Sales

  • Most Topular Stories

  • 25 Tips From Experts To Improve Your Sales Productivity [INFOGRAPHIC]

    Witty Blog
    5 Sep 2014 | 5:36 am
    Sales productivity has arisen as one of the major concerns among businesses today.
  • Why You Are Nervous During Sales Calls

    Heavy Hitter Sales Blog
    Steve Martin
    29 Jun 2014 | 8:52 am
        Sales is a profession based upon pressure: pressure from sales management to make the numbers, pressure from competitors who are trying to defeat you, pressure you place yourself to be number one, and the pressure to perform on every sales call. Pressure upon the salesperson during sales calls has a profound impact. It creates an emergency situation that triggers our body’s “fight or flight” system. Here are a few of the physiological changes that happen to a salesperson who is making a stressful customer sales call or conducting a critical presentation he hopes will…
  • Don’t Give Away Free Programs

    Sharon Drew Morgen
    Sharon Drew Morgen
    7 Sep 2014 | 6:50 am
    Offering free programs to prospects is a massive waste of resource: not only are you trying to get prospects you don’t know to spend time they don’t have to do something they don’t think they need, it becomes a double sale – you must then discard ‘no-sayers’ from your list of perfectly good prospects who might have bought. You could convince me if it worked. But the prospects that show up are either merely looking for a freebie (and possibly send lower level people) or are actually trialing several solutions. It’s possible to use the phone to actually sell your solution! You do…
  • Your Prospect Consumed The Equivalent Of 1 1/2 Novels Today

    Paul Castain's Sales Playbook
    Paul Castain
    1 Oct 2014 | 3:03 pm
    Do you think the emails you sent today REALLY  made an IMPACT? Sadly, 60-80% of prospecting emails are never even opened let alone responded to! We lose them at the subject line by either using words that scream “SALES PITCH!” or words that send your email to the spam folder. If we make it past the first checkpoint, [...]
  • Looking for Higher Marketing ROI? Engage Your Customers

    Marketo Marketing Blog
    Maggie Jones
    1 Oct 2014 | 5:30 am
    Author: Maggie JonesEvery year, marketers spend billions of dollars attracting new business – on average, marketers spend 56% of their marketing budgets on acquisition. But as we explore in our new ebook, Improve Customer Acquisition with an Engagement Strategy, there’s no point spending on new customers when – for a fraction of the budget – you could be focusing on customers you’ve already earned. The ROI of Engaging Customers The truth is that marketing to current customers gets you a higher return on investment. Consider the following stats: According to Bain & Company, it…
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    Heavy Hitter Sales Blog

  • Biggest Sales Meeting Mistakes

    Steve Martin
    20 Sep 2014 | 5:36 am
      For many companies the only time during the entire year when the worldwide sales team gets together is the annual sales kickoff meeting. Obviously, everyone wants this meeting to be a success. As a keynote speaker who has had the privilege of presenting at hundreds of  annual sales meetings, I thought I would share some of the ways companies sabotage their sales meeting.   Wrong Length. German psychologist Hermann Ebbinghaus discovered people forget facts at a predictable rate and that greatest learning actually occurs by studying less. His famous “Forgetting Curve”…
  • Take the Sales Survey to Win a $500 AMEX Card & Receive the Study

    Steve Martin
    23 Aug 2014 | 12:43 pm
      Attention B2B Sales Managers and Salespeople!   I am conducting a Business to Business sales performance trend study. This study will address some of the hard hitting questions I get asked time and time again by sales leaders. If you are a B2B Salesperson or Sales Manager, I would be very interested in your thoughts and hope you will consider completing a brief five minute survey.   In appreciation for your time, you will receive a copy of the completed study and be entered into a drawing for a chance to win a $500 AMEX gift  card. …
  • Sales "Warfare" Strategy - Harvard Business Review

    Steve Martin
    25 Jul 2014 | 10:00 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 titled the Win More Business with an Indirect Strategy.         For the past two decades, business to business selling has been conducted in basically the same way. Salespeople directly approach customers armed with facts, features, and the benefits of their products to convince customers to buy. However, customer decision making has changed and today’s buyers are smarter and more…
  • Why You Are Nervous During Sales Calls

    Steve Martin
    29 Jun 2014 | 8:52 am
        Sales is a profession based upon pressure: pressure from sales management to make the numbers, pressure from competitors who are trying to defeat you, pressure you place yourself to be number one, and the pressure to perform on every sales call. Pressure upon the salesperson during sales calls has a profound impact. It creates an emergency situation that triggers our body’s “fight or flight” system. Here are a few of the physiological changes that happen to a salesperson who is making a stressful customer sales call or conducting a critical presentation he hopes will…
  • Know Your Sweet Spot and Target Your Sales Zone

    Steve Martin
    31 May 2014 | 8:26 am
      One of the most important questions to ask yourself before you start working on a deal is, who’s zone is it in: yours or your competitors’, or is the business up for grabs?       Basically, every deal is in one of three zones: your zone, a competitor’s zone, or open business that is up for grabs. Typically, fifteen percent or so of business is in your zone, meaning it’s yours to lose. Most likely, your competitor’s zone is similar in size to yours. However, you cannot win there, so you shouldn’t even try. The remaining deals, representing the lion’s…
 
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    Score More Sales

  • How Is Cloud Computing Helping Productivity

    Lori Richardson
    30 Sep 2014 | 1:42 am
    The “cloud” has been around for a number of years now, but it really has been the past 3 or 4 that it seems everyone is cloud focused (or working to get there). As an early adopter of cloud-based CRM, we were storing data in the cloud ten years ago – 12 years ago. It has been more lately though that we are seeing every app created a piece of the cloud. So are you more productive? We have more applications (apps) then before – nearly an app for anything you need. Forbes ran an article about selecting cloud computing vendors – it helps explain more about the questions you need to know…
  • Money Monday Sales Reps Guard Your Time

    Lori Richardson
    29 Sep 2014 | 2:23 am
    Guard your time – a bit of advice given to me years ago  by a wise sales manager that I’ve always worked to remember. In a world of distractions, sound bytes, lists of important things to accomplish, and “noise” — you need to focus on activities that lead to revenue before you do anything else. Why? Because of everything you do in your sales career, time is the one thing you cannot recoup. Lost time is never found again. -Proverb Do you ever audit the time you spent today or last week? Think about it? Time you spent going after a deal you never really qualified and…
  • Top Two Ways Smart Phones Help Sales Reps Sell

    Lori Richardson
    26 Sep 2014 | 6:08 am
    With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. Why? Because people who sell are all different and our buyers are also people who are all different. Roles vary in companies – what I say to an executive in the c-suite is different than what I say to the IT director or to the user of the services I could sell to a company. Also, buyers are at…
  • TED at IBM Offers Ideas To Inspire

    Lori Richardson
    24 Sep 2014 | 9:16 am
    Because I am the type of person who could spend a whole weekend listening to TED talks, I was thrilled to hear about and listen to #TEDatIBM this week. If you search Twitter for #TEDatIBM you can pick up on many key takeaways. Also go to IBM.com/TED to see all of the speakers. The person who inspired me most was Lisa Seacat Deluca who is an IBM’er, and not just any. She is IBM’s most prolific female inventor and a mobile software engineer. In 2014, she was named one of Network World’s 50 Most Fascinating People in the World of Technology. She has filed more than 370 patent…
  • Money Monday – Live and In Person for Sellers

    Lori Richardson
    22 Sep 2014 | 5:12 am
    When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. Within a couple weeks’ time, I have been to three insight-filled, amazing events. Each was amazing in their own way. All combined made for a brain swell. The AA-ISP Frontline Event – Boston was on September 9th. From there I hopped on a plane to Seattle to host my own event with 33 Sales Shebang sales experts, and immediately after that I spent three more days in Boston at INBOUND 2014. It’s not…
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    Smart Selling Tools » Blog

  • The 12Billion #CRM Debacle

    Nancy Nardin
    24 Sep 2014 | 6:00 am
    If you’re a sales productivity stat junky, you’re probably familiar with the one about how salespeople use their time. According to CSO Insights research, only 35% of their time is spent selling. Another common stat both Forrester Research and Corporate Executive board quote from their research is that 57% or more of a buyer’s decision process is complete before first contact with a vendor sales rep. Here’s the stat that should concern any stat junky the most. According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. Shocking……
  • Smart Selling Visions: Up-Close with Top Revenue Leader Umberto Milletti, CEO of @InsideView

    Nancy Nardin
    8 Sep 2014 | 7:00 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 Umberto Milletti, CEO of InsideView. Nancy: What does InsideViewdo? What problem/s are you solving for sales and/or marketing organizations? Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. In today’s world, companies need to develop targeted, engaging…
  • 3 Rules of Thumb for Selling to Buyers from Hell

    Nancy Nardin
    4 Sep 2014 | 9:16 am
    Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. What turns ordinary people into Buyers from Hell is that they don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.” They might not even be convinced they need to be solved. For those of you whose job it is to contact potential buyers before getting an explicit invitation beware! As a friend of mine at one of the world’s…
  • 2014’s Not Over, But These #TopMarketingTools Have Already Won

    Nancy Nardin
    28 Aug 2014 | 12:55 pm
    Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities You’ll find them and more in our new Top Marketing Tools of 2014 guide. We’ve scoured the marketing landscape to identify what we believe are top tools for B2B marketers. And you can learn all about them in this multi-media guide! Think we missed something? Check out the included watchlist and let us know your suggestions for what we should include in…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Jim Mooney, CEO of @RO_Innovation

    Nancy Nardin
    20 Aug 2014 | 8:53 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. 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 Jim Mooney, CEO of RO|Innovation. Nancy: What does RO|Innovation do? What problem/s are you solving for sales and/or marketing organizations? Jim: RO|Innovation brings the Voice of the Customer front-and-center through intuitive, easy-to-use, cloud-based sales and marketing solutions that drive revenue for B2B organizations. Our SaaS…
 
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    OpenView Labs

  • Create the Perfect Value Proposition

    jminton
    1 Oct 2014 | 9:00 am
    There’s no better roadmap for a business than a perfect value proposition. via OpenView Labs ↬ Create the Perfect Value Proposition
  • Sales Hiring Tips and Trends from OpenView Sr. Talent Specialist, Carlie Smith

    Devon McDonald
    1 Oct 2014 | 8:46 am
    Last year, OpenView’s talent team hired over 100 people for our portfolio, and over 30% of those hires were sales roles. The woman behind the majority of that success – Senior Talent Specialist, Carlie Smith.  Given the high demand from the porfolio, Carlie now nearly 100% focused on sales hiring for our investments. Most companies at the… via OpenView Labs ↬ Sales Hiring Tips and Trends from OpenView Sr. Talent Specialist, Carlie Smith
  • Hiring your First Field Marketer: B2B Marketing’s Secret Weapon

    Blake Harris
    1 Oct 2014 | 8:00 am
    Should a field marketer hire be your next top priority? Find out when to pull the trigger and what to look for in the role. via OpenView Labs ↬ Hiring your First Field Marketer: B2B Marketing’s Secret Weapon
  • Want to Create a Successful Business? Stop Trying to Be a Swiss Army Knife

    Devon McDonald
    1 Oct 2014 | 6:17 am
    When I first started managing lead generation initiatives for the B2B technology companies in OpenView’s portfolio years ago, my expectation (or hope) was that every program we implemented would turn out to be a wild success. But, like many things, it didn’t always work out that way. Some excelled in creating a healthy pipeline of… via OpenView Labs ↬ Want to Create a Successful Business? Stop Trying to Be a Swiss Army Knife
  • That Fantastic Value Proposition You Created in 2013? It’s Probably Outdated

    Devon McDonald
    30 Sep 2014 | 2:11 pm
    Every 3,000 miles or so, you pull your car into an auto repair shop, fork over $20, and watch as someone swaps out your car’s old oil with new stuff. And you do this for a very obvious reason: If you didn’t change your oil, your car wouldn’t run as efficiently and, over time, it… via OpenView Labs ↬ That Fantastic Value Proposition You Created in 2013? It’s Probably Outdated
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    Jill Konrath's Fresh Sales Strategies

  • The New Sales Competitive Advantage

    2 Oct 2014 | 5:30 am
    Constant change. As a seller, that's your life these days. New products and services. Changing market conditions. Evolving buyer expectations. New positions. Promotions. To be successful, the new master skill for salespeople is rapid learning – of both skills and information. That's what I'm speaking about at lots of conferences these days. Recently, I gave a talk at HubSpot's big INBOUND14 conference with over 10,000 attendees. Graphical notetaker Kelly Kingman drew up my speech. It starts and ends with elephants. And, there's a ton of good info in-between. 
  • Want a Nonstop Sales Boom?

    30 Sep 2014 | 9:49 am
    If you've struggled with some ups and downs in your sales results, check out my recent interview with Colleen Francis. She's the author of Nonstop Sales Boom as well as a highly respected colleague. In our conversations, she shares some insightful ideas that are guaranteed to get you thinking.  JILL: Why did you decide to write Nonstop Sales Boom now? COLLEEN FRANCIS: Over the last years, I've seen an increasing trend that is impacting most businesses I work with. Time and time again, prospects and clients will say to me, "We don't need you or any consulting help. We're having our best…
  • How to Close a Sale: The Only Thing You Need to Know

    24 Sep 2014 | 5:34 pm
    Have you ever heard the phrase "detach from the outcome"? It’s a tenet of Eastern religions. For many years it was a concept that I found totally unfathomable. After all, sales itself is about outcomes. Our income is at risk. We need to get the business. But over the years, I’ve learned the wisdom of that message. In fact, the more I wanted to close a sale (or should I say – needed to close a sale) the less likely I was to get it. Why? Because my focus was on me, not my prospect. And, whenever you need something that much, you push too hard for it. You short-circuit the…
  • Don't Send Prospecting Emails Like This – Please!

    17 Sep 2014 | 7:04 pm
    There's no way around it. Email has to be a core part of your prospecting strategy. Decision makers rarely answer the phone and seldom get back to you when you leave a message. But with the overwhelming amount of information flooding inboxes today, every single word in your email to a decision maker has to be carefully thought out. Most of the salespeople I talk to really struggle with "what to say" in a prospecting email. Below is an example of a typical (bad) prospecting email I regularly receive from salespeople. I know the guy was trying hard to get business, but all he got from me…
  • What if Your Competitive Situation Just Got a Lot Tougher?

    10 Sep 2014 | 7:54 pm
    It’s so easy for us to get stuck in our ways and only think of incremental changes to what we’re currently doing. But to be effective today, we need fresh sales strategies – and those only come when you start asking yourself different questions. Here’s a challenge to get you to expand your thinking: What would you do if your company decided to raise prices across the board – by 20%? You’ve got six months before this goes into affect, and you don’t have an option to quit your job.
 
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    Radius

  • How to Use Social Media for Customer Support

    Suzanne Barnecut
    1 Oct 2014 | 8:00 am
    You’ve no doubt noticed a rise in technical questions, or complaints about your brand’s service, on your company’s social media pages. Sites like Facebook and Twitter are no longer the domain of marketers and advertisers. Today they’re valid channels for customer support and are increasingly part of an organization’s multi-channel support strategy. Back in 2012, a survey from Oracle found that 31 percent of respondents expected direct access to customer service reps from a company’s social media channels. That’s a percentage that may be increasing, largely based on age…
  • How Big Content Helped Spokal Grow Their Newsletter Audience by 80%

    Radius
    29 Sep 2014 | 9:25 am
    This is a guest post from Sarah Burke, Digital Content Marketer at Spokal. As Spokal’s digital content writer and marketer, I write relevant and interesting blog posts on a regular basis. Which is great, of course. But I couldn’t help think that things were getting a little monotonous. I didn’t think our target audience were getting extremely excited about the posts. Of course, they liked the content. I knew that because people were commenting, sharing and tweeting our content. But it wasn’t giving me that wow factor that I (and Spokal’s audience) were striving for. I realized that…
  • A Peek at the Marketing Technology Stack of the Future

    Lisa Fugere
    25 Sep 2014 | 10:47 am
    This article was originally published in VentureBeat.  A recent report on the marketing technology landscape from Scott Brinker, Co-founder and CTO of Ion Interactive and author of the Chief Marketing Technologist blog, catalogued the stack of technology solutions built for the marketing department. A landscape that was crowded with over 100 solutions in 2011 has grown to include 947 solutions in 2014. Forrester’s Laura Ramos predicts that by 2017, marketing will spend more than IT on technology, and we can safely say that by the time 2017 rolls around, marketers will have no trouble…
  • 13 Insanely Useful Predictive Analytics Resources

    Leo Dirr
    24 Sep 2014 | 7:00 am
    This article was originally published on the InsideSales.com blog.  If you’re interested in this topic, join Radius and InsideSales.com for a Webinar on Thursday, September 25th to learn about the impact predictive analytics creates on B2B marketing and sales organizations. The technology that enables us to glean unprecedented insights from data is advancing at a breakneck pace. The biggest hurdles are getting organizational buy-in and finding the necessary talent. The most effective solutions make data instantly available and actionable without requiring an overwhelming amount of IT…
  • Radius Closes $54.7MM in New Funding Round

    Darian Shirazi
    23 Sep 2014 | 4:24 am
    Today we’re announcing a round of financing in the amount of $54.7MM from a group of incredibly intelligent and well-connected entities and individuals including: Founders Fund, Glynn Capital Management, Formation 8, Yuan Capital, John Mack formerly of Morgan Stanley, Charles Songhurst formerly of Microsoft, actor and entrepreneur Jared Leto, BlueRun Ventures, Dave Morin, Kevin Colleran, and Western Technology Investments. Some might say this is rather large fundraise, however, we consider it an amazing opportunity to invest in new markets and continue to build a core practice in data…
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    the funnelholic

  • Thank You Content Marketing

    Craig Rosenberg
    21 Sep 2014 | 8:17 am
    Earlier this week, I had a call with an old friend. She is a sole practitioner and wants to drum up business so she called me for advice. I told her: “The single best decision I ever made was to start creating content.” It’s true. I started this content journey in 2006. (I have been telling everyone 2008…oops) – My first post was produced on December 27, 2006:  “Why the Funnelholic?” (And yes, the post has zero tweets, zero shares, etc).  I didn’t know what I was doing. My boss (and still my boss) Scott Albro told me to start blogging and I…
  • Where Deals Go to Die: 5 Sales Administration Steps You Should Automate Today

    Craig Rosenberg
    17 Sep 2014 | 9:52 am
    Today’s guest post is from Chris Bucholtz, content marketing manager for CallidusCloud and a speaker, writer and consultant on topics surrounding buyer-seller relationships. I worked with Chris a few years ago and he is brilliant. Oh and he is the kind of guy you can talk to about anything including baseball, model airplanes, and the Tuskegee Airmen. Here we go: Anyone who sells in large companies has seen it: a deal that races through its early stages and seems like a sure thing, then abruptly grinds to a halt – not because the buyer suddenly got cold feet but because the salesman…
  • Why I Love This Neil Patel Case Study

    Craig Rosenberg
    10 Sep 2014 | 6:04 am
    The Funnelholic is content marketing themed again this week. We have an amazing webinar, 3 Steps to Creating Content that Converts Like Crazy,  with Cosmo Mariano from GetLift and Jason Miller from LinkedIn on September 24, 2014 10AM Pacific Standard Time. Whenever we have an event like this, my mind starts going…in this case, one of my favorite topics — content marketing. Back to business — one of my favorite pieces on content is the case story aka the case study aka the use case. It is the most powerful opportunity for content marketers that is often wasted aka…
  • The Shared View of the Customer Journey: The Key to Marketing Success

    Craig Rosenberg
    9 Sep 2014 | 2:49 pm
    Today’s guest post is from Cosmo Mariano from GetLift. Cosmo is a demand-gen, content marketing strategist and almost as importantly, Cosmo and Jason Miller from LinkedIn will be speaking on an amazing Funnelholic webinar on content marketing: 3 Steps to Creating Content that Converts Like Crazy. — Join us on September 24, 2014 10AM Pacific Standard Time. A couple of weeks ago, I was on a flight from Toronto to Austin. The flight was about to take off just as I was trying to wrap up a conference call when the stewardess walked by and politely asked me to put my phone away. I…
  • Top 5 Best Practices for Email Subject Lines

    Craig Rosenberg
    3 Sep 2014 | 7:14 am
    Today’s post is written by Katy Creates, PR Manager at ContactMonkey, a smart email tracking for Outlook, Gmail and Salesforce, based in Toronto. How long do you spend on writing the perfect email subject line? 10 seconds? 10 minutes? 10 hours? New research suggests that you are wasting your time. Email tracking service, ContactMonkey, has analysed over 30 million emails to find out what works best for their users. It is the first time anyone has ever collected this amount of data. They have now released their research on the best performing email subject lines specifically to help…
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    Caskey Sales Training - Sales Strategy - Leadership - Indianapolis

  • How To Sell Anything

    Travis Collins
    29 Sep 2014 | 2:12 am
    A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells. Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that. This is a good episode to play for your entire sales team so you can begin discussion. Be sure to join our LinkedIn Group, Click Here to Join! Also…
  • How To Handle Buyer Resistance

    Travis Collins
    22 Sep 2014 | 7:33 am
    Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that. But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it. Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn…
  • What an 11 Year Old Can Teach Us

    Bill Caskey
    15 Sep 2014 | 3:00 am
    This week’s episode of the Advanced Selling Podcast is a follow-up to last week’s episode, “Are You Worth It?” It just so happened that Chicago Public Radio’s podcast This American Life released a very similar topic called, “It’s not the product, it’s the person.” This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two. Tune in every Monday for new episodes of the Advanced Selling Podcast! Also mentioned in this podcast: This American Life – “It not the…
  • Are You Worth It?

    Bill Caskey
    8 Sep 2014 | 2:12 am
    Are you really worth it? On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you’re selling. Your worth can highly affect the outcome of your deals in exponential ways. They’ll also provide you some ways to increase your worth to the customer. You’ll want to listen to this episode a couple times! Tune in every Monday for new episodes of the Advanced Selling Podcast! Also mentioned in this podcast: Pricing Part I: Inner Game Pricing Part II:…
  • Optimizing Prospect Communication

    Bill Caskey
    1 Sep 2014 | 2:47 am
    This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. “No one wants to do business with a know it all.” When your prospect asks a question, it’s not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode! As always, tune in every Monday for a new episode of the Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn…
 
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    turrisiassociates.com

  • Want to Fill Your Sales Pipeline with Closeable Business

    Al Turrisi
    24 Sep 2014 | 5:17 am
    If you want to close more sales it is more than a function of just prospecting. Without question there are a series of steps necessary for success in making sales that must be recognized and adhered to. By way of example if you are looking to generate profits, profits must come from sales closed on a value proposition not on the lowest price.  When you drop your price you are giving away profit and driving up your cost of sales and doing business. To generate healthy profitable sales requires a clearly defined, repeatable, and measurable sales process based on qualifying and…
  • 10 Step Blue Print for The Successful Sales Pipeline

    Al Turrisi
    5 Aug 2014 | 4:30 am
    A sales pipeline is the life blood of the sales driven organization. A healthy pipeline consists of quality prospects that have been extracted from a suspect pool and match the criteria of the ideal and bread and butter prospect model of the sales driven company. Accounting departments, manufacturing departments, warehousing departments all have processes and systems that are followed by people working in those departments. 1-The sale pipeline of the sales driven organization is filled by the utilization of the company’s sales processes and systems. 2-These sales processes and systems…
  • 8 Step - How to Get Around the Gate Keeper

    Al Turrisi
    30 May 2014 | 3:57 am
    If you are looking to improve your sales process and increase your appointments, shorten your sales cycle try these eight sure fire ways for getting around the gate keeper. 1-Call before regular business hours before the gate keeper arrives at work. You may catch the owner answering the phone thinking it is a customer calling. 2-Call after hours after the gate keeper has left. You may catch the owner answering the phone thinking it is a customer calling 3-Join a country club and play golf.This will give you the opportunity to meet potential business owners. 4-Go to golfing events as a single…
  • 3 Things That Can Prevent Top Performance

    Al Turrisi
    21 Jan 2014 | 7:45 am
    1-You talk about what you are going to do and don’t do it. You talk about what they want to do but do not have a defined plan to get there. More time is spent on talking than doing. Get out as piece of paper and write down one thing you want to accomplish. Make sure it is a high level goal. Identify three steps you can take right now to start the process of achieving that goal. Do one of them and expand the process to the second and the third task. It is better to do something than wait for the perfect plan. I know a talented women who wanted to get back to being a flight attendant. She…
  • 23 Behaviors That Can Get in The Way of Your Success

    Al Turrisi
    5 Jan 2014 | 1:35 pm
    As we move into the New Year as in previous years you will have a tendency to make New Year’s resolutions. These typical New Year’s resolutions usually include what you plan to do to improve the quality of your life and career. To really experience being successful there is more to be addressed in addition to what you plan to do this year. There are automatic negative behaviors you are performing which I will refer to as anchors. These anchors are the behaviors you shouldn’t be doing. These negative anchors are secretly preventing your progress, growth, and success in spite of what you…
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    Sales and Sales Management Blog

  • The Dark Side of Sales–It Ain’t Going Away

    Paul McCord
    7 Sep 2014 | 1:45 pm
    My father passed away in 1979.  I went with my mother to the funeral home to help her make the arrangements for my father’s funeral.  It was one of the most obscene experiences of my life. The salesperson used every trick he could think of to manipulate my mother’s grief and emotional distress to up-sell her at every turn.  I grew up in a working class family.  My father was a Battalion Chief for the City of Garland, Texas fire department.  He had some life insurance, but not much. Money was always tight and would continue to be tight for my mother—tighter than ever since my…
  • Your Client has a Vested Interest in that Referral They Just Gave You

    Paul McCord
    12 Aug 2014 | 9:00 am
    I hope you are generating referrals from your clients.  If you’re not you should be as referrals are one of the most effective, if not the most effective, way of growing your business.  But know that once you have gotten the referral your job is hardly done.  No, I’m not talking about contacting and selling the referred prospect, I’m talking about keeping your client in the loop. One of the primary reasons clients are hesitant to give referrals is that they are afraid of being embarrassed in front of a friend, relative, acquaintance or co-worker by you not performing as you should.
  • Guest Article: “The Strengths of Sales Introverts,” by Alen Mayer

    Paul McCord
    6 Aug 2014 | 10:46 am
    The Strengths of Sales Introverts by Alen Mayer So introverts have game, and quite a bit of it to be exact. The advantages and strengths of sales introverts are multiple, and those who know how to draw upon such strengths have excelled greatly in the sales field as a result, many times catching critics by surprise. Calm in the Storm The first major strength of introverts involves composure. Often mistaken for being too reserved or shy, many introverts instead sit back to give themselves a better vantage point. They are able to then avoid getting emotionally entangled in the discussion and see…
  • Are You Deserving of the Title “Sales Leader?”

    Paul McCord
    4 Aug 2014 | 8:47 am
    Over my three plus decades in sales I’ve seen lots and lots of sales managers.  The vast majority fall into one of these four types: The Hall Monitor The Hall Monitor sees their job as one of chronicling activity, taking names, dispensing discipline, focusing on procedures, thinking those are the keys to generating results—or at least to keeping their job. Hall monitors tend to be oriented to process, are organized, and have a strong sense of discipline.  All admirable characteristics—but they’re misguided.  The Hall Monitor makes a great bureaucrat, a lousy sales manager. …
  • Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

    Paul McCord
    30 Jul 2014 | 1:06 pm
    The Proven Best Way To Gain New Customers by Miles Austin Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like Yelp have emerged to leverage this truth. It is a recognized fact that our customers are active in the selection process before sales ever gets involved.  There is disagreement about how far the customer typically has progressed down the buying path, but they…
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    Inside Sales Experts Blog

  • Lead Response Arms Race: Ready, Fire, Aim.

    2 Oct 2014 | 4:41 am
    Lead response time is a hot topic lately. Companies have published research highlighting findings such as ‘calling inbound leads in under a minute delivers 3-4X conversion rates’ and ‘calling within 5 minutes vs. 30 minutes drops the odds of qualifying by 21X.’ I believe those studies are well done and their findings are true. But the question remains: for those of us with fairly complex B2B sales processes, do they matter?  My hypothesis is that contact and conversion rates rarely equal quality of conversation (and ultimately revenue). I see two big problems in…
  • Top States for Building Inside Sales

    23 Sep 2014 | 4:42 am
    If you could build an SDR or inside sales team anywhere in the US, where would you choose?Would you go for college graduate rich Massachusetts? Tech mecca California? Or low tax, low cost of living Georgia? As companies struggle to hire talent in their local markets, this is becoming more than a theoretical exercise. Last week, I polled 54 sales leaders and asked them: Imagine you are building an inside sales team anywhere in the US. Which of the following would be top considerations in selecting a city/state? Here's how they responded: Using external data sources, I matched the realities in…
  • How One VP Hired 23 Reps in 100 Days (and Lived)

    19 Aug 2014 | 4:54 am
    ZipRecruiter’s VP of Inside Sales, Kevin Gaither, was tasked with hiring 25 inside sales reps in just three months. This is his story. Kevin joined ZipRecruiter in the summer of 2013. By January 2014, he’d grown the inside sales organization to a dozen reps, proving out both the concept and model. With greater than 8K inbound leads per month, it came time to scale. Four months and 700 candidates later, Kevin hired 23 reps (and lived to tell the tale). Kevin shared three things he did right. 1) Approach the hiring process like you would a sales process. Kevin’s ‘hiring…
  • 2 Quarters In, Grade Your Sales Team

    23 Jul 2014 | 4:21 am
    Q1 and Q2 are in the books. How did your team do? If you're like most companies, you know a) your team's actual vs. goal and b) the number of reps at/above quota. But does that truly give a full picture of performance? Sales Team Grader I've been working on a benchmarking tool to fill in the gaps. (Big thanks to the folks who participated in beta testing!) The tool benchmarks your team against: Group performance vs. goal % of reps at 90%+ (of quota) Median rep performance Top and bottom 20% By way of example, I ran analyses on two companies. Here are the results. COMPANY A…
  • Separating Inbound & Outbound SDR Roles [LESSONS LEARNED]

    9 Jul 2014 | 4:33 am
    The strategy of dividing inbound qualification and outbound prospecting into separate roles has crossed the chasm. In our 2014 SDR Metrics report, we identified that nearly 40% of companies have implemented SDR role specialization. On paper, I love this approach as it creates focus and accountability. In practice, it takes careful planning and diligent monitoring to reap the full benefits. I recently chatted with 3 high-growth companies on their lessons learned. GoodData: Distinct Model, Distinct Goals Casey Corrigan, Director of Inside Sales at GoodData, segmented roles for three…
 
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    Marketo Marketing Blog

  • Looking for Higher Marketing ROI? Engage Your Customers

    Maggie Jones
    1 Oct 2014 | 5:30 am
    Author: Maggie JonesEvery year, marketers spend billions of dollars attracting new business – on average, marketers spend 56% of their marketing budgets on acquisition. But as we explore in our new ebook, Improve Customer Acquisition with an Engagement Strategy, there’s no point spending on new customers when – for a fraction of the budget – you could be focusing on customers you’ve already earned. The ROI of Engaging Customers The truth is that marketing to current customers gets you a higher return on investment. Consider the following stats: According to Bain & Company, it…
  • Welcome to the Era of Engagement Marketing

    Chandar Pattabhiram
    30 Sep 2014 | 5:30 am
    Author: Chandar PattabhiramHey, you talkin’ to me? That’s one of the greatest lines from Robert De Niro’s character in Taxi Driver – but it’s also an important question for marketers today. Given our struggles to rise above the noise, and to establish resonance in a personalized way with our prospects and customers, our audiences are often left to wonder – who exactly are we, as marketers, talking to? As a marketing executive for 15+ years, I can say that the quest of every company can be summarized as such: to acquire customers quickly, grow their lifetime value, and convert them…
  • Traditional and Predictive Lead Scoring: a Match Made in Data Heaven

    Jessica Cross
    29 Sep 2014 | 5:30 am
    Author: Jessica CrossBy its very nature, lead scoring should be predictive – a potential customer’s score should predict whether that person is going to buy from you. Before I started working at FlipTop, a predictive lead scoring platform, I’d always tried to base scoring on customers we’d won, but I’m not a data scientist – the most I could determine was that certain industries or job titles were more likely than others to become customers. But that kind of correlation hardly scratches the surface of what predictive lead scoring can do. And when combined with traditional lead…
  • What Twitter Can Teach us About Marketing Automation Users

    Amanda Nelson
    26 Sep 2014 | 5:30 am
    Author: Amanda NelsonMarketers are always looking to better understand their audience, and to better address their needs — especially when it comes to social marketing. Recently, RingLead and Stat Social partnered up to take a close look at how marketing automation users engage on Twitter. To get that deep lookinsight we checked out the Twitter followers of the top 10 marketing automation companies (including Marketo). Through the psychographics and demographics of this audience, we now know more about marketing automation users than ever before! Curious about what we learned? Here are…
  • Get Ready for Ad Week – 5 Things You Can’t Miss

    Maggie Jones
    25 Sep 2014 | 5:30 am
    Author: Maggie JonesWe’re T-minus four days until Ad Week — one of the most important gatherings of marketing and communications leaders of the year, taking place in New York City. If you’re already registered, keep reading for our “must do” list of events; if not, use the list to justify your trip next year (or register now — it’s not too late!).  Why? Ad Week may not be your traditional marketing conference, but it’s no secret that the wall between marketing and ad tech is crumbling before our eyes. It doesn’t matter what kind of…
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    The Sales Blog

  • Always Be Comfortable

    S. Anthony Iannarino
    1 Oct 2014 | 6:16 pm
    Always Be Comfortable is a post from: The Sales Blog | S. Anthony Iannarino I received a few emails about my Always Be Closing post from yesterday. Some people thought that this was old-school advice of the kind that is no longer useful in today’s day and age. One email insisted that not only was closing no longer useful advice, but the better advice would be to insist that sales people never close. In his opinion, if a salesperson does his job well, he and the customer will just naturally arrive at the next stage together without anyone saying a word. But I don’t know a sales manager…
  • Always Be Closing

    S. Anthony Iannarino
    30 Sep 2014 | 6:15 pm
    Always Be Closing is a post from: The Sales Blog | S. Anthony Iannarino I once wrote Always Be Advancing. I borrowed the term from Neil Rackham’s 1988 hit, SPIN Selling. The idea is exactly right the way Rackham laid it out in the book. Now I am afraid it is exactly wrong, but only because salespeople are softer than ever and more afraid of any conflict. The word closing is stronger than the word advance. The right advice is to always being closing, and any advice to the contrary will prove detrimental to your sales results. You need commitments. If you never close you will never gain the…
  • Why You Aren’t Buried With Work

    S. Anthony Iannarino
    29 Sep 2014 | 6:00 pm
    Why You Aren’t Buried With Work is a post from: The Sales Blog | S. Anthony Iannarino There is a reason you aren’t buried with work that others are. The first rule to getting out of a hole is to stop digging. Some people I know have more work than they can handle. They really want to stop digging, but they can’t. They say “yes” to everything, and they are buried. But more people have too little work, and they are struggling. The first rule for getting into the hole to begin with is to start digging. You have the shovel. You have the time. But the work doesn’t take care of…
  • The Leadership Playbook: Too Direct or Too Empathetic

    S. Anthony Iannarino
    28 Sep 2014 | 6:27 pm
    The Leadership Playbook: Too Direct or Too Empathetic is a post from: The Sales Blog | S. Anthony Iannarino Leaders need to make effective choices about their approach when they interact with the people they lead. The measure of a leader is taken by how well the leader can match the approach to the situation. Too Self-Directed Some leaders believe that they need to be very self-directed to be effective. Self-directed can come across as self-oriented, selfish, and oblivious to what the other person needs or the constraints with which they are struggling. I’ve met some leaders who pride…
  • The Hustler’s Playbook: Luck Loves a Hustler

    S. Anthony Iannarino
    27 Sep 2014 | 5:31 pm
    The Hustler’s Playbook: Luck Loves a Hustler is a post from: The Sales Blog | S. Anthony Iannarino The hustler never sits around waiting for their lucky break. The hustler goes out and engages with the world, and in doing so, creates new opportunities. To the non-hustler, it looks like the hustler got lucky. But the hustler knows that luck won’t sit on your couch and watch television with you. Luck loves a hustler. Luck follows the hustler around like it is their shadow. The hustler is always engaged with their world. They’re involved in work projects, personal projects, community…
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    Sales 2.0 Blog

  • Where can I get the best prospect list?

    Nigel Edelshain
    24 Sep 2014 | 9:49 am
    Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview. But did I really do them a favor? The answer is maybe or maybe not. It all depends The skinny on prospect lists is that one size does not fit all. The best source of prospect lists for you…
  • The State of Inbound-SALES!

    Nigel Edelshain
    19 Sep 2014 | 9:27 am
    I’m still pretty jazzed up about the Hubspot Inbound 2014 conference that I attended this week. A lot more to come on that over the next few weeks. The big reason for my excitement (apart from seeing so many sales friends) is that Hubspot has joined the CRM game and is looking to help sales people succeed through social selling. In this vain, a lot of good stuff pouring out of Hubspot right now on sales. First stop check out the report below. Here’s some of the Hubspot post announcing the report. If you know HubSpot primarily for its marketing software and content, you probably…
  • Startup sales gigs-watch out for men bearing shades

    Nigel Edelshain
    14 Sep 2014 | 9:49 am
    “Dude, the future of this startup is so bright you better bring shades.” Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why. Entrepreneurs by definition need to be super passionate about their product. They would not have a product if they were not. They believe down to their bones that what they are making is really needed in the world. At launch it’s an essential trait to be so convinced that what you are doing is valuable…
  • 40 Ways To Hunt For Business More Creatively

    Nigel Edelshain
    4 Sep 2014 | 9:48 am
    Mr. Paul Castain demonstrates his creativity with this excellent list of 40 ways to be more creative in prospecting. Super-practical stuff. You know, I could be way out of line in this assumption but prospects need creative solutions to the challenges they face in their world. More specifically they need your creativity. Million dollar question coming atcha in 3,2,1 . . . Do you demonstrate your creativity? I took the liberty of putting together 40 ways for you to hunt more creatively. I won’t insult your intelligence by telling you that these are the definitive creative answers to your…
  • New Nimble app–much needed. Thanks!

    Nigel Edelshain
    26 Aug 2014 | 12:33 pm
    Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing when things happen on my schedule (not too often)! If you’re into social selling and have not checked out Nimble, you should. I run my Rolodex from it. It’s the CRM that best aligns with a social selling approach (that I know of). Here’s the Nimble post about their new…
 
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    Sales Sales Management Expertise

  • Do You Have a Recipe for Sales Management Success?

    Tony Cole
    24 Sep 2014 | 10:32 am
    I’ve been trying to find a way to tie cooking to sales management.  I love to cook (and eat) and I love selling and coaching sales management.  I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports.  Thus my attempt to find another way to explain concepts of sales management:  COOKING! When you cook, assuming at sometime you cook something for someone (even if it’s just a hot dog for you), how do…
  • Do Your Sales Contracts Have An "I Love Selling" Clause?

    Tony Cole
    16 Sep 2014 | 8:39 am
    This is an unusual sales management blog post from me because it will be short. It is short because, this morning, I’m short on time. I am scheduled for a meeting at the Cincinnati Freestore Foodbank at 8:00am. From there, I go to the airport to fly to Hershey, Pa., where I will be presenting 3 Keys to a More Productive Sales Force and then I’ll be on my way to NJ. Not that you care - you're here to talk about selling. What I wanted to share this morning is two thoughts from a speech I recently listened to.  These thoughts are from Michael Jordan’s acceptance speech when he was…
  • Assets Under Management – A Sales Leader's Job!

    Tony Cole
    15 Sep 2014 | 1:52 pm
    I hate calling people “assets” or “human capital”.  They are people that take on careers to help them and their families achieve very specific personal goals. They do not take on careers, professions and jobs to further the growth of the company that hires them.  However, I was reading an article in Fast Company today about a diagnostic tool to help determine problems of the heart.  Not love problems of the heart, but functional problems of the heart.  In 2002, Marie Guion-Johnson’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming.
  • Sales Managers - Are You Thinking Presidentially?

    Tony Cole
    9 Sep 2014 | 7:30 am
    Not the Obama, Bush, Lincoln, Washington kind of presidential.  More like the presidential thinking of Larry Ellison, Alan Mulally, and Beth Mooney.  All are or were chiefs, and, at one time, were also presidents.  But, prior to that, at some time in their careers, they were managers of something. What separated them, I’m guessing, is that they thought presidentially - they looked at the role of manager through the eyes of a president.  In other words, I’m sure they thought, “If this were my company, what would I do?” In a conference I attended earlier this year,…
  • The Selling Process – Do We Have It Right?

    Tony Cole
    8 Sep 2014 | 8:04 am
    I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management.  The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie.  I enjoy reading HBR publications even though some of the research findings they provide are way over my head. The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management.  This article was no exception, especially when they were writing about the sales process. According to Wikipedia - A sales…
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    Keith Rosen

  • Coaching Salespeople to Win More Sales! Salesforce.com Live Webcast Recording

    Keith Rosen
    21 Sep 2014 | 5:13 am
    What are the best-in-class sales leaders doing to better engage their team and win more sales? Watch this webcast with Keith Rosen and Jason Jordan as they discuss leadership best practices, the language of leadership and the role technology plays in building a bench of champions. Plus, a special announcement that every manager needs to hear! Industry Leaders Agree on the Role of Coaching In this live webcast, I had the pleasure of joining Jason Jordan of Vantage Point Performance in a great discussion with moderator Steve Diamond from Salesforce.com as guests on a recent webcast episode of…
  • [Video] Resign Today as Chief Problem Solver

    Keith Rosen
    23 Aug 2014 | 8:43 pm
    We’re always being encouraged not to quit. But not today. There’s one role I’d encourage you to walk away from right now. Your role as Chief Problem Solver and Decision Maker. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. It’s time to abandon toxic thinking. It’s time to look at the inner game of coaching. Not just what we do when we’re engaging with a customer or one of our direct reports, but how we need to think. Holistically, this is…
  • Profit Builders Named Top 20 Sales Training & Coaching Company for 4th Consecutive Year

    Keith Rosen
    14 Jul 2014 | 7:31 am
    Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams. The list appears in the July issue of Selling Power magazine, which is now available to subscribers. At least two considerations about the current state of business-to-business (B2B) selling influenced the selection process for the 2014 Top 20 Sales Training…
  • [Video] CRMs Need Data – People Need Coaching

    Keith Rosen
    12 Jul 2014 | 10:10 pm
    Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and a keen, observant eye. Enhanced Video Transcript:  This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. How do you assess the talent on…
  • [Video] Positive Change Starts With You

    Keith Rosen
    29 Jun 2014 | 2:23 pm
    Why does sales training fail? Why don’t people make the changes they need to become more successful? The fact is, sales training doesn’t create champions. Leaders do. It’s the coaching and reinforcement from the manager that makes any sales training stick. So, if you want to build a team of top performers, first make your managers world class coaches. Take a look in the mirror. Your team is a reflection of you. Like it or not, every team takes on the complexion of their manager; their strengths as well as weaknesses or, their opportunities for improvement. And that’s the good…
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    Get Clients: How to Attract and Win More Professional Service Clients

  • Cold Emailing to Generate Leads and Win Clients

    Ian Brodie
    29 Sep 2014 | 4:46 pm
    Have you ever had one of those awful emails out of the blue, usually from a company offering SEO or website services, where they just pitch at you and don’t seem to have paid the slightest attention to your website or business? That’s bad cold emailing at work. No better than spamming. On the other hand have you had a very targeted, charming email from someone you don’t know where the writer has done their homework and opens up a useful conversation with you that leads to something mutually beneficial? That’s good cold emailing. I’ve had much more of the former…
  • How To Use Website Analytics To Get More Sales And Grow Your Business

    Ian Brodie
    11 Sep 2014 | 10:12 am
    When it comes to websites and online marketing, analytics is probably the last great unexplored frontier. Most people have a fair idea about their website and they know they should be using email marketing and doing stuff on social media. But when it comes to analytics, few people get much further than glancing at basic Google Analytics data every now and then. The truth is though that there’s a wealth of information available about what your website visitors and potential clients are doing on your site. And if you use it right, you can get tremendous insights from that information and…
  • The REAL Secrets of Networking

    Ian Brodie
    1 Sep 2014 | 5:20 pm
    There’s lots of great training available about the skills of networking. Crafting a compelling “elevator pitch”, learning how to break in to groups, hold conversations, ask for referrals. All good stuff. But in a way, all very tactical. Personally I’ve found there are much more powerful principles that make a huge difference to your success at winning clients. Principles that most networkers tend to ignore. Get these principles right and even if you’re a networking newbie you’ll do well. Get them wrong and no amount of skill will save you. Principle #1:…
  • How to Partner with Procurement to Win More Clients

    Ian Brodie
    23 Jul 2014 | 5:57 am
    If you’re selling your services to corporates or even mid-sized companies, chances are you’ll bump into procurement. You may need to submit proposals, take part in formal tender processes, get onto the approved supplier list, or just have them OK your letter of engagement. And you’ve probably discovered that sometimes working with client’s procurement teams isn’t easy. Sometimes it feels like their only goal is to drive down your price. Or keep small suppliers like you out of the equation. In this podcast I interview Stephen Ashcroft of BrianFarrington.com.
  • How I Grew My Email Sign Up Rate By 91% With One Simple Technique

    Ian Brodie
    18 Jul 2014 | 12:45 am
    I’m going to assume that if you’re reading this, you already know two things: Building an email list is the most powerful, most certain method of getting clients and growing your business online (hey, I have to say that, I wrote the #1 book on email marketing on Amazon after all ;)  Building an email list isn’t easy. The vast majority of visitors to your website will leave without signing up. Now I already have a pretty well optimised blog when it comes to getting email signups. I have a home page focused on getting signups which gets about a 6% optin rate which is pretty…
 
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    ThedewView.com

  • how to lose belly fat fast ?!

    admin
    16 Sep 2014 | 6:58 am
    how to lose belly fat fast ?!   One of the toughest fat to lose is belly fat and it may result in a variety of illnesses including stroke, diabetes, heart disease among others. This is aside from the fact that belly fat can give you an ugly and that is why it is very essential to reduce this amount of fat. There are many things that influence belly fat and they include; stress, diet, exercise as well as sleep. Below are some steps on how to lose belly fat fast; Step 1; Lifestyle changes i) Regular exercise Exercise is very essential to any individual who wants to lose belly fat and this…
  • 5 Ways To Lose Weight Fast For Women

    admin
    16 Sep 2014 | 6:44 am
    5 Ways To Lose Weight Fast For Women   Women have a greater prevalence of developing obesity as compared with males. This is because, women have lower metabolic rate than men and thus, are advised to be more careful about their diet and lifestyle. If you are overweight and have been trying to lose weight in a natural and safe manner, then you must consulted a lot of people before trying any new weight loss measure. Apparently, your friends and family members must have also told you a lot of ways to lose weight. It should be noted that the only thing that restricts your body’s ability…
  • How to Lose Weight Fast

    admin
    16 Sep 2014 | 2:19 am
    How to Lose Weight Fast   When it comes to losing weight, a majority of people want quick results. Whether you want to lose weight quickly because of an upcoming event or for health reasons the most important thing is to do it safely. There are so many fad diets you will find online that promise so much but they actually end up causing more harm than good. Luckily, there are better, safer and healthier ways in which you can shed pounds within a relatively short time. Diet Diet is considered to be the most crucial aspect when it comes to weight loss, both short term and long term. What…
  • How To Lose Weight Fast Exercise At Home

    admin
    16 Sep 2014 | 1:06 am
    How To Lose Weight Fast Exercise At Home   Are you one of the many people that wish to lose some weight for a whole host of reasons? If so, then you have probably tried to formulate a plan of action that you hope will lead to you making your target weight in a certain period of time. There is no doubt that a mixture of watching what you eat and working out is a perfect combination, but actually knowing which exercises to do and how to do them can be a bit more difficult. However, help is at hand and these five tips should make a difference when it comes to exercising at home to lose…
  • How To Lose Weight Fast Without Exercise Or Diet

    admin
    16 Sep 2014 | 12:24 am
    How To Lose Weight Fast Without Exercise Or Diet   Losing weight doesn’t always have to involve intense workouts or strict dieting. If you want to lose weight fast without exercise or diet, then follow the tricks mentioned below to slim down the easy way. Time your meals One of the best habits to slim down without following a complicated exercise or diet plan, is to become a slow eater. Make sure to set a timer of 20 minutes before you start your meal. Pacing your meals properly will offer immense pleasure as you will enjoy each bite. Also, by eating in smaller portions your…
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    Dealmaker365 Blog

  • 5 Key Dreamforce Sessions and 3 Tips

    Donal Daly
    29 Sep 2014 | 3:50 am
    There is a lot going on at Dreamforce. How do you choose which sessions to attend? This year there are many overlapping sessions, and conflicts between the keynotes and some fabulous breakout sessions.  It is not possible to cover everything, so you need to be judicious in your selections. Tip: Remember that Salesforce make most of the keynotes available on YouTube very shortly after the event – so you will be able to catch up on these later.   My 5 Key Dreamforce Sessions for Sales Professionals Tip: To get straight to these sessions in the Dreamforce Agenda Builder, first login to…
  • What Sales Managers Can Learn From The Music Business

    Donal Daly
    15 Aug 2014 | 5:01 am
    There’s a Jackson Browne song called These Days which he wrote at the tender age of sixteen. One of the lines in the song goes, “Don’t confront me with my failures; I have not forgotten them.” A sixteen-year-old wise beyond his years. For those of you who are not old enough to remember Jackson Browne, he was a seminal influence in the ’60s and ’70s music movement that came out of Sunset Boulevard/Laurel Canyon, Los Angeles—where at the time you’d have found Frank Zappa, Crosby, Stills & Nash, Joni Mitchell, The Byrds, Jim Morrison, Eric Burdon, Neil Young, Orson…
  • 13 Things Marketers Need To Know About Sales

    Donal Daly
    9 Aug 2014 | 3:46 am
    There are few distinct viewpoints in business that are as polarized as those of marketing and sales professionals. Marketing is glamorous, sales less so. Sales are measurable, marketing less so. The uneasy relationship between sales and marketing is widespread and infects almost all types of businesses. The truth, of course, is that mutual respect and understanding, and a shared perspective, between the sales and marketing teams is essential if you want to be sure you have the right products to sell, the right marketing messages, and ability to call on their support when you need it. When…
  • Sales Metrics That Matter

    Donal Daly
    23 Jul 2014 | 10:09 am
    The best sales professionals are constantly looking for help.  Winners are honest in their self-assessment of the skills and competencies – or at least as honest as they can be. Only 61% of sales reps think they are good at uncovering customer problems. Until they can do that they can’t know how to apply their solutions to help. Just over half (54%) know how to access Key Players in the buyer’s organizations. The Key Players are critical in the buying decision. 80% of sales reps think are good at qualification. But 51% of forecasted deals don’t close. Sellers who…
  • Battling the 57% – Part 3: Getting Ahead of the Curve

    Donal Daly
    15 Jul 2014 | 7:59 am
    Much has been written about the research that suggests that a buyer is 57% through their buying process before they engage with a vendor. I have written about this how I think the ‘57%’ is sometimes misinterpreted. Sometimes buyers engage with you early, and sometimes the call you after they have done their own research. Strong patterns exist that correlate the level of awareness that a buyer has of a need to act as he rushes headlong to that 57% Point, directly with his propensity to buy something. That is really no surprise. The parallel pattern however is that his level of…
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    Inside Sales Thought Leadership Blog

  • Millennials: Stop Asking Mommy and Daddy for Career Advice

    Brock Heath
    30 Sep 2014 | 5:57 pm
    I keep telling my friend it isn’t a good idea to continue doing her senior college student’s homework for him. Because it won’t end there: Today’s parents continue to play a big role in negotiating, advising, and guiding their Millennial darlings when it comes to careers. CNBC recently reported on a survey of 22- to 26-year-old college graduates by the Adecco staffing agency: 8% reported that a parent had accompanied them on at least one job interview, and 3% said a parent actively joined the interview. According to Dan Schawbel, founder of Millennial Branding, 37%…
  • #Millennials Work on a Different Rhythm than Other Generations

    Brock Heath
    26 Sep 2014 | 7:00 am
    For a generation brought up in a multi-tasking culture, it’s no wonder that managers and media are often scratching their heads and venting their frustration and confusion as to the work habits and rhythms of this newest working generation. It’s a common preference among Millennials to be shifting attention between quick digital tasks, especially when the easy and familiar nature of technology comes into play. The habit can often seem shifty and unfocused, but recent studies have shown that a lot of our old expectations about workplace productivity are changing with the times.
  • The Rise of High-Pressure Decision Making

    Brock Heath
    25 Sep 2014 | 7:00 am
    Recent studies show that our work cultures are moving quickly towards high-pressure decision making as the pace of work, economic change, life, and technological change increases. Low-pressure decisions are on the decline as more and more business challenges require rapid solutions that don’t allow for the gathering of data and lengthy considerations. Forbes contributor Steven Kotler is even suggestion training your brain for constant high-pressure decision making by grabbing a snow board and falling down a mountain! The latest stats coming out of PricewaterhouseCoopers’…
  • #DF14 Countdown: Planning Your Dreamforce 2014 At First Glance

    Brock Heath
    24 Sep 2014 | 7:00 am
    Dreamforce is on it’s 3 week countdown!  Last year, we covered Dreamforce as an official blogger and had a blast attending all the great sessions. But this year, we’re going bigger: in addition to our usual coverage, Josiane will be ON STAGE at Dreamforce, Wednesday the 15th from 9 – 9:40am, joining a panel of sales experts and talking about the “#1 Competitive Edge in Today’s Sales World.” It’s going to be awesome! Join us at the Marriott Marquis, Yerba Bueana – Salon 7. Since I know you’re starting to think about your schedule…
  • A Guide to Sustainable Success in Inside Sales

    Brock Heath
    23 Sep 2014 | 7:00 am
    In the inside sales world today, there are thousands of videos, blogs, webinars, infographics, and other content published daily covering the latest tips, trends, and strategies. There has truly never been a better time to be a self-educating sales warrior, or an inside sales leader for that matter. But all these tips and strategies can come to be, well, a little noisy. With that in mind, I decided to pull some of these noisy elements together and create a guide for all my amazing email subscribers that addresses a key challenge in today’s inside sales landscape — Sustainability.
 
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    EyesOnSales.com

  • In a Sales slump? 3 Action Steps to Work Your Way Out Of It

    editor@eyesonsales.com
    1 Oct 2014 | 7:00 am
    SALES QUESTION: "I'm in a sales slump and don't know what to do to get out of it. What action steps can I take to change the situation I'm in?" SalesBuzz Answer: Sales slumps are never fun. A bad one can shake your foundations to the core, to the point where you fear that your lifestyle is in danger as the bills pile up with every missed quota. Here's the good news: Every top sales rep has had a sales slump at some time in their career. Which means, you CAN overcome this. Your biggest challenge will be to take accountability and to have the commitment to overcome your situation. If the…
  • How to Use Better Tie Downs

    editor@eyesonsales.com
    30 Sep 2014 | 7:00 am
    You’ve probably heard that nothing identifies you more as a sales person than using the worn out greeting, “How are you today?” right?  Prospects know immediately who is calling and they can’t wait to get you off the phone.  You know what else identifies you as a sales person?  Using any of the following worn out tie downs like: That’s a nice feature, isn’t it? Would that make you feel better? Are you with me so far? And you’d like that, wouldn’t you? There are many other tie downs that are so obviously a sales technique that…
  • 12 Ways to Multi-Task Like a Superhero

    editor@eyesonsales.com
    25 Sep 2014 | 8:13 am
    There’s been a lot of debate over the last few years about the effectiveness of multitasking. Productivity experts make the case that trying to do more than one thing at the same time leads to poor results — and half-finished outcomes. Nothing gets the best use of your attention. Instead of doing more, you actually get less done. And what you get done isn’t game-changing or noteworthy. Maybe multi-tasking isn’t broken. Maybe it’s your focus and planning that need a tune up. If you’re not focused, you’re not going to be achieving your best.
  • How To Lose A Customer In 10 Days

    editor@eyesonsales.com
    24 Sep 2014 | 7:00 am
    If it wasn’t for the darn customers, business would be easy.  They are so demanding. You can also blame poor sales results on Wall Street, the administration and millennials.  It might be time to stop the blame game and take a tour of your company to see if you are creating raving fans or clients that are raving mad. Case in point.  A colleague of mine purchased a computer earlier this year and within a week the infamous blue screen showed up.  The computer shut down and she had to return it.  The company actually handled the return fairly well.  They took…
  • Smart Email Marketing for the Holidays -- LIVE WEBINAR

    editor@eyesonsales.com
    23 Sep 2014 | 7:00 am
      With the holiday season quickly approaching, you can’t just blast emails to your customers based on what deals and promotions you want them to see. Instead, you should use smart segmentation techniques and A/B split test your campaigns to see what resonates best with your audience. Knowing your audience and giving them what they want will help you become a more successful email marketer. Here at Campaigner, we are gearing up for our own holiday campaigns and we want to share some quick and easy email marketing tips to help you rocket to success this holiday season. Join us on…
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    The Accidental Negotiator

  • Why Understanding How The Other Side Thinks Is So Important In A Negotiation

    drjim
    26 Sep 2014 | 2:00 am
    You have to know what is going on in the other side’s brainImage Credit I can only speak for myself, but as of yet I have not figured that whole “mind reading” thing out. What this means is that if I want to understand how the other side of the table is viewing the negotiation that we are currently involved in no matter what negotiation styles or negotiating techniques are being used, I’m going to have to make sure that I understand human psychology. This means that there are three key motivators that I’ve got to know how to use during my next negotiation. Aim…
  • Turns Out That Negotiating Is All About 3 Rules Of Psychology

    drjim
    19 Sep 2014 | 2:00 am
    The better you understand human psychology, the better a negotiator you’ll be Image Credit What does it take to get your way in the next negotiation that you are involved in? The ability to read the mind of the other side of the table would be nice, but if that’s not possible for most of us. What else do we have to work with? The answer to this question doesn’t have anything to do with negotiation styles or negotiating techniques. It turns out that human nature is a very powerful force and if you understand how it works, then your chances of being successful in your next…
  • How To Break A Deadlock

    drjim
    12 Sep 2014 | 2:00 am
    Every deadlock can be broken – it just takes a little bit of effortImage Credit All too often in a negotiation no matter what negotiation styles or negotiating techniques you are using, when we encounter a deadlock we may want to just give up. After all, a deadlock sure looks like something that is going to prevent both sides from ever being able to successfully reach a deal. However, I’ve got some good news for you. It turns out that every deadlock can be broken; you just need to know how to go about doing it… Go Away And Come Back Deadlocks happen. It’s how you deal with…
  • What Negotiators Need To Know About Job Opportunities In The Federal Sector

    drjim
    10 Sep 2014 | 6:39 pm
    One of the responsibilities that we have as negotiators is to teach others about where they can find good jobs — negotiating jobs and others. As kids go back to college this fall, it’s the perfect time to open their eyes to the job opportunities in the federal sector. We all know how hard it is now to find a good job after graduation, yet the federal workforce is in need of bright, young lawyers, engineers, scientists, enforcement officers, and more! Check out the National Treasury Employee’s Union (NTEU) president’s tips on how to help your child prepare for and land a job in…
  • Deadlocks Are A Small Negotiator’s Best Friend

    drjim
    29 Aug 2014 | 2:00 am
    Sometimes the little guy wins Image Credit When you enter into a negotiation, often times things don’t seem fair. Specifically, sometimes you view yourself as being “the little guy”. When this happens, it’s often easy to believe that you don’t stand a chance – no matter what negotiation styles or negotiating techniques you use the other side is going to get what they want and that’s all there is to it. However, it turns out that you have a secret weapon that you can use – the deadlock. Why Just Starting A Negotiation Works In Your Favor When you find…
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    Paul Castain's Sales Playbook

  • Your Prospect Consumed The Equivalent Of 1 1/2 Novels Today

    Paul Castain
    1 Oct 2014 | 3:03 pm
    Do you think the emails you sent today REALLY  made an IMPACT? Sadly, 60-80% of prospecting emails are never even opened let alone responded to! We lose them at the subject line by either using words that scream “SALES PITCH!” or words that send your email to the spam folder. If we make it past the first checkpoint, [...]
  • How To Piss Off Prospects When They Were Wrong And You Were “Right”

    Paul Castain
    29 Sep 2014 | 11:21 am
    I learned an important lesson in the last two weeks that almost cost me north of $15,000! I pissed off approximately 30 people and my thinking was “I was right and they were wrong” Yep, pretty dumb on my part,but please read on! For over two months I promoted the heck out of a new online course [...]
  • It’s Not Your Fault The Email You’re About To Send Sucks

    Paul Castain
    29 Sep 2014 | 5:24 am
    Sadly, 60-80% of prospecting emails are never even opened let alone responded to! We lose them at the subject line by either using words that scream “SALES PITCH!” or words that send your email to the spam folder. If we make it past the first checkpoint, we typically lose their attention at “Hello”. Why? Because our prospects are sending [...]
  • A Quick Tip To Start The Week Strong!

    Paul Castain
    28 Sep 2014 | 2:23 pm
    You can have the greatest meeting in the world with a prospect but, you’re still vulnerable when that meeting ends! How? Well I guess you’ll just have to listen to this week’s quick tip. What can you do to keep your prospect highly engaged between meetings? Listen to the free audio tip to find out! Wishing you all [...]
  • Is Friday REALLY A Good Day To Call Prospects?

    Paul Castain
    26 Sep 2014 | 5:56 am
    There are way too many over analyzers in our profession these days. People who look at different days of the week and compare results with other days of the week and the best part of it all is that so many of the reports you see tell you something different. Here’s what I look at it comes [...]
 
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    SALESPRACTICE.COM

  • Home cold calling

    26 Sep 2014 | 11:30 pm
    Hi all. Most of the threads i've read here on cold calling have been related to B2B prospecting. My situation is [...] http://www.salespractice.com/forums/t-7373.html
  • Materials left behind when cold canvassing

    21 Sep 2014 | 8:10 pm
    It has always been my belief not to mess with leaving much behind when I pop into a business and the owner is not in. I [...] http://www.salespractice.com/forums/t-846.html
  • Emotional Intelligence

    18 Sep 2014 | 2:32 am
    Emotional intelligence is the ability to perceive emotions, to access and generate emotions so as to assist thought, to [...] http://www.salespractice.com/forums/t-711.html
  • SPIN Selling - What do you think of the material?

    13 Sep 2014 | 11:46 pm
    I was thinking about picking up the book, SPIN selling. Has anyone here read it? If you've read the material what [...] http://www.salespractice.com/forums/t-667.html
  • First Impressions

    7 Sep 2014 | 1:27 pm
    I'm sure everyone has heard, "You never get a second chance to make a first impression." Do you have any tips on how to [...] http://www.salespractice.com/forums/t-109.html
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Sponsored: The Importance of POS Systems in Restaurant Settings

    the_alen
    1 Oct 2014 | 7:21 am
    Those who have spent any amount of time in the business world at all are probably fairly familiar with the term “POS system.” Those who are unfamiliar with the term have probably heard it at least once due to the sheer popularity of the system within small businesses and restaurants. POS, also frequently referred to by its longer name “Point of Sale,” is a type of system that is typically used by restaurant owners and retail shop owners. It is typically comprised of technology that makes it possible for restaurants to keep track of food inventories and simplify bookkeeping…
  • Are You Shy, or Just Introverted Salesperson?

    the_alen
    18 Sep 2014 | 4:30 am
    Have you ever felt weird in your business environment, like you don’t fit in? Do you hear people (or your manager) saying to you that you need to change, to speak up, to speak louder and be more assertive? Have you ever been labeled “shy” when you’re really just introverted? It’s not a given that because you’re quiet, you’re shy… or that you’re an introvert. There are shy extroverts and outgoing introverts! (Yes, even in the sales environment!) So how can you tell which you are – shy, or introverted? Shyness is being reserved and avoiding contact with others either because…
  • How to Appeal to Your Introverted Clients

    the_alen
    8 Sep 2014 | 3:11 am
    According to Psychology Today, up to 50 per cent of the population can be defined as introverted. While significant publications like the The Atlas of Types Table (Macdaid et al, 1994) describe the sales industry as predominantly populated by extroverts, your customer base is not. This means that while you’re unbridled zest and enthusiasm will win you points in the office, and with many customers, you’ll need to try a different approach to appeal to introverts. The Five Characteristics of an Introvert, and How to Use Them Luckily, a wealth of research has gone into defining…
  • Sales Pitfalls: Lack of System and Lack of Head Work

    the_alen
    30 Jul 2014 | 11:29 pm
    Sloppy methods in any business produce failure. Lack of system may not make a person fail entirely, but unless a person is systematic she is subject to a tremendous waste of energy and money. System means success; saving time; carrying out your resolves; having a definite time each morning to start to work, and starting; planning your work for a day, a week, or a month ahead; establishing regular habits of diet; doing things when you are not busy; keeping a personal cash account; having no time or strength to waste in dissipation of any kind. Try to find a good source of information…
  • Sales Pitfalls: Giving Up

    the_alen
    24 Jul 2014 | 10:21 am
    Another pitfall (besides fear) in sales is lack of energy – indifference, disinclination. Lack of energy is lack of integrity. A person of great integrity is capable of enduring great hardship, and is therefore worthy of great reward. Integrity means hard work, it means head work, it means success. Weak people get cold feet, and cold feet make weak people. The sad thing is they could and would have succeeded if they had but known and paid the price. Most of the failures would have been successes if there were just a little more grit and patience and wide-awake zeal, a little more…
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    Your Sales Management Guru

  • Should Salespeople Prospect Anymore?

    kenthoreson
    29 Sep 2014 | 10:45 am
    Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)  and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. In…
  • Sales Leadership: 5 Steps to Exceed 2015 Quota

    kenthoreson
    22 Sep 2014 | 12:02 pm
    Sales Leadership: How to Ensure You Exceed Your 2015 Quota   The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. At this time of year I am working with each of my clients to begin to position them for success. I have listed the actions most organizations need to consider to exceed next year’s quota. Begin to recruit. This is the best time of year to recruit as top performers are evaluating their current situation, so you may lose individuals and you…
  • Pick up the DAMN PHONE!

    kenthoreson
    15 Sep 2014 | 6:16 am
    Pick up the DAMN PHONE! When I saw the title of this book, by Joanne Black, I knew I would like the book- while I was reading it I loved it! Pick up the DAMN PHONE! , How people, not technology seal the deal is a great read with tons of tips for any salesperson. As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. Joanne not only provided her insights into selling in today’s world, but to make her points she used stories and quotes from over 45 professionals. This style increased the credibility of the material but also added to the…
  • Sales Leadership: You are the Practice Squad

    kenthoreson
    2 Sep 2014 | 9:15 am
    Sales Leadership: You are the Practice Squad On every football team you have the team of starters and you have a practice squad, their job is to represent what the competitions offense or defense game plan or playbook might look like. Each week the starters practice against these players to gain a better perspective of what the real competitor will do during the game with the objective improving their odds of winning.  As a sales leader it is your job to ensure your team is prepared not only for each sales call but for unexpected situations that might arise at any time during the sales…
  • 7 Benefits of a Prescriptive Sales Process

    kenthoreson
    25 Aug 2014 | 8:06 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. 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 process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales…
 
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • The Essentials of Marketing Kit - Includes the Free Social Marketer's Guide to Pinterest

    1 Oct 2014 | 3:20 am
    The Essentials of Marketing Kit, brings together the latest in information, coverage of important developments, and expert commentary to help with your marketing related decisions.The following kit contents will help you get the most out of your Marketing research:The Social Marketer's Guide to PinterestIndustry Report: 2014 Global Email SurveyThe Modern Marketer's Guide to Getting the Most Out of VideoFrom Information to Insights: Understanding Big Data OnlineRequest Free!
  • Meatball Sundae Marketing Research Kit - Includes a Free $8.50 Book Summary

    1 Oct 2014 | 3:20 am
    The Meatball Sundae Marketing Research Kit brings together the latest in information, coverage of important developments, and expert commentary to help with your marketing solutions. This kit includes the Meatball Sundae - Is Your Marketing Out of Sync Summary eBook that normally is $8.50. Seth Godin's book is the definitive guide to the 14 trends no marketer can afford to ignore. It explains what to do about the increasing power of stories, not facts; about shorter and shorter attention spans; and about the new math that says 5,000 people who want to hear your message are more valuable than…
  • The Essentials of CMO's Free Kit

    1 Oct 2014 | 3:20 am
    The Essentials of CMO's, brings together the latest in information, coverage of important developments, and expert commentary to help with your CMO related decisions.The following kit contents will help you get the most out of your marketing research:The CMO ToolkitEngage Customers by Delivering Personalized Digital ExperiencesIndustry Report: 2014 Global Email SurveyThe Modern Marketer's Guide to Getting the Most Out of VideoRequest Free!
  • The Essentials of Social Media - Free Kit

    30 Sep 2014 | 2:20 pm
    The Essentials of Social Media, brings together the latest in information, coverage of important developments, and expert commentary to help with your Social Media related decisions.The following kit contents will help you get the most out of your Social Media research:Industry Report: 2014 Global Email SurveyThe Next Generation of Social InnovationGet a Real ROI From Social in 5 StepsSocial Business Anytime, Anywhere: IBM Mobile Software for Social BusinessRequest Free!
  • Experience Platform Brochure

    30 Sep 2014 | 12:00 am
    Get the PDF to learn how Sitecore is innovating our products to help world-class marketers know every customer and shape every customer experience.Download our free product brochure and discover:What it takes to own the customer experience today  -  win customers for lifeHow Sitecore helps you meet the new requirements for customer engagement  -  across all channelsAll the new and improved capabilities Sitecore offers in one platform  -  drive one, consistent customer experienceRequest Free!
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    Salesjournal

  • Jeffrey Answers a Question on What to Tweet

    caitlinhoward
    26 Sep 2014 | 12:55 pm
    By Jeffrey Gitomer (YouTube) Want to start tweeting but don’t know where to begin? Jeffrey Gitomer describes the best topics to tweet about that will help you understand your customers more and provide value to them.  Jeffrey Answers a Question on What to Tweet 
  • 3 Easy Tricks To Get Organized And Reduce Stress

    caitlinhoward
    26 Sep 2014 | 7:57 am
    By Vanessa Voltolina (The Huffington Post) Feeling stressed out, exhausted,  and overwhelmed by a to-do list? Try these three easy tricks to stay organized that will help reduce stress and increase efficiency! 3 Easy Tricks To Get Organized And Reduce Stress
  • Social Selling Pillar #1: Move From Resume to Digital Reputation

    caitlinhoward
    26 Sep 2014 | 7:31 am
    By Jill Rowley (HubSpot.com) Optimizing your LinkedIn profile for social selling involves more than just plastering your resume onto your LinkedIn page. Learn how to revamp your profile top build your personal brand, and increase your sales. Social Selling Pillar #1: Move From Resume to Digital Reputation
  • Why Prospects Aren’t Calling You Back And What You Can Do About It

    caitlinhoward
    26 Sep 2014 | 6:59 am
    By Matt Sunshine (The Center for Sales Strategy Blog) Nothing is more discouraging than leaving voicemail after voicemail for potential prospects, and not receiving any calls back. Learn how you can leave a voicemail that will entice prospects and make them want to return your call. Why Prospects Aren’t Calling You Back And What You Can […]
  • When It Comes to Customer Face-time, Are You Your Team’s Own Worst Enemy?

    caitlinhoward
    18 Sep 2014 | 8:56 am
    By Rachel Cavallo (Symmetrics Group) Where are you asking your sales reps to spend their time? If you are asking them to spend more time pulling reports and attending unnecessary meetings, than spending time with customers, then you have might have a problem. Find out if your sales reps are bogged down by unnecessary tasks and what […]
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    Peak Sales Recruiting | Sales Recruiter

  • Why Great Sales Candidates Get Rejected

    Eliot Burdett
    29 Sep 2014 | 5:27 am
    We see it all the time. A great sales candidate meets with a prospective employer who rejects the candidate and elects to hire someone else. Oftentimes the reasons are legitimate – such as poor cultural fit – but many times, there are no logical reasons for the decision not to consider the candidate who would in all likelihood otherwise be a strong producer. When reliable sales talent is in such high demand because it is so important to the success of any business, excluding great sales candidates from the hiring process for the wrong reasons is a real issue. There are several…
  • Does Your Company’s Online Reputation Matter When Sales Recruiting?

    Kevin Stone
    25 Sep 2014 | 1:42 pm
    As we have written about before, top performing sales people want to work for industry leading and highly reputed companies which their chances of success are greatest. Since there is excess demand for the services of top sales people, why wouldn’t they be selective in who they work for? In an Internet dominated world, a key question for employers becomes, how much value do the best sales professionals assign to the online reputation of an employer when deciding whether or not to be engaged in their recruiting process?  And, what can employers do to ensure that their online…
  • Could One of These 2015 Sales Conferences be a Game-Changer?

    Jennifer McFarlane
    22 Sep 2014 | 8:55 am
    Let’s be honest. Not all sales conferences are created equal. You probably don’t even remember the worst conferences you ever attended. After all, they were far from memorable, but suffice it to say you ducked out as soon as possible, feeling like you would never get that time back. With so many conferences to choose from, and so many that don’t live up to their promises or can’t justify your time, how do you make sure you pick one that’s worth your time (and money)? Use a Structured Approach: Like everything we advocate in our sales hiring philosophy, we believe in a…
  • The Problem with the 80/20 Rule for Sales Managers

    Eliot Burdett
    15 Sep 2014 | 11:00 am
    Many sales managers accept the 80-20 rule – that 20% of their reps make 80% of the sales – which I suppose is acceptable if the sales manager is consistently meeting targets, but it certainly is not a recipe for superior results. There are many downsides to allowing under-performers to exist on your sales team. Sales leaders who regularly exceed targets are vigilant about removing the weak performers from sales force. “Traditionally, sales teams fall into a pattern: Twenty percent hit well above target – they are your high performers; 60 hit their target fairly…
  • Book Review – Hire Right, Higher Profits: The Executive’s Guide to Building a World-Class Sales Force

    Eliot Burdett
    4 Sep 2014 | 11:47 pm
    Recruiting high performance sales people is something that very few companies do well and there are a limited number of books on how to attract and hire great sales people (including ours – Sales Recruiting 2.0 – How to Find Top Performing Sales People, Fast), so we are always keen to review what others have to say on the topic. Hire Right, Higher Profits: The Executive’s Guide to Building a World-Class Sales Force, by Lee B. Salz (SalesArchitects), was released in 2013 and what immediately catches my attention is the link between sales hiring and profits in the book’s…
 
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    Sharon Drew Morgen

  • What Is Change?

    Sharon Drew Morgen
    29 Sep 2014 | 10:11 am
    Every decision we make, every new job we tackle, every new idea we have, involves change. What is it? Why is it so difficult? I’ve recorded a 6 part series on change: what it is, what it does, why it’s so hard, and what we need to do differently to make it easy.   I begin with an introduction to change, and then proceed through to systems, bias, resistance, buy-in, and decision making. Enjoy the series. I’ll publish one each week for 6 weeks. If any of you want to discuss with me the possibility of learning a new model that not only facilitates change, but enables consensus and…
  • Use Cold Calls To Sell, Not Make Appointments

    Sharon Drew Morgen
    23 Sep 2014 | 5:51 am
    There is no reason to try to make an appointment with a cold call. Think about it. Who will take the appointment? Only those already seeking a solution, so the moment you enter you’re already in a competition. You have no idea if the person you’re speaking with offers a fair/accurate representation of the buyer’s ‘needs’. You have no idea (nor do they, probably) if all the decision makers and influencers have assembled and offered their thoughts on needs – so you have no way of knowing if there is a real match between your solution and their need. You do now know what percentage…
  • Two Cold Call Case Studies

    Sharon Drew Morgen
    14 Sep 2014 | 8:42 am
    #1 C: Hello, Sharon? Joe from Mimeo calling. How you doin’ today? [I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me ‘Sharon.’] SDM: Do you know if that’s my correct name? C: I do know. It’s your name. SDM: Really? Are you absolutely certain? C: I am. SDM: How can you be so certain? C: Wait. Aren’t you Sharon? Is Sharon there? Seriously. That call happened. Word for word. #2 E: Hi. I’m calling from Ecsell. Is this Sharon? SDM: Is this a cold call? E: No. It might be a partnership call and I might be able to hire you as a…
  • Don’t Give Away Free Programs

    Sharon Drew Morgen
    7 Sep 2014 | 6:50 am
    Offering free programs to prospects is a massive waste of resource: not only are you trying to get prospects you don’t know to spend time they don’t have to do something they don’t think they need, it becomes a double sale – you must then discard ‘no-sayers’ from your list of perfectly good prospects who might have bought. You could convince me if it worked. But the prospects that show up are either merely looking for a freebie (and possibly send lower level people) or are actually trialing several solutions. It’s possible to use the phone to actually sell your solution! You do…
  • We Close Only The Low Hanging Fruit. Do You Know Why?

    Sharon Drew Morgen
    1 Sep 2014 | 5:30 am
    80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes they’ll face from bringing in your solution is the length of the sales cycle.  And you’re not helping them manage the change. A purchase is the last thing a buyer needs. But since sales only addresses the solution placement portion – the last steps – of a buyer’s…
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    A Sales Guy | A Sales Blog | Sales Consulting

  • What Leaders Should Do, But Don’t!

    Keenan
    30 Sep 2014 | 7:13 am
    Watching the Dallas Cowboys, New Orleans Saints game the other night reminded me of the Drew Breeze trade from the San Diego Chargers back in 2005. For you non-football fans or those of you who don’t remember, Drew was traded to New Orleans after the 2005 season in which he broke his shoulder. As a result, San Diego ships him off to New Orleans and Philip Rivers becomes San Diego’s new starting quarterback. Since the trade, no QB has thrown for more touchdowns, yards or 300 yard games. That includes Tom Brady, Aaron Rogers, Payton Manning and Philip Rivers. In addition to being…
  • Don’t Ever Trust This Sales Person

    Keenan
    25 Sep 2014 | 4:47 am
    When I ask a waitperson what they think about a dish, if they say it’s excellent, I say great and I then ask about another menu item. If they say that one is good too, I then ask about another. If the waiter also says that one is good, I switch my approach and ask, what’s not good. If they say everything is good, I get pissed inside and dismiss them and their responses. When a sales manager never has any critical assessments of their team. I’m thinking, she’s full of shit! When, a sales person won’t tell me what’s not strong about the product or service,…
  • Funny How, Funny Like A Clown? Do I Amuse You?

    Keenan
    21 Sep 2014 | 8:17 pm
    One of the best movie lines ever is Joe Pesci’s from Good Fellas. “Funny how? I mean, funny like I’m a clown? I amuse you? I make you laugh?” In my world, I don’t care how you’re funny, like a clown, like a comedian, like a comic, as long as you’re funny. When it comes to being funny, in the world of sales and business, Stu Heinecke amuses me. I met Stu Heinecke the other day. He’s writing what sounds a like a cool book on selling using humor and asked me for my thoughts. Stu is a creative guy with some great ideas on how to connect with…
  • The Best Infographic In The World For Sales People Who Struggle With Price

    Keenan
    19 Sep 2014 | 6:06 am
    If you’re someone who struggles with price, check out this info graphic. Pay close attention to the iPhone’s price in relationship to all the other phones over time. What do you see? The iPhone is by far the most expensive smartphone on the market. It gets more expensive every year in comparison to the competition. And, There are almost NO lower price options in the iPhone product line, yet Apple sells more smart phones than anyone else in the world, except Samsung. Before you start saying you can’t sell because your product is too expensive, think again. Price matters, but…
  • Switching From The Competition

    Keenan
    15 Sep 2014 | 10:08 am
    I’m a RedBull drinker. I don’t do Monster or 5 Hour Energy. I’m a Mac (Apple) guy, not much of a fan of Microsoft or Android. I’m on my second Audi and have never had a BMW or a Mercedes.  I’ve been with AT&T for 15 of the last 17 years. I fly United 99% of the time. I’m pretty happy with the choices I make and I’m a fairly loyal customer, but in spite of my loyalty, there is always a little fire inside me that is open to something else. All it takes is a Mercedes ad showing a slick new interior and killer technology, a Samsung ad showing their…
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    Sales Motivation and Sales Training

  • My Top 10 Sessions to Attend at Dreamforce ’14

    TheSalesHunter
    1 Oct 2014 | 2:48 am
      Dreamforce ’14 is October 13-16 in San Francisco. It’s clearly a “must attend” for anyone in  sales, marketing or technology positions, regardless of the company where you work. Two things make it “must attend.” First is the level of networking. Anytime you put more than 100,000 business people into one area, there are bound […]
  • 10 Tips to Close the Sale Now

    TheSalesHunter
    1 Oct 2014 | 12:02 am
      1. Give the customer two options. Doing this allows them to feel in control.  Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […]
  • Strategies Used by Sales Leaders to Achieve Results: Eliminate the 4 Ps

    TheSalesHunter
    30 Sep 2014 | 2:53 am
      What does it take to succeed?  Too many salespeople are stuck using sales strategies that were great five years ago, but simply do not work today.  One of the biggest changes I see is how salespeople are stuck focused on the “4 Ps” of selling: Price, Promotion, Product and Place. Problem is these are […]
  • Sales Motivation Video: What’s Your Morning Exercise?

    TheSalesHunter
    29 Sep 2014 | 4:00 am
      I’m not talking about a major exercise routine necessarily, but what are you doing each morning to get your blood flowing? It’s amazing how a little exercise in the morning — even if it is just a brisk walk in the parking lot as you head into work — can make all the difference […]
  • VIDEO SALES TIP: Are You Looking Ahead Far Enough?

    TheSalesHunter
    27 Sep 2014 | 7:54 am
      How are you using your time?  Are you in the healthy habit of looking down the road 60, 90 or even 120 days? You can become more successful if you are strategic in how you use your time and plan ahead.  Don’t become so consumed with today that you become haphazard in looking down the […]
 
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    Partners in EXCELLENCE Blog -- Making A Difference

  • 354 Sales Conversations In Just A Week!

    Dave Brock
    30 Sep 2014 | 11:45 pm
    I was astounded to read an article from a very enthusiastic sales person.  He talked about the 354 conversations with C-Level executives he had in one week.  The article captivated and horrified me at the same time. By now, you know I’m a numbers guy.  So I started running the numbers.  I thought, “Hmm, the typical work week is 40 hours……..  well, actually no, everyone works more than that…….”  You can see where I’m going. I don’t know what the typical work week is, but let’s look at this data across 3 possible workweeks: For a…
  • Lead Gen, Marketing, Nurturing And Other Musings

    Dave Brock
    29 Sep 2014 | 11:45 pm
    The other day, I wrote, Just Because I Downloaded Your eBook.  I was surprised by some of the discussions from sales and marketing professionals.  So I thought I’d continue the discussion. There were a lot of people who are offended by being asked for name, email, and other contact information for the eBooks and white papers.  I’m empathetic.  I always think before providing those, at least 50% of the time decide I’ll forgo the materials, out of fear of being inundated with mailings. There are too many–and too many that should know far better–that define…
  • Relationships Are Rooted In Action

    Dave Brock
    28 Sep 2014 | 11:45 pm
    Relationships are important in selling.  However, I think too many are have the wrong idea about what relationships are. Too many think relationships are rooted in the pleasant manner of a sales person, the quick smile, great conversation, quick wit, a slap on the back, supported by the occasional lunch or golf game. But relationships are really different, they are rooted in action.  Relationships are not based on what we say, but what we do. The corollary is that our actions are purposeful and create value.  Otherwise they waste time–and we can never build a relationship if we…
  • Just Because I Downloaded Your eBook……

    Dave Brock
    28 Sep 2014 | 1:01 pm
    Marketing and sales really need to get their acts together.  I’m almost hesitant to click on a download for an eBook or White Paper. It’s not for the inevitable box:  Name, eMail, Company.  Actually, that’s a fair trade for an eBook.  I ask for the same, so I have no problem with that. Where I have the problem is the Phone Call or the Follow Up eMail—-“I see you are interested in our solutions for…….” You know what I mean.  You can almost guess the automation systems people are using by the timing of the call or email.  Some companies, I…
  • Beating Lower Priced Competitors

    Dave Brock
    26 Sep 2014 | 2:52 pm
    I read an interview with a very well known sales pundit on the “6 Ways To Beat Lower Priced Competitors.”  At the end, I sighed, thinking, “How can some of the ‘best in the world’ continue to get things so wrong.” There were six items listed, without knowing them, you can probably guess, they are the old stand by’s taught in every Sales 101 course.  In certain situations, some may be valid–but that’s not my point.  Whether they are right or wrong, is not the issue.  How we determine what is important and differentiated is what’s…
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    Media Sales Today

  • Employee Turnover Can Be A Sales Killer

    Jessica Helinski
    1 Oct 2014 | 10:49 pm
    Constant turnover of salespeople can kill professional relationships – and a business’s credibility. Read Employee Turnover Can Be A Sales Killer at Media Sales Today.
  • Magazines Explore New Measurement Model for Digital Audiences

    Kathy Crosett
    1 Oct 2014 | 10:36 am
    Will a new measurement model encourage advertisers to spend more on digital magazine advertising? In a Wall Street Journal article, Susan Vranica explores measurement changes that some publishers are exploring. Read Magazines Explore New Measurement Model for Digital Audiences at Media Sales Today.
  • Is Facebook Falling Out of Favor with Brand Publishers?

    Kathy Crosett
    1 Oct 2014 | 8:00 am
    Many marketers enjoyed free advertising on Facebook for years. While publishers can still reach consumers through Facebook, some are pulling back on paid advertising and investing those funds in a channel where they exert control. Read Is Facebook Falling Out of Favor with Brand Publishers? at Media Sales Today.
  • Promote BAD Reviews to Bring in Customers

    Courtney Stone
    1 Oct 2014 | 2:00 am
    I recently saw a small business take an innovative approach to social media. In a stroke of pure genius, a pizza shop in California turned their negative Yelp reviews into positive returns. I feel compelled to share this idea with you. Read Promote BAD Reviews to Bring in Customers at Media Sales Today.
  • NAA: 79% of U.S. Adults Take Action Based on Newspaper Ads

    Kathy Crosett
    30 Sep 2014 | 10:00 am
    If you’re selling newspaper advertising, don’t miss the new data published by Frank N. Magid Associates for the NAA. Your marketers need to hear about this report and understand the power of the medium and how well it stands up to the competition. Read NAA: 79% of U.S. Adults Take Action Based on Newspaper Ads at Media Sales Today.
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    Star Results » Sales Management Blog

  • How to Measure Sales Manager Coaching Effectiveness

    Steven A. Rosen
    13 Sep 2014 | 3:18 pm
    Benchmarking Coaching Effectiveness By Steven A. Rosen Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. As you know, sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Sign up for the Sales Management Newsletter and enter a Draw to Win a FREE Sales Manager Coaching Effectiveness Snapshot $500 The…
  • STARS Shine While The Rest of Us Sleep

    Steven A. Rosen
    8 Jul 2014 | 12:38 pm
    5 Action Steps for Mid-Year Success By Steven A. Rosen You are halfway through the year and you have two choices: You can either have your team go on VACATION or you can have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to shine, then you need to take ACTION. I don’t care if you or your sales team is at 80% or 105% of budget. Mid year is a great time to see where you are at and build an ACTION plan on how your team is going to shine in the back half of the year. Click here to Download a FREE eBook with Sales Management TIPS…
  • Top Sales & Marketing Influencers 2014

    Steven A. Rosen
    1 Jun 2014 | 5:52 pm
    Top Sales & Marketing Influencers For the second year running, I was honoured to have made the list of The Top Sales & Marketing Influencers I am humbled to be in such great company. I have many friends and colleagues who have made the list and suggest that you check them out, they can help take your business to another level. Each year, Top Sales World engages a small team of professional researchers to discover who are the sales and marketing experts, who genuinely influence the way we think, and sell. Based on the following criteria: Social media presence – Twitter/…
  • The Secret to Sales Rep Motivation

    Steven A. Rosen
    28 May 2014 | 8:08 am
    By Steven A. Rosen Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. I asked him what he was going to do about it. He was at a loss and started rambling about adjusting the comp plan to provide greater focus and upside to his sales team. He felt that changes made to the comp plan were one of the reasons his team were not performing as they…
  • Everything you think you know about success is WRONG!

    Steven A. Rosen
    2 Apr 2014 | 5:16 am
    Edgy Interview with Dan Waldschmidt By: Steven A. Rosen I had the pleasure of interviewing my friend, Dan Waldschmidt, about his new book titled EDGY Conversations: How Ordinary People Can Achieve Outrageous Success. Dan is an edgy guy and his personal story helps you understand what true success is. Dan lives on the edge and has almost fallen over. He is a true believer in sharing successes and has done extensive research over the last 4 years looking at what high performers were doing in business, math, science, sports and politics. He put together 1,000 stories of ordinary people who…
 
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    Dave Stein's Blog

  • How Much Sales Content is Too Much?

    Dave Stein
    9 Sep 2014 | 12:47 pm
    “Why should I spend money on sales effectiveness content when I can get everything I need for free on the Internet?”I heard that question too many times when I was running ES Research Group. People didn’t understand that the content ESR published was available nowhere else. Not on the Internet. Nowhere. No matter how hard we tried, we continued to have difficulty getting people to pay for what they believed they could get for free.It didn’t take me long to realize that I was part of the problem. We published a newsletter, I wrote a blog, guest posted on other…
  • Does Your Sales Team Have True Grit?

    Dave Stein
    26 Aug 2014 | 6:51 am
    grit (noun): firmness of character; indomitable spirit; unyielding courage in the face of hardship or dangerTrue GritYour sales team has process, skills, and plenty of product knowledge. So what’s keeping them from landing that next deal?By Jennifer BohananInternational sales strategist Andy Miller of Big Swift Kick says that whether you’re managing deals on a small, medium, large, or even massive scale, no matter how thoroughly trained your sales team is, you (and your training company) are overlooking a vitally important element of your sales strategy: grit.The concept of grit has…
  • Secrets of an Independent Sales Consultant

    Dave Stein
    4 Aug 2014 | 9:22 am
    Every week or so I get an email asking for advice from someone who is interested in becoming a independent sales consultant. In some cases they’ve found themselves out of a job. Others want to transition into what they consider a dream situation.I’ll answer a short question or two by email for those who selfishly just want to pick my brain. However, if they have a compelling story, or even better, some value for me, I’m glad to help. With that in mind, here are a few things I’ve learned:Alan Weiss is really the consultant’s consultant. I’ve learned…
  • All The Hype Around Social Selling Really Concerns Me

    Dave Stein
    24 Jul 2014 | 7:24 am
    For those of you who don’t know me, I’m a social seller. Certainly not to the extent that some of the social media superstars out there are, but enough so that I don’t have to deploy any other means to generate demand. Add that to inbound from referrals and repeat business with past clients, I’m in pretty good shape.I get how social works, the do’s and don’ts, the platforms, the upside, and the downside.This is what concerns me: Social selling isn’t for everyone. Not for every buyer and not for every seller. And social selling doesn’t…
  • #SSHour – Are You Ready to Participate in this Kind of Discussion?

    Dave Stein
    24 Jun 2014 | 12:47 pm
    Yesterday I was featured on my second social selling chat in two weeks. The first, sponsored by KiteDesk was actually a panel discussion. There were a dozen or so “social selling experts.” Questions were thrown out by Sean Burke, CRO at KiteDesk. Each of us wanted, or rather were expected to, provide our expertise to the audience. With a dozen or so of us panelists and a virtual auditorium full of others, it was fast and furious. Thanks to the @KiteDesk folks and Jenna Dobkin for including me.Yesterday’s session, tagged with #SSHour was significantly smaller in scope, and…
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    Renbor Sales Solutions Inc. » Blog

  • Composed But Not Scripted

    Tibor Shanto
    2 Oct 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Whenever I do a piece about prospecting, specifically cold calling, one of the push backs I get is about the script. People feel limited and restricted by them, well not actors, who seemed to have found a way to take scripts, other people’s scripts, and not only use them creatively and expand beyond the words on the page (or screen), but make good money with in the process. While I understand the reason for the resistance to scripts, I really don’t get it. As an industry we have tried to take the bite of scripts by hiding them in apps…
  • Why is it easier for when you do it for others? – Sales eXecution 269

    Tibor Shanto
    29 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  No secret I am a big proponent of cold calling being an element of prospecting success, along with any other viable means of engaging with potential buyers. I also understand that one of the big reason people do not like cold calling is the whole objection – fear of rejection thing. But over the years I have observed an interesting phenomenon which raises some key questions about how people execute their calls, how they react and respond to objections and rejection. In turn this could perhaps lead some re-examining of one’s views of cold…
  • Personal Deficiency Bonus

    Tibor Shanto
    25 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  With special thanks to S.G. and my friend B.P. Everyone, including me, writes a piece this time of year about closing the year strong. For the most part these are aimed at front line sales people, and the better ones offer choices that make sense year-round even if initially implemented in Q4. Few are aimed at helping managers in helping their sales team adopt new habits, or create breakthroughs for their reps that can again be extended as a regular practice, and that is the thought here, helping managers, or actually sales coaches, which good…
  • The Reason For My Call – Sales eXecution 268

    Tibor Shanto
    22 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  For many, “The Reason For My Call”, is a crucial part of their prospecting call, probably more accurate to say cold call, as I would have to assume that if it were a warm call the recipient would know the reason for the call. All too often I cringe when I hear how most callers use this expression, especially when a couple of small adjustments in their approach may lead to better results. Grab your Proactive Prospecting Call-Flow Now! First thing is the timing of the statement. Most people use it at or near the start of the call, too soon.
  • Don’t Parrot – Integrate!

    Tibor Shanto
    18 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach is to ask yourself what you can ask the prospect/buyer, based on what they just said, makes you focus, listen, process and fully and actively engage. This goes beyond the common technique many use,…
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    Talking Media Sales

  • 9 Things Your Sales Manager Should Tell You

    Stephen Pead
    16 Sep 2014 | 5:24 am
    Sales managers can only control two things: The activities of their salespeople and themselves. Given that situation, has your sales manager explained what she believes are the key activities you should do to ensure your future success? To help, I’ve put together a list and notice that making your budget or target isn’t on it? If you train yourself to be better at what you do, I’ll support you with additional “one on one” coaching. Learn everything you can about your medium, your competitors and the business of media advertising. Come to me for extra information. Focus on uncovering…
  • Are Facebook Ripping Advertisers Off?

    Mike Brunel
    4 Sep 2014 | 8:21 pm
    Sitting around a meeting table last week with one of my retail clients they asked me this question. “When you buy advertising on Facebook you generate likes from customers that have chosen to receive your content, but when you post content they (Facebook) restrict who can see it or how much content is shown on that customer’s timeline. Why would they do that? When a client I advertised to, using their platform chose to like you? They then do not deliver their promise. I paid good money for them to like me, and now they cannot receive the content they want from me” Am I missing something…
  • Handling Objections – The Real Story

    Stephen Pead
    11 Aug 2014 | 3:41 am
    Objections……we’ve have heard every single version of them; we’ve attended training sessions where we’ve learnt how to overcome them; we’ve role played and practiced handling them – yet they keep coming back to challenge us. Day after day, week after week, month after month. But why? It comes up every time Most times when I talk to a sales manager or salespeople about implementing sales training one of the first subjects that must be covered is handling objections (the second subject is time management!) Everybody makes a big deal about objections – how important it is…
  • TGIF

    Stephen Pead
    10 Jul 2014 | 5:00 pm
    Friday’s don’t we love ‘em? A whole weekend ahead to spend with family and friends, time to relax or maybe do some sport or shopping, maybe take a short break with our partner, time to recharge the batteries before we get back into the next selling week. My question is this: What time on Friday do you stop selling? The key words in that sentence are “stop selling”. Around lunchtime? Or 2pm? Earlier? Friday’s are like that. Sometimes you have to tidy a few things up before you go home. I know some teams have sales meetings on Fridays. Other companies have pizza and beer from around…
  • Today’s Worries Are the Lost Memories of Tomorrow

    Josh Easby
    7 Jul 2014 | 5:00 pm
    A quick exercise. Write down today’s date. Now, subtract five years – and think about the month of that year. Try to remember everything about that month to bring it back to you. Recall what you were doing in terms of your work – the job you were doing, and what was happening at the time. What were the highlights of your efforts that month? And what were the things that were worrying you – the stuff that was stressing you out at the time? Chance are you’ve found it easier to remember your positive achievements from that month so long ago … and struggled to bring to mind the things…
 
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    Jonathan E Brickman

  • Video Presentations – an effective use of social media

    Jonathan Brickman
    1 Oct 2014 | 2:59 pm
    I have to admit, I am a big fan of the idea of using video to augment an email, or standard presentation. I recently received a video-over an otherwise dry mortgage analysis and it was quite powerful.  Instead of me having to fumble through a series of excel sheets, I was craft-fully guided through the analysis and understood precisely what the numbers meant for me.  And, it was enjoyable as the author was able to inject personality, some humor,…What a superb way to differentiate oneself from others! I am re-posting the following as further discussion on this topic. This Is the Secret…
  • Just keep talking…

    Jonathan Brickman
    29 Sep 2014 | 10:23 am
    If you are going to take the time to build a network, well use it!!!  Pick up the phone, the results will be amazing. I was reminded again this morning about the power of just having a conversation. I am helping to raise money for a new venture so I have been reaching out to folks in my network and without fail a conversation leads to unexpected outcomes.  The important point in all of this is, just get started or nothing happens.  It seems to me the majority of folks use social media as some sort of scorecard and don’t really leverage the platform as designed.  I have to laugh at…
  • The process always ends with a live salesperson!

    Jonathan Brickman
    26 Sep 2014 | 6:00 am
    Ok, we have gotten pretty good with sales 2.o, SEO, social selling,….all the new ways to bring someone into the sales funnel, but technology hasn’t replaced what happens after someone is at the font door when it counts, ready to buy. I don’t care how they get there, they all end up in the same place – speaking to a live salesperson. I don’t know about you, but I think we are still struggling with the same challenges, because the last mile of the sales process still requires a human being and that’s when it’s game time and the technology stuff is in…
  • Service anyone?

    Jonathan Brickman
    18 Sep 2014 | 9:12 am
    I had an interesting local experience last weekend that I thought was worthy of sharing. I walked into a local business, whose business is all about creating a market for used sporting goods.  Great idea! The problem with my visit that day was… I was met with “We don’t take consignments on Sunday”.  Really, why not?  I don’t see any signage that tells me I can’t trade equipment just because it’s Sunday and the store is open for business, huh? After we got past that, I asked how it worked, etc……only to be met with a series of one word…
  • More thoughts on social selling…

    Jonathan Brickman
    12 Sep 2014 | 6:55 am
    I stumbled upon this post this morning and think it is right on the money…thanks Jose.  Good stuff… Build Trust And They Will Come (And Keep Coming Back) JULY 21, 2014 JOSÉ ANTONIO SÁNCHEZ Today, we see many companies that pump out dozens of content pieces on a weekly basis. But that content is often composed of non-expert opinions presented as fact or unverified data. While it can turn out to be entertaining and actually translate into targeted traffic, if you’re continually pushing out unreliable content, it has the potential to do serious damage to your brand over…
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    ViewPoint | The Truth About Lead Generation

  • 5 Ways to Get More at Dreamforce -by Craig Elias

    1 Oct 2014 | 7:09 am
    The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? If so, make sure you look for my colleague Craig Elias—who has a lot of information to share about sales leads. He created Trigger Event Selling™ and he’s a Dreamforce convention veteran. In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. Sure—plenty of people are there for Hilary and Bruno, but if you’re there for the spectacular networking, do yourself a favor…
  • “Guruji, who was I in my last incarnation?” Sri Ramana Maharshi answered, “Who wants to know?”

    23 Sep 2014 | 6:21 am
    A clever and accurate answer to a disciple’s question of the great Hindi sage, and not too distant from a question I ask marketers today. “What are you,” I ask, “in this incarnation? Are you a marketing manager who likes bling or accountability? Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”
  • Building an Inside Sales Lab: 10 Essential Tips for Success

    16 Sep 2014 | 6:30 am
    Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. He’s got some tips you’ll want to know about.
  • 7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

    9 Sep 2014 | 5:30 am
    Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought. I once heard a company president, during a company tour, say to his guests, “And here we have our overhead…
  • Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

    26 Aug 2014 | 6:00 am
    Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales…
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    Results Count ... everything else is conversation.

  • 7 reasons why it’s time to redefine the concept of “The Store”

    Chris Petersen
    1 Oct 2014 | 1:46 pm
    Customers are the real "assets" … not the stores or the websites Image Credit: Sippakorn; Freedigitalphotos.net With all the talk about omnichannel retailing, it is easy to assume that the physical retail stores are dead. They are not. In fact, a report released by A.T. Kearney indicates that brick and mortar stores are by far the preferred place where consumers shop. So, what's changed? There are at least 7 major trends which indicate that the concept of the traditional "store" is being redefined in terms of new consumer shopping behaviors. As the store of the future evolves, retail…
  • 7 Ways Fender “Keeps Rockin’ It” beyond making guitars

    Chris Petersen
    25 Sep 2014 | 8:09 pm
    Even if you make Stratocaster guitars, you still need to innovate Image Credit: Daniel St. Pierre; Freedigitalphotos.net Even if you have never played guitar, you probably recognize the brand name Fender. If not, you certainly have heard some of the most famous musicians in the world playing the Stratocaster guitar made by Fender. Buddy Holly played his "Strat" on the Ed Sullivan show, and the Red Hot Chilli Peppers used a Strat in their 2014 Super Bowl show. So, if you are Fender and own an iconic brand like Stratocaster, played by the world's most famous musicians, why do you need to worry…
  • When a KISS is not a kiss

    Chris Petersen
    16 Sep 2014 | 8:05 pm
    7 Lessons for all marketers in today's omni-channel world Image Credit: Photoraidz; Freedigitalphotos.net When people mention social media, Facebook most often comes to mind. But, there are literally hundreds of social media platforms used by consumers today. Some of the fastest growing, like Pinterest and Instagram, are highly visual media. Marketing messages often get amplified via social media in ways that aren't expected or intended. When something goes "viral" it is often on the "Twittersphere," where consumers are just as likely to rant as rave. A lesson learned by Hershey's chocolates…
  • 7 Things you might not know are “IoT” and internet connected

    Chris Petersen
    8 Sep 2014 | 8:30 pm
    What it means when hearts and cows are connected to the internet Image Credit: Renjith Krishnan; Freedigitalphotos.net If you haven't bumped into the acronym IoT, you soon will. The world is about to become a whole lot smarter with the "Internet of Things" (IoT). It's not just computers and tablets that are connected to the internet. Rapidly changing technology is making it possible to connect a wide variety of "things" to the internet, so we can monitor and connect with many aspects of our environment. From our bodies to our homes, the world is rapidly becoming a smarter, at least a more…
  • Is it time to kill the college major?

    Chris Petersen
    2 Sep 2014 | 9:00 am
    3 ways to survive your college major and advance your career Image Credit: FrameAngel; Freedigitalphotos.net Most colleges and universities have started classes again across North America. One of the biggest challenges for college freshmen and their parents is choosing a "major". A major not only lays out a curriculum of classes, it often becomes a declaration of a career choice. Many of us working still don't know what we want to be when we grow up! And, all too often, we find that the major we chose at 18 years old didn't fit the reality of the workplace. Many academics are now challenging…
 
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    Top Sales Dog

  • “My salespeople don’t want to learn”

    Michael Boyette
    1 Oct 2014 | 5:00 am
    In an earlier post, I reported on a list of the top seven excuses for not training salespeople. Here’s the one that gets my blood boiling the most: “My reps don’t want to learn.” Or, as it’s sometimes phrased: “My reps don’t need to learn.”The argument usually goes something like this: “We hire experienced reps and pay them top dollar. They’re professionals, so we don’t need to train them on selling skills. And if we tried, they’d be insulted.”That argument might make more sense if other professionals — you…
  • No time for sales training?

    Michael Boyette
    24 Sep 2014 | 5:00 am
    We’ve just conducted a survey about sales training, and it points to a troubling gap between what sale managers think they should be doing and what they’re actually doing.An overwhelming majority (93%) of sales managers said that training has a positive impact on sales. But only 36% said they devote enough time and attention to training their people.In other words, sales managers — whose #1 goal is to drive more sales — have a tool at their fingertips to help them meet that goal. But they’re too busy to use it.I’m reminded of the lumberjack parable from…
  • Seven signs of a culture that’s hostile to training

    Michael Boyette
    17 Sep 2014 | 12:47 pm
    I’ve blogged before about the challenges of delivering effective sales training. They’re the same challenges facing anything worth doing in business: Tight budgets. Competing priorities. Knowledge gaps. In organizations that truly believe trained salespeople deliver more value than untrained ones, these challenges are viewed as problems to be solved, not reasons to do nothing.Unfortunately, other “challenges” are really excuses, not obstacles to be overcome. You can tell the differences, because these generally are presented as problems that can’t be solved.
  • Helping reps manage their pipeline

    Michael Boyette
    10 Sep 2014 | 5:00 am
    We recently conducted a survey of salespeople and managers to see what they’re struggling with these days. The results may offer some guidance on where you should be putting your focus for training.Here are the top challenges, with the percentage of of respondents calling it a “significant” or “critical” challenge:Prospects have a solution and aren’t interested in switching (65%).It takes too long to close sales (60%).Sales get stalled in the pipeline (55%).Pushback on price (50%).Buyers are afraid to say yes (50%).Selling against the status quo is always…
  • Customer-service training lands VA in hot water

    Michael Boyette
    3 Sep 2014 | 4:00 am
    Dear Philadelphia Office of Department of Veterans Affairs:I would like to invite you to subscribe to this blog. It’s free. And if you’d been a subscriber, you might have read my August 13 post about the public-relations hazards of bad training. The one that asked: “Would you be comfortable if your organization’s customers saw your training materials? In these days of citizen journalism, you should assume they will.”If you’d read that post, you might have thought twice before you ran a customer-service training session that compares veterans — your…
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    Sales Training Blog

  • Oct 1, A Quick Sales Objection Tip

    1 Oct 2014 | 1:57 pm
    A simple and effective technique for handling sales objections that you’ve probably seen before but like me need reminders now and again. In this week’s free sales training ezine we give you a technique that makes your existing sales objection handling even more effective. Add this to your repertoire of skills and it will give you that extra percentage on your closing rate. It allows you to make the best possible use of your best responses to objections. And, it helps you deal with multiple objections. Learn this quick and simple technique by clicking the image above or opening this…
  • Sep 29, Sales KPIs – An Obsolete Hindrance to Sales or a Useful Tool

    29 Sep 2014 | 3:59 pm
    Are sales Key Performance Indicators (KPIs) a hindrance to today’s professional sellers or a useful tool for driving performance? KPIs are seen by some as the best, and sometimes the only, way to manage activity and drive performance. The KPIs and the related information, available from modern software and mobile input devices, allow individuals and their managers to analyse every aspect of activity and results on a daily, and sometimes hourly, basis. That’s got to be good for sales hasn’t it? For others, both sellers and managers, KPIs are a tool that belongs to a management style from…
  • Sep 24, 50 Free Online Sales Training Resources

    24 Sep 2014 | 2:33 pm
    50 Free online training resources from around the world to help you to learn about the consultative selling process. Based on our research, these 50 resources represent some of the most valuable and comprehensive free resources for information on the consultative sales methodology. - Cóbhan Phillipson, www.docurated.com Docurated, an enterprise productivity and document management solution provider, have scoured the web in search of the best, most valuable, and most comprehensive free, online training resources to help you and your sales team learn about the consultative selling process.
  • Sep 23, What Sales People Like You Are Searching For

    23 Sep 2014 | 11:59 am
    The most popular page on the Sales Training website – See what sales people like you are searching for online. With a sales training website of over 300 pages which page, and which section, do you think is the most popular, the most searched for. What topic do sales people like you look for information on. Visitors to the website come from around the world and yet there is a consistent pattern in what they look for and the parts of their sales process they want help to improve. And what are the reasons behind the most popular searches and pages viewed. See the most viewed pages and most…
  • Sep 18, Fill Your Sales Diary With Appointments

    18 Sep 2014 | 2:49 pm
    Learn how to make sales appointments and fill your diary with potential new business. This Sales Appointment Workbook Training Course gives you step by step instructions on what to say on appointment setting calls. Have a constant flow of sales appointments to your diary. Build your own script for cold calls or warm call backs. Make a confident telephone call and get past gatekeepers. Follow the easy to use process and build a unique call using your own words and phrases. Learn how to grab the prospects interest in the first few seconds. Get instruction on using the most important line of an…
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    Revenue-IQ

  • A Presidential Strategy for Selling

    Chris Arlen
    16 Sep 2014 | 5:16 am
    “Don’t do stupid stuff.” President Obama’s approach to US foreign policy is more insightful than it first sounds. Think about it. In a world where there are 1,000s of choices to make, and millions of ways things can go wrong – not doing stupid stuff makes a lot of sense. Especially with something as complex as foreign policy. And the simplicity and clarity of Obama’s approach is perfect for selling. “Don’t do stupid stuff” reminded me of all the stupid things I’ve done trying to make sales. In hindsight I wish someone had told me…
  • Prospecting Deconstructed

    Chris Arlen
    3 Sep 2014 | 9:20 am
    Prospecting is the hardest part of selling, everyone agrees. Even though there must be a million ways to prospect (or 23 ways), that still doesn’t make it any easier. It’s hard. So instead of saying which is the best way to prospect, let’s deconstruct the meaning of prospecting to understand the destination better. With a clear destination, our path to get there will be easier to see among the million choices. Prospecting Defined Get ready, here’s a definition packed with meaning and opportunity that we’ll break apart afterwards. Prospecting is talking to people you don’t…
  • Buyers’ Receptiveness – How to Join Their Conversations

    Chris Arlen
    21 Aug 2014 | 3:35 pm
    What’s the best way to join a conversation if you’re a seller and want to talk with a buyer? Some say “Never. They’ll contact you”. Others say “All the time – continually throw it against the wall and something will stick.” And others say “Anytime – but only if you first identify receptiveness and then tailor the conversation based on that level of receptiveness.” View this slideshow with audio to learn about the four stages of buyers’ receptiveness, and a strategy for how to join in.       The post…
  • Joining Buyers’ Conversations

    Chris Arlen
    15 Aug 2014 | 8:39 am
    In this 21st century, social media, Internet of everything world I still hear and read about “closing” as a valid sales technique. Or “overcoming objections” or “probing” prospects with questions. Are you kidding, isn’t that 1989? Yet this legacy thinking  still exists. Obviously there are advancements in sales thinking, but can you honestly tell me you haven’t said the word “closing” sometime in the last 6 months? Maybe you haven’t, and that’s a good thing. But sweeping away those sales artifacts from our collective…
  • Large Accounts – the Care and Feeding of Whales

    Chris Arlen
    5 Aug 2014 | 4:20 pm
    Large accounts, national accounts, elephants, whales. These are big business opportunities (we’re not talking about real animals, right?). Whales are sought after in new sales and as incumbent rebids because their capture means getting, or keeping large revenue streams, profits and jobs. You love them because just a few will fill up most of your firm’s revenue totals. And their high-name recognition helps you get smaller fish just because you have a whale or two. But boy howdy; whales are demanding, and they know it. Courting them for a new sale, they expect you to break…
 
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    TopLine Leadership » Sales Leadership Blog

  • Great Sales Coaches Help Reps Learn from a Loss

    Kevin Davis
    29 Sep 2014 | 8:22 pm
    Nobody, no matter how good they are at selling, has a 100% win rate. That means all of us have to learn how to deal with losses. As a sales manager, your job is to help your team learn from … The post Great Sales Coaches Help Reps Learn from a Loss appeared first on TopLine Leadership.
  • The 5 Biggest Mistakes New Sales Managers Make

    Kevin Davis
    9 Sep 2014 | 8:57 pm
    Your transition from salesperson to sales manager is one of the biggest challenges in the sales profession. It requires a complete change in thinking. Overnight, you go from being in control of your own destiny to having your performance ratings … The post The 5 Biggest Mistakes New Sales Managers Make appeared first on TopLine Leadership.
  • Two Sales Coaching Strategies to Boost Sales Performance

    Kevin Davis
    14 Aug 2014 | 11:56 am
    Recently I conducted a webinar for a large company whose sales managers had completed our Sales Coaching & Leadership Workshop a few months earlier. I started by asking them, “What is the most significant change you’ve made in your sales … The post Two Sales Coaching Strategies to Boost Sales Performance appeared first on TopLine Leadership.
  • Creating Your Coachable Sales Team

    Kevin Davis
    24 Jul 2014 | 12:00 pm
    What is coachability? When I ask sales managers in my sales management workshop this question most of the time there is confusion as to the correct definition of coachability. Just because a salesperson seems to have an agreeable and receptive … The post Creating Your Coachable Sales Team appeared first on TopLine Leadership.
  • 3 Habits of a Great Sales Coach

    Kevin Davis
    9 Jul 2014 | 4:18 pm
    A lot of companies approach us with the question of how they can develop great sales coaches. Among other ideas we discuss, I focus on three sales manager habits that I know constitutes “great” coaching because I see the positive … The post 3 Habits of a Great Sales Coach appeared first on TopLine Leadership.
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    VanillaSoft Blog

  • Open Enrollment is Drawing Near: Are You Ready To Sell Insurance?

    Kevin Thornton
    18 Sep 2014 | 7:28 am
    As the Open Enrollment period quickly approaches, it’s the perfect time to ensure you are prepared to make the most of all those sales opportunities that await you and your insurance industry competition. Selling insurance during Open Enrollment can be lucrative, but it’s also pretty tough if you aren’t prepared. I even found a thread […] The post Open Enrollment is Drawing Near: Are You Ready To Sell Insurance? appeared first on VanillaSoft Blog.
  • Viral + Voice = Long-term Fundraising Success

    Kevin Thornton
    12 Sep 2014 | 11:18 am
    By now you have surely seen – maybe even been challenged to – the ALS Ice Bucket Challenge. It has been a great effort that has raised awareness for a debilitating disease. This zero-cost awareness program has generated over $100-million in two months for the Amyotrophic Lateral Sclerosis Association. That’s an almost 3500% increase over […] The post Viral + Voice = Long-term Fundraising Success appeared first on VanillaSoft Blog.
  • Crafting Your B2B Telemarketing Campaign

    Kevin Thornton
    21 Jul 2014 | 11:06 am
    Many companies have attempted to add a B2B telemarketing component to their existing sales & marketing efforts. Often times, poorly planned initiatives lead to mixed results leaving some people to believe that telemarketing is dead. Not true! Telemarketing can be an incredible sales & marketing tactic when appropriately planned and executed. Follow these steps for […] The post Crafting Your B2B Telemarketing Campaign appeared first on VanillaSoft Blog.
  • What’s On Your “To Don’t” List?

    Kevin Thornton
    15 Jul 2014 | 7:39 am
    This week I read a post on SellingPower.com about the importance of a “to don’t” list. That got me to thinking about creating a list of “to don’ts” that inside sales professionals should use.  Here’s my list: Don’t Do This . . . Instead Do This . . . Wing it. Prepare for your call […] The post What’s On Your “To Don’t” List? appeared first on VanillaSoft Blog.
  • Preparing for Your Tele-Fundraising Volunteers

    Kevin Thornton
    7 Jul 2014 | 1:20 pm
    It is almost time for your big Fall Phonathon.  Last month, I shared with you a checklist to help you plan your phonathon campaign.  This month, I want to touch on ten important tips for preparing your tele-fundraising volunteers.   Before Your Phonathon Campaign; Recruit volunteers. Volunteers are a major piece of the phonathon puzzle.  […] The post Preparing for Your Tele-Fundraising Volunteers appeared first on VanillaSoft Blog.
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    web2.salesforcesearch.com

  • 3 Steps to Be More Confident During Your Sales Calls

    Scott Lombardi
    29 Sep 2014 | 10:05 am
    The success of a business depends on the success of the sales team. You need to optimize the effectiveness of your sales calls. Your confidence during sales calls will affect sales results. If you don't sound confident during your sales calls, prospects won't want to buy from you. You need to give them the confidence they need to trust in you and the company. Follow these three steps to be more confident during your sales calls. 1. Prepare for sales calls in advance. Use a sales script. Know the details of your products, the business, and your pitch in and out. If you don't know the answers…
  • 3 Sales Scenarios You're Not Prepared For

    Alex Traynor
    29 Sep 2014 | 6:05 am
    Not all sales scenarios play out perfectly in line with your typical daily-usage sales process. In this article, we'll be covering three sales scenarios you may not be ready for when they come calling. Our goal isn't to ready you for these particular challenges, however. Rather, in reading these, you should be considering how to prepare with, and deal with, anything that might come your way-anticipated or not.  1. The major customer.  Career-making (and breaking) customers don't come along very often. That makes it a little difficult to get accustomed to the differences in pressure…
  • 5 Cold Calling Tips to Get Your Prospects Buying

    Justin Proctor
    26 Sep 2014 | 10:05 am
    Optimize the effectiveness of your cold calls. Making cold calls can be difficult. You have a limited amount of time to get a complete stranger interested in what you have to say. Making several cold calls can be time consuming and if the calls aren't turning into sales, then you are wasting precious time. You need to revise your cold calling strategy. Here are five cold calling tips to get your prospects buying. 1. Call the right people. Target relevant buyers. Identify and define your markets and buyer personas. Reach out to the right people, the ones who will be interested in doing…
  • Building a Sales Process You Can be Proud Of

    Doug O'Grady
    26 Sep 2014 | 6:05 am
    If you haven't revamped your sales process in a while, or if it's just not yielding the results you were hoping for, it's time to build a new sales process. We've put together a few tips that will help you build a better sales process, one that you can be proud of. A strong sales process enables accurate forecasting and helps marketing and sales departments work together constructively. Follow this guide, enhance customer relationships, and increase sales. With a defined sales process in place, your sales team will have the tools they need to succeed. Understand your market. Identify the…
  • How to Lose a Sales Client

    Brett Evans
    25 Sep 2014 | 10:05 am
    Losing a sales client isn't always as easy as we would like. Maybe you or members of your team have a natural knack for building strong relationships, satisfying the customer, and keeping customers coming back for more. Fortunately, even if you suffer from such natural problems, it's easy enough to lose a sales client if you put your mind to it. In this article, we'll cover four simple tactics that will send your sales client running to the competition in no time flat-because really, who has the time for repeat customers? Focus on Closing Sales Over Building Relationships.  When you're…
 
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    amacus.net

  • Gritty Efforts Improve Your Odds of Success in B2B Sales

    John
    25 Sep 2014 | 4:18 pm
    Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work that it takes to eventually reap the rewards of exceptional performance. In B2B sales, ‘grit’ means … Continue reading →
  • Making What Counts Really Count [in B2B sales productivity]

    John
    29 Aug 2014 | 1:25 pm
    Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but what’s really key is that their activities generate positive outcomes. In my view, this requires that they see and understand how their practices are affecting … Continue reading →
  • Making B2B Sales Efforts Count Requires More Than Just Counts

    John
    21 Jul 2014 | 4:01 pm
    In recent months, I’ve written guest posts elsewhere on what savvy firms are doing to out-perform expectations. Here’s a summary, from successes being observed: PERFORMANCE ANALYTICS MATTER Pro sports teams are increasingly using performance analytics to find ways to succeed, … Continue reading →
  • B2B Sales Gets a Needed Nudge from Canada’s New Anti-Spam Law

    John
    6 Jul 2014 | 8:45 am
    On July 1st, Canada’s Anti-Spam Law [CASL] came into effect. You now have a simple choice: obey the law by emailing only those folks who’ve given you permission; OR face fines of $1m-$10m for every time you fail to do … Continue reading →
  • The Drain on B2B Sales Productivity of Politely Impolite Buyers

    John
    26 Jun 2014 | 4:10 pm
    A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading →
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    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • Too Busy! Where does your time go?

    admin
    14 Sep 2014 | 11:58 am
    Have you ever completed a grueling week in your business, felt exhausted at the end of the week but had no financial gain to show for all your efforts? Do you often find yourself doing tasks in your business that you could have, and should have delegated properly to a team member, or outsourced to another party? Do you work more hours in your business than anyone else? If the answer is “yes” to any of these questions then you need to stop and assess yourself and your business. You could be costing your business a fortune. I recently asked a client to do a time study because he…
  • Cash Strapped Business? 6 Tips…

    Derek ODwyer
    1 Jul 2014 | 7:08 am
    Being in business can be frustrating. You seem to be making good sales, you seem to have the right margins and you seem to be growing but you are broke and the business is in danger of imploding. Equally, your business may be going through a little bit of a lull and you are short of cash. 5 tips on improving your cashflow… 1. Do an immediate stock take and identify any stock that simply is not selling. It is important to turn this back to cash as quickly as possible, even if you have to sell at cost or below. Buy in product that will sell and use the money to repeat the process. People…
  • Need a Business Plan that rocks!

    Derek ODwyer
    3 Jun 2014 | 11:30 pm
    Recently some clients and non clients have come to me with ideas for a new businesses. Some are brilliant, some less so. One thing I recommend to all prospective entrepreneurs is that they go through a business planning process. To your average Entrepreneur, this can sound like a pain worse than death. After all, the idea is burning brightly in their heads, its all they can think about, they are consumed by it, they have thought it through and can see no downside – it’s like being in love for the first time. So my suggestion of a business plan is like bringing your mother along on…
  • Promote from within or recruit new talent?

    Derek ODwyer
    12 May 2014 | 2:08 pm
    You are faced with a challenge. A vacancy has occurred on your team. An important role, critical to the success of your business. Looking around, there is no candidate expressing an interest in the role, nor can you see anyone that you think would fit the bill. So do you immediately recruit from outside? Or do you decide to take a good look at your organisation and re-evaluate your skills requirement? Both choices have merit and both choices carry risks. Avoid a knee jery reaction about how the business will manage in the next week. Your decision needs to be formed based on whats best for the…
  • Setting up a New Business or Buying an Existing?

    Derek ODwyer
    5 May 2014 | 12:28 pm
    Its a bit like buying a house or building your own? Usually emotions take over and decisions are made for the wrong reasons. With the failure rates for start up businesses running very high in Ireland, why do more people not try and buy and existing business? Is it that there are none for sale? Are sellers looking for too much? is there no way to value a business properly? My own advice to anyone looking at getting started is to always consider buying first without emotion. Here is an example: Day 1. You decide to set up your business, you invest in your idea development, sourcing of…
 
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    Daily Sales Thoughts

  • Sales Thought: Key Elements for the Account Planning Process

    Daily Sales Thoughts
    2 Oct 2014 | 5:08 am
    To be effective, the Account Planning Process must include several Elements: • Dynamic: The plan is continually changing, because things are continually changing. The Planning Process is ever changing, because that is the nature of most successful relationships with Clients • Team-oriented: Getting the right Resources from the Customer Engaged with the Seller or Selling Team, ensuring that all who will interact with the Customer will form a unified front in their interaction with the Customer • Relationship-based: Unless you are selling today’s version of a “Hot” Product, building…
  • TWO – ACCOUNT PLANNING: Sales Thought: Definition of Account Planning!

    Daily Sales Thoughts
    30 Sep 2014 | 10:19 am
    Definition of Account Planning: “A dynamic, ever changing plan, that ensures greater and long term Sales success.” Planning is something that most sales professionals say they want to do. That is until they realize that Account Planning requires actually having to update/upgrade the way they interact with Customers. This proves to be a sticking point with some sales professionals, but those that choose to go down this account planning path, often separate themselves from the vast majority of Sellers. The key element is to always be sure to understand your customer’s…
  • Sales Thought: Through meeting preparation, up front research about the customer, and great consultative questions, top sales people are viewed as business consultants and go-to problem solvers by customers and prospects

    Daily Sales Thoughts
    29 Sep 2014 | 1:49 pm
    Sales Tactic: Strategic listening is a winning skill for elevating your sales game for each customer. Example: When called upon to present a product, a sales person I worked with brought their strategic listening skills to the table. Rather than just focusing on their product, they spent considerable time learning about the customer’s business. Although the sales person also had to present what they were selling, they spent most of the time listening to the customer talk about their business and business issues. This helped the sales person understand the customer’s true needs. As a…
  • Free Sales Advice

    Daily Sales Thoughts
    29 Sep 2014 | 1:43 pm
    My grandfather always said, “The only problem with good advice is that people always have other plans!”Even with those words of wisdom ringing in my ears, I am offering to provide free answers to your most pressing sales questions.Post questions in the comment section below, and I will answer as many as I can each week. Who knows, your question may get a blog entry.Phil Bush via Free Sales Advice.
  • Sales Thought: By NOT talking about the product you sell, you will create an interested buyer.

    Daily Sales Thoughts
    28 Sep 2014 | 2:00 pm
    Sales Thought: By NOT talking about the product you sell, you will create an interested buyer. By taking a consultative approach from the start, you lead customers to respect you and what you are trying to accomplish. In most cases, customers will want you to keep asking questions because this helps them clarify the issues they are facing for themselves. It is a unique customer that will not be happy to answer strategic questions focused on understanding of their business issues. Additionally, the customer will appreciate how you link what they are trying to accomplish to what you are trying…
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    Kelley Robertson: Fearless Selling Blog

  • How To Make a Prospect Feel Icky

    Kelley Robertson
    29 Sep 2014 | 4:45 am
    I recently attended a webinar that was hosted by a software company. The webinar was followed by a product demo which I did not watch because I was only interested in the content, not the software. The next day I received a call from one of their sales reps who was “following up.” I give the company credit for making these calls because one of their goals was to generate new leads. However, the caller made a fatal mistake… In a 45 second call, he used my name six times. Six times! Obviously he had been taught that it is important to use a prospect’s name during a conversation but his…
  • The Cardinal Sin of Selling

    Kelley Robertson
    22 Sep 2014 | 4:45 am
      During a sales training workshop I conducted last week, we discussed the worst way to open a sales conversation, meeting, appointment or call (cold or warm) and that is to talk about your company. This includes your background, history, number of locations, how long you have been in business, your client list, awards you may have won or anything else that is self-serving. The same concept holds true for your slide decks. Most companies insist that their logo is prominently displayed on every single slide in the deck. And, it’s not uncommon for marketing departments to insert up to a…
  • You Had Me At “Welcome”

    Kelley Robertson
    15 Sep 2014 | 4:55 am
    Print PDF During our trip to Boston and Washington in August, my wife and I took advantage of the hop-on, hop-off bus tours. I enjoy these tours because you get to see most of the major highlights and points of interest in a large city. Interestingly, it was the driver that made the difference in the tours. Over the course of four days in the two cities, we had seven or eight drivers, and one individual stood out from the rest. He quickly caught my attention when he welcomed the bus load of people to the tour and explained his nickname, “Muckah.” He used self-deprecating humor and made…
  • What’s Your Warm-up?

    Kelley Robertson
    8 Sep 2014 | 4:49 am
    While in Boston on my recent vacation, my wife and I decided to take in a Red Sox game at the infamous Fenway Park. We arrived early and I watched the two starting pitchers (Joe Kelly, Boston and Collin McHugh, Houston) warm up. Kelly spent time stretching and limbering up before throwing. And then, he stood about 60 feet away from his catcher and threw several dozen pitches. An average warm-up, I’d say. McHugh’s took a different approach. He started about 40 feet away from his catcher and threw easy pitches into the strike zone. After each throw, he moved back a step or two and soon he…
  • Can You Disconnect?

    Kelley Robertson
    2 Sep 2014 | 10:17 am
    My wife and I just returned from a much-needed two-week vacation. We spent the first week driving to, and touring, Boston and Washington (that’s the Washington Monument in the background). Then we relaxed in Hilton Head for another week. It was a perfect mix of activity and rest. Unlike previous vacations, I resisted the temptation to respond to emails and engage in work-related activities. I admit that I did reply to a few emails, but I simply advised the senders that I was on vacation and would follow-up upon my return. This is a serious challenge in today’s business environment. Many…
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    Sales Coaching Blog

  • Sales Motivation: Coaching for a Happy Ending

    30 Sep 2014 | 1:33 pm
    Today, I’m going to leave the research behind and talk about how I recently failed as a manager.  Don’t worry…this story has a happy ending. I have a five-year-old daughter. She’s a glass-half-full kind of gal. She approaches everything in life with a positive attitude and smile on her face.  I can already peg her as the kind of person who really stops to smell the roses.  All that lollygagging to smell said roses birthed her nickname, Lolly.
  • Sales Leadership: You can learn to be the happiest person you know.

    25 Sep 2014 | 10:30 am
         “The greatest competitive advantage in the modern economy is a positive and engaged brain.”…
  • Coaching Conversations: Facilitating Growth Experiences

    24 Sep 2014 | 8:34 pm
    In today’s blog, we will address the final component of our four-part series on coaching your reps’ mental performance.  This type of coaching drives the mental engagement of your team in order to keep their performance at its peak level.  As a reminder, in previous blogs, we introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality. These principles are: Creating relationships of trust with those you are coaching Asking powerful questions to drive effective learning Facilitating growth experiences for your…
  • Why sales leadership lose their way?

    22 Sep 2014 | 1:00 pm
      Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this?  
  • Sales Leadership: The Top Ten Performance Limiting Comments

    18 Sep 2014 | 4:52 pm
    The words one uses can tell you about their behaviors.  Not all the time, but they do shed some light on coaching performance and sales team motivation.  This morning finds me in a very candid mood (perhaps our Summit presenter, Jim Keenan  from A Sales Guy Inc., had some affect on me yesterday).  As a result I want to share some of what bothers me with the following quotes.  These are actual quotes from sales leaders (not EcSell members), and if we are honest with ourselves we will likely see our own behaviors or words within these quotes—I have even been…
 
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    Sales Enablement Perspectives

  • How I Work

    Tamara Schenk
    29 Sep 2014 | 1:21 am
    This blog post was initially written for the Matt Heinz blog. The series “How I work” is a recurring feature on Matt’s blog. How did I become part of this fascinating series? It was Jonathan Farrington, CEO of Top Sales World who nominated me! You can read his own story here. And here you go  - this is how I work: Location: Wiesbaden, Germany. One of the most beautiful cities to live in. Frankfurt airport is just half an hour away, which is very important for me – I need to be close to an international hub. Wiesbaden has various famous buildings and great architecture…
  • What Sales Enablement Content Analytics Really Mean

    Tamara Schenk
    16 Sep 2014 | 6:41 am
    Not everything that can be counted counts, and not everything that counts can be counted.” Albert Einstein Einstein’s observation holds true for sales enablement content-related analytics. Imagine the launch of a shiny, new enablement and collaboration platform. Many different roles in sales, marketing and product management are looking forward to the content analytics that the system will provide. Will the reality live up to their expectations? Let me share with you a few lessons I’ve learned. Correlation and causation According to Oxford Dictionaries, a correlation is “a mutual…
  • Sales Force Enablement – See you in Atlanta, Sept 17

    Tamara Schenk
    5 Sep 2014 | 4:06 am
    The term “Sales Enablement” is used for almost everything that has to do with content, messaging, training, collaboration and technology to improve sales productivity and drive sales effectiveness. The function is rarely a strategic discipline that translates selling challenges into integrated, tailored sales execution plans. But this is exactly the kind of strategic approach that is required to create sustainable business impact and to drive sales force transformation successfully. Sales enablement daily challenges Our clients’ reality is that it’s still challenging to provide core…
  • More On Performance Accountability – The Sales Manager’s View

    Tamara Schenk
    3 Sep 2014 | 2:58 am
    According to Business Dictionary, performance is defined as “the accomplishment of a given task measured against preset known standards of accuracy, completeness, cost, and speed.” It is a result to be measured. Accountability, on the other hand, is a virtue. It’s the willingness to accept responsibility. Accountability is a key ingredient to achieve your sales performance and growth goals. Accountability across the sales force ensures that the sales force’s energy is focused to execute the strategy successfully, that the right actions are in place to become world class. Performance…
  • Defining Sales Functions And Programs – How to Define Your Charter

    Tamara Schenk
    25 Aug 2014 | 8:39 pm
    Now, as we have defined vision mission and purpose, we have to be more specific. Based on your target audience (sales roles, sales manager roles, channel partners, etc.) motto, objectives, strategies and tactics, your specific services and your metrics have to be defined. For you as a sales leader make sure your sales functions complete these charters. Also, make sure they connect the dots between the different charters to set a foundation for effective collaboration. Let’s look at your five steps to complete your charter. These steps build on the first three steps, discussed here. Create…
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    Sales Impaired

  • Welcome to Sales Impaired!

    admin
    28 Sep 2014 | 8:54 pm
    Sales Impaired is unique in the fact it is centered around providing small business owners the boost of support they need, when they need it. It is not your traditional coaching program. I believe you know what you know and you don’t know what you don’t know. It is my job to help you with what you don’t know so you can get back to being successful. If you prefer a traditional coaching program I’d highly recommend Laura Simms from www.createasfolk.com. While I’ve never been through her program personally I do follow her blogs, interviews and have had numerous…
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    Margie Albert

  • Today’s remark-happening now (4)

    Margie Albert
    29 Sep 2014 | 3:45 pm
    Happening now, viewers all over the country and in your DMA are saying, “I hate commercials.” You and I oftentimes join them, yes? I fast-forward through them, run to fill up the washer with one more load, hit the refrigerator and get back to my show just in time. You do this too, yes?! What if I told you we don’t hate commercials? We love Super Bowl commercials! In fact it has been said more people watch the Super Bowl for the commercials than for the game and the “after talk” is about them as well. They are previewed online, shared in social media, talked about on late night…
  • Today’s remark – happening now (3)

    Margie Albert
    25 Sep 2014 | 11:28 am
    Happening now – some Broadcast Account Executive is with an advertiser rationalizing rate increases against diminished ratings based on increased costs to run a TV station – cost of cameras, programming, utilities, gas, etc. In fact, it’s probably being said in your Sales meetings as well! While most businesses are facing the same dilemma they really don’t care about your problems. Most advertisers still think TV stations are cash cows and there’s really no point in trying to convince them differently! Trying to do so further antagonizes them and they just don’t care! Our…
  • Today’s remark – happening now (2)

    Margie Albert
    18 Sep 2014 | 9:51 am
    While you are putting last minute Sports packages together to get rid of MLB, College Football, NASCAR and Golf inventory your customers, happening now, are thinking about their 4Q sales, their 2015 forecast and achieving their goals. Remember, they don’t care about College Football. Customers care about reaching their current and potential customers and igniting them to action Period. That’s the main reason they advertise (along with TOMA). I know – that’s an “oh-duh!” Yet, I just reviewed several Sports “packages” (I hate “packages” but that’s another writing!) all of…
  • Today’s remark – happening now

    Margie Albert
    11 Sep 2014 | 11:50 am
    While you are chatting at the “water cooler” or scouring facebook, your competitors and clients are busy learning how to grow their business. Here’s a few of the things they may be doing now: LEARNING/READING – TVNewsCheck, Cynopsis, Seth Godin, Chris Brogan, Jay Baer, Furniture Today, Automotive News, Mashable, TechCrunch, SlideShare, FuelLines, MediaPost, Social Media Today, eMarketer Daily, LinkedIn posts, Business Insider, IAB SmartBrief, google alerts for all clients and selected industries just to name a few of my favorites LISTENING – visiting with clients, asking…
  • Today’s remark – breaking news (4)

    Margie Albert
    4 Sep 2014 | 8:56 am
    Overnight, owners of traditional and digital ad agencies tossed and turned. Why? Because every report and forecast they read tells them traditional advertising is downtrending quickly but still very strong while all forms of digital is quickly on the rise. They are not prepared to handle both effectively but have to maintain and grow to stay in business. Here’s what many are doing: Continuing to brand themselves as “full service” Trying to hire “experts” in all non-traditional marketing arenas (mobile, content marketing, link-building, SEO/SEM, etc) as well as traditional (radio,…
 
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    Theresa Delgado

  • Simple Tips to Avoid the Start Up Business Version of the ‘Freshman 15’

    Theresa Delgado
    1 Oct 2014 | 8:00 am
    The term ‘freshman 15′ refers to the weight many students put on during their first semester of college. When you start college, you settle into a less active, more sedentary lifestyle. Add dorm food and beer to the mix and you have a recipe for disastrous weight gain. The same thing happens when you first start a business. You now spend your day hunched over a laptop, wolfing down meals between tasks, and sleeping whenever you have free time. ‘Computer butt,’ as the start up business version of the freshman 15 is jokingly called, occurs for two reasons – lack of…
  • 10 Ways to Start a Side Business: Simple Ideas That Bring in Residual Income

    Theresa Delgado
    29 Sep 2014 | 8:00 am
    With the economy still unsteady these days, many individuals are considering starting a side business to bring in extra funds. While this may be a good idea, there may also be some hesitation around the subject. However, there is no reason to fear. Starting a side business is not as fearful as you may think. Moreover, there are ways to start a side business that will bring in some much-needed residual income. 1. Turn a Hobby into a Side Business If you already have a hobby that you participate in, then you are half way home. A hobby comes from doing something that you love. When you do…
  • 10 Tips to Master Work-Life Balance for Entrepreneurs

    Theresa Delgado
    17 Sep 2014 | 8:00 am
    One of the biggest challenges you face when starting a business is your work-life balance. You find yourself working around the clock and neglecting all other areas of your life. It’s a tough struggle because it takes so much work to get a business off the ground. It’s easy to convince yourself to give up your day off or lunch break in order to get essential things done. However, if you don’t properly maintain a good work-life balance, it can destroy your health, personal relationships and sanity. Here are 10 tips for keeping this important balance… 1. Establish Clear…
  • How to Create Marketing Objectives for Your Campaigns

    Theresa Delgado
    15 Sep 2014 | 8:00 am
    Marketing objectives are goals you set. They range from increasing sales to building your email list. Each marketing campaign that you create should ideally have a goal or objective attached to it. Without a goal, you’re essentially shooting in the dark. You have no idea what your marketing is supposed to achieve and no means of actually measuring success. Not good. Imagine sending emails to your list for over a year without any goal or objective. You send email after email, which entails a significant amount of time, energy, and money, and each message that you send is written based on…
  • 10 Tips for Maintaining Excellent Employee Relationships & Keeping Them Motivated

    Theresa Delgado
    10 Sep 2014 | 8:00 am
    Employee relationships have a critical effect on the success of a business. Overwhelmingly, the reason people quit their jobs is due to difficulties with management. As critical as this relationship is, many companies simply don’t invest the time and energy in maintaining a good relationship. Which I  don’t understand because it really boils down to treating people with respect and appreciation. Everyone wants to feel appreciated and if you went through the effort of hiring someone for their skills, talent and experience, keep them motivated. Tweet This Tip >> Employees who…
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    Tactical Sales & Business Blog

  • 10 Indisputable Truths of Simply Selling [Slidedeck]

    17 Sep 2014 | 5:00 pm
    It’s time we take a step back, away from all of the ideas and best practices of sales and the art that is selling and consider what the simple, indisputable truths are of selling.
  • Building a Truly Successful Sales Team

    2 Sep 2014 | 5:00 pm
    You may be starting out as a sales manager or have gotten to the limit of wearing those multiple hats for your ever expanding business. Now’s the time to begin hiring and growing your sales team, if that’s the case then take some of these notes below and start building the foundations of a truly successful sales team.
  • What is Corporate Sales?

    1 Sep 2014 | 5:00 pm
    The difference between corporate sales and consumer sales are realistically very similar, they both provide the same style of service to the end user and both require the same techniques, notably in B2B selling.
  • The Sales Call Checklist to Better Selling

    26 Aug 2014 | 5:00 pm
    Check your junk box and spend a few minutes going through the contents in there, most of those emails will have a very common trend and you’ll probably notice it straight away. We’ve got so used to spotting these “junk” emails that we can recognise them a mile off.
  • The Business Relationship Checklist. Are You Still In One?

    13 Aug 2014 | 5:00 pm
    I explained in the previous post about why relationships should be the main focus for anyone in sales over closing the deal. Take a read of that and spend a few minutes seeing where you could do better and where you should be changing.
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    Buyer Insights

  • 53% of IT Sellers Have Their ‘Heads In The Clouds’

    Ray Collis
    1 Oct 2014 | 5:02 am
    When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers.  Many don’t even realize that these things are needed. For ever […]
  • How Soon Can You Really Get Them ‘Across The Line’?

    Ray Collis
    22 Sep 2014 | 12:02 pm
    Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages – many of which do not involve the salesperson.  That has real implications for getting the deal across the line. The following video is aimed at helping you to understand the buyer’s journey and its implications for […]
  • Buyers Say: ‘Interactions with Sales People Can Add More Value’

    John O' Gorman
    6 May 2014 | 1:40 am
    Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy.     A new book by the Rain Group (called Insight […]
  • Selling To Teams: Lessons From Sport

    Ray Collis
    8 Apr 2014 | 8:14 am
    Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to […]
  • Re-Energizing Your Team Around Sales Performance Measures

    John O' Gorman
    2 Apr 2014 | 9:51 am
    A powerful technique you can employ in your next sales team meeting.   Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting.   It will enable you to get a consensus […]
 
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    Yesware Blog

  • Introducing Yesware Mobile for iPhone

    Bernie Reeder
    25 Sep 2014 | 5:59 am
    Email doesn’t just happen at a desk. It happens on your way out the door, on the train, and during ... Read More » The post Introducing Yesware Mobile for iPhone appeared first on the Yesware Blog.
  • You Could Increase Your Email Reply Rate 12% By Doing This One Simple Thing

    Bernie Reeder
    23 Sep 2014 | 7:48 am
    Getting people to reply to your email isn’t rocket science.But it can be a lesson in social psychology.When we dug ... Read More » The post You Could Increase Your Email Reply Rate 12% By Doing This One Simple Thing appeared first on the Yesware Blog.
  • You Messed Up: The Art of Repairing a Damaged Customer Relationship

    Erika Napoletano
    4 Sep 2014 | 8:00 am
    You messed up with a client. To mend fences, you consider the flowers or bottle of wine approach.Stop.Situations like these ... Read More » The post You Messed Up: The Art of Repairing a Damaged Customer Relationship appeared first on the Yesware Blog.
  • 5 Sales Training Techniques That Every Manager Should Know

    Andrew Fayad
    27 Aug 2014 | 8:00 am
    When you think of a natural salesperson, you probably imagine a smooth talker quick to answer your questions before you ... Read More » The post 5 Sales Training Techniques That Every Manager Should Know appeared first on the Yesware Blog.
  • If You Aren’t Using Content to Nurture Leads, You’re Leaving Money on the Table

    Kelsey Meyer
    13 Aug 2014 | 8:07 am
    As a salesperson, you need resources: a bigger expense account to impress clients or more funding to generate leads through ... Read More » The post If You Aren’t Using Content to Nurture Leads, You’re Leaving Money on the Table appeared first on the Yesware Blog.
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    Star Results

  • How to Measure Sales Manager Coaching Effectiveness

    Steven A. Rosen
    13 Sep 2014 | 3:18 pm
    Benchmarking Coaching Effectiveness By Steven A. Rosen Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. As you know, sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Sign up for the Sales Management Newsletter and enter a Draw to Win a FREE Sales Manager Coaching Effectiveness Snapshot $500 The…
  • STARS Shine While The Rest of Us Sleep

    Steven A. Rosen
    8 Jul 2014 | 12:38 pm
    5 Action Steps for Mid-Year Success By Steven A. Rosen You are halfway through the year and you have two choices: You can either have your team go on VACATION or you can have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to shine, then you need to take ACTION. I don’t care if you or your sales team is at 80% or 105% of budget. Mid year is a great time to see where you are at and build an ACTION plan on how your team is going to shine in the back half of the year. Click here to Download a FREE eBook with Sales Management TIPS…
  • Top Sales & Marketing Influencers 2014

    Steven A. Rosen
    1 Jun 2014 | 5:52 pm
    Top Sales & Marketing Influencers For the second year running, I was honoured to have made the list of The Top Sales & Marketing Influencers I am humbled to be in such great company. I have many friends and colleagues who have made the list and suggest that you check them out, they can help take your business to another level. Each year, Top Sales World engages a small team of professional researchers to discover who are the sales and marketing experts, who genuinely influence the way we think, and sell. Based on the following criteria: Social media presence – Twitter/…
  • The Secret to Sales Rep Motivation

    Steven A. Rosen
    28 May 2014 | 8:08 am
    By Steven A. Rosen Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. I asked him what he was going to do about it. He was at a loss and started rambling about adjusting the comp plan to provide greater focus and upside to his sales team. He felt that changes made to the comp plan were one of the reasons his team were not performing as they…
  • Everything you think you know about success is WRONG!

    Steven A. Rosen
    2 Apr 2014 | 5:16 am
    Edgy Interview with Dan Waldschmidt By: Steven A. Rosen I had the pleasure of interviewing my friend, Dan Waldschmidt, about his new book titled EDGY Conversations: How Ordinary People Can Achieve Outrageous Success. Dan is an edgy guy and his personal story helps you understand what true success is. Dan lives on the edge and has almost fallen over. He is a true believer in sharing successes and has done extensive research over the last 4 years looking at what high performers were doing in business, math, science, sports and politics. He put together 1,000 stories of ordinary people who…
 
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    Buyer Insights

  • 53% of IT Sellers Have Their ‘Heads In The Clouds’

    Ray Collis
    1 Oct 2014 | 5:02 am
    When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers.  Many don’t even realize that these things are needed. For ever […]
  • How Soon Can You Really Get Them ‘Across The Line’?

    Ray Collis
    22 Sep 2014 | 12:02 pm
    Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages – many of which do not involve the salesperson.  That has real implications for getting the deal across the line. The following video is aimed at helping you to understand the buyer’s journey and its implications for […]
  • Buyers Say: ‘Interactions with Sales People Can Add More Value’

    John O' Gorman
    6 May 2014 | 1:40 am
    Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy.     A new book by the Rain Group (called Insight […]
  • Selling To Teams: Lessons From Sport

    Ray Collis
    8 Apr 2014 | 8:14 am
    Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to […]
  • Re-Energizing Your Team Around Sales Performance Measures

    John O' Gorman
    2 Apr 2014 | 9:51 am
    A powerful technique you can employ in your next sales team meeting.   Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting.   It will enable you to get a consensus […]
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    Solution Selling Blog

  • Conquering the Fear of the Unknown Sales Candidate

    SPI
    18 Sep 2014 | 10:52 am
    Sales managers are holding onto under-performing reps because they’d rather deal with the certainty of what they have, rather than the uncertainty of trying to hire a replacement rep. Although SVP’s know this doesn’t make good business sense, we understand that hiring talented sales professionals is indeed a daunting task for managers. First, there’s a global shortage of sales talent…
  • B2B Nurture and Follow-up Strategies

    SPI
    4 Sep 2014 | 9:05 am
    B2B Nurture and Follow-up Strategies: an interview with Steve Wagner (Lead-gen specialist, SPI) and Lead Lizard, a demand generation agency… Steve Wagner is a demand generation leader with a proven success record for driving revenue. As the Demand Generation Manager at Sales Performance International, he’s demonstrated his ability to cultivate and manage new departments by driving team collaboration, adaptability, and responsiveness. Demand generation captured his interest with its ability to uncover buyer insights and the levers that make them act. Keep reading to learn Steve’s…
  • Trends of Women in Sales

    SPI
    21 Aug 2014 | 9:00 am
    As a woman in sales, I’ve thoroughly enjoyed 25 rewarding years selling and leading in Silicon Valley. With incredible mentors, I quickly climbed (and sometimes cracked) the “corporate ladder” from telemarketer to CEO, each step witnessing a wide diversity gap for women in sales in all roles, especially leadership. Yes, past and present – women represent the minority in the room – like many others. Next, I’ll share how I got started in sales, how the sales role has collaboratively evolved, my recipe for sales career success, and simple solutions to help narrow the gender diversity…
  • Your Leading Indicators are Lagging

    SPI
    29 Jul 2014 | 6:00 am
    More companies are investing in sales talent analytics initiatives to better attract, develop and retain top talent. But buyer beware! The term ‘analytics’ can be a wolf in sheep’s clothing
  • Proving the ROI of Sales Training

    SPI
    23 Jul 2014 | 4:00 am
    92 out of 96 Fortune 500 CEOs said that they are most interested in learning the business impact of their L&D programs, but only 8% see that happening at their companies now. There are proven approaches that leverage Sales Talent Analytics, and they absolutely help organizations prove the business impact / ROI of sales training.
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    RAIN Selling Blog

  • SlideShare: Common Sales Negotiation Mistakes to Avoid

    1 Oct 2014 | 10:00 am
    Last month we released a complimentary white paper, 5 Common Sales Negotiation Mistakes. In this new SlideShare presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals. Click here to view the SlideShare now.
  • Curious How to Win More Sales?

    24 Sep 2014 | 10:00 am
    One of the major findings of our research on What Sales Winners Do Differently is that today's sales winners don't just sell the value of their products and services, they are the value. They are knowledgeable experts who bring ideas and new perspectives to the table. Essentially, they harness the power of ideas when selling, and it gives them the winning edge. It's difficult to harness the power of ideas, however, if you, you know, don't like ideas. Perhaps that's a bit simplistic, but the point is valid. Some people love to read. They are Harvard Business Review junkies. They watch webinars…
  • Can You Identify the 18 Common Sales Negotiation Techniques Used By Buyers?

    18 Sep 2014 | 10:00 am
    Last week we shared our infographic on 18 Tactics Buyers Use in Sales Negotiations. The infographic highlights the most common sales negotiation techniques that buyers use, what they look like, and how you can prepare for and respond to each so you can successfully negotiate with buyers on their terms. Knowing these tactics exist isn't enough. You need to be able to identify these tactics and respond accordingly in the heat of moment during your sales conversations. As a part of our RAIN Sales Negotiation Training program, we've developed SPEED cards to help sellers quickly…
  • Free Webinar: 4 Essential Keys for Sales Negotiation Success

    16 Sep 2014 | 10:00 am
    You’ve spent months working with the buyer, defining needs, and collaborating with them to build a solution. You both agree in principle, but when you ask them to sign on the dotted line, you hear: "I just need to run this by the CFO..." "There's just one more thing: I need you to give us..." "I'm ready to sign today...but I need you to drop the price by 10%." Much sales success is determined in the negotiation process. Sales negotiations gone wrong drive down margins, lengthen sales cycles, and lose you deals that you otherwise should have won. In this…
  • Infographic: 18 Tactics Buyers Use in Sales Negotiations

    11 Sep 2014 | 10:00 am
    Good negotiators have the ability to recognize the negotiation style of the other party. When a buyer comes to the negotiation in partner mode, it allows you to work collaboratively to create possibilities that expand the pie and result in the best possible agreement for both sides. But what about when your buyer takes a different approach? What if your buyer is just trying to get the price reduced, get more from you for less, or something else altogether? Despite the benefits of a partner-style negotiation, you need to know how to deal with positional buyer tactics when they arise. In this…
 
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    The Richardson Sales Excellence Review™

  • Why You Must View the Customer as “Them” not “It”

    Dario Priolo
    1 Oct 2014 | 5:26 am
    Why You Must View the Customer as “Them” not “It”  A theme we keep returning to in this blog is the idea that the most effective sale professionals focus on creating value and building trust with customers. You don’t just put your product or service in front of the public and say, “This is good. Buy it.” — however good your product or service may be. Other companies will also have good products. They will also be able to offer good services, possibly even as good as those offered by your company. We hear the term “solution” often today. It may even be overused,…
  • Richardson Clients Honored with Eleven Awards by Brandon Hall Group

    James A. Brodo
    26 Sep 2014 | 5:05 am
    Richardson Clients Honored with Eleven Awards by Brandon Hall Group Seven of Richardson’s clients have been recognized with Gold, Silver, and Bronze medals by the Brandon Hall Group’s annual Excellence Awards for Learning, Talent Management, and Sales and Marketing Awards. The award-winning categories included: Gold, Best in Competencies and Skill Development — Cargill Gold, Best Program for Sales Training and Performance — Cargill Gold, Best Learning Program Supporting a Change Transformation — Cargill Silver, Best in Coaching & Mentoring Program — Bank of Montreal…
  • Senior B2B Execs Use Social Selling Tools When Buying and Influencing

    Dario Priolo
    16 Sep 2014 | 6:24 am
    Senior B2B Execs Use Social Selling Tools When Buying and Influencing — Are Your Sales Reps Part of the Conversation? Don’t be fooled by age or seniority. Old dogs, who happen to be seasoned, executive-level buyers and influencers, have not only adopted social media but are using it professionally as well as personally. A white paper from IDC (“Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience” by Kathleen Schaub, IDC, April 2014) provides some eye-opening statistics for skeptics regarding just how much senior executives are using social media in…
  • How to Transition Your People from Taking Orders to Developing Key Accounts Strategically

    Dario Priolo
    12 Sep 2014 | 7:06 am
    How to Transition Your People from Taking Orders to Developing Key Accounts Strategically Without process and metrics, it is difficult to determine if your account managers are taking orders or managing key accounts strategically. It is tempting for salespeople to enjoy the easy money of fulfilling orders and avoid “rocking the boat” to push the customer to do more with you. However, that complacent behavior can backfire quickly if a key contact in an account leaves or changes positions. Forget about growth — your business in the account could evaporate instantly. You can’t take that…
  • Insight Selling – How to Move Beyond an Inward Focus and a Product-based Message

    Dario Priolo
    9 Sep 2014 | 6:01 am
    Insight Selling – How to Move Beyond an Inward Focus and a Product-based Message The Problem – Ultra Informed Buyers Today’s buyers are savvier than ever, which makes selling to them a greater challenge for sales reps and teams. Whether they’re interested in a one-off transaction for a particular product or service, or a long-term strategic partnership, customers from companies of any size and industry can research just about anything they desire online, which puts them in a position of strength over sellers. If your salespeople are selling the same old products the same old way,…
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    Lattice Engines

  • HireVue Success Story: Adopting Predictive Marketing

    Amanda Maksymiw
    1 Oct 2014 | 9:20 am
    Watch this video to learn how HireVue is harnessing the power of predictive analytics to make better decisions about campaigns, messages and marketing programs. The post HireVue Success Story: Adopting Predictive Marketing appeared first on Lattice Engines.
  • How Does Your Sales Enablement Strategy Stack Up?

    Amanda Maksymiw
    26 Sep 2014 | 1:00 am
    Sales enablement. It’s a phrase you’ve heard of for some time now. You may have an entire team (or at least one person) dedicated to training and supporting the sales team within your organization. But is it really working? According to a new study from Adobe, on average 89 percent of companies think their sales enablement strategies are on track. But, hold the phone. Less than 30 percent of those surveyed are implementing sales enablement solutions such as sales collateral, mobile content, customizable content, mobile apps or video content. So what are these companies actually…
  • What’s the Future of B2B Marketing?

    Amanda Maksymiw
    25 Sep 2014 | 1:24 pm
    It’s the time of year when predictions for the next year start to populate the airwaves. In preparation for the MarketingProf’s annual B2B event in Boston, TopRank’s Lee Odden pooled together a collection of #MPB2B speakers to share their predictions for the future of marketing. The ebook contains predictions from some of the marketing greats including Ann Handley,  Jon Miller, Jason Miller, Christopher Penn, Doug Kessler and more. Overall, the main theme that stuck out to me is the impact of data and analytics on marketing. Many of the marketers featured in the ebook…
  • The CMO’s View on Content Marketing

    Amanda Maksymiw
    12 Sep 2014 | 1:00 am
    I just wrapped up my fourth year attending Content Marketing World in Cleveland this week. It’s incredible to see how far the event has come in just a short period of time. I never imagined I could ever see more orange packed into an event, but somehow Joe Pulizzi and his team managed to do it! Back in its inaugural year, a good portion of the event’s sessions focused on defining content marketing and explaining why it was important. Well, the times have changed and now, over 2500 B2B and B2C marketers fled to Cleveland to learn how to refine their content strategies, optimize their…
  • Predictive Marketing Tech Talk: The End of Going With Your Gut

    Amanda Maksymiw
    11 Sep 2014 | 10:31 am
    Predictive analytics is all around us. With the influx of data coming from the Web, social and other sources, many companies are harnessing the power to make more informed decisions. More and more, we hear about how predictive analytics is helping industries from healthcare to telecomm to fraud detection to transportation and logistics to extract insights. The same principles of a cable company using analytics to determine which customers are likely to churn can be applied to B2B sales and marketing teams to uncover which prospects are most likely to buy and which customers have the greatest…
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    Grow My Revenue

  • If You Want Today’s Customers, Change Your Old Sales Process

    Ian Altman
    1 Oct 2014 | 6:00 am
    Article as seen on Forbes.com Though I often jokingly say “Nothing new has changed in sales in the last 500 years,” I recognize that, in fact, things have changed. The way you measure your sales organization and track stages in the sales process needs to adapt to how customers make buying decisions today. I recently received a great question from Ken Carson, an owner and head of sales at Xybix. These guys are seeing explosive growth delivering innovative furniture workstations -911 call centers know their capabilities quite well. Ken and his team attended the Remarkable Growth Experience…
  • Should You Hire a Magician, Juggler, or Speaker for Your Next Event?

    Ian Altman
    24 Sep 2014 | 6:00 am
    Article as seen on Forbes.com Each year as we approach the fourth quarter, companies frantically start planning a few types of events: 1) Sales kick-off meetings, 2) Channel conferences; or 3) Top performer club trips (often called President’s Club Trips). I am honored to play a role in each of these types of events. I often get asked “How can we ensure our sales meeting is successful?” Here are some tips to ensure that your investment produces results instead of feeling like a waste of money. Define Success: If you just want to entertain the audience, then hire a magician not a…
  • How To Solve The Disconnect Between Sales and Marketing

    Ian Altman
    17 Sep 2014 | 6:00 am
    Article as seen on Forbes.com I had the honor of conducting a workshop at Content Marketing World in Cleveland this past week. Joe Pulizzi and his team at Content Marketing Institute put on a wonderful event. Joe trusted my good friend and content marketing guru, Marcus Sheridan, enough to allow Marcus to invite me to co-present with him. Marcus and I have been working closely together on an approach to break through the barriers between sales and marketing. Our goal is to help organizations solve the disconnect between Sales and Marketing. Though I typically speak to groups of senior…
  • Four Valuable Business Lessons To Learn From Football

    Ian Altman
    10 Sep 2014 | 6:00 am
    Article as seen on Forbes.com Are you ready for some football? Many Americans spent hours in front of the television this weekend as the 2014 NFL season opened. Regardless of how your favorite football team performed (I recognize that half of you are depressed by the outcome), you probably were content just watching your favorite team play. But, I’m here to be sure you don’t overlook the business lessons buried in the sport. Here are four valuable lessons you can take from the football season, along with important guidance about where football and business differ. Build a Successful…
  • Why Your Business Will Fail If You Are Not Industry or Category Focused

    Ian Altman
    3 Sep 2014 | 6:00 am
    Article as seen on Forbes.com I was speaking with Jeff Gallimore, founder of the successful Excella Consulting in Arlington Virginia, last week. I’ve had the good fortune to see their business grow, first-hand, over the past several years. With over one hundred and thirty employees, their business grew in 2013. But, they made some changes in focus in 2014 that has dramatically improved their growth trajectory. What caused their explosive, recent growth provides a valuable lesson for your business. Over the years, Excella was organized around their technical skills. They had a group that…
 
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    LeadManagement.com

  • Add Value When You Close

    Stacy Jackson
    1 Oct 2014 | 1:09 pm
    Are you adding value to each close? The post Add Value When You Close appeared first on LeadManagement.com.
  • The Social Selling FAQs Series: The Ideal LinkedIn Profile

    From Around the Web
    1 Oct 2014 | 10:01 am
    LinkedIn is the #1 place where buyers come to learn about you and your products/services. Keeping this in mind, I have compiled a list of Frequently Asked Questions & Answers below regarding LinkedIn profiles. Source: www.salesforlife.com Have you taken time to really work on your LinkedIn profile? I don’t mean creating an online version of your resume either — I mean make it a “landing page” of sorts where potential customers (or employers, for that matter) understand the value you bring to the table. An online resume full of a list of your “features”…
  • Marketing Strategy is Vital – Marketing Plans are (Nearly) Worthless

    David Dodd
    1 Oct 2014 | 5:00 am
    Most business leaders now agree that today’s competitive environment is more volatile, uncertain, and complex than ever before, and that companies must constantly adapt in order to grow and prosper. While volatility, uncertainty, and complexity affect all aspects of business, they are having a profound impact on marketing. The interests, values, and preferences of today’s consumers and business buyers can change rapidly, and marketers must be ready to respond quickly to these changes. Marketing leaders now recognize that the explosive pace of change in the marketing landscape has…
  • Fact: All Salespeople Use Scripts | Wendy Weiss | Sales Gravy Articles

    From Around the Web
    30 Sep 2014 | 6:07 am
    If you are calling prospects to make appointments, does what you say get you the appointment? If it doesn’t, your script doesn’t work. Source: www.salesgravy.com Some sales professionals claim they have never and would never use a script. It’s too “phony,” or makes you sound like a “telemarketer.” The truth is, as Wendy Weiss points out, every sales person uses a script.  As a sales pro, you probably have a standard way you conduct your calls. You probably have a set of objections that you know you will hear because they come up consistently on…
  • Social Selling or Selling with Social Media?

    Stacy Jackson
    29 Sep 2014 | 9:05 am
    Social selling — it’s an interesting term. Even before social media platforms existed, I would have characterized selling as a rather “social” part of of operating a business — especially in B2B where “social selling” tends to get the most buzz. After all, in order to sell — especially an expensive or complex item/service — one must gain trust and build relationships to ultimately win the business. In essence “social selling” is really about incorporating social media into the sales process. That’s just not as cool to…
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    Base | Baseline - Base CRM Blog

  • The Future of Sales Technology

    Brian Lastovich
    24 Sep 2014 | 10:29 am
    Do me a small favor. Google image search “sales software” for me. Seriously, head to Google Images and type in “sales software.” If you just shivered you’re not alone. The past is a scary place and those outdated legacy CRM databases have not adapted to the advanced needs of the modern day sales teams.  Yet before we look ahead, it’s important to understand the advancements in the sales world. Below are 4 ways we’ve seen the transformation of the sales industry: Static Real-Time No longer is it okay to wait for a sales report. No longer is it okay to export sales data and…
  • Base Introduces the Product Catalog to help sales teams build accurate Deal Values

    Josh Bean
    24 Sep 2014 | 8:57 am
    Today we’re introducing Base Products to help sales teams generate accurate Deal values from their computer or mobile device. Every sales leader wants accurate reporting and forecasting; that all starts with accurate Deal values. The new Base products gives you a catalog that stores all of the products you sell, each with a unique listing. The product listing stores a description, ID #, price, maximum price markups/discounts that can be offered, as well as the unit cost. Once you have all the products in your catalog, products can be added to an individual Deal and the total from these…
  • New Insights Dashboard To Help Sales Leaders Monitor Rep Performance

    Josh Bean
    22 Sep 2014 | 3:00 am
    Today we’re introducing a new insights dashboard for sales leaders so they can quickly monitor a rep’s sales performance. The new Rep Performance Dashboard is a report centered around an individual sales rep and compares their performance to others, or their entire team. Traditionally, a sales leader would have to navigate through multiple reports, hand picking bits of information from each report to get the full picture of a rep’s performance. The Rep Performance Dashboard is here to end that struggle and change the way you measure performance on your sales team. The brand new…
  • Give Email some style with the rich text editor

    Josh Bean
    20 Aug 2014 | 8:23 am
    We’ve added additional functionality to email, with the release of our new rich text editor. Any time you are composing an email in Base, you will find the ability to make text in your email Bold, Italic, Underlined or Bulleted. You can also add in-line images and hyperlinks. The new rich text options can be found any time you’re composing an email in Base. Give it a try today! For additional power, combine rich text with email templates and send beautiful emails quickly. If you don’t have your email connected to Base yet, log into your Base account and open the…
  • Push Notifications For iOS and Android Now Available

    Josh Bean
    11 Aug 2014 | 10:57 am
    A few short weeks ago, we introduced web Notifications. Today we’re taking Notifications a step further with mobile push Notifications for iOS and Android. It is now possible to receive a Notification on your smartphone or tablet; helping you to stay updated, even when you’re away from the office. All you need to do is grab the latest version of Base for iOS or Android. When we introduced web Notifications, we also introduced custom notifications and even showed how you can stay updated as a collaborator. The problem was, as soon as you stepped away from your computer, those…
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    Base | Baseline - Base CRM Blog » Sales and Productivity

  • The Future of Sales Technology

    Brian Lastovich
    24 Sep 2014 | 10:29 am
    Do me a small favor. Google image search “sales software” for me. Seriously, head to Google Images and type in “sales software.” If you just shivered you’re not alone. The past is a scary place and those outdated legacy CRM databases have not adapted to the advanced needs of the modern day sales teams.  Yet before we look ahead, it’s important to understand the advancements in the sales world. Below are 4 ways we’ve seen the transformation of the sales industry: Static Real-Time No longer is it okay to wait for a sales report. No longer is it okay to export sales data and…
  • [Seminar Recap] – The 5 Mistakes of Sales Training

    Brian Lastovich
    11 Aug 2014 | 10:00 am
    Tuesday’s seminar with Ralph Grimse, partner at The Brevet Group was 30 minutes of insight into the future of sales training. I think we can all agree that there’s an opportunity for improvement in the sales training industry and The Brevet Group is well on it’s way to lead the charge. If you did miss the seminar, register to watch the on-demand video here. In order to keep it to 30 minutes, we focused on the 5 common mistakes that organizations make and ways to overcome them in order to sell smarter. I will recap the 5 mistakes below. #1 Lack of Customization Organizations need to make…
  • Sales Training is Broken, Can it be Fixed?

    Brian Lastovich
    1 Aug 2014 | 10:11 am
    Traditional Sales Training is Broken You know the routine, sales results should be better and you believe you can get more out of your current sales team. So, you figure you might want to invest in a sales training program. According to IKO System, 94% of companies invest in some kind of sales training. Yet, data tells us that today’s sales training programs just don’t work. Sure, you might see a bump in sales but it has no lasting impact on sales performance. Did I mention the cost of bringing in a “sales expert” to talk with your team? According to The Brevet Group, a sales…
  • [Seminar Recap] – Agile Selling with Jill Konrath

    Brian Lastovich
    30 May 2014 | 2:09 pm
    Wednesday’s seminar with Jill Konrath, author of Agile Selling was 30 minutes of powerful selling value! If you missed it, don’t sweat it. Make a priority to listen to our recording by clicking here. We touched on several topics of her upcoming book including important factors in the purchase decision, goal setting, understanding your competitors and a new way to use LinkedIn. Since there were many subjects talked about, I like to recap our conversation below. Salespeople are busy people. Today’s buyer has changed drastically and therefore everything a salesperson has to do has also…
  • 5 Ways To Reduce Cost of Sales

    Geoffrey James
    22 May 2014 | 9:09 am
    Of all the metrics in the sales and marketing world (and there are a lot of them) probably the most misunderstood is cost-of-sales.  Many sales managers view cost-of-sales as a labor cost; pay smaller commissions and your cost-of-sales goes down. That’s naive, though, because sales costs are only meaningful insofar as they affect profitability.  Cutting costs in a way that cuts into revenue (a more common situation than you’d think) is stupid.  Your goal is to make sales costs more efficient, not just smaller. More important, much of a company’s sales costs are hidden…
 
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    RAIN Selling Blog

  • SlideShare: Common Sales Negotiation Mistakes to Avoid

    1 Oct 2014 | 10:00 am
    Last month we released a complimentary white paper, 5 Common Sales Negotiation Mistakes. In this new SlideShare presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals. Click here to view the SlideShare now.     Related StoriesCan You Identify the 18 Common Sales Negotiation Techniques Used By Buyers?Free Webinar: 4 Essential Keys for Sales Negotiation SuccessInfographic: 18 Tactics Buyers…
  • Curious How to Win More Sales?

    24 Sep 2014 | 10:00 am
    One of the major findings of our research on What Sales Winners Do Differently is that today's sales winners don't just sell the value of their products and services, they are the value. They are knowledgeable experts who bring ideas and new perspectives to the table. Essentially, they harness the power of ideas when selling, and it gives them the winning edge. It's difficult to harness the power of ideas, however, if you, you know, don't like ideas. Perhaps that's a bit simplistic, but the point is valid. Some people love to read. They are Harvard Business Review junkies. They watch webinars…
  • Can You Identify the 18 Common Sales Negotiation Techniques Used By Buyers?

    18 Sep 2014 | 10:00 am
    Last week we shared our infographic on 18 Tactics Buyers Use in Sales Negotiations. The infographic highlights the most common sales negotiation techniques that buyers use, what they look like, and how you can prepare for and respond to each so you can successfully negotiate with buyers on their terms. Knowing these tactics exist isn't enough. You need to be able to identify these tactics and respond accordingly in the heat of moment during your sales conversations. As a part of our RAIN Sales Negotiation Training program, we've developed SPEED cards to help sellers quickly…
  • Free Webinar: 4 Essential Keys for Sales Negotiation Success

    16 Sep 2014 | 10:00 am
    You’ve spent months working with the buyer, defining needs, and collaborating with them to build a solution. You both agree in principle, but when you ask them to sign on the dotted line, you hear: "I just need to run this by the CFO..." "There's just one more thing: I need you to give us..." "I'm ready to sign today...but I need you to drop the price by 10%." Much sales success is determined in the negotiation process. Sales negotiations gone wrong drive down margins, lengthen sales cycles, and lose you deals that you otherwise should have won. In this…
  • Infographic: 18 Tactics Buyers Use in Sales Negotiations

    11 Sep 2014 | 10:00 am
    Good negotiators have the ability to recognize the negotiation style of the other party. When a buyer comes to the negotiation in partner mode, it allows you to work collaboratively to create possibilities that expand the pie and result in the best possible agreement for both sides. But what about when your buyer takes a different approach? What if your buyer is just trying to get the price reduced, get more from you for less, or something else altogether? Despite the benefits of a partner-style negotiation, you need to know how to deal with positional buyer tactics when they arise. In this…
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    The Business Growth Zone » Blog

  • 4 things great negotiators always remember

    Mike Ames
    22 Sep 2014 | 11:06 pm
      If only negotiating was this easy. Negotiation is a tricky thing. It can be painful and the consequences of doing it badly can be costly. Today’s guest post is by corporate law specialist Andrew Stilton who has negotiated more deals than I’ve been on miracle diets and with considerably more success, I might add. There’s a school of thought that a successful negotiation means winning every single point. But that approach can be counter-productive, not least because it encourages the other party to be equally intransigent, which can make the transaction extremely painful for all…
  • Top 7 ways to stop people reading your blog

    Mike Ames
    16 Sep 2014 | 1:00 am
    The internet is a wonderful source of information, however due to the sheer volume of material available how can you make people read your blog over others? Our head curator at Flair Headquarters would like to share with you the top 7 ways that will  make her stop reading your blog… The Title              Witty titles have their time and their place and yes, sometimes an intriguing title will make me want to find out more but most of the time if it’s too wacky I’m not going like it. If I found your blog on Google then the first thing I’ll see is the title, if it…
  • 10 different types of LinkedIn status updates you can make

    Mike Ames
    10 Sep 2014 | 1:00 am
    Image courtesy of nokhoog_buchachon / FreeDigitalPhotos.net LinkedIn allows you to log a status update which will then be seen by all your connections. Many people don’t bother to do this either because they can’t see the point or because they don’t know what to say. Rookie error right there. Read on and be amazed. So why bother making only 2 or 3 status updates a day: - It invites people to interact with you by commenting on your status update. Since all relationships are developed and maintained by interaction this is a quick and easy way of starting dialogues with your…
  • 7 Strategies to Create Exponential Revenue Growth

    Mike Ames
    4 Aug 2014 | 11:37 pm
    Software Knowledge Turnover Growth This graph shows the growth in turnover of a company I owned and ran in the 90s. It was an IT services business and in a decade we took it from zero to £40m – about £60m in today’s money. There were hundreds of firms like ours and most never got anywhere near this growth so what did we do differently? In this blog I aim to answer this question. I believe there were many reasons but I reckon it comes down to 7 things we did that others didn’t do as well as us or at all, in fact. So here they are. 1 Make your Offering Turn Heads In other…
  • Book Review – Outliers by Malcolm Gladwell

    Mike Ames
    29 Jul 2014 | 12:15 am
    Title:  Outliers Author:  Malcolm Gladwell Who is it for:  People who genuinely seek success for themselves and for those with children who want to see them do well in life. What’s the book about:  Why do some people achieve so much more than others?  Can they be so extraordinary? In this provocative and inspiring book, Malcolm Gladwell looks at everyone from rock stars to professional athletes, software billionaires to scientific geniuses, to show that the story of success is far more surprising and far more fascinating than we could ever have imagined. He reveals that it’s…
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    People First

  • Why Buyers See Sellers as Self-Centered

    PFPS
    1 Oct 2014 | 6:00 am
    One of the negative stereotypes about sales professionals is that we’re all self-centered. Buyers fear getting taking advantage of by self-serving sellers who will resort to any and all means of trickery to line their own pockets. I’ve worked with thousands of sellers, and I’m convinced that most sellers don’t think that way. The vast […]
  • managingamericans.com

    PFPS
    29 Sep 2014 | 9:00 am
    Success Tools for Leaders, Managers & High Potentials New resources added daily! http://www.managingamericans.com/
  • Never Be Closing

    PFPS
    27 Sep 2014 | 10:07 am
    How to sell better without screwing your customers, your colleagues or yourself The ABCs is something that has been sales common knowledge for a long time – “always be closing” is, depending on the expert you ask, either time-tested truth or an outdated idealogoy that doesn’t work anymore. But author Tim Hurson is here to […]
  • Leaders Encourage Learning

    PFPS
    27 Sep 2014 | 6:00 am
    Throughout the series, we’ve been writing about the ins and outs of encouragement. We’ve also talked about what to encourage. In this final post in the series, we need to talk about one more thing that absolutely must be encouraged by every leader. Leaders understand that learning encourages others. So they provide learning opportunities. They […]
  • Dr. Barry Posner

    PFPS
    26 Sep 2014 | 9:00 am
    You’re never too old, too experienced or too far gone to learn from others. Over the past 2 years, we’ve been honored to work alongside and learn so much from Dr. Barry Posner, co-author of The Leadership Challenge®. He is the REAL DEAL when it comes to leading by example.
 
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    xPotential Selling Insights Blog

  • How Can I Prevent Objections?

    2 Oct 2014 | 5:33 am
    Objections appear to be a big part of professional selling. In reality, people want to buy and don’t always want to haggle over issues with a salesperson. Here are three ways to reduce objections when selling.
  • Just Don't Call It 'Sales'

    1 Oct 2014 | 6:33 am
    Companies want to acquire as much revenue from their customers for as long as possible. This means departments other than sales might need to get involved. So how do you get non-salespeople to participate in sales? Choose your words carefully...
  • Searching for Superman: 5 Powers Your First Salesperson Needs

    26 Sep 2014 | 6:59 am
    The fewer the resources, the greater the sales capacities required for success. When hiring your first sales rep, consider these traits to help select the best candidate.
  • Four Steps to Effectively Sell as a Team

    24 Sep 2014 | 12:56 pm
    When in a team selling situation, establish a game plan ahead of time to reduce bad outcomes.
  • 4 Quick Questions to Answer Before Discounting

    24 Sep 2014 | 8:04 am
    What are the right circumstances to discount the price? Before your next sales opportunity gets to the pricing questions, here are four to help you construct how to proceed.
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    Exceed Sales

  • Providing Superior Customer Service: 10 Common Problems and Solutions

    webmaster
    11 Sep 2014 | 6:03 am
    “To WOW, you must differentiate yourself, which means do something a little unconventional and innovative. You must do something that’s above and beyond what’s expected.” ― Tony Hsieh, CEO of Zappos and author of Delivering Happiness: A Path to Profits, Passion, and Purpose The terms customer, vendor, buyer and seller have been around since commerce began. Yet as we enter the Age of the Customer, we have grown more concerned - even obsessed – with how the customer is treated, and rightfully so. Good Customer Service Is a Major Marketing Asset Positive customer…
  • Sales 2.0 and Social Selling

    Elisa Ciarametaro
    8 Aug 2014 | 11:02 am
    Since 2008 when Anneke Seley (Sales 2.0 author and social selling evangelist) and Brent Holloway’s wrote Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology, Sales 2.0 and Social Selling remain hot topics. The Sales 2.0 conference attracts thousands of sales and marking leaders to hear Sales 2.0 success stories and recommendations. Why the strong interest in Sales 2.0? Sales 2.0 recognizes the buying process has evolved. The internet now allows access to a plethora of detailed information. It’s more than anyone has ever been able to unleash and…
  • Selecting the Best List Sources for Sales Intelligence in Your Outbound Prospecting Campaign: A 2014 Update

    Elisa
    21 Jul 2014 | 2:13 pm
    Many organizations rely on list sources when developing B2B leads. I recently joined other sales professionals at the AA-ISP New York Chapter Meeting, hosted by Ed Linde II, to hear about LinkedIn’s new tool, the Sales Navigator.  The meeting was well organized, quite informative and offered a friendly environment to network and get to know others interested in the development of inside sales. The guest speaker that evening was John Mayhall from LinkedIn. Mayhall introduced the LinkedIn Sales Navigator, a sales intelligence tool for building an inside sales lead list.  This…
  • Inbound Marketing Strategies: Don’t Let The Good One Get Away

    Elisa
    25 Apr 2014 | 5:59 pm
    Does your inbound marketing response system truly connect you with prospects, or does it drop the ball? Here’s a story that highlights the difference between simply processing inquiries, and being able to invest in opportunities to get more deals. I recently needed to explore options for a service to determine the best one to buy.  My timeframe was short, so I planned to connect with each vendor by phone, get the most current information available, and select one. I chose to contact four very solid, reputable providers in this field. While no one was perfect, some did a better job…
  • Outbound Prospecting: 3 Tips To Keep You Moving Through the Tough Times

    Elisa
    15 Mar 2014 | 5:11 am
    Outbound prospecting — or reaching out to prospects — can be tough. For those of you who have never had the experience of outbound prospecting, I can tell you it is not easy. In fact it is hard to pursue outbound prospecting after being rejected more than you’d like to admit.Yet after all those calls and constant rejection, there are few things more gratifying than getting that yes. It’s great to hear: ‘Yes, I’m interested in what you are saying, offering selling.’ Suddenly you forget all those agonizing moments spent outbound prospecting and you are energized to…
 
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    Senator Club

  • 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…
  • Top Sales Blogs in 2014

    Ian Adams
    9 Jun 2014 | 7:35 pm
    I have never felt a 1 kilo gold bar in my hands or seen one with my own eyes. But, I know I will one day. Because there’s one thing I do every single day. Either early in the morning or late afternoon. I read sales content from these top sales blogs. I get their sales ideas sent directly to my email inbox. There are an insane amount of people who write about sales (myself included). In fact, I compiled a list of the top 200 sales blogs with traffic over 50K monthly unique visitors. Of all those names, this is the primary list of sales blogs I follow. They are not ranked in any…
  • How to Run a Sales Call with IBM’s Salesperson of the Year

    Ian Adams
    12 May 2014 | 6:59 am
    Awesome event last night! Thanks for coming out. I always enjoy hanging out with you guys. As promised, here are the slides from Alex Salazar’s  presentation about how to run a sales call. Also, thank you again Vera (Buyer’s Best Friend) for contributing those delicious organic snacks. I honestly cannot stop eating those chewy fruits. Check out the video recording of the event if you weren’t able to attend. PRE-EVENT ANNOUNCEMENT I’m sitting here, trying to figure out whether I should publish the next local Senator Club event on the global Senator Club member…
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    C.Rice Global » Blog

  • 5 Lessons You Can Learn from Corporate Sales Training

    Cliff Rice
    8 Sep 2014 | 10:24 am
    Great salespeople close hundreds of thousands of dollars worth of sales every month. In order to reach that level of success, they not only have to work hard, but they also need the right training. The need for ongoing learning … Continue reading → The post 5 Lessons You Can Learn from Corporate Sales Training appeared first on C.Rice Global.
  • Auto Sales Training Tips You Can Put Into Action Today

    Cliff Rice
    8 Sep 2014 | 10:15 am
      If you’re in the auto sales industry, chances are you want to sell more cars. Even if you’re currently doing well, there are a lot of incentives for selling even more on a weekly, monthly and quarterly basis. Although … Continue reading → The post Auto Sales Training Tips You Can Put Into Action Today appeared first on C.Rice Global.
  • Tips for How Auto Sales Professionals Can Unlock the Power of Value Selling

    Cliff Rice
    29 Aug 2014 | 10:49 am
      Price sensitivity is something that all car sales professionals have experienced. Although a prospect is very interested in a specific car, they start to get cold feet about the price. In many cases, price sensitivity may seem like a … Continue reading → The post Tips for How Auto Sales Professionals Can Unlock the Power of Value Selling appeared first on C.Rice Global.
  • How a Former Newsman Rose to the Top of the Auto Industry

    Cliff Rice
    29 Aug 2014 | 10:44 am
      Larry Pickett Sr. is passionate about teaching the employees of Fred Anderson Toyota how to use technology. Since the Raleigh, NC dealership is regularly patronized by clients who are very tech savvy, having a strong grasp on technology isn’t … Continue reading → The post How a Former Newsman Rose to the Top of the Auto Industry appeared first on C.Rice Global.
  • What Can Car Sales Professionals Do to Sell More Cars?

    Cliff Rice
    17 Jun 2014 | 3:25 pm
    If you sell cars for a living, you know that just because most of the people who visit the lot where you work need a car, there’s no guarantee that they’re going to buy from you. Not only are car … Continue reading → The post What Can Car Sales Professionals Do to Sell More Cars? appeared first on C.Rice Global.
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    Salesjournal

  • Jeffrey Answers a Question on What to Tweet

    caitlinhoward
    26 Sep 2014 | 12:55 pm
    By Jeffrey Gitomer (YouTube) Want to start tweeting but don’t know where to begin? Jeffrey Gitomer describes the best topics to tweet about that will help you understand your customers more and provide value to them.  Jeffrey Answers a Question on What to Tweet 
  • 3 Easy Tricks To Get Organized And Reduce Stress

    caitlinhoward
    26 Sep 2014 | 7:57 am
    By Vanessa Voltolina (The Huffington Post) Feeling stressed out, exhausted,  and overwhelmed by a to-do list? Try these three easy tricks to stay organized that will help reduce stress and increase efficiency! 3 Easy Tricks To Get Organized And Reduce Stress
  • Social Selling Pillar #1: Move From Resume to Digital Reputation

    caitlinhoward
    26 Sep 2014 | 7:31 am
    By Jill Rowley (HubSpot.com) Optimizing your LinkedIn profile for social selling involves more than just plastering your resume onto your LinkedIn page. Learn how to revamp your profile top build your personal brand, and increase your sales. Social Selling Pillar #1: Move From Resume to Digital Reputation
  • Why Prospects Aren’t Calling You Back And What You Can Do About It

    caitlinhoward
    26 Sep 2014 | 6:59 am
    By Matt Sunshine (The Center for Sales Strategy Blog) Nothing is more discouraging than leaving voicemail after voicemail for potential prospects, and not receiving any calls back. Learn how you can leave a voicemail that will entice prospects and make them want to return your call. Why Prospects Aren’t Calling You Back And What You Can […]
  • When It Comes to Customer Face-time, Are You Your Team’s Own Worst Enemy?

    caitlinhoward
    18 Sep 2014 | 8:56 am
    By Rachel Cavallo (Symmetrics Group) Where are you asking your sales reps to spend their time? If you are asking them to spend more time pulling reports and attending unnecessary meetings, than spending time with customers, then you have might have a problem. Find out if your sales reps are bogged down by unnecessary tasks and what […]
 
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    aayuja

  • Must Follow Rules of Social Media

    admin
    1 Oct 2014 | 6:55 am
    With power comes rule and with rules comes assurance of higher responsibilities. Mentioning power in the context of marketing is the liberty to make your opinions and point of views public through social media and open a vent for further discussion on the chain you hooked first.Posting, blogging, tweeting, sharing, pinning, an endless list of actions are available for the marketers and social media managers to put across their content on the web. So why this thought about being responsible and following certain rules? Since you are making a thought, a context, a phenomena public it is exactly…
  • Role of Sales Training in a B2B Scenario

    admin
    30 Sep 2014 | 5:28 am
    By Neil SmithSales training is a vital component in improving sales effectiveness and plays a big part in improving both organizational and individual performance.Training DefinedA well thought out procedure precisely aiming at, transmitting knowledge, skills, information and instructions for equipping the recipient/recipients with all the competencies necessary for accomplishing the job and doing it correctly.Annexing out this concept further with sales training which is a vital spinal support for sales reps whether it be an outside or inside sales set-up, plays a very critical role in not…
  • 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…
  • Why You Need Lead Scoring

    admin
    16 Sep 2014 | 5:26 am
    By Neil SmithAs the name suggests lead scoring is simply ranking the leads or prospects against a preset-valued scale, which quantifies the priority of each and every lead being scored up. Here priority refers to the parameters set by an organization and generally include factors like demography, authority, budget, behavioral dependencies, time-line and adequacy of data profile. The same is done using rankings like A B C D and divisions like HOT  COLD WARM and NURTURING.Lead Scoring and Lead ManagementLead scoring is inevitably a part of the lead management process specifically to rate and…
  • Measuring Social Media ROI

    admin
    10 Sep 2014 | 7:29 am
    A commonly asked question by marketers these days is how to effectively measure the efficiency of the efforts going into social media. According to Social Media Examiner’s report (Accessible here), 88% of the marketers want to know how to measure the return on investment for social media marketing.Tracking and monitoring your social media efforts can help you find out precisely what is working out and what is not a hit. Identifying the correct goal hitters at the right time in this rapidly changing social environment is main rationale behind ROI evaluation. Your social media returns…
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    xoombi

  • Better When I Follow the Sales Process or Do it My Own Way?

    23 Sep 2014 | 10:13 am
    What response do you get when you talk to your salespeople about "following the process"? Follow the Process Let Me Do It My Way PROCESS: a systematic series of actions taken in order to achieve a particular result.
  • Sales Thoroughbreds: The Key to Winning New Business

    9 Sep 2014 | 8:34 am
    Hunters are sales thoroughbreds who want to run. They were born for it. They follow-up relentlessly on new leads while continuing to prospect for new business on their own. Sales leaders know hunters have the power to will their way to winning new business.
  • Building Competence to Increase Sales

    28 Aug 2014 | 7:48 am
    Want your clients to trust you? Build competence. We have heard sales managers and coaches say, "It’s up to you. If you want it, you have to go out there and make it happen!" We have the power to control our own destiny. That is what most sales people love about selling. Most of the time we associate "making it happen" with activity, but what about accumen? Building competence is a key process that includes multiple layers. It involves knowing your industry, the product, and your prospects.
  • 4 Tips for Better Networking at Conferences

    20 Aug 2014 | 6:45 am
    When you're at industry conferences, do you develop meaningful connections that lead to business partnerships, sales opportunities, or even lifelong friendships? While salespeople tend to be naturally gregarious and outgoing, they sometimes sabotage their chances of making valuable connections at events and conferences. Here’s a collection of ideas to help you make the most of your time at professional conferences.
  • Building the Sales and Marketing Machine: The Answer to Quality vs. Volume

    14 Aug 2014 | 8:15 am
    Last week, I asked our readers to share opinions about Quality vs. Volume. Here's a view of the the results... I am in the minority on this one. Here are the reasons why:
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    Latest blog entries - JobFLEX

  • What Most Estimating Software WON’T Tell You About Their Mobile Apps

    23 Sep 2014 | 1:22 am
    Oh, the places we’ve been when it comes to generating proposals, estimates, and quotes for our clients. From pen and paper to fax machines and cover letters, we are so much better equipped to delight our customers from the moment we meet them on-site than we have ever been before. But, in many cases, even the most modern, cutting-edge contractors are missing one huge piece of the puzzle -- the piece that most mobile apps and cloud-based estimating systems fail to tell you.   The evolution of digital quoting The Internet revolutionized the way in which we communicate with our clients,…
  • Growing Labor Shortages: Contractors Feeling the Crunch per New NAHB Report

    9 Sep 2014 | 7:37 am
    Flashback to 2008 -- a year most Americans will always remember in a not-so-positive way. The economy took a nosedive, and with it, many industries did as well. Recession set in, and showed no sign of letting up in the immediate years to follow. Builders naturally saw a major downturn. Where new housing starts were consistently ranging from 1.5 to 2 million per year from 1996 on, 2008 slashed those numbers by more than half, making the last six years the six worst for new home builds since World War II. Yet, as expected from our cyclical economy, the dim lights of the past six years are…
  • Evolution or Extinction: How New Tech Has Driven Top Sales Performers to Adapt

    26 Aug 2014 | 12:21 am
      Let’s consider the classic definition of a top sales performer: they hit their numbers in cold calls each week; they major in charisma and could smooth talk a porcupine; they hold season tickets for the local major league team.In the days of old, these were the guys and gals at the top. Making sales was about impressing the customer with exclusivity. But -- and we’re sure this comes as no surprise -- times have changed. And the salespeople playing by the old rules will likely be extinct in no time. As HubSpot executive Mark Roberge points out, the “lavish lifestyle” exuded by…
  • Avoid the Overwhelm: Four Ways Tech Will Enhance Your Business

    12 Aug 2014 | 8:34 am
    As a business owner or leader, you're consistently faced with evolving technology promised to help you run your business better. Inundated? Overwhelmed? Ready to give up on technology altogether? Stop. Take a deep breath. And keep reading, because if you were truly wondering if you really need technology to run your contracting, distribution, or service-based business, the answer is yes. And we're going to tell you exactly where and how it helps: 1. Data storage and security. Cloud storage solutions like Dropbox and Google Drive offer affordable data storage options for keeping and sharing…
  • “Aging in place”: an opportunity for contractors

    24 Jul 2014 | 5:54 am
    There’s a significant change taking place in our country: retirees are no longer seeking solace in a nursing home or gated community; they’re looking to stay right where they are, in the comfort of their own home. This shift in living patterns is called “aging in place”, and it’s a well-known term amongst the construction, distribution, and service industries, as it presents an unmistakable opportunity. An aging population The focus on the influential Baby Boomer generation coming to retirement age has largely been placed on the potential pitfalls of industries such as insurance and…
 
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    CRM in Outlook to Help Businesses Grow - avidian.com

  • Avidian Weekly Sales Roundup Sept 29, 2014

    avadminwp
    1 Oct 2014 | 10:15 pm
    In this week’s sales roundup, relationship management experts at Avidian have collected high quality resources for you to keep current in the realms of sales, management, and leadership.These articles can be used purely for information; they can also help you get out of a sales slump, or help you figure out how to take your management efforts to the next level. Whatever the end goal may be, the tactics and trips included within can help you develop an edge of your competitors. Sales Articles Using LinkedIn to Generate Leads and Grow Your Business (Avidian) – Avidian remains committed…
  • How to Make an Offer They Can’t Refuse

    avadminwp
    30 Sep 2014 | 5:24 pm
    Much like the fabled Don Corleone, the best sales professionals have a water-tight deal that leaves little room for the buyer to say no. But, since you probably don’t want to resort to breaking kneecaps in order to make your sales, there are a few simple things you can be doing to increase your numbers and make your customers feel valued. The benefit? Better customer relationship management, and more profit without having to worry about the coppers infiltrating your hideout. Never Sell Features – Always Sell Benefits Picture Courtesy of HelpScout.net If you’ve ever been on the…
  • When Something Goes Wrong: PR Management in a Pinch

    avadminwp
    29 Sep 2014 | 3:19 pm
    Many business leaders find it hard to think about relationship management when things go well, and often expect the relationships they’ve established to continue at a steady pace. Whether due to inaction, chance, or poor planning, however, once-strong relationships can end up in jeopardy almost without warning. What distinguishes an okay business from a great one, then, is maintaining a healthy relationship with your fans even when something goes wrong. Check out these examples of relationship management crises from years past. Some provide nearly a how-to manual for good customer…
  • Avidian Weekly Sales Roundup, Sept 25

    avadminwp
    25 Sep 2014 | 8:35 am
    When we’re not busy perfecting our relationship management software solutions, we’re scouring the Internet for sales and customer management resources that will grow your bottom line.  This week, we focus on finding great information for networking and making personal connections. In addition, we found fantastic research-based articles that will teach you how to have a better sales strategy, make better first impressions, and to make more money with your sales presentations. Aligning Strategy and Sales (The Sales Management Association) This hour-long video seminar is conducted by Frank…
  • Now You Can Access Powerful Data for Unique Sales Insights with Avidian’s New Analytics Feature

    avadminwp
    23 Sep 2014 | 11:00 pm
    Although sales strategies and the technologies used to proliferate them have undergone significant transformation over the last decade, here at Avidian our eyes have been focused on something else: that which hasn’t changed. That which stands the test of time and which proves, over and over again, that simplicity and elegant solutions lead to clear sales reporting and customer management. We’ve noticed that a majority of sales teams today still use Outlook for their day-to-day work: it’s the first thing they open in the morning and the last thing they close as they head home for the…
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    The Sales Catalyst

  • Relationship Selling – Turn Problems Into a Positive

    Peter Baumann
    17 Sep 2014 | 11:47 am
    I have touched on relationship selling in previous posts when comparing the Relationship Builder salesperson to the Challenger salesperson (see The One Type of Sales Rep Who Does Best at B2B Sales). While the Challenger is proven to consistently be the most successful type of salesperson, it must be made clear that even within this type of sales approach Relationship Building and Relationship Selling are still fundamental building blocks for sales success. I do feel that there is a general misunderstanding around Relationship Selling and what it really is. What is Relationship Selling? In…
  • Business to Business Sales – Are you making this costly mistake?

    Peter Baumann
    3 Sep 2014 | 1:45 pm
    I met with a friend of mine last night whom also works in business to business sales to discuss some difficulties he is having winning over particular clients, as well as how to increase his sales in general. While we both work in business to business sales and our industries share common themes, we discovered there are also some areas which mean his business to business sales approach needs to alter slightly from mine. While our approach may alter slightly I should stress that the sales technique I shared in my post Sales Techniques – A Must For Sales Success should still be followed to…
  • Value Selling – How to Impact Your Bottom Line

    Peter Baumann
    30 Aug 2014 | 11:37 pm
    Value selling is more pertinent today than it has ever been. We are in the age of people browsing in stores and then buying online. In today’s market place where consumers are more educated than they have ever been thanks to the accessibility of information online, value selling is critical. Value selling – It will always be about price, until you give the buyer a reason for it not to be! I was shopping for joggers recently. While trying on a new pair my fiancé whispered into my ear that I could buy them for $50 less online from an online store that she had just found.  She asked…
  • Sales Courses- What I’ve Learnt About Them And Wish I Knew Sooner

    Peter Baumann
    26 Aug 2014 | 4:30 am
    Sales courses I believe fit into that category of investments people should make in themselves but most don’t. In general people are typically so free to spend their money on fashion, holidays, toys and other consumables which offer no financial return. But when it comes to investing in themselves, their mental foot slams on their mental brakes and their wallet gets thrown into an impenetrable vault! Why is this? If there is one thing worth investing in isn’t it ourselves? Are Sales Courses Financially Worth it? Let’s draw a parallel between a salesperson considering sales courses and…
  • Sales Skills – The Three Most Important

    Peter Baumann
    24 Aug 2014 | 3:03 am
    Every child has incredible sales skills! Think of how often they get what they want. So we are all born with sales skills, but somehow some of us forget them as we get older. Sales skills… can they be learned? Or are you born with them? Which sales skills are crucial to success and which are just bonuses? Without a doubt sales skills can be learned. In fact I would go so far as to say that each of us possesses sales skills but either don’t realise it or don’t know how to properly utilise them. We all persuade our friends and family at times to do things we want and this is sales at its…
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