sale." We've all been there...You had a series of great meetings. You built rapport and developed a strong, trusted relationship. You uncovered (and got agreement) on the buyer's needs—needs that they didn't even know they had. You spent days working with your delivery team to scope the project and craft the proposal. You sent it off to your contact and called him at the time you had scheduled to review it: Buyer: "Thanks for putting this together. You've really hit the nail on the head outlining our…
  • Infographic: 10 Steps for Growing Your Key Accounts

    1 Apr 2015 | 10:00 am
    Retaining current customers costs 6-7x less than acquiring news ones, and improving customer retention rates by a mere 5% can increase profit per customer by 25%-95%. So it makes sense that top companies focus on building relationships, increasing loyalty, and selling more to current customers as a growth strategy. Based on our extensive research in strategic account management, we've identified 10 steps you can take to replicate their successes. View the infographic now.     Related StoriesTop 10 Strategic Account Management Challenges [Research]The #1 Action for…
  • Likability in Sales – Does it Matter?

    25 Mar 2015 | 10:00 am
    Years ago, I was working for a company that had just made the decision to go public. After a lengthy deliberation, the company chose a particular big-five firm (at the time there were five) to handle the preparations for our public offering. Curious, I asked the chief financial officer how he made the decision. He invited me to his office and showed me a chart of all the qualifications and decision criteria and how each firm stacked up. It was obvious there was a clear winner. Then he asked me if I wanted to know how he had really made the decision. Of course, I said yes. He said, "Close…
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    People First

  • Leaders: Is It Lonely at the Top?

    Deb Calvert
    27 Apr 2015 | 6:09 am
    At the pinnacle of your success when you’ve climbed to the top, do you plan to be alone? Popular sayings about leaders suggest that it’s lonely at the top and that you’ll be isolated in an ivory tower. This is one of the most dangerous myths about leadership. Those who believe it and allow it to become true […]
  • Stop Selling & Start Leading: 5 Steps to Competitive Differentiation, Part 4

    Deb Calvert
    22 Apr 2015 | 6:14 am
    Sellers are subject to stereotypes about selling. It’s just something we have to expect and handle. What we don’t have to do, though, is fuel those stereotypes. Chief among the negative stereotypes about sellers is the one that suggests we can never be trusted. It’s out there. And it’s in the back of every buyer’s […]
  • Leaders: Submissive, Subservient and Selfless?

    Deb Calvert
    20 Apr 2015 | 6:11 am
    The concept of servant leadership is often misunderstood and misrepresented. Leaders who buy into the myth that they are supposed to be submissive, subservient and selfless often miss the point entirely. The point of servant leadership is to serve others by thinking of their needs, recognizing their needs and supporting efforts to meet their needs. […]
  • Stop Selling & Start Leading: 5 Steps to Competitive Differentiation, Part 3

    Deb Calvert
    15 Apr 2015 | 6:02 am
    There’s no such thing as a dried-up pipeline. New business is out there, just waiting for you to develop it. But when’s the last time you looked in a new place for a sales lead? How often do you sell something to a prospect that everyone else overlooked? Are you going back to the same […]
  • Leaders: Command & Control or Heart & Soul?

    Deb Calvert
    13 Apr 2015 | 6:10 am
    In order to lead, you must be authoritative and absolutely in charge at all times. That’s a dangerous myth that derails would-be leaders and prevents them from becoming the type of leader that others willingly and eagerly follow. Images abound of the classic command-and-control leader. Think Jack Nicholson as Colonel Nathan Jessep in the movie, […]
 
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    Witty Blog

  • Candidates Slipping Through Your Recruitment Funnel??? [INFOGRAPHIC]

    22 Apr 2015 | 6:00 am
    Are candidates constantly slipping through your recruitment funnel? The world of HR and recruitment has changed significantly.  With the job market more competitive than ever, the initial candidate experience during the hiring process is very important.  The following infographic looks at 6 major factors that can upset applicants who could have been perfect hires.
  • Guerrilla Marketing Tactics for Customer Acquisition

    8 Apr 2015 | 6:00 am
    Post excerpt: Short on a marketing budget? Using guerilla marketing tactics to acquire new customers can have rewarding benefits. Here are a few interesting tips to help!
  • The Intersection of Recruitment and Marketing

    Anand Deshpande
    1 Apr 2015 | 6:00 am
    The typical job description for a recruiter includes evaluating candidates, building applicant sources, arranging interviews, managing employee relocations, and many other tasks and responsibilities.
  • 5 Savvy Tools for Aggressive Enterprise Sales

    30 Mar 2015 | 6:00 am
    Post excerpt: Using the right technological tools can help aggressively seek and move prospects from lead to sale. Here are a few suggestions on the types of tools you can use to get effective results.
  • 5 Tips for Hiring in the Social Space

    Anand Deshpande
    27 Mar 2015 | 6:00 am
    If you still think of Facebook and Twitter as purely the domain of humble brags and dinner pics, it’s time to rethink your HR strategy. Here are five ways you can improve your talent acquisition outcomes through social media.
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    xPotential Selling

  • Death of a Salesman, Birth of a Sales Team

    Barrett Riddleberger
    20 Apr 2015 | 9:52 am
    There was a time when sales professionals were a breed unto themselves; they were highly independent extroverts who thrived on autonomy and were fearless in the face of rejection. To be sure, selling anything — be it a $3 box of Girl Scout cookies or a multimillion-dollar human resources software system — takes nerves of … Continue reading Death of a Salesman, Birth of a Sales Team →
  • 5 Quick Prep Tips for Sales Call Success

    Barrett Riddleberger
    10 Apr 2015 | 2:29 pm
    I’ve witnessed too many salespeople who possess an overinflated belief that they can just “wing it” on a sales call. Successful sales reps prepare – and in more ways than one. They prepare on multiple levels – from getting enough sleep the night before to organizing their collateral materials for a group presentation. Each item … Continue reading 5 Quick Prep Tips for Sales Call Success →
  • 7 Perilous Mistakes Great Sales Leaders Avoid

    Barrett Riddleberger
    6 Apr 2015 | 11:40 am
    If you really want to coach your sales team to greatness, avoid these seven things. Why are some sales teams successful and others not–even in the same company? The reasons can be marketing, customer density in a territory, product selection, or the competition. All of these are legitimate factors. However, in many cases, it’s the … Continue reading 7 Perilous Mistakes Great Sales Leaders Avoid →
  • Obliterate Your Competition With These 7 Unstoppable Differentiators

    Barrett Riddleberger
    1 Apr 2015 | 12:31 pm
    Overcome sales resistance and differentiate yourself using any one of these seven forms of validation. Everyone has had a bad experience with a salesperson. Everyone. One of the biggest challenges in being in sales is simply overcoming a prospect’s instinctive lack of trust. Chances are good many prospects have mentally tried and hung you before … Continue reading Obliterate Your Competition With These 7 Unstoppable Differentiators →
  • 6 Questions To Help You Sell Like a Champion

    Barrett Riddleberger
    17 Mar 2015 | 6:33 am
    Silence from a buyer puts undo pressure on salespeople. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get the story. You’re seeking to learn from the buyer what they want to accomplish. However, the information you receive is typically … Continue reading 6 Questions To Help You Sell Like a Champion →
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    Senator Club

  • Sales Plan Template to Grow Your Own Money Tree

    Ian Adams
    16 Apr 2015 | 8:51 am
    This sales plan template is intended to help you sell more product. In fact, a lot more product. I’m going to outline the building blocks of the 4 primary steps in the sales process. Then provide you with examples of how to easily incorporate them into your own. Now, we all know there is no seed that exists to grow a money tree. We have to grow them ourselves. The good news is though… it’s possible to do this in sales. It’s possible to grow your own money tree in sales. Where customers hand you money day after day, month after month and year after year. While we do…
  • The Elevator Speech Guide to Pitch Any Idea Instantly

    Ian Adams
    18 Nov 2014 | 7:01 am
    Apparently, the average elevator ride in New York City takes 110 seconds. That’s exactly enough time to give an elevator speech. Realistically though, for you and me, that will probably never happen. At least, not in an actual elevator. But next time you are on a sales call or a demo, at a conference or a happy hour, on vacation… you get the point. Pretty much anywhere other than an elevator. You pitch your product, your company, yourself, your ideas all the time. But, probably never prepared an elevator speech to respond appropriately to those impromptu situations (including myself).
  • How to Get a Sales Job at a Hot Tech Company in 19 Days

    Ian Adams
    8 Sep 2014 | 7:41 am
    Good news, I figured out how to get a sales job in 19 days. That means you’re about to learn how too. 3 years ago, I set a personal career goal. I wanted to do sales at a hot tech company. Now, that dream has finally come true. It’s particularly gratifying given the fact I was abruptly laid off the other day. So today, I’m going to walk you through exactly how I went from unemployed to working at a hot tech company (only 19 days later). You asked for the details. This is everything. Guide on How to Get a Sales Job For best results, I recommend you do these steps in…
  • 48-Hour Survival Guide for When I Got Laid Off from Sales Job

    Ian Adams
    28 Jul 2014 | 7:55 am
    Something major just happened. I got laid off from my sales job. Well, that was actually three weeks ago. Because yesterday, I signed an offer letter for a closing role with a 50-person, venture-backed, tech startup that just raised $13.5 million from Battery and Google Ventures. And I know, it was the plan I put together in those first 48-hours that made this opportunity possible. It gave me a massive advantage over the other sales applicants during my job hunt. So, if you just got laid off, follow this step-by-step survival guide for the next 48-hours. Follow it closely. Otherwise, the…
  • I’m Not Religious, But This Salesman’s Prayer Made Me a Believer

    Ian Adams
    26 Jun 2014 | 7:53 am
    When I walked past my co-worker’s desk yesterday, I noticed a prayer pinned to the board by his computer. It looked different from other prayers. This was a salesman’s prayer. I’d never seen a prayer written specifically for entrepreneurs and sales professionals. Now, I’m not particularly religious myself. But I do believe in having faith in something. That could be faith in God. It could also be faith in yourself. I’ll explain why faith is so important in sales after you read the prayer. The Salesman’s Prayer At first, I had no idea who wrote it. The…
 
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    C. Rice Global » Blog

  • Toyota of Olympia WA is currently hiring Automotive Product Consultants

    Danielle Cook
    16 Apr 2015 | 2:41 pm
    Toyota of Olympia WA is currently hiring Automotive Product Consultants C. Rice Global has partnered with Toyota of Olympia to hire for their open positions. They are currently seeking to hire Automotive Product Consultants. C Rice Global is the nations number one recruiting and training company and is seeking career minded candidates who want to maximize their earning potential in an exciting and rewarding work environment. It is not a requirement to have previous automotive industry experience to apply for this position. Many C. Rice Global trainees earn over $100,000 per year with the…
  • The Benefits of Working In Car Sales

    Danielle Cook
    9 Apr 2015 | 4:56 pm
    The Benefits of Working In Car Sales Car sales is not traditionally the top career prospect for anyone, young or old. However, the times are changing and the image of the car sales industry has undergone a dramatic makeover. Many are amazed at the benefits of working in car sales when they realize just how many there are. With most of the old time dishonest car dealerships rightly out of business, the prospects for an honest, steady and high earning career are limitless. Not only are the prospects good for just about anyone willing to learn, but the need for bilingual and female employees are…
  • Hamilton Honda Hiring Automotive Sales Consultants

    Danielle Cook
    30 Mar 2015 | 11:33 am
    Hamilton Honda Hiring Automotive Sales Consultants Hamilton Honda in Hamilton New Jersey is currently seeking automotive sales consultants to join their team. C. Rice Global will be conducting interviews at the dealership for one day only on Thursday, April 2nd 2015. The interviews will be held between 9:30am and 3pm. We highly recommend you make an appointment for your interview. Visit Hamilton Honda Hiring Automotive Sales Consultants to fill out an application and make your appointment. The Hamilton Honda dealership is owned by former NFL players Jessie Armstead and Antonio Pierce of the…
  • Automotive Sales Consultants Ellicott City MD

    Danielle Cook
    12 Mar 2015 | 9:24 pm
    Hiring Automotive Sales Consultants Ellicott City MD Classic Kia of Ellicott City is looking for Automotive Sales Consultants. Classic Kia seeks employees who are career minded and want an exciting opportunity with high income potential. Experience is not needed to apply. Ideal candidates have some sales or retail background. The diverse work environment at Kia of Ellicot also offers guaranteed paid training, a 401k plan, medical and dental benefits. C. Rice Global will be holding interviews on Thursday March 19th between 9am and 3:00pm  Visit our jobs board for more information and to…
  • Meet a Successful Woman in Car Sales Trained By Cliff Rice

    Danielle Cook
    9 Mar 2015 | 12:00 pm
      Meet a Successful Woman in Car Sales Trained By Cliff Rice Women in the auto industry is a hot topic that we talk about here at C. Rice Global often. We have covered why hiring women will help dealerships sell more cars, as well as why car sales is the perfect career for women. But there is no better testimonial to theses facts than one from a successful women in car sales trained by Cliff Rice herself. Meet Christy, the number one female sales rep at Foreign Cars Italia in Greensboro, NC. She was trained by Cliff Rice and has gone on to become extremely successful in the auto sales…
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    aayuja

  • Sales come first. Brand comes later.

    admin
    24 Apr 2015 | 8:58 am
    First of all, the obvious disclaimer: this statement is applicable to start-ups and companies which are less than 5 years old. Beyond 5 years, you need a healthy dose of both.So now that we know which kind of enterprises we are talking about, let’s look into what is considered to be the biggest factor of a good brand: GOODWILL. GOODWILL is developed by a combination of lot of factors: your innovation, your customer support, your interactions with your clients, the quality of your product / service, and many more.Thus, you will need a healthy stream of clients, to show your exceptional…
  • I’am I congruent with my work and life?

    admin
    9 Jan 2015 | 8:30 am
    Off late I kept wondering why these getaway hotels, resorts, spas & adventure trip planners catching so much heed and minting moolah?! why would anybody spend dollars on going to the outskirt of the city and swipe for slumber?! Why would coffee at an exclusive lounge be hotter than the regular sunrise at home?! They say, the only way to know is to “do” which is to keep our scampering feet in the world of the corporate ball game, this way you do the “do”. The commencement of the strive for competition, growth, recognition, money & tracing one’s own path towards his thought…
  • Tips to Use Slide Share More Effectively

    admin
    25 Nov 2014 | 6:27 am
    Tips for effective usage of slideshareAll checks incomplete without having a substantiated presence on slideshare. Needless to say that it is perhaps the best tool for fiddling with the creative nerve of the perceived monotonous content creators. Presentations have become the undisputed winners of not only knowledge transfers but transcending that into content marketing. No longer are newsletters, blogs and articles are considered to be impactful enough to be kept on the same pedestal for creating an image. Slides are not only more convenient to make but also lets the reader and target…
  • Top 5 Sales Tools

    admin
    13 Nov 2014 | 7:30 am
    By Neil SmithSubstantiating and optimizing are the inseparable twins to sales process and development. Proficiency of a sales person and planner is preferably gauged on tangibility of results and quantifiable elements. However, this may sound very simple and single point reference task. Unfortunately, it’s not. Months of planning, analytics and decision making goes in to just designing the outlay of the objectives to be achieved. Definition of a tools cruxes that which suffices the need to complete a task. Tools have been helping man kind since eternity, whenever a need arises discovery of…
  • B2B Marketing and Pinterest

    admin
    17 Sep 2014 | 6:38 am
    Social media is the new and the most lucrative platform for promotion of content, information, ideas, networks and exchange of mutual interests between individuals, organizations, communities and groups. This platform has been a sure hit in gaining maximum visibility, viewership and virality on the internet. When talking in terms of reach through individual efforts, social media acts as a life size billboard for all the passing by viewers to see what you are displaying for them to witness. The question here is, where do you place your billboard? Facebook, Twitter, My space, LinkedIn, Google…
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    xoombi

  • How to Sell SaaS Like Hubspot

    24 Apr 2015 | 6:00 am
    Mark Roberge, Chief Revenue Officer of the Hubspot Sales Division, is one of the best SaaS sales leaders in the world. As one of Hubspot’s first employees, he helped grow the company to what it is today. Here are some impressive stats that highlight this SaaS company’s rapid growth.  According to the Forbes report on Hubspot’s S1: HubSpot’s total revenue increased from $28.6 million in 2011, to $51.6 million in 2012 and to $77.6 million in 2013, representing a year-over-year increase of 81% in 2012 and 50% in 2013.  The total revenue increased from…
  • 9 Ways to Repurpose Blog Content

    21 Apr 2015 | 6:00 am
      Not only is it important to post consistently on your company blog, it’s also crucial to repurpose blog content in order to extend the reach of your blog and create more link-building opportunities. You can start repurposing content the minute you hit publish. In fact, if you have a team member who’s not the best writer but still wants to be a part of the content creation process, you can task him or her with repurposing old blog content. So, how do you get started? Here are 9 ways to repurpose blog content.
  • The Ultimate Guide to Social Media Paid Advertising

    17 Apr 2015 | 6:00 am
    You’ve probably heard of Google AdWords and PPC, but did you know there are platform-specific social media paid advertising options? If you’re interested in boosting your audience and performance on one or a few social media sites, you can do that with a little paid promotion. Here’s a guide to social media paid advertising for Twitter, LinkedIn, Facebook, Google+, and Pinterest. 
  • Leveraging LinkedIn for Your B2B Business

    14 Apr 2015 | 6:00 am
    If you’re running a B2B business, the best social media site you can be on is LinkedIn. Not only does LinkedIn boast 347 million users, it’s rapidly expanding, with two new members joining per second. The LinkedIn community is also very active, with 40% of users logging onto the site daily. What’s more, the social media site is used in 200 countries and territories worldwide.
  • How to Prepare for Your Next Sales Call

    10 Apr 2015 | 6:00 am
    It takes a lot of effort to get a new appointment. After all the time you spend on sales prospecting and inbound marketing, when you finally open a new opportunity, you've got to make it count. It's never a good idea to go into a sales call shooting from the hip. It's a rookie move and an apathetic thing to do. Success comes by careful preparation, needs based messaging, and selling in context. Here is what I suggest.
 
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    Latest blog entries - JobFLEX

  • JobFLEX™ Announces Call for Beta Testers and Reviewers for Next Gen Estimating App

    23 Apr 2015 | 2:01 am
    FOR IMMEDIATE RELEASE JobFLEX™ Announces Call for Beta Testers and Reviewers for Next Gen Estimating App Cutting edge app gives users the freedom to create estimates in the office or in the field; without 4G or Wi-Fi connection April 23, 2015, Rockford, MI – JobFLEX™, a Midwest software company, announces a Call for Beta Testers and Reviewers to provide feedback on a new version of its mobile app, which will be available on Google Play™ free of charge in Spring, 2015. Selected beta testers will then receive 6 months free of the JobFLEX Pro version (a $600 value). Beta testers and…
  • Don't Be The Technologically-Challenged Contractor

    22 Apr 2015 | 9:25 am
    4 Ways to Avoid Being "That" Guy You’ve probably seen the Direct TV commercials with Rob Lowe by now, you know the ones... “Don’t be this Rob Lowe” where his alter ego is “Meathead Rob Lowe” or “Scrawny Arms Rob Lowe.”  Nobody wants to be that guy.  Same goes for the technologically-challenged contractor...who wants to be that guy? Technology can be your friend, if you let it be.  Fear of tech will get you no where, or rather, it could put you right out of business.  Here’s are 4 ways technology can help, so you can avoid being “that guy”:   1.
  • Are You Still Relying On Pen & Paper for Estimating? Why That's a Bad Idea

    16 Apr 2015 | 9:32 am
    You know the old saying, “Don’t bring a knife to a gun fight.” If you’re still using pen (or pencil) and paper to produce estimates, you’re using the wrong weapons in the battle for more business. From our experience in working with men and women in the construction trades, there appears to be three types of contractors in the world: Tech Savvy: Those that have every type of software, app and tech device imaginable to make their business run as smoothly and efficiently as possible Tech Reluctant: Those who rely on computers, smartphones and maybe even tablets for efficiency’s…
  • Squash These 4 Status Quos in Contracting to Avoid Failure and Come Out Ahead

    10 Apr 2015 | 1:30 pm
    Struggling to get ahead with your contractor business? Perhaps you’re feeling like the “little guy”; the “rookie”; the “underdog.”   Well, squash that devil sitting on your shoulder and face the facts: there's ample opportunity for you to rise above the competition as an up-and-comer. You see, there are veteran contractors out there who are damn good at what they do. But here’s the thing: you have something they don’t. In fact, several things they don’t: you have flexibility, youth, and a whole lot more that’s going to help you squash more than that devil. It’ll…
  • Test the New & Improved JobFLEX Estimating App, Receive 6 Months of Pro Free

    25 Mar 2015 | 7:48 am
    As you may have heard, JobFLEX is introducing a new and improved version of its mobile estimating app this Spring, and a FREE version will be available on Google Play™. But we need YOUR help before the app launches! We're asking for Beta Testers (a.k.a. "guinea pigs") to try out the new JobFLEX estimating app BEFORE launch later this Spring. You'll get a special sneak peek into the app before the rest of the world! Just use the app to easily create professional estimates and provide us with your feedback...it's that simple. As a reward for your time, beta testers who are selected to…
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    CRM in Outlook to Help Businesses Grow

  • A Different Approach to Sales Presentations

    avadminwp
    27 Apr 2015 | 8:51 am
    Every day you are asked to present your product or service to people who are pretty bored of the same old advertisements, cold calls, and marketing tricks. Although there are those few who are going to buy no matter what (those metaphorical ‘A-students’), the rest are really waiting for you to show them something that will blow their minds and make it impossible for them to say no. Enter the pirate. David Burgess is a pirate…and a teacher. But mostly, he is an enthusiastic presenter with a thumb on the pulse of keeping an audience engaged and asking for more. His book, “Teach Like a…
  • Endorsements in the Age of Social Media

    avadminwp
    22 Apr 2015 | 10:20 am
    Endorsements, whether from celebrities, individual customers, or corporate customers, can significantly boost sales and lead to gains in many areas. The effects of celebrity endorsements have been studied as recently as 20 12, and these studies indicate that the benefits of an endorsement deal can make it a strong choice for gaining market share. Social media, however, provides new opportunities for companies to put endorsements to work. Traditional channels like celebrity-led advertisements still work, of course, but social media provides new vectors. Here, we take a look at some of the…
  • 5 Customer Service Lessons From Steve Jobs

    avadminwp
    20 Apr 2015 | 10:29 am
    The customer is always right — it’s common business knowledge that gets passed around and interpreted a lot. But just how accurate is this statement? The truth is that nobody is ever always right, even if they use your product. Steve Jobs was notorious for his belief that the customer was not always right. He knew that customers sometimes don’t even know what they want because they haven’t envisioned a product better than the one they’re currently using. Customers focus on the here and now: how this product benefits me now, how this product changes my life now.
  • Branding vs. Marketing — Two Halves of a Company’s Image

    avadminwp
    17 Apr 2015 | 8:47 am
    Many companies place marketing and branding in the same department, and likewise, many schools of business consider the two disciplines part of the same overall curriculum. Some business professionals start their careers unaware of the difference between marketing and branding, however, and can end up sabotaging their efforts at one with a lack of appreciation of how it relates to the other. This can lead to an organization that has two left feet: one that constantly trips over itself in hopes of courting markets that aren’t interested in its brand, or that sabotages its brand through…
  • Understanding and Managing Stress for Better Sales

    avadminwp
    15 Apr 2015 | 9:29 am
    Imagine peacefully walking a small path on a quiet spring morning. The birds sing and the clouds break just enough for the sunlight to pour through the morning glow and light the wildflowers under your feet. But just as you take a deep breath and smile, a fierce tiger ready to pounce slinks out from behind a tree. What do you do? These are moments we are biologically engineered for. Danger triggers the human fight or flight response, which enables people to function in stressful situations. However, our modern world places many of us in a fight or flight mode that never ends. Making cold…
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    SalesTactics.org

  • Where to Market [Business Newbie Guide Part 4]

    Jason Kanigan
    19 Apr 2015 | 4:35 am
    Where to market? So you’ve made a critical marketing piece: now where do you put it? Just like a website without traffic, a report without readers or a video without viewers is a billboard in the desert. You need multiple… Continue Reading → The post Where to Market [Business Newbie Guide Part 4] appeared first on SalesTactics.org.
  • First Marketing Piece [Business Newbie Guide Part 3]

    Jason Kanigan
    9 Apr 2015 | 10:27 am
    First marketing piece: how do you write it? This is a big question for most business creators. And what do they do? Rush out and make a brochure. Whether it is online or on paper, this brochure typically talks about… Continue Reading → The post First Marketing Piece [Business Newbie Guide Part 3] appeared first on SalesTactics.org.
  • How To Decide On a Service [Business Newbie Guide Part 2]

    Jason Kanigan
    4 Apr 2015 | 9:33 am
    How to decide on a service or product to offer with your new business is a question that creates panic in even the most confident mind. What if your choice is wrong? What if your market doesn’t want that? What… Continue Reading → The post How To Decide On a Service [Business Newbie Guide Part 2] appeared first on SalesTactics.org.
  • Chronic Marketer by Brad Gosse – Review by Jason Kanigan

    Jason Kanigan
    3 Apr 2015 | 9:25 am
    Chronic Marketer by Brad Gosse is foremost the personal story of how this internet marketer built his business. Nothing beats a “How To” that’s a real life story. Too many internet marketers’ books are theoretical, how things ‘should’ work: Brad’s… Continue Reading → The post Chronic Marketer by Brad Gosse – Review by Jason Kanigan appeared first on SalesTactics.org.
  • How To Choose a Product [Business Newbie Guide Part 1]

    Jason Kanigan
    2 Apr 2015 | 5:22 am
    How to choose a product or service to offer is often the most daunting question for newbies to business. This straightforward-sounding issue leads to more newbies giving up than any other. After months of paralyzing indecision and ‘analysis paralysis‘, alongside… Continue Reading → The post How To Choose a Product [Business Newbie Guide Part 1] appeared first on SalesTactics.org.
 
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    HappyFox Blog

  • What The Wait-Staff At Your Favourite Restaurant Can Teach You About Customer Service

    Lavanya Donthamshetty
    10 Apr 2015 | 9:00 am
    “Waiter! There’s a hair in my soup!” Do you have a favourite restaurant or a watering hole that you visit week after week? The one place that is your go-to, where you are guaranteed to have a good time. We all have one, the one place we keep going back to. What makes these places our favourite? Why do we choose that particular one, when there are so many options out there? Good food, yes. Definitely. But also, what differentiates you from the other places serving good, even great, food is good service. Stand out service, that makes you going back for more. And the people at…
  • Customer Loyalty Month Special: 10 Great Tips To Foster Customer Loyalty

    Lavanya Donthamshetty
    2 Apr 2015 | 9:00 am
    April is Customer Loyalty Month, tweeted Shep Hyken a few days back. I have to say, till then, I never realised we have a whole month dedicated to Customer Loyalty and all that it entailed.  One month to appreciate the continuing loyalty and one month for a whole bunch of lessons in this so vital ingredient in any organisation’s success story! And what a better way to kick off the learning than by seeing what the great and the good have written? Before we get into the thick of it, we at HappyFox would like to thank our customers for their loyalty and custom. Every day, chez HappyFox,…
  • How To Be A Master Of Customer Service Like Zappos

    Lavanya Donthamshetty
    26 Mar 2015 | 9:00 am
    Zappos. The shoe people? Those online retailers? Is that how you know them? Or, do you know them as the undisputed kings of customer service? Because they are. When it comes to delivering superlative customer support, time after time after time, Zappos nails it every single time. They don’t just think outside of the box, they define it – they are the definition of what world-class customer service is all about. So, how does a 16-year-old company, whose main job is to sell stuff online, become the byword for customer service? When it puts customer experience above all else. WOW…
  • Why Do Some Companies Provide Bad Customer Service?

    Lavanya Donthamshetty
    12 Mar 2015 | 9:00 am
    Now that is a million dollar question. Why do companies, that ought to provide superior customer service, just don’t? Don’t they realise they are just shooting themselves in the foot? We have all been on the receiving end of sub-standard support. It can be frustrating as hell, when you are stuck with this product that just won’t do what it is supposed to and turning to the one person that can help you out of your jam, ie, the customer service executive, is anything but helpful. Rude, obnoxious staff, a chip-on-the-shoulder attitude and poor quality of service – these are…
  • Customer Service Mis-Steps: Whose Fault Is It Anyway?

    Lavanya Donthamshetty
    5 Mar 2015 | 9:00 am
     Whenever we talk about the pre-requisites of a good customer service representative and what makes a good agent etc, we list attributes like empathy, ability to think on their feet and persuasiveness, among other things. These are all good, sound attributes that separate a good support agent from a bad one.  But what happens when things go wrong? Sometimes, their situations and surroundings mean that circumstances are beyond their control and they are caught in a muddle of somebody else’s making. In such instances, there’s nothing they can do except ride it out. But…
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    CustomerCentric Selling® Sales Training Blog

  • Sales Tips: "Always Be Closing"

    22 Apr 2015 | 8:00 am
    Sales Tips: "Always Be Closing" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Glengarry Glen Ross, New Line Cinema Making a decision when buying sales training or process is difficult. Often prospects aren’t focused on the business outcomes they seek. Through the years in this business I’ve often had executives tell me that their salespeople aren’t strong closers. My first inclination (that I keep to myself) is that it’s likely they aren’t very good salespeople. Part of the problem has been the misguided emphasis…
  • Sales Tips: How to Optimize Your CRM for the Full Benefits

    15 Apr 2015 | 5:00 am
    Sales Tips: How to Optimize Your CRM for the Full Benefits By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Sujin J. at FreeDigitalPhotos.net Virtually any company using CRM has either implemented generic pipeline milestones or ideally customized them to mesh with their sales processes. Some have taken a step further and have customized milestones for the different types of sales their sellers make. Once in place these milestones become road maps for monitoring the progress of opportunities that hopefully end with buyers making…
  • Sales Tips: Asking vs. Telling

    13 Apr 2015 | 5:00 am
    Sales Tips: Asking vs. Telling By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Franky242 at FreeDigitalPhotos.net The stereotype of sellers is nearly universal. The exception I’ve seen is Eastern Europe. Before starting a workshop in the Czech Republic a few years ago, the CEO made me aware that there were no salespeople under communist rule. With the advent of capitalism the job became necessary. Selling was viewed as a desirable career. The stereotype did not apply. For the rest of the world, who hasn’t had a bad…
  • Sales Tips: Dangers of Selling Technology to IT

    8 Apr 2015 | 5:00 am
    Sales Tips: Dangers of Selling Technology to IT By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Taoty at FreeDigitalPhotos.net Frequently when trying to sell technology, sellers start by calling on IT. Some always do. Extensive product training make talking about products a "comfort zone" for salespeople. IT staff are the group most likely to be interested in learning about offerings. There are several disadvantages of starting within IT: It’s the place where most competitors will call. IT plates are filled with projects and…
  • Sales Tips: Does Buying Activity Always Mean Revenue?

    1 Apr 2015 | 5:00 am
    Sales Tips: Does Buying Activity Always Equal Revenue? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Nutdanai Apikhomboonwaroot at FreeDigitalPhotos.net I’ve always been skeptical in blogs about statistics indicating as much as 80% of buying activities are completed prior to sellers being involved in buying cycles. While I could accept that 70-80% of product evaluations may be completed, there are several other activities that need to be done before companies are ready to buy. Some examples of those activities would include…
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    Pipeliner CRM Blog

  • The Principles of Pipeliner CRM: Understand How to Balance Risk and Reward

    Bruce Boyers
    27 Apr 2015 | 6:58 am
    The balance of risk versus reward is a fundamental of sales and, actually, business itself. Each opportunity is weighed, taking into account the risk of the company against its eventual outcome. The goal is to take risks that endanger the company as little as possible, and that in the majority of cases are rewarding. Successful [...]The post The Principles of Pipeliner CRM: Understand How to Balance Risk and Reward appeared first on Pipeliner CRM Blog.
  • Don’t Suffer the Agony of (Sales) Defeat at the Finish Line

    Wayne Peterson
    24 Apr 2015 | 7:19 am
    It was almost in the bag…a 2-year effort. She thought she had done it all right — building key relationships,  nurturing her prospect by the book. She knew their business; she knew their special needs. A strong  proposal was in their hands. Her primary contact recommended a green light. No doubt, she was in the [...]The post Don’t Suffer the Agony of (Sales) Defeat at the Finish Line appeared first on Pipeliner CRM Blog.
  • Utilizing Rich Contact and Account Compact View

    Radoslav Ciglansky
    23 Apr 2015 | 12:14 pm
    Do you know that we’ve reduced the number of clicks to do any task within Contacts or Accounts by half? Yes, this is true! By introducing the Pipeliner CRM Phaenomena Release we created the new rich contact and account compact view. Learn more now… About Contact and Account Compact View We’ve cleverly redesigned multiple fields [...]The post Utilizing Rich Contact and Account Compact View appeared first on Pipeliner CRM Blog.
  • Chapter 5 of Our Series on Managing a Social Sales Team: Typing Too Much Is the New Talking Too Much

    John Golden
    23 Apr 2015 | 6:16 am
    Stop Typing, Start Listening One of the hardest lessons you, as the manager of a social sales team, will have to teach your salespeople (and perhaps even reteach yourself) is the seemingly dying art of listening. Why? Well because we have allowed ourselves to evolve into too much of a broadcast culture. Social Media tools, [...]The post Chapter 5 of Our Series on Managing a Social Sales Team: Typing Too Much Is the New Talking Too Much appeared first on Pipeliner CRM Blog.
  • 6 Ways to Bulletproof Your Next Sales Hire

    Eric Quanstrom
    22 Apr 2015 | 9:03 am
    How important is hiring for B2B sales? According to the just-released CSO Insights 2015 Sales Performance Optimization Report—a survey of some 4,000 sales organizations—sales hiring is a critical, even mandatory activity. But of equal interest the report shows that, for a majority of organizations, it is also a total crapshoot. The Slippery Slope Let’s look [...]The post 6 Ways to Bulletproof Your Next Sales Hire appeared first on Pipeliner CRM Blog.
 
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    CloserIQ

  • 5 Free Smartphone Apps Every Field Sales Professional Should Have

    Katie Cole
    21 Apr 2015 | 9:02 am
    Photo: Markus Spiske / raumrot.com Technology has managed to become one of the most important factors in our daily lives: we store our lives on our tablets, we bring our laptops everywhere, and we’re practically non-functional when our smartphones get lost. Even in our careers, smartphones play a huge role — there are many apps that can help you stay organized and on top of your game. Below is a compiled list of five free apps that all field salespeople should be using: DocScan This app will let you scan any types of documents, business plans, business cards, etc. and upload them to…
  • Why You Should Use a Grading Rubric When Interviewing Salespeople

    Jordan Wan
    16 Apr 2015 | 9:00 pm
    Originally published on Square 1 Bank’s blog, Insights, and written by CloserIQ Founder/CEO Jordan Wan. Photo Credit: Creative Commons (Flickr via Waifer X) Whether you’re a startup founder building your own sales team or a seasoned VP of sales, interviewing sales representatives can be a chore because predicting candidate success is very challenging. Growth companies tend to have performance data afflicted by major pricing, product and strategy shifts. These changes limit the effectiveness of using historical performance data to identify the perfect sales candidate. Despite best…
  • What Startups Can Learn From Saturday Night Live

    Jordan Wan
    15 Apr 2015 | 7:00 am
    Photo Credit: Pixgood.com   If you missed Saturday Night Live’s epic 40th anniversary special, you should check it out on NBC. Not only was it a nostalgic look at 40 years of comedy, it was also a mind-blowing display of how a relatively small organization (only 141 cast members in 40 years!) can dominate an entire industry. But how was anyone to know that 19-year-old Eddie Murphy would become a legendary comedian back in 1980? Or that young, 20-year-old Robert Downey Jr. would eventually crank out Hollywood blockbusters? The answer is simple: they didn’t, but they saw potential.
  • Clooney, Depp, Aniston, and More: Celebrities Who Got Their Start as Salespeople

    Katie Cole
    13 Apr 2015 | 6:00 am
    The sales industry has plenty of its own celebrities—the Zig Ziglars and Dale Carnegies of the world. But did you know that a few movie, TV, and music stars have also dabbled in a career in sales? It’s true—the stars below helped jumpstart their working lives as salespeople, proving that sales experience will always be beneficial to whatever track you’re on in life. So whether you need a little inspiration or just a great conversation starter at your next networking event, we rounded up five celebrities who were salespeople before they were famous. Photo: Angela George/Wikimedia…
  • 21 Inspiring Dale Carnegie Quotes to Rescue Any Bad Day

    Vi-An Nguyen
    10 Apr 2015 | 4:00 am
    Anyone who’s read one of Dale Carnegie’s bestselling books knows the man had a way with words. And even though the ultimate salesman, entrepreneur, and author died in 1955, to this day, sales pros young and old continue to flock to his advice when they need a boost. (Don’t believe me? Just take one glance at the always-hot #DaleCarnegie topic on Twitter and you’ll see that the tech generation still wants regular doses of Carnegie’s wisdom.) So that’s why we’ve rounded up 21 of Carnegie’s greatest quotes—organized by subject matter so you can…
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    QuotaFactory

  • The 3 Most Crucial Key Performance Indicators in Tech Sales

    Kim Staib
    27 Apr 2015 | 6:00 am
    As a Customer Success Manager at QuotaFactory, I help onboard new customers and introduce them to the QuotaFactory process. When talking to new customers, or even potential ones, I’ve noticed that the first question they always ask is how we measure success in the engagement. Thi is one of the many questions you should be asking when evaluating a sales acceleration partner. We outline at least 10 more in “How to Maximize ROI by Outsourcing Your Sales Development Process.” At QuotaFactory, accountability is one of our core company values. We pride ourselves on creating a functional…
  • 5 B2B Technologies That Save You Valuable Selling Time

    Michaela Cheevers
    24 Apr 2015 | 6:00 am
    When I saw the statistic, “64% of field sales times is wasted on administrative responsibilities around demand gen,” I was not at all surprised by the fact that time is being wasted. What did shock me, however, was how much time sales reps are wasting. You mean to tell me that I put less than half of my time into what I am being paid to accomplish? It doesn’t have to be this way, not with the right tools by your side. Here are 5 B2B technologies that I have found help me steal back some of that 64% of wasted time! YESWARE What is it: Yesware is an email tracking and analytics…
  • How the Assistant Buyer Paradigm Will Help You Close Sales

    Jeff Shore
    22 Apr 2015 | 6:00 am
    Sales Wars is pleased to bring you a guest post from Jeff Shore, an in-demand sales expert, author, speaker and executive coach. Your customer is, by nature, an extremely emotional creature. When making a big-ticket purchase, even normally stoic and even-keeled people feel a keen sense of heightened emotional response. And why not? Parting with a large chunk of hard-earned cash for a life-altering purchase calls for some emotion! Which is why you, the sales rep, play such a key role in the buying process. Big-ticket purchases come with certain built-in service needs for your customer. And…
  • 3 Sales Meeting Hacks from a Seasoned CRO

    Paul Alves
    17 Apr 2015 | 6:00 am
    I am constantly reminding my sales team to “add value with every interaction.” Not only do I believe that to be important and sound business advice, but I believe, as a CRO, I should be doing the same with my team. At the beginning of the year, our sales team committed to meeting daily each morning for a “huddle” sales meeting. It typically runs 45 minutes, sometimes closer to an hour. It’s a big time commitment, and in a business for which the phrase “time is money” could not be more accurate, it’s critically important that this time is well invested, especially when 64% of…
  • 10 Ways to Increase CRM Adoption by Your Sales Team

    Liz Young
    15 Apr 2015 | 6:00 am
    Sales Wars is pleased to bring you a guest post from Liz Young, Director of Professional Services at PipelinerCRM.  The difficulties companies face when implementing a CRM system are widely reported and a genuine concern for any organization planning the purchase of this crucial work tool.  CRM has suffered from a reputation of being an oppressive hindrance in the lives of salespeople; this legacy dread continues even as software development is evolving to keep pace with the psychology and habits of a new kind of workforce, driven by a new kind of customer. It’s time to demystify the…
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