Sales

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  • 5 Reasons Why Sales Managers Don’t Coach

    TopLine Leadership » Sales Leadership Blog
    Kevin Davis
    30 Mar 2015 | 12:32 pm
    Let’s do a countdown on the most common reasons I’ve observed about why sales managers don’t do enough coaching…  5. They mistake “inspection” for “coaching.” When I ask sales managers to describe what kind of coaching they do, a lot of … The post 5 Reasons Why Sales Managers Don’t Coach appeared first on TopLine Leadership.
  • True Story: 13 Agile Selling Strategies That Worked for Me

    Jill Konrath's Fresh Sales Strategies
    31 Mar 2015 | 4:25 am
    What's the key to long-term sales success? Short-term sales success. Research by DDI shows that it's important to see significant progress within three months - or else you'll get discouraged and start a downward spiral. That's why I've always focused on quick start strategies. Knowing how to ramp quickly totally changes the game - whether you're in a new sales position, introducing new products, or targeting new buyers.  That’s why I thought I’d share Kyle Smith’s story with you — in his own words. You’ll discover how he used Agile Selling as sales training to significantly…
  • More About Archiving Data in Cloud Conversations

    Blog
    Lori Richardson
    30 Mar 2015 | 2:30 am
    Safe archiving of digital communications in the cloud is of critical importance these days. This is the second part of my conversation with Steve Marsh, expert in cloud storage and archiving and CEO of Smarsh, Inc. about the importance of and strategy for this topic. (read Part 1 here)
  • Sales Compensation Impacts Performance-New Research

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

    Smart Selling Tools » Blog
    Nancy Nardin
    29 Mar 2015 | 11:52 am
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Hushly, a smart marketing tool that increases the ROI on your gated-content and lead generation. Sales ToolSkool Video Transcript: This week’s topic is one I’m especially proud to talk about because I’m a co-founder of the venture. I’ll be talking about Hushly. Hushly offers a way for you to discover and communicate with net-new B2B buyers you aren’t reaching today. Did you know, that on average, 9 out of 10 buyers will abandon your webforms because they don’t want to be spammed. Hushly is like a…
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    Heavy Hitter Sales Blog

  • Sales Compensation Impacts Performance-New Research

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

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

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

    Steve Martin
    16 Jan 2015 | 6:09 pm
      What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations?   The answer to this question is exactly what Steve W. Martin, well-known sales author and sales organization researcher, set out to find. To do so, Martin conducted extensive surveys with top-level sales leaders, mid-level sales managers, and salespeople. The resulting research, The Sales Organization Performance Gap, provides detailed insights on the characteristics of high-performing sales organizations, quota analysis measurements, and key sales performance metrics.
  • The 7 B2B Sales Books To Read in 2015

    Steve Martin
    19 Dec 2014 | 8:12 am
        The team at RingDNA just released their list of the top seven B2B sales books you should read in 2015. I am very excited that my new book Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople was at the top of their list.  Here’s their comments about the book from their INSIDE SALES BLOG ….    "If you want to learn how top salespeople sell software, this book is the place to start. Heavy Hitter IT Sales Strategy is one of the most well-researched…
 
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    Blog

  • More About Archiving Data in Cloud Conversations

    Lori Richardson
    30 Mar 2015 | 2:30 am
    Safe archiving of digital communications in the cloud is of critical importance these days. This is the second part of my conversation with Steve Marsh, expert in cloud storage and archiving and CEO of Smarsh, Inc. about the importance of and strategy for this topic. (read Part 1 here)
  • Top 10 Things I Wish I Knew As A New SDR

    Lori Richardson
    29 Mar 2015 | 6:30 am
    As a young SDR (sales dev rep) in my early 20’s I knew some things, but there were so many things I did not know. Here is a list of what I’d tell my younger self to help build my business chops quicker and with more revenues coming in sooner in hopes they might help someone else coming up through the ranks.
  • Why Archiving Data is Important in Cloud Converesations

    Lori Richardson
    24 Mar 2015 | 2:30 am
    With more and more of our business communications originating or residing in the cloud, it seems like there are hundreds of places our notes, messages, replies and opinions are ending up - from e-mail to Twitter and beyond. How can a company keep track of all the content?
  • Frog Protection - Speak Clearly to Sell More

    Lori Richardson
    23 Mar 2015 | 5:00 am
    Speaking clearly in a buyer focused way will help you sell more and grow your territory. Like the “Frog Protection” commercial – sometimes one person is saying one thing and the person at the other end of the phone is hearing something else. Whether you’re selling “frog” or “fraud” protection, you need to clearly enunciate.
  • Sales Acceleration Ideas from the Experts

    Lori Richardson
    20 Mar 2015 | 8:58 am
    Growing sales through sales acceleration strategies and ideas is an always morphing process. It was great to spend two days with some really smart data scientists, sales leaders, and sales experts this week in Salt Lake City. This was not an ordinary sales event, it was the annual Accelerate conference and I think I typed about 4 blog posts worth of notes. I’ll share some of the takeaways today with more in a future post.
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    Smart Selling Tools » Blog

  • Nancy’s Sales App of the Week: @MyHushly

    Nancy Nardin
    29 Mar 2015 | 11:52 am
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Hushly, a smart marketing tool that increases the ROI on your gated-content and lead generation. Sales ToolSkool Video Transcript: This week’s topic is one I’m especially proud to talk about because I’m a co-founder of the venture. I’ll be talking about Hushly. Hushly offers a way for you to discover and communicate with net-new B2B buyers you aren’t reaching today. Did you know, that on average, 9 out of 10 buyers will abandon your webforms because they don’t want to be spammed. Hushly is like a…
  • 3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

    Nancy Nardin
    25 Mar 2015 | 6:00 am
    Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out-shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps. Perhaps not. The phrase “thinking outside the box” is thought to have originated in the 1970’s and ‘80s when management consultants began using the 9-dots puzzle – itself thought to have been created in the early 1900’s – to challenge business leaders to use lateral thinking[1]. The…
  • Nancy’s Sales App of the Week: @Qvidian #QConnect

    Nancy Nardin
    22 Mar 2015 | 4:41 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qvidian, a smart selling tool that makes best-practice sales processes repeatable so new reps ramp up quickly and ALL reps increase their revenue. Sales ToolSkool Video Transcript: This week’s topic is a sales execution tool that can improve sales performance across the board. I’ll be talking about Qvidian. There are 3 things that every sales leader needs to accomplish; Successfully Onboarding new reps Acquiring net- new business and Optimizing sales across the organization which means lifting sales…
  • Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

    Nancy Nardin
    18 Mar 2015 | 9:09 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview K.V. Rao, CEO of Aviso.   Nancy: What does Aviso do? What problem/s are you solving for sales and/or marketing organizations? K.V.: Aviso provides the leading predictive insights software designed to help sales teams optimize their performance and exceed their revenue goals. The weekly sales forecasting  process is the…
  • Nancy’s Sales App of the Week: @BombBomb

    Nancy Nardin
    15 Mar 2015 | 4:35 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BombBomb, a smart selling tool that helps you build stronger relationships with your prospects, faster. Sales ToolSkool Video Transcript: This week’s topic is about a tool that lets you build stronger relationships, faster. I’ll be talking about BombBomb. BombBomb makes it easy to connect with your prospects and customers, in a completely unique, and far more engaging way – by adding video to your email communications. There are lots of ways you can use video to stand out and get noticed. Send a video…
 
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    OpenView Labs

  • SaaS Metrics that Will Help You Avoid Fundraising Chaos

    jminton
    31 Mar 2015 | 2:00 pm
    The minute VCs start calling, your world is going to be thrown into an inevitable turmoil. But if you properly prepare yourself well in advance, you can calmly and coolly handle each and every one of their requests without feeling flustered yourself or projecting disarray within your business. Bobby Pinero reveals the SaaS metrics you’ll almost certainly be asked for in this post at Inside Intercom. If you’ve got these answers on hand as soon as VCs start reaching out, you won’t find yourself scrambling. Not only will that save you a lot of time, it will save you from stressing out…
  • Fail Fast March Madness: Crowning the Champion

    Jonathan Crowe
    31 Mar 2015 | 9:44 am
    What started as a bracket of 16 incredibly successful entrepreneurs is now down to one. Find out who took home the title of the most resilient founder in tech. When all great founders start a business, they do so knowing the only thing that’s certain is uncertainty. Theories change, business conditions shift, market pain points evolve, and sometimes even great entrepreneurs struggle to keep up. The best leaders, however, don’t view those challenges as excuses to throw in the towel. Instead, they view them as opportunities to learn, grow, improve, and iterate. Earlier this month, we…
  • Business Development is only as Strong as Your Network

    jminton
    31 Mar 2015 | 9:00 am
    It’s not about what you know; it’s about who you know. That saying probably wasn’t invented for first-time startup founders, but it might as well have been. Business development is all encompassing, but Neil Patel believes nothing propels your growth further than a rock-solid network. In this post on his blog he shares a simple Google Docs tool that will help you track your network as it grows. Your network and your future revenue are joined at the hip, explains Patel. So if you want to the money to start coming in, you better be out there shaking hands and kissing babies. Discover what…
  • CEO Shadowing: An Eye Opening Experience

    jminton
    30 Mar 2015 | 2:00 pm
    Most people learn best by actually experiencing something. There’s just no substitute for getting your hands dirty. So while swapping tips and advice with other CEOs is certainly useful, the best way to deepen your understanding is to actually spend time with another CEO. That’s right – you need to physically visit their office for a full day. Zack Rosen recaps his CEO shadowing experience in this post at Feld Thoughts and explains exactly how to go about setting one up for yourself. Of course it’s no small ask, admits Rosen. Tagging along over the course of a whole day with another…
  • Handling Hyper-Growth: How To Build Your Tech Team

    jminton
    30 Mar 2015 | 9:00 am
    Experiencing an explosion in growth seems like it would be the best thing that could ever happen to your company. But if you’re not prepared to handle all that it entails, the rocket ship will crash and burn immediately after leaving the launch pad. Having guided three companies through hyper-growth, including Facebook, Aditya Agarwal shares exactly how to set your tech team up for success in this post at Fast Company. It comes down to changing your mindset, says Agarwal. The developers you typically hire have gotten you where you are, but you need to diversify. Instead of thinking about…
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    Jill Konrath's Fresh Sales Strategies

  • True Story: 13 Agile Selling Strategies That Worked for Me

    31 Mar 2015 | 4:25 am
    What's the key to long-term sales success? Short-term sales success. Research by DDI shows that it's important to see significant progress within three months - or else you'll get discouraged and start a downward spiral. That's why I've always focused on quick start strategies. Knowing how to ramp quickly totally changes the game - whether you're in a new sales position, introducing new products, or targeting new buyers.  That’s why I thought I’d share Kyle Smith’s story with you — in his own words. You’ll discover how he used Agile Selling as sales training to significantly…
  • What's Obvious to Me that Most Sellers are Totally Blind To

    25 Mar 2015 | 4:30 am
    The other day, I was doing a podcast interview with Mukesh Gupta from India. He floored me with his closing question:  "What's one thing that's obvious to me, but most people are totally blind to?" No one's ever asked me that before. But I immediately knew the answer. It's a problem that's pervasive in virtually every sales organization I work with. No one ever thinks or talks about it – yet if salespeople had this information, it could change everything.
  • How to Be a Rapid Learner When You're Time Starved

    12 Mar 2015 | 5:54 am
    Rapid Learning Mini-Course Video #7 Yay! You made it to the last video in this Crash Course. If you’re like most people, you’re a bit overwhelmed. Learning agility – and specifically it’s subset, rapid learning – is a totally new concept to you. And, it seems like a ton of work. You have to do a 30,000-foot scan, ensuring you’re dumping things out of your brain as you go. Then you have to Chunk, Sequence and Practice – all before you’re ready for prime time. How in the world can you do all this when you’re already working so darn hard – and such long hours?
  • Practice Your LinkedIn Profile Before Going Live

    10 Mar 2015 | 9:02 am
    Rapid Learning Mini-Course Video #6 Welcome back to the sixth video in this mini-course on rapid learning. The whole goal of this program is to help you become a rapid learner – so you can quickly master new information or pick up new skills. So far, we’ve focused on Dumping, Chunking and Sequencing. You’ve learned about how to take the “Deep Dive” on that one specific area you’re going to tackle first. In short, you’ve acquired the knowledge you need. But knowledge is worthless if it’s stuck in your head. You have to immediately put it to use, or it will quickly evaporate…
  • Research the #1 Facet of LinkedIn: Headline and Summary

    5 Mar 2015 | 5:00 am
    Rapid Learning Mini-Course Video #5 Welcome back. I’m glad to see you’re focused on becoming a rapid learner. It truly is a skill you can use throughout your career. And another thing, employers are looking for rapid learners. After taking a high-level scan – the 30,000-foot view – of what we want to learn about LinkedIn, we’ve finally decided that creating a strong profile is the best place to start. Now, we take a deep dive into this area, scoping all the sub-chunks of the overall profile chunk.
 
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Periscope-The World As We Know It Just Changed

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

    Miles Austin
    23 Mar 2015 | 12:52 pm
    OmniJoin is the lock-down web conferencing tool if you require confidential, secure communications and visuals between all participants and everywhere in between. OmniJoin is not generally the tool that comes to mind when someone asks me about web meeting tools. GoToMeeting, Webex, Join.me and Google Hangouts are the common responses you will hear. Online collaboration and business meetings are rapidly becoming the norm with our dispersed and collaborative business teams. Security is not normally a concern for a marketing webinar or to share content that is meant for public consumption or…
  • What Sales Leaders Should Have On Their Calendar

    Miles Austin
    12 Mar 2015 | 6:19 am
    Click the video above to learn why Sales leaders, future sales leaders and those that would like to become a sales leader in the future will all benefit from registering for this free event and attending on Tuesday, March 31st at 11:00 am Eastern. By registering, you will receive the live broadcast link, the replay link for future review, plus eBooks and supporting information from each of the presenters. Attendee feedback was extremely positive after the first event. We reviewed all the input and have added even more value going forward. Watch the video above to it’s conclusion and you…
  • Sign Of A Healthy Sales Team Is An Empty Conference Room

    Miles Austin
    6 Mar 2015 | 6:03 am
    Conference rooms and weekly sales meetings are relics of a time without the internet, webcams, smartphones and powerful web tools. A conference room full of sales people and sales leaders just might be the biggest time waste of the week. Add up the opportunity costs of each of the 12-15 sales people, 1-5 functional managers and possibly a vendor or guest gathered at that table. How long do your weekly sales meetings usually last? 45 minutes to an hour on average. Then add up the time for each of the attendees to drive to the office, park their car, fill up their coffee cup and get settled in.
  • Tools Don’t Make The Carpenter

    Miles Austin
    19 Feb 2015 | 1:09 pm
    It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more. He has spent almost 30 years learning his trade, investing in his craft and delivering masterpieces to his clients. He uses tools, both hand tools and some of the newest power tools to accomplish results. He knows which tool to use to…
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    Bill Caskey

  • When To Coach In The Moment

    Travis
    27 Mar 2015 | 10:52 am
    There are two philosophies of how to coach people’s behavior. One is to save up the counsel and dump it all on them at one time. (I use the word “dump” kindly). The other way, which I talk about in this audio clip, is to coach them at the moment of infraction. Hope you can learn from this. The post When To Coach In The Moment appeared first on Bill Caskey.
  • The One Thing That Will Change Your Sales World

    Travis
    25 Mar 2015 | 8:47 am
    Apologies to the person who created the “flower and the bee” concept but I think that epitomizes perfectly the problem with most sales processes today. And do we ever have a problem. The ‘flower and the bee’ phenomena goes like this: in nature the flower must pollinate itself. It sits there waiting for the bee (one of the many ways pollination happens) to pollinate it. The flower does not labor, nor does it stress about bees showing up. Bees, on the other hand, are scurrying about trying to find food, and pollinating the flower. In business, sales people are typically the bees and the…
  • Want to Make More Money? Bring More Value!

    Travis
    20 Mar 2015 | 8:39 am
    Jim Rohn said it decades ago but it still rings true, if you want more money, bring more value! In this audio clip, Bill lays out a way for you to make more money by becoming move valuable to those who pay you. Your income is a by-product of that, but unless you get your arms wrapped tightly around that concept, you and I might be fighting a losing battle. At your next sales meeting, play this clip and spend 20 minutes discussing it. The post Want to Make More Money? Bring More Value! appeared first on Bill Caskey.
  • My Ultra-Weird Goal That Needs To Be Made Public

    Bill Caskey
    18 Mar 2015 | 7:48 am
    Last month, I turned 59 years old. As I was shooting in the gym that day, I saw a few teens at the other end of the court (basketball) trying to dunk. They were close but not quite there. It reminded me when I was that age, where I couldn’t quite get my hands high enough on the rim to dunk. Eventually, I nailed it. But haven’t thrown one down in over 30 years. It got me thinking about my current vertical leap. A quick test – an abysmal 12.  (You know where I’m going with this don’t you?) I wondered what it would take for a 60-year old to dunk. So I set the goal,…
  • When Presenting, You’ll Crush It With These Three I’s

    Travis
    13 Mar 2015 | 7:37 am
    Whether you’re running a sales meeting, a prospecting meeting, or just presenting to a group, Bill gives you some very simple but powerful advice to keep you on track. He calls it “The Three I’s.” The post When Presenting, You’ll Crush It With These Three I’s appeared first on Bill Caskey.
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    Inside Sales Experts Blog

  • Inside Sales Comp Calculator: Base Salary & OTE

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

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

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

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

    10 Dec 2014 | 4:55 am
    I opened my email this morning and was bombarded by advice on how to end the year with a bang. For most of us, those with longer sales cycles, that horse has left the barn. Trying to course correct now is too little, too late. I'm sure you've spent countless hours on strategy and planning for next year. I'm asking you to spend 5 more minutes. As inside sales leaders, the next few days and weeks are the perfect time to assess your readiness for 2015. I've created a 2015 Readiness Scorecard to make it easy for you. With the scorecard you can assess your team's readiness for 2015 against: Group…
 
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    Selling Financial Products by Michael Roby

  • Why I Don’t Link/Connect/Friend Everyone

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

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

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

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

    Michael Roby
    23 Apr 2013 | 2:24 pm
    Do you ever have clients in for breakfast, lunch, or dinner meetings? When clients arrive, does your team offer coffee or other beverages, along with a snack? In the case of evening appointments, do you also occasionally offer  a glass of wine or other adult beverage? If the answer to any of these questions is “Yes” ask yourself this question: “What impression does it make when you serve these in Styrofoam cups, on paper plates, or on a paper towel?” Last week I heard a presentation by two successful advisors who ordered china, glasses, and wine glasses with their…
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    The Sales Leader

  • Hustle!

    Colleen Francis
    31 Mar 2015 | 8:16 am
    “Everything comes to him who hustles while he waits” – Thomas A. Edison When professional athletes are practicing, the word “hustle” gets yelled out by many coaches who want to get the most out of their players. It’s true. Hustle can make the difference between an average player and a top producer. The same concept is […]
  • Sales Tip: Selling Your Customer Services for Success

    Colleen Francis
    27 Mar 2015 | 1:23 pm
    It’s all about selling your services in this video sales tip. Although it may seem like a bitter medicine at first, selling your services correctly will pay big dividends moving forward. Nonstop Sales Boom is out now! Learn key strategies to build a business that produces consistent sales growth.
  • The Key Trait for Sales Success

    Colleen Francis
    26 Mar 2015 | 8:00 am
    Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be. Now, there is obviously a mixture of key strengths an ideal salesperson should possess, but one that stands out for me is personal responsibility. A […]
  • Go Where The Growth Is

    Colleen Francis
    25 Mar 2015 | 6:00 am
    Choose growth stagnation! In today’s podcast I’ll explain why the changing world demographic matters to your organization’s growth.
  • 10 Lessons From Traveling

    Colleen Francis
    24 Mar 2015 | 6:18 am
    It’s been a busy start to the year, with me traveling to see clients all over the world and enough to achieve Platinum status already! Whew. While I’m looking forward to a two week stretch at home next week, I really enjoy seeing new places and working directly with clients. When travelling I try to […]
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    Marketo Marketing Blog

  • Cracking the Code for ROI: Linking the Marketo and Google Worlds Together

    Chandar Pattabhiram
    1 Apr 2015 | 5:30 am
    Author: Chandar PattabhiramFor years marketers have wrestled with two very big challenges: proving ROI and trying to talk to hundreds of thousands of customers in a personal, one-on-one manner. But, there’s good news: we are one step closer to cracking the code. Today, we announced a solution with Google that changes the game. Let me break down what this means for you. Show Me the ROI! We have integrated Marketo’s Engagement Marketing Platform with Google AdWords. This integration solves a huge ROI problem for marketers. Why? Let’s be honest—a notable percentage of today’s…
  • 6 Key Steps to Global (Marketing) Domination

    Heidi Lorenzen
    31 Mar 2015 | 5:30 am
    Author: Heidi LorenzenSeven billion. According to most estimates, our global population currently stands at a little more than seven billion people. English is the third most widely spoken language, but it’s only the native language for about 5% of the world’s population. In fact, only about 30% of the world’s population speaks English with some degree of competency. This reality may make the idea of extending into global markets seem daunting for marketers, but it’s worth the effort. Localizing your company’s marketing, product, and sales content can have a hugely positive…
  • 5 Ways To Make Sure Your Mobile Marketing Is Magical

    Michael Pollack
    30 Mar 2015 | 5:30 am
    Author: Michael PollackMany of you are probably reading this blog on a mobile device, and you’re not alone. There are currently 7.2 billion+ mobile devices on the planet and that number isn’t slowing down (more here). Just thirty years ago that number was zero. On the receiving end of those mobile devices is a consumer that is continuously inundated with messages, content, and calls-to-action. Do you have strategy to break through the noise? Mobile devices play a central (and growing) role in our lives. Once relegated to voice communication and text messaging, these devices are used for…
  • 4 Simple Steps For B2C Marketers To Define Their Customer Nurturing Goals

    Ellen Gomes
    27 Mar 2015 | 5:30 am
    Author: Ellen GomesAs a B2C Marketer, you may have thought that the concept of “lead nurturing” only applied to B2B businesses. But with technology, like Marketo’s engagement marketing platform, savvy B2C  marketers are starting to implement nurturing programs. We call this customer nurturing. B2C marketers incorporate customer nurturing into their marketing programs because it helps them market effectively to their customers throughout their lifecycle—offering the appropriate message at the right time and in the right place. The ability to have a continuous conversation…
  • Explosive Growth in Marketing Tech: 7 Categories to Implement Now

    Dayna Rothman
    26 Mar 2015 | 5:30 am
    Author: Dayna RothmanThere is a ton of marketing technology out there! In fact, when Scott Brinker from Chiefmartec went to create his new Marketing Technology Landscape Supergraphic, he realized that the number of vendors (1,876) that he looked at nearly doubled in size from last year’s graphic. Take a look: Looks like a lot, right? And it certainly is. As a marketer, it is tough to know where to start. What type of technologies do I need to run my business? And then out of those categories, whom should I select? Luckily, this year at Marketo’s Marketing Nation Summit, our Expo Hall has…
 
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    The Sales Blog

  • Massive Revenue Growth Now

    S. Anthony Iannarino
    31 Mar 2015 | 6:06 pm
    This morning I did a webinar with Jeb Blount, Miles Austin, Mark Hunter, Mike Weinberg, and John Spence (What? You don’t know John Spence? Well prepare for a real treat). You can watch the replay here. Some people emailed me to ask me for a written transcript, and we’ll try to get that done. In the meantime, here are my annotated notes on how to get massive revenue growth now. Focus on the top of the funnel Sales leaders and sales managers focus on what is close to closing. They review deals at the end of the sales process, late stage opportunities, to their detriment. This gives them a…
  • Your Sales Process Isn’t Constraining. It’s Empowering.

    S. Anthony Iannarino
    30 Mar 2015 | 5:53 pm
    Your sales process doesn’t constrain you. It empowers you. Process The sales process is a global position satellite. No matter what you do, the sales process reminds you of where you are going and helps you focus. If you are in the qualifying stage, your process reminds you what has to happen for the target to reach qualified. If you are in discovery, your process keeps you laser-focused on getting to the point where you are and your client both know what needs to change and what needs to be done to help them get there. If you are off course, your process tells you how to get back on…
  • My Morning Ritual

    S. Anthony Iannarino
    29 Mar 2015 | 7:21 pm
    My alarm goes off at 5:00 AM on weekdays, so I am in bed and on my way to sleep at 10:00 PM. On weekends, I sometimes sleep in as late as 6:30 AM. I set my coffee pot the night before, and I know it is safe to get out of bed as long as I can smell the coffee brewing. Mindfulness Meditation: For the first fifteen minutes I am awake, I do a mindfulness meditation. I like to use brain wave tracks from iAwake Technologies, but recently a friend of mine told me about an app called Headspace. Headspace walks you through a meditation, which is nice, especially if you have monkey mind (and it’s…
  • How To Be a Pro

    S. Anthony Iannarino
    28 Mar 2015 | 6:00 pm
    Amateurs and professionals are different. Professionals do things that amateurs are unwilling to do. Proactive: There may be nothing that better defines you as a professional than your being proactive. Taking action before any action is necessary is what true professionals do. Professionals do things by intention. Waiting is for amateurs. Proficient: A professional has mad skills. They are proficient in what they do. They’ve got the situational knowledge, or experience, to know how to produce results. Professionals bring a level of expertise that brings with it trust. Provocative: There are…
  • How to Use Your Power

    S. Anthony Iannarino
    27 Mar 2015 | 6:54 pm
    To defend the defenseless and protect the innocent from harm. To exercise compassion where compassion is needed. To remove the conditions of fear. To make a difference in the lives of others, especially those who suffer. To help others find their own power. To help others grow. To act as an example of how an individual can bring change, especially as an example to children. This is what real power looks like. The more power you have, the bigger and more impactful the difference you can make. The post How to Use Your Power appeared first on The Sales Blog.
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    Sales Sales Management Expertise

  • April 1st - A Day for Sales People to Remember

    Tony Cole
    31 Mar 2015 | 1:39 pm
    I normally have to do some research prior to posting an article or shooting a video for our weekly Sales Brew.  Depending on the title we have selected, I look for thoughts from other subject matter experts, the history of the theme we are using or a definition of a key word.     With April Fool’s Day on the horizon, I did some research on this annual day of chicanery.  I really didn’t find anything of great interest other than the idea of identifying one day in the year to play tricks or jokes on neighbors, friends or co-works is a universal…
  • March Madness Thursday and Selling

    Tony Cole
    20 Mar 2015 | 10:35 am
    This might be the biggest stretch ever in the history of my blog. How can I possibly tie the NCAA Basketball Tournament (also known as March Madness) to selling? Honestly, I’m not sure…so I will be making this up as I go. Let me begin by setting the stage for selling and how I see it is similar to the event of March Madness. Prospecting > games that are played by all Division I teams throughout the year. Qualifying > Selection Sunday – based on performance of the teams, 68 teams qualify to make the tournament. Assessing the Opportunity to win > selecting your teams from the…
  • Who is Your Sales Competition?

    Mark Trinkle
    23 Feb 2015 | 12:42 pm
    A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question.  Who is your competition?  That is a question that we ask our clients from time to time and the answer usually comes back in one of two ways: The name of another firm that competes in the same space and/or the same geography. Something more introspective, with some salespeople saying the answer is that they are their own worst enemy…that they are the competition…kind of a “I have met the…
  • The #1 Reason Why Sales People Underperform - Taking Responsibility

    Tony Cole
    16 Feb 2015 | 7:34 am
    Without a doubt, Sales and Sales Management is an art and a science.  On January 13th, I posted the first article in the Series:  Why Isn’t Your Sale Team Selling As Expected?  In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshall – 80% (approximately) of your sales results come from JUST 20% of the team.   The 80/20 markers can slide to 60/40 but, in my recent research, I haven’t seen it move beyond that.  If this is true in your organization, then that means that 20% of the results are coming from 80% of…
  • Why Sales Team Isn't Performing As Expected (Pt.7) - Sales Management

    Tony Cole
    10 Feb 2015 | 9:30 am
    To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand. If they sell more, they make more money, leverage the comp program or qualify for the "President's reward" trip.  BUT... how about other aspects of performance and other sales people that have to perform in your company?  Time and again, I see organizations put together evaluation programs to determine the following: an employee's…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Periscope-The World As We Know It Just Changed

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

    Miles Austin
    23 Mar 2015 | 12:52 pm
    OmniJoin is the lock-down web conferencing tool if you require confidential, secure communications and visuals between all participants and everywhere in between. OmniJoin is not generally the tool that comes to mind when someone asks me about web meeting tools. GoToMeeting, Webex, Join.me and Google Hangouts are the common responses you will hear. Online collaboration and business meetings are rapidly becoming the norm with our dispersed and collaborative business teams. Security is not normally a concern for a marketing webinar or to share content that is meant for public consumption or…
  • What Sales Leaders Should Have On Their Calendar

    Miles Austin
    12 Mar 2015 | 6:19 am
    Click the video above to learn why Sales leaders, future sales leaders and those that would like to become a sales leader in the future will all benefit from registering for this free event and attending on Tuesday, March 31st at 11:00 am Eastern. By registering, you will receive the live broadcast link, the replay link for future review, plus eBooks and supporting information from each of the presenters. Attendee feedback was extremely positive after the first event. We reviewed all the input and have added even more value going forward. Watch the video above to it’s conclusion and you…
  • Sign Of A Healthy Sales Team Is An Empty Conference Room

    Miles Austin
    6 Mar 2015 | 6:03 am
    Conference rooms and weekly sales meetings are relics of a time without the internet, webcams, smartphones and powerful web tools. A conference room full of sales people and sales leaders just might be the biggest time waste of the week. Add up the opportunity costs of each of the 12-15 sales people, 1-5 functional managers and possibly a vendor or guest gathered at that table. How long do your weekly sales meetings usually last? 45 minutes to an hour on average. Then add up the time for each of the attendees to drive to the office, park their car, fill up their coffee cup and get settled in.
  • Tools Don’t Make The Carpenter

    Miles Austin
    19 Feb 2015 | 1:09 pm
    It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more. He has spent almost 30 years learning his trade, investing in his craft and delivering masterpieces to his clients. He uses tools, both hand tools and some of the newest power tools to accomplish results. He knows which tool to use to…
 
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    Keith Rosen

  • Coach to Win, Not to Fix

    Keith Rosen
    29 Mar 2015 | 10:38 am
    Today’s managers struggle to build their people’s morale, confidence, and trust. Find out what you can do to truly empower, rather than demoralize your team—no matter how toxic things may be. I love asking managers to list all the critical conversations they need to have throughout their careers. Their list of responses are always relevant, regardless of the company I’m working with or the team of managers I’m coaching to become transformational leaders. And yet, practically every response they share focuses on handling challenges or fixing problems. Consequently, managers are…
  • 6 Steps to Ensuring Your Salespeople Hit Their Goals in 2015

    Keith Rosen
    15 Feb 2015 | 6:35 am
    Your salespeople may have their goals for the year, but are they open to having you coach them to success and being fully accountable for their results? This article isn’t about setting goals. It’s about the conversation that often goes overlooked which will determine whether or not that salesperson is truly positioned for success. It’s the deeper conversation between management and salespeople that needs to take place after the goals are set—a conversation that not only covers strategy, alignment of personal and business goals, and responsibilities but encapsulates everything to…
  • Lost Sales and the Bottleneck Boss

    Keith Rosen
    10 Jan 2015 | 9:19 pm
    In the time it takes you to read this article, your sales manager may have caused the death of a sale. Here’s how to avoid it. When your direct reports approach you with a question or problem, the easiest, most visceral reaction and path of least resistance is to leverage your experience and provide what you perceive as value in the form of an answer or solution. This way, you can get back to the prior reactionary task or responsibility you were dealing with that got dumped on you at the last minute which needs to be handled immediately and as such, becomes your ever-shifting priority.
  • How to Make the Right Hiring Decision Every Time

    Keith Rosen
    21 Dec 2014 | 5:10 am
    Costly hiring decisions that are doomed from the start can easily be avoided if you simply make the choice to do so. Firing someone is never easy. Even when it’s glaringly apparent that it’s the right choice, I’ve never met a manager who likes letting someone go. Sales managers often wait until the very last possible moment before coming to that often painful, almost shocking realization that they need to terminate someone’s employment, hoping that they’ve done everything in their power to turn that person around and make them successful in their role. But even after this difficult…
  • This Manager Found a Top Salesperson Using This Email Simulation

    Keith Rosen
    14 Dec 2014 | 11:11 am
    How often do you and your salespeople use email throughout your sales process? Learn how to avoid hiring salespeople with the writing acumen of a five-year-old. The day starts like any other day. You open your inbox to check your emails. Maybe it’s from your boss or from the CEO of the company. Maybe it’s from a peer, direct report, customer or a vender. It could also be an email from customer service or a friend. Or, maybe it’s from someone you respect, even admire. After reading the email, you think to yourself, “A five-year-old can write a more articulate email than…
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    Get Clients: How to Attract and Win More Professional Service Clients

  • How to Market Using LinkedIn Groups (Marketing Q&A #2)

    Ian
    30 Mar 2015 | 6:25 pm
    Welcome to the second weekly Marketing Q&A video. This week’s question is from Anna and it’s about the best ways of marketing using Linkedin Groups. If you’d like to submit a question you’ll need to be a subscriber to my regular client winning tips emails. You can sign up below or via the links inside the video. How to Market Using LinkedIn Groups (Marketing Q&A #2) is a post from: How To Get More Clients: Practical Marketing And Sales Strategies The post How to Market Using LinkedIn Groups (Marketing Q&A #2) appeared first on Get More Clients: Proven…
  • How To Write an Email Autoresponder Sequence (Marketing Q&A #1)

    Ian
    24 Mar 2015 | 6:53 am
    I’ve just started up a new initiative: a weekly Marketing Q&A video. Every week I’m going to be answering questions submitted to me in a short video. This first question comes from Glyn and it’s about writing an Email Autoresponder Sequence. If you’d like to submit a question you’ll need to be a subscriber to my regular client winning tips emails. You can sign up below or via the links in the video. How To Write an Email Autoresponder Sequence (Marketing Q&A #1) is a post from: How To Get More Clients: Practical Marketing And Sales Strategies The post…
  • Using Images on Your Website

    Ian
    10 Mar 2015 | 6:10 pm
    One of the big trends on the web right now is the increasing importance of imagery on your website. That could range from your profile photograph on your home page, to images you use to make your blog posts easier to read. Joining me to talk about this on the latest episode of the More Clients Podcast is photography marketing expert Nigel Merrick. In the podcast Nigel shares his experiences on how to best use images on your site including the use of profile photos, infographics and “tipographics”, and supporting blog posts with relevant images. Nigel even goes a bit geeky and…
  • How To Use a Survey to Launch an Online Training Course

    Ian
    3 Mar 2015 | 5:08 pm
    I’ve had a bunch of questions in about the details of the survey we used to help launch Kathy’s online training course recently. Quick background: we’ve wanted to launch an online training course in Kathy’s business for ages and a few weeks ago we finally bit the bullet. But rather than jump straight into developing the course “blind” we decided we wanted to run a paid pilot first to make sure the concept was viable (a strategy Bryan Harris and Danny Iny have both written about). Never create a training course ‘blind’. Use a paid pilot to prove…
  • Building a Subscription Business: Interview With John Warrillow

    Ian
    10 Feb 2015 | 5:20 pm
    I’m sure it won’t have escaped your attention that more and more businesses are moving to subscription models. Whether that’s Microsoft and Adobe switching form selling software as one-off purchases to leasing access to their products through Office 365 and Creative Cloud. Or whether it’s HP’s “Instant Ink” subscription service, the Dollar Shave Club or the myriad of membership programs apeparing in almost every niche. Subscription businesses are hot property right now. When John Warrillow whote the bestselling book “Built to Sell”, one of…
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    Jonathan Farrington's Blog

  • Success Does NOT Permeate Upwards

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

    Jonathan Farrington
    23 Mar 2015 | 4:28 pm
    Eight years ago I wrote this article …. “Far too many companies have devalued selling for far too long and some business leaders have even convinced themselves that they would do better if they did not employ salespeople – after all good products sell themselves, don’t they? As a consequence, until very recently, salespeople have done everything possible to avoid calling themselves “ Salesman or a Saleswoman” They have developed a series of euphemisms such as: “Sales Engineer” “Account Executive”Technical Sales Consultant”Business Development Associate”…
  • You Are a “Generalist” – Unless of Course You Are a “Specialist?”

    Jonathan Farrington
    16 Mar 2015 | 4:49 pm
    I have been thinking a lot about this recently – the differences between so called “specialists” and the alternative, which must logically be “generalists” It is easy to imagine what a specialist is; someone who is perceived to be if not an expert, then certainly someone who is focused; has chosen to focus on one specific area, thing, sector, topic, subject … you see what I mean. Whereas a generalist is described thus: “One who has broad general knowledge and skills in several areas” Maybe generalists could also be labelled a “Jack (Jill)…
  • Checked Your “Customer Turnover” Levels Recently?

    Jonathan Farrington
    10 Mar 2015 | 1:28 am
    It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about customer turnover – it is almost as if it is a taboo subject; that there is shame attached to it, an embarrassment. Why? I suppose it is an admission of failure. The fact remains that most companies do not face up – or do not want to face up – to the potentially high cost of losing customers, and in most instances prefer to blame competitive activity, but the reality is somewhat different. Here is a survey, which I have…
  • The Ongoing Search for the “Sales Holy Grail”

    Jonathan Farrington
    2 Mar 2015 | 4:11 pm
    Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they can create. But let’s be clear, we can all be busy fools; quality trumps quantity every day of the week. Second, but equally important, salespeople often aren’t clear…
 
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    Inside Sales Thought Leadership Blog

  • Look! My 2015 Trend Report Has Legs

    Josiane Feigon
    19 Mar 2015 | 8:00 am
    I thought this pic would get your attention! Remember back at the beginning of the year when I put my 15 in 2015 Inside Sales Trend Report together? Well, I reached out to some of the biggest and brightest content partners and here is the incredible show of support and creativity these partners offered: 1. The PDF version of the 15 in 2015 Trend Report — download it if you don’t have a copy.  2. Supporting Blog posts: All Business -- Generation C: It’s All About Collaboration Apttus- Who’s Got the Power? Meet the New Generation of Decision-Makers Insidesales.com -- 3…
  • Have You Taken Your Sales Confidence Pill?

    Josiane Feigon
    19 Mar 2015 | 8:00 am
    Sales organizations have a big number to hit this quarter, and the key to sales survival in today’s age of uncertainty is CONFIDENCE.  There is a direct relationship between your self-esteem, how good you feel about yourself, and how well you do in sales. Face it, confidence can bring out the best or the worst in all of us. As I write this newsletter I’m 8 weeks from finishing my book manuscript, Selling to the Right People; How to Find and Engage the Real Decision-Makers. My confidence is high as I look at the timeline. If I catch myself thinking Oh no, will I really finish on…
  • It’s Time for Sales Managers to Stop Public Shaming

    Josiane Feigon
    19 Mar 2015 | 8:00 am
    Some leaders motivate with fear and shame and some motivate with praise and encouragement. I don’t do well with the shaming — I can beat myself up on my own, thank you. But I also don’t always do well when I hear the “great job” feedback. I want more specifics. But public shaming seems to be IN these days. The movie “Whiplash” is all about an abusive drum teacher who goes at it with his student. He says, “I push people beyond what’s expected of them.” Watch the trailer, it will get your heart pumping fast. There’s also…
  • Keep Calm and Vote for TeleSmart — Pleeeeeeeeze

    Josiane Feigon
    17 Mar 2015 | 10:52 am
    It’s that time of year again where everyone casts their vote for the AA-ISP most influential or Service Provider of the Year. I’m proud to say that I’ve been among the Top 25 Most Influential for several years in a row and happy to hold on to my crown. Vote here. But this year, it would be super wonderful if you voted for TeleSmart Communications in the Service Provider category. Last year, when  we celebrated our 20th anniversary, I wrote a few posts about this journey and commitment to dedicating my work to developing inside sales professionals: #TeleSmart20 - The…
  • Time’s Up! 5 Reasons Why You Need to Get Rid of Voice Mail

    Josiane Feigon
    27 Feb 2015 | 11:26 am
    How many of you listen to your voice mail messages on your cell phone? How many of you have that annoying family member who insists on leaving you that long 4-minute voice mail message asking you to call back to discuss the dinner plans for next week? How many of you ask people to leave you a voice mail message instead of asking them to text you or email you? How many of you are shortening your voice mail message so much now because you know that anything over 15 seconds will just get deleted? You are not alone. As phone companies are abandoning land lines, and they are projected to…
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    EyesOnSales.com

  • Don’t just drink the water, eat it!

    editor@eyesonsales.com
    31 Mar 2015 | 10:00 am
    Ask anyone in New York City why their bagels are the BEST in the world and they’ll say, “It's the water!” Ask anyone in Philadelphia why their cheesesteaks are the BEST in the world, and they will say, “It's the bread.” Further questioning one will ask, “Why is the bread so different?” and they will say, “It's the water! Water? Really? Yes, water! The unique water that’s ADDED to the standard ingredients makes the food BEST. So I’m going to ask you two questions: What's in your water? What makes your water different, better, than…
  • How to Gain Sales Confidence When You're Not Closing

    editor@eyesonsales.com
    26 Mar 2015 | 10:00 am
    Sales Question: "How do you gain sales confidence when you aren’t closing business? I’m starting to doubt that sales is for me." SalesBuzz Answer: By Michael Pedone OK, first things first… Take a deep breath and realize that all great sales people have at one time or another been so frustrated, fearful and discouraged, even to the point of wondering if a career in sales was for them. Now, how does this fact help you?  It allows you to realize that there is a way out. They all found a way. And so can you. There is light at the end of the tunnel. But you’re going…
  • Five New Ways of Handling the “Just Email Me Something”

    editor@eyesonsales.com
    24 Mar 2015 | 10:00 am
    While the method of this stall has changed throughout the years: it went from, “Just put a brochure in the mail, and I’ll look at it,” to “Why don’t you fax something to me, and I’ll look it over,” to now it’s, “Just email me your information, and I’ll look it over,” unfortunately, it all still means the same thing: your prospect either doesn’t want to take the time to be pitched, or they don’t need what you’re selling.  Either way, this stall sets up one of the most frustrating parts of sales – the…
  • Can You Fix My Voicemail Message?

    editor@eyesonsales.com
    19 Mar 2015 | 10:00 am
    Sales Question: "I’m struggling with getting callbacks from my voicemail messages. Our software market is in Law Enforcement, Public Safety, Fire/EMS, and Government and I’m not getting any call backs. Can you help? A copy of my voicemail script is below."         SalesBuzz Answer: By Michael Pedone OK… I’ve read your current voicemail script. Let’s see if we can make a few tweaks to help you get a better response rate. Let’s start here: Expectations How many callbacks are you expecting? If I called and left 25 first-time voicemail…
  • Beware of These Prospects

    editor@eyesonsales.com
    18 Mar 2015 | 10:00 am
    Wishy-washy answers. Heel dragging. Elusiveness. Favoritism toward competitors. And, sometimes, downright unethical behavior. We’ve all experienced at least a few of these aggravations while going through the qualification process with prospects.  The real problem, however, is not reacting to red flags soon enough. Instead of taking a moment to ask deeper qualification questions that will straight out reveal if the prospect is legitimate, some sellers push on in the hopes of landing the prospect until it becomes glaringly obvious it’s a “no go.” This is a complete…
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    The Accidental Negotiator

  • What Is Your “Vision” During A Negotiation?

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

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

    drjim
    13 Mar 2015 | 2:00 am
    To get what you want from a negotiation, you need to know what your bottom line isImage Credit: Laura Gilmore You would think that when we start a negotiation that we’d know what we wanted to accomplish no matter what negotiation styles or negotiating techniques were being used. However, all too often this is not the case. What seems to trip us up is not having a clear understanding of just exactly what our “bottom line” is. We think that we know, but we really don’t. What can we do to make sure that we know what our bottom line is before we start our next negotiation? How To…
  • Why Negotiators Should Put A Dead Dog On The Table

    drjim
    6 Mar 2015 | 1:00 am
    To get your way in a negotiation, perhaps you should put a dead dog on the tableImage Credit: rubyblossom. Our goal as negotiators in our next negotiation is to get the other side of the table to agree to our proposals no matter what negotiation styles or negotiating techniques are being used. Unfortunately, all too often they don’t like what we are proposing and they decide to hold out to see if they can get us to offer them a better deal. We’d really like to find a way to prevent this from happening. That exactly where placing a dead dog on the negotiating table just might help…
  • When You Are Negotiating, It’s All About The Big Picture

    drjim
    27 Feb 2015 | 1:00 am
    In a negotiation, it’s seeing the big picture that countsImage Credit: Charlotte Carey A question that I am often asked by negotiators who are just starting out is what they should be concentrating on during a negotiation. Let’s face it, each negotiation that we are involved in consists of a lot of different moving parts and if you don’t know where your focus should be, your attention will end up being everywhere and nowhere at the same time. Where should your attention be? It’s All About The Big Picture Ironically the reason that we have such a challenge during a…
 
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    Paul Castain's Sales Playbook

  • You Had Better Be Armed With More Than Just A Phone!

    Paul Castain
    30 Mar 2015 | 12:00 pm
      Here are 5 solid reasons to have more than just a phone in your sales toolbox. 1) People just don’t answer their phone any more. If you put all your eggs in that basket, you miss out. And “I’ll just make more calls” is simply doing more of an unproductive activity. To that end, I […]
  • A Quick Tip To Start The Week STRONG!

    Paul Castain
    29 Mar 2015 | 9:35 am
    It should come as no surprise to you that buyers can be skeptical and cautious at times. It should also come as no surprise to you that  skepticism and cautiousness show their ugly faces in the form of objections, stalls, rejection or just disappearing because they lack the stones to tell you “No”. This week, […]
  • How To Utilize Personal Branding To Drive Sales Results

    Paul Castain
    25 Mar 2015 | 5:38 pm
    In this week’s episode of The Sales Playbook Podcast, I interview Richie DeMarco. Richie is the Vice President of Sales for Eveready Hardware and not only leads their sales team, he’s personally responsible for a large portion of the company’s sales. Yep, Richie still sells! Richie has built a powerful personal brand and has established […]
  • Do You Disrespect Your Clients Like This?

    Paul Castain
    23 Mar 2015 | 3:55 pm
    I recently facilitated a group coaching call that was comprised of Vice Presidents of Sales and small business owners. I asked everyone how they felt (as customers) when . . . Their cellular company offers a really cool special to new customers and existing customers get nada. Their cable company does the same thing or worse […]
  • A Quick Tip To Start The Week STRONG!

    Paul Castain
    22 Mar 2015 | 5:23 am
    In this week’s quick tip we talk about two people who were rejected over 140 times and then embraced a really simple philosophy that helped them go on to build an empire valued at over a billion dollars. The best part, is that YOU can embrace this philosophy immediately! Download this episode (right click and […]
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    SALESPRACTICE.COM

  • Getting into gas and electric sales

    26 Mar 2015 | 9:54 pm
    I have been selling things for about 7 years now, but have not yet gotten into deregulated gas/electric. My customer [...] http://www.salespractice.com/forums/t-12063.html
  • B2B Cold Calling Questions

    21 Mar 2015 | 6:34 pm
    My question is about 'Do Not Call List' when it comes to B2B calling. Does this list exist? Are there any regulations [...] http://www.salespractice.com/forums/t-12060.html
  • Is a lack of confidence the main reason why people fail with their sales efforts?

    18 Mar 2015 | 12:56 am
    Is a lack of confidence the main reason why people fail with their sales efforts? Any thoughts? Agree or disagree? [...] http://www.salespractice.com/forums/t-12132.html
  • What is inside sales?

    13 Mar 2015 | 10:11 pm
    Is Inside Sales another name for Telesales, Teleprospecting, or Telemarketing and what differentiates Inside Sales from [...] http://www.salespractice.com/forums/t-12145.html
  • Names- Those you can't pronounce & nicknames

    7 Mar 2015 | 10:51 am
    I was curious, what do people think/recommend on calling when you either can't pronounce the name or know that the name [...] http://www.salespractice.com/forums/t-11994.html
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Cold Calling Works!

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

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

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

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

    the_alen
    27 Jan 2015 | 5:56 am
    Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t it? On the surface, this sounds like an automatic recipe for success for the extrovert, and disaster for the introvert. But as you’ll soon read, introverts can excel in this culture, by making the most of their unique attributes. Since the early part of the 20th century – along with the rise of corporations – extroversion has been favored over introversion as a way of doing business.
 
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    Your Sales Management Guru

  • Time for Salesperson Evaluations

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

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

    kenthoreson
    16 Mar 2015 | 8:04 am
    If It Isn’t Fun, It isn’t Selling!!! Last week I was in Arizona speaking at a conference, during my program I used the phrase: If it isn’t fun, it isn’t selling!, and the reaction I received was interesting.  Most of the comments seemed surprised or somewhat taken aback as I discussed the topic, others were curious as to how to have fun during the sales cycle. I have to confess,  I have somewhat borrowed  that phrase from Sam Hagerman, Camp Director at my old Boy Scout camp, Camp Decorah; his mantra was: “if it isn’t fun, it isn’t scouting”. I did tell Sam I changed his…
  • Enhancing Your Executive Edge

    kenthoreson
    23 Feb 2015 | 6:37 am
    Enhancing Your EXECUTIVE EDGE How to Develop the Skills to Lead and Succeed It’s time for another book review!  Last week I was on vacation and I had the time to read three books, one of them written by Kim Zoller/Kerry Preston was on Enhancing Your Executive Edge. Published by McGraw Hill, it is a terrific read for all executives and any manager. In defining Executive Edge the authors quickly hook you in the Introduction, they set the stage showing their methodology by providing the reader an experience in self development and growth by providing an Online Assessment to first determine…
  • What Sales Compensation Trends Are in Store for 2015?

    kenthoreson
    12 Feb 2015 | 11:59 am
    What Sales Compensation Trends Are in Store for 2015? By David J. Cichelli, Sr. Vice President, The Alexander Group, Inc. This week while I am on vacation I am adding a Guest Blog, it should be of huge interest to the readers of this blog. A look into the Alexander Group’s “2015 Sales Compensation Trends Survey” reveals that companies plan to offer moderate pay raises of 3 percent for sales personnel in 2015. This comes after a blowout year in 2014 with payouts increasing 7 percent over payments from the previous year, widely exceeding the 3% increase planned for 2014. Sales departments…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Top Trending CMO Resources for Spring 2015

    31 Mar 2015 | 4:20 pm
    Top Trending CMO Resources for Spring 2015, brings together the latest in information, coverage of important developments, and expert commentary to help with your CMO related decisions.The following kit contents will help you get the most out of your marketing research:8 Things Influencers Can Do for Your BrandGuide to Avoiding 8 Time-Wasting, Deadline-Missing, Infection-Spreading Workplace ZombiesThe Video Marketing HandbookRequest Free!
  • Top Trending Marketing Resources for Spring 2015

    31 Mar 2015 | 3:50 pm
    Top Trending Marketing Resources for Spring 2015, brings together the latest in information, coverage of important developments, and expert commentary to help with your Online Marketing related decisions.The following kit contents will help you get the most out of your Online Marketing research:How to Adopt Agile Marketing: 6 Easy StepsThe Quick Guide to Conversation Analytics8 Things Influencers Can Do for Your BrandRequest Free!
  • The 2015 Social Media Marketing Starter Kit

    31 Mar 2015 | 2:50 pm
    “The 2015 Social Media Marketing Starter Kit” includes the “Getting Started with Social Media” eBook plus 3 other resources to help you jump start your social media marketing strategy.Social media provides a new set of tools that businesses can use to connect with their customers and the general public. Social media tools can be used to get new customers, increase sales, and turn existing customers into your most powerful sales team. But social media is about more than just using these new tools. Social media requires a new way of thinking about your business and your customers.This…
  • Getting Started with Social Media

    31 Mar 2015 | 12:00 am
    Social media provides a new set of tools that businesses can use to connect with their customers and the general public. Social media tools can be used to get new customers, increase sales, and turn existing customers into your most powerful sales team. But social media is about more than just using these new tools. Social media requires a new way of thinking about your business and your customers.This eBook will help answer questions like:Why should my business use social media?How is social media different from other ways that I talk with my customers?Should I learn social media myself, or…
  • Nine Things That Every Healthcare Technology Marketer Should Know

    31 Mar 2015 | 12:00 am
    The global healthcare IT market is projected to hit $66 billion by 2020, according to a report from Global Industry Analysts. The growth is driven by strong emphasis on improving the profitability of healthcare institutions, increasing demand for quality healthcare services, and growing acceptance of mHealth and eHealth practices.Technology marketers who want to take advantage of this growth are quickly learning that talking to healthcare providers requires a unique approach.Metia has a team that specializes in healthcare IT marketing. To help you go to market effectively, we have collected…
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    Salesjournal

  • The Best Way to Network on Facebook, Twitter and LinkedIn

    caitlinhoward
    27 Mar 2015 | 8:44 am
    By Jacqueline Whitmore (Entrepreneur.com) Social media is a great place to network with clients and customers online, but each social network requires a different approach. Keep reading to learn the best way to network on Facebook, Twitter and LinkedIn. I usually shy away from using Facebook to network, but this article gives some great tips for […]
  • 5 Apps To Help You Jettison The Junk

    caitlinhoward
    27 Mar 2015 | 8:28 am
    By Doug Aamoth (Fast Company) It’s been a long winter and spring is finally here! It’s time to declutter your life, physically and digitally. Use this article to find 5 apps that will help you do just that. I especially liked the TinyScan app to help organize random papers, menus, and notes I have on my […]
  • The Top Three Technologies To Improve Your Sales Process

    caitlinhoward
    17 Mar 2015 | 11:42 am
    We are living in a business world where almost every process can be improved with technology — and sales is no exception. Have you embraced technological tools so your sellers can better understand who your leads are, how to approach those leads with knowledge and confidence, and move them efficiently through the sales cycle? In order to gain […]
  • 15 Ideas for Selling with LinkedIn

    caitlinhoward
    19 Feb 2015 | 8:01 am
    By Mike Schultz (RAIN Selling Blog) LinkedIn is a valuable tool for sales reps and even 89.9 percent of top sellers view LinkedIn as an essential tool. Keep reading to learn 15 ideas for selling with LinkedIn that will help you build important business relationships and improve your social selling. 15 Ideas for Selling with […]
  • 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You Don’t Feel Like It)

    caitlinhoward
    19 Feb 2015 | 7:35 am
    By Amy Morin (Forbes) Whether you’re still going strong with your New Year’s resolutions, or you’re starting to lose steam, these 3 tricks for sticking to good habits will help you stay on track and maintain good habits for the long run. 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You […]
 
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    Peak Sales Recruiting | Sales Recruiter

  • Hiring Salespeople: A Core Process You Must Perfect

    Dave Stein
    31 Mar 2015 | 12:00 am
    If you haven’t built a team of highly qualified and skilled sales professionals, don’t waste your time and money investing in sales processes, training, compensation plans, technology, marketing support, or strong products and services. Depending on the industry, somewhere between 20 and 33 percent of salespeople aren’t capable of being successful at their jobs. It’s a frightening statistic, but scarier still is understanding that a bad hire—a salesperson who lasts less than a year—can cost your company anywhere from $250K to $800K (or more), including lost business opportunity.
  • What I Wish I Knew Before Becoming a Sales Manager

    Eliot Burdett
    23 Mar 2015 | 12:00 am
    When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I was a company founder who filled a need that we had at the time to build our sales team, and I kind of made things up as I went along. As I think back to those days, I realize how much I struggled to achieve my goals, and while I was successful, I can’t deny that it probably had as much to do with luck and timing as it did with my will and effort. It was a time of great learning but there are…
  • Is Your Sales Team Comprised of Order Takers or Order Makers?

    Eliot Burdett
    16 Mar 2015 | 6:49 am
    Describe cold calling to someone outside of sales and they will cringe at the notion of contacting an unknown person and likely hearing that they don’t want to speak. Even sales people who claim to embrace hunting will often avoid cold calling if given the choice. There is no doubt that prospecting for new customers is hard work and all but a few personality types have the disposition to embrace the practice and do it well. The practice, however, remains one of the most powerful ways for sales teams to achieve superior sales results (check out these stats!). But if you were to take a stroll…
  • Sales Manager Job Description

    Jennifer McFarlane
    9 Mar 2015 | 7:24 am
    High performing sales managers are gainfully driving revenue for their employers and not perusing job ads. So if you need to hire one, you are going to have to be more creative than the average employer and your job ads will need to stand out. No longer is it good enough to list an exhausting, yawn inducing set of requirements and experience levels in your job description. Instead, a job description must position the opportunity, intrigue the reader, and present an irresistible challenge to an achievement oriented individual, yet still include the skills and experience required to excel in…
  • 2015 Sales Compensation Trends

    Susan Halliwell
    23 Feb 2015 | 6:42 am
    In January, the World Bank announced cautionary good news. The organization’s Global Economic Prospects Report (GEP) predicted growth for developing countries, soft oil prices, a stronger U.S. economy, and the continuation of low interest rates globally. As experts continue to talk about economic recovery, this positive outlook for the global economy is reflected in corporate earnings which are experiencing an uptick as well. The Alexander Group’s 2015 Sales Compensation Trends Survey Executive Summary, published in January of 2015, provides insights on how sales compensation strategies…
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    Sharon Drew Morgen

  • Questions: The Problems and the Possibilities

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

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

    Sharon Drew Morgen
    16 Mar 2015 | 10:01 am
    Have you ever been absolutely certain you heard someone say something they later claim they didn’t say? Or inaccurately interpret requests from your spouse or colleagues when you could swear you’re right and they’re wrong? It’s interesting how mutually defined words end up causing such havoc. Spoken language is a mutable translation system – a best attempt to impart thoughts, feelings, and world view between dialogue partners for the purpose of shared understanding, intimacy, and maintaining relationships. Senders (unconsciously) choose their words as representative of what they…
  • Motivation Is An Inside Job

    Sharon Drew Morgen
    9 Mar 2015 | 8:38 am
    Why do we do what we do? What causes us to succeed, fail, procrastinate? Is it our environment? Our biology? Our New Year’s resolutions? There’s much debate why our motivation goals fail and how to resolve them. I believe we’re addressing the wrong issues. WHY PROMOTING BEHAVIOR CHANGE CAUSES RESISTANCE Everything I’ve read on resolving “motivation” issues focus on behaviors: why, how, when. Courses, keynote speakers, books, attempts to pump up, stimulate, and otherwise inspire. All trying to cause the ineffective behaviors to change to effective ones. But change doesn’t happen…
  • Using Buyer Personas During Pre-Sales Stages

    Sharon Drew Morgen
    2 Mar 2015 | 7:52 am
    Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. But it’s possible to make them even more efficient. Here’s a question: Do you want to sell/market? Or have someone buy? The belief is that if you can sell/market appropriately – the right campaign to the right buyer with the right solution at the right time – buyers will buy. If that were true, you’d be closing a helluva lot more than you’re closing. Sure, Buyer Personas make a difference in your close rate. But it could be higher. Currently, your targeted campaigns…
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    A Sales Guy | A Sales Blog | Sales Consulting

  • A New And Surprising Way To Improve Email Response Rates

    Keenan
    30 Mar 2015 | 1:03 pm
    Getting people to open emails and then respond to them is the biggest challenge in sales today. With so much communication being done via email, increasing response rates is the holy grail. I wrote a post a while back that contained an infographic outlining the best subject lines for emails.  It was one of my most popular posts in 2014. It’s clear that getting increased response to emails is important to salespeople. Humans prefer to engage with authentic, personal communication much more than “email blasts” -Sean Mitchell bombbomb If email open rates are important to you,…
  • Why There Is No Room For “IF” In Selling

    Keenan
    25 Mar 2015 | 4:41 pm
    I received this email the other day and it started like this; If you work in sales enablement you should – Well, I don’t and I suspect most of the other recipients didn’t either. The email then went on to talk about the value proposition of the podcast they were promoting. After a decent list of benefits the email ended like this: Ifyou are in salesenablement, and need to scale, you will benefit from listening to this podcast The email was short, targeted and offered a decent  value proposition. It wasn’t a bad email, except, it started and ended with…
  • Have You Started Using Meerkat?

    Keenan
    20 Mar 2015 | 12:16 pm
    I got hip to Meerkat about two weeks ago. Like most people, I saw the all the noise coming out of SXSW and so became curious.  This week while at Insidesales.com Accelerate conference I decided to take Meerkat for a spin and see what it’s like.  I Meerkatted Hall of Fame QB Steve Young’s talk.   Steve is a pretty funny guy. I tried to upload it here, but it’s too big a file.  It rocked and I’m glad I tried it out. I see so much potential for Meerkat and social streaming that I posted about on Forbes the other day; 5 Unexpected Way Meerkat Will Crush It For Sales…
  • What Are You Focused On?

    Keenan
    17 Mar 2015 | 1:23 pm
    What are you focused on  Exactly!   How honest are you being? What we focus on is what we get.  
  • [Video] How Sales People and Sales Leaders Do A Killer Demo

    Keenan
    16 Mar 2015 | 12:26 pm
      “Selling is not just show up and throw up!”  Mark Roberge   Demos are increasingly becoming the path to making the sale, and if you mess up the demo, it sabotages the sale.  Unfortunately, too many salespeople and therefore sales organizations do crappy demos.  I see this as the fastest growing sales problem today. So, with that said, I wanted to get someone who knows how to do killer demos to school us all on how to a demo that works and helps the sale, not hurt it. Mark Roberge is that guy and he killed in on this week’s show. Mark is the CRO of HubSpot and…
 
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    Sales Motivation and Sales Training

  • 5 Ways to Prospect Using Email

    TheSalesHunter
    31 Mar 2015 | 11:12 pm
      Here are 5 things you can do write now to improve your prospecting emails: 1. Think newspaper headline, not a letter. Big mistake salespeople make is they use the first paragraph to introduce themselves and their company to the prospect. This is a huge waste! Any prospect viewing this will delete it in a […]
  • Is My Price Too High? You May Just Have Bad Customers.

    TheSalesHunter
    31 Mar 2015 | 5:42 am
      The customer rejects your price. They tell you it’s too high. You’re nervous you’re going to lose another sale and you wonder what to do. Problem is you may very well come up with the wrong solution. Your best solution is not to cut your price. Your best solution is to find better prospects. […]
  • Sales Motivation Video: Skip the Complexity!

    TheSalesHunter
    29 Mar 2015 | 11:09 pm
      As salespeople, are you feeling overwhelmed or paralyzed by complex situations you are facing? I say, “Skip the complexity!”   That’s right, if you break those complex situations down into manageable tasks, you will be on your way to more AND better sales! Too many people are struggling in their sales career, for no […]
  • VIDEO SALES TIP: Best Way to Respond to An Objection

    TheSalesHunter
    28 Mar 2015 | 2:38 am
      How you respond to a customer’s objection is absolutely vital to not only overcoming the objection, but also to maximizing the price you will ultimately get. Sales is about keenly focusing on the customer’s desired outcome and leveraging that.  And this becomes essential when the customer starts raising objections. You can develop skills that will […]
  • Who You Prospect Will Determine the Price You Get

    TheSalesHunter
    27 Mar 2015 | 3:30 am
      If you’re not getting the price you want, it might be more than just your selling process that you need analyze. The problem might be due to your prospecting process and specifically who you’re targeting in the prospecting process. The price you get when you close the sale starts with who you have in […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • Ignorance Or Ineptitude?

    David Brock
    31 Mar 2015 | 11:45 pm
    The words, Ignorance and Ineptitude, catch your attention immediately.  Being accused of either provokes an immediate reaction.  It may be hurt or disappointment.  Possibly defensiveness or denial.  Sometimes the “fight” response comes up, “Who are you calling…..?”  Whatever the response, these words, when applied personally are offensive and they demand our attention. I’ve been re-reading Dr. Atul Gawande’s,  The Checklist Manifesto:  How To Get Things Right.  While the book came out years ago, it’s worth a quick review.  Gawande talks…
  • Your Sales Process Is Not A One Way Street!

    David Brock
    30 Mar 2015 | 11:45 pm
    Our thinking and visualizations of our sales processes, deal strategies, funnels, and pipelines often cause us to do the wrong things.  It’s because we have a “one way street” mentality as we think of our deal strategies.  Things progress–top to bottom, left to right (or right to left in certain parts of the world). We prospect, qualify, discover, demonstrate, propose, close, implement. Everything moves in one direction, we’re always moving forward—-except when we don’t. The other day, I was reviewing a critical deal.  You guessed it, it was large…
  • Buying Acceleration

    David Brock
    29 Mar 2015 | 11:45 pm
    It’s become fashionable to talk about Sales Acceleration.  I suppose it seems sexier than talking about sales effectiveness or efficiency.  Perhaps we can visualize the concept of speed much more easily than other metaphors. Inbound sales people are constantly trying to accelerate sales by getting to the customer quickly.  Just the other day, I made the mistake of downloading another white paper, within minutes I get emails and calls from sales people about demoing and buying their product. As sales people, we try to move things faster through the sales process.  We want to get…
  • Secret Closing Techniques

    David Brock
    29 Mar 2015 | 8:03 am
    An article, “Secret Closing Techniques,” caught my eye.  I’ve never really had any trouble closing, but I’m always looking to improve. Some expert had discovered the secrets to closing deals.  Deals you’ve worked through but just can’t close.  Summarizing the “secrets,”  Stories, Curiosity, Sense of Urgency. I reread the article several times, thinking I may have misunderstood. Don’t get me wrong, stories, curiosity, sense of urgency are all critical things to do in the sales process.  But this author wrote about them as the secrets…
  • Is It Your Sales Process?

    David Brock
    26 Mar 2015 | 11:45 pm
    Most organizations I work with have a sales process.  But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.  That is, they’ve leveraged the same generic sales stage steps that came with their CRM system.  Or they’ve used the generic sales process from the sales training company they last used.  Or it’s the process they put in place 10 years ago. It’s a sales process (or some semblance), but it’s not THEIR sales process. Often, coincidentally, they aren’t using it.  Sales people say,…
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    Media Sales Today

  • How Well Do You Know Your Prospect’s Goals?

    Kathy Crosett
    31 Mar 2015 | 11:45 pm
    By now, you know selling is not all about picking up the phone and asking the client how much they want to spend with you this month. Stephanie Dart, in a post on Microsoft Dynamics, reminds you that much of your interaction with a client should be about convincing them that you know their business. Once they sense you’re on their side, they’ll be more willing to buy something from you. Of course, you aren’t in the trenches with clients and prospects battling competitors and trying to get a new product out the door. But you should be able to speak intelligently about their business.
  • Outsell Predicts 2015 Ad Spending of $452 Billion

    MST Staff
    31 Mar 2015 | 12:05 pm
    Outsell, Inc., a strategic advisory firm focused on the convergence of media, information and technology, has released results of its 10th annual Advertising and Marketing Study. The study surveyed nearly 1,500 U.S. marketers to provide insight on spending across 36 categories, offering the most comprehensive view into these marketers’ spending patterns and their challenges. According to Outsell’s Annual Advertising and Marketing Study 2015: Topline report, spending on advertising and marketing will grow 4.6 percent in 2015, reaching $452 billion. Digital spending has pulled…
  • Facebook and Twitter to Take 33.7% of Digital Display Ad Revenues by 2017

    Amanda Reardon
    31 Mar 2015 | 10:00 am
    If you offer digital display services, prepare yourself to compete with the likes of Facebook and Twitter over the next few years. These two social network juggernauts are increasing their share of the digital display ad market year-by-year and will account for 33.7% of the market by 2017. eMarketer estimates project U.S. digital display ad revenues by company through 2017: Facebook – $6.82 billion in 2015 will grow to $10.03 by 2017 Twitter – $1.34 billion in 2015 will grow to $2.54 billion by 2017 With U.S. digital ad expenditure being estimated at $37.36 billion for 2017,…
  • How to Outrun Google, Facebook in the SMB Local Ad Market

    Kathy Crosett
    31 Mar 2015 | 8:00 am
    Earlier this month, our State of Media Sales white paper reported on the top challenges your bosses identified for this year.  32% believe winning ad money from local businesses is getting increasingly difficult because  Google and Facebook are crowding the marketplace. How can you compete with these tech heavy companies?  It might be easier than you think and it all comes down to touting your digital marketing  services expertise. Google and Facebook are trying to sell your clients a package that doesn’t necessarily take all of their needs into account.  If you have established a…
  • Lead Nurturing Can Generate 50% More Sales; Do You Have A Program?

    Jessica Helinski
    30 Mar 2015 | 11:00 pm
    While salespeople are constantly told to nurture leads, research reinforces the importance of pre-pitch homework. Consider these two stats: Companies excelling at lead nurturing generate 50% more sales-ready leads at a 33% lower cost. Nurtured leads make purchases that are 47% larger than those that are not nurtured. More prospects are doing research on their own long before they plan to buy, revealing that simple outbound strategies just won’t cut it anymore. It’s time that more salespeople consider implementing a lead nurturing program, whether they are short- or long-term. In a…
 
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    Dave Stein's Blog

  • Selling: The Value of a Guarantee

    Dave Stein
    10 Mar 2015 | 10:52 am
    This past Sunday, my wife and visited Total Wine in Naples, Florida. We were expecting company for the evening and needed to stock up on wine and spirits.As she shopped for the wine, I found a bottle of Bombay Sapphire, my preferred gin, and put it in the cart.After a moment or two, a staff-member came along and asked us if we had ever tried Citadelle gin. I volunteered that I hadn’t. He told me a bit about the distillation process, as compared to the Bombay, and that the Citadelle had a much smoother taste. However knowledgeable he was, I was skeptical.He saw that and immediately said,…
  • Catch the GoSalesTrain for On-the-Go Sales Training

    Dave Stein
    16 Feb 2015 | 7:05 am
    I recently joined the advisory board of GoSalesTrain, a new mobile sales training platform that, through seamless integration with today’s most popular smart devices and web browsers, promises to change how sales training is delivered, absorbed, and retained.What are the key differences between GoSalesTrain and other technology-enabled learning approaches? Speed and focus, says Kalpit Jain, GoSalesTrain’s Founder and CEO.“Most current market solutions offer a ‘mobile band-aid’ to their traditional sales training methods,” Kalpit told me when I asked him about the new technology.
  • About Keynote Speaking: The Signature Story

    Dave Stein
    6 Feb 2015 | 9:48 am
    Storytelling is a valuable tool for a salesperson to employ. I’ve little doubt about that. I use stories regularly.For this post, let me elevate the discussion to the keynote speech.One of the cornerstones of an unforgettable keynote is the signature story.When designing a keynote I’ll typically select one of the signature stories I’ve developed over the years in order to imprint a message on my audience so they remember it forever. The signature story is not an after-thought. It is strategic.Years ago, with the help of a speaking coach, I began writing these accounts of…
  • Does Your Sales Trainer Make THEIR Number?

    Dave Stein
    9 Jan 2015 | 7:47 am
    During my earliest days as a sales rep, my performance was inconsistent. I quickly learned a lot. I performed better.As a manager, the same process occurred.It did again as VP of sales. At one point, during a meeting, one of the VC’s on our board told me to, “stop the self-flagellation and start delivering some numbers.” Ouch.I learned a lot from that point going forward about selling, targets, pipelines, forecasts, hiring, channels, partners, demand generation, and all the rest.In some ways a self-employed consultant has it easy.Targets are self-imposed. No investors…
  • Twitter Chats: The Weekly #SSHour

    Dave Stein
    15 Dec 2014 | 8:05 am
    #SSHour’s weekly group chats harness the power of social media to empower the social selling community to harness the power of social media. In the eight years since Twitter’s launch, tech savvy members of the online business community have overwhelmingly embraced yet another a new way of communicating (140 or fewer typed characters), a new vocabulary (Think “tweet,” “Twitterverse,” and “hashtag.”), and yet another dynamic new medium for promoting a product, service, or message. Still, countless other (unquestionably competent) sales and marketing…
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    Renbor Sales Solutions Inc. » Blog

  • Are You Committing This Prospecting Sin? – Sales eXecution 291

    Tibor Shanto
    30 Mar 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  The biggest prospecting sin you can commit is not to prospect, but there are many others that are dangerous and can have almost as detrimental effect on your sales success, and more. The one we’re going to look at today is a common technique used by many, encouraged by pundits is this one: Your on the phone with a pre-qualified(?) prospect, and you say something to the effect of “I just need 15 minutes of your time…” Or it’s déclassée cousin “I just need 15 short minutes…” I mean really, what is the difference between the…
  • You Can Play Nice or You Can Play To Win

    Tibor Shanto
    26 Mar 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  There are times when you hit a wall in a given sale or opportunity, where you have some though choices to make: do you walk away, do you take a different approach with the buyer, or do you abandon the person you have been working with and go around or over them. As interesting as the choices that people make in these situations, what’s even more interesting and noteworthy from a learning standpoint, is why and how the make those choices. Not a negative, but a reality is that many sales people positive nature and disposition, a ray of…
  • FREE is A Four Letter Word – Sales eXecution 290

    Tibor Shanto
    23 Mar 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  As you may be aware I have the honour of being one of the presenters at this year’s Sales Performance Summit, the event is both live, and being webcast live simultaneously to anyone with a web connection, even the folks on the International Space Station. What I found interesting is the number of people who are questioning the wisdom of charging for the simulcast, many of those questioning us are themselves sales pundits. They point to great content being made available on the web for free; or that the webcast will cut into our live…
  • You Can’t “Just Call It In” To Win In Cold Calling

    Tibor Shanto
    19 Mar 2015 | 5:00 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. One key to success is being present and in the call, not “just calling it in”. Coming out of the training most will apply what they learned quit literally, almost religiously. They are attentive to details, complying with what the process dictates, to the point where they are rigid, almost unnatural. But as a result of putting a structured and proven approach into…
  • Getting More Out Of Your Selling Time – Sales eXecution 289

    Tibor Shanto
    16 Mar 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  24 hours is all any one of us get each day, how we choose to spend that time will determine our success. In the past I have written and spoken about the importance focusing on time allocation and utilisation, and not worrying about time management. One key element on my approach is to allocate time to all high-value activities. While most understand the concept when it comes to basic, yet high-value activities like prospecting, admin, etc. Things that are there, have specific actions, desired outcomes, and some degree of measurability. Many…
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    Jonathan E Brickman

  • Religion and Start-ups

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

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

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

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

    Brick
    4 Feb 2015 | 4:43 pm
    I have noticed a trend… Despite all of the content around the etiquette of social selling, I have seen the opposite behavior than what is being recommended as best practices. I am definitely seeing the benefits of my labor, building a personal brand and contributing to the social ecosystem, but it seems like I am seeing lots of noise too. I refer back to my recent post about hanging a shingle, and yes, it’s true. People will show up at your doorstep. But, will the right people show up? Well, I am learning that depends on the signage and how clear your messaging is. So, here is the…
 
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    Anne Miller

  • How Good Are You at Herding Cats?

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

    19 Mar 2015 | 5:29 am
    I am excited to present this brand new Metaphor Infographic. Spread the news to everyone you know whose success depends on persuasion, selling, or simplifying complexity. Enjoy! Anne Miller ...
  • Do You Have a Success Story LIke This?

    11 Mar 2015 | 6:34 am
    I invite you to watch my interview with Mitch Jackson. Mitch is an amazing human being: an award winning lawyer, a humanitarian, an all-around great guy, and someone who really understands that words matter, which is how we first connected. His...
  • How to Stand Out on a Panel

    4 Mar 2015 | 2:23 am
    It seems like every day there is another breakfast, luncheon, conference, or trade show to attend. Being on a panel at one of these events is a terrific opportunity to showcase your firm, promote your services, and enhance your professional visibility....
  • Killer Introductions

    25 Feb 2015 | 7:32 am
    Salesperson or Racehorse in sales? Training pro or a dopamine injection for you? How would you like to be described? Who would you want to meet? When it comes to getting new business or new jobs, referrals and introductions are the way to go. ...
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    ViewPoint | The Truth About Lead Generation

  • 4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

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

    26 Mar 2015 | 7:00 am
    In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. This is the third installment of a 4 part series. You can catch the rest of his tips here: Part 1: Tip #1 Believe it works Part 2: Tip #2 Commit to It Part 3: Tip #3 Sharpen Your Story Part 4: Tip…
  • 4 Tips to Power Up Prospecting in 2015: #2 Commit to It!

    25 Mar 2015 | 8:08 am
    In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff, I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it Works Part 2: Tip #2 Commit to It Part 3: Tip #3 Sharpen Your Story Part 4: Tip #4 Reconcile Your Relationship with the Phone Tip 2: Make a serious commitment to prospecting. No one defaults to…
  • 4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

    24 Mar 2015 | 9:27 am
    Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Mike's presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. To my great delight (and yours), he graciously agreed to this…
  • Where is Marketing Going ... and Growing ... in 2015? [PowerViews LIVE Highlights]

    19 Mar 2015 | 9:55 am
    On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Here’s a glimpse of what she had to say: 1) Television: Television continues to be the biggest spend for marketers due to the fact that you can reach the masses AND get very…
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    Results Count ... everything else is conversation.

  • The ultimate retail disruption – Consumers are the new POS

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

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

    Chris Petersen
    5 Mar 2015 | 10:04 am
    In times of disruption, old habits die hard, but can lead to demise Image Credit: Xedos4; Freedigitalphotos.net Change is hard. Really hard. We are creatures of habit, and we depend upon those patterns of behavior to get us to where we are today. Habits become safe and efficient, because we can fall back on the things that we know best … those things that usually work. Retailing is a business of habits built upon centuries of experience. From the very first shops in open air markets, retailing evolved into the science of how to sell things via the 4 Ps. So, what changed? The consumer and…
  • The elephant in the room no one is acknowledging in retail

    Chris Petersen
    26 Feb 2015 | 8:56 am
    CX requires critical KPIs for performance and the performers Image Credit: Courtesy of Chris Petersen Everywhere you turn you see the term "omnichannel". And, for those of you following this blog, we have written several posts on how today's consumers are transforming their shopping behavior. Omnichannel shopping means that consumers have unlimited access to product information and pricing. Yet, the majority are still going to stores to make their final purchase. So, what does that mean for the future of retail? Consumers will increasingly have very different expectations for their store…
  • Millennials ditching TVs should be a “canary in the coal mine”

    Chris Petersen
    19 Feb 2015 | 10:53 am
    Do you have a "canary" or radar for predicting disruptive trends? Image Credit: Gualberto107; Freedigitalphotos.net Early coal mines did not have ventilation systems. So, miners would bring a caged canary into new mine shafts. The reason was that canaries are especially sensitive to methane gas and carbon dioxide. The canary's life was often short, but meaningful in terms serving as an early warning system for lethal conditions the miners could not detect. Retailers and brand marketers have been relying on the same metrics and "alerts" for many decades. But, the recent shifts in consumer…
 
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    Top Sales Dog

  • Non-cash incentives for sales: Do reps really care?

    Michael Boyette
    31 Mar 2015 | 8:24 am
    Conventional wisdom suggests that salespeople are pretty hard boiled. When it comes to incentives, money talks and everything else walks.Well, it turns out that reps do have a softer side. And they respond to non-cash rewards, just like everyone else. At least to certain kinds.A 2012 survey of 312 sales organizations looked at what kinds of incentives, other than cash or cash equivalents, were offered and which were most effective. Not surprisingly, nearly all respondents said that money is the best motivator. But “recognition for a job well done” was a strong runner up.Warm and…
  • Sales training: Building ‘tribal’ knowledge

    Michael Boyette
    17 Mar 2015 | 9:13 am
    In case anyone in your organization still needs to be convinced of the value of sales training, here’s new evidence: Data from a survey by the Aberdeen Group found that companies with formal sales training programs have a higher percentage of quota attainment, both at the individual salesperson level (64% vs. 42%) and overall (71% vs. 66%), and retain more customers (71% vs. 66%).Those numbers aren’t surprising. I’ve blogged before about the abundance of evidence demonstrating the impact of training on sales results. What’s especially intriguing in this survey is the…
  • Hiring salespeople: Why you can’t find good sales help

    Michael Boyette
    10 Mar 2015 | 10:06 am
    I listened to a report on NPR’s Marketplace program that might prompt you to rethink how you’re recruiting salespeople.According to the report, sales is a hot, hot, hot career field right now. It’s especially hot in the fast-growing tech sector, where hiring salespeople is a top priority — almost on par with hiring the tech wizards who create the products, and just about as difficult.Does that surprise you?After all, it’s easy to see why software developers, app designers, server wizards and the like are in such demand. It takes years of education at top-notch…
  • Throw them in the deep end

    Michael Boyette
    3 Mar 2015 | 11:12 am
    Imagine for a moment that your company has decided to pursue a new market for your products — let’s say nuclear engineering.Your salespeople don’t know a neutrino from a Torino. So you ask them to put their heads together to answer questions like these:1. A neutrino is: A. An electrically neutral subatomic particle. B. The fundamental building block of a neutron. C. A method for neutralizing gamma radiation. D. A midsize sedan manufactured by Ford Motor Company in the 1960s and 1970s.Next, you give them a role-playing assignment, in which they’re asked to explain to…
  • Who’s the best person to coach sales skills?

    Michael Boyette
    24 Feb 2015 | 8:47 am
    Let’s suppose that one of your less-experienced salespeople is struggling with sales discovery. So who’s the best person to teach her how to do it? Is it:Her immediate boss — the front-line manager who signs her paycheck?Her boss’s boss — the VP of Sales who knows everything under the sun?Your best discovery artist — the seasoned pro who is the recognized expert in your organization on sales discovery?Or her colleague in the next cubicle — who also struggled with discovery, but has gotten better at it lately?Research suggests that your best bet is her…
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    Sales Training Blog

  • Mar 31, Commercial Sales Agents Explained

    31 Mar 2015 | 1:44 pm
    Commercial sales agents are self employed sales people that sell products for one or more companies, and whether you are a business or a top sales performer, Sales Agents could be the next step for you. Sales agents could be the most effective way forward for all, or part of your sales operation. You only pay them commission on sales closed. This is usually at a higher rate than you pay an employed seller but you are only paying for results. No more paying out a monthly salary for non-productive sales reps. No more paying for company cars that staff take on holiday and use in their own time.
  • Mar 28, Sales Training – 250 Free Content Pages

    28 Mar 2015 | 3:58 pm
    250 Free pages of sales training for managers to use for meetings, training sessions, and coaching. Sales people can use for their own career development training. And for anyone to use as free content on their website or company intranet. And you can access this information free of charge. You don’t even have to give us your email address or details. Just click on the link below and you can see over 250 back issues of our weekly sales training ezine, The Sales Buzz. You don’t even have to sign up for the ezine, unless you want to! Each week the website Provensalestraining.com publishes a…
  • Mar 25, Do Prospects End Your Cold Calls Early

    25 Mar 2015 | 5:46 pm
    Do prospects end your cold calls, or even worse hang up on you, at the Introduction stage? In this week’s free sales training ezine, The Sales Buzz, we look at a simple technique you can quickly use to reframe your ‘Reason for Calling,’ and prevent some of the rejection you get when cold calling. This technique works for all types of calls: Telesales Appointment making And new sales leads. Add this one piece of sales training to your cold call scripts building preparation and get a big reduction in hang ups and the number of times prospects end calls early. Learn how to keep prospects…
  • Mar 19, Make Your Cold Calling Sessions Sucessful

    19 Mar 2015 | 4:51 am
    In this week’s free Sales Training Ezine, The Sales Buzz, how professional cold callers get the best from their telephone sessions. Could you make cold call after cold call, day after day, and make every call sound as fresh as the first one? That’s what professional cold callers do in many businesses and call centres. Imagine if you could take that ability and use it when you make your cold calls for sales appointments. I know many sales people get bored after just a few calls. Their motivation levels take a nose dive when they get rejection and stopped by gatekeepers. But professional…
  • Mar 18, Tips on How to Physically Make Sales Appointment Cold Calls

    18 Mar 2015 | 9:31 am
    This sales training section on the Provensalestraining.com website is about how to get the best from a sales appointment telephone cold calling session. This is not about the words that you say, this is about making the calls. The physiology, body posture, breathing, and positioning while making the calls. How many cold calls to make at a time. Staying focused on your goal on each call, and maintaining high levels of motivation. Then there is the marketing angle that you should use on your calls, and keeping it aligned with your companies projected image. All these free sales training…
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    Revenue-IQ

  • Dinosaur-Incumbents Still Roam the Earth

    Chris Arlen
    19 Mar 2015 | 5:49 pm
    The year is 2015 and B2B incumbent suppliers still ignore the reality of their environment — that their customers will eventually rebid their contract . This blindness has caused incumbent suppliers to wait for the RFP to be publicly released before truly beginning their rebid preparation. They voluntarily give up their greatest sales advantage as incumbent — time; time for creative solution design that uses their deep customer insight to deliver high value. Why do incumbents put themselves at the same level as their barbarian competitors? Why do they inevitably lose more contracts than…
 
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    TopLine Leadership » Sales Leadership Blog

  • 5 Reasons Why Sales Managers Don’t Coach

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

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

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

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

    Kevin Davis
    6 Jan 2015 | 6:13 am
    Perhaps no decision is more important for a sales manager to “get right” then the decision to hire a salesperson. Mistakes are very costly. Here are some suggestions for making your next new-hiring decision one that you will one day … The post Hiring the Right Salesperson appeared first on TopLine Leadership.
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    VanillaSoft Blog

  • You Have to Kiss a Lot of Frogs to Find the Hot Leads… But Who Wants to do That?

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

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

    Craig Rector
    20 Mar 2015 | 9:30 am
    It’s a scene that plays out over and over again on sales floors across the country. Like a bad B-movie, after completing a call, the sales rep wonders in confusion, “Who do I call next? Which lead will catapult me easiest to the next sale?” This can be very daunting; very time consuming. If a sales team is still running old school, it’s filtering through paper lead lists. In the digital age, these same lists are transferred to the computer. Whether by paper or computer, the list-based system relies very heavily on the individual salesperson’s decision-making capability and…
  • Three Focus Areas to Achieve Appointment Setting Greatness

    Kevin Thornton
    18 Mar 2015 | 8:22 am
    Do a Google search for “appointment setting tips,” and you will get back a list of nearly 3.5 Million results! A variety of coaches, gurus, and experts have posts telling you about 9 ways, 5 ways, 46 ways – an infinite number of ways – to improve your appointment setting abilities. A glance through some of these posts tell you that the tips are generally reasonable and relevant; however, remember 5+ tips on the fly is almost asking too much, now that we live in the era of information overload. So, I propose we boil these various suggestions down to three key focus areas for…
  • Donor Retention is a Major Struggle for Nonprofits

    Genie Parker
    15 Mar 2015 | 11:00 pm
    Of all the industry verticals we serve, I think nonprofits may see some of the toughest challenges. They aren’t “selling” anything, per se, but they certainly must market themselves and persuade donors to act in much the same way for-profit companies must persuade their customers to buy. Due to the economic downturn of the past several years, nonprofits have struggled with their fundraising efforts. According to a 2014 study by the Association of Fundraising Professionals: Fundraising is flailing. For every $100 raised from new donors, there was a $92 loss. The number of donors is…
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    OnTarget Partners | B2B Marketing, Appointment Setting & Research

  • 3 Benefits of a PPC Advertising Campaign

    Marcus Trachier
    20 Mar 2015 | 11:56 am
    by By: Marcus Trachier, Digital Marketer at OnTarget Partners For OnTarget Partners, Pay-Per-Click (PPC) Advertising has acted as a foray into the expanding realm of Digital Marketing. Digital Marketing has truly changed OnTarget’s business for the better, and we love to share the experience we have gained with others. Through managing online advertising for clients, and managing our own campaigns, we have developed a keen understanding of the potential benefits of a PPC campaign to a business. In our opinion, the benefit of a PPC campaign is three-fold.  Firstly,…
  • OnTarget Partners Receives Stevie Award

    Marcus Trachier
    3 Mar 2015 | 2:27 pm
    by Sheila Rogers Trachier, Partner, and Ed Trachier, CEO, accepting OnTarget’s Bronze Stevie at the 9th Annual Stevie Awards banquet gala at the Bellagio in Las Vegas, February 27, 2015. LAS VEGAS, NEVADA – February 27, 2015 — OnTarget Partners was presented with a Bronze Stevie® Award in the Business Development Achievement of the Year category in the ninth annual Stevie Awards for Sales & Customer Service. The awards were presented by the Stevie Awards, which organizes several of the world’s leading business awards shows including the…
  • Why can’t I get sales to call these leads?

    Ed Trachier
    17 Feb 2015 | 11:13 am
    by Some questions that often comes up in discussions with clients and prospects at OnTarget Partners are from the CMO or other B2B marketing executive:  “Why can’t I get sales to call these leads?” or “Why can’t I get my sales team to follow-up on my leads?” Marketing creates leads via online, tradeshow, conference, research or other, and they go nowhere – they are not followed-up on by sales.  We all know that salespeople tend to be busy people, and tend to focus on deals ‘closer to the cash’.  So, what to do? The solution…
  • Dollar Cost B2B Marketing

    Ed Trachier
    9 Feb 2015 | 11:57 am
    by Dollar Cost Averaging is defined as an investment strategy which "reduces the risk of incurring a substantial loss resulting from investing (an) entire 'lump sum'" by "dividing the total sum to be invested in the market into equal amounts put into the market at regular intervals." (Wikipedia)  In essence, the technique works in markets undergoing temporary declines because it exposes only part of the total sum to the decline. The technique is so-called because of its potential for reducing the average cost of shares bought. As the amount of shares that…
  • Superbowl Winning B2B Marketing

    Ed Trachier
    1 Feb 2015 | 9:56 am
    by Before Jimmy Johnson was a football commentator, he was a football coach; a pretty good one, too. Jimmy led the Dallas Cowboys to two consecutive Superbowl wins, and he built the team that won its third in four years during the 90’s.  He was well respected, if not all that well liked. Part of the reason Jimmy was successful (and maybe part of the reason he was not all that well liked) had to do with his philosophy about players.  He believed not that all players should be treated the same – they should be treated differently. There was a running back in Dallas that…
 
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    The SBI Blog | Sales & Marketing Effectiveness Best Practices

  • Use These 5 Steps to Simplify Your Pricing And Grow Sales

    1 Apr 2015 | 3:00 am
    Are you making it difficult for your customers to buy from you? If your pricing is complicated or too different from your competitors, you might be. Make it an easier “yes” for your customers. Eliminate objections up-front by simplifying your pricing. Here are five steps to simplifying your company’s pricing and improving the sales process.
  • Who Owns Sales Enablement - Sales or Marketing?

    31 Mar 2015 | 3:00 am
    A well-established Sales Enablement team is key to improved sales skills. It’s also key to better execution and closing more sales. But figuring out where Sales Enablement fits into an org chart can be challenging. Does it belong in sales or marketing? In any situation, consider these three questions to make the right decision for your company.
  • Case Study: Increasing the Available Selling Time of the Sales Team

    30 Mar 2015 | 3:00 am
    Stuart Kerst, Vice President of Sales Operations at HP, recently joined me on the SBI podcast.  Stuart has 20 years of experience helping to improve the productivity of sales teams within leading enterprise companies such as HP, SAP, and ADP. Stuart holds a degree in business and French from the University of San Diego.
  • How to Connect Your Product Road Map to Your Sales Plan

    29 Mar 2015 | 3:00 am
    How often does the following scenario play itself out?   Product management has defined the product roadmap.  And is releasing new or enhanced products to the marketplace.  Sales is trained on the new offering when the product is ready for release.  A few conversations with prospects take place and a handful of sales are made.  A small revenue lift is realized.  The product team is frustrated sales is not selling enough of the new offering.  The sales team is disappointed that the new product is not in higher demand with buyers. 
  • How to Ensure That New Marketing Technology Lives Up to the Hype

    28 Mar 2015 | 3:00 am
    Everywhere a CMO turns these days, technology is popping up.  There are email marketing tools to manage your email correspondence with buyers.  There are social media solutions to help automate and track your social media interactions.  There are marketing analytics tools to extract insights from your data.  There are CRM systems to capture a 360 degree customer view.  There are marketing automation platforms to help manage multi-channel lead nurturing efforts.  This list is over simplified.  And has barely scratched the surface of technology…
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    RainToday RSS Feed

  • Don't Waste Your—or Your Prospect's—Time

    1 Apr 2015 | 4:00 am
    We waste a lot of time during our day. Sometimes it's beyond our control, and sometimes we are to blame. You can eliminate waste by getting rid of ineffective, outdated processes and doing things that add value to the buyer.
  • Lean Selling Can Dramatically Improve Your Sales Process

    31 Mar 2015 | 4:00 am
    Lean Thinking, long used to improve manufacturing and production processes, has found a use in sales. By implementing Lean Selling strategies, companies have been able to reduce sales waste, increase sales closures, and shorten sales cycle times, says Robert Pryor, author of Lean Selling.  
  • How to Find Your Winning Sales Team

    30 Mar 2015 | 4:00 am
    To find the best sales reps for your team, you need a large pool of candidates from which to choose. And to get that large pool, you must be ubiquitous. Be creative in your search, and use multiple resources to cast a wide net. These five techniques will help you get started.
  • 6 Follow-up Tactics to Win Over Prospects

    27 Mar 2015 | 4:00 am
    When following up with prospects, don't send them a thing until you are sure what you are sending is interesting, valuable, and adds to the conversation. To help you do that, Justin McGill offers six follow-up ideas that go beyond typical "checking in" emails.
  • In Selling, How Much Is Just Enough?

    26 Mar 2015 | 4:00 am
    If you can determine how much of anything is just enough to bring in the level of business you want, you can create a functional sales plan that allows you to sleep at night. The trick is finding that just-enough point. In this article, C.J. Hayden offers advice to help you find that sweet spot.
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    amacus.net

  • Great. In B2B Sales, You’re Winning More Conversations. Now What?

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

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

    John Cousineau
    24 Nov 2014 | 3:46 pm
    Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading →
  • Are Your B2B Sales Reps Passionate In Their Work?

    John Cousineau
    21 Oct 2014 | 5:28 pm
    John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture … Continue reading →
  • Gritty Efforts Improve Your Odds of Success in B2B Sales

    John Cousineau
    25 Sep 2014 | 4:18 pm
    Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work that it takes to eventually reap the rewards of exceptional performance. In B2B sales, ‘grit’ means … Continue reading →
 
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    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • You had me at hello!

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

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

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

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

    Derek ODwyer
    12 Feb 2015 | 2:00 am
    Here are a couple of simple strategies that could really boost your turnover and profitability this year. 1. Answer your Voicemail Messages I passed on a referral to a supplier that I know because a client of mine wanted the service that he offered. I left one message on his phone for him to call me, explaining the size of the opportunity and its immediacy. No Response. Not exactly true, I did get a response from his voice mail system telling me that his mailbox was full and could no longer take new messages. It must be great when your business is that good, that you can ignore INCOMING, WARM…
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    Daily Sales Thoughts

  • Sales Thought: Working together as a Team is Critical in today’s Sales Environment! Control is an Illusion!

    Daily Sales Thoughts
    30 Mar 2015 | 4:19 pm
    If you can work together as a Sales Team, you often control the sale and account game by establishing the rules, and not playing someone else’s game! Today one of the most important aspects of selling is knowing how to appropriately utilize a team in a sales situation. The traditional view of the sales approach involves a sales professional totally in control of the buying environment. Frankly, most sales professionals not only want to be in control of the sales cycle, but admit to feeling better when they hold all the levers in the deal. Today, more than Ever, Control is an Illusion.  You…
  • Sales Thought: In developing a Plan, you must figure out where you Now- then Determine the Next Dimension

    Daily Sales Thoughts
    29 Mar 2015 | 1:17 pm
    I also refer to this as the Rule of “You are Where you Are” with each account. When I ask Sales People or Sales Managers where they want to be with an account, they often say things Lke: “We want to be the Main Provider of what we sell.” “We want to be a Trusted Adviser.” So, in planning your future activity with an account, you have to be realistic about where you are now.  To be “More than you are” at Account is Good.  But, you have to determine Where you Are Today. Too many sales people set unrealistic Goals- they don’t acknowledge…
  • Sales Thought: Quid Pro Quo ensures that a Seller’s time is treated as importantly as a Customer!

    Daily Sales Thoughts
    26 Mar 2015 | 11:28 am
    Depending on what you sell, this Sales thought may seem: -Obvious – My time is very important – I bring in big dollars for my company! -Ridiculous – My Customer’s Time is critical – They are the one;s doing the buying Whichever camp you fall in to, as a seller, I would strongly urge you to always evaluate how much time you can give a Customer on Any particular Opportunity. It is up to you, of course, but if you are not careful, you will give and give, with nothing in return. My recommendation is that you make a mental note each time a Customer Asks for…
  • Sales Thought: Important Items to Consider at the End of a Sales Cycle!

    Daily Sales Thoughts
    25 Mar 2015 | 6:00 am
    Sales Thought: How to complete and better Still: Restart the next Sales Cycle is a popular topic as we close in on End of Calendar Q1. Clearly, each person has different Goals in mind as you Complete a Cycle.  Great Sellers are never really done: True Sales Professionals set themselves up for long-term success through Customer Facing Steps. When you end a Cycle, there is the clear Celebration that can take place.  Nothing wrong with that!  However, my recommendation is that you have a Joint Customer/Company Celebration.  Does not need to be anything lavish.  But get all who were…
  • Sales Thought: When a Deal starts to Go South, It is important quickly focus on a New Opportunity

    Daily Sales Thoughts
    23 Mar 2015 | 1:54 pm
    When something goes Wrong and you are left without the opportunity you were sure of, it is better to Rapidly work on something new than to Dwell on what has happened. As Part of this “Moving On” Process, Review your Sales Steps to make sure you have not been going down the wrong path.  We all Miss things at times. Any Sales person who Brags about Winning, has clearly not Lost enough.  If you are competing, you are going to lose some of the time.  It is from Losses that Great Sales People Emerge. Great Sales People Rapidly Re-Engage, and they Rarely make the same mistake 2…
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    Kelley Robertson: Fearless Selling Blog

  • What Can Minnesota Fats Teach You About Selling?

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

    Kelley Robertson
    16 Mar 2015 | 4:45 am
    I had another ah-ha moment last week when a record number of people download the PDF of 97 Killer Sales Questions. The response indicated that people are still looking for the right questions to ask prospects and customers. Something I have learned over the last 20 years is that there is no perfect question. However, there is a series of perfect sales questions. These questions uncover your prospect’s current situation, where they want to be (desired state), the implication or impact of the problem on their business (or themselves), what they expect for a solution, how the decision making…
  • Great sales people NEVER make this mistake!

    Kelley Robertson
    9 Mar 2015 | 4:55 am
      Last week I watched four sales people conduct meetings with new prospects and all but one of them made the same fatal sales mistake…they only asked one or two questions before launching into a discussion about their product and solution. What was particularly interesting is that all four individuals made a list of questions to ask prior to each sales call as per their sales training protocols. However, it seemed that as soon as they heard a single statement of need, they felt it was appropriate to begin presenting a solution. None of the four individuals asked about the decision…
  • 97 Killer Sales Questions

    Kelley Robertson
    6 Mar 2015 | 2:07 pm
    This PDF outlines 97 killer sales questions that will help you close more sales and make more money. Enjoy!
  • 9 Phrases Great Sales People NEVER Use!

    Kelley Robertson
    6 Mar 2015 | 11:58 am
    During my tenure as a sales trainer I have the good fortune of working with hundreds of sales people. I have seen the good, the bad, the ugly and everything in-between. One thing I have noticed is that top-performing sales people use different language than their less successful counterparts and colleagues. Here are a few phrases I have noticed that great sales people NEVER say. See if you find yourself using any of them. 1. “The economy is preventing me from hitting my targets” The economy may not have fully recovered but plenty of buyers and decision makers are still making purchases.
 
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    Sales Coaching Blog

  • A New Sales Coaching Best Practice

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

    20 Mar 2015 | 6:54 am
    Perhaps it’s so easy it’s hard. That is the only reason I can think of when considering why sales departments do almost nothing to measure and analyze the consistency and quality of coaching that is occurring in their organizations. Or perhaps I’m not giving the EcSell Institute enough credit, but that is not the point of this post. The point of this message is to focus on looking at sales performance through a different lens to challenge the status quo.
  • Why We Promote the Wrong Sales Reps into Management

    19 Mar 2015 | 7:39 am
    Many sales organizations focus on promoting leaders from the ranks of their current group of reps rather than hiring management from outside. They do this because it can help create a stronger, more consistent culture in their organization, provide their reps with opportunities for advancement and also shorten new leader ramp-up time as products and processes are already known. While there are clearly benefits to promoting from within, it can also be hard to know which sales reps have the potential to become effective leaders. Usually the highest-performing salespeople are first…
  • 5 Sales Skills You Need in the Workplace

    18 Mar 2015 | 1:57 pm
    Every day we utilize our sales skills in order to advance our company and our customer's businesses.  We often take for granted the importance these same skills have in their ability to advance our own organziation.  According to Russell Sachs, Vice President of sales for Work Market, there are five sales skills that are important in order to implement continuous learning relating to any order to improve your performance and enhance opportunities at work, try your hand at honing these in the spirit of working towards elevated job performance.
  • Elevate Your Team's Performance at our Upcoming Sales Coaching Summit!

    7 Mar 2015 | 10:15 am
      The EcSell Institute it is gearing up for one of the most exciting times of the year--the upcoming sales coaching Summit in Scottsdale, AZ. Our annual Summit is a valuable time to learn from industry thought leaders as well as connect with your peers and gather meaningful takeaways to take back to your organization. It is also a time to pause, refine and refocus our coaching efforts with our team. There are many aspects that make the Summit experience meaningful for the growth of your sales organization, but this week I'd like to list my top 5 reasons to attend this May:
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    Sales Enablement Perspectives

  • Adaptive Competencies – Key Differentiator of World-Class Sales Performers

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

    Tamara Schenk
    23 Mar 2015 | 6:33 am
    Remember the last time you have written a blog post or an article. How did that go? I start with an idea and a mind map. Then I capture all my ideas as they flow, followed be rethinking the core idea. Once the focus of the core idea is sharp, I select a few sub-ideas that support the core message well. Then it’s time to write. Once the first version is written, a few more iterations will follow to get a version I’m happy with. Then, sharing to get feedback and in some cases working with a professional editor are next steps. A few more iterations will happen until the desired level of…
  • Enablement Mechanisms: From “Push versus Pull” To “Be Inspired!”

    Tamara Schenk
    16 Mar 2015 | 12:56 am
    Providing all the content that was available to the sales force and let them search – that’s where sales enablement has its early roots. Stand-alone knowledge management and enablement platforms were invented, sold and implemented. Everything was designed to provide content on a platform for sales. Various search options and taxonomies often made it difficult for salespeople to quickly find what they were looking for. Many of us walked this sometimes painful path. Was that a push or a pull approach? It depends… As a sales enablement leader, you may look at this issue from this role’s…
  • How Sales Professionals Create Value for Customers

    Tamara Schenk
    9 Mar 2015 | 3:03 am
    In complex B2B sales, why do buyers buy? Not because a salesperson could present all the required functions and features. That was already available online and didn’t create additional value. No, buyers buy because they learned along their journey how various solution approaches would help them to achieve their desired results and wins. Somebody provided a valuable perspective – sales professionals. Let’s have a deeper look at how sales professionals create value for B2B buyers. Sales professionals understand the customer’s context and the stakeholders’ different concepts Sales…
  • Processes, Methodologies and Skills – How They Fit Together

    Tamara Schenk
    3 Mar 2015 | 2:41 am
    Imagine you are traveling from London via Edinburgh to the famous Isle of Skye. You know where to start (London), and you know where you want to go (Isle of Skye). The map you are looking at offers various options for getting from your starting point to your destination. You can travel all the way by car, you can take a flight from London to Edinburgh and rent a car there, or you could take the train for the entire distance or for parts of the distance. Numerous options. All will get you from A to B. What to choose depends on your and your fellow travelers’ criteria and the expectations and…
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    Pipedrive Blog » Sales Tips

  • How to Set Great Sales Goals That Bring Double Digit Growth

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

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

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

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

    Timo Rein
    18 Nov 2014 | 12:02 am
    As once a sales pro and sales coach, I know what a difference having good data can have on sales results. Whenever I looked at things like the amount of deals added, or the number of sales activities completed, there was almost always something that jumped out as an area of improvement. For example that “Fred should make more calls”. There’s no agreement about the best day to sell or prospect. In an article for Forbes, the sales writer Christine Crandell argues that Wednesday is the best day for prospecting while noting that customers don’t convert well on Mondays or Fridays. Jake…
 
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    Margie Albert

  • Breaking Broadcast News – Resort

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

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

    Margie Albert
    5 Feb 2015 | 7:11 am
    I read something today that struck me. It was the name of an Israel Advocacy Conference called “From Confrontation to Conversation.” Now you probably ask what this has to do with Broadcast Sales? Oftentimes, when we call on new advertisers does it sometimes start almost confrontational? At least from their position? Remember, they have a business to run, employees to attend to, demanding bosses, valued customers, bills to pay and maybe even families who want their attention! When we call them we are typically an unwelcomed interruption. Most people are inherently nice but let’s face it;…
  • Today’s Remark – Broadcast Sales Breaking News

    Margie Albert
    29 Jan 2015 | 1:26 pm
    I called a new colleague late this morning and her first question was, “What has been your brightest spot so far today?” WOW, do I love that question! Why? Immediately the focus was on me Stopped me in my tracks Made me think (positively) Broke the ice Started a very warm conversation Why do I suspect she asked that question? Put the focus on me Got my attention She was able to learn more about my value system She knew if I was having a “good” or “bad” day immediately Broke the ice Started a very warm conversation I’m not suggesting you start every conversation with this…
  • Today’s remark – Breaking News / Trust

    Margie Albert
    14 Jan 2015 | 9:23 am
    TRUST. Now there’s a word that ignites emotion! It’s defined as “firm belief in the reliability, truth, ability, or strength of someone or something.” We hear this word all the time. “I trust her.” “I don’t trust that station.” “Trust me.” “Develop trust.” OK, let’s talk about developing trust. There are many definitions but the one I like best is “to bring into being or activity; generate, evolve.” We talk about developing trust but somehow we expect that to happen within the first three encounters with a client. Really? Think of your personal friendships.
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    Theresa Delgado

  • Leveraging Personality Traits for Massive Business Success

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

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

    Theresa Delgado
    10 Feb 2015 | 7:00 am
    If you’re a small business owner who’s stuck for new was to continue growing your business, I have some great ideas that are proven to work. There’s no doubt that brick and mortar businesses really need to focus on growing business in their community. The people around them, after all, are their prospects and customers. On the other hand, many small business owners (service businesses included) completely ignore their local community. Their prospects and customers are on the Internet after all. Right? Actually, between local search, review sites and word of mouth, there is a…
  • Staying Organized When You’re Bombarded With Distractions

    Theresa Delgado
    3 Feb 2015 | 7:00 am
    We have never had more challenges staying organized. Throughout history there have always been issues that have prevented us from doing what we set out to do. But, it’s never been as hard as it is today. Technology has its benefits and rewards, but it also has its drawbacks. The very fact that we have so many choices in terms of technology can also cause problems. Having instant access to family, friends, work and the rest of the noise can be overwhelming. Email, smartphones, mobile devices, laptops and other “screens” can get in the way of staying organized, even though the technology…
  • The Entrepreneur’s Complete Guide To Better Focus and Increase Productivity

    Theresa Delgado
    20 Jan 2015 | 7:00 am
    Has your focus and productivity completely gone out the window? Every entrepreneur I know is forever searching for tools to gain better focus and increased productivity.  In our lives today, we are busier than ever before. We think technology has streamlined many tasks, but instead we are given more tools that give us more and more to do with less time to do it. We are stressed and overwhelmed. The phrase “time management” has become taboo, since it implies there are different ways to cram even more into our already overflowing lives. We have been lead to believe that if we don’t…
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    Yesware Blog

  • Say This, Not That: 13 Power Words That Can Help You Sell

    Christine Georghiou
    26 Mar 2015 | 7:36 am
    The secret to turning a no into a yes may be as simple as turning a phrase.We haven’t found a ... Read More » The post Say This, Not That: 13 Power Words That Can Help You Sell appeared first on the Yesware Blog.
  • 4 Sales Follow Up Email Templates That Will Get Your Prospect’s Attention

    Christine Georghiou
    2 Mar 2015 | 9:00 am
    The importance of follow-up emails in sales goes far beyond just “checking in.”It’s actually a strategic advantage.For one thing, Yesware’s ... Read More » The post 4 Sales Follow Up Email Templates That Will Get Your Prospect’s Attention appeared first on the Yesware Blog.
  • What 23 Million Emails Taught Us About Holiday Weekends

    Bernie Reeder
    12 Feb 2015 | 9:06 am
    Who checks their email on a holiday? Just about everyone, it turns out. According to our analysis of over 23 ... Read More » The post What 23 Million Emails Taught Us About Holiday Weekends appeared first on the Yesware Blog.
  • How To Use LinkedIn for Better Sales Prospecting

    Jim Brodo
    4 Feb 2015 | 5:34 am
    If you view your LinkedIn account as a Rolodex, then you’re missing the point. Today’s high performing sales reps are ... Read More » The post How To Use LinkedIn for Better Sales Prospecting appeared first on the Yesware Blog.
  • 5 Counterintuitive Cold Calling Strategies (That Really Work)

    Christine Georghiou
    22 Jan 2015 | 8:10 am
    You’ve felt it, haven’t you?That nervous feeling clawing at your stomach when you pick up the phone and start to ... Read More » The post 5 Counterintuitive Cold Calling Strategies (That Really Work) appeared first on the Yesware Blog.
 
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    Solution Selling Blog

  • Is Sales Training Really Impacting (Business Outcomes) Behavior Change?

    James N. Touchstone, Solution Selling® Product Mgr
    26 Mar 2015 | 12:45 pm
    Sales Leaders want the business results - so they will monitor and measure the pipeline of deals to ensure sales activities are contributing to the intended results. Good learning initiatives provide sales professionals with the required knowledge. Knowledge acquisition is tested and reinforced. That knowledge is also put to application during the learning process through case work, exercises, role plays, etc. And more importantly, application happens back in the real world where key learning and supporting tools help the seller perform in their every day job.
  • Aligning Sales Talent to Drive YOUR Business Goals

    SPI
    12 Mar 2015 | 8:03 am
    A confluence of new capabilities is creating an innovative, more precise approach to performance improvement. New approaches include advanced analytics, refined sales competency and behavioral models, adaptive learning, and multiple forms of technology enablement. However, with only 17% of sales organizations leveraging sales talent analytics (TDWI Research), it seems that most CSO’s and their HR business partners are gambling — using intuition as the basis for making substantial investments in sales development initiatives. If the gamble doesn’t pay off, then the investment is wasted.
  • Webcast: Why Leave Revenue Growth to Chance?

    SPI
    3 Mar 2015 | 5:00 am
    This webinar will present a cutting-edge, data-driven approach that allows today’s Sales Leader to get focused on the highest payback areas for performance improvement. By aligning talent analytics, adaptive learning, and sales enablement, sales organizations can make intelligent, focused investments in human capital - that have highest probability of impacting specific sales and business goals.
  • The Myth of the Ideal Seller Profile

    SPI
    23 Feb 2015 | 5:00 am
    broad based and vertical industry research and benchmarks have helped to dispel many common misconceptions about “ideal” traits and competencies of sales people (e.g., extroversion is a strong predictor of sales success). In addition, talent assessment, analytics, and benchmarking have led the movement to a more rational thought process about what it may take to succeed in various types of sales roles.
  • From Samples to Studies – The Changing Landscape of Life Sciences Sales

    SPI
    3 Feb 2015 | 6:00 am
    Physicians today want to see more clinical sales representatives. You must possess skills in various domains including clinical selling, customer service, and technology to meet healthcare providers’ (HCPs) needs and desires. A few statistics that provide greater insight into this point follow. 91% of HCPs want representatives to leverage clinical studies and EBM. Sales representatives who aren’t fluent in the language of evidence-based medicine will not survive. According to the Institute of Medicine, “The Life Science sales professional of the future will require high levels of…
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    RAIN Selling Blog

  • Likability in Sales – Does it Matter?

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

    18 Mar 2015 | 10:00 am
    When it comes to growing accounts, challenges abound. In our Benchmark Report on High Performance in Strategic Account Management, we asked: Consider the challenges your company faces in strategic account management. For each factor indicate how challenging it is to your company's SAM efforts. Here are the results.
  • The #1 Action for Strategic Account Growth [Research]

    11 Mar 2015 | 10:00 am
    Companies take lots of actions to grow accounts. Some work better than others. However, none of them work very well if you don't take care of one important action up front. We at RAIN Group studied more than 370 companies that engage in formal strategic account management, and published the results in the Benchmark Report on High Performance in Strategic Account Management. We asked: What ACTIONS do you believe contribute most to your efforts to maximize revenue from accounts? We then split the results into 2 groups: high performers and below-average/average performers in SAM. Here's what the…
  • 15 Ideas for Selling with LinkedIn

    18 Feb 2015 | 10:00 am
    75% of B2B buyers use social media to make decisions according to IDC research. Sellers who use social selling are 51% more likely to exceed quota1, and 89.9% of top sellers view LinkedIn as essential2. It's still the case, however, that many sellers are just getting started with LinkedIn. Mostly it seems they don't know what to do. Here are 15 ideas for spending 15 minutes a day selling with LinkedIn. I challenge you to do this for at least 15 days in the next month. After the 15 days you'll have a good sense of whether LinkedIn should be a part of your selling routine.
  • The Value Conversation: How to Grow Your Key Accounts

    11 Feb 2015 | 10:00 am
    In our 5 Keys to Maximizing Sales with Existing Accounts report, we shared the ways in which high performers outdo the rest to grow their accounts and achieve their financial goals. At the top of the list? Providing value. The more value you provide your accounts, the more willing they'll be to buy, keep buying, and expand their relationship with you. Click here to register for the complimentary webinar now.
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    The Richardson Sales Excellence Review™

  • Consultative Selling Process: Resolving Objections about the Economy

    Paula-Jayne White
    27 Mar 2015 | 5:47 am
    Consultative Selling Process: Resolving Objections about the Economy A Sales Professional who recently completed a Richardson Consultative Selling course wrote in an e-mail: “Dear Richardson Team: I have been enjoying success in applying the Consultative Selling Process in my work with clients, and I definitely think my skills have improved since I completed the training! I especially learned a lot from the model for resolving objections. But, I am running into one big challenge that I can’t seem to address: my clients are STILL objecting that the economy is down, which is why they…
  • Richardson Launches New Research Study: 2015 Selling Challenges

    James A. Brodo
    25 Mar 2015 | 9:46 am
    New Richardson Research Study Identifies Biggest Sales Challenges for 2015 Philadelphia, PA — March 25, 2015 — Richardson, a leading global sales training and sales effectiveness company, announced today the launch of a new research study, 2015 Selling Challenges. This study, written by Michael Dalis, a Senior Consultant at Richardson, and SVP Marketing, Jim Brodo, highlights results from a survey that Richardson conducted at the end of the 2014 with field sales representatives, senior sales professionals, and sales leaders to gauge what they felt would be their biggest selling challenges…
  • Five Misperceptions about Consultative Selling

    Amy Smalfus
    24 Mar 2015 | 5:39 am
    Five Misperceptions about Consultative Selling In a world of dramatically changed B2B buying behavior, Consultative Selling remains one of the best ways — if not the best way — to focus on the client’s business issues and needs (not products for sale) to ensure that the proposed solution drives the needed business outcomes for the client to achieve his/her goals. But, because it’s not the shiniest, newest sales approach on the market, there are some misperceptions about its relevance today. Following are five common misperceptions. Consultative Selling is not assertive enough.
  • Why Consultative Selling Fosters Trust

    Amy Smalfus
    20 Mar 2015 | 6:09 am
    Why Consultative Selling Fosters Trust In my last blog post, I focused on why Consultative Selling is still relevant. Today, I am going to look at why using  a consultative selling approach can foster trust. A Consultative Selling approach comes to life in the dialogue between the seller and the client with use of the Six Critical Skills: Presence, Relating, Questioning, Listening, Positioning, and Checking. These skills give sellers the ability to navigate the dialogue in the moment by connecting with clients and gaining and keeping their openness and willingness to engage in productive…
  • Why Consultative Selling Is Still Relevant

    Amy Smalfus
    17 Mar 2015 | 5:35 am
    Why Consultative Selling Is Still Relevant There will always be someone proclaiming that their New! Improved! sales model tops all others in getting through to today’s ultra-informed B2B buyer and in winning deals. Maybe it’s the pressure and stress of an increasingly competitive business environment that creates a kind of desperation around the search for new answers. In looking for the next silver bullet for successful sales, we must be cautious not to get distracted from proven fundamentals. Sellers do not need a radically new way of selling that contradicts or retires the principles…
 
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    Lattice Engines

  • Find Prospects Most Likely to Buy: Account Prioritization App

    Amanda Maksymiw
    31 Mar 2015 | 10:46 am
    The Lattice Account Prioritization app helps marketing and sales to be more effective in account-based marketing efforts. The post Find Prospects Most Likely to Buy: Account Prioritization App appeared first on Lattice Engines.
  • Lattice Company Overview

    Amanda Maksymiw
    31 Mar 2015 | 10:24 am
    Lattice provides a suite of cloud-based predictive apps to help companies improve conversion rates at every stage of the revenue cycle. The post Lattice Company Overview appeared first on Lattice Engines.
  • Cross-Sell and Up-Sell App

    Amanda Maksymiw
    31 Mar 2015 | 10:02 am
    Lattice makes it easy to sell more to existing customers. The post Cross-Sell and Up-Sell App appeared first on Lattice Engines.
  • The Power of Predictive Lead Scoring: Lead Prioritization App

    Amanda Maksymiw
    31 Mar 2015 | 3:57 am
    Start relying on the science of predictive analytics to find your most sales-ready leads. The post The Power of Predictive Lead Scoring: Lead Prioritization App appeared first on Lattice Engines.
  • The Shift to Account-Based Marketing

    Amanda Maksymiw
    30 Mar 2015 | 8:26 am
    Over the past few years, marketers have been talking about the rise of account-based marketing. The B2B buying process is shifting. More and more of the buying process is happening online before your buyer ever stops to engage with your brand. What’s more, when they do engage, today’s buyers expect more relevant content. B2B buying is now a considered sale that required multiple influencers and decision makers. What is Account-based Marketing? Ask ten people how they define account-based marketing (ABM), and you’ll likely hear ten different answers. So we turned to the experts at…
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    Grow My Revenue

  • Why Nobody Smart Charges for Wi-Fi

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

    Ian Altman
    17 Mar 2015 | 6:00 am
    As published on Forbes.com Those who specialize in expense reduction would accurately argue that each dollar you earn in sales contributes a small percentage to profit. But, each dollar you save goes directly to the bottom line. Your cost cutting might be driven by a desire to price your products or services more competitively, to improve financial performance, or to better serve your customer. The decision is never simple. Just be careful to not make some of the mistakes I’ve outlined as the Good, the Bad, and the Ugly of Cost Cutting. Good Cost Cutting If you can reduce your costs and…
  • Annoying Social Media Tactics That Cost You Business

    Ian Altman
    10 Mar 2015 | 8:46 pm
    As published on Forbes.com Each day, I am honored when people connect with me via LinkedIn, Twitter, Facebook, and e-mail. Most people want to share a conversation, or ideas. Sometimes we have the good fortune of meeting in person when I travel to their area or vice versa. We build a virtual community or tribe as Seth Godin and Chris Brogan often discuss. Sadly, some people still use annoying tactics on social media sites they presumably learned in slime school. Such tactics destroy your social media reputation and act to repel rather than attract potential business. Nobody knowingly is…
  • The Secret To Why Some Clients Happily Pay More

    Ian Altman
    3 Mar 2015 | 8:47 pm
    As published on Forbes.com I had the honor of delivering a keynote address this past week in Aruba to an audience for SETAR, the top telecommunications company on the island. After the event, I was able to spend some time meeting with and answering questions from many of the hundreds of attendees who attended the wonderful reception. Several attendees raised the same question (almost word for word): “Our clients have tight budgets. There is more pressure than ever to save money. How do we address that issue?” This reminded me of one of the 2015 Trends I wrote about before the start of…
  • Is Your Work Heroic, Or Just Work?

    Ian Altman
    24 Feb 2015 | 8:26 pm
    As published on Forbes.com I meet plenty of people who are good at their jobs. I spend time with some who love what they do, and others who do what they do so that they can spend time doing what they love. The top people in every field have one thing in common. They have found a way to do what they were meant to do. They have become heroes in their field. Is your work heroic, or just work? Heroic Speaking I just spent a few amazing days at the Heroic Public Speaking Live Event in Florida with 250 of my best (and in some cases) newest friends. Michael Port and Amy Mead organized the event.
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    LeadManagement.com

  • How to Develop Content “Astronomically”

    David Dodd
    1 Apr 2015 | 5:00 am
    Research shows that producing enough content remains one of the greatest challenges facing B2B marketers. (B2B Content Marketing:  2015 Benchmarks, Budgets, and Trends – North America) For the past several years, the volume of content needed to fuel effective marketing programs has been growing exponentially for four basic reasons: The need to make content relevant for individual buyers at every stage of the buying process The short lifespan of many content resources The need to publish content across an increasing number of communication channels The need to publish content on a…
  • Why Warm Calling is Your Best Bet to Generate Leads

    Contributor
    31 Mar 2015 | 5:30 am
    When it comes to generating sales leads, cold calling has earned a deserved reputation as an unpopular option. From low response rates and high rejection numbers to annoyed potential customers and loss of trust, it’s difficult to remember the pros of cold calling. With the evolution of technology, it’s getting harder to get in contact with potential leads and easier for uninterested prospects to avoid your calls. While there are some companies that still stand behind the value of cold calling, there’s no denying the benefits of its more evolved cousin: warm calling. What Exactly…
  • Why “Easy” Content is More Persuasive

    David Dodd
    25 Mar 2015 | 5:00 am
    Creating persuasive content is a perennial challenge for B2B marketers. Producing engaging content has been one of the top three challenges identified by respondents in all five of the annual B2B content marketing surveys by the Content Marketing Institute and MarketingProfs. Marketers have traditionally viewed B2B purchasing as a rational process, and as a result, we tend to believe that the key to creating persuasive content is to use logical arguments that are supported by credible and convincing evidence. We now know, however, that B2B buying behavior is not completely rational and…
  • Step Up Your Appointment Setting Efforts

    Stacy Jackson
    20 Mar 2015 | 5:15 am
    Check out these three key focus areas for appointment setting greatness: people, timing, and tools. Source: blog.vanillasoft.com In his recent post, Kevin Thornton boils down the wisdom on over 3.5 million Google results into three key focus areas for appointment setting greatness. Kevin advises that appointment setters consider 1) people, 2) timing, and 3) tools to improve appointment setting and cold calling efforts. Here’s an overview of each section: People — keep in mind the following stakeholders and constituents that can have a positive impact on your ability to set an…
  • Cold Calling Advice from RAIN Group: Get Cold Prospects to Talk to You

    Stacy Jackson
    18 Mar 2015 | 7:27 am
    How do you get cold prospects to talk to you? Erica Stritch presents 3 easy tips. Source: www.rainsalestraining.com Cold calling/cold prospecting really can be one of the hardest aspects of selling. As Erica Stritch points out in her post, decision makers are more insulated than ever, and it’s tougher to get past gatekeepers. Sometimes, though, you do get lucky. You get a chance to connect with that cold prospect. Now what? Stritch points out three great tips to shift from “go away” to “tell me more” — Be relevant — do your research and make sure your…
 
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    Base CRM Blog

  • Persistence pays off, sticky filters now available on Android

    Josh Bean
    18 Mar 2015 | 10:36 am
    You’ve added a few filters and you now have the perfect filtered contact list on your Android phone, but you need to take a look at your sales pipeline. Up until now, navigating away from leads, contacts or deals meant filters were cleared out, too. Today we’re introducing sticky filters to end the frustration. From now on, all the filters you set up for leads, contacts and deals will persist, even after you move to other areas of the Base Android app. In addition to sticky filters, we’ve also added some great new filtering updates. Checkout what’s new, below: Multi Select You can now…
  • Afraid of mice? Keyboard shortcuts come to Base

    Josh Bean
    12 Mar 2015 | 7:53 am
    Often times when I meet with productivity obsessed sales reps who use Base, I hear “it takes 3 clicks to do this, or 2 clicks to do that.” It’s about time we change that to 0 clicks. Today we’re releasing keyboard shortcuts so you can work your way through Base without ever touching your mouse. You can access the new keyboard shortcuts by hitting shift-. This will pull up all the shortcuts available. When you want to use a keyboard shortcut in Base, simply hit the letters associated to the shortcut you want to use – that’s it! To give you a sense of…
  • Dive deeper with insights from the new Total Sales Report

    Josh Bean
    11 Mar 2015 | 9:18 am
    The total sales report has proven to be one of the most valuable reports for sales managers. It’s a quick glimpse into sales team performance and one of the core reports that all sales managers turn to. Today, we’re adding even more power to Base reporting with a new and improved Total Sales report. The new total sales report doesn’t just give you the sales numbers, it gives you the complete story behind the numbers. We’ve received a lot of feedback regarding the total sales report and it was clear that there was room for improvement. Sales leaders struggled to see which deals…
  • Mobile Email Notifications and New App Icons

    Josh Bean
    4 Mar 2015 | 7:00 am
    We’ve been using the new logo on the web for a while now, and many of you have been asking when the mobile apps will get some love. Mobile users, rejoice, the new logo is now available on the mobile apps along with some powerful new email notifications. Take a look at the screenshots below to see what’s new on mobile. In addition to a new app icon, we’ve also redesigned the initial login page, and zapped a number of bugs that were getting in your way while you worked. Base customers using email view and click notifications on the web have been able to do amazing things like call a…
  • 9 Easy Ways to Hone Your Lead Scoring Today

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

  • Lead Management Conversion Tips – 5 Questions to Improve Sales

    Scott Ankley
    31 Mar 2015 | 6:15 am
    I recently had the opportunity to sit down with Clark Buckner of Technology Advice as a part of their Expert Interview Podcast Series. Clark asked some great questions about the evolution of sales lead management and what sales leaders need to be thinking about to stay ahead of the curve. One of the questions Clark asked was what my advice was to sales organizations trying to map out their ideal sales process. I shared with him the top five questions I ask sales leaders to get them thinking about some potential blind spots and opportunities for improvement in their lead management processes.
  • New Study Reveals Impact of Sales Compensation Plans

    Nick Hedges
    17 Mar 2015 | 6:20 am
    Sales compensation plans can be an important lever for driving desired behaviors across the sales team. Sales leaders often have different views about how to pay salespeople, and for good reason, there really is no one way to compensate. One thing is for sure, however, sales compensation plans can be an important lever for driving desired motivations and behaviors across the sales team. In fact, according to a recent study conducted by Velocify and research partner, Steve W. Martin (Harvard Business Review contributor, USC instructor, and author of the “Heavy Hitter Sales” series)…
  • Sales prioritization results in huge productivity gains

    Jorge Jeffery
    12 Mar 2015 | 6:20 am
    Salespeople who use automated prioritization to manage their many activities and leads, experience great improvements in productivity and effectiveness. When salespeople begin their day, their success is largely determined by sales prioritization: the prospective customers they choose to contact and the activities they choose to perform. Yet, many salespeople have so much to do throughout the day that they don’t have the time for much needed upfront planning and prioritizing. To better understand the impact of the daunting level of sales activities most salespeople deal with on a daily…
  • Enrollment management tactics at non-profit universities are competitive but still fall short

    Martin Lind
    18 Feb 2015 | 11:24 am
    New enrollment management study on non-profit school admissions tactics The bleak enrollment outlook for 2015 is putting increased pressure on higher ed admissions management teams at non-profit and proprietary institutions alike. But new research shows that schools aren’t throwing in the towel when it comes to meeting enrollment goals. In fact, a number of non-profit schools are taking cues from their for-profit counterparts leveraging competitive, data-driven enrollment tactics, according to a new study that compared enrollment management tactics. The study, conducted by my company,…
  • 4 characteristics of a high performing sales team

    Nick Hedges
    26 Jan 2015 | 11:56 am
    Great sales teams share common characteristics that mediocre sales teams lack. New study reveals what separates the best from the rest. Last year, a research colleague and I took a deep look into one of the most pivotal trends occurring in the sales industry– the shift from field sales to inside sales – what we found was that nearly half of the sales organizations surveyed were making a shift to inside sales. In the midst of this research, however, we also uncovered major discrepancies between high-growth and average- or declining-growth sales teams. As companies made the shift to an…
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    RAIN Selling Blog

  • Likability in Sales – Does it Matter?

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

    18 Mar 2015 | 10:00 am
    When it comes to growing accounts, challenges abound. In our Benchmark Report on High Performance in Strategic Account Management, we asked: Consider the challenges your company faces in strategic account management. For each factor indicate how challenging it is to your company's SAM efforts. Here are the results.     Related StoriesThe #1 Action for Strategic Account Growth [Research]The Value Conversation: How to Grow Your Key Accounts6 Tips to Sell More to Existing Accounts 
  • The #1 Action for Strategic Account Growth [Research]

    11 Mar 2015 | 10:00 am
    Companies take lots of actions to grow accounts. Some work better than others. However, none of them work very well if you don't take care of one important action up front. We at RAIN Group studied more than 370 companies that engage in formal strategic account management, and published the results in the Benchmark Report on High Performance in Strategic Account Management. We asked: What ACTIONS do you believe contribute most to your efforts to maximize revenue from accounts? We then split the results into 2 groups: high performers and below-average/average performers in SAM. Here's what the…
  • 15 Ideas for Selling with LinkedIn

    18 Feb 2015 | 10:00 am
    75% of B2B buyers use social media to make decisions according to IDC research. Sellers who use social selling are 51% more likely to exceed quota1, and 89.9% of top sellers view LinkedIn as essential2. It's still the case, however, that many sellers are just getting started with LinkedIn. Mostly it seems they don't know what to do. Here are 15 ideas for spending 15 minutes a day selling with LinkedIn. I challenge you to do this for at least 15 days in the next month. After the 15 days you'll have a good sense of whether LinkedIn should be a part of your selling routine.
  • The Value Conversation: How to Grow Your Key Accounts

    11 Feb 2015 | 10:00 am
    In our 5 Keys to Maximizing Sales with Existing Accounts report, we shared the ways in which high performers outdo the rest to grow their accounts and achieve their financial goals. At the top of the list? Providing value. The more value you provide your accounts, the more willing they'll be to buy, keep buying, and expand their relationship with you. Click here to register for the complimentary webinar now.     Related StoriesTop 10 Strategic Account Management Challenges [Research]The #1 Action for Strategic Account Growth [Research]6 Tips to Sell More to Existing…
 
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    People First

  • Are You Feeling Or Are You Thinking?

    Deb Calvert
    29 Mar 2015 | 6:00 am
    Much has been written about the way we make decisions and the way we are wired to first respond emotionally and then to evaluate logically. Leaders need to understand the difference between their own emotional responses and their logical thinking. Developing self-awareness and mindfulness to discern between the two is essential for solid decision-making. There are many, many […]
  • The Collaborative Sale with Special Guests Keith Eades and Timothy Sullivan

    Deb Calvert
    28 Mar 2015 | 12:30 pm
    Listen here: How the Collaborative Sale Brings You and Your Buyers Together Selling has changed. Buyers have changed. Isn’t it time that you changed, too? Easier said than done! Sales professionals who are looking for the definitive blueprint on what to change and how to change (along with why to change) won’t want to miss this […]
  • Common Sense Selling: A Continuance Is Worse than a “No”

    Deb Calvert
    25 Mar 2015 | 6:15 am
    Stop celebrating continuances. They aren’t as likely to result in a sale as you think they are. Think about your sales process. It has specific steps that progress from opening the sale to closing the sale. There is no step in that process where the seller sits on the sidelines. So why do sellers breathe […]
  • Shoulda, Coulda, Woulda — 3 Nonsense Words that Are Holding You Back

    Deb Calvert
    22 Mar 2015 | 5:35 am
    In a perfect world… STOP! There is no such thing as a perfect world… So what’s the point of thinking that way? Here and now. What is. Reality. You have an obligation to start here. Now don’t misunderstand. Leaders can and do strive to improve the status quo. They are not satisfied with leaving things […]
  • Turn Your Adversaries into Allies! with Special Guest Bob Burg

    Deb Calvert
    21 Mar 2015 | 12:30 pm
    Listen here: Bob Burg explains how you can master the Five Principles of Ultimate Influence In sales, we’re faced with persuading others in a wide variety of situations. And, every single day, we face resistance. We may even begin to see our buyers as adversaries… which leads us to resort to manipulative or coercive tactics […]
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    Witty Blog

  • 5 Savvy Tools for Aggressive Enterprise Sales

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

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

    24 Mar 2015 | 6:00 am
    Content is a strategic asset for companies today. Content marketing should be used to engage your customer and establish your company as an authority in your field.
  • 3 Sales Productivity Apps You Can't Ignore

    23 Mar 2015 | 6:00 am
    Post excerpt: It's easy to get caught in the trap of technology, but using it to your benefit has its rewards. There are apps on the market that will enhance your sales productivity, and knowing which ones are best suited to your needs can make a big difference. Here are a few suggestions.
  • 3 Resume Tricks Used By Today's Savvy Job Hunters

    Anand Deshpande
    20 Mar 2015 | 6:00 am
    Nearly 430,000 resumes are posted on Monster.com every week with an average of 250 resumes received for every corporate opening. With so many resumes saturating the job market, it’s not exactly surprising that hiring managers know what they’re looking for: job titles, work history, and education. But these factors don’t always deliver the full picture. Read on to learn three resume tricks used by candidates to make a more favorable -- and sometimes inauthentic -- impression.
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    xPotential Selling

  • 6 Questions To Help You Sell Like a Champion

    Barrett Riddleberger
    17 Mar 2015 | 6:33 am
    Silence from a buyer puts undo pressure on salespeople. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get the story. You’re seeking to learn from the buyer what they want to accomplish. However, the information you receive is typically […]
  • Dramatically Improve Your Sales With This Magically Worded Question

    Barrett Riddleberger
    2 Mar 2015 | 12:29 pm
    Word choice is extremely important if you want to succeed at sales. Prepare your questions in advance and then scrutinize them to ensure they are clear, succinct and non-threatening. Here is an example of a question salespeople ask a lot, but they use the wrong words: • Are you the decision-maker? Here are a few […]
  • 5 Thinking Habits of the Mega Successful

    Barrett Riddleberger
    16 Feb 2015 | 12:27 pm
    Self-defeating thoughts can derail a career whether it’s leadership, selling, entrepreneurship… you name it. Wildly successful individuals leave clues from which we can benefit. To reach your career goals, adopt the mindset of the top 5%. Develop these five thinking habits to advance your career: 1. Initiative The super successful are self-starters. They wait for […]
  • The 7-Fold Pathway to Self-Motivation

    Barrett Riddleberger
    6 Feb 2015 | 12:25 pm
    It’s easy to lose momentum when personal and professional issues build up. Here are some proven ways to legitimately infuse motivation back into your heart and mind. 1. Determine what you want If you want money, what do you want to do with it once you earn it? If you want autonomy, ask yourself–why? Take […]
  • 6 Sobering Questions You Need To Know That Every Decision-Maker Is Thinking

    Barrett Riddleberger
    15 Jan 2015 | 12:24 pm
    “What were you thinking?!” yelled my boss. A charming, cantankerous, yet brilliant entrepreneur and a bulldog of a Sales Manager, I can still hear his gruff voice shouting that question to me after a joint sales call. I didn’t get the sale, but I didn’t think I did that bad. I was wrong. For the […]
 
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    Exceed Sales

  • Four Inside Sales Management Tips to Grow Your Pipeline: A Closer Look

    Elisa Ciarametaro
    26 Mar 2015 | 4:09 am
    Effective Management is Key to Inside Sales Results Do you ever suspect that your approach to inside sales management isn’t producing up to its potential? Inside sales managers need to know where to look to make the best impact on results. We recently shared eight factors for sales managers to increase the inside sales pipeline.  Since then, readers asked for more insight into the key factors that help a company improve results. So here is a new in-depth look at four places to target management focus to grow your pipeline. 1) Active Management: Inside Sales Management Needs to…
  • Inside Sales Management: 8 Key Factors for Improving Your Sales Pipeline

    Elisa Ciarametaro
    3 Feb 2015 | 6:48 am
    As we start the new year, I want to offer some observations on what we’re learning here about inside sales management. Sales executives often ask about new ways to build a sales a pipeline. How can your business use an inside sales function to produce leads?  There is a risk that reorganizing your teams could potentially kill your inside sales efforts, so this question is so important to address. Is Inside Sales the Answer For a Stronger Sales Pipeline? It happens all the time – a company recognizes that inside sales can benefit the field sales organization by producing qualified…
  • Gratitude and Highlights From 2014

    Elisa Ciarametaro
    24 Dec 2014 | 7:50 am
    Well, it’s that time of year again – a time to give thanks, appreciate others, enjoy, reflect and celebrate. But before we enter 2015, I’d like to share some highlights from 2014. SLMA Recognition Honor 2014 has been a memorable year.  A major highlight was to be nominated among the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management.  I was even more honored to have been voted onto the final list of 50 Most Influential People in Sales Lead Management, ranking number 30 among those named on SLMA’s list, 50 Most Influential People in Sales…
  • Follow-up: Why Is It So Hard?

    Elisa Ciarametaro
    25 Nov 2014 | 12:22 pm
    Follow Up Tips for Sales Professionals It’s happened to the best of us, whether as customers, prospects, partners, business associates, employees, relatives, or friends: a lack of follow-up. Either we need to get back to someone, or someone owes us something, and it never comes. Why does this happen? Why are we faced with so many interactions in which the people involved do not do what they said they would? It is baffling to see how often follow-up failure happens. What causes it – is it us or is it them? Lessons From Two Business Exchanges Here are two recent follow-up issues…
  • Sales Resistance: How to Respond When Prospects Are Putting You Off

    Elisa Ciarametaro
    14 Oct 2014 | 5:01 am
    Sales resistance happens as prospects naturally raise their defenses during a sales call. But they do not want you to notice they are putting you off. Are you, the inside sales representative, really being blown off when a prospect tells you to call back in a certain number of months? Is the prospect truly likely to be ready later if they ask you to send information? Or is your potential customer just not ready to close the sale? It can be hard to tell. In some cases, you may be talking to a prospect who really does not qualify as a lead – this prospect will never buy. In other cases…
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    C. Rice Global » Blog

  • Hamilton Honda Hiring Automotive Sales Consultants

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

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

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

    Danielle Cook
    4 Mar 2015 | 7:19 pm
    Automotive Sales Consultant Job Raleigh North Carolina C. Rice Global is interviewing for an exciting new job opportunity in Raleigh, North Carolina on Monday March 9th between the hours of 9:30am and 3:00pm. Fred Anderson Toyota is looking to add Automotive Sales Consultants to their diverse staff. Fred Anderson Toyota is a family owned, award winning dealership, having won the Toyota President’s award 14 times.  Applicants looking to make an exciting career change will also be provided a complimentary sales seminar by C. Rice Global. Apply for Automotive Sales Consultant Job…
  • Automotive Sales Consultant Job Greenville NC

    Danielle Cook
    17 Feb 2015 | 11:41 am
    Automotive Sales Consultant Job Greenville NC C. Rice Global provides the top auto sales job placement and training to job seekers as well as recruitment and sales training workshops for Auto Dealers throughout the nation. Training with Cliff Rice and C. Rice Global provides you the skills and the insight to increase your sales and your earning potential. But, it’s one thing to tell people starting out in a car sales career that they can make a high salary and can be successful and sell more than they ever imagined. It’s another thing to hear it straight from people who have been there…
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    Salesjournal

  • The Best Way to Network on Facebook, Twitter and LinkedIn

    caitlinhoward
    27 Mar 2015 | 8:44 am
    By Jacqueline Whitmore (Entrepreneur.com) Social media is a great place to network with clients and customers online, but each social network requires a different approach. Keep reading to learn the best way to network on Facebook, Twitter and LinkedIn. I usually shy away from using Facebook to network, but this article gives some great tips for […]
  • 5 Apps To Help You Jettison The Junk

    caitlinhoward
    27 Mar 2015 | 8:28 am
    By Doug Aamoth (Fast Company) It’s been a long winter and spring is finally here! It’s time to declutter your life, physically and digitally. Use this article to find 5 apps that will help you do just that. I especially liked the TinyScan app to help organize random papers, menus, and notes I have on my […]
  • The Top Three Technologies To Improve Your Sales Process

    caitlinhoward
    17 Mar 2015 | 11:42 am
    We are living in a business world where almost every process can be improved with technology — and sales is no exception. Have you embraced technological tools so your sellers can better understand who your leads are, how to approach those leads with knowledge and confidence, and move them efficiently through the sales cycle? In order to gain […]
  • 15 Ideas for Selling with LinkedIn

    caitlinhoward
    19 Feb 2015 | 8:01 am
    By Mike Schultz (RAIN Selling Blog) LinkedIn is a valuable tool for sales reps and even 89.9 percent of top sellers view LinkedIn as an essential tool. Keep reading to learn 15 ideas for selling with LinkedIn that will help you build important business relationships and improve your social selling. 15 Ideas for Selling with […]
  • 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You Don’t Feel Like It)

    caitlinhoward
    19 Feb 2015 | 7:35 am
    By Amy Morin (Forbes) Whether you’re still going strong with your New Year’s resolutions, or you’re starting to lose steam, these 3 tricks for sticking to good habits will help you stay on track and maintain good habits for the long run. 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You […]
 
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    xoombi

  • 6 Ways to Achieve Sales and Marketing Alignment

    31 Mar 2015 | 5:12 am
    According to a report by Forrester Research, only eight percent of B2B companies have achieved effective sales and marketing alignment. Although department leaders believe there's much to be gained from teams working together to increase lead flow and generate revenue, why doesn't it happen? Some colleagues tell me sales and marketing alignment is impossible to achieve. I disagree. How do we move teams from talking the talk to walking the walk? Here are six ways to achieve sales and marketing alignment.
  • How to Be Smart About Guest Blogging

    27 Mar 2015 | 6:00 am
    Guest bloggingpublishing blog posts on other sites to expand your audience and drive traffic back to your own siteused to be all the rage, but its popularity is dwindling. Guest publishing channels are getting noisy, content marketers aren't seeing the ROI, and they're beginning to question whether this once popular practice is still as effective as it used to be. 
  • 21 Questions to Ask When Creating Buyer Personas

    24 Mar 2015 | 6:00 am
    Too many businesses dive head first into inbound marketing without doing all of their homework. Content marketing requires much more than hiring an intern to write and publish your blog posts. You've got to have a plan, and it begins with a laser focus on the basics of inbound marketing strategy. One of the most important things you need to do before launching an inbound strategy—before blogging, partaking in social media marketing, creating email marketing campaigns, etc.—is to create buyer personas.
  • 41 Lifecycle Emails to Boost Your Email Marketing Campaigns

    20 Mar 2015 | 6:00 am
    As we discussed in a previous post, email marketing not only allows you to bring in new leads but also helps renew existing customer relationships. We’ve already covered how to capture your audience, get people subscribed to your list(s), optimize your subject lines, and connect to your readers.  Now it’s time to focus on what types of lifecycle emails you should be sending. Thanks to our friends over at Vero, we’re able to provide you with a comprehensive list of different lifecycle emails you should be sending throughout the buyer’s journey.  Whether you’re reaching out…
  • How to Leverage Content Throughout the Sales Process

    17 Mar 2015 | 6:00 am
    Successful sales professionals master the art of leveraging resources to get sales meetings and close deals. One of the most important resources a sales rep has available is marketing content. Here are three ways content can mean the difference between endlessly knocking on doors and quickly creating new opportunities.
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    Latest blog entries - JobFLEX

  • Test the New & Improved JobFLEX Estimating App, Receive 6 Months of Pro Free

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

    12 Mar 2015 | 1:10 am
    We're going to be making a lot of noise about our news later this spring but we're just too excited to keep it to ourselves until then. JobFLEX is coming to Google Play™! In Spring 2015, the JobFLEX app will officially be available on Google Play™! This means more contractors and service professionals will be able to discover the power-packed mobile app that's already helped so many business owners to save more time, quote more work, close more sales, and make more money! The Google Play™ launch also means that a whole new version of the JobFLEX mobile app is coming your way. We've…
  • 3 Mistakes to Guarantee You'll Lose Customers and Money to Your Competition

    11 Mar 2015 | 11:23 am
    Confession: here at Team JobFLEX, we're secretly a bunch of nerds. Even though we have over 100 years of collective experience in construction, building science, and other get-your-hands-dirty trades, we're also nerds. Nerds who love tech; nerds who love solving problems; nerds who love research. So when we kept hearing about veteran contractors in the industry struggling to keep up with increasing work loads due to the lingering labor shortage, we decided it was time to bust out our nerd hats and see just how bad it was out there with a little research project. We'll cut straight to the…
  • Crush It or Be Crushed: The One Thing Successful Contractors ALWAYS Do Better

    18 Feb 2015 | 9:52 am
    Do you feel like your business is drowning? Like no matter what you do -- no matter how hard you work -- you're just barely keeping your head above water? Unfortunately, that's the case with far too many contractors. But we're here to let you in on a little secret. Actually, it's quite a big secret. In fact, it's the single biggest difference between contractors who crush it and contractors who get crushed. Systems. When we talk about business systems, we're referring to the documented procedures and processes that allow your business to run in the most efficient manner possible, without your…
  • Even the Best Contractors Fail - Will You Be One of Them?

    10 Feb 2015 | 8:18 am
    There's a common theme in the contracting industry: a contractor, extremely skilled at what he or she does and boasting a strong network, starts his/her own company. Things look extremely positive right off the bat: proposals are accepted, jobs undertaken, revenue coming in. Despite the strong start, though, sunny beginnings don't always lead to successful endings. In fact, it's oftentimes the best of contractors who end up failing -- and it's because they don't understand the true cost of being in business. Businesses require strong business leaders. What the best of professionals in skilled…
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    CRM in Outlook to Help Businesses Grow

  • Traits That Damage Confidence in Leadership

    avadminwp
    30 Mar 2015 | 10:50 am
    In the business world it’s pretty easy and simple to focus on the things that make a good leader. All leaders want to be good leaders, and the best way to do so would seem to be to pursue greatness. The truth, however, is that bad leadership and good leadership look a lot alike on the surface, and the pursuit of greatness can lead a manager or executive to make choices that seem strong in the moment, but which will ultimately move the business down a path toward ruin. Poor leadership has significant costs as well. A white paper from The Ken Blanchard Companies in 2011 indicated that…
  • Sales 101 — Researching Sales Prospects

    avadminwp
    27 Mar 2015 | 6:30 am
    Making a sales call or setting up a face-to-face meeting without detailed background information can leave a rookie salesperson feeling desperate and worried. When a customer starts asking pointed questions, new salespeople often end up lacking the context to answer appropriately, and in turn can lose the customer’s confidence. When a customer’s confidence is undermined, sales slump, and many new salespeople wonder how they could have prevented the loss. Pre-meeting research can go a long way toward mitigating these issues. Some knowledge problems can be solved with as little as a…
  • CSO Insights 2015 Study Shows Changes for CRM

    avadminwp
    25 Mar 2015 | 3:48 pm
    When it comes to the future of sales in 2015, you might be surprised to see where big businesses are investing their cash. According to a sneak peek from the CSO Insights newest 2015 study, many organizations are pulling funding out of CRM programs and putting it all into developing better training and lead generation processes. 2015: A Decline in CRM? The annual Sales Performance Optimization Study (SPO) has been keeping a thumb on the pulse of the sales industry for over 20 years. And, in all that time, 2015 will be the first year that businesses have noticeably decreased their investment…
  • A New You — Is Rebranding a Good Idea?

    avadminwp
    23 Mar 2015 | 8:55 am
    Whether it’s to establish a new direction for one’s brand, to restructure after a merger, or to distance the company from a previous mishap, rebranding a company or its products can be a great way to generate a new image in the public eye. Sometimes, though, all it does is toss out years of goodwill in the hope of revitalizing a product that’s simply no longer what the market is looking for. Rebrands can come in varying shapes and sizes; sometimes, companies keep their names while totally overhauling the appearance of their brand and their products. Other rebrands consist…
  • Back to Basics – Spring Cleaning for Sales Success

    avadminwp
    20 Mar 2015 | 1:42 pm
    As winter makes way for potential new growth, you and your team might be looking towards bigger and better ways to meet your sales quotas. Instead, take a step back and refresh your team with some basic skills that will give them a solid sales foundation. In this week’s roundup we review productivity, sales, and management articles that will remind you of those tried-and-true tactics that keep customers coming back year after year.  Sales Strategy (The Bitter Business) Business mentor Brian O’Connell takes a minute to reflect on the efficacy of your sales strategy. He suggests that…
 
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    SalesTactics.org

  • State of Sales

    Jason Kanigan
    27 Mar 2015 | 7:05 am
    State of Sales: I was recently asked on an expert platform what selling techniques, tools or trends we’ll be seeing. State of Sales Trend Number One: Personal Selling Skills are King Personal selling skills, that is: an individual’s ability to… Continue Reading → The post State of Sales appeared first on SalesTactics.org.
  • Sales for NPOs and Advocacy Groups

    Jason Kanigan
    15 Mar 2015 | 10:00 am
    Sales for NPOs and advocacy groups works the same way as in business. Many non-profit executives want to shrug this truth off; however, I will demonstrate selling is human interaction, and whether it’s in a business or non-profit environment the… Continue Reading → The post Sales for NPOs and Advocacy Groups appeared first on SalesTactics.org.
  • Why You’re Afraid to Raise Prices

    Jason Kanigan
    3 Mar 2015 | 9:04 am
    Afraid to raise prices? You’re not alone. Especially if you are a consultant, you will encounter several symptoms indicating you should increase your rates such as: overwork and exhaustion disinterest in current projects concern that the future will simply be… Continue Reading → The post Why You’re Afraid to Raise Prices appeared first on SalesTactics.org.
  • How To Set Sales Targets

    Jason Kanigan
    21 Feb 2015 | 12:17 pm
    How to set sales targets was a recent question from a new business owner. I appreciate that no one wants to pull a number out of the air. But how do you develop a revenue target that makes sense? Is… Continue Reading → The post How To Set Sales Targets appeared first on SalesTactics.org.
  • How Do I Build a List

    Jason Kanigan
    2 Feb 2015 | 6:58 am
    How Do I Build a List? I see this question frequently in business forums and on expert platforms. Business owners and salespeople are wondering how to generate a prospect list, and what to do with it. The process is much… Continue Reading → The post How Do I Build a List appeared first on SalesTactics.org.
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    HappyFox Blog

  • How To Be A Master Of Customer Service Like Zappos

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

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

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

    Lavanya Donthamshetty
    26 Feb 2015 | 9:00 am
    Last week, we ran an interesting article on Big Data and how HappyFox uses it to serve our customers better. Leading from that, we have an interview with Craig Borowski, Market Analyst for the CRM, Customer Service and ITSM markets for Software Advice, who has been involved with Big Data from when it wasn’t even called so. He recently published the article  which provided the impetus for the previous article and now he is back, to help us dig deep into the wonderful world of Big Data. Craig was working for the Ministry of Education of Taiwan in 1998 when he was involved in the updating…
  • How HappyFox Uses Big Data To Effectively Serve Customers

    Lavanya Donthamshetty
    18 Feb 2015 | 9:00 am
    (picture credit: pixabay.com) Big Data. Targeted advertising. Unless you have been living under a large and cushy rock, chances are you have heard of one or both of these phrases being bandied about. Sounds rather Orwellien, the whole concept of computer programs tracking our every move and of marketers using the  gathered data to increase their reach! If you are on Facebook, chances are excellent that you have been on the receiving end of some targeted advertising. Your browsing history, the blueprint to your virtual steps and therefore, your cyber behaviour, coupled with a few choice…
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    CustomerCentric Selling® Sales Training Blog

  • Sales Tips: Does Buying Activity Always Mean Revenue?

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

    30 Mar 2015 | 5:00 am
    Sales Tips: Do You Have a Negotiation Problem - or a Sales Process Problem? By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stuart Miles at FreeDigitalPhotos.net On a recent flight home returning from vacation I picked up the magazine from the seat back in front of me. While flipping through it, I noticed directly in the middle an advertisement for a two-day negotiation skills seminar. As I perused the agenda, the thought occurred to me that if it takes you two days to learn how to negotiate, you probably…
  • Sales Tips: Create Superior Buying Experiences

    25 Mar 2015 | 5:00 am
    Sales Tips: Create Superior Buying Experiences By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net One of my clients told me within the first six months of implementing CustomerCentric Selling® (CCS®) that they had 2 clients compliment them because their buying experiences were markedly better than any other sales they had been involved in. I think part of that is because CCS® sellers understand their first objective in a call is to uncover business outcomes that the titles they’re calling…
  • Sales Tips: "How Did Your Call Go?"

    18 Mar 2015 | 5:00 am
    Sales Tips: "How Did Your Call Go?" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net After being promoted to sales management I got to ask rather than answer the question:  “How did your call with ABC go?” From my new perspective I quickly recognized signs that indicated that sellers had not made great calls:  Pauses or stammering before answering Limited or no eye contact Sharing irrelevant information A lot of talking Have you ever notice debriefing good calls takes far less time?
  • Sales Tips: What NOT to Say with Executive Buyers

    11 Mar 2015 | 5:00 am
    Sales Tips: What NOT to Say in Sales By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Photostock at FreeDigitalPhotos.net The objective of product training, skill training and sales enablement is allowing sellers to make better calls. Companies hope that the information they provide and sellers’ interpretation of it result in words that resonate during calls on different titles and vertical markets. Everyone is concerned about what sellers say. Few worry about what they shouldn’t say. Words and phrases that are noise rather…
 
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    Pipeliner CRM Blog

  • Pipeliner CRM Introduces Multiple Pipelines — PLUS Many New Upgrades and Features!

    Alyson Stone
    31 Mar 2015 | 8:02 am
    The best tools are always about more than mere usability and features. They are vehicles of happiness in your work life. They delight…. They make life easier…. They enable good things. Sometimes these little details seem minor, but they are not. They lead to progress, sometimes even revolution. With each release, we’re working hard for [...]The post Pipeliner CRM Introduces Multiple Pipelines — PLUS Many New Upgrades and Features! appeared first on Pipeliner CRM Blog.
  • If 46% of Sales Reps Don’t Reach Quota, What Are the 54% Doing Right?

    Peter Gracey
    30 Mar 2015 | 8:11 am
    Editor’s Note: Our guest contribution today is by Peter Gracey, CEO of QuotaFactory, AG Salesworks’ sister company. We are excited about QuotaFactory’s focus on sales accelerationtechniques. *** Can a film be seen without any understanding of its context? Yes — but that context will significantly change your impression of the story. For example, knowing that [...]The post If 46% of Sales Reps Don’t Reach Quota, What Are the 54% Doing Right? appeared first on Pipeliner CRM Blog.
  • Building a Better CRM: Eric Quanstrom Interview with TechnologyAdvice

    Alyson Stone
    27 Mar 2015 | 8:33 am
    Editor’s Note: Last month, as we published our Everything Guide to Choosing the Best CRM Solution for Your Business, we became acquainted with a terrific resource — TechnologyAdvice. TechnologyAdvice is interested in CRM vendors like Pipeliner — and other providers of business software — because their business is to create quality connections between buyers and [...]The post Building a Better CRM: Eric Quanstrom Interview with TechnologyAdvice appeared first on Pipeliner CRM Blog.
  • For VisioneersPartner, Pipeliner CRM Is the Perfect Fit

    Alyson Stone
    26 Mar 2015 | 6:30 am
    VisioneersPartner (@VPAustria) is a sales consulting, implementation, and training company headquartered in Vienna, Austria, and servicing Europe and North America. A Pipeliner CRM partner, the company has several unique value propositions that set it apart from other sales consultancies. “We help sales organizations from the top line strategy, all the way down to training the [...]The post For VisioneersPartner, Pipeliner CRM Is the Perfect Fit appeared first on Pipeliner CRM Blog.
  • How to Set Up a Custom Work Week in Pipeliner CRM

    Radoslav Ciglansky
    26 Mar 2015 | 6:15 am
    Have you ever wondered how to set up a custom work week with Pipeliner CRM? Do you know that depending on the region your sales force works in, the work week differs? You can define your custom work week with Pipeliner CRM to suit your specific business. Here you can learn how to set up [...]The post How to Set Up a Custom Work Week in Pipeliner CRM appeared first on Pipeliner CRM Blog.
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    CloserIQ

  • The 5 Most Impressive Things You Can Do in a Sales Phone Interview

    Jason Lalk
    30 Mar 2015 | 5:00 am
    Part of the interview process of nearly every job is the phone screen. This is your first chance to use your subjective qualities to separate yourself from the pack. Your foot is in the proverbial door—now it’s time to make the right impression. Here’s how to do it. 1. Smile while you talk Something so simple as smiling while talking on the phone has been scientifically proven to improve the effectiveness in communication—the other person can actually hear your grin. Even though the recruiter can’t see you, the positive vibes that you’ll be giving off will come through…
  • The ‘Belt Loop Theory’ and How It Can Instantly Boost Your Sales Team’s Numbers

    Jason Tams
    23 Mar 2015 | 6:00 am
    Your best friend is someone you would do anything for. Great sales leaders should make their team members feel the same way. Sales reps will naturally work a little harder, and produce a little more, if they feel a strong connection and responsibility to their manager. Some sales managers call this the “belt loop theory” (because it’s like attaching your reps to your belt loops). But whatever you call it, proper application of this strategy can increase your team’s overall production, as well as boost your new employee retention rate. Some important basics about…
  • 3 Reasons It’s Smart for Startups to Outsource Lead Research

    Kyle Poretto
    19 Mar 2015 | 5:30 am
    With the emergence of the Predictable Revenue model by Aaron Ross, sales has been flipped on its head. We’ve been introduced to the idea of specialization of sales roles, and this idea is being applied to almost every area of the sales cycle. Now there’s the sales development role, which is entirely dedicated to creating opportunities for senior salespeople to close out. We’ve seen the pre-sales team begin to grow so salespeople don’t have to give in-depth product demos. And even after a deal has closed, account managers deal with clients. All of these things are happening with…
  • Should You Use a Sales Script?

    Team Close.io
    17 Mar 2015 | 5:30 am
    This post by Steli Efti was originally published on the Close.io blog. Close.io is an inside sales CRM with integrated calling and emailing that’s easy to use and keeps you focused on activities that close deals. There’s this almost religious debate among sales professionals: should you work with or without a script? The answer is not either or, but instead do both! What are the common arguments made against sales scripts? Professionals who believe sales scripts don’t work often defend their position with these points: Sales people don’t want to act and sound like robots. Nothing…
  • 7 Easy Ways to Tell a Good Sales Boss From a Bad One

    Dan Gottlieb
    16 Mar 2015 | 4:30 am
      At a sales rally at my first job, after a handful of PowerPoints and Kool-Aid drinking exercises, I bumped elbows with the VP of Sales during a 10-minute break. He looked me in the eye, put his hand on my shoulder, and said “Benjamin, you’re going to do great things here.” My name is Dan, and I left that job two weeks later. This man had the conviction of Christopher Walken and the speech skills of a president—he was a pro sales guy. But he was not a pro sales boss. He never learned two important things a sales leader should know about his team member: what I’m…
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    QuotaFactory

  • 4 Questions to Ask Your Reps Before Sales Client Calls

    Kim Staib
    30 Mar 2015 | 5:00 am
    As a Manager of Customer Success at QuotaFactory, I am constantly evaluating how our sales development reps and managers interact with clients on sales client calls. Depending on the type of engagement, we meet via conference call weekly or bi-weekly to track our success and present an overview of the week in regards to conversations, opportunities passed, and common objections the sales development reps are facing. These sales client calls are designed to be collaborative strategy sessions, ensuring not only the success of the sales rep but also the success of our partnership with the…
  • Are You Training Your Sales Team to Gather Sales Context?

    Michaela Cheevers
    27 Mar 2015 | 6:30 am
    In sales development, sales context is critical for developing the foundation of your sales pipeline. Historically, sales representatives spend an extensive amount of time spreading sales content. However, in today’s tech-savvy world, where there is always more than one solution to a business problem, it’s important to also take the time to gather sales context. Sales context helps B2B marketers and sales development reps  ensure that the right solution is being matched to the right business challenge. It also, conveniently, help more sales reps reach quota, which is absolutely critical…
  • Sales Development, Beware of These Prospects

    Colleen Francis
    25 Mar 2015 | 2:30 am
    Sales Wars is pleased to bring you a guest blog post from Sales Jedi Colleen Francis, best-selling author and founder of Engage Selling.  Does This Sales Development Dilemma Sound Familiar? Wishy-washy answers. Heel dragging. Elusiveness. Favoritism toward competitors. And, sometimes, downright unethical behavior. Your sales development team has most likely experienced at least a few of these aggravations while going through the qualification process with prospects. The real problem, however, is not reacting to red flags soon enough. Instead of taking a moment to ask deeper qualification…
  • 5 Tactics To Keep Your Sales Development Team Engaged

    Craig Ferrara
    23 Mar 2015 | 5:00 am
    According to SiriusDecisions, 54% of sales reps won’t make quota this year. If that were a stat that reflected our performance in the last 13 years since AG Salesworks opened its doors, we probably would have gone out of business 10 years ago… if not sooner. Our continual focus as an organization has always been to keep things fresh for our sales development team. This could mean something as simple as providing them sales acceleration tools and technology, or as complex as developing different methods to coach with them on a daily basis. From what I’ve seen over the years with our…
  • The 3 Core Elements of Sales Acceleration

    David Brock
    18 Mar 2015 | 2:30 am
    Sales Wars is pleased to present you a guest blog post from Sales Jedi David Brock, sales consultant and President at Partners in EXCELLENCE, where this post was originally published. First, ​I’m going to ​define ​sales acceleration ​in my terms​​. ​I think sales acceleration is simply “how do we accelerate our ability to achieve our goals.” There are all sorts of levels we can address the issue, organizationally or individually. Here are some initial thoughts: 1. We have to know what problems we are the best in the world at solving, and who has those problems. Too…
 
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