Sales

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  • 14 Lessons From My Dad, The Sales Manager

    Sales Sales Management Expertise
    Tony Cole
    28 Aug 2014 | 10:14 am
    In case you missed my previous blog post, I talked about words of wisdom I learned from my dad, Ray Cole Sr. In that post, I covered: He’ll only do that once. Even a blind squirrel finds an acorn now and again. He’s too dumb to pour piss out of a boot even if the instructions are on the bottom. I started that post with the comment that I thought my dad could have been a good sales manager. He had a very good understanding of human behavior and how the world actually works. He was a little rough around the edges and would not have survived current HR and political correctness…
  • Getting Emotional at Dunkin Donuts, and Over Social Selling

    omghub.com
    Dave Kurlan
    18 Aug 2014 | 3:31 am
    Understanding the Sales Force by Dave Kurlan As I approached the window of my local Dunkin' Donuts, the woman said, "How are you today?"  I paid her and then replied, "I'm fine, and you?"  My response had an extreme delay.  Then she asked if I needed a tray, to which I replied, "No....Sorry, yes."  I was faster this time - with a trick question like whether or not I needed a tray, I had to be quick on my feet!  But I gave her the wrong answer.  Of course, I needed a tray for 3 coffees. What happened to me?  Was I experiencing symptoms of the early stage of…
  • My 3 secrets for getting more done

    Sales 2.0 Blog
    Nigel Edelshain
    21 Aug 2014 | 9:53 am
    This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and along with 2 cups of coffee are the main reason I get anything done by Noon (as you will see below Anthony has some tips for me on that!) I am a productive person. I like to get things done. “Like to get things done” doesn’t go far enough; I need to get things done. I spend a…
  • Money Monday – The Problem with No Problem

    Score More Sales
    Lori Richardson
    25 Aug 2014 | 4:57 am
    No problem is a lazy phrase that comes up too much in business situations. If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. A change like this can ultimately help you create more opportunities and even sell more. Yes, I said it. The words you choose have great power. Here’s the problem with saying “No Problem” in a business context – chances are you are saying “no problem” when you would be much better served by saying “you’re welcome” or…
  • If You Think Sales is a Numbers Game - You're Wrong

    Jill Konrath's Fresh Sales Strategies
    27 Aug 2014 | 3:30 am
    We've been told for an eternity that sales is a numbers game. And it's still a popular belief today. The theory is that all we need to do if we want to be successful in this business is to call, call, call. If we do that, we'll fill our pipeline with a gazillion suspects, who'll turn into X number of prospects, opportunities, and ultimately, customers. We've been lead to believe that going after all those prospects is essential to our success. But what if it isn't? I'm serious. What if trying to work all those prospects contaminates our thinking and causes us to behave badly? What if we could…
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    Heavy Hitter Sales Blog

  • Take the Sales Survey: Receive My Latest Book!

    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 cash card.  Additionally, the…
  • 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…
  • Harvard Business Review: Win More Sales With An Indirect Strategy

    Steve Martin
    7 May 2014 | 8:17 am
        THE ART OF SALES “WARFARE” STRATEGY     All salespeople must must be generals who create a strategy to win their wars long before the first battle begins. The successful military leader painstakingly plans how and where he will attack in accordance with the troops and weapons at his disposal. When the fighting starts, the victorious commander achieves his objective through battlefield maneuvers to gain the advantage and countertactics to neutralize his enemy’s advance.   If you are in sales, you are perpetually in a state of war. All salespeople are…
 
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    Score More Sales

  • Money Monday – Lead Like Artie T

    Lori Richardson
    2 Sep 2014 | 4:35 am
    It is easy to lead when all is going well – and challenging when there are issues. That’s when true leadership really shows. Today’s post is for sales professionals and sales leaders, because at one time or another everyone leads. You could not have been in New England this summer without hearing about the big Market Basket grocery chain and all of the turmoil when the board of directors fired their current president, Arthur T Demoulas. It became a national story due to the workers walking out for so long The family business had in-fighting between cousins in power –…
  • Tale of B2B Mobile Websites – Webinar Platforms

    Lori Richardson
    28 Aug 2014 | 2:27 am
    I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet. We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services” Research also shows that 65% of executives are comfortable making a business purchase from a mobile phone (Forbes, “The Untethered Executive”). So why is your website not optimized for viewing on a mobile device? I did an unscientific survey of…
  • Personalize B2B Mobile Site to Grow Revenues

    Lori Richardson
    26 Aug 2014 | 2:30 am
    Did you know you’re missing out on sales opportunities by having a poor mobile company website? We have run into many B2B websites lately that do not work well on mobile devices. A recent post talked about 3 Must Haves (for your company website) and today we are talking about the importance of personalization for your site. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer). B2C has been much more adopted and understood – we are learning more about B2B and know at least this: Buyers need a level of trust before…
  • Money Monday – The Problem with No Problem

    Lori Richardson
    25 Aug 2014 | 4:57 am
    No problem is a lazy phrase that comes up too much in business situations. If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. A change like this can ultimately help you create more opportunities and even sell more. Yes, I said it. The words you choose have great power. Here’s the problem with saying “No Problem” in a business context – chances are you are saying “no problem” when you would be much better served by saying “you’re welcome” or…
  • 3 Must Haves for Mobile Websites

    Lori Richardson
    21 Aug 2014 | 8:36 am
    Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. It is a missed opportunity and it is causing you to leave money on the table. This conversation is directed at B2B companies who are not selling services online. Mobile commerce is an even bigger conversation. For now, let’s just talk about those of you selling simple or complex products and services typically by phone, email and in person. Today’s sellers must have ways to help buyer buy on their mobile devices – tablets and smartphones. How does your…
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    Smart Selling Tools » Blog

  • 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…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Mark Kopcha, CEO of @Revegy

    Nancy Nardin
    12 Aug 2014 | 7:22 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 Kopcha, CEO and President of Revegy. Nancy: What does Revegy do? What problem/s are you solving for sales and/or marketing organizations? Mark: Revegy is a visual sales effectiveness platform that brings your sales process and tools to life, enabling more effective account planning, improved opportunity win rates, customer…
  • The Yin and Yang of Marketing and Sales: Fundamentals of the Revenue Tango

    Nancy Nardin
    6 Aug 2014 | 9:07 am
    The tango is a dance form that originated on the border between Uruguay and Argentina. Although it exists today in a variety of forms, one aspect is indisputably universal. Tango is a partner dance which means it involves a leader and a follower. One isn’t viewed to be superior to the other. Rather they are equal partners each needing a unique set of skills to perform their part of the dance. In the spirit of the Eternal Tao, all things are composed of both halves of every polarity and so it should be in business. In the Tao of Tango, author Johanna Siegmann states, “True happiness…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Darren Chamberlin, CEO of @Perenso

    Nancy Nardin
    29 Jul 2014 | 11:30 pm
    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 Darren Chamberlin, CEO and President of Perenso. Nancy: What does Perenso do? What problem/s are you solving for sales and/or marketing organizations? Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. It’s an easy to use product that…
  • Announcing: Call for Submissions for the Top 40 #B2B Marketing Tools

    Nancy Nardin
    22 Jul 2014 | 11:30 pm
    If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. In 2011, the map contained approximately 100 companies. In 2012 it grew to around 350. He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. Even with nearly 1,000 companies listed, this landscape, according to Brinker, is not comprehensive. It’s hard enough for large enterprises to…
 
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    omghub.com

  • Starting with the Sales Management Team - Is it a Bad Decision?

    Dave Kurlan
    21 Aug 2014 | 1:46 pm
    Understanding the Sales Force by Dave Kurlan The CEO said, "We really like what you do, your sales force evaluation is exactly what we need, the information, data, science and intelligence that you provide is perfect for us.  This is the right time to move forward, and we're ready to go."   Waiting for the other shoe to drop, I said, "But..."   And he said, "But we don't want to evaluate everyone right now.  We want to start with our sales management team."   I hate being right.   Small and mid-market companies don't usually request this particular approach…
  • Why You Must Understand This about Desire for Sales Success

    Dave Kurlan
    20 Aug 2014 | 3:08 am
    Understanding the Sales Force by Dave KurlanOne of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group's (OMG) sales and sales management evaluations.  "This is one of my top salespeople - how can she possibly lack Desire for sales success?" It's a great question and I hope to explain it fully here. First, I'll answer the question that you formed with my opening statement.  "What is the most important finding?  It's Commitment for sales success. Next, we'll set the stage.  We are talking about this…
  • Getting Emotional at Dunkin Donuts, and Over Social Selling

    Dave Kurlan
    18 Aug 2014 | 3:31 am
    Understanding the Sales Force by Dave Kurlan As I approached the window of my local Dunkin' Donuts, the woman said, "How are you today?"  I paid her and then replied, "I'm fine, and you?"  My response had an extreme delay.  Then she asked if I needed a tray, to which I replied, "No....Sorry, yes."  I was faster this time - with a trick question like whether or not I needed a tray, I had to be quick on my feet!  But I gave her the wrong answer.  Of course, I needed a tray for 3 coffees. What happened to me?  Was I experiencing symptoms of the early stage of…
  • Top 10 Reasons Why Inbound Cannot Replace Sales

    Dave Kurlan
    15 Aug 2014 | 10:34 am
    Understanding the Sales Force by Dave KurlanWell, it's really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn, where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. [Disclosure:  Hubspot is a client of both Kurlan and OMG; This blog is hosted on Hubspot's terrific blogging and lead-gen platform and I was one of their very first customers back in 2006.]   Hubspot's VAR's are all marketing agencies specializing in inbound marketing.  There were some terrific comments,…
  • Top 10 Mistakes Salespeople Make on the Phone (Funny Read)

    Dave Kurlan
    13 Aug 2014 | 3:44 am
    Understanding the Sales Force by Dave Kurlan  Earlier this week, I wrote the "Get Your Butt Out of Your Head" article.  At that same tournament, I heard an even funnier story from its director.  He told us about a team who went 0-7, losing each game by the mercy rule.  For those of you who aren't familiar with it, if a team is losing by 12 runs or more after 4 full innings, the game is stopped, showing mercy to the team who was getting slaughtered. As the story goes, while the parents were back in their hotels, contemplating suicide, worrying about the mental health of…
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    OpenView Labs

  • Startup Hiring on a Budget

    Brandon DeWitt
    2 Sep 2014 | 7:16 am
    Quick, effective, and best of all cheap — here are two tips to help you master startup hiring on a budget. via OpenView Labs ↬ Startup Hiring on a Budget
  • Quick Guide to the Austin Startup Scene

    Rebecca Churt
    29 Aug 2014 | 9:00 am
    Find out everything you need to know to take full advantage of Austin's thriving startup scene. via OpenView Labs ↬ Quick Guide to the Austin Startup Scene
  • ABR: Why You Should Always Be Recruiting for Your Sales Team (And How to Do It Right)

    Carlie Smith
    28 Aug 2014 | 11:30 am
    Smart sales leaders know recruiting for your sales team never stops being a priority. Learn how to build and maintain a steady pipeline of A players. via OpenView Labs ↬ ABR: Why You Should Always Be Recruiting for Your Sales Team (And How to Do It Right)
  • The 5 Must-Have Elements of a Modern B2B Website

    OpenView Guest
    28 Aug 2014 | 9:00 am
    Robert Mohns, Lead Strategist at iMarc, and Allison Boyajian, Marketing Coordinator at iMarc explain the most important components of successful B2B website design. via OpenView Labs ↬ The 5 Must-Have Elements of a Modern B2B Website
  • Behind HubSpot’s Sales Playbook

    OpenView Guest
    27 Aug 2014 | 1:00 pm
    Building out your sales enablement resources? Find out what goes into HubSpot's sales playbook, and the discover the keys behind their ongoing training and development for reps. via OpenView Labs ↬ Behind HubSpot’s Sales Playbook
 
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    Jill Konrath's Fresh Sales Strategies

  • If You Think Sales is a Numbers Game - You're Wrong

    27 Aug 2014 | 3:30 am
    We've been told for an eternity that sales is a numbers game. And it's still a popular belief today. The theory is that all we need to do if we want to be successful in this business is to call, call, call. If we do that, we'll fill our pipeline with a gazillion suspects, who'll turn into X number of prospects, opportunities, and ultimately, customers. We've been lead to believe that going after all those prospects is essential to our success. But what if it isn't? I'm serious. What if trying to work all those prospects contaminates our thinking and causes us to behave badly? What if we could…
  • [Webinar] Smart Sales Intelligence: Turning Insights into Action

    20 Aug 2014 | 7:47 pm
    Don't miss this FREE, but invaluable session! With all the data out there, a big challenge for today's sales and marketing teams is knowing what to pay attention to. Our customers and prospects are overwhelmed as well. Yet to be effective, we need to cut through all this "noise" to connect with them.  In this 1-hour webinar with me & Joe Lucas (smart guy from InsideView), you'll discover how to:
  • The Secret to Getting a New Sales Job Fast

    19 Aug 2014 | 6:55 am
    Looking for a new sales job right now? According to research by Glassdoor, 45% of salespeople plan to start their search in the next three months and 68% want to switch in the upcoming year.  Wowza! That's a whopping number of you who are open to new opportunities. It also means you'll probably have tons of competition for any good position you find.  How do you stand out from the crowd?   Sales leaders are looking to hire self-starters. Of course, every salesperson describes him/herself that way ... but very few demonstrate it during the interview process. If you can, there's…
  • 10 Sales Plan Activities That'll Quickly Improve Prospecting Results

    13 Aug 2014 | 5:32 pm
    Are you at the cusp of something new? Perhaps you've taken a new sales position. Maybe you're selling into new markets or to new buyers. You could be launching a new product or service. You might be responsible for onboarding a new rep. Or just maybe you've finally realized that you're doomed unless you figure out how to deal with today's savvy, frazzled, sales-averse decision makers. What's common between all those scenarios? You – or your new reps – are thrown into learning mode again. You're overwhelmed with the sheer magnitude of the task. You're not sure you'll ever figure it…
  • [Webinar] 5 Strategies for Leading a Quota-Busting Sales Team

    11 Aug 2014 | 6:00 am
    Join me on August 14th! How can you get your sales team to consistently overachieve?  It’s a real challenge today, especially since so much has changed in the past few years — including customer expectations. Salespeople are struggling to catch up. In this free 30-minute webinar, you’ll get fresh insights and rock solid take-aways you can use right away. Specifically, you'll discover:
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    Radius

  • The B2B Marketer’s Guide to Facebook Advertising

    Lisa Fugere
    28 Aug 2014 | 7:00 am
    In Q1 2014, Facebook made a change to its Edgerank algorithm, which determines the content users see in their News Feeds, that slashed brands’ organic traffic in half. In Q2 2014, Facebook reported revenue had jumped 61% on the strength of its mobile advertising product. While it’s still important for brands to grow Facebook organic reach to expand brand awareness and perception, it’s increasingly important for brands to build effective Facebook advertising strategies to generate leads. Different Types of Facebook Ads Boosted Posts What is it? Facebook offers marketers the option to pay…
  • The B2B Marketer’s Guide to Facebook Organic Reach

    Neha Jewalikar
    27 Aug 2014 | 8:00 am
    Facebook recently announced the latest change to its algorithm: reducing the amount of click-bait in your news feed. According to Facebook, click-baiting happens when “a publisher posts a link with a headline that encourages people to click to see more, without telling them much information about what they will see.” This is one of many algorithm changes that Facebook has implemented in the past months. The algorithm is known as EdgeRank. It governs which content Facebook displays and how high on the News Feed it appears. When someone visits News Feed, there are an average of…
  • B2B Marketing Tips: How to Survive if You Don’t Have Any Design Skills

    Neha Jewalikar
    21 Aug 2014 | 8:00 am
    Writing has always been essential to the marketing process. As early as 2000 BC, Ancient Egyptians wrote on papyrus to advertise their goods. Nowadays, however, the focus has shifted to visuals. “Everything that people are paying attention to now fundamentally has pictures or video,” says Jay Baer, President of Convince and Convert. Data collected from Optimind Technology. Marketers can no longer rely on words to keep their audience engaged and involved. As visual content marketing continues to grow, the need to produce compelling visuals is skyrocketing. Job descriptions are also…
  • The Past, Present, and Future of Marketing Technology

    Lisa Fugere
    19 Aug 2014 | 7:00 am
    Gartner analyst Laura McLellan predicts that by 2017, the marketing department will spend more on technology than the IT department. Which technology solutions are the most crucial for B2B marketers today, and which will be the most important by 2017? We believe that three technologies will dominate marketing spend by 2017: Marketing Automation Content Management Solutions Predictive Marketing Software Google search traffic for the 3 terms over time: How to Choose the Right Marketing Automation Platform Marketing Automation is the incumbent technology solution in the modern marketing suite.
  • Say Hello to Decision Science: Marketing 2015-Style

    Lisa Fugere
    18 Aug 2014 | 7:00 am
    This article was originally published in VentureBeat. Predictive marketing is essentially decision science. It’s taking internal and external data from multiple sources to make far more informed decisions about customer and vertical targeting — to know with far more precision who’s going to be your most profitable targets and most likely to convert. “The way predictive marketing is transitioning, you’re going to see marketers acting much more like risk managers,” explains Radius CEO & Co-Founder Darian Shirazi. “The life of a risk manager is about taking external data and…
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    the funnelholic

  • What Every Marketer Should Learn From Weird Al

    Craig Rosenberg
    12 Aug 2014 | 5:59 am
    Editor’s note: Today’s post is from Docket CEO Jason Wesbecher. This will be Jason’s fourth post on the Funnelholic. If you like the post, please vote for Jason to give a talk about the marketing savvy of Weird Al at this year’s SXSW Interactive conference; you can vote here. The web should have made Weird Al Yankovic irrelevant years ago. When the Internet killed the video star, much of Weird Al’s source material evaporated. Without Beat It or Like a Virgin playing in heavy rotation on MTV in the 1980s, how could Eat It or Like a Surgeon possibly exist? Somewhat improbably, the…
  • Amplify Your Twitter Marketing Campaigns with Azuqua

    Craig Rosenberg
    30 Jul 2014 | 6:00 am
    Editor’s Note: Today’s Post is from Claire Koerner, marketing manager at Azuqua With CRM, social media, cloud services, SaaS tools and more, marketers have access to vast quantities of customer information. That’s the upside. The downside is it can be a time-consuming task analyzing all that data in order to identify and act on the most important and relevant content. Creating simple business process to address this issue can be a challenge, and usually require a dependency on already stressed IT departments. After years of suffering through the old enterprise integration…
  • Quality Fuel for Your Sales Engine Using Compile

    Craig Rosenberg
    10 Jul 2014 | 10:47 am
    At Compile, like most companies these days, we prefer an open office where engineering, sales and operations sit side-by-side. As a result, I am now spending a lot of time with developers (they will helpfully point out that this keeps me grounded in reality!). In some ways it’s the classic yin and yang: methodical programmer versus instinctive marketer. But moving beyond the stereotypes, it seems to me that sales and marketing has evolved from a “gut-driven” discipline to a more “data-driven” science. Whether it’s A/B testing your outreach, measuring lead conversion or tracking…
  • When Ari Gold Sells “Silo” – A Sales Lesson From Entourage

    Craig Rosenberg
    6 Jul 2014 | 3:18 pm
    I took a break this weekend. I don’t watch movies that much anymore. I am one of those people that when I have time, I binge watch TV. So this weekend I watched some Entourage on HBOgo. There was a scene (Season 4, Episode 10) that caught my eye where Ari Gold, the agent for the star of the show, Vincent Chase, has to go sell a movie to the studio boss where he has absolutely no chance in hell. I don’t want to bore you on too much background. Just focus in on how he sells the movie. Warning:  There is cursing in this scene so if you are cool with that, wear headphones. If you…
  • 4 Habits of a New Generation of Top Sales Performers

    Craig Rosenberg
    1 Jul 2014 | 5:54 am
    Editor’s note: Today’s post is from Mark Roberge, CRO of the HubSpot Sales Division. One of my all-time heroes in modern sales. Please enjoy. What does a top performing sales person look like? Seriously. Picture him or her in your mind. How do they dress? Are they attractive? Are they eloquent speakers? What do they do in their free time? Well, in my experience, the profile of the top performing salespeople is changing. And fast! As I built the HubSpot sales team over the last 6 years, I probably hired close to 200 salespeople. It amazes me, even in that short period, how the…
 
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    Caskey Sales Training - Sales Strategy - Leadership - Indianapolis

  • 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…
  • Managing Your Mindset

    Bill Caskey
    22 Aug 2014 | 2:30 am
    On this week’s Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you’ve been working on is on unsteady ground? You know, when your client hasn’t fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today’s episode. Tune in every Monday for new episodes of the Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group.
  • Pain Points

    Bill Caskey
    18 Aug 2014 | 2:20 am
    This week on the Advanced Selling Podcast, Bill and Bryan discuss the concept of “Pain Points.” This is basically summing up your customers pains in one word. Can you customer’s needs and wants be simplified to one thing? Bill doesn’t believe that it can be done. Find out your opinion on this episode. Tune in every Monday for a new episode of the Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • LinkedIn Mailbag

    Bill Caskey
    11 Aug 2014 | 2:24 am
    On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode. Tune in every Monday for episodes of The Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • Pricing Part 2: Mechanics

    Bill Caskey
    4 Aug 2014 | 2:32 am
    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process. If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first! Tune in every Monday for new episodes of the Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
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    Sales and Sales Management Blog

  • 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…
  • Is Your Employer Knowingly Destroying Your Career?

    Paul McCord
    28 Jul 2014 | 10:24 am
    If you work as an outside, commissioned salesperson, think about what your employer does: Your employer pays for: virtually 100% of your training virtually 100% of your marketing your gas, your cell phone, your prospect and client lunches and coffee meetings Your employer is investing hundreds of dollars per month in your career.  Yet they: knowingly allow you to waste time knowingly allow you to blow off work knowingly allow you to go home early knowingly allow you to come in late knowingly allow you to stand around and complain and moan with the other salespeople in the office knowingly…
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    Inside Sales Experts Blog

  • 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…
  • How to Track Attempts per Lead in Salesforce

    26 Jun 2014 | 4:34 am
    If you lead an SDR team, or are in Marketing and deliver them leads, I'm sure you've been involved in debates about how many times a rep should attempt to reach a prospect. You have a process. But are you able to accurately track it in Salesforce?   For years, I've been tweaking reports trying to get an accurate picture and I think I've finally buttoned it up. Here's how you can too: (you might want to involve your Salesforce Admin) Step 1 - Choose the right report For most orgs, Activities with Leads will be the best report type. Step 2 – Focus on a subset of leads…
  • A Strategy for Dealing with Open Territories

    4 Jun 2014 | 4:45 am
    What happens when your top rep gives notice? Or an A-player goes on maternity leave? Or that amazing candidate takes another offer? Turnover and open territories are a sales reality. They also take a big bite out of your revenue. The other day, I was talking to a SaaS VP of Sales with a team of 34 closing reps. Internally, she was facing 28% attrition (both voluntary and not). Externally, a tough hiring market made positions harder and harder to fill. She told me filling open spots was like a never ending game of whack-a-mole and put her ability to make the number at risk. I offered this:…
 
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    Marketo Marketing Blog

  • The New Nonprofit: Better Communication, Bigger Donations

    Steven Simoni
    2 Sep 2014 | 5:30 am
    Author: Steven SimoniHere’s something that not enough nonprofits are saying to their boards and CEOs: “We need a more sophisticated marketing automation strategy.” There may not be a CMO at your NGO, but people who work in development, donor relations, and communications are looking for better, more cost-effective ways to fund their good work – whether your goal is running after-school programs, supporting innovative research, or providing humanitarian relief. Unfortunately, the retention rate of first year donors is only 23.7%. And while marketing automation can help non-profits in…
  • The Marketers First Virtual Event – Are You Ready?

    Phillip and Lizzy
    28 Aug 2014 | 5:31 am
    Author: Phillip and LizzyMarketo’s  Marketers First Virtual Event is less than two weeks away, and we’ve been working around the clock to make this our most exciting, valuable, star-packed virtual event yet. If you haven’t already heard about the event, here’s the low-down: Marketo is hosting marketing’s largest virtual event ever, with a half day’s worth of content and best practices, 20+ sessions, 20 thousand attending marketers, and marketing masterminds from leading companies such as Zappos, Google, Twitter, LinkedIn and many more. Here are some highlights to look forward to:…
  • 4 Things We Learned from the Ice Bucket Challenge

    Julie Ritchie
    27 Aug 2014 | 5:26 am
    Author: Julie RitchieMany years from now, as anthropologists comb through the remnants of our civilization, they’ll find something strange in the YouTube archives: thousands of people willingly dumping ice water over their heads. The ALS Ice Bucket Challenge is the latest in a long list of unexpectedly viral phenomena. This list includes, but is not limited to, Grumpy Cat, Ridiculously Photogenic Guy, and Gangnam Style (none of which impressed Olympic gymnast McKayla Maroney, nor did the Honey Badger give a you-know-what about). But even after following such an impressive list, the Ice…
  • Why You Need an Editorial Calendar for Social

    Maggie Jones
    26 Aug 2014 | 5:30 am
    Author: Maggie JonesIn our experience, companies tend to have one of two problems with social marketing: 1) they can’t think of anything to  post, or 2) they’ve got so much material that they overwhelm their audiences — which means that their brilliant messaging and razor-sharp wit gets lost in the noise. Regardless of which category your company falls into, an editorial calendar is what you need. Creating (and continually maintaining) a social editorial calendar is hard work, but our new template, Your Sample Social Editorial Calendar, should help you streamline and simplify the…
  • 3 Reasons You’ll Drive Better (and More) Leads with Interactive Content

    Seth Lieberman
    25 Aug 2014 | 5:30 am
    Author: Seth LiebermanMany marketers feel like the engine is always running. There’s always more to do – campaigns to run, technologies to master, analytics to check… And, of course, there’s the constant need to drive more leads, better leads, and faster MQLs. In fact, 78% of B2B marketers state that “generating more leads” is the biggest challenge they are currently facing. Increasing your commitment to content marketing is a good place to start, but you also need your content to work hard – and smart – for you.  You probably already know about leveraging your marketing…
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    The Sales Blog

  • 3 Things I Learned from Coach Alvarez

    S. Anthony Iannarino
    1 Sep 2014 | 6:08 pm
    3 Things I Learned from Coach Alvarez is a post from: The Sales Blog | S. Anthony Iannarino Saturday night I had the opportunity watch the Wisconsin – LSU game from Athletic Director (and former head coach) Barry Alvarez’s box. I had to chance to ask Coach Alvarez about football, about leadership, and about success. 1. You Have to Make the Call I told Coach Alvarez that at Ohio State an 11-1 season results in people calling for you to be fired (actually, losing to Michigan means calls for you to be shot, then hung, then drawn and quartered, then burned, and then having your limbs cut…
  • The Leadership Playbook: The Lifeboat Exercise

    S. Anthony Iannarino
    31 Aug 2014 | 6:41 pm
    The Leadership Playbook: The Lifeboat Exercise is a post from: The Sales Blog | S. Anthony Iannarino You are in a lifeboat. You are sinking fast. You are surrounded by your ten biggest initiatives. They’re all important to your success, and they’re all heavy. To right the ship and save yourself, seven of your initiatives are going to have to be thrown overboard. But first, know this. Your ten initiatives aren’t all equal. The most important initiatives weigh more than the less important ones. In fact, they weigh a little more than twice the less important ones. So. If you want to save…
  • The Hustler’s Playbook: Hustlers Focus on Opportunities

    S. Anthony Iannarino
    30 Aug 2014 | 6:00 pm
    The Hustler’s Playbook: Hustlers Focus on Opportunities is a post from: The Sales Blog | S. Anthony Iannarino Hustlers focus on opportunities. Non-hustlers focus on problems. Hustlers make things happen by focusing on the opportunities and activities that produce bigger, bolder, and better results. They continually seek new ideas and new ways to create value. And hustlers always believe that they can do things that produce breakthrough results. That’s what hustlers do. But hustlers aren’t firefighters. They don’t spend their time and energy on the urgent and important. They focus…
  • 8 Things You Owe Your Sales Force

    S. Anthony Iannarino
    29 Aug 2014 | 6:00 pm
    8 Things You Owe Your Sales Force is a post from: The Sales Blog | S. Anthony Iannarino A checklist of things you need to provide your sales force. A Great Sales Manager who Leads: Every salesperson is owed a great sales manager to lead them. You should expect any salesperson who isn’t provided with a leader to fail, and it will not every be their own fault. This is the first and most important thing to provide your sales force. Mindset: You have to teach your sales force how to think about what it. Takes to do their job. You have to help them understand what they have to believe in…
  • You Can Change Directions Now

    S. Anthony Iannarino
    28 Aug 2014 | 7:33 pm
    You Can Change Directions Now is a post from: The Sales Blog | S. Anthony Iannarino You can’t change your results overnight. If you’ve gone in one direction for a long time, you’ve covered a lot of ground. You’ve developed a certain set of beliefs and behaviors over that time, and you’ve generated some results, even if they’re now not the results that you really want. If you’ve haven’t been doing the work you really need to do, you can’t catch that work up in a single day. You might not be able to catch it up in a month. But you can change direction and begin doing that…
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    Sales 2.0 Blog

  • 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…
  • It’s Never JUST A Sales Problem!

    Nigel Edelshain
    25 Aug 2014 | 9:40 am
    I totally agree with David Brock here. I saw this many times when I was a sales consultant (and sales manager.) It’s way too easy to blame sales for revenue problems when in fact the bigger problems are elsewhere (like the market does not want what you are selling!) We often get called by execs, “We’ve got a sales problem!  We need your help,” or some variation on the theme.  It could be, “Sales isn’t doing their job,” “They aren’t making their numbers, what’s wrong with those sales guys?” As we start to understand the situation, it always comes down to,…
  • KISS me

    Nigel Edelshain
    24 Aug 2014 | 9:10 am
    “We have a proprietary video processing technology that takes advantage of YouTube’s API and significantly beats industry benchmarks for throughput”. I don’t know what the rest of the voicemail said because I hit delete. I was having a bad day. I was working on a big project that had become seriously complicated. I was up to my ears in spreadsheets and comparing data. My brain was starting to hurt. So I was trying to figure out an Excel formula to do some data manipulation I’ve never done before and then my phone started ringing. Like so many prospects working in…
  • My 3 secrets for getting more done

    Nigel Edelshain
    21 Aug 2014 | 9:53 am
    This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and along with 2 cups of coffee are the main reason I get anything done by Noon (as you will see below Anthony has some tips for me on that!) I am a productive person. I like to get things done. “Like to get things done” doesn’t go far enough; I need to get things done. I spend a…
  • How One VP Hired 23 Reps in 100 Days (and Lived)

    Nigel Edelshain
    19 Aug 2014 | 9:47 am
    Great post for sales managers from two great people. Congrats to Kevin Gaither for pulling this off! And great thanks to Matt for bringing this information to light. I’ve come to learn that having a pipeline of candidates and making good sales hires is a critical part of a sales managers job. I’ve certainly screwed this up several times in my career. Kevin, I remember getting your LinkedIn message about this so I’m SO happy it worked out so well! Thanks for having me in your network! ZipRecruiter’s VP of Inside Sales, Kevin Gaither, was tasked with hiring 25 inside…
 
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    Sales Sales Management Expertise

  • 14 Lessons From My Dad, The Sales Manager

    Tony Cole
    28 Aug 2014 | 10:14 am
    In case you missed my previous blog post, I talked about words of wisdom I learned from my dad, Ray Cole Sr. In that post, I covered: He’ll only do that once. Even a blind squirrel finds an acorn now and again. He’s too dumb to pour piss out of a boot even if the instructions are on the bottom. I started that post with the comment that I thought my dad could have been a good sales manager. He had a very good understanding of human behavior and how the world actually works. He was a little rough around the edges and would not have survived current HR and political correctness…
  • Don't Pet The Sales Snapping Turtle!!

    Tony Cole
    27 Aug 2014 | 9:38 am
    I think my dad would have been a good sales manager, not a great one, a good one.  In today’s world, he would have been a little too harsh with the coaching and discipline and certainly he would have struggled with political correctness.     Raymond Fredrick Cole Sr., would have been 83 this past Monday.  He died almost 7 years ago.  I still miss him.  My dad was a foreman on a blueberry farm in Hammonton, New Jersey.  He pretty much ran the day to day operations for Joe Testa, the owner.  He organized work crews, ordered supplies, fixed…
  • What Can I Learn From A Sales Fail Tale?

    Walt Gerano
    22 Aug 2014 | 10:22 am
    A guest blog by Walt Gerano, Sales Development Expert Welcome to the final in the series, Tale of the Fail.  Will Rogers said, “Even if you’re on the right track, you’ll get run over if you just sit there.” Well, he was right. Welcome to my train wreck. If you have been following the last couple of blogs posts, you have seen Tony and Mark talk about the reasons we let one get away from time to time. So, as I prepared for this I thought, “What can I learn from them and how can I go back and re-trace my steps to see where it went bad for ME?” So, I went back and asked myself:…
  • Sales Fail Tales - Asking "Is It Over?" Can Lead To Sales Success

    Mark Trinkle
    21 Aug 2014 | 7:44 am
    A guest blog by Mark Trinkle, Sales Development Expert As the quote says, “Those who cannot learn from history are doomed to repeat it.” My blog post today is another in the series of posts about The Tale of the Fail – sales lessons we can all learn from sales that we have lost. One of the most distinguishing traits of successful sales people is that they always learn from the mistakes they make in selling. And, generally speaking, they will not make the same mistake twice.   One of the mistakes that I observe sales people making is they fail to ask what I have termed, “The…
  • Your "Sales Fail Tale" Can Lead To Sales Success

    Tony Cole
    20 Aug 2014 | 8:39 am
    The Tale of the Fail - I have to give credit to Ron S. for this phrase. Ron was a senior sales management executive for one of our clients. It was his responsibility to make sure that his sales people were always improving and it was his belief that sales people improved by reviewing their experiences and the experiences of others. So, when he conducted post-call debriefs with his sales people, he wanted to hear about 2 things - the Tale of the Sale AND the Tale of the Fail. As professionals, we are eager to talk about our success. However, it is a lot tougher to talk about our failures. But…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • “Zap” Your Way to Increased Productivity with A “Recipe” for Success

    Miles Austin
    2 Sep 2014 | 5:45 am
    You are putting in the hours. Your effort is being given. Well-meaning friends and leaders will recommend “work smarter, not harder”.  Yet you are not getting the results you and your company are expecting. There can be several reasons for this but typically your PRODUCTIVITY is a great place to put your focus.  Productivity is defined by Dictionary.com as: “The quality, state, or fact of being able to generate, create, enhance, or bring forth goods and services”. Every job has repetitive, tedious tasks that are required on a regular basis. Many are done on a…
  • Social Sharing Counters – Do They Influence Your Opinion and Actions?

    Miles Austin
    31 Aug 2014 | 12:04 pm
    The one constant with the online world is change.  Massive shifts in our use of online information happen more rapidly than most of us can keep up with. I need your input and help to gain understanding of your thoughts and reasons for sharing and/or commenting on items that you find on the web. A Brief Background: These ubiquitous Social Sharing Icons have been used extensively on most websites and blogs for several years. They make it fast and convenient to share the information with your connections and followers across social media. The numbers that are shown under most of these icons…
  • Results You Can Achieve From The Visual Impact of Mind Maps

    Miles Austin
    8 Aug 2014 | 10:14 am
    Tony Buzan, the creator of mind mapping, outlined some guidelines for creating mind maps. Most of them focused on the visuals. He said that you should make your maps as colorful and vibrant as possible, with a great deal of images, graphics, symbols, and creative lettering. The reason for this is that visuals help communicate the ideas behind your mind maps. They also make the maps easier to understand and recall. One final benefit of visuals in mind maps is that they make it a creative and fun activity, and that’s exactly what mind mapping should be. As opposed to the left-brained…
  • Outlines – The Secret Ninja Power Behind Mind Maps

    Miles Austin
    7 Aug 2014 | 5:06 am
    When you’re writing a proposal or blog post, you need an outline to work from. The traditional method is to start at the top with your main point and then list supporting points and details. But mind mapping gives you a better and more flexible way to create outlines. Start by writing your main point at the center of the map. Now, brainstorm points that support your main point that are critical to include in your proposal. Once you have a handful of points down, take each point and brainstorm the details you want to include for each. This is not so different from writing a traditional…
  • 4 Ideas To Help Overcome Mind Mapping Hesitation

    Miles Austin
    6 Aug 2014 | 6:22 am
    Just staring at a blank piece of paper or a whiteboard? Mind mapping makes many tasks easier, but sometimes you may find yourself staring at a map unsure of where to go with it. If this is you right now, here are 4 ways to get over your mind mapping hesitation. 1: Ask Questions – Lot’s Of Them A great way to get out of any kind of block is to ask questions. Take an item on your mind map and throw one of the 5 Wh’s and 1 H at it – who, what, when, where, why, or how. Answering this question may open a door to a new point of view. 2: Chunk It Up Into Digestable Bites You may…
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    Keith Rosen

  • [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…
  • Your Sales Culture is Killing You – Part 7 (Coach Up! – The eBook)

    Keith Rosen
    1 Jun 2014 | 2:55 pm
    “If my boss only cares about results, I can’t coach my team without his support. All he wants to know is that we’re hitting our sales targets.” Enough already. Let’s all agree to stop the excuses and instead, coach our boss to coach us. To fully leverage your personal power, it’s time to learn how to Coach Up! It’s inevitable, predictable, yet unavoidable. It’s the human condition. During any two-day program I facilitate, every sales salesperson, sales manager or anyone who’s responsible for managing people, gets coached safely and…
 
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    Get Clients: How to Attract and Win More Professional Service Clients

  • 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…
  • The right and wrong way to use controversy in subject lines

    Ian Brodie
    1 Jul 2014 | 4:54 am
    A couple of years ago a load of emails dropped in my inbox proclaiming “Social Media Doesn’t Work”. It was one of those big product launches. You know the ones where a bunch of gurus cross-promote each other’s products in turn to create the sense that everyone is talking about the product and that this is the one you must buy (until the next one comes along). This one was being promoted with the line that “social media doesn’t work” and a link to a video that would explain why. So, of course, I clicked. Who could resist a controversial subject line…
  • 3 Simple Mistakes Which Stop People Reading Your Emails

    Ian Brodie
    23 Jun 2014 | 12:10 pm
    A lot of focus gets put in Email Marketing on subject lines. After all, if no one opens your email, no one is going to take action or buy. But after opening it, if they then don’t read it or they scan it and just close it without properly reading; it’s the same end result. No action and no sales. And frankly, making your emails readable is something even marketing experts screw up regularly as we’ll see in a few moments. But let’s open with a critical statistic. Take a look at this chart from Litmus on which devices are used to open emails. It shows that back in…
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    Dealmaker365 Blog

  • 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…
  • 5 Abilities That Help to Predict Success

    Donal Daly
    10 Jul 2014 | 7:55 am
    We are all born with a certain set of skill or abilities. As we grow and develop we get the opportunity to maximize the contribution we make to the world and to each other, in work and in our personal lives. I have been extremely fortunate to have encountered so many gifted, compassionate, driven and capable individuals over the years. What is it that separates the great from the good? While I am sure there are many others, here are 5 attributes that I have observed as factors that seem to exist in most of those who manage to separate themselves from the pack. 1. Preparedness and Hard Work…
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    Jonathan Farrington's Blog

  • Gone Fishin’

    Jonathan Farrington
    1 Sep 2014 | 8:34 am
    What do you do when you need time to reflect; to ponder; to plan; to renew the saw? Yes, me too. It’s time to hang out the “Gone Fishin” sign for a month. I hope you will use this time wisely, and get yourselves across to Top Sales World as often as you are able. This sales hypermarket has shelves stacked with every conceivable resource you can imagine plus a superb weekly magazine – and it is all free. I’ll be sure to send you a postcard …..
  • What Makes a Highly Successful Sales Team?

    Jonathan Farrington
    29 Aug 2014 | 1:13 am
    I am often asked just what it is that makes a highly successful and effective sales team – what differentiates them from an average one? Actually, the answer is simpler than you might imagine – all roads lead back to the leader! The role of a sales leader is to translate the organisation’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the sales leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one. For clarity, here…
  • Why Salespeople Fail

    Jonathan Farrington
    28 Aug 2014 | 6:38 am
    When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high? I call this CCT as a percentage of TWT (Customer Contact Time as a percentage of Total Working Time) BUT, we should never believe that activity alone will guarantee success; we can all be busy fools! Are they talking to the right people within those client/prospect organizations? Are they…
  • The Essence of Effective Leadership

    Jonathan Farrington
    26 Aug 2014 | 4:45 pm
    Last week, I led a leadership workshop for a group of senior executives, employed by one of the world’s largest airlines: During an open session on the second day, I was asked by one of the delegates - who is responsible for coaching the next wave of leaders - if I could encapsulate all of my advice in a few short paragraphs, what would I say? It is not possible to share my full response, but here is an extract … Within every business, there are recognized criteria for people development, and I call these the “People Developers” They are, in no particular order ….
  • Are You Really a “Stout Defender of Margin?”

    Jonathan Farrington
    25 Aug 2014 | 3:01 pm
    I suppose I should consider myself quite fortunate that my first – and only – sales manager was such a strong disciplinarian. By “strong” I mean he was a tough, uncompromising, unsympathetic, no-nonsense type of guy. Unfortunately, he was also bigoted, racist, homo-phobic and chauvinistic. I hated him more than anyone I have ever hated before or since – and I am pretty certain he hated me too. Most of all he resented my privileged upbringing and my public school education – he called me “Silver Spoon” and he attempted to embarrass and belittle me…
 
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    Inside Sales Thought Leadership Blog

  • Too Much Uninterrupted Screen Time for Inside Sales Reps Can Be Dangerous

    Brock Heath
    27 Aug 2014 | 4:48 pm
    Managers who are still obsessed with monitoring their reps’ online activity might be doing more harm than good with today’s workforce. A University of Cincinnati study conducted last year  examined online work breaks. Overall, it seems, employees who deviated from work-related tasks online were actually more productive and motivated than those who chose not to, or were prevented from browsing freely.  The same study revealed that employees who used computers extensively for long periods of time were “less likely to find breaks rejuvenating” than those employed in…
  • Research Confirms Texting Realities in Inside Sales

    Brock Heath
    25 Aug 2014 | 7:00 am
    According to a new study conducted by Harris Poll on behalf of OneReach, 81% of people in the U.S. are frustrated with having to sit through a phone call or computer session with a service or sales rep, while 64% say they would prefer to handle it by text messaging. Not only is it more convenient. Text messaging also has a higher response rate and is associated with more positive emotions than either the phone or email, according to a recent study by Catalina Toma, an assistant professor of communication arts at University of Wisconsin, Madison. With that in mind, companies should expect…
  • A Sales Floor Designed with Motivation in Mind: New Studies on Motivational Workplaces

    Brock Heath
    22 Aug 2014 | 7:52 am
    The trend for an office that is open, collaborative, and social (not walled-in and private) is a great thing for inside sales. You can check out the many benefits of a sales floor designed with collaborationin mind in our recent post. But the benefits actually go beyond collaboration and interaction. More open sales floors also allow for the exact kind of physical spaces that recent research says is best for the long-term motivation and productivity of your workforce. Air, Light & Nature When doctors are calling for more sunlight, more air, and more greenery, and the latest studies show…
  • Which Seating Arrangement Is Most Motivating for Your Inside Sales Teams?

    Brock Heath
    19 Aug 2014 | 11:30 am
    Your inside sales team’s focus and momentum can make or break your sales quota. And believe it or not, seating arrangements have a big effect on whether they can stay focused, gain momentum, and ultimately stay motivated. Everyone has sat next to that slacker inside sales rep who hardly made any calls all day. We’ve also all (I hope!) had a great sales superstar as a neighbor. Both can change the atmosphere on the sales floor, spreading their attitude and practices to the rest of the team — for better or for worse: How fast will your reps will hit their stride? Will they…
  • August Infographics

    Josiane Feigon
    18 Aug 2014 | 7:00 am
    You know it, you love it…let’s jump right in to this month’s favorite infographics. How to Influence & Persuade - Take a look at the science behind the art of persuasion. The Best Email Subject Line for Salespeople - A big study of email subject lines comes to an…intriguing conclusion. The 5-Minute LinkedIn Marketing Plan - A couple of short LinkedIn routines that add up to more than the sum of their parts. 7 Tips to Boost Productivity - There’s been lots of buzz around productivity in 2014, as evidenced by our recent eBook with Salesforce.com, but…
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    EyesOnSales.com

  • If you want to be lucky

    editor@eyesonsales.com
    29 Aug 2014 | 7:12 am
    If you want to be lucky, work harder than everyone else around you. If you want to be lucky, practice delivering kindness to those you meet each day. If you want to be lucky, develop new skills before you need them. If you want to be lucky, be a good friend to the ones you already have. If you want to be lucky, be deliberate about following through on the promises you make. If you want to be lucky, say “Please” and “Thank You” more often. If you want to be lucky, stop completing and start competing. If you want to be lucky, keep looking for solutions to the obstacles…
  • 15 Tips to Surviving (and Thriving) with Voicemail

    editor@eyesonsales.com
    28 Aug 2014 | 7:32 am
    Voicemail is either our best friend or worst enemy (or possibly a little bit of both).  Is it a convenience in sales and critical in our selling skills — or just one more layer sabotaging our sales success as we try to reach clients and prospects? My suggestion is that instead of lamenting about how frustrating it is to reach people’s voicemail, why don’t you instead commit to improving your voicemail skills and phone skills so that you can strengthen your sales motivation and your bottom line? Here are 15 tips to surviving (and thriving) with voicemail: 1. If your goal…
  • 10 Sales Plan Activities That'll Quickly Improve Prospecting Results

    editor@eyesonsales.com
    26 Aug 2014 | 7:00 am
      Are you at the cusp of something new? Perhaps you've taken a new sales position. Maybe you're selling into new markets or to new buyers. You could be launching a new product or service. You might be responsible for onboarding a new rep. Or just maybe you've finally realized that you're doomed unless you figure out how to deal with today's savvy, frazzled, sales-averse decision makers. What's common between all those scenarios? You – or your new reps – are thrown into learning mode again. You're overwhelmed with the sheer magnitude of the task. You're not sure you'll ever…
  • Three Ways to Get Better at Listening

    editor@eyesonsales.com
    25 Aug 2014 | 7:00 am
    What do you think the most important skill of a Top 20% producer is? Persistence? Work ethic? Time management skills? Closing skills? Tenacity? Certainly all of these skills are present with any Top Performer, but what really separates a pro is their ability to truly listen. And I mean the ability to sit through awkward silences, to not jump in and speak when the client or prospect is thinking, and to be O.K., in fact even welcome, those dead silences when it’s almost impossible not to say something… So how do you get better at listening? Here are the three top techniques I teach…
  • Turn “NO” Into a Turn On

    editor@eyesonsales.com
    22 Aug 2014 | 7:10 am
    An sales, we’re often trained to become numb to the word “no.” We hear it at the very start of the sales process and, depending on how our interaction with contacts goes, we might hear it several more times before a deal ever closes. In prospecting, we can expect to hear it at least eight times — remembering that a lack of a reply is actually a silent “no” — before we ever get a response. And even that response might be a very audible “no.” Unfortunately, we don’t just hear “no” from customers, either. Sometimes, it comes…
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    The Accidental Negotiator

  • 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…
  • How To Make A Deadlock Work For You In A Negotiation

    drjim
    22 Aug 2014 | 2:00 am
    You can use deadlocks to your advantage to get where you are goingImage Credit Deadlocks are a part of negotiating just like speeding tickets are a part of driving. We don’t like them, but just like all of the other negotiation styles and negotiating techniques that we have to deal with, they show up every so often and we just have to deal with them. The good news about deadlocks is that they are actually a valuable tool that negotiators can use to move a negotiation towards close and even get a better deal. Do I have your attention now? Why Deadlocks Are Valuable Tools As a negotiator,…
  • 5 Ways To Use A Deadlock To Your Advantage

    drjim
    15 Aug 2014 | 2:00 am
    You can use deadlocks to your advantage to get where you are goingImage Credit In a negotiation, reaching a deadlock is something that we all fear, right? Everyone views a deadlock, which is when both sides can’t agree on something that is being discussed, as a form of failure. We don’t want to fail, so we use all of the negotiation styles and negotiating techniques that we know to try to avoid deadlocks at any cost. However, it turns out that the clever negotiator knows that deadlocks are something that they can use to their advantage if they know how to go about doing it correctly.
  • The Power Of Parallel Negotiating Tracks

    drjim
    8 Aug 2014 | 2:00 am
    There can be more than one way to reach a dealImage Credit All too often in a negotiation we encounter a situation where no matter what negotiation styles or negotiating techniques we use, we are told to “take it or leave it”. This can be a big roadblock when it comes to finding a way to reach a deal with the other side. The good news is that there is another way. If you know how to use parallel negotiating tracks, then you just might still be able to reach a deal. What Are Parallel Negotiating Tracks? To put it as simply as possible, a parallel negotiating path is simple a type…
  • Planning Negotiations With Multiple Parties

    drjim
    1 Aug 2014 | 2:00 am
    Coordinating multiple schedules can be very difficultImage Credit Although we can spend a lot of time talking about the best negotiation styles and negotiating techniques to use during a negotiation, sometimes just getting the appropriate parties together can be the biggest challenge of all. We live in busy times and the more people that have to be involved in a negotiation, the more complex organizing it can become. As a negotiator, we need to be aware of this and learn to work with it. The Power Of Planning All too often it can be very easy for a negotiator to focus on what will be…
 
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    Cindy King's International Business Blog

  • Changing Directions

    Cindy King
    25 Aug 2014 | 2:00 am
    When I was 22 I discovered the magic of having a four-week vacation. I’d been living in Berne, Switzerland since I was 18. I had a wonderful studio with one huge panoramic window with a view of the Alps. It was breathtaking — and it my view every day! I worked relatively short hours at the Embassy of Malaysia, took university classes at night and had a very active social life with lots of friends. I could have easily continued that life. But I had four weeks of vacation and decided to go to Paris on a study vacation to brush up on my French. I stayed with a family to cut down on…
  • 7 Networking Tips For International Business Students

    Cindy King
    5 Jul 2011 | 5:00 am
    The goal for this blog is to inspire professionals to get more international business. But a number of international business students also read the articles here.  Yesterday I received this message on Facebook: I’m a recent university graduate with a major in marketing I came across ur blog and found it very interesting. I have not found a job yet but my main focus is international marketing maybe in research. I really enjoy studying other cultures. Any advice on where to look for job openings or what my next step should be? It’s obviously the season for graduates looking for work.
  • 9 Tips To Learn More About Your International Markets Over The Phone

    Cindy King
    26 Apr 2011 | 8:00 pm
    When it comes to market research for international audiences, it’s tempting to outsource everything if you can afford it. And today many people today try to do their international market research online. But when you do lots of online research you can get complacent. No matter what your business is, there comes a time when you must have direct contact with the people. People in your international markets.  You can pick up lots of useful information when you communicate with others in person. And this information can prove to be vital when it comes to people who live in a different…
  • How Collaboration Impacts User Experience

    Cindy King
    25 Apr 2011 | 8:00 pm
    Yesterday I wrote about my recent culture shocks when comparing the American way of live to what I’m used to in Europe and how this can provide some insights for international marketers.  What surprised me was that they are all from a “green” perspective. There is one other area where cultural differences explain something that had puzzled me previously. But let me back up first… A Bit Of Smart Card History One of my first jobs in Europe was to do international market research in the banking sector.  At the time France had “smart cards” and the United…
  • Cultural Differences In Lifestyles: Shades Of Green

    Cindy King
    24 Apr 2011 | 8:00 pm
    It’s been a while since I’ve blogged here and I’d like to share a little bit about what I’ve been up to besides spending time over at Social Media Examiner. Over the last year I’ve been bouncing back and forth between my home in France and the United States.  Although I grew up in the Bahamas with American radio and television and traveled there quite a bit when I was younger, this is the first time I’ve really experienced the American lifestyle for over 20 years. And several things stuck out since I’ve become accustomed to the European way of life.
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    Paul Castain's Sales Playbook

  • Would You Like A Free Time Management Course?

    Paul Castain
    2 Sep 2014 | 4:55 am
    When it comes to cars and appliances and such, there’s never a shortage of Labor Day sales. But when it comes to the things that could put more money in your pocket (so you can afford the car and the appliances), well good luck with that one! So I thought I do something about that and offer [...]
  • Laughing, Crying or Collecting

    Paul Castain
    1 Sep 2014 | 1:50 pm
    There are going to some people tomorrow who will get a kick out of those who screwed off the entire summer and now, suddenly have a burst of “piss and vinegar” now that summer is officially over. There are those who will be pissed off because it’s only now that summer is officially over that they [...]
  • The Parable Of The Closed Store

    Paul Castain
    29 Aug 2014 | 7:48 am
    One day, a businessman stopped by a local store but noticed there was a sign that read “Sorry We’re Closed” A few days later, while passing by, he noticed that they were now open so he made a note to self to stop by later. When he returned, there was a sign that read “Sorry We’re Closed” For [...]
  • 30 Ways To Become Less Predictable With Potential Customers

    Paul Castain
    28 Aug 2014 | 4:06 am
    I see it (and experience it) time and time again. A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back. Some will immediately email after they left a voice mail (which I think is dickish but to each their own) and the cycle repeats itself over and [...]
  • Finishing The Year Stronger

    Paul Castain
    27 Aug 2014 | 5:52 am
    Kind of a weird topic to be tackling when it’s August, huh? The funny thing about time is that it’s one relentless S.O.B.. I mean you blinked and you went from New Year’s Eve to Labor Day and you will blink again and 2015 will be introducing itself to you! Now you could embrace a Scarlett O’ [...]
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    SalesPractice Sales Training

  • Xerox Sales Training Program

    28 Aug 2014 | 3:20 am
    Widely known as Professional Selling Skills (PSS) ... the Xerox sales training program was considered by many to be one of the best [...] http://www.salespractice.com/forums/t-7587.html
  • The Ghosts of Christmas Past, Present and Future

    28 Aug 2014 | 1:45 am
    Christmas is coming which made me think about "A Christmas Carol" and the ghosts of Christmas Past, Present and [...] http://www.salespractice.com/forums/t-10851.html
  • What are your techniques and tip that work!

    22 Aug 2014 | 10:25 pm
    I am new to this site and have to say what a fantastic, helpful and informative site it is. I have been reading many of [...] http://www.salespractice.com/forums/t-4654.html
  • Which is more imporant, attitude or selling techniques?

    19 Aug 2014 | 4:47 am
    I have my own opinion on this and wondered how others felt. Which do you believe is more important when selling, [...] http://www.salespractice.com/forums/t-3164.html
  • Trusted Facilitator

    15 Aug 2014 | 2:02 am
    Does the phrase "Trusted Facilitator" accurately represent how you view your role in sales? [...] http://www.salespractice.com/forums/t-10821.html
 
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    Your Sales Management Guru

  • 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…
  • Sales Mgmt: don’t over complicate it….

    kenthoreson
    18 Aug 2014 | 10:40 am
    Sales Leadership: Don’t over complicate it… Last week I almost lost it.  While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. My job was to keep them on topic but in this case I took over; they were discussing an important new program that is a Critical Sales Factor for this year- and the program was not working. As I began to peel back the layers of the issue as to why clients were not adopting the program it became…
  • Life Enrichment: Be a Top Performer

    kenthoreson
    11 Aug 2014 | 5:23 am
    The Difference Between Average and Top Performers In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though a variety of ideas I realized it maybe a common concept that ALL sales leaders must reinforce to their teams. Whether it is a January Kick Off event, a Monday morning sales meeting or a quarterly salesperson review session, sales managers must sell the need to “Plan for Success”. Planning for success means you build a sales organization that is not opportunistic in account…
  • Smart Salespeople: Power Network Map

    kenthoreson
    5 Aug 2014 | 5:17 am
    Smarter Salespeople: Power Network Map This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention… During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. One action was to assign each salesperson to at least one local networking/association event per month. If you aren’t doing this now, make it part of your active sales activity planning session. In fact, just…
  • Life Enrichment: Passion

    kenthoreson
    28 Jul 2014 | 6:39 am
    Life Enrichment: Passion During the weekend a friend asked me where I had been recently, when I mentioned that in July I had been in San Diego, Washington DC, Ft. Lauderdale and that I was leaving this week for Las Vegas he just shook his head and said: “I don’t know now how you do it!.” On Saturday after working outside for almost 4 hours and then grocery shopping I started thinking about his comment-I seem to have a lot to juggle, as do many people but what keeps me on a fairly busy travel schedule is more than simply working-it’s a passion. It has been 16 ½ years since I started…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Ihre projektbasierte Serviceorganisation: Papierflieger oder Rakete?

    1 Sep 2014 | 12:00 am
    Manche Serviceunternehmen sind heute schon Raketen. Das heißt, sie fliegen mit Software, die speziell für das Servicemanagement zugeschnitten sind, raketenartig voraus. Andere, die sich auf Basis verschiedener, unzureichender Softwarelösungen gerade noch so in der Luft halten, segeln unkoordiniert dahin.In diesem Whitepaper erfahren Sie, was projektbasierte Organisationen zu Raketen macht und in welche Technologien sie investiert haben, damit sie die Kundenanforderungen erfüllen können und gleichzeitig Budgets und Termine einhalten.Request Free!
  • 6 Ways To Get Busy People To Answer Your Emails

    29 Aug 2014 | 12:00 am
    If you’re sending an email, chances are you’d like a response! It’s just common courtesy, right? Well, sometimes email sinks to the bottom of your colleagues’ to-do list. We’ll share some tips that will greatly increase your success with getting email responses, even from busy people. This guide includes tips such as: Ask a questions – preferably about them Pick an urgent subject line Keep it short and sweet Bribe them Involve a second party Consistently issue reminders Request Free!
  • Lead-to-Revenue Best Practices

    29 Aug 2014 | 12:00 am
    Join Marketo CMO, Sanjay Dholakia, and guest Forrester analyst, Lori Wizdo, to discover how automating the lead-to-revenue process can increase sales pipeline in your enterprise organization.Join this webinar to learn:Key criteria to consider for selecting a winning marketing automation platformTips and best practices for using marketing automation to create customer-centric and personalized multichannel campaignsIdeas you can put into practice now to align your organization’s marketing and sales functionsRequest Free!
  • Get Your Marketing Teams To Work More Collaboratively

    28 Aug 2014 | 12:00 am
    Senior Marketing Professionals often have a team of marketing specialists handling various aspects of their company’s marketing functions, yet struggle developing collaboration and cohesion across the entire team.In this informative paper, we attempt to address the five ways that could help you accomplish these goals:Complete projects, fastWork with outside contractors and agencies, securelyAccess files here, there, everywhereEquip sales team with winning toolsDistribute campaign content easilyLearn why a powerful collaboration tool can help pull your marketing team’s various…
  • 5 Strategies for Leading a Quota-Busting Sales Team

    28 Aug 2014 | 12:00 am
    It's a real challenge today, especially since so much has changed in the past few years — including customer expectations. Sales people are struggling to catch up.In this eGuide featuring sales expert, Jill Konrath, you'll discover:5 strategies to take your entire sales team to a whole new level.How to get your team experimenting with new approaches.#1 skill correlated with leadership success.Download now to get fresh insights and rock solid take-aways you can use right away.Request Free!
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    Salesjournal

  • Mark Roberge: The work habits of a sales professional

    caitlinhoward
    28 Aug 2014 | 8:58 am
    By Gerhard Gschwandtner (Youtube) Mark Roberge, Chief Revenue Officer of HubSpot, describes his personal strategy for learning, managing time, and the habits of ultra successful salespeople. Mark Roberge: The work habits of a sales professional 
  • How to Create a Great Sales Rep Profile on LinkedIn

    caitlinhoward
    28 Aug 2014 | 8:48 am
    By Cara Hogan (Insight Squared) LinkedIn can be an invaluable tool for sales reps to connect with potential clients, but only if you have a captivating and well-written profile. Learn how to create a sales rep profile on LinkedIn that will attract new prospects and increase your credibility. How to Create a Great Sales Rep Profile […]
  • Three Ways to Get Better at Listening

    caitlinhoward
    28 Aug 2014 | 7:58 am
    By Mike Brooks (Eyes On Sales) What separates top performers in sales? It’s their ability to truly listen. Learn 3 techniques to become a better listener and  make more sales in the process. Three Ways to Get Better at Listening
  • 13 Startling Sales Stats

    caitlinhoward
    28 Aug 2014 | 7:46 am
    By Alyson Stone (Pipeliner CRM Blog) Not getting the results you want? Maybe it’s time to change up your focus! Read about 13 startling sales stats that will change how you think about selling and where you should focus your activity to get the results you need.  13 Startling Sales Stats 
  • 5 Leadership Styles to Inspire Peak Performance

    caitlinhoward
    22 Aug 2014 | 10:30 am
    By Brian Tracy (YouTube) Do you know what qualities and management styles it takes to get the most out of your employees? Learn about 5 different leadership styles to inspire and motivate your employees to deliver their peak performance. 5 Leadership Styles to Inspire Peak Performance 
 
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    Peak Sales Recruiting | Sales Recruiter

  • Need-to-Haves That You Don’t Need When Hiring Salespeople

    Susan Halliwell
    2 Sep 2014 | 12:00 am
    New clients often come to us with a typical problem: many of the salespeople they hired seemed great during the interview process, but under-performed once they were hired. When a new sales hire doesn’t work out, the loss is huge. Poor-performing salespeople can cost thousands in lost opportunities and revenue, and worse yet—damage a company’s reputation and credibility. As part of Peak’s 5 step process for recruiting top sales talent, we help our customers clarify their hiring requirements so we can focus our search on finding candidates with the specific characteristics and…
  • What Can Bootstrapped Start-Ups Offer to Hire Sales People?

    Eliot Burdett
    25 Aug 2014 | 10:49 pm
    I answered the following question over on clarity.fm: What do (bootstrapped) startups offer to new sales hires? Commission only? Here I reiterate and expand upon my answer. Having spent the last 25 years launching my own companies and working with start-ups, I understand the pressure to hire sales people that can accelerate the acquisition of customers and infusion of cash, but I also have first-hand exposure to the problems of hiring sales people, particularly in the earliest days of the venture, so I generally advise against doing so. There are a few reasons: Cost Prohibitive –…
  • The Single Most Important Benefit of On-Boarding New Sales People

    Eliot Burdett
    20 Aug 2014 | 11:41 pm
    Great post, the 9 Results You Can Expect From Sales Onboarding, by Lee Salz (link below), summarizes the many benefits a structured program for onboarding new salespeople. In it, he discusses why a structured onboarding program helps achieve the following: protects an investment in recruiting and employing sales people; help provide increasing revenue performance; improved client experience; protecting company brand; reducing sales force turnover; and enhancing the ability to recruit and achieving faster identification of hiring mistakes. SALES RESULTS SOONER But if there was one reason alone…
  • 3 Reasons Not to Trust Your Gut When Hiring Sales People

    Eliot Burdett
    23 Jul 2014 | 11:02 pm
    Many sales managers and recruiters are proud to say that they trust their gut instincts when making hires, but with the number of sales people hitting quota hovering around 58% (CSO Insights), it is worth questioning whether the “gut” helps that much in selecting great sales hires. Ultimately the hiring manager has to live with a hiring decision – make a mistake and the lack of output from a poor performing sales rep has to be made up somewhere else – so sure, it is natural for instincts to be a component to any hiring process, but based on our experience in…
  • Interview Legal Landmines: How HR Can Help

    Jennifer McFarlane
    21 Jul 2014 | 7:16 am
    Your team has found what look like some great candidates for your open sales position. You have planned your interview questions to help filter out the mediocre and find the top performers. You have reviewed your compensation package and are certain it is competitive. You feel you are ready to hire the company’s next super star. STOP. Before you sit down at your desk to interview candidates, make a stop at HR, or you may be risking a law suit. Many questions that seem innocuous can land you in legal hot water, and the laws may have shifted without your realization. It is part of HR’s job…
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    Sharon Drew Morgen

  • 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…
  • Join Sharon Drew Morgen in her Austin loft for Buying Facilitation® Training

    Sharon Drew Morgen
    1 Sep 2014 | 5:24 am
    Hi Folks. Sharon Drew here. Until now, I’ve trained Buying Facilitation® only in large corporations. In October I’m running an intimate Buying Facilitation® program in my home for 10 folks who want to learn or license the model. Dates are:  October 6-8 (sales professionals) or October 6-12 (licensees) Come join me and learn a servant leader change model that will allow you to: hear what buyers are really saying rather than what you want to hear; formulate Facilitative Questions that help prospects begin the change management and decision facilitation segment of their internal buy path;…
  • Decision Makers vs. Influencers

    Sharon Drew Morgen
    27 Aug 2014 | 11:00 am
    I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers. Yet there is no difference between ‘decision makers’ and ‘influencers’. If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer? If your tech group isn’t available to implement a new program until they finish current work, would the tech director be an influencer or a decision maker? If your company is going through a merger and the teams haven’t been merged yet, would the director of the groups that needed training be influencers or…
  • Why Buyers Aren’t Buying

    Sharon Drew Morgen
    18 Aug 2014 | 1:06 pm
    You offer information well before prospects know what to do with it. You offer information well before prospects have assembled their complete buying decision team and have heard all voices to define need. You offer information well before prospects have attempted to decide between a work-around, their current vendor, or the best type of solution possible. You attempt to make an appointment before the full Buying Decision Team has been assembled and you have no idea where they are along their decision path. You are not offering to facilitate their decision journey and manage the change, but…
  • What Makes A Prospect A Buyer?

    Sharon Drew Morgen
    12 Aug 2014 | 12:08 pm
    A colleague recently said he was waiting for a deal to close. How did he know it would close? I asked. “Because someone contacted me, and we’ve had several discussions. In our last chat we discussed price.” SDM: What percentage of the buying decision team does your prospect represent? A: There are only 4 people on the team, so 25 per cent. SDM: Any influencers? A: I have no idea. SDM: Where is he along his buy path? Stage 3 where one person does preliminary research? Stage 8 where decision team members choose between an external resource or an internal workaround? Or Stage 11 when they…
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    A Sales Guy | A Sales Blog | Sales Consulting

  • Can VS Know

    Keenan
    27 Aug 2014 | 11:09 am
    There is a big difference between knowing what to do and being able to do it. You know you have to connect with the CEO to get the deal closed, but can you? You know you have to grow your pipeline by 30% in order to make quota, but can you? You know you have to spend more quality time with the kids and the family, but can you? You know you have to save more money for retirement, but can you? You know if you don’t close the big deal you won’t make your number, but can you? You know you need to hire 3 more salespeople, implement a new pipeline strategy and roll out a new comp plan,…
  • Subject Lines That Work For Sales Emails

    Keenan
    24 Aug 2014 | 8:17 pm
    I thought this was an interesting infographic. As sales people, we spend an inordinate amount of time trying to communicate with our prospects and buyers. Therefore, it seems to me we might want to get it right. This infographic suggests nothing in the subject line get’s open the most. Well duh, any “Re:” suggests the recipient is responding to something they sent out earlier. Therefore in essence, the recipient in an “Re:” is reading their own email. Of course it’s gonna get opened at a higher rate. We love ourselves. However, beyond the absolute…
  • Why You Want to Ignore GPA When Hiring Sales People (Or Anyone At That Matter)

    Keenan
    20 Aug 2014 | 12:24 pm
    If GPA matters to you when hiring sales people, you are losing out on some of the best talent. GPA has no correlation to job success (Google) or success in general (How Children Succeed, Paul Tough).  GPA is a useless measure when it comes to hiring and using it as a hiring criteria is only hurting you, your team, and your organization. “G.P.A.’s are worthless as a criteria for hiring, and test scores are worthless. … We found that they don’t predict anything.” — Laszlo Bock The goal of hiring is to find people who can do the job. It’s that simple. Nothing else…
  • We’ve All Been Duped

    Keenan
    17 Aug 2014 | 1:21 pm
    If you missed Venture Beat’s post the other day on these stats you’ll want to go check it out, cause it appears we’ve ALL been duped.   I’ve seen these numbers so many times I, like most people, have come to accept them as fact. Haven’t you? Although I don’t believe I’ve blogged about these numbers, I know I have verbally tossed them about with peers and customers.  Now that it appears they are fake, I’m a bit embarrassed. I tried looking for similar stats to see if someone else or another company had done a similar study that was close to…
  • Creativity Strikes Again (On24 Kills it!)

    Keenan
    16 Aug 2014 | 10:38 am
    You know how much I love creative shit. I could talk for hours about creativity AND how creativity is the difference between winning and losing. Creativity is the shit and the cats over at On24 have lit up the creativity Christmas Tree with this funny and creative video. How to Webinar! Not only is it creative, but it’s not boring. Most companies are boring. There is nothing fun or exciting about GoTo Meeting or any other conferencing platform for that matter and On24 is capitalizing on the fact the industry is boring. Here’s the message, don’t be boring and be creative.
 
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    Sales Motivation and Sales Training

  • Sales Motivation Video: When Does Tomorrow Begin?!

    TheSalesHunter
    1 Sep 2014 | 12:20 am
      I know you’ve heard me say it before, but guess what? It is true that tomorrow begins TODAY (at least if you want to succeed in the sales world!) If you are waiting until each morning to plan your day, you are waiting too long! You need to be spending time the night before so […]
  • Successful Negotiating? Start With This Step FIRST…

    TheSalesHunter
    29 Aug 2014 | 1:35 am
      Do you know that the most important step of negotiating actually has nothing to do with negotiating.  What is it? 1. Sell First. Negotiate Second. We’ll always secure a higher price if we sell first. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. However, […]
  • Your Price Reflects Your Self-Confidence

    TheSalesHunter
    28 Aug 2014 | 7:22 am
      A business consultant informed me they had reduced their rates substantially and the outcome from the reduction is they feel a lot better about the service they’re providing their clients.   What I found interesting is the rates he had to start with were not high at all. He claimed if his psychologist who […]
  • 15 Things Top Sales Managers Do and You Should, Too!!

    TheSalesHunter
    26 Aug 2014 | 11:28 pm
      What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […]
  • Your Customers Aren’t Cheap. Your Salespeople Are.

    TheSalesHunter
    26 Aug 2014 | 2:52 am
      Too many salespeople complain that the only thing they ever hear from their customers is their prices are too high. To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price. The argument the salesperson makes is that the competition has never […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • The Costs Of Doing Nothing

    Dave Brock
    1 Sep 2014 | 11:45 pm
    I suspect the biggest costs both we (individually and within our organizations) and our customers incur is not the spending on new programs, solutions, methods, or change; but rather the costs of doing nothing.  Yet we very seldom analyze and quantify these issues. Sometimes, mistakenly we treat them as sunk, even though we keep paying and paying and paying. Take an inventory — both what you do in your own work flow, what your organization does.  Too often, inertia (the way we have always done things), busyness (we use activity as an excuse not to change now), laziness (we just…
  • The Definitive Guide To The Future Of Selling

    Dave Brock
    31 Aug 2014 | 2:58 pm
      The debate rages, there are 100′s of articles discussing the future of selling.  To many, the future of selling is social; to another large segment it’s inside sales; to some it’s the channel.  Many declare cold calling is dead, still a small number declare selling is dead (I suppose to be replaced by ????)  Likewise, there are debates about whether the future is based on Challenger, Insight, Relationship, Provocative, Solution, and others are how selling must be conducted in the future.  And some declare Transactional Selling as long past it’s expiration…
  • LinkedIn Networking Run Amuck!

    Dave Brock
    30 Aug 2014 | 12:00 pm
    I wish I was making this stuff up, unfortunately, the incredibly bad practices of too many on LinkedIn are far more intriguing than anything I could make up. This morning, I get two LinkedIn messages from the same individual.  The first was a InMail–it had something to do with effective use of LinkedIn InMails, and email marketing, but he wanted to talk to me about a product he is selling to do this stuff.  The second was an invitation to connect — and you guessed it, it was the standard LinkedIn invitation, “I’d like to connect…..” You can already begin…
  • Dealing With Poor Performers

    Dave Brock
    28 Aug 2014 | 11:46 pm
    As managers and leaders we like working with our top performers.  It’s creative, they “get it,” we focus on how we win, how we grow the business.  If we’re doing our jobs right, however good they are, we are always coaching, developing, stretching them to grow, and achieve more. Sometimes, we give them special developmental opportunities, exposure to execs, special projects–but they deserve it, and it helps build them as sales and business professionals. By contrast, dealing with poor performers is difficult.  It’s not pleasant.  They aren’t doing…
  • Is Your House In Order?

    Dave Brock
    27 Aug 2014 | 11:45 pm
    I had a mentor that used to say, “You better make sure your house is in order, before you start complaining about the mess in your neighbor’s.” Another mentor used to say, usually when I was whining about something, “Remember, when you point your finger blaming something else, three fingers are pointing back at you.”  (The visual below may help.) I wrote, It’s Never JUST A Sales Problem, Kurt, correctly pointed out “a superior organization will as much and as long as possible take responsibility for delivering results, regardless…..” …
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    Media Sales Today

  • Mobile Location-Based Services Can Boost Business, Increase Awareness

    Jessica Helinski
    1 Sep 2014 | 10:45 pm
    Don’t let your digital ad clients miss out on a major opportunity in regards to location-based mobile marketing. Seventy-five percent of smartphone owners use location-based mobile services to gather information about nearby businesses.
  • Tools Can’t Build Anything By Themselves

    C. Lee Smith
    29 Aug 2014 | 8:00 am
    Here are questions you’d think would be answered with a little common sense: If you hire a mechanic who never uses his wrench to fix your car, do you get rid of the wrench? If you hire a photographer who never uses her camera to take pictures, do you get rid the camera?
  • Key Account Executive Increases New Client Spend by 125%

    Faye Oney
    28 Aug 2014 | 11:00 pm
    A key account executive found co-op advertising money for a new client while on the phone with her. Her sale went from $4,000 to $9,000 just during that phone conversation. This is her story.
  • SMBs Poised to Increase E-commerce Revenue This Holiday Season

    Kathy Crosett
    28 Aug 2014 | 10:05 am
    The 2014 holiday season is closer than you think. If you’re working with SMBs, especially those that have an e-commerce division, you’ll want to start helping them design their ad campaigns now. Volusion reports that online holiday sales will likely increase 9% this year but SMBs will have to compete hard to get their share […]
  • Insurance Companies Improve ROI With Digital Display Advertising

    Faye Oney
    28 Aug 2014 | 8:00 am
    Digital Display advertising is more effective in creating top-of-mind awareness for insurance companies, according to a recent Rocket Fuel study. If you call on insurance companies, these findings will help your digital sales efforts.
 
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    Dave Stein's Blog

  • 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…
  • Why Does Your Sales Team Lose Opportunities? AskForensics Will Tell You.

    Dave Stein
    5 May 2014 | 9:46 am
    If you’re in sales leadership or management and you aren’t learning why you won or lost deals directly from your customers, you’re squandering a significant opportunity to improve sales effectiveness.I had the opportunity to chat with Rick Reynolds, CEO of AskForensics, about this subject. Rick and I discussed his company’s most recent report. I thought an interview with Rick would provide some real value for you.Here is the interview:Dave Stein: What are the differences between losing a new sales opportunity and losing a rebid on an account you have had for several…
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    Renbor Sales Solutions Inc. » Blog

  • The Art of Entrepreneurship

    Tibor Shanto
    2 Sep 2014 | 12:33 am
    The good folks at The Art Of are presenting another exciting conference in Toronto: The Art of Entrepreneurship Featuring a group of dynamic entrepreneurs sharing ideas leading edge strategies to help current and future entrepreneurs. Whether you are an entrepreneurs, thinking about becoming one, or want to add an entrepreneurial flair to your current career, this is the event for you. Learn From: Alexis Ohanian – Co-Founder of reddit Eric Ryan – Co-Founder, Method Chris Guillebeau – New York Times Bestselling Author Debbie Travis – Design Superstar and Entrepreneur…
  • The Labour Of Sales

    Tibor Shanto
    1 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Being that it is Labour Day both in the USA and Canada, the last long weekend of the summer, I thought I would keep things simple, and to one point. A simple but important point for those not in sales to understand, and those in sales to revel in. On Friday I heard a radio ad from a labour union wishing everyone a happy Labour Day, then they went on to remind everyone of all the things they would be without if not for labourers and more specifically labour unions. So I am here to remind them that none of that would be possible if not for the…
  • Easy Ways to Use Social Media for Sales

    Tibor Shanto
    28 Aug 2014 | 12:33 am
    The Pipeline Guest Post - Megan Totka Let’s face it; social media is the future of sales. Actually, it’s the right now of sales, too! Social media is an inescapable force in the lives of billions of people. Are you harnessing its power for your sales initiatives? There are so many different social networks; truthfully, it’s hard to keep track of them all. I think in general, unless you have a very specific business type, that it’s best to aim for the biggest social networks that people frequent. Facebook is an obvious one, but others that are popular in the business and marketing…
  • 3 Ways The Beatles Will Make You A Better Cold Caller – Sales eXecution 265

    Tibor Shanto
    25 Aug 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  The Beatles Is On The Phone – by NowhereGirl17 If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s. Even when they mention the buyer, it is very much through their own filters, “I wouldn’t like that”, or about the buyer’s reaction to the call. It is important to remember that the reaction is exactly that, a response to what you said or did, so if you change the input, what you say and do, and you can change the outcome. Get Your Cold…
  • You Can’t or You Won’t?

    Tibor Shanto
    21 Aug 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  I am luck in the fact that I work with sales professionals, at all levels of their organisations, and as a result learn almost daily. I also see many similarities in B2B sellers regardless of the industry that they serve. One interesting characteristic many share is confusing ability with will. I find there are two common reasons for this, one is the fear of change, of the unknown, and the discomfort of breakthroughs. The second reason usually has to do with conditioning, and life experience, “built in” notions of “how” we are supposed…
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    Talking Media Sales

  • 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…
  • Five Things You Need To Know If You’re a Sales Manager

    Mike Brunel
    15 Jun 2014 | 8:06 pm
    Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your problems on a one-to-one basis. Always show your boss respect in front of your sales staff. Never hire a friend. PHOTO – Alan via Flickr
  • Effective Communication – The Rule of Three

    Stephen Pead
    10 Jun 2014 | 4:02 am
    Heard of the rule of three? The rule of three states that concepts or ideas presented in threes are inherently more interesting, more enjoyable, and more memorable. Three is also the smallest number to make a pattern, a pattern that is remembered. It’s no coincidence that there are “Three Blind Mice” or “Three Amigos” or “Three Little Pigs”. Most stories have three parts; a beginning, middle and end. In music, films, books the magic number pops up all the time in three word titles – “Men in Black”, “Eat, Pray, Love” and “Saturday Night Fever”. Even the…
 
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    MindOnMedia[Sales]

  • Are You Willing to Put in the Effort? | Fearless Selling Kelley Robertson

    MindOnMediaSales
    23 Aug 2014 | 10:26 am
    I don’t often re-blog the work of others, but occasionally one comes up, that captures the essence of what we write here at MoM[S], even if in a different way. Enjoy! Are You Willing to Put in the Effort? | Fearless Selling Kelley Robertson.Filed under: Ad Sales, Automotive Advertising Sales, Automotive Media Sales, Career Survival, […]
  • MoM[S] & The Competency Development Project

    MindOnMediaSales
    14 Jul 2014 | 9:46 am
    The Digital Analytics Association [DAA for short] is launching this year what they call their ‘Most Important Project of the Decade‘, known as the Digital Competency Development Project. We support this worthy cause, not just because of the endless reports week after week in the Trades about ‘bot fraud, phantom domains/traffic, iFrame stacking, and on […]
  • Advertising across the globe…

    MindOnMediaSales
    28 Jun 2014 | 2:32 am
    Even in a place you might not expect, advertising…and the business of advertising…is alive & well. This company, On Board Medya, apparently handles the onboard media placements aboard this ferry line in Turkey, on the Bosphorus Strait. (PS – From my meetings here this week, buying for Mobile has also gotten pretty sophisticated here and […]
  • LinkedIN Influencer Interviews: Sir Martin Sorrell, Founder & CEO of WPP

    MindOnMediaSales
    12 Jun 2014 | 5:18 pm
    None other than Sir Martin, head of WPP, talks about the very theme of our blog, in this excellent LinkedIN interview segment. His views & comments on Right Brain/Left Brain elements of advertising, and the ‘Art’ and ‘Science’ of the business, start at around the 3:00 minute mark. Enjoy! See more over on SlideShare: Influencer […]
  • Diligence Displayed…Details…Determination

    MindOnMediaSales
    9 Jun 2014 | 8:00 pm
    Oh, and where were you, the Sales talent? YOU, that works with all sides, to ensure a campaign that makes your client look GREAT?
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    Jonathan E Brickman

  • Goals are good

    Jonathan Brickman
    27 Aug 2014 | 6:59 am
    I asked my son this morning what his plan for the day is and, as expected, got a shrug and an “I don’t know Dad…” I stumbled upon this list of goals to conquer.  Turns out, I have already completed 14! Everyone needs a road-map, even my 10-year-old, to remain focused and interested…
  • Keep pivoting

    Jonathan Brickman
    26 Aug 2014 | 1:12 pm
    There really is no such thing as a straight and predictable line. Stay positive and hold on tight for the ride.
  • Brand Recognition

    Jonathan Brickman
    25 Aug 2014 | 8:54 am
    This burger joint just does it right on all levels and consequently has a big following. If you haven’t yet heard about this special burger joint, you will.  They are mostly a California operation, but have a big reach.  I have known about them for years because of my business travels to California and, while in California, on a family vacation, I finally had the chance to try one out (well twice actually…) and it was amazing. Yes, a simple operation but one that reinforced many business principles: 1. Quality number one! 2. Fast and efficient operation 3. Employees worked fast…
  • Is this the new reality?

    Jonathan Brickman
    1 Aug 2014 | 6:50 am
    I don’t buy it completely, but there is a lot to be said for the shift in distribution of information.   What this says to me is – you better be “listening” to your clients more than ever, in every medium they exist.  
  • Entrepreneurs

    Jonathan Brickman
    31 Jul 2014 | 6:47 pm
    Where does this special breed come from? I wonder… I had a beer with a couple young turks from my alma mater (Carnegie Mellon University) and, on one hand, I was so pleased to see the recent support for entrepreneurial activity; yet, on the other hand, was disappointed to learn that the core education has not evolved to include any emphasis on business formation… Education at CMU is still very much focused on skills, getting a student ready for a job…as opposed to grooming someone to start a business. I think that’s a real tragedy when there lies so much raw talent to…
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    ViewPoint | The Truth About Lead Generation

  • 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…
  • It’s All About the People: A Review of "Never Be Closing"

    21 Aug 2014 | 5:30 am
    I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about. So, while I started the book with a lot of skepticism, to my surprise, I actually ended up really liking it. Now, with that said, why should YOU read the book? Without giving it all…
  • Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

    19 Aug 2014 | 6:17 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 B2B 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…
  • Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

    14 Aug 2014 | 6:21 am
    Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. No doubt ViewPoint readers will find it worth the read. On the dust cover, John writes: “Most people already know that the days of knocking on doors and hard selling are over. But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” And that’s why he wrote this…
  • Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

    12 Aug 2014 | 6:49 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 B2B 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…
 
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    Results Count ... everything else is conversation.

  • 7 Disruptive trends – Why the next retail dinosaurs will die

    Chris Petersen
    25 Aug 2014 | 8:29 am
    Retail evolution is speeding up … and waits for no one Retail has been described as the world's "second oldest profession". But, that doesn't mean that retail is not changing. In fact, some of the most well-known retailers in their categories suddenly went extinct. The forces that caused these retailers to vanish are yet again evolving at an even faster pace. Darwin's law of survival is even more relevant for today's "retail dinosaurs" on the verge of extinction. For those unwilling or unable to adapt, there are at least 7 major disruptive trends which will cause the next wave of retailer…
  • What is your personal hashtag … Do you need one?

    Chris Petersen
    19 Aug 2014 | 11:47 am
    #YOU is an interesting exercise in defining what is important Image Credit: jks Lola; PublicDomainPictures.net With hashtags being mainstream and so prolific in social media, I would venture to say most people have at least followed a trending topic with a hashtag. You have seen the famous one #tbt (#throwbackthursday) or, how about the social media campaign sweeping the nation #icebucketchallenge for the ALS Association? Even if you don't get into the "hashtag craze" on social media, consider this for one moment: Why would you ever create your OWN hashtag? What one or two words define and…
  • 7 Critical Questions required for Business Decision Precision

    Chris Petersen
    12 Aug 2014 | 11:51 am
    Today's stakes are too high for "Lies, damned lies, and statistics" Image Credit: Stuart Miles; Freedigitalphotos.net Collecting data is certainly not new. However, with the advent of "Big Data", there is almost a blind faith that if we can collect more data, link it all together, we will suddenly become more intelligent and make better decisions. The challenge with all the data available today, is how do you make sense out of it? The typical answers are "data mining" and analytics. Just because you put mountains of data through a computer to generate more elegant views of it, doesn't…
  • 5 creative retailers actually using Pinterest to grow sales

    Chris Petersen
    4 Aug 2014 | 1:50 pm
    Pinterest is no longer just fantasy football for women... Image Credit: Pinterest.com We have posted previously that Pinterest is the social media that is like "fantasy football for women". And make no mistake about it, the majority of heavy Pinterest users are women. Women seem to like the ease of being able to "pin" (save) visual images of things they find while searching on the web. Like all social media, the power of Pinterest comes from users sharing things with their network. For retailers who are already stretched, the question becomes one of where to invest time and resources. Does…
  • Which retailers can survive on a 1% conversion rate?

    Chris Petersen
    30 Jul 2014 | 11:41 am
    3 Reasons why traditional retail metrics need to be re-examined Image Credit: CoolDesign; Freedigitalphotos.net For decades, retailers have been focused on two survival metrics: traffic and conversion rate. Retail marketing and promotions were designed to get people off the couch and into the store. But, traffic means nothing without conversion in terms of a sale based on who is in shopping today. So, who can survive on converting just 1% of traffic into sales? Amazon and the e-tailers would be the logical guess. But, there is in fact a retailer with stores, who is not only surviving, but…
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    Top Sales Dog

  • Want to change behavior? Make your training emotional

    Michael Boyette
    27 Aug 2014 | 5:00 am
    One of the most effective training tools I’ve ever seen was a bulletin board in a quarry.It was for safety training, but the lesson really applies to any kind of training, including sales training.The quarry was a risky place, full of monster-size equipment, unstable rock, dust that could scour the paint off cars, and occasional explosions. Training was a matter of life and death. It was also a huge challenge. The crew members were as flinty as the rocks they were quarrying — rough-and-tough guys (and they were all guys) who might not always be inclined to follow rules or play it…
  • If you train a monkey to sell, who gets the commissions?

    Michael Boyette
    20 Aug 2014 | 5:00 am
    There’s a big dispute raging on the Internet these days, involving what in my opinion is the best selfie ever posted:Here’s the back story: In 2011, photographer David Slater was taking pictures of Indonesian macaques, when one of them snatched away his camera and started snapping his own pictures. One of these photos made its way onto Wikipedia Commons as a copyright-free image.Photographer Slater objected, insisting he held the copyright to the image.Not so, said Wikipedia. The monkey took the picture. So under the copyright code, it would belong to him. But animals can’t…
  • When training goes bad: the Comcast saga continues

    Michael Boyette
    13 Aug 2014 | 5:00 am
    In an earlier post, I reported on an overeager Comcast customer-service rep’s misguided efforts to save a customer from defecting. And I wondered whether it was a case of training gone awry. I mentioned a well-established technique — the Five Whys — that we teach in our own sales-training platform, and I fretted that perhaps this rep had been taught this technique but not how to apply it correctly.Well, there’s some good news and bad news.The good news (for us): It wasn’t our training.The bad news (for Comcast): It was their training.Someone leaked a copy of…
  • If it doesn’t hurt, you’re not doing it right

    Michael Boyette
    6 Aug 2014 | 5:00 am
    We all like to get good feedback. For some — including many who design and deliver sales training — it’s how they get evaluated. If the training gets rave reviews from learners, it’s judged a success. If you get lots of complaints, well … maybe it’s time to find a new line of work.The only trouble is, high marks from users don’t guarantee that the training was effective. In fact, they could mean just the opposite.Desirable difficulties Earlier this year, I had an opportunity to visit the Bjork Learning and Forgetting Lab at UCLA — one of the…
  • To win more sales, teach salespeople how to wing it

    Michael Boyette
    30 Jul 2014 | 8:37 am
    At first glance, it would seem that the last thing you’d want is for salespeople to be winging it. After all, isn’t the whole point of sales training to teach them what to do — to provide a clear path from the initial approach to the final signature?If only life were that simple.In the real world, customers haven’t seen your sales script, so they don’t respond the way they’re supposed to. Instead of asking the questions your reps are prepared to answer, they ask new ones that nobody could have anticipated. They don’t know which objections you’ve…
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    Sales Training Sales Tips Blog

  • Aug 28, Sales Training - Do you hate making sales appointment calls

    28 Aug 2014 | 12:07 pm
    Hate making Sales Appointment calls, I don’t blame you? I felt the same. Like me, you probably want to get in front of buyers and see yourself doing what you’re good at, Selling. So you have a choice, like I did, and you can either avoid making the calls, or you can do something about it and take a quick action. Now that’s your decision. When you’ve made that decision: You should make sure that you have an effective sales appointment call that really works. Then, like me, you only spend a minimum amount of time making calls and the maximum amount of your time selling and earning…
  • Aug 26, 3 Sales Appointment Objections – Why we get them

    26 Aug 2014 | 1:51 pm
    There are 3 objections that come up regularly on telephone sales appointment setting calls, find out what they are and why we get them. The 3 common objections are usually a smoke screen, not based on reality, and they happen because of something sales people omit from the early part of their sales appointment cold calls. This leads to fewer opportunities to get in front of buyers. Sellers getting frustrated. And sales people having a negative perception of cold calling sessions. Find out what the 3 common objections are that stop you getting sales appointments, what causes these smoke…
  • Aug 25, Overcoming the objection: Send me Information

    25 Aug 2014 | 11:40 am
    Telesales training on how to stop the objection: Send me information. It happens all the time, you get to the close on your telesales call and the prospect says: Send me some information. There are answers to this objection that work with some success, but what if you could stop the objection coming up so you do not need to deal with it. You may be saying something in your telesales or appointment setting calls that is causing your prospects to use this objection. I’ve been managing and training sales, telesales, and appointment makers for over 25 years and while listening to calls and…
  • Aug 20, Free Sales Training and Motivation Tool

    20 Aug 2014 | 3:38 pm
    A free self improvement and motivation sales training tool, called Need-to-Close-Chains. The Need-to-Close-Chain is used by successful sales professional s and team managers worldwide. This training tool builds new neural pathways that focus you mind on selling and help you to think on your feet. As a motivation tool it can prepare you for your next sales appointment by getting you into a top selling state in seconds. As a sales training tool the Need-to-Close-Chain teaches you to link the needs of the buyer to features and then to benefits. I’ve also followed the Need-to-Close-Chain…
  • Aug 17, Free Sales Training and Team Meeting Content

    17 Aug 2014 | 2:39 pm
    Free sales training ideas and meeting content that you can use to give you inspiration for presentations or discussions. Running sales teams and presenting training on a regular basis means that you have to come up with new ideas and innovative viewpoints that not only work but keep people interested and focused. Well here is a resource that will help you to do just that... The Sales Buzz back Issues The Sales Buzz is the free e-zine that we send out from the website sales-training-sales-tips.com. In each edition you’ll find sales tips, techniques, and viewpoints and discussion topics from…
 
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    Revenue-IQ

  • 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…
  • Creating the Perfect Salesperson

    Chris Arlen
    17 Jul 2014 | 2:30 pm
    Imagine you’re Doctor Frankenstein (he was the creator, not the monster) and you have the ability to create the perfect salesperson (not a monster). You pick the parts that make the perfect selling machine; looks, personality, character , skills and knowledge. If you went ahead with this exercise you’d identify the skills and knowledge that would be killer for selling – that is once you got past the looks and personality fantasy. This mad scientist exercise would be like a super, self-help assessment to be remade from the ground up. A zero-based you, as the perfect sales machine.
  • 3 Lies that cripple Incumbent RFP Responses

    Chris Arlen
    21 May 2014 | 7:30 am
    We lie to ourselves. We think we look good in plaid; that pasta in cream sauce has no calories if enough wine is consumed; that working harder is the best way to success. We lie to ourselves because it’s easier to keep old ideas than change our behavior. We lie to ourselves as incumbent suppliers because we know the exact date our contract is up and can reasonably predict when the RFP will be released. Yet we anxiously wait until that RFP is out before starting to work on it – and as a result, increase our late work nights, stomach acid, and potential errors and omissions. We…
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    TopLine Leadership » Sales Leadership Blog

  • 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.
  • Boost Sales Team Morale in 3 Weeks

    Kevin Davis
    12 Jun 2014 | 10:13 pm
    How do you boost sales team morale in just 3-weeks? Recently a Sales VP who had just attended one of my Sales Coaching & Leadership Workshops asked me that very question. He was under a lot of pressure from his CEO to improve … The post Boost Sales Team Morale in 3 Weeks appeared first on TopLine Leadership.
  • Why Salespeople Don’t Use CRM & What to Do About It

    Kevin Davis
    27 May 2014 | 10:08 am
    Albert Einstein had a sign on his office wall: “Not everything that counts can be counted, and not everything that can be counted counts.” Albert should have been in Sales Operations, because his sign explains why so many companies who … The post Why Salespeople Don’t Use CRM & What to Do About It appeared first on TopLine Leadership.
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    Sales & Marketing Effectiveness Blog

  • How to Overcome Inconsistent Sales Rep Performance

    2 Sep 2014 | 4:00 am
    Until you close 100% of your deals, your reps must consistently generate new opportunities. If they don’t, you will miss the number. Most sales teams are composed of three groups: The Superstars – These gifted few need little oversight or incentive.  They are your A-players.  They perform year in and year out.  They have been blessed with the right DNA.
  • Why Your Marketing Plan Will Fail in 2015

    1 Sep 2014 | 4:00 am
    For most marketing leaders, the annual planning cycle is upon us or will be soon. Your teams are most likely putting together their wish list for next year. New tactics, content, channels and the next big ideas are on their list. You want to go into next year confident that you’ll contribute to the revenue goal. To prevent failure, here are 6 steps to include in your planning process.
  • Why Tactical Sales Execution Will Kill Your Year

    31 Aug 2014 | 4:00 am
    Q3 is coming to an end.  With only four months left in the year, your sight is focused on the prize.  You have a good idea about where your individual opportunities stand.  To hit your number, how do you prioritize your efforts as a whole to get the most return?  Not having the correct sales strategy is one of the largest indicators of missing the number.  SBI research reveals that 39% of the time, sales teams have no strategy at all.  Even with a strategy in place, this is the time that tactical execution starts to eclipse it.  Effort and action take over…
  • Reorganizing to Make Your Revenue Number

    30 Aug 2014 | 4:00 am
    This week I spoke with Pat, a Sales Ops director.  Pat has a lot on his plate. His sales team had been missing the revenue and margin targets. Operating margin was shrinking drastically. Cost of Sales was at an all-time high. Under their current model, they could not win. The determination had been made to turn the Titanic around in under 2 years.
  • Podcast: A Sales Reorg with 99% Customer Retention & 5% Rep Turnover

    29 Aug 2014 | 9:00 am
    Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN.  The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market.  TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million.
 
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    web2.salesforcesearch.com

  • How to Become a Great Sales Coach

    Doug O'Grady
    2 Sep 2014 | 6:05 am
    All teams face a times of struggle and this includes sales teams. When a team is struggling to win, it is up to the manager and the coach to pull the team through to become a success once again. To do this in sports you need a great team coach. To do this in sales, you need a great sales coach. It is important to remember that not every sales manager is going to be a great sales coach. If you are being asked to manage and coach your team, there are some important keys and behaviors that you must have in order to help your team achieve success. Understand your role.  A great sales coach…
  • How to Close Sales Faster Than Ever Before

    Justin Proctor
    1 Sep 2014 | 10:05 am
    If you can learn to close sales faster, you'll make more money. It's that simple. Faster sales mean more sales and more productivity. And faster sales aren't just a benefit for you, the sales person. When you close sales faster, you don't take as much of your customers' time, and this helps them to do their own jobs better. Ensuring that the following four things happen early on in your conversations with the prospect will help you to close sales faster. 1. Be Clear About What's In It For Them Any time a person invests in a product or strategy or idea, they need a clear answer to the…
  • Sales Compensation: Do's and Don'ts

    Brett Evans
    1 Sep 2014 | 6:05 am
    Sales compensation can be considered one of the most important aspects of developing your sales team, but you should ask yourself some hard questions when the time comes to develop a compensation strategy. It may be tempting to let common sense be your guide as you endeavor to create a system that keeps morale high, reduces turnover, and pushes team members to their reasonable limits, but don't be fooled-common sense can be a dangerous thing in these waters. In this article, we'll discuss three Dos and three Don'ts to keep in mind as you put together your plan. DO Make sure…
  • 3 Steps to Leaving Great Voice Mails to Get the Call Back

    Doug O'Grady
    29 Aug 2014 | 10:05 am
    The number one prospecting tool for any professional sales person is the telephone. Even with all of the electronic methods of contacting prospective buyers, the best means of communicating is through the phone. Just like any tool, you need to understand how to use the phone so that you derive the most benefit from its use. You also need to be aware that most of your calls will probably not be answered by the buyer and you will need to leave a voice mail message.  Understanding the importance of leaving a good voice mail message is paramount to receiving a call back from your…
  • How to Create More Leads for Your Sales Team

    Scott Lombardi
    29 Aug 2014 | 6:05 am
    Do you want your business to be more profitable? Then you need to create more leads for your sales team.  Without sales leads, you don't get a chance to explain your products and services. You don't get to establish new relationships with prospects. You don't get to close deals, and you certainly don't get paid. In short, without sales leads, your sales team is stuck. What you need, therefore, is a plan to create more leads for your sales team. Not only will your sales team enjoy more sales and more revenue, but it will be invigorated by the boost in good-quality prospects,…
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    amacus.net

  • 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 they never produce results unless activities generate positive outcomes. He goes on to suggest that most salespeople fail because they take too little action or … 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 →
  • Bob Thompson’s Guide to Being Top Performing + Customer-Centric

    John
    3 Jun 2014 | 3:03 pm
    In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading →
 
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    Kelley Robertson: Fearless Selling Blog

  • Stop Spouting Off!

    Kelley Robertson
    25 Aug 2014 | 4:55 am
    While I was having my car serviced recently at the dealership, I ended up speaking with the General Manager (we knew each other through recreational softball). During our conversation he stressed how their company was changing their approach to selling cars by focusing more on relationships rather than “telling” people everything about the vehicles they were looking at or considering. He noted that people know all the “stuff” about cars so telling them about the technical aspects was a waste of time. However, about 30 minutes later I watched a sales person lead a customer through the…
  • Are You Willing to Put in the Effort?

    Kelley Robertson
    18 Aug 2014 | 4:55 am
    Last week I was conducting a post-training call with a client’s sales team and during the call we discussed what concepts the team had implemented since the initial sales training workshop. I was not surprised to learn that several sales people had not implemented the concepts into their sales routine. I also wasn’t shocked to learn that these individuals had not made much progress in their sales results since the initial training program. Improving your results takes effort. You can’t expect to implement something new and get great results. New skills take time to master. You need to…
  • Get Personal

    Kelley Robertson
    11 Aug 2014 | 4:55 am
        Wow! Last’s week’s post about sales lessons from a Jack White generated a ton of emails! Not only from the sales ideas but mostly because readers learned that I am a fan of White’s. That got me thinking… We need to get personal with our customers and prospects, too. However, not in the traditional sense of spending time trying to find common ground in hobbies or interests. That’s an old-school approach of establishing rapport that is not nearly as effective as it once was simply because busy decision makers don’t have time for social chit-chat. Instead, we want to…
  • What Jack White Taught Me About Selling

    Kelley Robertson
    4 Aug 2014 | 5:27 am
    Last Thursday I saw Jack White perform at the Air Canada Centre in Toronto. Although the vocals were often difficult to hear (it was the ACC after all), White’s performance was outstanding. As I watched him perform, I couldn’t help but think of some of the sales lessons he provided during his show. He gave it 100% Since early June White has done 30 shows across North America and Europe but you would never know it by the energy he put into his performance. He danced, strutted, jumped and played the guitar like it was the beginning of the tour. Sales lesson: Are you putting 100% into every…
  • Take Off Your Watch

    Kelley Robertson
    28 Jul 2014 | 4:51 am
    Let’s face it. Sales people don’t always get the respect they deserve and rightfully so sometimes. If you read last week’s newsletter, you that some salespeople deliberately mislead prospects in order to get them on the phone or schedule a face-to-face meeting. However, assuming this is not your approach and you are meeting with a new prospect for the first time, here is sure-fire way to not only capture their attention but to instantly earn their respect. Take off you watch and place it on the table or desk in front of you. Then say, “Mike, I know your time is valuable and I don’t…
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    Sales Coaching Blog

  • Sales Coaching: 8 Qualities of a Great Sales Manager and Coach

    28 Aug 2014 | 5:00 am
    We all remember sales managers along our career path.     Some were good, some bad and even a few were memorable.    But how many over your lifetime actually fell in the category of being a mentor coach?    The one or ones that actually made a difference in where you are today.  
  • Sales Coaching Thoughts

    27 Aug 2014 | 7:19 am
    There is much I could write about this week in this sales coaching blog, so as opposed to focusing on a single topic, why not touch on several topics that motivated me this week… -When I hear sales leaders say “our new hires need industry experience”, I immediately know they are limiting their team’s performance.  This comment says they place skill over talent--big mistake.  Skills can be taught, but talent cannot. 
  • Sales Manager's: Coach to more performance

    26 Aug 2014 | 7:30 pm
    Contrary to mostly popular opinion, a Sales Manager’s job is not to hire great people and then get out of their way. If it were, and I was a CEO, I would simply hire a great talent and acquisition staff, train my sales people, and eliminate the sales management layer entirely because they would be rendered mostly useless. At best they would be sales compliance officers and at worst they would be an in-house ask.com for sales reps. This is a bold statement, however as a talented sales producer it pains me at my core to listen to executives in sales leadership undermine the importance of…
  • Coaching Conversations: Creating Trust Relationships

    22 Aug 2014 | 7:57 am
    A couple weeks ago, I discussed the importance of not only coaching your reps’ skills, but also coaching their mental performance. To keep your reps performing at their peak level, you have to ensure they are always mentally engaged with their work. To that end, I introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality: Creating relationships of trust with those you are coaching Asking powerful questions to drive effective learning Facilitating growth experiences for your team to maximize their potential.  In…
  • What Robin Williams Taught Us About Complexity

    21 Aug 2014 | 6:33 am
    I loved being a student, and especially loved my classes where the focus was literature, writing and creativity.  It was my first year of college and I was placed in an honors English class at the University of Nebraska.  I was a nervous wreck on my first day. I was right to be nervous, but once I took my seat I knew I was in for a memorable moment in my educational experience.  We were empowered from the first day to be brave in our writing, in our classroom conversations with one another and in our efforts to create a piece of writing that would raise the bar on our…
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    Sales Enablement Perspectives

  • 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…
  • Defining Sales Functions And Programs – Why You Need Vision, Mission, Purpose First

    Tamara Schenk
    12 Aug 2014 | 12:22 am
    Fitness, according to Oxford Dictionaries, is defined as “the quality or state of being fit.” That’s a general guideline, but what does it mean to you? It depends on your context. Are you a professional decathlete or a weekend trail runner? Defining functions and programs the right way is key to success for both you as the sales leader and your sales functions as leader. Definitions create value only if they are adjusted to your organization’s specific context and challenges. Developing a big picture on vision, mission, purpose and core values is the first step in creating a…
  • Performance Accountability – A Behavior of World-Class Sales Performers

    Tamara Schenk
    23 Jul 2014 | 4:42 am
    If a taxi driver delivers excellent services, then you are a lucky person. In case your taxi driver also helps you out with coins that were part of his tip just to make sure you can pick up a baggage cart and catch your flight – then you have a taxi driver who cared more about your outcome than about his own. That’s one aspect of performance accountability. Performance Accountability—a behavior of world-class sales performers The 2014 MHI Global Sales Best Practices Study identified three individual behaviors that drive world-class sales performance. One of them is performance…
  • Conscious Collaboration—A Behavior Of World Class Sales Performers

    Tamara Schenk
    16 Jul 2014 | 6:13 am
    Look at a couple of your won deals and analyze the criteria that made the difference. There will be tangible criteria such as the vision of future success, the compelling business case, a specific solution whose value outweighed the perceived risk of change, etc. There is one intangible criterion that empowers all the tangible criteria, and that is collaboration. Conscious collaboration—a behavior of world-class sales performers The 2014 MHI Global Sales Best Practices Study identifies the individual behaviors that drive world-class sales performance. One is conscious collaboration. It’s…
  • What Are The Leading Investments In Sales Productivity?

    Tamara Schenk
    3 Jul 2014 | 12:30 am
    In our 2013 Sales Performance and Productivity Study, the following investments in sales productivity 2013 and 2014 emerged as the top three: Process, skills and competencies cover the “how to sell” dimensions, whereas the second initiative is focused on the “what to sell” dimension. The third initiative on sales manager training and development covers two dimensions at the same time: The first is to train sales managers on the skills and competencies they need to perform their role most effectively, and the second one is to develop their coaching excellence. Front line sales…
 
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    Margie Albert

  • Today’s remark – breaking news (3)

    Margie Albert
    28 Aug 2014 | 9:58 am
    Here’s what happened “overnight”— MANY broadcast TV viewers in your market just subscribed to Netflix (according to Why Media, “The use of Smart TV’s has risen drastically in the last year with a 211% increase in the number of people who have purchased one.”) Your largest advertiser scheduled a meeting with a Content Marketing guru That digital agency you don’t like just signed your biggest client Your largest car dealer’s son took over and he loves the digital space. He just cut his TV budget in favor of digital – but not YOUR digital All this and more took place while TV…
  • Today’s remark – Breaking News (2)

    Margie Albert
    21 Aug 2014 | 9:19 am
    Last night while you were sleeping your best advertiser was not. She was worrying about her business – her industry growth is exceeding her growth and she may have to relook at her inventory, her organizational structure and her marketing and advertising strategies.  She is considering making major changes in her budget allocations to fit the growing and changing needs of her customers. If your name came to mind immediately as someone who can help her you are remark-able. If it didn’t — (Do you know what worries your customers?)
  • Today’s remark – Breaking News

    Margie Albert
    14 Aug 2014 | 10:10 am
    Last night, while you were probably sleeping, I had a thought. What if we TV Sales peeps had to sell furniture and cars too? Well, guess what? WE DO! Selling spots, impressions, emails, apps, etc is not what we do. They are only the tools we have. WE SELL OUR ADVERTISERS’ PRODUCTS FOR THEM! We are THEIR sales staff. Therefore, what if our paycheck depended on THEIR results? Guess what? In the long run, IT DOES! Think like that and you will be remark-able.
  • Today’s remark – the digital truths

    Margie Albert
    4 Aug 2014 | 10:07 am
    I am frequently asked by Senior Management (Corporate VPs and above primarily) why Broadcasters are having such a hard time monetizing their digital assets significantly. They think it’s because their salespeople don’t understand the space and need lots of training. For me that is a good thing because that’s part of the training I provide. However, in many cases, it’s not the truth, it’s an excuse to not face reality head on. The truths include: There are high-level managers who hire people to do the job of managing (and, sometimes, leading) but are oftentimes not very…
  • Today’s remark – why LinkedIn?

    Margie Albert
    10 Jul 2014 | 4:00 pm
    I get asked more questions about LinkedIn than any other SM site. Most frequently, “Why, when I already have a TV Sales job, should I care about LinkedIn?” I’m afraid those people are missing the point completely! It’s not a job board! Here’s why you should be on LinkedIn and why your profile should be complete: Valuable information is shared daily in industry groups. Media Sales Professionals is a good one as well as BEMCON (Broadcast and E-Media Consultants). You can make great connections within the Media Industry Learn about your largest clients’ industries! Growing your…
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    Theresa Delgado

  • 10 Tips for Building Your Business Support Network

    Theresa Delgado
    27 Aug 2014 | 8:00 am
    When you run your own business, you need the help of others in many ways. You need to grow a business support network of business contacts, virtual help, colleagues and others who can help you with various aspects of running your business. But there’s another type of support you need as well. It’s also wise to build a more casual support network for knowledge, encouragement, advice and motivation. Building a business takes a village and here are areas you can start to build you business support network… Understand Where You Need Help First of all, it’s good to know…
  • How to Convey Expertise at Solving Specific Problems

    Theresa Delgado
    25 Aug 2014 | 8:00 am
    Your prospects and customers come to you because they believe you are the solution to their most pressing problem. When you created your marketing strategy, you identified that problem. You also probably spent a good amount of time creating a strategy to showcase the benefits of your product or service. Namely, you know how your business solves your prospect’s problem. You know the value that you provide. The next step is to convince your audience that you do in fact solve that problem. They need to know that you’re trustworthy and credible. The truth is that our emotions drive our buying…
  • 10 Unhealthy Habits That Destroy Your Business

    Theresa Delgado
    20 Aug 2014 | 8:00 am
    Entrepreneurs can easily fall into a trap of unhealthy habits that make everything seem like it’s “out-of-order”. Running a business is hard enough as it is, but many people make it even harder on themselves. Your personal health can have a big impact on the health of your business too, so make sure you keep it a priority. Here are the big 10 unhealthy habits that could hurt your business and what to do to conquer them. Know them, recognize them and look for their warning signs, but most make changes when they raise their ugly head. 1. Getting Angry There’s simply no…
  • How to Connect With Your Target Audience: Skip This Exercise and Fail Terribly

    Theresa Delgado
    18 Aug 2014 | 8:00 am
    WARNING! You’re going to say “Ugh.” However, if you follow through with what you’re about to learn about your target audience, it will change your business and increase your profits. I promise. The million dollar question: Who are your prospects and why do they care? The answer to these two questions is the foundation to connecting with your target audience and any successful marketing strategy. After all, you have to know who you’re marketing to so that you can create the right message. Talking to a teenager is much different than talking to a grandmother, right?
  • 10 Tips for Building A Strong Business Network

    Theresa Delgado
    13 Aug 2014 | 8:00 am
    You can’t do everything yourself in the world of business. This is why it is so important to meet people and work on building a strong business network. You should always be out there meeting people and cultivating the relationships in your growing network. Here are 10 tips to help your networking efforts pay off. 1. Make an Effort Networking shouldn’t be something that just happens. Get organized and plan a schedule of attending events or other opportunities to network, along with following up and nurturing your new relationships. 2. Face to Face Is Better than Virtual The…
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    Tactical Sales & Business Blog

  • 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.
  • Five Reasons your Sales Team Should Focus on Relationships

    12 Aug 2014 | 5:00 pm
    I’m going to take a bet and say that you being a sales professional, 9 times out of 10 you’re thinking about closing a sale as soon as you first get in touch with a lead. It’s normal, and to be honest, it’s sort of expected in what can be the cut-throat world of sales.
  • 10 Ways Sales People Lose Customers

    30 Jul 2014 | 5:00 pm
    One day you’ve got a hot lead, the next they’ve decided to stop returning or even acknowledging your calls. What happened? Here’s 10 ways you can understand what could have just gone wrong.
 
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    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.
  • What Startup Sales Teams Can Learn From Groupon’s Explosive Growth

    Ritika Puri
    5 Aug 2014 | 7:57 am
    Companies seeking inspiration for how to grow a sales team quickly and effectively need look no further than Groupon, whose growth ... Read More » The post What Startup Sales Teams Can Learn From Groupon’s Explosive Growth appeared first on the Yesware Blog.
  • 5 Informative Infographics To Guide Your Sales Strategy

    Bernie Reeder
    24 Jul 2014 | 9:20 pm
    Don’t even think about reading this blog post. Let’s face it — if you had hours to pour over must-reads, ... Read More » The post 5 Informative Infographics To Guide Your Sales Strategy appeared first on the Yesware Blog.
  • The 3 Pillars of Sales Team Success

    Ritika Puri
    22 Jul 2014 | 12:39 pm
    It’s no secret that a sales team’s biggest strength can also be its greatest weakness: Your top business development reps ... Read More » The post The 3 Pillars of Sales Team Success appeared first on the Yesware Blog.
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    Jeffrey Gitomer's Sales Blog | Sales Training

  • Easiest way to make a sale? Start at the top!

    Gitomer
    28 Aug 2014 | 1:51 pm
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Get Ready for the 4th Quarter During the Dog Days of Summer

    Gitomer
    8 Aug 2014 | 7:16 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Add Gitomer. Add Brand. Add Income.

    Gitomer
    4 Aug 2014 | 7:10 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Set the Right Atmosphere When Your Customers Come to Visit | Sales Training

    Gitomer
    1 Aug 2014 | 6:58 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Are You a Sales Rock Star, or Just a Member of the Band?

    Gitomer
    30 Jul 2014 | 6:49 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
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    The AXIOMs of Selling Blog

  • Learning from the Sales Training Students

    Lisa Pool
    28 Aug 2014 | 1:12 pm
    At AXIOM Sales Force Development, at the end of any sales training exercise we always ask, “What was the most significant thing you learned?” These are just a few of the recent responses: “Closing cannot be the objective of a meeting.” “How to handle objections during negotiation.” “How businesses make decisions.” “How to communicate the positive impact [of our products] and how they deliver a positive impact to the [client].” “There is a process for sales.” “Everything I learned I can apply to my growth in the company.” “Elimination of pain is a strong…
  • Father Sarducci on Sales Training

    Mike Bybee
    28 Jul 2014 | 10:06 am
    Yesterday I spent over two hours perusing the richest mother lode of entertaining time-wasters ever gathered into a single assemblage – YouTube. What began as a search for a certain clip from a political speech devolved into a delightful, meandering sojourn through my past in the form of two-minute snippets from sitcoms, sports moments, concerts, and comedy routines. Rainy Saturdays haven’t been the same since the invention of broadband. It was while watching some old Saturday Night Live clips that I came across several featuring my favorite SNL character, Father Guido Sarducci. The…
  • Your CRM is Only as Good as the Data You Gather

    Bob Sanders
    10 Jun 2014 | 11:31 am
    Recently I have had a spate of discussions about information and a general lack thereof in the typical CRM. To be clear, neither I nor the people I have been speaking with are suggesting that CRM solutions inherently lack information. What everyone seems to agree on is that most CRMs have only a fraction of the prospect/customer information they could or should, Further, the consensus appears to be that this is because most sales people can’t or won’t populate information about their opportunities and accounts. For the most part, I am not the one taking this position. In my various…
  • The Case for No Sales Training This Year and Every Year After

    Bob Sanders
    5 May 2014 | 9:19 am
    Your SPM and Training Investments Won’t Give You A Sustainable Advantage According to Gartner, the SPM (Sales Performance Management) space will grow at more than 25% per year between now and 2018. This means that, by then, companies will be spending roughly $5 Billion on tools to help their sales people deliver better results – this in addition to the approximately $35 Billion they will be spending on CRM solutions. It’s a massive investment that will only yield a return commensurate with the competitive advantage gained, and therein lies the problem. Better Tools Don’t Always…
  • The Role of Sales is Not to Sell

    Ray Bonis
    1 May 2014 | 7:08 am
    I travel a lot. Many of you reading this do. It’s the nature of the beast in sales. As I type this I’m on a flight to Melbourne Australia, on the first leg of seven countries on three continents this month alone. Two weeks ago I was in Hong Kong and a month before that I was in Bali. Bottom line…I spend a great deal of time in airports. As such, I spend much of that time in airport bookshops. What I see in every single airport, in dozens of countries, is very similar. Books on How to Do Things There seems to be a pattern around the world of B2B and B2C sales literature. 10 Ways to do…
 
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    Solution Selling Blog

  • 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.
  • Sales Assessments: from Snake Oil to Predictive Analytics

    SPI
    18 Jul 2014 | 6:00 am
    The sales assessment industry has changed dramatically over the past few years. From the types of assessments that are used, to what they are being used for, the market looks very different today than what it did just 5-10 years ago. The purpose of this article is to really help shed a little light on how sales assessments have evolved, and how we visualize them being used moving forward.
  • Guest Blog: Discrepancies – Women in Sales

    SPI
    1 Jul 2014 | 6:00 am
    Sales and business development roles have traditionally been male-dominated and a competitive job function. Historically, a big part of the workplace diversity dilemma came down to a matter of resources: simply put, there weren’t enough women in the job market. But, while many companies are taking positive steps to improve diversity, it’s important to recognize that much work remains to be done. Last week, LinkedIn released its workforce diversity data report, and the employee makeup is mostly male. In the wake of this report, we wanted to get visibility into our own network and how women…
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    RAIN Selling Blog

  • When Win-Win Is Not the Best Sales Negotiation Approach

    20 Aug 2014 | 1:45 pm
    You've been working on a sale for 4 months and everything's going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO. You get to the meeting. The CFO is icy. She opens by saying, "I have a hard stop in 45 minutes, and the only issue I have with the project is the price. I’m prepared to sign off on it, but things have been tough and I am going to need you to drop your fees by 15%. If you can do that, the deal is done." Sellers who aren't prepared for this situation lose sales. Or maybe…
  • Be Assertive in Sales (Without Getting Fired)

    13 Aug 2014 | 10:00 am
    A long time ago, I was fly fishing with a grizzled, old, big company leadership consultant. I asked him what he thought differentiated good consultants from great consultants—those at the pinnacle of the game. He said, "Let me think." A little while later, we were in the middle of the river when he turned to me and said, "A great consultant will say what he has to say to the client—what the client needs to hear—but that might get the consultant fired. Though, at the end of the day, the consultant has the interpersonal skills not to get fired." In other…
  • Is Your Need for Approval Holding You Back from Sales Success?

    5 Aug 2014 | 9:00 pm
    How many times have you left a sales meeting and thought, "I should have said that..."? Or, during a meeting, as you listened to what a prospect was saying, you thought, "That's not right; he will be making a big mistake if he goes down that path," but you never voiced your opinion? Or, perhaps even more dramatic, you got the sense, "This guy is holding something back. I need to get to the bottom of this." But, again, you said nothing? In all of these examples, what usually keeps you from saying the things you want to (and should) say is a strong need for…
  • Should Buyers Take You Seriously?

    30 Jul 2014 | 10:30 am
    What do James Franco, Daniel Craig, and Mo'Nique all have in common? They're described as actors who bring gravitas to their roles on the big and small screens.* Another is Sir Patrick Stewart, who embodied gravitas as Capt. Jean-Luc Picard on Star Trek: The Next Generation. Picard had power and authority. He commanded respect. When he spoke, the Enterprise—and everyone else in the universe—listened. Gravitas is rooted in Latin, meaning heavy, serious, having gravity. In the sales world, gravitas means you're someone to be taken seriously. When buyers take you seriously, they're…
  • Do You Have What It Takes to Become an Insight Seller?

    16 Jul 2014 | 10:00 am
    There’s a revolution underway in sales. What used to work, even just a few years ago, is no longer enough to win major sales today. As a result, a new breed of seller, who's beating out the competition and winning the sale, has emerged: the insight seller. Insight sellers share new ideas and perspectives with their buyers, and they collaborate with buyers to develop the best solutions. They don't just sell the value of their products and services, they become the value. To succeed as an insight seller, we've identified 12 key attributes, which we divide into tendencies and qualities…
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    The Richardson Sales Excellence Review™

  • Sales: Do This, Not That!

    James A. Brodo
    27 Aug 2014 | 6:08 am
    Sales: Do This, Not That!  Today’s post is written by Emma Snider from HubSpot, a leading inbound marketing and sales platform.  I have an astonishing appetite for candy, and it probably would have done me in long ago if not for the “Eat This, Not That!” series. Thanks to the book, I can still eat a sizable amount of candy without having as disastrous an impact on my waistline. ETNT prompted me to make the switch from Butterfingers to fun-sized York Peppermint Patties. After the first few days of no longer indulging in my favorite treat, the initial shock was gone, and with Yorks…
  • Why Successful Team Selling Is Like a Game of Jenga

    Dario Priolo
    25 Aug 2014 | 5:25 am
    Why Successful Team Selling Is Like a Game of Jenga There are several reasons that can prompt you to sell in teams to land new business or retain existing accounts. How you assemble and manage those teams can have a tremendous impact on their success. It is important to recognize when individual sales reps may no longer have the necessary skills or expertise. Many industries have experienced growth, evolution, and specialization, which makes it more challenging for generalist sales reps to keep up and maintain their expertise. It is common for sales reps selling within an industry to have…
  • Are Your Salespeople Poised to Sell to Today’s Buyers?

    Dario Priolo
    20 Aug 2014 | 5:23 am
    Are Your Salespeople Poised to Sell to Today’s Buyers? Few people need convincing that considerable power and influence has shifted to customers and prospective buyers. Much of this has been driven by technology and access to information. The challenge isn’t necessarily to recognize this change in the buying and selling environment, but to know what to do about it. Sales organizations or individual reps mired in the old ways of selling are destined to fall short of their target and find themselves in trouble or replaced by those that “get it.” Are your sales reps poised to sell to…
  • Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land

    Dario Priolo
    18 Aug 2014 | 5:42 am
    Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land  Closing deals is important. However, closing alone is not sufficient for SaaS company success. Driving to profitable growth requires generating renewals, maintaining cash flow, and minimizing customer churn. This quest for lifetime customer value depends on two key activities and two key dialogues: Key Activity 1: Mastering the art and science of Customer Success Management. In the SaaS market, a “closed” deal never truly closes. Every conversation and point of contact contributes to a customer’s lifetime…
  • Decision-making Needs Room for Big Data and Emotions

    Dario Priolo
    14 Aug 2014 | 6:03 am
    Decision-making Needs Room for Big Data and Emotions Few people need convincing that big data is not a phenomenon or fad. The ability to collect, track, measure, and analyze vast amounts of information to know more about your business, including sales, customer habits and trends, internal business processes, and supply chains, is too much to pass up. In fact, it’s often more than most businesses can handle. It’s not industry- or function-specific either — a quick scan of headlines across trade publications reveals that taking advantage of big data is on everyone’s mind. Recent…
 
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    Lattice Engines

  • Retain and Upsell

    Amanda Maksymiw
    29 Aug 2014 | 10:53 am
    Lattice makes it easy to grow revenue from current customers by providing predictive insights into buyer needs. The post Retain and Upsell appeared first on Lattice Engines.
  • How DocuSign Securely Taps into Predictive Marketing with Lattice

    Amanda Maksymiw
    18 Aug 2014 | 10:34 am
    DocuSign Inc. (DocuSign), The Global Standard for Digital Transaction Management™, partnered with Lattice to add the power of predictive technologies to its lead scoring and segmentation strategies and increase conversions in its large database. In turn DocuSign has experienced a 38 percent lift in win rates, resulting in a 22x return on investment within the first 2 months. DocuSign helps organizations of every size, industry and geography to keep business digital from start to finish for dramatic ROI, increased security and compliance, and enhanced customer experiences. DocuSign’s DTM…
  • DocuSign Talks about Smart Lead Scoring at VentureBeat GrowthBeat

    Amanda Maksymiw
    12 Aug 2014 | 4:09 pm
    The Marketing and Sales Secrets Behind DocuSign’s Success Predictive marketing was one of the big themes out of VentureBeat’s GrowthBeat conference last week in San Francisco. With marketers having the power to add intelligence to everything we do thanks to the digitalization of information, it’s inspiring to hear what those on the cutting edge are trying and their successes. Scott Barmmer, VP of global sales engineering at DocuSign, Inc., was interviewed by VentureBeat founder and CEO Matt Marshall about how they are using Lattice and other marketing technologies to help drive their…
  • Who’s Responsible for Predictive Lead Scoring Success?

    Amanda Maksymiw
    7 Aug 2014 | 4:32 pm
    To ensure success with predictive lead scoring, it’s important to clearly define roles and responsibilities. Here are two common roles that would typically be involved with the initiative within most organizations. Demand Gen Marketer: This person is responsible for executing all digital marketing campaigns; measuring the success of all campaigns; managing workflow through agencies and her team; and working  closely with marketing ops to build segmentation. She is measured on her ability to hit goals such as launching a certain number of campaigns and generating a specific number of…
  • Predictive Lead Scoring FAQs

    Amanda Maksymiw
    5 Aug 2014 | 4:50 pm
    With all of the noise in the predictive lead scoring space, it is easy to get lost in the clutter. Here’s a quick look at the questions we hear most often about all things predictive lead scoring: best practices, comparing vendors, measuring impact and more.   Q. How does predictive lead scoring work? Predictive lead scoring works by blending the account, contact profile and behavioral information from your internal systems like marketing automation system with thousands of additional attributes that could contain hidden buying signals from external sources. Whether it’s the Web,…
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    Grow My Revenue

  • Why A Personal Connection Is Important: Lessons from the ALS Ice Bucket Challenge

    Ian Altman
    26 Aug 2014 | 6:30 am
    Article as seen on Forbes.com Unless you live under a rock, you’ve undoubtedly seen many videos of the ALS Ice Bucket Challenge. There are many creative videos of people dumping ice buckets that have certainly created much awareness for ALS. I’ve learned a great deal about ALS from the associated comments and articles. I was recently challenged by my friend and fellow speaker, Joey Coleman. Initially, I didn’t have a personal connection to the cause, so was not sold on the idea of dumping a bucket of ice water on my head. There is an important business lesson about creating a personal…
  • The Secret to Choosing the Best CRM for Your Sales Organization

    Ian Altman
    19 Aug 2014 | 6:30 am
    Article as seen on Forbes.com Executives who lead a sales organization often ask me which Customer Relationship Management (CRM) tool they should implement to achieve the best results. One of the first companies I founded years ago actually implemented CRM software for clients. From this experience, I quickly discovered organizations often over think what a CRM tool is intended to do. CRM tools are intended to help track interactions with current and future customers for the entire organization. There are a ton of CRM systems in the marketplace. Each developer continues to add features and…
  • You Messed Up – Do You Pick Integrity or Profit for Your Business

    Ian Altman
    12 Aug 2014 | 7:30 am
    Article as seen on Forbes.com My wife and I finally decided to move ahead with a renovation on our home. Though the process will undoubtedly be painful, we look forward to the result. With mortgage interest rates at all-time lows, our financial advisor counseled us to finance the project through a bank. We worked with several banks. Along the way, I learned some valuable lessons that you can apply to your business. I warn you, though, that some of these lessons on picking integrity or profit for your business are easier said than done. I break this story down to The Experience and then…
  • 5 Keys to Growing Your Business with Intention

    Ian Altman
    4 Aug 2014 | 8:44 pm
    As salespeople or sales leaders, do you follow the same process every time, or do you wing it? A recent exceptional dining experience provided a valuable lesson for how acting with intention and following a defined process separates the good from the great. You can count on a great dining experience at each of the dozen restaurants in the Great American Restaurants (GAR) group. My wife and I have dined at their restaurants (Carlyle, Sweetwater Tavern, Coastal Flats, Jackson’s, and others) for over twenty years. During a recent meal, I saw the clear connection between the way they run their…
  • Top 4 Questions to Increase the Reliability of Your Sales Pipeline

    Ian Altman
    28 Jul 2014 | 9:06 pm
    Recently I listened to Brad, the CEO of a $20 million technology company, conduct his pipeline review with his sales team. It might sound odd that the CEO was running the sales meeting, but it is not uncommon to see CEO’s running the sales organization in companies as large as $40 million in revenue. Brad had their CRM (Customer Relationship Management) tool projected on the wall. He sorted the opportunities by salesperson. As he went through each opportunity, Brad asked the designated salesperson, “This one says it’s closing by the end of the month. Anything new? OK. How about this…
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    Leader's Digest

  • How To Be A Sales Coach As Well As A Sales Manager

    tlsa
    26 Aug 2014 | 3:32 am
        By Brett Lyons It’s time that sales managers faced up to their sales coaching responsibilities. One of the crucial management challenges businesses must address is effective sales force development.  People are undoubtedly an organisation’s greatest resource yet their potential is rarely capitalised on. Companies expend much energy on: Innovation Cost-cutting Marketing They do this with a view to making themselves more successful. Yet, they are overlooking the most important element – their people, who: Create, market and sell the products Use the technology Provide services…
  • What Can Leaders Do About Customer Retention?

    tlsa
    22 Aug 2014 | 6:43 am
        By Brett Lyons It is staggering to discover how many organisations fail to follow through on one of the main principles in winning new customers and keeping existing ones: offering excellent customer service. UK Customer Satisfaction has fallen for the second year in a row, according to the UK Customer Satisfaction Index (UKCSI). However, what’s more astounding is a second research finding: only ten organisations in the top fifty (including Amazon and John Lewis) have improved on their performance since July 2013. Customer service is not solely the responsibility of a designated…
  • Female Leaders: How To Smash The Glass Ceiling

    tlsa
    20 Aug 2014 | 1:43 am
    Yesterday, news broke that female bosses earn 35% less than their male colleagues. No matter how much progress we have made towards equality in the workplace, there are still key challenges that women are facing: the pay gap, the glass ceiling and sexist comments at work. This is why we created the Against The Odds video series. We spent time with high-flying leaders who talked about the glass ceiling, the pay gap, personal challenges they have faced and the ways that women can fight discrimination and come out on top.They give anecdotes, advice and opinions on how to improve women's…
  • VIDEO: Women in Leadership & Sales - Part 4

    tlsa
    24 Jul 2014 | 3:37 pm
    Against the Odds: Women in Leadership and Sales Rachel Webster, Recruitment Manager at Goodman Masson This is the fourth video in our five-part 'Against the Odds' series. We recognise that women are often under-represented both in leadership and sales positions, which is why we are actively celebrating women leaders and inviting them to share their expertise, opinions and advice on how to make leadership boards and sales teams more gender-equal. Rachel is a successful leader at Goodman Masson. She spoke to us about what good leadership looks like, how to ask for a pay rise and how to progress…
  • Are You As Good A Manager As You Think You Are? 13 Ways To Tell

    tlsa
    23 Jul 2014 | 1:35 am
        By Brett Lyons Accountability is a vital part of management and the best managers are constantly questioning their own performance, not just the performance of their people. To answer this big, scary question, see our checklist compiled from different studies on best management practice. Are you losing top talent? People don’t leave companies, they leave managers. If you have lost top talent in the past year, this could be a sign that your management practice needs some revision. Talented people won’t stay in a company where their talents are being wasted or if they feel they are…
 
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    LeadManagement.com

  • It’s Never JUST A Sales Problem!

    Stacy Jackson
    2 Sep 2014 | 6:49 am
    We often get called by execs, “We’ve got a sales problem!  We need your help,” or some variation on the theme.  It could be, “Sales isn’t doing their job,” “They aren’t making their numbers, what’s… Source: partnersinexcellenceblog.com When sales are down, it’s so easy for others in the company to place the blame on sales. After all, sales is responsible for getting orders, generating revenue, acquiring customers, etc. It must be their fault when sales stall, right? Not so fast . . . .  While there may be some…
  • Find Zen in Your Next Sales Training

    Contributor
    30 Aug 2014 | 10:42 am
    Whether you are a manager in charge of a sales team or a human resources professional tasked with development and training, you understandably need to find a way to make your next sales negotiation training sessions effective. The sales team is generally viewed as the lifeblood of an organization. An effective sales team will drive profits for the company, and because of this, the team must be well-trained. Continuing development of the team is an effective way to keep the team fresh, motivated and invigorated, but a dull, lifeless meeting can have the opposite effect. When you are planning…
  • If You Think Sales is a Numbers Game – You’re Wrong

    Stacy Jackson
    27 Aug 2014 | 6:38 am
    What if we could generate more sales with fewer prospects? Source: www.jillkonrath.com Sales not a numbers game? Maybe a few heads have exploded with that thought. However, Jill Konrath brings up a great point that less prospects give you more time to build meaningful relationships that can lead to better sales (bigger deals, higher closure rates, etc.). You have to be strategic with the “less prospects” approach, of course. They have to be the right prospects who are ready to buy.  A queue-based lead management solution can help you connect with the right prospects at the…
  • Why Expert Content Should Be Part of Your Content Marketing Mix

    David Dodd
    27 Aug 2014 | 5:00 am
    About a year ago, I started to rethink my views regarding the role and value of #third-party content in the marketing efforts of B2B companies. I had always believed that most of the marketing content used by a company should be developed internally or with the help of outside professional content developers. In either case, the “authorship” of the content is attributed to the company or to a company executive or internal subject matter expert. With third-party content, an external person or firm creates the content and is identified as the author. My preference for…
  • 7 Ways to Nudge a Potential Customer

    Stacy Jackson
    26 Aug 2014 | 5:36 am
    When you haven’t heard from a new prospect for a while, don’t assume that the deal is dead. Try these instead. Source: www.inc.com Geoffrey James provides some great ideas to help you nudge a prospect that has gone silent. Take a look at his suggestions? What would you add to the list?  Another great idea is setting up an email drip lead nurturing program to keep in touch with prospects when you have a long sales cycle or when the prospect isn’t yet ready to buy. The post 7 Ways to Nudge a Potential Customer appeared first on LeadManagement.com.
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    Base | Baseline - Base CRM Blog

  • 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…
  • [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…
  • Base Collaboration Keeps Your Team Updated

    Josh Bean
    11 Aug 2014 | 7:00 am
    Add teammates as collaborators to keep them updated on what you’re working on. We’ve recently added a “Collaborators” section to Leads, Contacts and Deals so you can keep your team updated on what’s going on in Base. The new Collaboration also allows you to filter your data to help you better understand what everyone is working on. Adding Teammates as Collaborators Any time you’re viewing a Lead, Contact or Deal, you will see the Collaborators area on the right side of your screen. Click on the “+” to add one of your teammates as a Collaborator. You will only be…
  • 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…
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    Base | Baseline - Base CRM Blog » Sales and Productivity

  • [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…
  • Outside vs. Inside Sales: Business and Individual Perspectives

    Lauren Licata
    20 May 2014 | 9:28 am
    The sales team is a vital component of any successful company, and having top-notch personnel in this department can make or break a company. Though the lines are increasingly blurred, sales roles are typically divided into two types, inside sales and outside sales. Someone who is well suited to an inside sales role may not like outside sales at all, and vice versa. Companies who hire inside and outside salespeople should make sure their applicants know the difference, and place new hires in roles that suit their skills. Companies should also know which sales style works better for their…
 
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    RAIN Selling Blog

  • When Win-Win Is Not the Best Sales Negotiation Approach

    20 Aug 2014 | 1:45 pm
    You've been working on a sale for 4 months and everything's going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO. You get to the meeting. The CFO is icy. She opens by saying, "I have a hard stop in 45 minutes, and the only issue I have with the project is the price. I’m prepared to sign off on it, but things have been tough and I am going to need you to drop your fees by 15%. If you can do that, the deal is done." Sellers who aren't prepared for this situation lose sales. Or maybe…
  • Be Assertive in Sales (Without Getting Fired)

    13 Aug 2014 | 10:00 am
    A long time ago, I was fly fishing with a grizzled, old, big company leadership consultant. I asked him what he thought differentiated good consultants from great consultants—those at the pinnacle of the game. He said, "Let me think." A little while later, we were in the middle of the river when he turned to me and said, "A great consultant will say what he has to say to the client—what the client needs to hear—but that might get the consultant fired. Though, at the end of the day, the consultant has the interpersonal skills not to get fired." In other…
  • Is Your Need for Approval Holding You Back from Sales Success?

    5 Aug 2014 | 9:00 pm
    How many times have you left a sales meeting and thought, "I should have said that..."? Or, during a meeting, as you listened to what a prospect was saying, you thought, "That's not right; he will be making a big mistake if he goes down that path," but you never voiced your opinion? Or, perhaps even more dramatic, you got the sense, "This guy is holding something back. I need to get to the bottom of this." But, again, you said nothing? In all of these examples, what usually keeps you from saying the things you want to (and should) say is a strong need for…
  • Should Buyers Take You Seriously?

    30 Jul 2014 | 10:30 am
    What do James Franco, Daniel Craig, and Mo'Nique all have in common? They're described as actors who bring gravitas to their roles on the big and small screens.* Another is Sir Patrick Stewart, who embodied gravitas as Capt. Jean-Luc Picard on Star Trek: The Next Generation. Picard had power and authority. He commanded respect. When he spoke, the Enterprise—and everyone else in the universe—listened. Gravitas is rooted in Latin, meaning heavy, serious, having gravity. In the sales world, gravitas means you're someone to be taken seriously. When buyers take you seriously, they're…
  • Do You Have What It Takes to Become an Insight Seller?

    16 Jul 2014 | 10:00 am
    There’s a revolution underway in sales. What used to work, even just a few years ago, is no longer enough to win major sales today. As a result, a new breed of seller, who's beating out the competition and winning the sale, has emerged: the insight seller. Insight sellers share new ideas and perspectives with their buyers, and they collaborate with buyers to develop the best solutions. They don't just sell the value of their products and services, they become the value. To succeed as an insight seller, we've identified 12 key attributes, which we divide into tendencies and qualities…
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    People First

  • The #1secret for getting people to listen to you

    PFPS
    30 Aug 2014 | 6:00 am
    “He just doesn’t listen.” “I’ve told you a dozen times…” “I can’t seem to get through to her.” Ever hear yourself making these complaints? Whether it’s in your leadership role at work, at home or in a community group, these comments are made by leaders who are frustrated by others’ lack of listening. If you […]
  • The Toilet Story: a Lesson in Listening

    PFPS
    27 Aug 2014 | 6:00 am
    Nick is the best seller I’ve ever encountered. When I met him, I didn’t intend to buy anything at all. By the time he got through with me, I’d spent a lot of money with him. And I’ve never regretted doing so. I met Nick when I walked into his upscale fixtures store. We had […]
  • Exclusive Interview with Anthony Iannarino on How to Defend Your Price

    PFPS
    23 Aug 2014 | 9:59 am
    Empowered buyers are demanding price discounts, deals and negotiated rates. What’s a seller to do? It’s so tempting to shave the cost and close the sale… But that short-term solution could be costing you more than you realize. So don’t do it. Instead, join popular speaker, blogger and sales thought leader S. Anthony Iannarino live […]
  • Take the Listening Challenge

    PFPS
    23 Aug 2014 | 6:00 am
    Share this challenge with everyone you know and let’s make it go viral. Our aim? To heighten the awareness of what it takes to really, truly listen to others and to give others that wonderful, rare feeling of truly being heard. Without explaining what you’re doing, commit to one conversation each day for the next […]
  • How good are you at answering questions?

    PFPS
    20 Aug 2014 | 6:00 am
    It’s a common fallacy. Most believe those who can give the “right” response are the ones who are good at answering questions. I do not agree. Life isn’t a trivia contest. We’re not in an elementary school classroom anymore, regurgitating facts back to the teacher to prove what we’ve learned. And, for sales professionals, absolutes […]
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    Witty Blog

  • Sins of Omission and Commission that Impact Sales Productivity

    14 Aug 2014 | 1:57 pm
    Having worked closely with technology sales people over the past decade, I’ve observed some self-limiting behavior that prevents salespeople from becoming more successful. Some of these are so obvious that you would think it can’t be a problem. But sales productivity is about getting the basics right and repeating them.
  • Taking Your Sales Conversations to a Higher Level

    13 Aug 2014 | 10:19 am
    Would you like to take the conversations your sales and channel teams are having with prospects and customers to a higher level, so they address the issues and concerns your buyers really care about? Creating and delivering suitable content for sales conversations across the customer buying cycle is a problem in many B2B companies, however it is essential to improving the performance of the core group of salespeople.
  • Stop Typing, Start Talking: 3 Ways to Succeed in Sales 2.0

    Guest Blog By Joanne S. Black
    6 Aug 2014 | 6:25 am
    Note from the Editors: We in the B2B sales business love to learn new technology tools and techniques because it helps us get more done in less time. The essence of Joanne’s article is that it’s you as a human that matters and no amount of technology or technique will replace it in selling.
  • Isn’t Time to Take Your Lead Generation Activities More Seriously?

    5 Aug 2014 | 6:53 am
    Note from the Editors: If your lead generation method lacks discipline and is not producing the results you need, maybe you need to revisit who you are trying to engage. Jonathan suggests that if you target your ideal customer in your lead generation approach you are more likely to produce ideal prospects than junk leads.
  • You Have To Have Something Relevant To Say

    Guest Blog By David Brock
    4 Aug 2014 | 7:08 am
    Note from the Editors: David’s tip is all about being prepared. If you don’t know something about the prospect you are trying to reach, how can you possibly hope to connect.
 
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    Exceed Sales

  • 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…
  • Inside Sales and the Trouble With Double Duty Expectations

    Elisa
    1 Mar 2014 | 5:06 am
    Should the same inside sales representative perform both outbound prospecting and inbound marketing functions? Last month we visited the topic of inside sales: when it is used, and what models are typical. A very typical inside sales position is one that generates leads for the organization.  Then, either the inside or outside sales representatives handle, manage and close these leads. The field reps focus on selling larger, more expensive products or services, while inside sales representatives selling smaller, lower cost or ancillary products or services. Inside Sales Is Often…
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    C.Rice Global » Blog

  • 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.
  • 7 Proven Strategies To Elevate Your Sales Career

    Cliff Rice
    17 Jun 2014 | 3:16 pm
    If you feel proud of what you’ve accomplished in your sales career so far but are ready to take your performance to the next level, here are seven proven strategies that can help you do exactly that: Always Follow Through … Continue reading → The post 7 Proven Strategies To Elevate Your Sales Career appeared first on C.Rice Global.
  • Business Networking: Learn the Right Way to Do It

    Cliff Rice
    8 May 2014 | 1:09 pm
    Anyone who is involved in business knows the importance of networking. However, plenty of people aren’t sure of the right way to go about networking. Although it’s good to be motivated, taking the wrong approach to networking can have a … Continue reading → The post Business Networking: Learn the Right Way to Do It appeared first on C.Rice Global.
 
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    Salesjournal

  • Mark Roberge: The work habits of a sales professional

    caitlinhoward
    28 Aug 2014 | 8:58 am
    By Gerhard Gschwandtner (Youtube) Mark Roberge, Chief Revenue Officer of HubSpot, describes his personal strategy for learning, managing time, and the habits of ultra successful salespeople. Mark Roberge: The work habits of a sales professional 
  • How to Create a Great Sales Rep Profile on LinkedIn

    caitlinhoward
    28 Aug 2014 | 8:48 am
    By Cara Hogan (Insight Squared) LinkedIn can be an invaluable tool for sales reps to connect with potential clients, but only if you have a captivating and well-written profile. Learn how to create a sales rep profile on LinkedIn that will attract new prospects and increase your credibility. How to Create a Great Sales Rep Profile […]
  • Three Ways to Get Better at Listening

    caitlinhoward
    28 Aug 2014 | 7:58 am
    By Mike Brooks (Eyes On Sales) What separates top performers in sales? It’s their ability to truly listen. Learn 3 techniques to become a better listener and  make more sales in the process. Three Ways to Get Better at Listening
  • 13 Startling Sales Stats

    caitlinhoward
    28 Aug 2014 | 7:46 am
    By Alyson Stone (Pipeliner CRM Blog) Not getting the results you want? Maybe it’s time to change up your focus! Read about 13 startling sales stats that will change how you think about selling and where you should focus your activity to get the results you need.  13 Startling Sales Stats 
  • 5 Leadership Styles to Inspire Peak Performance

    caitlinhoward
    22 Aug 2014 | 10:30 am
    By Brian Tracy (YouTube) Do you know what qualities and management styles it takes to get the most out of your employees? Learn about 5 different leadership styles to inspire and motivate your employees to deliver their peak performance. 5 Leadership Styles to Inspire Peak Performance 
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    aayuja

  • Elements of Successful Solution Selling

    admin
    2 Sep 2014 | 6:27 am
    By Neil Smith When we focus on the pain points of the customer rather than simply trying to promote an existing product to him, we are basically trying to push a solution across. Here, we are the one trying to fit in the requirement rather than twisting and turning the probable opportunity to make it a sales closure for us. There is first a problem which is recognized and a mutually agreed upon solution is identified by both the parties, in this case the provider should be the most suited option for the problem as a solution provider. Set ups following solution-selling generally use a…
  • Selecting the Right Images for Your B2B Blog

    admin
    27 Aug 2014 | 6:59 am
    Get ready to panic! What if we told you that all your efforts onto handpicking words and context for a blog or article can go in vain if you land up selecting the wrong picture to describe your write-up? A picture is certainly worth a thousand words but a wrong picture can cost you way more than thousand bucks on clicks & visibility of your blog. The incorporation of correct snaps is of par importance as that of the words and context of the article. One of the first things that a reader sees after looking at the heading is the Image, which is the depiction of the whole story. It acts as…
  • Appointment Setting Best Practices and Must Knows

    admin
    26 Aug 2014 | 7:26 am
    By Neil Smith Appointment setting is a critical step in the sales cycle. It’s generally the first impression of the solution or company for which the opportunity is being qualified. This makes it even more crucial as a make or break factor when it comes to b2b sale with conversation percentages highly dependent on the quality of conversations you have at this juncture. Appointment Setting Services On a raw level appointment setting may be defined as telemarketing undertaken to generate and setup qualified sales meetings. The objective of an appointment setter is to convert prospects into…
  • Significance of Subject Lines in B2B Email Marketing

    admin
    20 Aug 2014 | 6:38 am
    A short description of the email body that is yet to be opened and read is the subject line of the mailer.What attributes makes an individual open a b2b marketing email? The only sneak peek available for the recipient is the subject line written and that’s what triggers the urge in him to go ahead and open the email. The subject line of an email is important as it is the first hint as to what your message is all about. It can also target and spark interest in readers you are trying to engage with. Your subject line not only needs to grab a recipient’s attention, but also needs to follow…
  • What Is a Quality Sales Opportunity?

    admin
    19 Aug 2014 | 5:36 am
    By Neil Smith Opportunity qualification is the standard second stage in the sales cycle and sales funnel.  Post lead generation all our fellow inside sales reps are busy slogging making calls to all of these prospective opportunities/ raw leads freshly churned out of the market research mill, and trying to make them qualified leads/ qualified opportunities. Now, the question arises, what is the credibility of these leads, what is the probable conversion ratio for them, how many of these opportunities are going to go beyond the preliminary meeting round and finally how many them will be our…
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    xoombi

  • 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:
  • The Great Debate: Quality vs. Volume

    6 Aug 2014 | 9:51 am
    When Marketing and Sales work together to dial up the formula for success, my guess is most of us have been in the Quality vs. Volume conversation. In an age of inbound marketing, social media, and big data, are we looking at this issue the right way?
  • 5 Ways to Develop an Unoffendable Attitude

    30 Jul 2014 | 10:30 am
    Can Sales and Marketing develop an "unoffendable" attitude? Sales and marketing people have to be thick-skinned. "There's no crying in baseball," and there's no crying in sales. I recently told a few people that I have been working on developing an unoffendable attitude. Needless to say, the most common response I'm getting is a funny look. I'm pretty good at reading people, but in this case, I'm not quite sure what the funny look means...
 
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    Latest blog entries - JobFLEX

  • 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…
  • Using Technology to Sell to Baby Boomers

    11 Jul 2014 | 6:40 am
    Baby boomers. We hear a lot of about this generation, but who are they? Demographically, it’s easy. The generation is made up of adults who were born between 1946 and 1964, in a Post-WW II era that produced massive change throughout the country. Boomers are named such because of the population “boom” at the time, but they’re deserving of the bold name for another reason: Boomers don’t rest. They are characterized as a hard-working, trailblazing generation, and rightly so. As of March, 2014, there were approximately 77 million Baby Boomers in the United States. If that isn’t enough…
  • How to Tame the Construction Billing Cycle with Software

    11 Jul 2014 | 12:17 am
    Well-managed. Quick. Easy. Not the terms that come to mind when you think of your construction billing processes? Then what you’ve got on your hands is a bit of good news, bad news situation. The bottomline is that construction billing is complicated and unwieldy. But at least it’s an equal opportunity pain-in-the-neck. Your competitors have to deal with it too! If you are struggling with your billing processes, the bad news part is that you’re facing a significant issue that’s driving up costs and hurting your ability to satisfy customers. But the good news is that once you’ve…
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    CRM in Outlook to Help Businesses Grow - avidian.com

  • Avidian Weekly Sales Roundup Week of August 27th 2014

    avadminwp
    27 Aug 2014 | 9:50 pm
    How can you make your sales team more profitable? How can you use social media more effectively in your sales funnel? What are some low-cost ways to improve your sales processes? If you’ve been asking yourself these questions, we have the answers you’ve been seeking. In this week’s roundup, tips, tricks, and resources abound for every level of your sales organization. Based on some of the most cutting-edge organizational research, these resources highlight how to hire the best sales staff, get better returns on cold calls, and keep your staff feeling motivated and focused on selling.
  • Avidian Weekly Sales Roundup, August 8, 2014

    avadminwp
    8 Aug 2014 | 1:00 am
    How can you make your sales team more profitable? How can you use social media more effectively in your sales funnel? What are some low-cost ways to improve your sales processes? If you’ve been asking yourself these questions, we have the answers you’ve been seeking. In this week’s roundup, tips, tricks, and resources abound for every level of your sales organization. Based on some of the most cutting-edge organizational research, these resources highlight how to hire the best sales staff, get better returns on cold calls, and keep your staff feeling motivated and focused on selling.
  • 6 Tasks Top Sales Agents Delegate

    avadminwp
    7 Jul 2014 | 9:33 pm
    Zig Ziglar, one of the most notable sales leaders of the 20th century, said that “Lack of direction, not lack of time, is the problem.” Great sales agents cultivate time management skills. They understand what is important to make a sale, and how to eliminate or delegate duties that don’t directly help them accomplish that goal. Because there are so many tasks that are potentially a part of the sales process, from cold calls to follow-up meetings, sales professionals must know which things should be delegated away and which things must be handled personally. 1. Scheduling Meetings…
  • Email is not Dead – Email Marketing Statistics Your Sales Team Needs to Know

    avadminwp
    1 Jul 2014 | 6:00 pm
    Some people would like you to believe that email marketing is a thing of the past. With the influx of mobile marketing, social platforms like Twitter and Facebook, and video conferencing software, there are those who would argue that email no longer helps small business sales professionals connect with people on a daily basis. Email marketing is more important now than ever, however, in spite of these new advances. It remains the most effective way to send short blasts of information to both personal and professional contacts, even with the presence of social media and mobile alternatives.
  • 4 Business Tips You Can Learn From Warren Buffet

    avadminwp
    14 Jun 2014 | 6:13 pm
    Warren Buffett is a titan of the modern business landscape. His firm Berkshire Hathaway’s Class A shares currently trade for over $180,000 per share, the highest price on the NYSE. His yearly chairman’s letters are widely quoted; his name appears in book titles as often as world leaders. Clearly, Warren Buffett is doing something right. The core ideas of his business philosophy are deceptively simple – so simple that we’ll be taking a look at a few of them here. But like the rules of chess, these simple ideas have many, many permutations. We at Avidian encourage you to look into…
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    The Sales Catalyst

  • 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…
  • Sales Closing Techniques – One of my favourites

    Peter Baumann
    19 Aug 2014 | 12:29 pm
    Sales closing techniques are definitely a popular topic of conversation amongst salespeople, and for good reason. There are plenty of salespeople I know that know how to build rapport, they know their product very well, they qualify their prospects and take all the right steps but still struggle to close the It is important to be proficient in at least a few good Sales Closing Techniques so you can be a chameleon and adapt to each app sale. This is where sales closing techniques have a great impact. For those that are already strong closers, knowing a few good sales closing techniques will…
  • How to Sell Anything – 5 Keys to Success

    Peter Baumann
    17 Aug 2014 | 12:27 pm
    How to sell anything is a very broad topic but the reality is the fundamentals of sales remain true regardless of what product you’re selling and which industry you’re doing it in. Anyone can learn how to sell, yes anyone. Selling is as much a science as it is an art form, so if you follow a proven formula you will succeed. Before I get into the 5 keys of success I want to cover one overriding factor, learning how to sell is learning how to persuade. Selling is all about persuasion, your aim is to get the person you are communicating with to see the world through your eyes. A significant…
 
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