Sales

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  • The Problem with the 80/20 Rule for Sales Managers

    Peak Sales Recruiting | Sales Recruiter
    Eliot Burdett
    15 Sep 2014 | 11:00 am
    Many sales managers accept the 80-20 rule – that 20% of their reps make 80% of the sales – which I suppose is acceptable if the sales manager is consistently meeting targets, but it certainly is not a recipe for superior results. There are many downsides to allowing under-performers to exist on your sales team. Sales leaders who regularly exceed targets are vigilant about removing the weak performers from sales force. “Traditionally, sales teams fall into a pattern: Twenty percent hit well above target – they are your high performers; 60 hit their target fairly…
  • how to lose belly fat fast ?!

    ThedewView.com
    admin
    16 Sep 2014 | 6:58 am
    how to lose belly fat fast ?!   One of the toughest fat to lose is belly fat and it may result in a variety of illnesses including stroke, diabetes, heart disease among others. This is aside from the fact that belly fat can give you an ugly and that is why it is very essential to reduce this amount of fat. There are many things that influence belly fat and they include; stress, diet, exercise as well as sleep. Below are some steps on how to lose belly fat fast; Step 1; Lifestyle changes i) Regular exercise Exercise is very essential to any individual who wants to lose belly fat and this…
  • When a KISS is not a kiss

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

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

    Heavy Hitter Sales Blog
    Steve Martin
    25 Jul 2014 | 10:00 am
        Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled the Win More Business with an Indirect Strategy.         For the past two decades, business to business selling has been conducted in basically the same way. Salespeople directly approach customers armed with facts, features, and the benefits of their products to convince customers to buy. However, customer decision making has changed and today’s buyers are smarter and more…
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    Heavy Hitter Sales Blog

  • Biggest Sales Meeting Mistakes

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

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

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

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

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

  • Smart Selling Visions: Up-Close with Top Revenue Leader Umberto Milletti, CEO of @InsideView

    Nancy Nardin
    8 Sep 2014 | 7:00 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview Umberto Milletti, CEO of InsideView. Nancy: What does InsideViewdo? What problem/s are you solving for sales and/or marketing organizations? Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. In today’s world, companies need to develop targeted, engaging…
  • 3 Rules of Thumb for Selling to Buyers from Hell

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

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

    Nancy Nardin
    20 Aug 2014 | 8:53 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview Jim Mooney, CEO of RO|Innovation. Nancy: What does RO|Innovation do? What problem/s are you solving for sales and/or marketing organizations? Jim: RO|Innovation brings the Voice of the Customer front-and-center through intuitive, easy-to-use, cloud-based sales and marketing solutions that drive revenue for B2B organizations. Our SaaS…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Mark Kopcha, CEO of @Revegy

    Nancy Nardin
    12 Aug 2014 | 7:22 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview Kopcha, CEO and President of Revegy. Nancy: What does Revegy do? What problem/s are you solving for sales and/or marketing organizations? Mark: Revegy is a visual sales effectiveness platform that brings your sales process and tools to life, enabling more effective account planning, improved opportunity win rates, customer…
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    omghub.com

  • How Significant is the Migration to Inside Sales?

    Dave Kurlan
    17 Sep 2014 | 3:30 am
    Understanding the Sales Force by Dave Kurlan Last week, I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event.  Chad Burmeister, who is well known throughout the inside sales community, was one of the attendees.  At one of the lunch breaks, he was talking about the customers his company, Connect and Sell, helps.  He commented that most of them are inside sales organizations.  Chad thought that we would have data to demonstrate the transition to inside sales over the past several years. I began by reviewing my…
  • Taking Your Prospecting to the Next Level

    Dave Kurlan
    14 Sep 2014 | 4:00 am
    Understanding the Sales Force by Dave Kurlan Do you ever wonder how selling evolved to where it is today?  Do you ever think about how salespeople sold in the old, old days?  All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat, and later, ship.  That doesn't sound like it was efficient - or fun.  Over time, selling and our options for connecting with potential customers, moved to a new level. Five important inventions were huge aids to selling - and they're not what you think they are:  Car Phone Plane First-Class Mail…
  • Sales Efficiency - Has Google Provided Us With the Golden Egg?

    Dave Kurlan
    10 Sep 2014 | 7:00 am
    Understanding the Sales Force by Dave KurlanIt's 6 AM and we need to plan our day.  Oh boy. There are 87 emails that came in since 6PM yesterday, 2 internal meetings, 3 external meetings, 5 phone meetings and 14 items on the to-do list that must be completed today, including proposals, follow ups, job offers and CRM updates.  Whew! Does that sound like you and your typical day? With all of the demands on our time, it's more important than ever that we become more efficient.  Some of that can be accomplished through the use of tools, but as with all automation, if you don't have…
  • 7 New Ways to Motivate Salespeople Through 20 Old Hurdles

    Dave Kurlan
    8 Sep 2014 | 4:00 am
    Understanding the Sales Force by Dave Kurlan Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you.   This is important!  We want you to be part of our next White Paper on Sales Force Effectiveness.  Would you kindly take no more than 5 minutes to answer some questions about the sales force at your company?  We won't even ask your name or email address!   Hubspot's Sales Blog published this post with some professional follow-up email templates.  It's worth a look and it has one of mine... The September…
  • Keys to Improved Sales Performance - Part 4 of 4

    Dave Kurlan
    5 Sep 2014 | 4:00 am
    Understanding the Sales Force by Dave KurlanThis is the last in a four-part series that ran this week. See Part 1 here. See Part 2 here.  See Part 3 here. If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work.  As part of getting the work done, you deleted as many emails as you could where a reply wasn't required and visited fewer websites and blogs. That means you missed a lot of what we were discussing this summer.  This series was written…
 
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    OpenView Labs

  • Increase Visual Content And Increase Engagement

    jminton
    19 Sep 2014 | 9:00 am
    Adding even a little bit more visual content can do wonders for how people respond to your content. You might win people over with your words (as any good copywriter would tell you), but you won’t win their eyeballs. But the fact is, before you can win them over you need to make sure they’re engaged with… via OpenView Labs ↬ Increase Visual Content And Increase Engagement
  • Startup Recruitment: The Best Seattle Universities to Hire From

    Meghan Maher
    19 Sep 2014 | 7:00 am
    When it comes to hiring entry-level tech talent, local universities are prime recruiting targets. If you're a startup in the Seattle area, here are the schools to set your sights on. via OpenView Labs ↬ Startup Recruitment: The Best Seattle Universities to Hire From
  • Keys to Designing Smart Survey Questions

    jminton
    18 Sep 2014 | 9:00 am
    If you want data you can actually use, designing smart survey question is a skill you must perfect. It’s not terribly difficult to get answers when you ask a question. Any conversation with a three year old will show you that. But how do you get the answers that will actually help you out? Stop… via OpenView Labs ↬ Keys to Designing Smart Survey Questions
  • Startup Hiring: When Should You Call Off a Stalled Search?

    Rose O'Connell
    18 Sep 2014 | 5:00 am
    Have an open position you're struggling to hire for? A little preparation and planning in advance will help you determine if and when you should call off the dogs and regroup. via OpenView Labs ↬ Startup Hiring: When Should You Call Off a Stalled Search?
  • Increase Customer Referrals In One Mind-Blowingly Simple Step

    jminton
    17 Sep 2014 | 9:00 am
    Generating customer referrals is easier than you ever imagined. It’s true that your current best customers beget the next generation of your best customers. While you’re plenty happy with all the new users you gain from customer referrals, it sure would be nice if the offspring were produced at a rabbit-like pace. Well, the process… via OpenView Labs ↬ Increase Customer Referrals In One Mind-Blowingly Simple Step
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    Jill Konrath's Fresh Sales Strategies

  • Don't Send Prospecting Emails Like This – Please!

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

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

    4 Sep 2014 | 6:00 am
    JOIN ME at this upcoming webinar on Sept. 9th at 1pm ET/10am PT. If you answer yes to any of the questions below, you'll want to attend. Are you: Hoping to change sales jobs soon? Selling a newly launched product or service? Writing proposals that aren't closing? Calling on new buyers or new markets?
  • If You Think Sales is a Numbers Game - You're Wrong

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

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

  • Three Campaigns that Prove Direct Mail Is Still Worth Your Time

    Lisa Fugere
    18 Sep 2014 | 12:00 pm
    According to the Direct Marketing Association, direct mail campaigns can actually yield response rates 30 times greater than email. For business to business brands, direct mail consistently outperforms other media when it comes to demand generation. According to the USPS, 81% of recipients read or scan their mail daily. Direct mail may be the only way you can effectively get in front of busy business owners. To learn how business-to-business brands can master direct mail, we pulled together three of our favorite direct mail campaigns from the last year or so. Tetra Pak New Product Launch…
  • Why More Members, Money, and Ads Don’t Always Mean More Success: A B2B Marketer’s Survival Guide

    Ariel Applbaum
    17 Sep 2014 | 12:00 pm
    This question is particularly compelling today as we see Facebook set new records in terms of users, market valuation and revenue growth and wait with anticipation to see if Myspace can reinvent itself after conceding its market leadership position in social networking back in 2008. How can the respective histories and behaviors of these two companies inform the best practices for B2B marketers? Background on the two social media sites From its founding, Myspace took off like a rocket ship while Facebook had a much slower ascension from launch. The two companies were created six months apart;…
  • B2B Marketing Tips: The Best Custom WordPress Plugins and Snippets

    Neha Jewalikar
    10 Sep 2014 | 11:00 am
    Today’s feature in our B2B Marketing Tips Series comes from Alex Leeson-Brown, Lead Web Designer at Radius.   At most companies, updating the resources page is often a hassle. Marketers often have to go through several people before content is uploaded. Here at Radius, we are able to update our resources library through WordPress. The process is similar to adding a new blog post into WordPress. This makes it easier for marketing team to update content individually. Here are some more plugins that make managing content easier: Below is a list of the best plugins and code snippets to…
  • B2B Marketing Tips: Why Your Marketing Strategy Needs Video

    Neha Jewalikar
    3 Sep 2014 | 10:06 am
    Today’s feature in our B2B Marketing Tips Series comes from Casey Henry, Marketing Analyst at Wistia. If a picture is worth a thousand words, imagine what a message a video could send to your potential customers. Video allows you to present your company’s message in a way that makes your business feel more human to the viewer. Creating video can be a daunting task, but that doesn’t mean you can’t tackle the job internally and/or under budget. Here are some tips that will get you through the process: Keep Things Short: Wistia found that 50% more people will complete a 1 minute video…
  • The B2B Marketer’s Guide to Facebook Advertising

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

  • Where Deals Go to Die: 5 Sales Administration Steps You Should Automate Today

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

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

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

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

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

  • What an 11 Year Old Can Teach Us

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

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

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

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

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

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

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

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

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

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

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

  • 9 Reasons Your Emails Get Rejected

    Jared Flamm
    18 Sep 2014 | 6:39 am
    Author: Jared FlammIt’s email dating 101: there’s nothing worse than waking up, checking your email, and find that annoying email from last night – trying to get back into your inbox for a second round. As with dating, a lot can go right in an email. The person you’re currently sharing your message with might just be the perfect customer for your brand. Your email might appeal to their needs and build a lifelong relationship. Or your recipient may discover that while you two have no chemistry, your product would be a perfect match for one of their friends. But (also like dating) a…
  • How Should I Segment My Database?

    Maggie Jones
    17 Sep 2014 | 5:30 am
    Author: Maggie JonesAs a marketer, you want to communicate with your audience in a personalized, highly relevant way. You want to target the right person, with the right message at the right time across every channel.  And you want to do all of those things at scale – you want to be able to grow without sacrificing that personalized approach. Which is why, as you contact your database, it’s essential that you divide that database into segments, and tailor your communications for each segment – as we’ve learned, 23% of engagement is explained by segmentation. But to create meaningful…
  • Marketing Your Multi-Product (or Multi-Division) Brand

    Phillip Chen
    16 Sep 2014 | 5:30 am
    Author: Phillip ChenIf you’re marketing at a business with multiple products, then you may often run into issues of conflicting goals and agendas. Different product teams might be competing for resources, or could be operating separately from the other teams or divisions. The problem is that while you clearly see how these products are connected, your customers don’t. For example, if you’re a consumer packaged goods company (CPG), the brand managers for each of your products are probably working with multiple agencies – one in charge of creative, another managing your go-to-market…
  • How to Win at B2B Video Marketing

    Evy Wilkins
    15 Sep 2014 | 5:30 am
    Author: Evy WilkinsWhen marketers were first experimenting with video, there was a mad rush to produce as much of it as possible – companies of all sizes invested tremendous resources into all sort of video assets. But, as with all marketing trends, the conversation soon turned to results: How can marketers demonstrate the ROI of their investment in video? So while newbies to this kind of marketing are still producing videos simply for video’s sake, true marketing strategists are busy measuring and optimizing. If you’re actively seeking out opportunities to integrate video into your…
  • Field Report: What’s Hot in Content Marketing

    Maggie Jones
    11 Sep 2014 | 5:30 am
    Author: Maggie JonesContent Marketing World 2014 – the biggest, baddest content marketing conference in the world – has come to a highly climactic end. After three days of sessions, breakouts, panels, and networking, closing keynote speaker Kevin Spacey (!!!) brought the house down with one of the funniest, most profanity-laced speeches ever heard at a marketing conference. (He also made my dreams come true by quoting his own House of Cards character, Frank Underwood, with a Southern accent.) A tornado warning here in Cleveland left many of the 2,500 attendees tucked away in…
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    The Sales Blog

  • Not Worth the Paper On Which It Is Written

    S. Anthony Iannarino
    19 Sep 2014 | 7:31 pm
    Not Worth the Paper On Which It Is Written is a post from: The Sales Blog | S. Anthony Iannarino I recently heard a story about a company that sues their clients when they attempt to terminate the relationship. It doesn’t matter if this company isn’t performing up to their client’s expectations or needs. This company doesn’t care that they’re not creating the value their clients need from them. If they leave early, they get sued. When I heard this story, I was incredulous. I mean, if a company sued a client for breaking the contract once, I’d assume it was under some rare…
  • Your Why Do List

    S. Anthony Iannarino
    18 Sep 2014 | 6:00 pm
    Your Why Do List is a post from: The Sales Blog | S. Anthony Iannarino You are not a procrastinator because there is no such thing. You are a human being who happens to procrastinate. Procrastination isn’t a nationality, like Italian. You weren’t born a procrastinator. It isn’t your identity, even if you claim it as such as a way to absolve yourself of the responsibility to act or assuage the guilt you feel for not doing what you need to do. But there is a reason that you procrastinate. It’s because you are thinking “to do” when you need to think “why do.” The reason that the…
  • Stop Waiting to Share Your Gift

    S. Anthony Iannarino
    18 Sep 2014 | 4:27 am
    Stop Waiting to Share Your Gift is a post from: The Sales Blog | S. Anthony Iannarino Share your gift. pic.twitter.com/HKwoLddlQk — S. Anthony Iannarino (@iannarino) September 18, 2014
  • Violence and Force Are Weakness

    S. Anthony Iannarino
    17 Sep 2014 | 6:56 pm
    Violence and Force Are Weakness is a post from: The Sales Blog | S. Anthony Iannarino I got the belt a few times when I was kid. A couple of the very old nuns at Catholic school used the wooden paddle to punish me for leaving the school grounds to get lunch in eighth grade. I am certain I deserved more than I ever received when it comes to corporal punishment. I got in a good number of fights when I was a kid, and I started a good many of those fights. I was never a good enough fighter to hurt anyone else, but I got hurt a number of times. I saw a lot of people get hurt, and it always made me…
  • After Inbound

    S. Anthony Iannarino
    16 Sep 2014 | 6:36 pm
    After Inbound is a post from: The Sales Blog | S. Anthony Iannarino After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what? Do you know how to qualify those leads, ensuring that you are spending your time with the prospects for whom you can create massive value and who are willing to pay for that value? Do you have a process that allows you to understand where the buyer is in their buying journey and how to create value where they are now? Can you differentiate you and your offering from all of…
 
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    Sales 2.0 Blog

  • The State of Inbound-SALES!

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

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

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

    Nigel Edelshain
    26 Aug 2014 | 12:33 pm
    Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing when things happen on my schedule (not too often)! If you’re into social selling and have not checked out Nimble, you should. I run my Rolodex from it. It’s the CRM that best aligns with a social selling approach (that I know of). Here’s the Nimble post about their new…
  • It’s Never JUST A Sales Problem!

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

  • Do Your Sales Contracts Have An "I Love Selling" Clause?

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

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

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

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

    Tony Cole
    4 Sep 2014 | 8:40 am
    Alan Mulally was an unlikely hero in American Industry when he took over Ford in 2006. Not unlikely because he was unqualified, but because he wasn’t a car guy. If you read the book, American Icon, you will enjoy a great story about guts, determination as well as unbelievable leadership and management. I started reading the book about 18 months ago, but then got sidetracked by other books and my own business needs. Recently, while in an airport waiting for my flight, I happened to have my Kindle with me. I opened it up, turned it on, clicked to books and BAM! American Icon opened up right…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Canva -Top Recommended Tool For The Graphically Challenged

    Miles Austin
    3 Sep 2014 | 12:13 pm
    Canva is an online web tool that simplifies the creation of graphics and can eliminate the stress you get when sitting in front of the keyboard, under a deadline, and need to create a persuasive graphic for your presentation, blog post or email.   According to the folks that decide the winners of The Webby Awards: “Canva is the easiest to use design program in the world.” Using a familiar and non-intimidating template approach, I found it extremely easy to get started on my project. Rather than staring at a blank screen, you first select the template for what you want to…
  • “Zap” Your Way to Increased Productivity With A “Recipe” for Success

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

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

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

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

  • [Video] Resign Today as Chief Problem Solver

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

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

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

    Keith Rosen
    29 Jun 2014 | 2:23 pm
    Why does sales training fail? Why don’t people make the changes they need to become more successful? The fact is, sales training doesn’t create champions. Leaders do. It’s the coaching and reinforcement from the manager that makes any sales training stick. So, if you want to build a team of top performers, first make your managers world class coaches. Take a look in the mirror. Your team is a reflection of you. Like it or not, every team takes on the complexion of their manager; their strengths as well as weaknesses or, their opportunities for improvement. And that’s the good…
  • Your Sales Culture is Killing You – Part 7 (Coach Up! – The eBook)

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

  • How To Use Website Analytics To Get More Sales And Grow Your Business

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

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

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

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

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

  • how to lose belly fat fast ?!

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

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

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

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

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

  • Gone Fishin’

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

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

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

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

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

  • The A to Z of Successful Inside Sales Training #Infographic

    Brock Heath
    19 Sep 2014 | 7:00 am
    Making the best of sales training is a foundational part of a successful sales manager’s career. If you can’t develop a sustainable training ecosystem in your inside sales team, you’re destined to rely on a few high performers to pull the company through the year…very likely including yourself! And, inevitably, you’ll be replaced by someone who can deliver sustainable skills development and more distributed quota attainment…ouch! That’s where AG Salesworks and I thought the sales world could use a little guidance. Recently, we developed a thorough…
  • This Is How You Manage a Remote Sales Team of Millennials

    Brock Heath
    18 Sep 2014 | 7:00 am
    As we shift into a majority-Millennial workforce, inside sales organizations are considering flexible work programs as a way of attracting top young talent, increasing productivity, and distancing themselves from increasingly negative associations with “the office.” Some organizations are emphasizing more open, collaborative office layouts, while others are considering de-emphasizing the office altogether. For those considering making work more about what your sales team does and less about where they do it, a new study of 2,000 knowledge workers and their managers over the…
  • Study: How REAL B2B Decision Makers Reveal Themselves on Social Media

    Brock Heath
    17 Sep 2014 | 7:00 am
    Social media is definitely the new reality in inside sales. The big questions aren’t about whether to spend time and money on social, but how to maximize it’s sales effectiveness. What, exactly, is the value of a salesperson’s social media presence? Where is your social ROI going to come flooding in from? Of course, the answer lies in how your customers are using social to influence their purchase decisions. And a new study from International Data Corporation and LinkedIn, surveying 760 B2B buyers across 8 countries, has taken a hard look at just that. The study reveals…
  • Generation C Is All about Collaborating

    Josiane Feigon
    16 Sep 2014 | 7:30 am
    I recently received an inbound call from an interested prospect — a young sales leader — who was VERY interested in me providing her with a training proposal WHILE WE WERE ON THE CALL. I felt like a human ROI calculator there for a minute! In the age of filling out online contact forms and browsing profiles, this was a visceral real-time experience. Real-time collaboration is what Millennials are all about today. According to UNC’s oft-cited study Maximizing Millennials in the Workplace, this generation tends towards fast, on-demand collaboration, often through digital…
  • What Managers Should Know About Remote Inside Sales Reps

    Josiane Feigon
    11 Sep 2014 | 4:38 pm
    As it gets harder to find and keep good inside sales talent, the question about hiring remote workers keeps coming up. According to a recent study published by the American Sociological Review, employees almost doubled the amount of productive time they spent working from home. Managers are not always sure the best way to manage their remote inside sales team members, here’s a few ideas: 1. Make sure they have the right qualities to work remotely. Look for these specific superhero qualities in any potential remote worker: Resourceful: They can quickly tap into the internal and external…
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    EyesOnSales.com

  • Questions with Kendra: How Many Emails are TOO Many for CAN SPAM?

    editor@eyesonsales.com
    19 Sep 2014 | 7:00 am
    Email prospecting is the top sales prospecting strategy. It’s easier and less threatening for contacts to respond than voicemail. However there’s always the legal concern niggling in the back of sales reps’ minds. Q: Recently Chris, an insurance counselor, asked, "I'm curious as to how email prospecting adheres to the U.S. CAN SPAM regulations.  Is there a limit to the number you can send per day?" A: The best way to adhere to the U.S. CAN SPAM regulations with email prospecting is to be sure to include an unsubscribe option at the bottom of your email under your…
  • 5 Secrets of Successful Opening Scripts

    editor@eyesonsales.com
    18 Sep 2014 | 7:00 am
    Cold calling is tough, I get it.  Even if your marketing department is generating so called “warm leads,” the resistance of people who receive an unsolicited call can be fierce.  Heck, you probably don’t like getting calls from home improvement or alarm companies when you’re at home either, do you?  So what can you do to make your calls sound different?  What can you do to give yourself a fighting chance to engage your prospect and perhaps even begin a conversation?  And what can you do to prepare for the inevitable objections, stalls and put…
  • Smart Email Marketing for the Holidays -- LIVE WEBINAR

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

    editor@eyesonsales.com
    16 Sep 2014 | 7:00 am
            SALES QUESTION:   "What's The Best Sales Prospecting Qualification Questions to Ask?"           SalesBuzz Answer:   I recently read an article that touted what the "BEST SALES PROSPECTING QUALIFICATION QUESTIONS" were to ask. I was excited. I wanted to see what these "best questions" were.  So I read. And then I was let down. Hard. Here's why...  At the top of the list, the very first "best" sales prospecting qualification question to ask was: What challenges are you experiencing with your current process/technology?
  • Are you confusing being busy with being productive?

    editor@eyesonsales.com
    12 Sep 2014 | 7:13 am
    You’ve all seen this salesperson.  He looks busy, complains there isn’t enough time to get everything done and has no sales results to show for his efforts.  What’s not working? This salesperson is confusing being busy with being productive.  As a result, he is on an endless sales-gerbil wheel leading to no sales.    Here are a couple of tips from top sales producers that are busy AND productive.  #1:  Time Management.   Great salespeople are excellent at planning and managing their time.  When they come into the office on…
 
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    The Accidental Negotiator

  • Turns Out That Negotiating Is All About 3 Rules Of Psychology

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

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

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

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

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

  • Changing Directions

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

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

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

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

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

  • This Week In The Sales Playbook Communities

    Paul Castain
    20 Sep 2014 | 5:59 am
    Here are a few of the things you may have missed this week in our Sales Playbook communities. On Facebook Is it weird to ask someone why they unfollowed, unfriended or disconnected with you on a social network? Would You Like 100+ FREE Audio Sales Lessons . . . Well There’s An App For That! Please click the banner [...]
  • My Sales Manager Gave Me The Butt Kicking I Deserved

    Paul Castain
    19 Sep 2014 | 11:06 am
    I’m sure Mr. Murphy would agree that its foolish to mentally spend your commission on a deal that hasn’t concluded, but sometimes we just leave our brain back at the office. Sure enough I lost a deal that would have represented a major jolt to my struggling finances at the time. To say I was pissed [...]
  • Have You Become A Pigeonholed Vendor?

    Paul Castain
    18 Sep 2014 | 11:47 am
    We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they are buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. This can present a bit of a challenge for us because we [...]
  • You Better Cut To The Chase With Your Prospects

    Paul Castain
    17 Sep 2014 | 6:52 am
    Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?” I have never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have [...]
  • How To Bore The Hell Out Of A Potential Client

    Paul Castain
    16 Sep 2014 | 11:37 am
    You might be losing opportunities simply because you’re boring . . . I know, Ouch but please read on! You bore potential clients when you . . . Keep trying to reach them on the same channels that are completely flooded like; Phone and Email Want to bore them at an even higher level? Keep saying the same things, over [...]
 
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    SALESPRACTICE.COM

  • Sales Blogs: The Worst of the Year

    15 Sep 2014 | 6:15 am
    50 sales blogs listed, cited by reputable critics, the worst sales blogs of the year. Is your blog on the list? [...] http://www.salespractice.com/forums/t-12217.html
  • Likability

    15 Sep 2014 | 4:41 am
    Hey Guys, I'm new to the forum, and honestly I'm pretty excited about this. I'm still a novice in sales, but am very [...] http://www.salespractice.com/forums/t-11818.html
  • Cold Canvassing (door knocking) Pros and Cons

    10 Sep 2014 | 1:21 am
    Lets build a list of the pros and cons of prospecting in-person. I'll start with... Pros: Not as easy to dismiss [...] http://www.salespractice.com/forums/t-2645.html
  • "The Secret" - Fact or Fiction?

    6 Sep 2014 | 7:43 am
    I watched "The Secret" today and loved it. Did anyone else see this? [...] http://www.salespractice.com/forums/t-2038.html
  • Real estate sales training

    2 Sep 2014 | 4:57 am
    I have not studied sales training too terribly much but I think I have picked up enough to understand what it entails [...] http://www.salespractice.com/forums/t-2027.html
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Are You Shy, or Just Introverted Salesperson?

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

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

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

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

    the_alen
    2 Jul 2014 | 12:10 pm
    When people first think of selling, they get an unsatisfactory image of a car salesman. However, selling represents a critical business growth strategy that keeps businesses alive, keeps revenue coming in, and pays bills. So everybody to some extent depends on businesses performing good selling. A customer also needs a reason to buy. He needs to be told that the product or service solves his problem and does so effectively. To effect a good business growth strategy via sales, a business needs to practice ten rules regularly: Know your product and industry – Consumers aren’t stupid. They…
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    Your Sales Management Guru

  • Pick up the DAMN PHONE!

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

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

    kenthoreson
    25 Aug 2014 | 8:06 am
    7 Benefits of a Prescriptive Sales Process By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. There are never enough A performers in any organization, and they’re generally already maximizing their productivity. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales…
  • Sales Mgmt: don’t over complicate it….

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

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

  • Return on Authenticity: Making Effective Storytelling and Content Performance Align

    19 Sep 2014 | 12:00 am
    According to research by Nielsen, 70 percent of global consumers trust online consumer reviews and rate reviews as the second most trusted form of advertising. When it comes to trust, BazaarVoice reports that marketers may as well eliminate their own brand websites as a source of customer trust. Only 16 percent of US consumers said they trust the content on a brand's website compared to 51 percent who trust content generated by other users.Today's digital currency is arguably authenticity. Yet far too often, brands opt for content marketing strategies that only use new social channels to…
  • The Content Promotion Manifesto

    18 Sep 2014 | 12:00 am
    How can you get your content seen by millions?In this manifesto Chad Pollitt takes a hard and realistic look at today’s content marketing environment and explains why content production without planned promotion can be a recipe for lackluster results. He also takes a deep dive into tactics, tools and budgeting for content promotion.In this eBook you will learn:Why content promotion is so importantThe channels of content promotionThe tactics of content promotionThe tools of content promotionHow to budget for content promotionThe information outlined in this eBook lays a foundation for…
  • 2015 Enterprise Buyer's Guide to SEO

    18 Sep 2014 | 12:00 am
    Everything enterprise marketing executives need to know about SEO in 2015.Enterprise marketing executives have faced no shortage of challenges in 2014. The world of digital marketing seems to turn on a dime, and today’s executives must be adaptable to succeed. The realm of organic search is no exception – its breadth of influence in marketing has grown dramatically in the past year alone.True SEO solutions are more complicated than they used to be. Finding the right SEO partner is now more critical than ever before.In this guide you will learn:2015…
  • The Essentials of Sales Kit - Includes a Free Power Principles eBook

    17 Sep 2014 | 11:50 am
    The Essentials of Sales Kit, brings together the latest in information, coverage of important developments, and expert commentary to help with your Sales related decisions.The following kit contents will help you get the most out of your Sales research:Power Principles – Free eBookThe State of Mobile Enablement in Sales and MarketingImproving Channel Sales Productivity with Tablets and Mobile ContentUsing an E-signature Solution to Save Time and MoneyRequest Free!
  • The Essentials of Sales Kit - Includes a Free ABC of Sales eBook

    17 Sep 2014 | 11:50 am
    The Essentials of Sales Kit, brings together the latest in information, coverage of important developments, and expert commentary to help with your Sales related decisions.The following kit contents will help you get the most out of your Sales research:The ABC of Sales: Lessons from a SuperstarThe State of Mobile Enablement in Sales and Marketing3 Ways the New Generation of Video Conferencing Benefits Sales OrganizationsUsing an E-signature Solution to Save Time and MoneyRequest Free!
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    Salesjournal

  • When It Comes to Customer Face-time, Are You Your Team’s Own Worst Enemy?

    caitlinhoward
    18 Sep 2014 | 8:56 am
    By Rachel Cavallo (Symmetrics Group) Where are you asking your sales reps to spend their time? If you are asking them to spend more time pulling reports and attending unnecessary meetings, than spending time with customers, then you have might have a problem. Find out if your sales reps are bogged down by unnecessary tasks and what […]
  • Apple Watch: Top 5 Business Features

    caitlinhoward
    18 Sep 2014 | 8:28 am
    By Brett Nuckles (Business News Daily) The Apple watch has created a lot of anticipation since its reveal. It’s supposed to make you more productive and help you with your fitness tracking. But how does it stand up in the business world? Learn about 5 features on the Apple watch that will help you run your business […]
  • 6 Steps to Fewer, Shorter and More Efficient Meetings

    caitlinhoward
    18 Sep 2014 | 8:16 am
    By Eli Epstein (Mashable.com) Most employees dread meetings because oftentimes they’re inefficient and lead to more meetings. Learn how to cut down on the number of meetings each week and how to improve the ones that remain. 6 Steps to Fewer, Shorter and More Efficient Meetings
  • 10 Apps Top Trainers Swear By

    caitlinhoward
    12 Sep 2014 | 12:40 pm
    By Lucy Maher (The Huffington Post) Looking to get fit but don’t know where to start? Top trainers picked their favorite workout apps that will get you in shape this fall! 10 Apps Top Trainers Swear By 
  • How the Most Successful People Prioritize

    caitlinhoward
    12 Sep 2014 | 7:11 am
    By Lindsay Kolowich (HubSpot Blog) Do you ever feel like your to-do list is never-ending? Learn how to better prioritize and say ‘no’ to events that put your priorities at risk. How the Most Successful People Prioritize
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    Peak Sales Recruiting | Sales Recruiter

  • The Problem with the 80/20 Rule for Sales Managers

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

    Eliot Burdett
    4 Sep 2014 | 11:47 pm
    Recruiting high performance sales people is something that very few companies do well and there are a limited number of books on how to attract and hire great sales people (including ours – Sales Recruiting 2.0 – How to Find Top Performing Sales People, Fast), so we are always keen to review what others have to say on the topic. Hire Right, Higher Profits: The Executive’s Guide to Building a World-Class Sales Force, by Lee B. Salz (SalesArchitects), was released in 2013 and what immediately catches my attention is the link between sales hiring and profits in the book’s…
  • Need-to-Haves That You Don’t Need When Hiring Salespeople

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

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

    Eliot Burdett
    20 Aug 2014 | 11:41 pm
    Great post, the 9 Results You Can Expect From Sales Onboarding, by Lee Salz (link below), summarizes the many benefits a structured program for onboarding new salespeople. In it, he discusses why a structured onboarding program helps achieve the following: protects an investment in recruiting and employing sales people; help provide increasing revenue performance; improved client experience; protecting company brand; reducing sales force turnover; and enhancing the ability to recruit and achieving faster identification of hiring mistakes. SALES RESULTS SOONER But if there was one reason alone…
 
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    Sharon Drew Morgen

  • Two Cold Call Case Studies

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

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

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

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

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

  • The Best Infographic In The World For Sales People Who Struggle With Price

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

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

    Keenan
    9 Sep 2014 | 6:10 am
    I’m gonna be in the trenches today and I’m excited about it. I’m currently consulting with one of the big broadband providers and I’m gonna be walking the streets with their door to door sales team. I know, there are still door to door sales people, can you believe it? This is going to be very interesting. When I was a kid, I was the king of door to door sales. I sold more raffle tickets, chocolate bars, and other crap than you could imagine door to door. I’m looking forward to this. I’m excited not only to see how the sales people position, pitch and…
  • What’s Your Mission?

    Keenan
    8 Sep 2014 | 10:49 am
    Seth Godin had a killer post the other day called, I Made It My Mission . . . It was phenomenal. In typical Godin style, he got right to the point and made impact. It had more to do with hiring than sales in general, so I posted my thoughts over on the A Sales Guy Recruiting blog, rather than here. Go check it out. I love when people make something their mission. It’s the ultimate in personal ownership and accountability. When people make something their mission, shit gets done. My boy Bob made it his mission to close a client that I had dismissed as not our target market and not a…
  • Can You Sell Yourself?

    Keenan
    4 Sep 2014 | 4:40 am
    I know you know you’re good at selling. But HOW do you know? What makes you so good? What is it specifically about how you sell that makes you so good? What is your sales philosophy? What is your sales approach? What are your sales liabilities? What makes your prospecting so good? What makes your engagement skills so good? What is about how you sell that makes you good, I mean really good? Can you answer these questions and a host of others that describe your selling capabilities in a compelling manner? Are your answers unique and specific to you? Can you articulate your OWN specific…
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    Sales Motivation and Sales Training

  • How to Deal with a Competitor’s Price that is Super Cheap

    TheSalesHunter
    18 Sep 2014 | 9:20 am
      At one time or another, we all have to do battle with a competitor’s price that is lower than anything we’ve ever seen before. When confronted with a competitor’s price that is ridiculously low, the last thing you should do is think about lowering your price. A price that is dirt cheap is many […]
  • 6 Confessions of the Professional Buyer

    TheSalesHunter
    16 Sep 2014 | 11:02 pm
      This is a hot topic because it happens a lot. Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six confessions professional buyers have shared with me regarding how […]
  • Average Salespeople Sell Features. Great Salespeople Sell Themselves.

    TheSalesHunter
    16 Sep 2014 | 2:18 am
      Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […]
  • Sales Motivation Video: The Power of a News Link!

    TheSalesHunter
    15 Sep 2014 | 2:16 am
      One of the best ways to stay in contact with prospects and customers is to occasionally email them a news link you think will be of interest to them. The link could be something relevant to their industry or a topic you last discussed with them. When I do this, it is amazing how often […]
  • VIDEO SALES TIP: Little Successes Each Day. Can You Do It?

    TheSalesHunter
    13 Sep 2014 | 10:51 am
      If you are waiting for a huge jump in your sales career, you might be waiting quite awhile. A better approach is little successes every day that then add up to better opportunities.   Climb your way up step by step. Check out this video to see what I mean: Copyright 2014, Mark Hunter “The Sales […]
 
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    Partners in EXCELLENCE Blog -- Making A Difference

  • Never Apologize For Selling Or Being A Sales Professional!

    Dave Brock
    18 Sep 2014 | 1:02 pm
    I have to admit I get just rip roaring pissed off with a lot of the rhetoric–some from very smart people about selling and sales people.  “We should stop selling and start serving… ”  “We need to stop selling and be helpful…”  “We’re not trying to sell you something, we’re trying to solve your problems….” The madness goes on to what we call ourselves or refuse to call ourselves.  We don’t want to be called sales professionals, but rather relationship managers, account managers, customer service managers (as…
  • How Much Time Will Our CRM System Take From Me?

    Dave Brock
    18 Sep 2014 | 5:42 am
    I’m working with an organization implementing it’s first CRM system.  They’re both excited about the tool, but worried about it. One of the managers just came to me, saying, “The people are worried.  As you know they’re already running full out.  They want to use the tool, but they’re worried about the time that it will take from their day.  How much time should the be spending on the CRM system each day?” My knee jerk reaction was to provide one of my two standard responses, “It depends…..”  or “It takes what it takes,…
  • The Devil Is In The Details

    Dave Brock
    17 Sep 2014 | 9:17 am
    I  suppose it’s human nature not to look at details.  If I look at the pace of business and life, the workloads each of us have, it’s easy to gloss over things. We look at reports, only looking at the summary data, not looking at or understanding the data itself. There are countless examples: Sales people are making the right number of outbound calls, activity levels are right—but if the quality of the calls is garbage, then we are wasting our time.  We don’t know that unless we drill down into the details of the calls themselves.  For example, listening to a few,…
  • What Do You Want To Know?

    Dave Brock
    15 Sep 2014 | 12:46 pm
    We all know that preparation for a meeting is important.  We want to connect well with people, we want to create a positive impression, we want to accomplish something. As we prepare for a meeting, there are all sorts of things we may want to research and prepare for.  There are great tools to help us in that process.  We learn a lot about a person by looking at their personal social profile leveraging LinkedIn, Twitter, Facebook and other tools.  We can learn about their company by visiting their website and leveraging all sorts of other tools (e.g. Insideview, Hoovers, D&B, others)…
  • Can You Show Me Your Plan For This Interview?

    Dave Brock
    12 Sep 2014 | 8:46 am
    Recently I was asked to my views on the best interview questions for sales hires.  It was published in a great ebook from Openview Ventures.  Be sure to take a look at it, there are some great questions from some very smart people. One of my favorite questions for an interview is, “Can you show me your plan for this interview?” The reason I like it is that we know research and preparation for a sales call is critical to our effectiveness.  If we want to move the customer through their buying process, if we want to create great value and outcomes in every interaction with the…
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    Media Sales Today

  • Paid Social Media Campaigns Drive 25% Higher Conversion Rates

    Kathy Crosett
    19 Sep 2014 | 8:00 am
    Multi-touch attribution has been in the news in a big way lately. As tech companies make it possible to track consumer movement through the purchase funnel and their touch-points with social media, marketers are learning which marketing campaigns and formats are making a difference for the bottom line.
  • Media Rep Sells $9,600 Mobile Campaign Using Digital Audit

    Faye Oney
    18 Sep 2014 | 11:00 pm
    With the help of AdMall PRO’s Digital Audit, Edward Emanuel closed $9,600 in a mobile campaign with a franchise owner who initially told him she didn’t have the budget for advertising. Here is how he sold the campaign.
  • Only 59% of Ad Impressions Reach the Targeted Audience

    Kathy Crosett
    18 Sep 2014 | 10:38 am
    Are you trying to help your advertisers target female consumers between the ages of 35 and 54 in their online campaigns? If so, welcome to the club. Nielsen’s Online Campaign Ratings shows that there has been a five-fold increase in online marketing campaigns to reach this demographic in the past year.
  • The Complete Guide to Twitter for Media Sellers

    Faye Oney
    18 Sep 2014 | 10:00 am
    Did you know you can use Twitter in your sales efforts? If you created a Twitter profile a while ago and decided it was a waste of time, dig out that password. Here is your guide to building relationships and increasing sales using Twitter.
  • Tailor Your Sales Strategy to Match How Prospects Are “Wired”

    Jessica Helinski
    17 Sep 2014 | 10:45 pm
    Because each prospect is different, you should be tailoring your sales approach to every individual. Sean McPheat, in a post on his blog, explains that not everyone is “wired” the same, and as a salesperson, it’s up to you to present information to each prospect in a way that he or she will best comprehend […]
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    Star Results » Sales Management Blog

  • How to Measure Sales Manager Coaching Effectiveness

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

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

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

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

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

  • Suffering from Sales Performance Anxiety?

    admin
    18 Sep 2014 | 1:56 pm
    • Facebook • Twitter • Delicious • LinkedIn • StumbleUpon • Add to favorites • Email • RSS by Liz Wendling I forgot what I was supposed to say. You’re in an important sales meeting or presentation. All eyes are on you. You’re discussing your features and benefits. You highlight your expertise. You showcase your value. You are on top of your game. Then suddenly, out of right field, you are asked a question about how your services differ from your competition. Then someone else asks why your pricing is higher than others. You were not prepared in…
  • Are You Busy or Productive?

    admin
    12 Sep 2014 | 2:42 pm
    • Facebook • Twitter • Delicious • LinkedIn • StumbleUpon • Add to favorites • Email • RSS by Colleen Stanley You’ve all seen this salesperson. He looks busy, complains there isn’t enough time to get everything done and has no sales results to show for his efforts. What’s not working? This salesperson is confusing being busy with being productive. As a result, he is on an endless sales-gerbil wheel leading to no sales. Here are a couple of tips from top sales producers that are busy AND productive. #1: Time Management.   Great salespeople are…
  • Clarify Expectations to Close the Sale

    admin
    31 Aug 2014 | 10:56 am
    • Facebook • Twitter • Delicious • LinkedIn • StumbleUpon • Add to favorites • Email • RSS Combine setting expectations with confirming THEIR expectations along the way and you’ll move further even more quickly.  Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful way to advance and close the sale. by Nancy Bleeke Assumptions have killed and stalled more sales than lack of budget or your competition. Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful way to advance and close the…
  • 5 Reasons Why Buyers Don’t Give a Damn

    admin
    12 Aug 2014 | 1:43 pm
    • Facebook • Twitter • Delicious • LinkedIn • StumbleUpon • Add to favorites • Email • RSS By Julie Hansen “Frankly My Dear, I Don’t Give a Damn.” Why Buyers Don’t Care About Your Presentation If you’ve been selling for more than a week, you’ve already heard plenty of excuses from buyers: I need to think about it. I can’t afford it. You’re too expensive. The details may vary, but the reason buyers aren’t anteing up typically boils down to this: Frankly my dear, they don’t give a damn. Clark Gable delivered this famous parting line…
  • The One Word that Increases Sales and Builds Strong Teams

    admin
    12 Aug 2014 | 1:14 pm
    • Facebook • Twitter • Delicious • LinkedIn • StumbleUpon • Add to favorites • Email • RSS Learn to say No thoughtfully and respectfully with the focus on creating a high performance sales culture. By Leanne Hoagland-Smith Are you limiting your sales team and the ability to increase sales by not ever saying No? Sometimes, you need to demonstrate sales leadership by just standing up and not saying or appearing to be saying Yes to everything. Society frowns on saying No because you are believed to be making a negative judgment. Yet, common sense tells us…
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    Dave Stein's Blog

  • How Much Sales Content is Too Much?

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

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

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

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

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

  • Don’t Parrot – Integrate!

    Tibor Shanto
    18 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach is to ask yourself what you can ask the prospect/buyer, based on what they just said, makes you focus, listen, process and fully and actively engage. This goes beyond the common technique many use,…
  • 3 Things You Can Do Now To Close The Year Strong – Sales eXecution 267

    Tibor Shanto
    15 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Last week I took part in a panel discussion sponsored by KiteDesk, along with two of my favourite pundits, Matt Heinz and Mike Weinberg. In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. We each presented three things you can do to close the year strong. Hence the title of today’s post, featuring my contribution. 1.   Revisit “No decision”…
  • Is Sales a Numbers Game? (#video)

    Tibor Shanto
    11 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Nobody talks about the world being flat or round, so why does this topic merit discussion, there so many other more important unsolved mysteries in sales.  Take a look at what I mean: What’s in Your Pipeline? Tibor Shanto 
  • Sales Management is not Cloning – Sales eXecution 266

    Tibor Shanto
    8 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  There has been lots written about the common mistake companies make in selecting new sales managers; specifically the habit of promoting some of their best sales people to the management ranks, whether they are suitable or not. To be fair, the thought behind the move is positive, rewarding deserving contributors, keeping good talent in house, and all that. There are also smart sales people who realise that management is not their first choice, who prefer and make the choice to stay in a sales role, usually with greater career satisfaction and…
  • Are Buyers Liars?

    Tibor Shanto
    4 Sep 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca    Of course not, prospects are liars. No no, that’s not true either. It is less about lying, and more about rationalizing why we lost, take a look at what I mean: What’s in Your Pipeline? Tibor Shanto 
 
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    Talking Media Sales

  • 9 Things Your Sales Manager Should Tell You

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

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

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

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

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

  • Sales & How You Say It…

    MindOnMediaSales
    3 Sep 2014 | 7:55 pm
    Stretching the bounds of MoM[S] commentary, once again.
  • Are You Willing to Put in the Effort? | Fearless Selling Kelley Robertson

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

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

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

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

  • Service anyone?

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

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

    Jonathan Brickman
    12 Sep 2014 | 5:11 am
    Everyone wants to know why they didn’t win with the hope of getting “feedback”, but most miss out on the real opportunity to get the real “juice”…Why did I win the deal? A very important question to ask and get answered, indeed….a question that I always ask and one that very few even think of asking. Make this part of your sales process. Thank you @iannarino for this terrific post. Do You Know How You Won? SEPTEMBER 9, 2014 BY S. ANTHONY IANNARINO How did you win your last deal? Why did you win that deal? Was it because you had the lowest price? If…
  • Social Selling?

    Jonathan Brickman
    11 Sep 2014 | 1:04 pm
    What do all these photos have in common? They are all attractive women who blindly sent me an email via LinkedIn asking me if I was interested in their business development services… Is this what we are calling social selling? Hmmm….
  • The happiest place on earth?

    Jonathan Brickman
    3 Sep 2014 | 5:52 pm
    Our family recently visited Disneyland during a west coast family vacation.     Yeah, it’s fun, but I am not sure we were at our happiest state while we spent the day there. $500 Long lines Poor Service Expensive food Crowded conditions Crying children Not saying there was not a lot of fun mixed into the day, but…. I have to hand it to Disney for creating and maintaining the brand of a “must-do” bucket list item for all of us Americans and now many more around the Globe.  There sure is something to be learned from this creation and the psychology that keeps…
 
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    ViewPoint | The Truth About Lead Generation

  • Building an Inside Sales Lab: 10 Essential Tips for Success

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

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

    26 Aug 2014 | 6:00 am
    Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales…
  • It’s All About the People: A Review of "Never Be Closing"

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

    19 Aug 2014 | 6:17 am
    Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for…
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    Results Count ... everything else is conversation.

  • When a KISS is not a kiss

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

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

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

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

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

  • Seven signs of a culture that’s hostile to training

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

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

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

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

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

  • Sep 18, Fill Your Sales Diary With Appointments

    18 Sep 2014 | 2:49 pm
    Learn how to make sales appointments and fill your diary with potential new business. This Sales Appointment Workbook Training Course gives you step by step instructions on what to say on appointment setting calls. Have a constant flow of sales appointments to your diary. Build your own script for cold calls or warm call backs. Make a confident telephone call and get past gatekeepers. Follow the easy to use process and build a unique call using your own words and phrases. Learn how to grab the prospects interest in the first few seconds. Get instruction on using the most important line of an…
  • Sep 16, Properly Observe Prospects - Learn their secrets

    16 Sep 2014 | 1:37 pm
    Properly observe your sales prospects and see hidden information that even they don’t know they are showing you and use it close more sales. Your sales prospect will tell you what is most important to them. They will give you the benefits they want and their order of priority. When your prospect makes gestures with their hands while talking to you do you know what this information means and how to use it to enhance your communication? Sometimes they will even lay out a map of their mind on the desk in front of you. All you have to do is know how to pick up this information and use it. In…
  • Sep 12, Sales Cold Calls for Appointments – Free - Read it - Use it - Save it - Share it

    12 Sep 2014 | 8:30 am
    Free eBook - Sales training on making sales appointments by telephone to use and share. Want a quick and easy process for cold calling buyers to arrange meetings? This is a good place to start. Take a look at the ideas and see if you could use them. The eBook is free. You can save it, use it, share it with friends, staff, and colleagues. No commitment, we don’t even ask for your email address, just click the image above. The idea is, if you like it you’ll come back and visit the website, and if you like it enough you might want one of our professional training course eBooks. See what you…
  • Sep 12, Pick and Pack and Send Method

    12 Sep 2014 | 5:20 am
    The best methodology that I use is questioning what they do and finding small pieces of their private life to ensure the connection with the product and
  • Sep 10, Sales Training - When did you last see anything new

    10 Sep 2014 | 11:57 am
    When did you last see any new sales training idea that was unique, effective, and actually made a difference. Motivators & Connectors is unique. It's a simple sales training idea that works. You can use it for yourself as a sales technique that will increase results. You can use it to train sales teams. You can use it in team meetings, as a presentaton, or as a discussion point. And it works realy well if you have to do a presentation in a job interview Imagine having something simple, unique, and effective, that no one in your company has seen before. To learn more about this free sales…
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    Revenue-IQ

  • A Presidential Strategy for Selling

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

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

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

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

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

  • The 5 Biggest Mistakes New Sales Managers Make

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

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

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

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

    Kevin Davis
    12 Jun 2014 | 10:13 pm
    How do you boost sales team morale in just 3-weeks? Recently a Sales VP who had just attended one of my Sales Coaching & Leadership Workshops asked me that very question. He was under a lot of pressure from his CEO to improve … The post Boost Sales Team Morale in 3 Weeks appeared first on TopLine Leadership.
 
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    VanillaSoft Blog

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

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

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

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

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

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

  • Will Your 2015 Sales Strategy Land You in the Outhouse or the Penthouse?

    20 Sep 2014 | 3:30 am
    Top performing sales professionals inherently know the strategic importance of selling value.  Too often, activity takes the place of strategic focus to hit short term numbers.  This leads to a “race to the bottom” to get the deal.  Products and services get commoditized.  The value of a sales professional becomes nonexistent in customer eyes.  At that point, you might as well get an application from the closest used car lot.  That’s the way you look to your customer and probably feel.
  • Why Sales Ops Should Own Customer Engagement

    19 Sep 2014 | 3:30 am
    As products and services mature, they become commodities. Price pressure kills margins. A sales executive recently told me, “There’s margin in the mystery.” When special features become table stakes, buyers are not willing to pay a premium. For those who are fighting in a competitive market, this resonates. For those who are selling bleeding edge products, it’s only a matter of time.
  • Why Your Talent Program is Failing

    18 Sep 2014 | 3:30 am
    Sales VPs complain they need better talent.  They rely on a few sales people to make the number. The rest of the team misses it.  The reason this happens?  Having the wrong sales strategy.
  • Why the CEO Must Pay Attention to the CMO

    17 Sep 2014 | 3:30 am
    The pressure on B2B CMOs is heating up.  Research shows CEOs are beginning to turn their attention to marketing strategy.  Is this good news to you?
  • The UPS Capital Story: Sales Training’s Contribution to Making the Number

    16 Sep 2014 | 12:53 pm
    George de los Reyes spent some time with Curt Redden of UPS Capital to discuss sales training.
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    web2.salesforcesearch.com

  • 5 Sales Phone Call Mistakes to Avoid

    Justin Proctor
    19 Sep 2014 | 10:05 am
    Don't miss out on sales by making these five sales phone call mistakes. In today's competitive market, you can't afford to be making these kinds of mistakes. Stop losing sales to competitors. Avoid these common mistakes, close more sales, and grow the business. Poor salesmanship You should be creating custom sales presentations for each customer. Always plan ahead and put together a sales strategy. Pay attention to each individual sales phone call. You need to prepare for every sales phone call you make. No matter how experienced you are or how good you think you are, come up with a call plan…
  • How to Build a Better Cold Calling Script

    Brett Evans
    19 Sep 2014 | 6:05 am
    If cold calling hasn't been going well for your sales team, maybe it's time for a new cold calling script. When you speak with prospects on the phone for the first time, impression is everything. You have just a minute or two to capture their attention and win the right to actually sell to them. Therefore, your cold calling script is paramount. Be sure to remember the following points when building a better cold calling script. Nix the Small Talk When you cold call a prospect, you're interrupting them. They might not be in a business meeting or talking with a client, but they're working on…
  • 5 Things to Look for in a Sales Leader

    Justin Proctor
    18 Sep 2014 | 10:05 am
    A good sales leader can make a huge difference to the rest of your team, but finding a responsible, inspiring sales leader can be difficult. In your search for a great sales leader, keep the following five attributes in mind. They'll pay off enormously in the long run. 1. Visionary Leadership A good sales leader looks beyond this week's quota to see the big picture. A visionary outlook for the entire sales team can boost morale, help reps to feel that their work is valuable and rewarding, and keep a sales team's work and goals in line with the goals of the overall organization. 2. Coaching…
  • 3 Questions You Need to Ask About Your Sales Hiring Techniques

    Doug O'Grady
    18 Sep 2014 | 6:05 am
    It's probably fair to say that the quality of your sales hiring techniques sits near the very top of the list of factors determining how your company performs. It's really that simple-any company that depends on sales people to keep profits moving in needs to be extremely, extremely aware of its sales hiring techniques, because poor techniques result in poor hires which results in poor teams. A team that starts out superb can quickly fall to the disrupting impact of a few bad apples. Once can't simply choose the recruit with the best pedigree and expect to build a high quality sales team.
  • Learn How to Lose Your Whole Sales Force With These 5 Tips

    Doug O'Grady
    17 Sep 2014 | 10:05 am
    If you're a skilled, thoughtful manager, or have been throwing quite a lot of money at your sales force to compensate, it can be a difficult task to be rid of them. It can be frustrating, knowing that everyone else suffers from a high turnover rate in his or her sales force but not being able to achieve that same situation in your own organization. Fortunately, it's rather easy-you just have to do what comes naturally to the short-sighted and intemperate. With these five tips, you'll be well on your way to sending your entire sales force running for the doors and starting over with a new crop…
 
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    amacus.net

  • Making What Counts Really Count [in B2B sales productivity]

    John
    29 Aug 2014 | 1:25 pm
    Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but they never produce results unless activities generate positive outcomes. He goes on to suggest that most salespeople fail because they take too little action or … Continue reading →
  • Making B2B Sales Efforts Count Requires More Than Just Counts

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

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

    John
    26 Jun 2014 | 4:10 pm
    A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading →
  • Bob Thompson’s Guide to Being Top Performing + Customer-Centric

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

  • Too Busy! Where does your time go?

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

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

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

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

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

  • The Cardinal Sin of Selling

    Kelley Robertson
    19 Sep 2014 | 2:45 pm
      During a sales training workshop I conducted last week, we discussed the worst way to open a sales conversation, meeting, appointment or call (cold or warm) and that is to talk about your company. This includes your background, history, number of locations, how long you have been in business, your client list, awards you may have won or anything else that is self-serving. The same concept holds true for your slide decks. Most companies insist that their logo is prominently displayed on every single slide in the deck. And, it’s not uncommon for marketing departments to insert up to a…
  • You Had Me At “Welcome”

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

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

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

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

  • Sales Leadership: The Top Ten Performance Limiting Comments

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

    18 Sep 2014 | 7:44 am
      Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this?  
  • Sales Coaching Research: Accelerate Experience

    16 Sep 2014 | 2:37 pm
    “I am not what happened to me, I am what I choose to become.  -       Carl Gustav Jung    Part of a researcher’s job is to sort through tables and numbers and pull out patterns and relationships.   As I’ve been slicing and dicing and analyzing data recently, I have found that a pattern has occurred but not exactly how I expected.  The pattern, as I have been pondering these numbers, is that the above quotation has continued to come to mind. 
  • Sales Performance: There really is a magic bullet!

    11 Sep 2014 | 5:00 am
      Definition of magic bullet: A remedy, especially an undiscovered or hypothetical one, with wonderful or highly specific properties.     Does it seem sometimes in sales management that it would be nice to have a magic bullet for the sales performance of your reps?    You know the one quick answer or strategy that you could apply to everyone in your organization and always get consistent results?  Here at EcSell, we understand the way effective sales leaders coach should be unique to every individual on their team.   Still, there are certain…
  • Sales motivation: relationship with your reps

    9 Sep 2014 | 5:00 pm
    If an acquaintance asked you to help them move this weekend would you willingly raise your hand or might you quickly come up with a reason to opt yourself out? Likewise, if one of your good friends asked you to help them move would you willingly accept because it would make you feel good to lend a helping hand to a friend in need? When it comes to sales rep motivation and engagement do those on your team view you as an acquaintance or a good friend?
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    Sales Enablement Perspectives

  • What Sales Enablement Content Analytics Really Mean

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

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

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

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

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

  • Hello world!

    admin
    13 Sep 2014 | 9:45 pm
    Welcome to WordPress. This is your first post. Edit or delete it, then start blogging!
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    Margie Albert

  • Today’s remark – happening now (2)

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

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

    Margie Albert
    4 Sep 2014 | 8:56 am
    Overnight, owners of traditional and digital ad agencies tossed and turned. Why? Because every report and forecast they read tells them traditional advertising is downtrending quickly but still very strong while all forms of digital is quickly on the rise. They are not prepared to handle both effectively but have to maintain and grow to stay in business. Here’s what many are doing: Continuing to brand themselves as “full service” Trying to hire “experts” in all non-traditional marketing arenas (mobile, content marketing, link-building, SEO/SEM, etc) as well as traditional (radio,…
  • Today’s remark – breaking news (3)

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

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

  • 10 Tips to Master Work-Life Balance for Entrepreneurs

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

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

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

    Theresa Delgado
    8 Sep 2014 | 8:00 am
    You’ve spent countless hours creating a brand. You know how you are different from your competition and what your strengths and weaknesses are. You also know why customers buy from you and what makes your prospects take action. The next step is to use this information to market and grow your business. Marketing is about sharing. You share information. You share entertainment. You share value. Throughout it all you share your brand personality. However, sometimes it’s easy to get focused on the marketing objectives and goals and to lose sight of the importance of your well-developed brand…
  • 10 Ways You Can Manage Your Health Under Pressure

    Theresa Delgado
    3 Sep 2014 | 8:00 am
    Few people realize just how challenging it can be to manage your health when you run your own business. While you’re free of bosses, strict scheduling and the other pressures of a regular job, you’ll find new stresses that come from working for yourself. And, when you run your own business, it’s even more important to take care of you! Here are ten things you can do to help you manage your health and combat the stress. 1. Meditation One thing that many entrepreneurs share is a love of meditation. Studies show that meditation activates parts of your brain associated with…
 
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    Tactical Sales & Business Blog

  • 10 Indisputable Truths of Simply Selling

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

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

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

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

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

  • You Messed Up: The Art of Repairing a Damaged Customer Relationship

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

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

    Kelsey Meyer
    13 Aug 2014 | 8:07 am
    As a salesperson, you need resources: a bigger expense account to impress clients or more funding to generate leads through ... Read More » The post If You Aren’t Using Content to Nurture Leads, You’re Leaving Money on the Table appeared first on the Yesware Blog.
  • What Startup Sales Teams Can Learn From Groupon’s Explosive Growth

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

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

  • How to Measure Sales Manager Coaching Effectiveness

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

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

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

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

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

  • Learning from the Sales Training Students

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

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

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

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

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

  • Conquering the Fear of the Unknown Sales Candidate

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

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

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

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

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

  • Can You Identify the 18 Common Sales Negotiation Techniques Used By Buyers?

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

    16 Sep 2014 | 10:00 am
    Date: Tuesday, September 23, 2014 Time: 2 p.m. ET Duration: 60 minutes with Q&A Presenter: Mike Schultz President, RAIN Group Author, Rainmaking Conversations and Insight Selling You’ve spent months working with the buyer, defining needs, and collaborating with them to build a solution. You both agree in principle, but when you ask them to sign on the dotted line, you hear: "I just need to run this by the CFO..." "There's just one more thing: I need you to give us..." "I'm ready to sign today...but I need you to drop the price by 10%." Much sales…
  • Infographic: 18 Tactics Buyers Use in Sales Negotiations

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

    3 Sep 2014 | 10:00 am
    Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner... even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, "Much of the advice from parenting experts is flapdoodle." We feel the same about sales negotiation advice. Not only is it flapdoodle, it is often directly the opposite of what a seller should do. A lot of "experts" and those who believe themselves well-versed in negotiations take the liberty of…
  • When Win-Win Is Not the Best Sales Negotiation Approach

    20 Aug 2014 | 1:45 pm
    You've been working on a sale for 4 months and everything's going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO. You get to the meeting. The CFO is icy. She opens by saying, "I have a hard stop in 45 minutes, and the only issue I have with the project is the price. I’m prepared to sign off on it, but things have been tough and I am going to need you to drop your fees by 15%. If you can do that, the deal is done." Sellers who aren't prepared for this situation lose sales. Or maybe…
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    The Richardson Sales Excellence Review™

  • Senior B2B Execs Use Social Selling Tools When Buying and Influencing

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

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

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

    Dario Priolo
    5 Sep 2014 | 5:27 am
    Why a Collaborative Approach to Account Development Creates Better Outcomes Ask most people, “What word stands out to you in the phrase ‘Collaborative Account Development?’” Most point to the word “collaborative” — working together. In the case of sales, this is working together, with a client, to meet client needs. However, a tendency of companies is to try and sell by telling the clients what they can do for them rather than by working together as partners to build solutions. Why should you consider adopting a more collaborative approach to working with large clients? Being…
  • Value Strategy: The Foundation of Collaborative Account Development

    Dario Priolo
    3 Sep 2014 | 5:26 am
    Value Strategy: The Foundation of Collaborative Account Development Sales people must fully understand a client’s industry and business in order to bring real value to the client. This brings something into play called the value strategy, the way to gain this understanding. Value strategy is a plan of action designed to identify, generate, communicate and deliver the value that your company brings to the client. Why do you need such a strategy? If you cannot identify, generate, deliver, and communicate value, you cannot attain the status of a trusted advisor, one who is “at the table”…
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    Lattice Engines

  • The CMO’s View on Content Marketing

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

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

    Amanda Maksymiw
    4 Sep 2014 | 1:00 am
    For it to be successful, predictive lead scoring must be more than just a number. We’ve analyzed our customer implementations and curated a set of 10 best practices for what to do after you score your leads.   You Have a Predictive Lead Score. Now What? | Best Practices from Lattice from Lattice Engines The post Predictive Lead Scoring Best Practices appeared first on Lattice Engines.
  • The Evolution from Traditional to Predictive Lead Scoring

    Amanda Maksymiw
    3 Sep 2014 | 10:46 am
    A How-To Guide for Considering Predictive Scoring With the advancements in marketing technology of the past decade, marketers have a daunting task when it comes to navigating the landscape of tools and apps. In the ever-present quest to improve marketing efficiency, boost conversions and drive revenue, predictive marketing has become the next hot thing for marketers. Why Lead Scoring is Ready for an Evolution 44 percent of B2B companies use traditional lead scoring 47 percent of marketers who use traditional lead scoring say the quality of leads need improvement 62 percent of marketers want…
  • Growing Revenue Through Installed-Base Marketing

    Amanda Maksymiw
    2 Sep 2014 | 9:37 am
    How to Use Installed-Base Marketing to Grow Sales Revenue growth is always a big challenge and is even more so today. Many of the natural or organic approaches to growing revenue are simply closed off. For example, with inflation being very low, it doesn’t give a vendor much room to raise prices. At the same time demographic growth is tepid as most markets have populations that are basically replacing themselves, so these old standbys are unavailable. New product development has been replaced by product line extension and at any rate, new products are mostly a matter for R&D. Extending…
 
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    Grow My Revenue

  • How To Solve The Disconnect Between Sales and Marketing

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

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

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

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

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

  • What Does Warren Buffett Know About Training Budgets?

    tlsa
    3 Sep 2014 | 4:00 am
        By Brett Lyons How are you doing in today’s economic climate? Unfortunately for many people these days the answer is, “not too well” Lack of new and return business resulting in pressure on cash flow and staff redundancy is ever more prevalent.  There is pressure to cut budgets and the first one to suffer, invariably and inadvisably in many cases, is the learning budget. Why are training budgets the first to be cut?  Decision makers perceive a lack of evidence of a positive Return on Investment (ROI).  Traditionally, learning is viewed as an expense rather than an investment;…
  • How To Be A Sales Coach As Well As A Sales Manager

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

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

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

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

  • It Takes a Village: Why You Need a Marketing Automation Team (Not Just a Person)

    Contributor
    19 Sep 2014 | 6:16 am
    By Justin Gray Marketing automation as a concept and a model is starting to spread like wildfire, with organizations finally realizing the value and ROI potential. Now that they know they need marketing automation, organizations are also realizing they need someone to manage the system. Unfortunately, they’re running into a few challenges. Chief among them: the relative newness of the model means there are few skilled persons to go around. And many of the people who’ve learned the nuts and bolts of marketing automation systems lack any real background in marketing strategy or content…
  • Reasons You Should Train Your Receptionist In Marketing

    Contributor
    19 Sep 2014 | 4:05 am
    When a business owner or manager stops to think about it, the idea of training a receptionist in at least the basics of marketing makes so much sense most will quietly criticize themselves for not thinking of it sooner. Advantage A receptionist has one advantage that other people working in the office do not. A receptionist speaks with everyone. They listen to people. They spend time with clients, customers and vendors. Most other people in a business rarely have those opportunities. Receptionists have a staggering marketing advantage. What is Marketing? At its most basic, marketing is…
  • Stop Looking for “Silver-Bullet” Solutions in Marketing

    David Dodd
    17 Sep 2014 | 5:00 am
    In the sixteenth century, Spanish conquistadors in South America heard stories about a king who made an offering of gold and precious gems to his god as part of a religious ceremony. The Spaniards called the king El Dorado, and over time El Dorado came to mean the city of this king. According to the legend, El Dorado contained gold and precious stones in fabulous abundance. The legend was so powerful that for over two centuries, European explorers mounted numerous expeditions to search for El Dorado. So far as we know, the “city of gold” was never found. It’s only human to…
  • Costly Selling Mistakes

    Stacy Jackson
    16 Sep 2014 | 8:41 am
    These common selling mistakes can cost you marketing dollars and a lot of revenue from potential sales. Source: www.ducttapemarketing.com If you are over eager or desperate when selling, you can make some mistakes that cost you marketing dollars. Check out these “no-nos” from the Duct Tape Marketing Blog: Not tightly targeting prospects Not being selective about the prospects with whom you meet Not establishing credibility/expertise Not asking tough questions Rushing to make presentations Do you find yourself or your team making any of these mistakes? Now is the time to take a…
  • 7 Signals all Prospects Need to Receive from Salespeople – Sales Lead Management Today

    Stacy Jackson
    15 Sep 2014 | 8:09 am
    If you deliver these Seven Signals to your Prospects, they will love you for it. And you’ll be astonished at the results you will begin to generate! Source: blog.salesleadmgmtassn.com Sometimes sales people don’t realize they aren’t giving off the right signals to prospects — signals that can make or break your cold call. When you do your homework before the call and use a solid inside sales platform (call scripts, easy access to sales documents), you should be able to hit on all seven signals: I won’t waste your time I know who you are I am interested in you I…
 
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    RAIN Selling Blog

  • Can You Identify the 18 Common Sales Negotiation Techniques Used By Buyers?

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

    16 Sep 2014 | 10:00 am
    Date: Tuesday, September 23, 2014 Time: 2 p.m. ET Duration: 60 minutes with Q&A Presenter: Mike Schultz President, RAIN Group Author, Rainmaking Conversations and Insight Selling You’ve spent months working with the buyer, defining needs, and collaborating with them to build a solution. You both agree in principle, but when you ask them to sign on the dotted line, you hear: "I just need to run this by the CFO..." "There's just one more thing: I need you to give us..." "I'm ready to sign today...but I need you to drop the price by 10%." Much sales…
  • Infographic: 18 Tactics Buyers Use in Sales Negotiations

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

    3 Sep 2014 | 10:00 am
    Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner... even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, "Much of the advice from parenting experts is flapdoodle." We feel the same about sales negotiation advice. Not only is it flapdoodle, it is often directly the opposite of what a seller should do. A lot of "experts" and those who believe themselves well-versed in negotiations take the liberty of…
  • When Win-Win Is Not the Best Sales Negotiation Approach

    20 Aug 2014 | 1:45 pm
    You've been working on a sale for 4 months and everything's going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO. You get to the meeting. The CFO is icy. She opens by saying, "I have a hard stop in 45 minutes, and the only issue I have with the project is the price. I’m prepared to sign off on it, but things have been tough and I am going to need you to drop your fees by 15%. If you can do that, the deal is done." Sellers who aren't prepared for this situation lose sales. Or maybe…
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    The Business Growth Zone » Blog

  • Top 7 ways to stop people reading your blog

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

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

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

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

    Mike Ames
    25 Jul 2014 | 1:06 am
    My LinkedIn Headline You have 120 characters in your LinkedIn Headline so why not use them? Many people just use their job title but I suggest you include a little more: - Job Title Who you work with The outcome of using you As you can see from mine when your name appears in a LinkedIn or Google search it’s your headline that stands out most and many people will decide whether to look at your profile (or not) based upon what it says. To change it just click on Edit Profile (displayed when you move your cursor over Profile on the LinkedIn menu bar) and then click on the pen next to your…
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    People First

  • CONNECT! Adversaries Into Allies

    PFPS
    20 Sep 2014 | 10:06 am
    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 in an effort to win, to get what we want. Of course, this mentality and […]
  • How Encouraging Do I Need to Be?

    PFPS
    20 Sep 2014 | 6:00 am
    When it comes to giving praise and recognition, leaders often wonder what the magic number ought to be. Should they use the old sandwich technique that says put negative feedback in between two pieces of positive feedback? Should they withhold encouraging feedback because it might cause others to stop working so hard? Should they reserve […]
  • Ride the Wave of Encouragement

    PFPS
    17 Sep 2014 | 6:00 am
    When you’re hot, you’re hot. When you’re not, you’re not. Success breeds success. You know what it’s like when there’s no stopping you. You’re on a hot streak, and your confidence carries over from one sales appointment to the next. It’s true that it’s easier to win when you feel like a winner. That’s why […]
  • smallbusinesstalent.com

    PFPS
    15 Sep 2014 | 9:42 am
    Small Business Owners: Be sure to follow Stephen Lahey’s informative podcasts! http://smallbusinesstalent.com/
  • Legendary Service

    PFPS
    13 Sep 2014 | 10:00 am
    Service is one of the most important elements of sales, and a crucial element to get connected with your buyers. Join us for an authors’ round table with Vicki Halsey and Kathy Cuff, two of the co-authors of “Legendary Service,” a new book put out by the Ken Blanchard team! Vicki and Kathy will discuss […]
 
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    Witty Blog

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

    5 Sep 2014 | 5:36 am
    Sales productivity has arisen as one of the major concerns among businesses today.
  • WittyParrot Salesforce.com Integration - Sneak-preview

    3 Sep 2014 | 11:19 am
    Salesforce.com Integration
  • Sins of Omission and Commission that Impact Sales Productivity

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

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

    Guest Blog By Joanne S. Black
    6 Aug 2014 | 6:25 am
    Note from the Editors: We in the B2B sales business love to learn new technology tools and techniques because it helps us get more done in less time. The essence of Joanne’s article is that it’s you as a human that matters and no amount of technology or technique will replace it in selling.
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    Exceed Sales

  • Providing Superior Customer Service: 10 Common Problems and Solutions

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

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

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

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

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

  • How to Get a Sales Job at a Hot Tech Company in 19 Days

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

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

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

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

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

  • 5 Lessons You Can Learn from Corporate Sales Training

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

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

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

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

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

  • When It Comes to Customer Face-time, Are You Your Team’s Own Worst Enemy?

    caitlinhoward
    18 Sep 2014 | 8:56 am
    By Rachel Cavallo (Symmetrics Group) Where are you asking your sales reps to spend their time? If you are asking them to spend more time pulling reports and attending unnecessary meetings, than spending time with customers, then you have might have a problem. Find out if your sales reps are bogged down by unnecessary tasks and what […]
  • Apple Watch: Top 5 Business Features

    caitlinhoward
    18 Sep 2014 | 8:28 am
    By Brett Nuckles (Business News Daily) The Apple watch has created a lot of anticipation since its reveal. It’s supposed to make you more productive and help you with your fitness tracking. But how does it stand up in the business world? Learn about 5 features on the Apple watch that will help you run your business […]
  • 6 Steps to Fewer, Shorter and More Efficient Meetings

    caitlinhoward
    18 Sep 2014 | 8:16 am
    By Eli Epstein (Mashable.com) Most employees dread meetings because oftentimes they’re inefficient and lead to more meetings. Learn how to cut down on the number of meetings each week and how to improve the ones that remain. 6 Steps to Fewer, Shorter and More Efficient Meetings
  • 10 Apps Top Trainers Swear By

    caitlinhoward
    12 Sep 2014 | 12:40 pm
    By Lucy Maher (The Huffington Post) Looking to get fit but don’t know where to start? Top trainers picked their favorite workout apps that will get you in shape this fall! 10 Apps Top Trainers Swear By 
  • How the Most Successful People Prioritize

    caitlinhoward
    12 Sep 2014 | 7:11 am
    By Lindsay Kolowich (HubSpot Blog) Do you ever feel like your to-do list is never-ending? Learn how to better prioritize and say ‘no’ to events that put your priorities at risk. How the Most Successful People Prioritize
 
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    aayuja

  • B2B Marketing and Pinterest

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

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

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

    admin
    9 Sep 2014 | 7:11 am
    By Neil Smith What is Outsourcing? Outsourcing is the process of externalizing a portion or portions of operations from the work domain to an outside vendor. In other words, seeking specialized help of a foreign setup, organization or a third party for taking care of business processes and or activities on your behalf. Commonly this is also known as contracting-out, which is mainly opted by companies in order to be able to focus their attention and efforts in their main line of business operations & being able to elevate peripheral/ additional expenses incurred in these processes.
  • Leveraging LinkedIn as a Marketing Tool

    admin
    3 Sep 2014 | 7:39 am
    LinkedIn is one of the most successful platforms for professional networking and refined social media targeting. It’s a place where people from all industrial verticals can build relationships with their colleagues and demonstrate their experiences and expertise. It’s also a commendable place where organizations can show case their work to prospective clients, customers and their networks. Since it inception 11 years ago LinkedIn presently has around 350 million users, about 2 million groups , over 1 billion LinkedIn endorsements and users from more than 180 countries. These are facts…
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    xoombi

  • Sales Thoroughbreds: The Key to Winning New Business

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

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

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

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

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

  • Growing Labor Shortages: Contractors Feeling the Crunch per New NAHB Report

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

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

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

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

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

  • The Science of the Follow-Up

    avadminwp
    19 Sep 2014 | 6:00 pm
    Following up with leads can be a tricky, delicate business, especially when trying to juggle many leads in a timely manner. Approaching the process with the care and effort it deserves is essential, however, to doing business effectively. If you’ve been having difficulty getting your sales leads to pay off, take a look at your process for following up and compare it with the tips below. You may find that you’ve been neglecting a major aspect of the process, or accidentally doing something to put off your potential clients.  Use these ideas to get back on track. Always follow up…
  • Using Email Marketing to Grow Your Sales

    avadminwp
    18 Sep 2014 | 8:45 pm
    With the growing popularity of mobile business, email marketing has become one of the most important tools in getting fresh new eyes on your content. As more people use their phones and tablets to check email more frequently, savvy sales professionals are developing and fine-tuning the best practices for making their email marketing strategies both leaner and more productive. Though there are many resources available designed to improve your sales and marketing, this article focuses on marketing specifically with emails so that you can garner the best return on your digital marketing…
  • Avidian Weekly Sales Roundup, Sept 18th

    avadminwp
    18 Sep 2014 | 6:45 am
    Being an effective sales professional means constant motivation, learning, and support. Fortunately, we have scoured the internet to find some of the most provocative, research-based, and hands-on help to energize your sales week. From listening skills to learning how to make your prospects laugh, today’s round-up has the perfect blend of fun, facts, and figures to inspire you and your team all week long. Three Ways to Get Better at Listening (EyesOnSales) Entrepreneur Mike Brooks shares his experience as an inside sales rep trainer, highlighting the top skill of a good salesperson: the…
  • Using LinkedIn to Generate Leads and Grow Your Business

    avadminwp
    15 Sep 2014 | 4:27 pm
    Social networks have become some of the most powerful tools available for relationship management in the modern economy, and LinkedIn.com is the site that offers the most valuable business functions. Many have used it to find jobs, but it can be just as valuable when looking for new leads in sales. What’s LinkedIn? Similar to Facebook in its core concept, LinkedIn provides business professionals with opportunities to expand their professional networks and find ways to get introduced to the people who can propel their careers forward. People routinely search LinkedIn for people who have…
  • 7 Tricks To Increase Your Sales Productivity by 73%

    avadminwp
    12 Sep 2014 | 3:42 pm
    Being a top seller and staying a top seller are two very different situations. We all know that the first few months of selling can be like a natural high, with the sheer excitement to succeed bringing out the best salesperson in most of us. After a while, though, people often find themselves falling into ragged routines that lead overall to a decline in reach and to general sales malaise. Numbers fall. Fortunately, it doesn’t take a lot of change to fix the situation. With the following sales productivity hacks, you can make your daily routine more efficient, reinvigorating your book of…
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    The Sales Catalyst

  • Relationship Selling – Turn Problems Into a Positive

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

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

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

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

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