Sales

  • Most Topular Stories

  • 9 Questions Managers Ask That Kill Sales

    Keith Rosen
    Keith Rosen
    4 Nov 2014 | 2:44 pm
    If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? Do You Emphasize Results Over People? It’s not uncommon to hear that companies are developing KPI’s and measurable objectives around coaching. While encouraging, sadly, it is doomed from the start unless the manager is actually observing their people perform on a consistent basis. Why is it doomed, you wonder? Here’s how some managers have responded. “Okay, I’m supposed to coach each person on my team for one hour each…
  • The Secret to Boosting Your Pricing Power

    Openview Labs
    OpenView Guest
    18 Dec 2014 | 9:00 am
    Value management and pricing strategy consultant Steven Forth explores the surprisingly powerful role emotion plays in setting the right price for your software. The post The Secret to Boosting Your Pricing Power appeared first on Openview Labs.
  • Sales Management Training: Sales Training Fail Again? Surprise, it may be you.

    Sales Coaching Blog
    18 Dec 2014 | 5:00 am
      Sales training is a very large business.  5 billion in the US alone as estimated by Dave Stein in his published article, “Sales Training: The 120 Day Curse."   Stein also states, between 85% and 90% of sales training has absolutely NO lasting impact after 120 days.   So a cool 4.25 billion dollars simply being thrown away and it happens year after year.   Why? 
  • Can You Really Measure Sales Culture?

    Dave Stein's Blog
    Dave Stein
    9 Oct 2014 | 9:15 am
    For decades sales leaders have been discussing how to get the highest levels of performance of their teams. Some would make the case that the answer lies in a company’s sales culture and how the team is built and developed within that culture. In many cases, culture is managed and measured by intuition, leaving scaling a sales organization a very daunting task.A while back I was introduced to RoundPegg. They look at just that – how to better engage salespeople leading to increased productivity and, most importantly, profits. They told me that it all lies in the need to understand…
  • Top Predictions for Sales Leaders 2015

    Score More Sales
    Lori Richardson
    11 Dec 2014 | 2:12 am
    How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere.  (note: there is a form to fill out on the Velocify website.) In addition to my prediction (below), you can read predictions from my colleagues: Jill Konrath, Bestselling author of Agile Selling, SNAP Selling & Selling to Big Companies Koka Sexton, Leader of #SocialSelling Movement, LinkedIn Craig Rosenberg,…
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    Heavy Hitter Sales Blog

  • 2015 Sales Industry Predictions

    Steve Martin
    25 Nov 2014 | 12:04 pm
      What Should Sales Leaders Expect in 2015? 20 Top Sales Experts Share their Predictions in This eBook              
  • ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR

    Steve Martin
    1 Nov 2014 | 12:59 pm
    ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR   Please join Steve W. Martin has he discusses his revolutionary new account penetration strategies from his just released book, Heavy Hitter I.T. Sales Strategy: Competitive Insights from interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. One of the toughest tasks in all of sales is to penetrate new accounts. Take a moment to put yourself in the position of the I.T. executive you are trying to contact. You are incredibly busy fulfilling your daily job duties and have a long list of…
  • 2015 Annual Sales Kickoff Meeting Planning Guide - New Themes, Agenda Ideas and Best Practices

    Steve Martin
    14 Oct 2014 | 8:44 am
    When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success. I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell.  Today, I have keynoted and conducted sales training breakout sessions at hundreds of sales meetings and annual sales kickoffs. Based upon my experiences, here's some information to help you plan the perfect sales kickoff:   How to Select a Sales…
  • 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. …
 
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    Score More Sales

  • Midsize Business Optimistic

    Lori Richardson
    18 Dec 2014 | 2:20 am
    Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%) Operations (87%) New products (76%) Expand market niche (70%) Expand geo footprint (61%) So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. 500 business owners and C-level executives of mid-sized businesses in the U.S. participated. The businesses who participated all have annual sales revenues between $10M and $1B. You can see more about the study here. (link) When it comes to innovation (one of…
  • Top Corporate Gifts

    Lori Richardson
    17 Dec 2014 | 8:41 am
    In the rush of December, you may be lacking a bit in the creativity department. You are a sales professional, a sales leader, or a company executive looking for a creative way to say thank you to a: staff member colleague prospect customer partner Unique gifts and actions stand out. They differentiate and make you memorable. In the sales profession this is a GREAT thing.  I learned this many years ago when a colleague of mine sent 12 dozen roses to our co-worker he wanted to take out on a date (they later married, despite “Rule #1″ at work – never date a co-worker). They…
  • Top Predictions for Sales Leaders 2015

    Lori Richardson
    11 Dec 2014 | 2:12 am
    How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere.  (note: there is a form to fill out on the Velocify website.) In addition to my prediction (below), you can read predictions from my colleagues: Jill Konrath, Bestselling author of Agile Selling, SNAP Selling & Selling to Big Companies Koka Sexton, Leader of #SocialSelling Movement, LinkedIn Craig Rosenberg,…
  • How to Move Customers Forward – AMP Up

    Lori Richardson
    8 Dec 2014 | 6:39 am
    My colleague and friend Andy Paul knows what it takes for sellers to stand out and grow sales. He just published his second book, AMP Up Your Sales – Powerful Strategies that Move Customers to Make Fast, Favorable Decisions. I get a lot of books to review and rarely create an entire post about any single one – but this one is worth writing about. I interviewed Andy recently to help readers understand more about how to move customers – a skill that is so necessary today.  Get a free chapter from his new book here. LR: How does “Amp Up Your Sales” fit in with what you talked…
  • Treasure Trove of Inside Sales Tips

    Lori Richardson
    3 Dec 2014 | 6:53 am
    Sometimes you get stuck and just need a dose of inspiration. That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. You can download the free ebook here http://scoremoresales.hs-sites.com/download-free-ebook-inside-sales-powertips-ebook We’d love for you to check it out, get inspired, and make one extra call today. Get a valuable conversation going with a decision maker. Have a discussion with a gatekeeper that makes him or her interested to forward you on. Get a…
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    Smart Selling Tools » Blog

  • Put Art & Science in the Boxing Ring: Who Would Win?

    Nancy Nardin
    8 Dec 2014 | 8:04 am
    [note] This webinar has now taken place. Click here to register and view the recording. The question about whether Sales as a profession is Art vs Science is an old one. It’s typically asked because we wonder whether you can teach someone to be a great salesperson or whether it’s an art which presumably can’t be taught. The big question isn’t whether Sales is an art or science. The big question is, “does your sales team actually use a scientific approach at all?” The question can’t be answered without first knowing what “science” means in the context of selling.
  • Is There a Sales Enablement Bubble and Will it Burst?

    Nancy Nardin
    3 Dec 2014 | 8:37 am
    Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “Is the Sales Enablement Space a Growth Market or a Hype Bubble?” I have to give him some credit – he got my attention and raised a very important question.   I wanted to know what drove him to write the article and I talked with him last week. Bluntly stated, he’s firing a warning flare to get our industry (including investors, CEO or executive committees, sales, marketing, etc.) to pay a lot more attention to making customers successful, or risk a devastating blow. That…
  • The Goldilocks Principle for Sales Leads

    Nancy Nardin
    19 Nov 2014 | 6:06 am
    Everyone surely knows of the story of Goldilocks and the Three Bears, written over 175 years ago by British author and poet Robert Southey,back in 1837. By the way, a man named Joseph Cundall transformed the original antagonist from an ugly old woman to the pretty little girl we have come to know as Goldilocks in 1849. As the story unfolds, our willful heroine Goldilocks sets out for a walk deep in the forest. She eventually comes upon the bears’ home, and having assured herself that no one is there, she walks right in and begins to look around. Being quite hungry, she tries three different…
  • Are Your Reps Guilty of This Costly Mistake?

    Nancy Nardin
    12 Nov 2014 | 6:30 am
    Are your reps guilty of this costly mistake? A rep from one of the world’s largest technology companies that sells enterprise (i.e. large corporate) solutions rang me up yesterday. I’m not looking to call the firm out publicly so I’ll refer to the 3-lettered company as SPG. The rep didn’t reach me live so she left a message. Paraphrasing her message, she wanted to thank me for stopping by their booth at Dreamforce and asked whether I would have some time so she could learn about our current processes and see if there is a way they could help me. It wasn’t so…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Garin Hess, CEO of @DemoChimp

    Nancy Nardin
    4 Nov 2014 | 7:30 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 Garin Hess, CEO of DemoChimp. Nancy: What does DemoChimp do? What problem/s are you solving for sales and/or marketing organizations? Garin: DemoChimp is software intelligently automates product demos, so sales people can spend less time demoing, and more time closing sales.  Marketing teams have told us that they need their…
 
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    Openview Labs

  • The Secret to Boosting Your Pricing Power

    OpenView Guest
    18 Dec 2014 | 9:00 am
    Value management and pricing strategy consultant Steven Forth explores the surprisingly powerful role emotion plays in setting the right price for your software. The post The Secret to Boosting Your Pricing Power appeared first on Openview Labs.
  • How to Set Up Successful Virtual Teams

    jminton
    17 Dec 2014 | 9:00 am
    Launching successful virtual teams can increase productivity, improve employee morale, and eliminate costly office space — if you get it right. The post How to Set Up Successful Virtual Teams appeared first on Openview Labs.
  • Content Marketing that Scales: 3 Keys to Creating Value (Not Just More Content)

    OpenView Guest
    17 Dec 2014 | 5:30 am
    Kapost Senior Director of Content Marketing Jesse Noyes explains the difference between “doing content” and building a scalable content marketing operation. The post Content Marketing that Scales: 3 Keys to Creating Value (Not Just More Content) appeared first on Openview Labs.
  • Top 12 B2B Sales Tools You’ll Need for 2015

    Devon McDonald
    16 Dec 2014 | 5:00 am
    Looking to win more deals in 2015? These B2B sales tools will help you connect with the right prospects, steal back your productivity, and boost your results. The post Top 12 B2B Sales Tools You’ll Need for 2015 appeared first on Openview Labs.
  • How a Habit-Forming Product Became Valued at $1.2 Billion in 7 Months

    jminton
    15 Dec 2014 | 9:00 am
    Building a habit-forming product doesn’t happen by accident. Discover exactly how Slack created something users can’t live without. The post How a Habit-Forming Product Became Valued at $1.2 Billion in 7 Months appeared first on Openview Labs.
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    Jill Konrath's Fresh Sales Strategies

  • 3 Strategies to Stop To-Do List Overwhelm

    18 Dec 2014 | 5:49 am
    One most challenging aspects of learning something new is feeling overwhelmed by the sheer magnitude of what you don’t know. Your To-Do list is probably a mile long already. And, if you’re like most people, you haven’t even made a dent in it. In fact, you’ve probably already added a few additional items. Every day you fall further and further behind. In Willpower: Rediscovering the Greatest Human Strength, authors Burmeister and Tierney state that a person typically has 150 different tasks on their To-Do list. Think about your own. You have prospecting calls to make, proposals to…
  • Avoid This Brain-Draining Distraction to Increase Sales Productivity

    11 Dec 2014 | 6:00 am
    Learning something fast requires concentration. To make sense of it all requires you to really wrap your brain around it. So does coming up with a new strategy for a perplexing sales problem or figuring out how to enter a new market. Distractions of any sort slow your absorption of new material. Every time you jump off-topic, you waste hours of time getting your head back into the task at hand. Yet most sellers are totally oblivious to the #1 distraction of all – checking email.
  • Is it Time to Amp Up Your Sales?

    8 Dec 2014 | 6:00 am
    Recently, while speaking at the American Association of Inside Sales Professionals, I had a chance to chat with Andy Paul, author of the new book, Amp Up Your Sales. We spent a lot of time talking about what salespeople need to do to succeed with today's busy, savvy buyers. Keep on reading to find out what we talked about. Also, click here to download a preview chapter. Enjoy the conversation ....
  • Sales Advice for Startups (& Small Biz Too!)

    5 Dec 2014 | 6:00 am
    Today I spent 30-minutes on the phone with a startup company that's soooo excited about their new offering. In our short time together, they tried to tell me everything it could possibly do. They even talked fast to cram as much in as possible. I had to slow them down to so I could digest what they were saying – and try to figure out the business value.
  • What to Do If You Don't Have Metrics for Your Value Proposition

    2 Dec 2014 | 6:00 am
    Let me guess. Your company doesn't have any metrics for your value proposition and you're wondering if it's possible to be successful. Absolutely. 1. Go talk to Your Clients If they don't have exact metrics, perhaps you can suggest a range. You might say, "Gut level – do you think it helped cut costs somewhere between 8 – 10%?" They'll either say, "That's about right," or tell you if it's too high or too low. Either way, you now have some metrics you can use.
 
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    Radius

  • How Much Does an Email Address Actually Cost?

    Orinna Weaver
    18 Dec 2014 | 8:00 am
    Email marketing has been the successful incumbent in the digital marketing space for years. This is largely due to the high average ROI of 4,300%, according to the Direct Marketing Association (source). Though it has proven successful, an email address is not the cheapest contact information to obtain, and perhaps not the most cost-effective for your marketing organization to focus on. In a recent presentation on the B2B Marketing Database, Salesforce and LinkedIn shared statistics on some popular digital marketing methods. According to the presentation, the average number of leads in a B2B…
  • How to Use Paid Ads to Generate More Leads with Your Content

    Lisa Fugere
    16 Dec 2014 | 7:00 am
    This article was originally published on Kapost Content Marketeer. A couple months ago, we made some pretty dramatic messaging changes to reflect some game changing new product capabilities. However, with new messaging come new target keywords. We’d done some keyword analysis on our site and come to the conclusion that our SEO lag for new keywords was anywhere between 6 months to 1 year. This meant that to acquire increased organic traffic associated to the keywords that best matched the phrases for which our target audience was searching, we’d have to wait at least 6 months. In this…
  • Why Only 4% of Marketers Are Using Social Media For Lead Generation

    Neha Jewalikar
    15 Dec 2014 | 9:02 am
    Recently, CEB and Radius collaborated on a survey to better understand the relationship between SMBs and social media. The research indicates that SMB owners are becoming increasingly aware of suppliers on social media – a rate that’s grown from 38% in 2012 to 50% today. Investment in social media is expected to increase in 2015 as more companies hone in on customer engagement and brand perception. Upon surveying the online behavior of 880 SMBs, the study reports that the following five capabilities are augmented by social media: Segmentation “Old small business records are built on…
  • Why Small Business Owners Are Ignoring Your Social Media Ads

    Lisa Fugere
    9 Dec 2014 | 8:00 am
    This article was originally published on VentureBeat.  Small business owners who have been slow to join the social media train are finally jumping aboard. However, marketers aren’t making the most of this new constituent of targets. The study found that small business owners cite social media adoption as a high priority in 2015 — providing an essential channel to reach this business target. And B2B marketers have readily demonstrated their willingness to open their pocketbooks for social media advertising. Facebook, for instance, continues to drive brands towards its paid solutions. On…
  • 7 Must-Have Lead Generation Tools For Marketers

    Neha Jewalikar
    1 Dec 2014 | 9:31 am
    According to Capterra, the biggest challenge B2B marketers face in regards to lead generation is capturing high-quality leads. To overcome this obstacle, marketing departments often invest in low-grade lead lists that clog their CRMs with bad data. Instead, marketers should invest in technologies that can prove their worth in dollars. Here are seven tools marketers can use to increase high quality lead flow: Unbounce What is it? An A/B testing platform for marketers. How will it help me generate leads? A/B testing can be used to get the best results from landing pages, marketing emails,…
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    the funnelholic

  • “Let Me Know How I Can Help”

    Craig Rosenberg
    11 Dec 2014 | 12:36 pm
    A couple months ago, a young sales person who I worked with a year ago asked for a call to re-connect. He kicks the call off with: “I am calling because I thought you might know some people who might need my service.” My reaction: Nice to hear from you too. He then goes through the entire call and finishes with: “So if you know anyone, send them over to me.” Pffft. Nice job dude. I not only have no reason to help you, but I like you a lot less. Let me go down the line: Never even asked what I was doing or how I was doing. Didn’t do any meaningful pre-call…
  • Always Be Recruiting

    Craig Rosenberg
    8 Dec 2014 | 6:40 am
    I am hoping over the next two weeks to do some quick blog posts. (I always say that). But, this time I am serious. I have been picking up great stories over the years and have been meaning to weave them into bigger posts. Now, I just have to get them out there. Today is one of those. Years ago, I went to a Giants game with Shawn McLaren, the Chairman of Connect and Sell. He has been a CEO for as long as I have been alive and has been really successful. I asked him if he could give me one piece of advice from years in business. Quick note: I always ask that question of people with more…
  • Understanding The Data Optimization Cycle

    Craig Rosenberg
    3 Dec 2014 | 10:47 am
    The marketing industry is in the midst of a transformation as organizations embrace the tools of modern marketing to engage today’s customer. Following this trend, The Harvard Business Review recently published an article titled “The Rise of the Chief Marketing Technologist”. The article’s co-authors, Laura McLellan and Scott Brinker, define a marketing technologist as part strategist, part creative director, part technology leader, and part teacher. The new role of the Marketing Technologist is quickly being adopted by companies across the board. Gartner conducted a survey earlier…
  • A Simple Organizational Tip from the Most Disorganized Man on Earth

    Craig Rosenberg
    30 Oct 2014 | 2:09 pm
    This will be short. So…I was watching Ralph Barsi’s Dreamforce presentation: “Sales Development Professionals Must Represent” and the first thing he told the audience was an instruction: “Draw a line down the middle of the page. On one side takes notes and on the other side write down the action items you are going to go act on immediately.” (Not an exact quote). Anyway, Ralph is not the “Most Disorganized Man on the Face of the Earth”, that would be me…The point of this post is the fact that his tip of splitting the page in half is…
  • Can Millennials Sell?

    Craig Rosenberg
    23 Oct 2014 | 5:50 am
    Editor’s note: Today’s post is from Docket CEO Jason Wesbecher. This will be Jason’s fifth post on the Funnelholic. Try searching for some combination of “millennials” and  “selling” and you will find something surprising. Of the million Google results, the overwhelming majority of content is about selling to millennials. Selling them anything: mortgages, insurance, cars – you name it. There is an entire cottage industry built around teaching old-line industries how to identify with this peculiar new generation and their psychographics, ad preferences, mobile habits, and…
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    Inside Sales Experts Blog

  • How 2015 Ready Are You?

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

    25 Nov 2014 | 9:07 am
    Happy Thanksgiving to all my American friends. I want to share 3 quick changes to CRM that will most certainly make your reps thankful. None of these are my original ideas and I'm thankful to the amazing Salesforce community for sharing them with me. 1) Display the timezone of a phone number This one comes from my good friend and Salesforce mentor, Becka Dente. You can add this formula field to accounts, contacts, and/or leads. Reps can then build and sort lists based on timezone. It's unbelievably useful for bunching calls together. if( ISBLANK(Phone),"--",  if( CONTAINS( "206:…
  • Participate in 2015 Inside Sales Research

    6 Nov 2014 | 4:56 am
    ISRs, AMs, AEs - whatever you call them, the metrics that drive the closing function are always in demand.  Every eighteen months we conduct this research project, I'm asking for your help as we begin our 5th round. The key themes we hope to uncover and share include: SaaS versus On-Premise: where are groups similar, where do they differ Compensation: base + ote, pay on what/how/when, accelerators and decelerators Quotas: $ quotas, other components, % attainment Rep Profiles: experience, tenure, ramp, career path We worked hard to make this year’s survey easier and…
  • Outbound Prospecting Benchmarks for 2015

    29 Oct 2014 | 5:03 am
    For every 1000 accounts prospected in a given quarter, how many opportunities should an SDR group generate? That question can mean only one thing, it's time for the latest release of the Outbound Index. For those unfamiliar, the Index is a collaboration between Pete Gracey, CEO of QuotaFactory, and I into the metrics of outbound prospecting. With each release, we provide an 'outbound snapshot' powered by actual, transactional CRM data. In other words, we don’t ask ‘Hey, how’s the prospecting going?,’ we dig into the data and find out the truth. This release includes the first two…
  • The Right Way to Generate Sales Candidate Referrals

    23 Oct 2014 | 4:45 am
    Did you pay for your wedding cake on your one year anniversary? Did you put the down payment on your car after your first oil change? Ridiculous, right? Then why do companies pay after the date of hire for inside sales candidate referrals? There is definitely a talent crunch for SDR and ISR candidates. I’m seeing referral rewards of $500, $1000 and even $2000 for a single hire. That’s a big payoff, but the long odds encourage little effort. (Note: I’m talking about getting more referrals from your network - not from current employees.) Many companies pay out after the…
 
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    John on Sales

  • Comparison between a cleaning contractor and an individual home cleaner

    John McKartey
    10 Dec 2014 | 8:23 pm
    A person who has decided to contract the services of professional cleaning contractors has got two options at their disposal. They could opt to contract the services of the professional cleaning company, or they could get the services of an independent individual home cleaner. Each of these service providers has got their own benefits and demerit which might make one to be more appealing over the other in different circumstances. It is up to the house owner to compare and differentiate how the two service providers are, and then determine whom among the two to contract. The first variable…
  • How Do You Install an Intercom System?

    John McKartey
    26 Oct 2014 | 11:31 pm
    You’ve just forked out quite a large chunk of change on an alarm system that comes with all the bells and whistles but you have no idea how to get it installed – what do you do? This is quite a common problem when it comes to alarm systems as they can be very complicated and confusing, especially if you are going for a regular intercom system or video intercom system. These have to be hooked up pretty good and everything has to be tip top if you want it working to the best of its ability to safeguard your home. So how do you do it? A Great Site to know more information on how to…
  • Where Ever You Are

    John McKartey
    27 Jul 2014 | 5:08 pm
    If your planning has been denied then you have around a month to get back in there and make planning appeals, in doesn’t matter what state you are in this generally means getting involved with the state government appeals tribunal, get advice from your local council on how to go about this or hire a company that will do all the dirty work for you and can get you set to make a comprehensive argument as to why you should be able to put another storey on your house or why a gazebo and a pool are essential additions to your home. To help you with your plans, this hyperlink can guide and…
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    The Sales Leader

  • Gift Giving Confusion

    Colleen Francis
    18 Dec 2014 | 7:00 am
    This is one season that can cause a lot of confusion for many salespeople. No – not confusion with their sales, but with the idea of giving gifts to their clients. “What should I buy my clients?” “Can I give them gifts?” “Should I even acknowledge them during the Christmas season?” Do any of these […]
  • Manage Your Emails!

    Colleen Francis
    16 Dec 2014 | 7:00 am
    Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace. Most salespeople that we poll tell us that they spend up to 40% of their day just managing email correspondence between clients and internal partners. If this […]
  • Sales Tip: The Most Critical Sales Trait

    Colleen Francis
    15 Dec 2014 | 3:00 am
    My book Nonstop Sales Boom is filled with more critical sales information that will help drive sales in 2015.
  • Nonstop Sales Boom on Your Sales Management Guru

    Colleen Francis
    12 Dec 2014 | 3:00 am
    Love this! Nonstop Sales Boom received a raving review by Ken Thoreson on Your Sales Management Guru! Have you picked up your copy of the book yet? Also, don’t forget to vote for Nonstop Sales Boom for Top Sales Book 2014 in the 2014 Top Sales Awards!
  • What Are You Focused On?

    Colleen Francis
    11 Dec 2014 | 7:00 am
    Wow. In three weeks we are officially going to be in 2015. You’re hearing me talk a lot about year end activities and tips for starting 2015 on the right foot. This is a deliberate attempt to help you focus on getting ahead and making the upcoming year your most successful to date. If you’re reading […]
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    Marketo Marketing Blog

  • The Holidays Are Here! The Psychology of Impulse Buying [Infographic]

    Dayna Rothman
    18 Dec 2014 | 5:30 am
    Author: Dayna RothmanAs the holidays are rapidly approaching, we are all scrambling to get last minute gifts for friends and family. But what is a holiday shopping trip without getting a little something for yourself? Impulse buying is not only about sales and marketing, it is also about buyers’ personality traits, emotions, self-identity, and self control. As marketers we understand how these facets of the human psyche affect shopping habits—especially over the holidays. But what are the cold hard facts behind shopping? How are buyers influenced and what compels them to make an…
  • The Big List of Must-Attend Marketing Events of 2015

    Michael Powers
    17 Dec 2014 | 5:30 am
    Author: Michael PowersAh the holidays, a time to kick back, relax and enjoy time with you friends and families. That is, after you have finalized your 2015 plans! And like most areas of marketing, the way that companies and marketers look at events has changed dramatically in the past year. Marketing is a constantly evolving field and many of us work hard to keep up and push the envelope. But, how do you stay on top of trends? Where do you find your inspiration for the next big thing in marketing? And, where do you meet other innovative marketers? Events. But events that only cater to the…
  • The Next Era of Marketing: Aditya Joshi on Strategists, Technologists and Analysts

    Sanjay Dholakia
    16 Dec 2014 | 8:00 am
    Author: Sanjay DholakiaIs everyone looking forward to the holidays as much as I am? In the spirit of real relaxation, I’ll be pressing pause on this series for a couple of weeks but before I do, I wanted to share the latest in our partnership with The Economist. For those of you just joining us, welcome. I encourage you to check out my original post about the new era of engagement marketing for context. Also, don’t miss last week’s post  — an interview with Seth Godin, who discussed the shift from transactional and mass marketing to an engagement model centered on building…
  • The Life of a Content Asset: Tracking Real ROI

    Dayna Rothman
    15 Dec 2014 | 5:30 am
    Author: Dayna RothmanWe recently submitted one of our most successful content assets of the year, 2014 Sample Social Media Tactical Plan, for a content award on measurable ROI.  Instead of running a large report like I usually do to track all of our content assets, I got to do some deep digging into an individual asset to determine how successful it was. I looked at a variety of really interesting metrics to determine what impact, if any, this tactical plan had on Marketo’s marketing efforts and bottom line. It is a fact that content marketers struggle to determine ROI of a single…
  • Find The Right Mix With The Content Food Groups

    Ellen Gomes
    11 Dec 2014 | 5:30 am
    Author: Ellen GomesWe all know that it’s important to have a variety of content types—but many marketers stumble when they have to define what a well-rounded content mix looks like. They struggle to find the right balance between informative and promotional with their content marketing and how to create reusable content. To face this dilemma, and help marketers find the right content balance, we use the concept of ‘food groups’ that Ann Handley originally presented in her book, Content Rules. We think about the types of content as food groups, and a healthy content mix is a…
 
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    The Sales Blog

  • 5 Things That Are Never Finished

    S. Anthony Iannarino
    17 Dec 2014 | 6:00 pm
    5 Things That Are Never Finished is a post from: The Sales Blog | S. Anthony Iannarino Prospecting: No matter how good your sales, no matter how solid your business, you can never stop prospecting. You can and will lose clients, much of the time through no fault of your own. But you’ll only be able to effectively grow if you are always prospecting. Relationships: Absence does not make the heart grow fonder. It makes the heart go wander. Relationships are an investment of time and energy–and sometimes money. You can never stop making investments in the relationships that matter (in…
  • Choose Excuses or Reasons

    S. Anthony Iannarino
    16 Dec 2014 | 6:00 pm
    Choose Excuses or Reasons is a post from: The Sales Blog | S. Anthony Iannarino One of the ways that the human ego protects itself is by rationalizing, by making excuses that absolve you of responsibility for your poor performance. You didn’t reach your sales goal? Your brain provides the excuse. It was the economy, the government, your territory, or your competitor’s price. You mishandled an important conversation by being unduly harsh or obstinate? Your brain rationalizes away your bad behavior by reminding you that nothing you said was untrue, and the person you were speaking with…
  • Bottom Fishers Find Bottom Feeders

    S. Anthony Iannarino
    15 Dec 2014 | 6:00 pm
    Bottom Fishers Find Bottom Feeders is a post from: The Sales Blog | S. Anthony Iannarino A bottom fisher is someone who fishes for bottom feeders. A bottom feeder is the lowest end of the low-end of the food chain, a scavenger, one who eats what others higher on the food chain will not. Bottom fishers have a way of finding bottom feeders. The bottom fisher entices bottom feeders with an offer that appeals to them. The offer is super easy to acquire. It doesn’t take any real work or creativity, you just troll along the bottom until you bump into something. Bottom feeders are lazy, and bottom…
  • Resolution or Transformation

    S. Anthony Iannarino
    14 Dec 2014 | 5:41 pm
    Resolution or Transformation is a post from: The Sales Blog | S. Anthony Iannarino So, you’ve changed have you? This year you kept your promises, and the changes you’ve made are visible, huh? Would the person closest to you in your life recognize the personal changes that you’ve made this year? Would they call those changes a “transformation?” Or would they say that you “did a little better?” Which were you playing for when you promised yourself? Would someone you’ve known for a long time immediately recognize that you have changed? If they spent a couple hours with you, would…
  • How to Play the Long Game

    S. Anthony Iannarino
    13 Dec 2014 | 6:00 pm
    How to Play the Long Game is a post from: The Sales Blog | S. Anthony Iannarino “You’re an animal like the other animals or you’re something different, something higher, and known to be different and higher. Someone has to be the good guy.” Peggy Noonan, A Flawed Report’s Important Lesson, WSJ, December 12, 2014 Some of your competitors will lie to win a deal. They will say whatever they believe their prospective client wants to hear, knowing it isn’t the truth. You may be frustrated knowing that they’re lying and winning. Some businesses you compete against will act immoral,…
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    Sales 2.0 Blog

  • Holiday reminders from Uncle Paul

    Nigel Edelshain
    24 Nov 2014 | 9:35 am
    Every time a holiday comes around I can hear “Uncle Paul Castain” reminding us sales people not to slack off. He’s totally right about it too. Whenever you think it might be a bad idea to call someone or send an email because “people aren’t working”, just do it! (For example, some of the best emails I’ve sent were sent to business executives on the weekend.) It sucks that so many of us (including your target senior executives) work all the time but if you want to do well in sales, run away from the herd and contact your prospects when your competitors…
  • 6 Sales Strategies from Sales Hacker to use in 2015

    Nigel Edelshain
    12 Nov 2014 | 9:40 am
    This looks like a goldmine of information on how to sell in today’s environment. I love the concept of the Sales Hacker conference (and the concept of “hacking”) and I’m hoping to attend one of these conferences soon. The most important thing that we learned at Sales Hacker Conference SF? At Sales Hacker last week, we listened and spoke with successful entrepreneurs that are finding ways to improve all parts of their sales pipeline by: providing salespeople with tools to become their own personal marketers testing inbound marketing strategies that can be implemented by…
  • Salespeople, Do Not Send Me This

    Nigel Edelshain
    5 Nov 2014 | 9:49 am
    I think I got the same email that Trish Bertuzzi got. Trish is spot on with this post about email prospecting (as always). We live in a world awash with low cost Sales 2.0/Social Selling tool. If you don’t use these tools to customize your prospecting to the recipient, you are wasting your prospect’s time. Nobody has time today (like nobody!) So you deserve to be shut out. Get smart people! Here’s an email I got the other day: Hey Trish, I’m sorry to trouble you.  Would you be so kind to tell me who is responsible for marketing competitive intelligence and how I might…
  • 5 Best Practices For Building Relationships On LinkedIn

    Nigel Edelshain
    4 Nov 2014 | 9:29 am
    Nice post by Melonie Dodaro via the Linkedin sales blog on the basics of using Linkedin to build relationships (i.e. sales!) To the last point I’d like to add: Take the conversation offline if you really want to have someone as a real contact for the future. There’s a huge difference between a Linkedin connection and someone you have spoken to on the phone or even better had a coffee with. Are you struggling to grow your network with meaningful connections on LinkedIn? Perhaps you have hundreds of connections but have been unable to do anything productive (or profitable) with…
  • How to A/B Test Your Sales Voicemails to Improve Response Rates

    Nigel Edelshain
    28 Oct 2014 | 9:35 am
    I love the concept of this post from Patrick Cahill on the Hubspot Inbound Sales blog. It seems totally sensible to me that sales people should A/B test their calls the same way marketers A/B test web pages, emails etc. etc. In fact sophisticated marketers live by A/B testing so why wouldn’t sales people learn this too. The improvements are not necessarily one time either but they can compound. If you keep improving using an A/B approach you could dramatically improve your company (or team’s) sales. Something to think about… After examining data from hundreds of thousands of…
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    Sales Sales Management Expertise

  • What’s More Important - Sales Management Skills or Behaviors?

    Tony Cole
    11 Dec 2014 | 9:44 am
    The obvious gut reaction answer is …both.  However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?”  And, you know, I have never been able to answer that question. I honestly don’t know that there is a RIGHT answer to the question I’ve posed today, but if you held a gun to my head and demanded an answer – not that you would have to go to that extreme to get an answer from me – I would have to say start with the behaviors. It’s not a lot different from helping our clients identify why the sales team…
  • Time Is Short – Get It Right

    Pam Courts
    10 Dec 2014 | 10:10 am
    Occasionally, maybe 3 or 4 times since I started blogging, I write about something that is bigger than managing sales people, sales growth, sales coaching or selling.  Something happens that is meaningful to me and I feel compelled to write about it.  Maybe it’s my way of dealing with the event.  Often, the event is when someone in my life (or our lives) is lost. This past Monday was my 60th birthday and many of my followers and LinkedIn connections reached out to wish me a Happy Birthday.  One of those was my good friend, Chuck Shanklin (Shade). Shade and I talk once,…
  • "Old Tools" Work Really Well in Sales Management

    Tony Cole
    5 Dec 2014 | 7:07 am
    As I have written before, I grew up on a farm in Hammonton, NJ., the Blueberry Capital of the World. As a matter of fact, come this next Monday, I was born there 60 years ago at 7:14am on a Wednesday morning at the Esposito Home (A small, privately-run hospital). When growing up on a farm, it is beneficial to learn how to use certain tools.  Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a tractor engine and he said to his son (me), "Antny (Anthony), hand me the flat head screw…
  • Grab The Right End of the Problem For Effective Sales Management

    Tony Cole
    3 Dec 2014 | 9:06 am
    My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.”  Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.”  For the life of me, I had no idea what he was talking about then…and I still didn’t know what he meant until many years later.  Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab? However, once I got into sales, sales management, sales training and became a president of a company, I think I finally understood. Brian Tracey…
  • Commit To Sales Activity...and Stick To It

    Tony Cole
    2 Dec 2014 | 9:00 am
    Well…I already blew my goal to blog every day that I work in December. That happened when I failed to do so yesterday, December 1st. But, I didn’t blow my commitment to making phone calls to prospects every day I work in December. As a rainmaker for Anthony Cole Training Group, I have a responsibility to keep an active pipeline of prospects. I made a choice. But, as president/owner of the company, I also have a responsibility to our CMO, Jeni Wehrmeyer, to keep my end of the bargain in marketing – I need to blog. I like writing, but I’m not a great writer. I was a career “C”…
 
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Attitude And It’s Impact On Your Success

    Miles Austin
    11 Dec 2014 | 4:50 pm
    Attitude impacts every aspect of your life. Most people agree with that statement and yet your attitude can be limiting the possibilities, opportunities and results you achieve. In the last week, I have had two conversations that highlight the upside and downside of attitude and it’s impact on our activity. I wrote earlier this week about a tool that I called a “game-changer” called Authority Spy. I also shared it with my subscribers in my monthly Web Tools update. Many people have jumped on the special offer and grabbed a great value. Most are in sales but many are small…
  • LinkedIn Training for B2B Social Selling

    Miles Austin
    11 Dec 2014 | 7:12 am
    Excited to announce the public launch of LearnAboutLinked.com and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. I have been involved with LinkedIn training for over eight years and have trained and spoken at sales conferences across North America on the topic. I have crossed paths with many others that position themselves as the expert on this topic, most of which flame out and move on to the next “hot topic” of the day. I am a believer in having mentors, those that I can go to when I am stumped,…
  • Heat Map Magic

    Miles Austin
    10 Dec 2014 | 6:12 am
    Want to improve results from your website? Heat maps provide amazing insight into what your site visitors are doing on your site and what actions they take. As importantly, they show you what your visitors are NOT seeing. The days of creating a website and expecting your customers to interact with it as you had planned are long gone. Using Google Analytics provides terrific insight but that alone only gives you numbers, percentages and links that they visited. Heat Map Magic is my new tool that provides you a visual record of every viewers visit. It shows you visually what viewers clicked…
  • Amp Up Your Sales – Great Gift For Any Sales Person

    Miles Austin
    9 Dec 2014 | 4:55 am
    I was first introduced to Andy’s writing on sales when I read his first book “Zero-Time Selling” in late summer 2011. It has since become one of my favorite sales books and I recommend it to you heartily if you haven’t read it. AMP UP Your Sales arrived in in late October and I set it aside to read as I travel. Once I got started it was clear that I was holding what was going to become another of my favorites. I find the authors writing style easy to read, and the flow of the book is very enjoyable. Rather than a collection of random thoughts and ideas that has become the…
  • AuthoritySpy Is A Sales Game-Changer

    Miles Austin
    8 Dec 2014 | 9:26 am
    Discover and analyze Influencers in any niche! Authority Spy is the first ever Authority/Influencer search application for both Mac and PC. Find literally hundreds or thousands of authorities in a specified niche, in seconds. Read further and take advantage of something that is available ONLY for readers of Fill the Funnel. When I created Fill the Funnel over eight years ago, I shared a powerful tool called Jigsaw to discover contact names, email addresses and direct phone numbers for those that met my specific criteria using Geography, industry, company size, title and more. Jigsaw was a…
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    Keith Rosen

  • This Manager Found a Top Salesperson Using This Email Simulation

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

    Keith Rosen
    30 Nov 2014 | 5:07 am
    It’s been 2 years since the passing of Zig Ziglar, but his message continues to be a timeless reminder of what it means to be extraordinary. When Zig died two years ago, the world suffered a great loss  – and I lost a mentor, a role model and a friend. It was a privilege and honor to spend a day with Zig Ziglar, one on one at his corporate office in Dallas. We did this series of interviews back in 2009, which I never aired until last year. In honor of Zig Ziglar, I’m dedicating these ten videos in his memory. We are forever grateful for Zig’s wisdom and the gifts he has given…
  • The Secret to Being Happy at Work and Home

    Keith Rosen
    15 Nov 2014 | 9:08 pm
    Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness “Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” Here’s a teaspoon of reality for you. For how long? Imagine, for a moment, it’s the end of the quarter. You hit your sales quota. Congratulations! High-five! Let’s celebrate! And then what happens? The counter resets back to zero. It’s time to begin…
  • 9 Questions Managers Ask That Kill Sales

    Keith Rosen
    4 Nov 2014 | 2:44 pm
    If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? Do You Emphasize Results Over People? It’s not uncommon to hear that companies are developing KPI’s and measurable objectives around coaching. While encouraging, sadly, it is doomed from the start unless the manager is actually observing their people perform on a consistent basis. Why is it doomed, you wonder? Here’s how some managers have responded. “Okay, I’m supposed to coach each person on my team for one hour each…
  • Your Company Just Blacklisted Coaching

    Keith Rosen
    6 Oct 2014 | 1:54 pm
    If your first experience playing golf included getting hit by lightning during a passing storm, you may be a bit hesitant to get back on the course. Not that coaching feels like getting hit by lightning. Then again, depending upon the coach, I guess it could! That’s why the coaching relationship has to be built on a choice, not an obligation. The relationship between the coach and the people who are coached (coachee) is a designed alliance, a collaborative partnership. As such, remedial or sanctioned coaching is often met with resistance rather than with open arms, especially if you’re…
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    Get Clients: How to Attract and Win More Professional Service Clients

  • The Best Email Subject Lines To Get People To Open Your Emails

    Ian
    25 Nov 2014 | 5:05 pm
    Your primary goal in email marketing is to get results. That might be sales, client enquiries, offers to come and speak. And, of course, the first step to getting people to take action is that they have to open and read your emails. In today’s overcrowded world, that’s no easy task. Once you’ve established a reputation for sending valuable emails, your subscribers will begin to open them by habit. A bit like they might always open emails from friends and colleagues. But until that happens, and to catch the “swing voters” who might or might not open your emails t…
  • Cold Emailing to Generate Leads and Win Clients

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

    Ian
    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
    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
    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.
 
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    Dealmaker365 Blog

  • (Sales) Interaction Design

    Donal Daly
    14 Dec 2014 | 4:53 am
    I had an interesting discussion just the other day about the [putative] rise of social selling; increase in virtual, rather than physical, sales engagement; and the rush to redeploy field sales resources to inside sales. The topic being discussed was how, or if, a company should adjust its sales strategy to accommodate or leverage these new capabilities. I have a few thoughts about this and I would welcome your opinion. There is a growing body of opinion that these “trends” (social, virtual, inside) are the ‘new normal’, and unless you quickly adopt them, and switch your investments…
  • A Sales Story for Our Time: Part 2

    Donal Daly
    12 Dec 2014 | 3:21 am
    … This is not the way it’s meant to be. It’s far too complicated. Christy Dignam’s plaintiff voice crept out from the Bang and Olufsen surround sound system in Jack Swenson’s new 7 Series. Jack always felt that Dignam, the lead singer of Irish rock band Aslan, was one of the world’s undiscovered singers. “Damn right, it’s far too complicated” Jack mused as he nudged the BMW forward on San Francisco’s Montgomery Street. As CMO of JKHiggs, Jack was thinking about his conversation with Matt Langton, one of JKHiggs’ star sales performers. Or, perhaps better said, one of…
  • 5 Sales Credibility Killers

    Donal Daly
    9 Dec 2014 | 7:51 am
    … There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage.  Buying from a market leader was often seen as the obvious (and safest) path for a buyer to take. But the world has moved on.  Established companies are being disrupted. Remember Kodak? Did we ever think we would see Microsoft’s dominance of the desktop challenged?  What about the decline of Nokia and Blackberry? In the past,…
  • Salesforce Sales Leadership Forum: 3 Key Takeaways

    Donal Daly
    4 Dec 2014 | 5:55 am
    Salesforce is the world’s largest cloud company, and many businesses around the world run their businesses on one, or a combination, of their solutions. So it would seem logical that Salesforce could provide a focal point for companies to exchange business ideas and best practices. I participated in an event recently that was designed by Salesforce to be just such a forum for Sales Leaders. The stated objective of the event (part of a broader program) was to provide an opportunity for Salesforce customers to hear from trusted sales thought-leaders on the changing trends in sales, share best…
  • Executing your 2015 Account Plan

    Donal Daly
    28 Nov 2014 | 2:59 am
    One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support on the practical execution. (That was why we developed Dealmaker). Developing a plan has limited benefit unless you have the requisite tools and action plan to help you follow through. In this post, I give a short summary of an account planning approach and detail how you might think about your action plan. In my book Account Planning in Salesforce, I set out three basic themes or phases for…
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    Jonathan Farrington's Blog

  • Sales Process – Help or Hindrance?

    Jonathan Farrington
    15 Dec 2014 | 5:08 pm
    Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making. Typically, their judgment is based on gut reaction and is purely subjective i.e. “Oh yes, I’ll get that order, he likes me” because salespeople have to be optimistic by nature. They end…
  • Have You Spotted the Golden Egg(s) Nestling in Your Basket?

    Jonathan Farrington
    8 Dec 2014 | 1:47 am
    From quite early on in our sales careers, we are encouraged to explore every sale opportunity that presents itself. In fact, in some companies, the sales teams are “brainwashed” into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on the first rung of the ladder… We are anxious to make our mark, get “runs on the board” and impress our manager – even our colleagues. At this point in our careers, naivety sustains us, and in some perverse…
  • Schhh! Can You Hear the Silence?

    Jonathan Farrington
    24 Nov 2014 | 3:23 pm
    Yes, me too. Nobody – well hardly anybody – is talking about “Sales 2.0″ anymore, and yet less than twelve months ago you couldn’t hear yourself speak above the incredibly loud din that rose to a deafening crescendo. So what happened? Has it gone away? Have we moved on to “Sales 3.0″ and everyone forgot to tell me? Was it all a figment of my imagination? It is now more than eight years since Nigel Edelshain first coined the term, on a balmy Sunday afternoon way back in 2006, and perhaps we all now accept that actually, it was just the next phase in…
  • Leader, My Leader, Do You Inspire “Willing Action?”

    Jonathan Farrington
    17 Nov 2014 | 4:00 pm
    Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the “willing.” But to understand leadership, we need to delve a little deeper than that. One thing which experience has proven over and over again down through the ages is that when any group of people are thrown together for any length of time or for any project, a leader will emerge from the group – one to whom they will listen and give their confidence and support. Their position on the organization chart or their title alone cannot make a person a genuine leader. They must…
  • The Power of Responsibility

    Jonathan Farrington
    12 Nov 2014 | 12:31 am
    Together, involvement and empowerment create an environment in which sales people can have responsibility for their own actions. Responsibility cannot be given – it can only be taken; therefore a Sales Leader can only give sales people the opportunity to take responsibility for their work demands. High performing sales teams require clear objectives so they know exactly what they must do and why, good communication and trust so that having created such a situation, a Sales Leader will let sales people get on with things. These elements build higher motivation because sales teams enjoy…
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    Inside Sales Thought Leadership Blog

  • #TeleSmart20: To Blog or Not to Blog

    Josiane Feigon
    5 Dec 2014 | 9:23 am
    What is blogging? Should I start a blog? Why should I blog? I kept asking these questions back in 2006 when I started reading and being inspired by a few business bloggers, including Seth Godin, Guy Kawasaki, and Robert Scoble. I learned how to launch a blog from the BlogSquad team, and about killer content and visuals from Heather Armstrong’s amazing Dooce blog. So I decided to start my own business blog. I called it “Life in the Telebusiness Trenches.” I love to write, and I’ve been a journal writer since I was 14 years old, so the concept of regular entries was…
  • #TeleSmart20: Around the Globe in 25 Countries

    Josiane Feigon
    3 Dec 2014 | 10:20 am
    The biggest milestone in TeleSmart’s history was back in 2008 when we deployed our Smart Selling training to the world. We trained the trainers and traveled around the globe to 25 countries. Here they are, in glorious alphabetical order: Australia, Belgium, China, Croatia, Czech Republic, Denmark, Dubai, Egypt, England, France, Germany, Greece, India, Israel, Istanbul, Italy, Korea, Netherlands, Poland, Portugal, Singapore, South Africa, Spain, Thailand, United States (of course!) And here’s the TeleSmart team:   This post is part of the #TeleSmart20 series celebrating…
  • #TeleSmart20- The Beginning of Packaging TeleSmart

    Josiane Feigon
    26 Nov 2014 | 2:52 pm
    We always remember the first so such pride and when I launched TeleSmart I wanted a logo that would best describe who we were with the following tagline: Teaching People to Think and Talk on the Phone at the Same Time and this was everywhere. Here’s our first logo: This one of my first head shots as the President of TeleSmart. I used on my business cards, proposals and speaking engagements. For my first web site, I wanted an artist to draw four icons that best represented what I did: (1) Training (2) Coaching (3) Consulting (4) Results.  Guess who the black curly hair with the strand…
  • #TeleSmart20: My Lucky Charm

    Josiane Feigon
    25 Nov 2014 | 12:43 am
    I’m a little superstitious. Having been raised by a mother who firmly believed in the evil eye, I like to keep a lucky charm by my side when it’s showtime. In my case, it’s the Pig Personality Test. I’ve always liked to make a splash with my intro. In the early days I would start my training session with a warm-up exercise: “Please pick a blank piece of paper on the back of your workbook and draw a pig, it can be any type of pig you want to draw.” This was never what they were expecting, and immediately put participants in a curious and playful mood. I watched…
  • #TeleSmart20: Thanks to the Boss Who Fired Me

    Josiane Feigon
    24 Nov 2014 | 12:22 am
    I was selling ad space for InfoWorld back in 1993 when my boss called me into her office one November afternoon. She had a serious look on her face and I knew it wasn’t good news. Sure enough, she told me that she had to trim down the team and I was the one to go. Did it have anything to do with the fact that I’d been checked out for several months while I worked on my business plan? Did it have anything to do with the fact that the most boring and irrelevant sales trainer on the planet had held me captive for three days? Did it have anything to do with the fact that I was…
 
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    Home

  • Loose Lips Sink Deals - Why Paranoia is Required in Sales

    4 Dec 2014 | 5:45 pm
    My first sales manager taught me to be paranoid. He constantly warned us that loose lips sink deals. After sales meetings and deal strategy sessions, he was always the last one in the room removing all of the paper evidence of our discussion, and even retrieving handouts that had been thrown into the trash. He took it all with him and shredded it back at our office. He was vigilant with our sensitive data and I've carried those lessons with me throughout my career. You never know who might be listening in on your conversation at a hotel bar, on a train, or in flight. One misspoken word can…
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    EyesOnSales.com

  • Trouble Closing Follow-Up Calls?

    editor@eyesonsales.com
    26 Nov 2014 | 7:49 am
    Sales Question: "What do you do when a prospect says they are very interested during your first encounter, but won’t take your follow-up calls to take the next step or complete the transaction?" SalesBuzz Answer: By Michael Pedone Well, my first thought is, “Why didn’t you close them on the previous call?”  Since the answer to THAT question can vary, here’s a list of a few reasons why your “interested” prospects may be avoiding your follow-up calls. 1) The sales person never got agreement that the problem was big enough to solve.  Asking a…
  • Turn Your All-Star Clients Into Brand Advocates in 5 Simple Steps

    editor@eyesonsales.com
    25 Nov 2014 | 7:00 am
    A single voice can be a powerful tool, and in sales, the strongest voices belong to your customers. According to MarketShare’s “Quantifying the Role of Social Voice in Marketing Effectiveness” whitepaper, offline word of mouth has a direct impact on financial outcomes, even more so than social media or traditional marketing. That means that vocal advocates for brands influence sales — period. As a great salesperson, you need to build a foundation of brand advocates who will provide you with referrals. The result: more loyal customers and more sales. But you can’t…
  • The only thing you can't do

    editor@eyesonsales.com
    24 Nov 2014 | 7:00 am
    The only thing you can’t do is what you’re not willing to do. The only thing you can’t achieve is the thing you’re not willing to get started on right now. The only thing holding you back from success and greatness and grandeur is your willingness to do what is hard and messy and uncomfortable. That’s the truth about achieving life-changing results. No one is stopping you from anything. No one could stop you if they wanted to. It doesn’t matter what obstacles are in your way. It doesn’t matter what situation you find yourself in right now. The only…
  • Account Management or Account Stagnation?

    editor@eyesonsales.com
    21 Nov 2014 | 7:00 am
    You have several good clients.  However, you know those good clients are purchasing a few lines of business from your competitor.    You know you offer a better product and service after the sale.  So what’s the reason they haven’t moved those lines of business to you? Check out these three reasons for account stagnation rather than effective account management.  #1:  You haven’t asked.   Or if you did ask, it was pitiful.  “You wouldn’t consider…..” Your self-talk about the existing vendor has turned…
  • Why Knowing More Isn't Making Your Business Any Better

    editor@eyesonsales.com
    19 Nov 2014 | 7:00 am
    To be successful in business you need to understand key information. You need to be able to create a strategy, monitor and measure your progress, and make corrections to your tactics based on the results you’re getting. All of that is “information”. Information like website visitors, recurring revenue, customer service satisfaction levels, prospect engagement, and internal milestones for strategy execution. That information is all around you. It comes from your phone and your website, your retail point-of-sale, observations from your staff, industry analysts, your…
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    The Accidental Negotiator

  • The Power Of Actual Knowledge

    drjim
    18 Dec 2014 | 1:00 am
    In a negotiation, knowledge is powerImage Credit: tellatic Rarely do negotiations just happen. Instead, they are planned well in advance and you’ve got plenty of time to get ready to participate in them and to deal with all of the different negotiation styles and negotiating techniques that you’ll encounter. What this means for you as a negotiator is that you need to make use of the (limited) time that you have in order to show up well prepared for the negotiation. Great concept, but just exactly how are we supposed to go about doing this? What Is Actual Knowledge? There are two…
  • In A Negotiation, Information Is Power

    drjim
    12 Dec 2014 | 1:00 am
    In a negotiation, the more information you have, then the more power you haveImage Credit: Heath Brandon Every negotiation is about power. Who has it, who wants it, and where did it all go. As negotiators, we are always looking for negotiation styles and negotiating techniques that we can use to become more powerful. It turns out that there is one simple way that we can make this happen: get more information. How To Get An Advantage In Your Next Negotiation When we walk into our next negotiation, we’d like to be in the strongest position possible. In order to do that, it all comes down…
  • The Role That Power Limits Play In Negotiations

    drjim
    5 Dec 2014 | 1:00 am
    Time is one of the great power limiters in negotiationsImage Credit: Alan Cleaver In a negotiation, nobody is operating without constraints. We all have limitations on what we can and cannot do. It’s how we deal with these power limits that can have a big impact on the outcome of the negotiations. As negotiators, we need to understand that we are dealing with power limits and then come up with ways to deal with them. Time As A Power Limit One of the most common power limits that we will all run into during the course of a negotiation is time. It can be all too easy for us to judge…
  • Can You Invest Too Much Into A Negotiation?

    drjim
    21 Nov 2014 | 1:00 am
    When you have invested time and effort into a negotiation you don’t want it to failImage Credit Face it, if you are willing to sit down and engage in a negotiation discussion with someone, then you are already committed to reaching a deal with them no matter what negotiation styles or negotiating techniques are being used. Where things can start to get interesting is when you become too committed to reaching a deal. How to tell if this has happened and what to do about it are things that every negotiator needs to know. How You Can Become Too Invested In A Negotiation I hate to admit…
  • Are Deadlines Really Real?

    drjim
    14 Nov 2014 | 1:00 am
    Just because you are facing a deadline does not mean that it is realImage Credit Every negotiation must come to an end sometime no matter what negotiation styles or negotiating techniques are being used. However, just exactly when it needs to wrap up is where there may be some disagreement. In order to help a negotiation wrap up sooner rather then later, often times a deadline gets thrown into the mix. What’s a negotiator to do when all of sudden you have a deadline to deal with? When Is A Deadline Not Real? If a deadline was just a deadline, well then that would be it. However, it…
 
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    Paul Castain's Sales Playbook

  • The Last Christmas Gift

    Paul Castain
    17 Dec 2014 | 3:53 pm
    Tucked away in a safe place within the walls of my heart, is a vision of my Father, Christmas Eve some 27 years ago. I can vividly see the look upon his face because it was a look that transcended all expression. It was beyond gratitude or joy and it was as if he were recording [...]
  • Getting A Jump On Next Year’s Sales Efforts!

    Paul Castain
    16 Dec 2014 | 3:27 pm
    It’s real easy to get “caught up” this time of year! Caught up in all the year end stuff we need to focus on as sales professionals and; Caught up in all our holiday preparations! It’s funny in a way, because between all of the “getting caught up” and sadly, the “mental checking out”; We forget about our personal [...]
  • 3 Better Ways To Keep In Touch With A Potential Client

    Paul Castain
    16 Dec 2014 | 5:59 am
    Unfortunately, you might be conditioning your potential client to blow off your “touch”! Why? 1) You’re saying the exact, same thing every time you reach out to them.Worse yet, your message equates to “I’d like to set an appointment with you.” or “I’d like to sell you something.” Would that make you want to communicate with someone? Remedy: [...]
  • 50 Ways To ROCK The Holiday Season!

    Paul Castain
    15 Dec 2014 | 5:36 am
    A while back, I created this list of things to embrace during the holiday season with the goal of bringing you a smile and a dose of perspective. Sometimes we forget some some really important things . . . Today, our goal is to recapture them! Please pass this along and let’s spread a little holiday cheer! Any [...]
  • A Quick Sales Tip From Paul Castain

    Paul Castain
    14 Dec 2014 | 2:58 pm
    This week, we’re going to talk about a little something/something called the “twofer” and how you can embrace it during the holiday season! I have 6 super easy ways for you to do this and the great news is that it will only take you a few minutes to listen to this free audio tip! Before you [...]
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    SALESPRACTICE.COM

  • Who Sets Performance Objectives Like This?

    13 Dec 2014 | 10:59 am
    Imagine for a moment you have been given the task of calling all of your current customers to review the account they [...] http://www.salespractice.com/forums/t-10317.html
  • I'm new and I want to become good. Any advice?

    8 Dec 2014 | 7:39 am
    Hi! I recently took a job making cold calls to private citizens to try and convince them to attend a free [...] http://www.salespractice.com/forums/t-11934.html
  • Buying an education or buying a brand?

    4 Dec 2014 | 2:02 pm
    Seth Godin asks the question that many parents are asking each other... "Does a $40,000 a year education that comes [...] http://www.salespractice.com/forums/t-11854.html
  • The Future of Selling

    30 Nov 2014 | 11:16 am
    Predictions about the future of selling and what is or is not going to happen to sales jobs has been written about [...] http://www.salespractice.com/forums/t-11693.html
  • Secretaries/ Gatekeepers

    24 Nov 2014 | 12:56 am
    Please post your scripts(s) for working with: "Secretaries/ Gatekeepers." [...] http://www.salespractice.com/forums/t-1502.html
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Wishing You Happy Holidays and a Prosperous New Year!

    the_alen
    17 Dec 2014 | 12:21 am
    Wishing You Happy Holidays and a Prosperous New Year! The post Wishing You Happy Holidays and a Prosperous New Year! appeared first on The Missing Piece to Sales Success - sales blog by Alen Mayer.
  • 3 Easy Ways To Create Rapport With Anyone

    the_alen
    3 Nov 2014 | 4:04 am
    You cannot not communicate. Communication differentiates us from animals. We exchange meaning and respond to each other through dialogue. The most important process in any interaction is rapport. Rapport is responsiveness – you don’t have to ‘like’ the other person; it is something we do with another person. Remember that rapport is a process, not a thing. Without rapport, two people cannot trust each other and probably won’t even hear each other correctly. As leader, if you don’t have rapport with your team, you won’t get the outcome you want. Good communication stems from good…
  • Feel, Felt, Found Technique

    the_alen
    28 Oct 2014 | 12:45 am
    Watch This Video Right Now To Learn How to use Feel, Felt, Found Technique and Handle Objections Elegantly…And Help Your Clients Make Right Decision! Visit my website to get instant access to 52 of the Most Important Sales Tips, via audio and PDF sent to you once per week. I’ll personally show you the ropes to making big money helping others…   //www.youtube.com/watch?v=FqcrMFct7xc Visit WeeklySalesTips.com to get instant access to 52 of the Most Important Sales Tips, via audio and PDF sent to you once per week. I’ll personally show you the ropes to making big…
  • Guest Post: About Arrogant Salespeople

    the_alen
    20 Oct 2014 | 3:00 am
    I read a lot of articles on LinkedIn in my spare time. A LOT. So, when I say this is one of the most disheartening things I’ve ever read – you know I have a pretty decent sample size. I read two comments on this article, one by someone with what appears to be a big hand in sales and one from the author. I couldn’t believe what I was reading: Comment #1: I have noticed that too many Cold Calling sales people leave a voicemail and say call me, with name and number and no message. I return NONE of these calls. The other half of cold calling salespeople don’t leave a message and just…
  • Stop Using Features and Benefits!

    the_alen
    14 Oct 2014 | 4:10 am
    The key to successful selling is understanding a client’s buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy, and because your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion. Stop using Features and Benefits! How are you going to do it? Well, here’s the way to overcome…
 
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    Your Sales Management Guru

  • AMP UP Your Sales

    kenthoreson
    15 Dec 2014 | 5:43 am
    Amp Up Your Sales Powerful Strategies that Move Customer Fast, Favorable Decisions By Andy Paul I kept nodding my head and saying; Yes, Yes, Yes as I turned the pages. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. He has broken his 40 chapters into eight (8) parts that range from; Simplifying your sales Accelerating responsiveness Maximizing value Selling…
  • NON STOP SALES BOOM

    kenthoreson
    9 Dec 2014 | 12:18 pm
    NONSTOP SALES BOOM Powerful Strategies to Drive Consistent Growth Year After year by Colleen Francis Time for a new book review-that must be added to your sales library! (Ken Thoreson) I finished this book by Colleen Francis, published by AMACOM on my flight back from San Diego.  I could tell that the person next to me kept looking as I kept underlining various paragraph’s, drawing circles around bullets and folding over the corners of the book.  As I worked my way through the book he finally had to ask the question: “What do you find so interesting? My answer: This book is the closest…
  • Do you Dominate the Conversation?

    kenthoreson
    1 Dec 2014 | 6:01 am
    Do You Totally Dominate the Conversation?  This week I have asked a friend of mine to share one of his blog posts, Bob Terson has much to share, this topic is one of the secrets to sales success. Ken Thoreson Two recent conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Both were with professional sales trainers, who shall remain anonymous; I have no wish to embarrass anyone. Both men have successful businesses, are in their late 40s, early 50s, with lots of experience under their belts—we’re not talking about a couple of…
  • Put a Little Personality into Selling

    kenthoreson
    17 Nov 2014 | 6:31 am
    Put a Little Personality into Selling The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, increase your sales volume and improve your velocity. 1. The Director is to the point, and focused on the job. Relationships are not important. When dealing with a director, emphasize short-term benefits and appeal to a need to gain advantage.
  • Are You Ready for 2015 Business Planning?

    kenthoreson
    10 Nov 2014 | 7:06 am
    Are You Ready for 2015 Business Planning? Last week I did a web cast for a vendor that was designed for their channel resellers. Its purpose was to discuss effective Business Planning and to review a specific process to ensure their plans and more importantly their execution in 2015 will be at higher levels. When people think about a Business Plan, we normally find an Excel spreadsheet with estimated revenues and expenses; we believe it needs to be more comprehensive with specific departmental action plans. The content of the webcast was based upon our ESTEEM Formula, a format we use to work…
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    Meeting to Win's Blog

  • End of Year… and Beyond… with Meeting to Win

    admin
    15 Dec 2014 | 10:11 am
    This has been a great year for Meeting to Win.  We’ve been providing our subscribers with weekly sales team training topics since 2008!  I really can’t believe it.  So much has changed in the business world during our 7 years in business and the flexibility and “real time” of our model has allowed us to provide relevant topics every week during whatever is going on in the economy, business environment and selling season.  It is truly our privilege to start another year with our subscribers. This year, we redesigned our weekly sales team meeting topics to flexibly…
  • Upcoming Sales Team Meeting Topics

    admin
    29 Oct 2014 | 10:46 am
    Whew!  It has been a busy, busy Fall selling season so far.  I’ve started a new business, www.smijbyjill.com, and am learning so much.  Not to mention, selling my new products is giving me a never-ending supply of sales team meeting topic ideas along with those I already gather from talking with sales and management professionals daily.  So, hopefully, you’re with us because, even though we’ve been in business since 2008,  we are just getting started! Upcoming sales team meeting topics include Spark Performance, Three Ways to Thank Customers and Don’t Lose…
  • Next Sales Team Meeting Topics – July 25 and August 1

    admin
    23 Jul 2014 | 10:34 am
    The Back to School commercials have started, people are on their final vacations of the summer and kids are getting their last few mornings to sleep in. Once that bell rings, it’s back to work for all of us, it seems.  I love summer breaks and even the slower pace of business for a few weeks, but I’m always ready to get back in action. Two upcoming meeting agendas will help you and your team do just that.  It is time to stop wasting time and focus, focus, focus. The next two topics will help you with that. July 25th – the sales team meeting topic is about focusing on what…
  • Next Sales Team Meeting Topic – Updates and Other Customer Service Magic Tricks

    admin
    11 Jul 2014 | 6:03 am
    It is not that hard to stand out during a sales process and after you’ve won the business.  This topic will share 5 powerful ideas to help salespeople stand out and then challenge them to share their own experiences. Better relationships with customers will begin immediately following this meeting. Subscribe to get this topic being delivered to Meeting to Win subscribers July 18th at 6am.  www.meetingtowin.com/subscribe
  • Next Sales Team Meeting Topic – When To Stop Calling On Your Dream Prospect

    admin
    4 Jul 2014 | 6:00 am
    The sales team meeting agenda going out to subscribers’ inboxes July 11th at 6am will challenge sales teams to determine when to stop calling on those dream prospects that just aren’t responding with enthusiasm.  It’s so frustrating because you know you could help them, their needs are in your sweet spot and you have great solutions, but they just aren’t jumping at the idea. We’ll share three ideas for moving forward with these prospects and ask the teams to share their own experiences and debate ideas to try with current dream prospects.  Each team member will…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Predictable Revenue - Summarized by Actionable Books

    18 Dec 2014 | 11:20 am
    Predictable Revenue by Aaron Ross and Marylou Tyler is a great book for anyone looking to build out a sales team. The authors come from extensive experience in the high tech selling world but their advice can be useful for any industry. The book is based on the authors’ experience of having to create an outbound sales team from scratch. They take you through the challenges of initially starting the team to the breakthrough moments to the best practices that have helped Salesforce.com create a $100 million outbound sales machine.For anyone involved in sales and interested in starting or…
  • The Essentials of Sales Kit - Includes a Free Power Principles eBook

    18 Dec 2014 | 9:20 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 eBookChoosing a Mobile Sales Platform That's More Than a CRMImproving Channel Sales Productivity with Tablets and Mobile ContentRequest Free!
  • The Essentials of CRM - Free Kit

    18 Dec 2014 | 9:20 am
    The Essentials of CRM, brings together the latest in information, coverage of important developments, and expert commentary to help with your CRM related decisions.The following kit contents will help you get the most out of your CRM research:Customer Engagement Analytics: How to Use Data to Create (and Keep) Happy CustomersBeyond the Executive Suite: Video Conferencing for AllChoosing a Mobile Sales Platform That's More Than a CRMPractical/Tactical: A Guide to Maximizing Agent EfficiencyRequest Free!
  • The Essentials of Sales Kit - Includes a Free ABC of Sales eBook

    18 Dec 2014 | 9:20 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 SuperstarChoosing a Mobile Sales Platform That's More Than a CRMImproving Channel Sales Productivity with Tablets and Mobile ContentRequest Free!
  • CEO Perspective: 5 Ways Marketing Automation Can Optimize & Grow Your Business

    18 Dec 2014 | 12:00 am
    Like many of your executive peers, you may be hearing a rising chorus from your marketing team requesting additional budget so they can upgrade from an email solution to a marketing automation platform. That’s no surprise. The benefits of marketing automation solutions are now well established and adoption has been growing at an explosive rate. And much of the growth is happening in small and mid-sized businesses. As a CEO, you have to be asking yourself:What’s the urgency around marketing automation?Is it worth the investment?How will marketing automation impact the bottom…
 
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    Salesjournal

  • How to Conduct a Pre-Mortum to Win More Sales

    caitlinhoward
    18 Dec 2014 | 6:58 am
    By Jill Konrath Jill Konrath describes what factors you should assess before a sales meeting in order to win more sales. How to Conduct a Pre-Mortum to Win More Sales
  • Top B2B Sales Tools for 2015

    caitlinhoward
    17 Dec 2014 | 12:28 pm
    By Devon McDonald (Openview Sales Lab) Some of the top B2B sales experts were asked what sales tools they couldn’t work without in 2015. Learn what tools these 12 sales leaders chose and how they can help you crush your quota in 2015! Top B2B Sales Tools for 2015 
  • 10 Simple Actions to Achieve Massive Success in 2015 

    caitlinhoward
    17 Dec 2014 | 12:01 pm
    By Sean Kim (The Huffington Post) As 2014 comes to a close, it’s important to reflect on past successes and failures and what you want to improve on in the coming year. Keep reading to learn about 10 simple actions that will help you achieve massive success in 2015. 10 Simple Actions to Achieve Massive […]
  • How to Maintain Sales Productivity During the Holiday Season

    caitlinhoward
    17 Dec 2014 | 11:30 am
    By Gareth Goh (InsightSquared) It can be tough to get customers and prospects on the phone during the holiday season, but that doesn’t mean it’s time to give up just yet. Learn what steps you can take to close deals and stay productive this holiday season! How to Maintain Sales Productivity During the Holiday Season
  • 4 Ways to Fit Holiday Shopping Into Your Hectic Schedule

    caitlinhoward
    11 Dec 2014 | 8:29 am
    By Larry Alton (Entrepreneur) The holidays are getting closer and closer which means inevitable holiday shopping. Check out these four tech solutions if you don’t have a lot of time, need to find the perfect gift, or want to make sure you’re getting a good deal. 4 Ways to Fit Holiday Shopping Into Your Hectic Schedule
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    Peak Sales Recruiting | Sales Recruiter

  • Handling Counter Offers in Recruiting

    Eliot Burdett
    15 Dec 2014 | 12:00 am
    Having to deal with counter offers is one of the most difficult challenges facing successful companies looking to grow and attract great talent. Great employees are hard to find, highly sought after and almost always gainfully employed. No employer wants to lose people like this without a fight, so when an employer learns that one of the their best employees is intending to resign, in all probability there is going to be a strong effort to prevent them from going (although this is not always the case To Counter Offer or Not to Counter Offer?). In our business, which is based entirely on…
  • 10 Point Checklist for Hitting the Year End Target

    Eliot Burdett
    5 Dec 2014 | 4:49 am
    Hard work creates opportunity and there is still lots of time to find and close net new deals. Since December marks a great time to work hard towards a strong finish for you and your team, we have compiled the ten best ways to make sure your team hits target by year end: Communicate the Importance of the Target to the Team – all the reasons for hitting the targets may be patently obvious to every senior manager in the company, but may not be obvious at the rep level – they are more focused on their own day to day work and deals, regardless of whether they are on target. Even if the team…
  • 42 Quotes To Inspire Persistence When Selling

    Susan Halliwell
    30 Nov 2014 | 11:28 pm
    We have written about the importance of persistence in selling before (see The Not So Fine Line Between Persistence and Stalking in Sales). Knowing that it plays such an important role in helping to win accounts, here are some quotes to inspire one of the core most important traits of selling – persistence. Incredible salespeople relate and provide detail, focusing on benefits rather than features. “Energy and persistence conquer all things.” - Benjamin Franklin “Do you want to know who you are? Don’t ask. Act! Action will delineate and define you.” - Thomas Jefferson…
  • Job Description of a Vice President of Sales

    Eliot Burdett
    23 Nov 2014 | 9:35 pm
    Leadership is defined by results not attributes. —Peter Drucker We are often asked for our guidance on defining the role of the Vice President of Sales and while different companies have different sales mandates and priorities, the primary responsibility is to deliver the right revenues; be that defined as a hard number, growth target, profit target and/or a market share goal. The following job description provides a useful baseline for any company that employs or is seeking to hire a VP sales. It should be noted, however, that these traits also apply sales director, sales…
  • Sales Recruiting in New York: Finding ‘A’ Level Talent

    Keith Johnstone
    10 Nov 2014 | 11:24 am
    It is no surprise that recruiting top performing sales professionals in New York City is no easy task. Top sales people in the Big Apple do what New Yorkers do best – make money, and lots of it. To be the best of the best, requires competing and winning in arguably the most cut throat and fast-paced selling environment on the plant, where “no” or “maybe next quarter” is never an acceptable answer. In the land of “time is money”,  ‘A’ level sales people don’t spend much time considering career options or looking for work, but…
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    Sharon Drew Morgen

  • What Should Coaches Be Listening For?

    Sharon Drew Morgen
    14 Dec 2014 | 11:46 am
    A coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. By listening for specifically for elements of the stated issues – problems, hopes, missing skills or motivation – a coach will merely hear what s/he recognizes as missing. If there are unspoken or omitted bits, if there are…
  • Join Sharon Drew on a webinar with Q&A – December 19 at 1:00 CT “Are We Hearing What Our Clients Are Saying?” Join In-Read More

    Sharon Drew Morgen
    14 Dec 2014 | 9:15 am
    Join Sharon Drew on a webinar December 19 at 1:00 Central with Q&A, titled “Are we hearing what our clients are saying?” Webinar will be video’d and linked should you want to view/share it later. Join WebEx meeting Meeting number: 591 424 675 Join by phone Call-in toll-free number: 1-8002146442 (US) Call-in number: 1-4044104567 (US) Show global numbers Chairperson Passcode: 1673 Access Code: 803 652 6 Join Sharon Drew on a webinar with Q&A – December 19 at 1:00 CT “Are We Hearing What Our Clients Are Saying?” Join In-Read More is a post from:…
  • We Don’t Really Hear Each Other

    Sharon Drew Morgen
    8 Dec 2014 | 5:58 am
    We are not always able to accurately hear what others mean to convey. Sometimes we hear only a fraction of what’s been said and our brains misunderstand or bias the rest – and we might not realize it until it’s too late, causing us to believe we’re right and others are wrong, or moving to action using the wrong assumptions. We’re left with restricted communication and creativity, failed relationships, and lost profit. And none of it is our fault.     We try to attend carefully to what’s being said. Yet our pesky brains do some pretty sophisticated stuff, all without our…
  • Assessment: How much do you suck at listening?

    Sharon Drew Morgen
    29 Nov 2014 | 6:06 am
    Answer these questions to see how accurately you hear what your communication partner intends you to hear.       How often do you enter conversations to hear what you want to hear – and disregard the rest? How often do you listen to get your own agenda across, regardless of the needs of the speaker? How often do you have a bias in place before the speaker’s points or agenda are known? Do you ever assume what the speaker wants from you before s/he states it – whether your assumption is accurate or not? How often do you listen merely to confirm you are right…and the other…
  • What? Did You Really Say What I Think I Heard?

    Sharon Drew Morgen
    29 Nov 2014 | 5:36 am
    What? Did You Really Say What I Think I Heard? is a post from: SharonDrewMorgen.com
 
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    A Sales Guy | A Sales Blog | Sales Consulting

  • Hey Look at Me! #sshour

    Keenan
    16 Dec 2014 | 7:51 am
    The title of this post is a double entendre. Dang, my shit is good. 1) The first part of the double entendre “Hey look at me.” I’m on Social Sales Hour #sshour with @rachelloumiller and Brian Fanzo (@isocialfanz)    we’re breaking down personal branding and why it’s important 2) And the other half of the double entendre, “hey look at me” is  regarding personal brand and the importance of standing out. Fuck, that’s good shit uh? Ok, back to business. I did sick Google Hangout today on the importance of personal branding and standing out.
  • The Only First Impression A Salesperson Needs To Make – Ever

    Keenan
    9 Dec 2014 | 4:46 am
    There is only one first impression you need to make as a sales person. It’s the impression you can deliver value. Any other impression is immaterial. The next time you meet a buyer for the first time, you’re only goal should be to get the buyer to say, Man that person was impressive, they could make a serious impact on my organization. You can make other impressions. You can make the impression you’re fun. You can make the impression you’re smart. You can make the impression you know the product. You can make the impression you’re a good salesperson, but if you…
  • Amp Up Your Sales

    Keenan
    8 Dec 2014 | 12:34 pm
    I know, right? Who wouldn’t want to amp up their sales? Sales is a tough business. I’ve long argued on this blog the importance of deliberate learning to becoming a badass. My boy Andy Paul, author of Zero-Time selling has come out with another book; Amp Up Your Sales, Powerful Strategies That Move Your Customers to Make Fast, Favorable Decisions. Ya gotta love that title. In Amp Up Your Sales Andy does a good job of breaking down the concept of sales and how we underestimate the steps required to get things done that ends up with sales people skipping many of the critical steps.
  • Production Is The Name Of The Game

    Keenan
    3 Dec 2014 | 8:42 pm
    You may not like it. It may not seem fair at times, but at the end of the day, production is the name of the game. Production is what we bring to the table, it’s our contribution to the business pot-luck. Production is our input, it’s our way of adding to the bigger picture, it’s our way of making a difference. But when we stop producing, not only are we not adding to the pie, we’re taking away. Because the seat were sitting in could be used by someone who’s producing. Showing up for work, following directions, checking the boxes and doing what’s expected…
  • Why Ferguson Happened That No One Knows Including Most Black Folks

    Keenan
    26 Nov 2014 | 4:15 am
    For those of you who follow this blog, you know that every once in a while I take a break to take on race in this country. Considering what’s happening in Ferguson, I wanted to take a sales time out to break down for all ya’ll why Ferguson is happening, because as much as you’d like to think you know, you don’t. You have no clue. This goes for black folks as well. As a society, although the information is available to us, it’s never been put in front of us in this fashion, so I’m going to break it down for everyone, black folks and white folks. Before I do,…
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    Sales Motivation and Sales Training

  • Why Discounting Your Price is a Stupid Strategy

    TheSalesHunter
    18 Dec 2014 | 7:37 am
      The argument is about as old as the oldest profession. You know the argument I’m talking about.  It’s the one where the salesperson argues they could close more sales if only they could discount the price. In fact, I contend it’s more than an argument – it’s a disease that inflicts a high number […]
  • 5 Best Sales Closing Techniques

    TheSalesHunter
    16 Dec 2014 | 10:06 pm
      Salespeople are always asking me for the closing techniques that work the best. Here the five I have found work the best time and time again. What’s even better is the first three are great for the new salesperson or the “non-salesperson” who suddenly finds themselves having to sell. 1. Pick a Date Close […]
  • Who is Smarter? The Salesperson or the Purchasing Agent?

    TheSalesHunter
    16 Dec 2014 | 7:51 am
      If you had to vote for one or the other as being smarter, which one would it be? The salesperson or purchasing agent? The question may seem simple, but it’s anything but that. I’ve never seen any polls on this nor have I seen any research on the subject, but I know it comes […]
  • How Your Sales Presentation is Stopping You From Selling at a Higher Price

    TheSalesHunter
    16 Dec 2014 | 2:16 am
      One of the reasons salespeople don’t get the price they want or are pushed to offer a discount to close a sale is due to their value proposition. Too many salespeople use a single value proposition. They do so because they’ve had success with it and they’re comfortable with it. In my mind, the […]
  • Sales Motivation Video: Full Throttle Past Your Number

    TheSalesHunter
    14 Dec 2014 | 10:04 pm
      Maybe you’ve already made your number and maybe you haven’t.   Either way, don’t slow down.  Now is the time to go full throttle through the end of the year.  You’ll be amazed at what you accomplish, and you will build momentum to get 2015 off to a great start. Check out the video […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • Hacking Sales Management

    David Brock
    16 Dec 2014 | 10:45 pm
    I’ve been writing a short series on Hacking Selling–(Hacking Selling, Hacking Selling Part 2).  As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs.  “What are the short cuts?”  “How do I manage my time better?”  “How do I get things done more easily?” As with the other articles, most of the hacks are very well known.  Every year there are hundreds to thousands of articles about them, there’s lots of data that speaks to the impact these hacks have.  Yet, somehow, too many people…
  • Hacking Selling Part 2

    David Brock
    15 Dec 2014 | 10:45 pm
    As I mentioned in Hacking Selling, sales people and managers constantly ask me for short cuts.  They are looking at ways to make selling easier, ways to help them win more business.  In Hacking Selling, I said the easiest way to do this is to hack the customer’s business, focusing on what they need, rather than what we sell. I got a lot of messages on the post.  People wanted more short cuts, so I’ve put together a list for sales people.  I’ll follow this with another post for sales managers. Most of these hacks have been around a long time–for some reason people…
  • When All Else Is Equal, The Lowest Price Wins!

    David Brock
    15 Dec 2014 | 3:39 pm
    When the customer perceives little difference between alternative solutions from vendors, the lowest price wins!  And that’s how it should be, it would be insane for the customer to do anything else. Now before you start leaping to conclusions thinking that I’m promoting rampant discounting to win business, let me clarify things. Too often, we fail to differentiate our solutions and value in meaningful ways.  As the customer compares both our offerings and their buying experience with other alternatives, it’s difficult for them to find any meaningful differentiation.  As…
  • My Favorite Sales Enablement Tools

    David Brock
    11 Dec 2014 | 10:25 pm
    Sales Enablement tools are Hot!  Developing and offering sales enablement tools is a multibillion dollar industry.  It seems every week I get at least one email of a tool that is intended to help improve the effectiveness of sales people, managers, or anyone involved in sales.   Some are quite broad in scope, some are very focused–helping us do one thing much better. The developers of the tools offer great case studies and research about how the tools help sales people.  Most of the companies I talk to are investing millions in buying sales enablement tools.  I haven’t seen…
  • Hacking Selling

    David Brock
    10 Dec 2014 | 11:03 pm
    Every day I get emails and messages from sales people trying to “Hack Selling.” They ask me, “Is there an easy way to catch the attention of a customer and get a meeting?” “Is there a killer tool I can use that makes selling faster and easier?” “Is there a shortcut that accelerates the selling process?” “Is there a killer presentation technique, a way of asking questions, a closing technique?” All of these are focused on, “How do I get the order faster and with less work?” When I speak or meet with groups of sales people, I can see they get frustrated when I talk about…
 
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    Media Sales Today

  • Out of Home Advertising Up 1.5% in Third Quarter 2014

    MST Staff
    18 Dec 2014 | 11:06 am
    OOH advertising revenue rose 1.5 percent in the third quarter of 2014 compared to the previous year, accounting for $1.64 billion, based on figures released by OAAA. The revenue increase marks the industry’s 18th consecutive quarter of growth. Read Out of Home Advertising Up 1.5% in Third Quarter 2014 at Media Sales Today.
  • 4 Tips to Help Clients Respond to Customers on Social Media

    Faye Oney
    18 Dec 2014 | 10:00 am
    Are your clients ignoring customer comments on their social sites? A recent report by Sprout Social found that more customers are sending messages to businesses on social media, but fewer businesses are responding. Here are 4 tips to help your clients engage with their customers in the social networks. Read 4 Tips to Help Clients Respond to Customers on Social Media at Media Sales Today.
  • Digital Poised to Overtake TV with 49% of Media Consumption

    Amanda Reardon
    18 Dec 2014 | 8:00 am
    We’ve all done it. You’re “watching” TV, but you’ve pulled out your smartphone and are busy social networking, checking email, etc. With this behavior becoming the norm, it isn’t surprising digital is poised to eclipse TV for both audience share and ad revenue. Read Digital Poised to Overtake TV with 49% of Media Consumption at Media Sales Today.
  • Trends That Will Shape How You Sell in 2015

    Jessica Helinski
    17 Dec 2014 | 10:28 pm
    Salespeople can prepare themselves for success in the New Year by getting insight into predicted trends for 2015 Read Trends That Will Shape How You Sell in 2015 at Media Sales Today.
  • Stop Your Clients From Making These Digital Marketing Errors

    Kathy Crosett
    17 Dec 2014 | 10:00 am
    Many advertisers have been led to believe that all they need to do is shift their marketing budgets to digital formats in order to increase sales. Of course, it’s not that simple. Read Stop Your Clients From Making These Digital Marketing Errors at Media Sales Today.
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    Star Results » Sales Management Blog

  • How to Amp Up Your Sales By Keeping It Simple And Direct

    Andy Paul
    8 Dec 2014 | 4:59 am
    What buyers want from sellers? It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us? What can we do to speed their decision? My friend Andy Paul has written a new book on exactly how to deliver what your customers want. It is called Amp Up Your Sales:  Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. I highly recommend it. It’s already climbing the charts at Amazon. To learn more about it and get a sample of Andy’s insights, check out his guest article in today’s blog. By: Andy Paul You’ve all undoubtedly…
  • Sales Leaders – What is your biggest priority in 2015?

    Steven A. Rosen
    3 Dec 2014 | 10:12 am
    Early results are showing that sales leaders are most concerned about improving the performance management skills of their sales managers. 50% of sales leaders who have taken The 2015 Sales Management Survey have identified performance management as their #1 priority in 2015. Over 97% respondents agree or strongly agree with the statement “One of the sales manager’s most important responsibilities is to proactively manage and address performance issues”. When asked if their company utilizes a proven, performance management approach that teaches our managers how to effectively…
  • Are YOU An Effective Sales Coach?

    Steven A. Rosen
    2 Dec 2014 | 9:38 am
    By Steven A. Rosen Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Highly effective sales managers drive 19% more sales than their less effective colleagues. Coaching was the skill that sales managers did least well at. The Coaching Effectiveness Snapshot™ helps sales executives determine the sales coaching effectiveness of their entire front line sales management team. Six Dimensions of…
  • Sales Managers: Are You Ready to Have a Great 2015?

    Steven A. Rosen
    4 Nov 2014 | 3:23 pm
    Join our webinar if you want to be ready to hit the ground running in 2015. Key Sales Management Actions To Prepare for A Stellar 2015 Wednesday, November 12th At 2:00 PM – EST / 11:00 AM – PST Click here to Register It’s that time of year when 2015 planning is well underway. Making time to plan for 2015 while closing 2014 can be a challenge.  Take a break from Q4 to get some practical ideas on ways you can lay the groundwork for a great 2015. You can learn from six of the best in Sales Management Consulting. During this 1 hour broadcast, our panel will share their best…
  • New Survey Highlights Sales Management Skills and Development Priorities

    Steven A. Rosen
    14 Oct 2014 | 4:44 am
    October 14, 2014 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. The survey is seeking feedback from more than 2000 sales leaders in varying industries around the world. “For companies to achieve better sales results they need to invest their…
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    Dave Stein's Blog

  • Twitter Chats: The Weekly #SSHour

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

    Dave Stein
    17 Nov 2014 | 12:59 pm
    A short while ago, I mentioned that I am writing another book. In that same post, I questioned the amount of free information being provided by sales experts (and, unfortunately non-experts).With that as the backdrop, you might have notice I’m churning out less content these days. It’s not from a lack of interest or important things to communicate. I’m just wrestling with the right balance of content that I need to publish between now and when my new book launches.Those of you who follow me on LinkedIn have noticed some content that I published only there and not on this…
  • Can You Really Measure Sales Culture?

    Dave Stein
    9 Oct 2014 | 9:15 am
    For decades sales leaders have been discussing how to get the highest levels of performance of their teams. Some would make the case that the answer lies in a company’s sales culture and how the team is built and developed within that culture. In many cases, culture is managed and measured by intuition, leaving scaling a sales organization a very daunting task.A while back I was introduced to RoundPegg. They look at just that – how to better engage salespeople leading to increased productivity and, most importantly, profits. They told me that it all lies in the need to understand…
  • 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…
 
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    Renbor Sales Solutions Inc. » Blog

  • Rethinking Sales Incentives

    Tibor Shanto
    18 Dec 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  As part of a series of posts dealing with areas you should consider, better yet reconsider, going in to the New Year, today we look at incentive. No doubt everyone should be thinking about commissions, after all is in effect the cost of revenue. While there are other expenses, commissions/incentives, are the most direct “payment” you pay for bringing in revenue. While there have been variations, updates and paint over through the years, little has changed in how and what you pay for. In this article I penned for November issue of…
  • Key Sales Management Actions To Prepare for 2015 (#video)

    Tibor Shanto
    17 Dec 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  About a month ago I had the privilege to be part of a great panel exploring key issues sales leaders need to not just think about, but act on in preparing for a successfully 2015. The panel included: Lori Richardson – Score More Sales Lee Salz – Sales Architects Steven Rosen – STAR Results Dan Enthoven – Enkata Miles Austin – Fill the Funnel And myself. As the next instalment in this week’s posts dealing with kicking the New Year off right, meaning in a way that will help sales organisations and teams exceed quota in 2015. Below is…
  • The Global 2015 STAR Sales Manager Survey

    Tibor Shanto
    15 Dec 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  As we rush headlong in to the New Year, my next three posts will feature things sales leaders should be thinking about to drive success for their teams and their companies. I want to start by inviting you to participate in a survey being conducted by my friends over at Star Solutions That Achieve Results Inc. (STAR Results), The Global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of…
  • Sales Management: 6 Top Tools to Create More Effective Sales Teams

    Tibor Shanto
    11 Dec 2014 | 12:33 am
    The Pipeline Guest Post - Diana Doherty Want to increase productivity without stressing out your employees? Data can help you improve your process – and your workforce ROI. Think you have the best possible toolkit for your sales team? Think again. The best sales tools now are all about integration and automation. If you’re using clunky apps or programs that don’t integrate, you’re wasting time. The best tools for your team make more sales, less work. Clari How can you give your team instant access to all the relationship data they need with immediate communication to…
  • Amp Up Your Sales – Great Reading To Start Your Sales Year

    Tibor Shanto
    8 Dec 2014 | 12:33 am
    Book Review - Amp Up Your Sales – Andy Paul Many of you are no doubt familiar with Andy Paul, author of Zero-Time Selling; well Andy is out with yet another great book just in time to kick your sales year off right, Amp Up Your Sales. Andy looks at a key question in sales: What Buyers Want from Sellers? It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us. What can we do to speed their decision? Andy looks at how to deliver what your customers want in Amp Up Your Sales. He presents powerful strategies to move customers to make faster…
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    Talking Media Sales

  • Finding Time To Think

    Josh Easby
    24 Nov 2014 | 2:34 am
    I had a dreadful experience the other day. In my rush to get to the airport, I left home with that vague feeling I’d forgotten something. At the check-in counter, I ran through what I needed for the day’s business. Board papers – check. Book to read on the flight – check. Reading glasses – check. Maybe I had been imagining things. I relaxed and reached for my smart phone. There was enough time to check my emails before boarding. Phone. The phone that wasn’t in my pocket. The phone that I’d set to recharge while I was in the shower, and that was still on the bench at home. No…
  • 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…
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    MindOnMedia[Sales]

  • RIP, Mr. Allen…

    MindOnMediaSales
    26 Nov 2014 | 11:44 pm
    Doug hired me at a time when I had no idea that I could sell, and no idea it could turn into a lifelong career...
  • Saying Goodbye, Bay Guardian…

    MindOnMediaSales
    18 Oct 2014 | 4:25 pm
    MoM[S] has *never* advocated such practices...and yet we've been fortunate to experience what is arguably a reasonably successful career.
  • 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 […]
 
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    Jonathan E Brickman

  • A corollary to “talk is cheap”

    Brick
    17 Dec 2014 | 5:17 pm
    For all of the discussion around social selling and sales 2.0…there is no escaping (I repeat), no escaping the very basics and tenets of sales. These persist… I like to call this – Blocking & Tackling… That’s right, the simple, low-tech stuff matters and ultimately drives results and business for all of the high-tech tools we continue to create to make our jobs easier. I used to have a sales colleague – let’s call him “John Doe” to protect the innocent. He had a classic opening line (which we used to chuckle at) when he sent and email…
  • Listening is great, but…

    Brick
    17 Dec 2014 | 4:46 pm
    I can’t tell you how many times I am left hanging waiting for the other side of a plan to come to fruition. People talk but often times never follow through. I mean business and pleasure…some examples to ponder: Coming through on an invitation to play golf Meeting to review a product A reply to a proposal Plans to meet for dinner A time to discuss a new business opportunity Making an introduction as promised A decision to invest in a new business The list goes on and on…my point being, talk is cheap, action is priceless!
  • Good old fashioned sales

    Brick
    21 Nov 2014 | 8:46 am
    It’s one of my all time favorites, Tommy Boy. Two really funny guys acting out a parody on selling, but nonetheless packed with many basic sales lessons: 1. Survival mode tactics 2. Dealing with a capital crunch 3. Face to face sales calls 4. Messaging 5. Teamwork 6. Competition I sure do miss Chris Farley.
  • Eaten by Alligator

    Brick
    11 Nov 2014 | 11:00 am
    Here is a real email, with above subject line,  from a salesperson who is trying to connect after several failed attempts… Hello there! I wanted to reach out and let you know a few things have changed since you last contacted us. We now offer all of our products with Zero out of pocket cost.  We have lowered rates in almost every utility district while your utility has raised rates.  We have a new Ambassador program that allows you to earn $250 per referral that sign up and another $100 for anyone they in turn refer and you don’t even need to be an active customer. I haven’t…
  • Find the right early customers

    Brick
    5 Nov 2014 | 7:49 am
    Nothing could be more true for an early stage company to set the wheels of progress in motion. All clients are good in the early days, but some are better than others for maximum leverage. All this talk about social selling…nothing is more social or powerful than having the right customers; clients who will work with you and vouch for your offering. Early customers will serve many critical needs to help a young company get on the right trajectory: 1. Refine the product There will be constant improvement, pivots..especially early on and getting some key clients, who believe in the vision…
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    ViewPoint | The Truth About Lead Generation

  • Stunning Study Reveals How to Increase Sales by 29-49%

    17 Dec 2014 | 11:41 am
    Stephen Covey said, “The key is not to prioritize what's on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report”i published by Velocify (A Sales Optimization Study).
  • 8 Ways to Motivate Salespeople to Follow Up Inquiries

    17 Nov 2014 | 6:27 am
    Corporate growth, good and bad, can be traced to sales lead follow-upi.  Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the alternative? Cold calling? But alas, as Voltaire said, “Common sense is not so common.” So we are left with motivating them to do the obvious and not give up. Yes, follow-up is difficult today. Prospects are always available when they want something, but disappear when they have what they need. Follow-up is variously reported from 10%-25% in most companies. When you think about…
  • Should You Gate Your Content? Answer These Questions To Find Out.

    11 Nov 2014 | 7:53 am
    Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic! Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone? 
  • Your Marketing Team Isn't As Good As They Think - Just Ask Sales

    6 Nov 2014 | 7:00 am
    “If we're going to win the pennant, we've got to start thinking we're not as good as we think we are.” —Casey Stengel* Yes, it was one of Casey Stengel’s best thoughts. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? We blame the products, the salespeople, and then we blame the salespeople again. But what if the salespeople are right—they don’t get enough qualified leads?
  • Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

    4 Nov 2014 | 6:15 am
    The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The <expletive> are weak! You’re weak!”
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    Results Count ... everything else is conversation.

  • Is a Digital Library an oxymoron or a vision of the future?

    Chris Petersen
    16 Dec 2014 | 10:47 am
    Omaha's first digital library will open in an ex-Border's bookstore Image Credit: Adamr As a holiday procrastinator, I made a trek to nearby Omaha, Nebraska in quest of an elusive last minute gift. While I still don't have the gift, my journey lead me to a very intriguing banner sign announcing the site of Omaha's new "digital library". On first glance, it struck me as the ultimate oxymoron. But, the irony only got better! The digital library sign was hung on the outside of an ex-Border's store that was one of premier booksellers in its heyday. So, what exactly is a digital library? And, why…
  • Cybrids - The new breed of consumer changing retail forever

    Chris Petersen
    11 Dec 2014 | 7:31 pm
    10 Cybrid characteristics that are changing everything … Image Credit: Stuart Miles Pick any source and the news was NOT good for the kickoff of the holiday retail season. In the words of NRF, the Black Friday weekend was "a disaster" for US retail. Retail Next reported that in store traffic fell 12.5% and sales were off 10.3%. Some are still speculating a lack of recovery in the US economy. But, that does not explain Amazon's 19% increase in Black Friday sales. What US retailers are witnessing is a seismic shift in traditional retailing, spearheaded by a new breed of consumer – the…
  • Black Friday is dead – 3 omnichannel behaviors that killed it

    Chris Petersen
    1 Dec 2014 | 11:34 am
    Consumer behavior is changing holiday shopping and all of retail Image Credit: Simon Howden Black Friday is dead. If not completely deceased, all of the stats point to demise of the premier kickoff to holiday shopping in the US. It's not just about the slow economic recovery, although that is still having an impact. The phenomena unfolding right now is about universal changes in consumer behavior, regardless of socio-economic status. There are three fundamental changes in omnichannel consumer behavior that are sucking the life out of Black Friday, and changing the face of retail forever. Why…
  • #GIVINGTUESDAY – Do we need another holiday this season?

    Chris Petersen
    25 Nov 2014 | 11:07 am
    What are your plans for December 2nd? In the US, everyone is busy preparing for Thanksgiving. It is the one American holiday where family and friends make the time to gather and simply enjoy time together. Yet, Thanksgiving has also been transformed to become the crossroads of retail shopping. Thanksgiving week headlines and ads are all about Black Friday and Cyber Monday. And now, Cyber Monday is followed by GivingTuesday. What? Another holiday concocted to get us to buy more gifts? On the contrary, this special day is a simple idea that can become one of your most important traditions of…
  • 7 Retailers think the future of retail can be invented in a lab

    Chris Petersen
    20 Nov 2014 | 8:34 am
    The future requires incubation outside of the "box" called the store Image Credit: Posterize; Freedigitalphotos.net We have posted previously on how retailers are creating innovation labs to rethink and reinvent retailing in an omnichannel world. No retailer is immune from the accelerating pace of change driven by the omnichannel consumer. Even the retail giant, Walmart, has created an innovation laboratory. It is interesting to note that many of these retail labs are built in locations far removed from corporate headquarters in order to shake off the product, store centric heritage of the…
 
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    Top Sales Dog

  • Hiring: Do extroverts make the best salespeople?

    Michael Boyette
    17 Dec 2014 | 5:00 am
    File this one under the category of things everyone knows that happen not to be true: Extroverts make the best salespeople.There are all kinds of reasons to think so: Extroverts, by definition, are comfortable not only interacting with others, but at initiating relationships. They’re confident and enthusiastic. They’re forceful and less likely to take no for an answer. Those skills are practically a job description for sales. Therefore, extroverts must be the ideal personality for sales.Alas, research says otherwise. In a report in the journal Psychological Science, Wharton…
  • Does it make sense to hire sales managers from outside your industry?

    Michael Boyette
    10 Dec 2014 | 5:00 am
    There are two schools of thought when it comes to hiring sales managers:One is that skills are universal and transferable. If you know how to successfully lead and motivate a sales team, it doesn’t much matter whether you have industry-specific experience. Sales management is sales management.The other is that sales management skills are industry-specific. If you’re in the medical device business and you need to hire a sales manager, you’d better stick with candidates who’ve sold medical devices before.According to a recent study, most recruiters subscribe to the…
  • Sales training: The business case

    Michael Boyette
    3 Dec 2014 | 5:00 am
    I hope you’re as excited as I am that we’ve finally arrived at The Most Wonderful Time of the Year — the time when we’re all making up our annual wish lists and hoping the big guy with the toys signs off on them.I’m speaking, of course, of Budgeting Season.I hope your list includes some shiny new sales training. And to help that wish come true, I’d like to share with you some compelling figures from CSO Insights on the business case for sales training.CSO Insights surveyed more than 2,000 companies. One of the questions in the survey asked respondents to…
  • What are you going to do with all that money?

    Michael Boyette
    19 Nov 2014 | 5:00 am
    If it seems like it’s getting harder and harder to get funding for your training programs, you’re not crazy. And the culprit may be Wall Street.According to Training Magazine’s most recent report on the training industry, spending on training has declined by 7.2% since 2011. Over the same period, stock prices have increased approximately 60%. Corporate profits increased by nearly 30% and are now at an all time high.So with all this money rolling in, why aren’t companies spending more on training?Professor William Lazonick of the University of Massachusetts Lowell…
  • Want to keep top young talent? Train ‘em

    Michael Boyette
    12 Nov 2014 | 5:00 am
    Why do good people stick around? One critical factor may be training, according to a new survey.The survey found that new college graduates have high expectations about training: Most of them expect employers to invest in their professional development. But many will be disappointed.The study The consulting firm Accenture conducted the survey. It asked some 1,000 newly minted graduates about their job expecatations. Eighty percent of the respondents expected to receive formal training and development in their first job.Note that word: expected. Not wanted. Not that they thought it was a good…
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    Sales Training Blog

  • Dec 16, NLP Sales Objection Technique

    16 Dec 2014 | 9:42 am
    An NLP sales objection technique to make objection handling easy by defining how your prospect views the obstacle to closing the sale. You, like me, have probably seen sales people get an objection from a prospect and straight away respond with what they think is their best answer to it. You may have even done it yourself, I know I have. But how do you know what your prospect truly meant, what the real objection was and where it existed. In any sales objection situation there are 3 places where the objection can be. 1. In the real world 2. In the customers view of the world. 3. In your view…
  • Dec 12, Thanks to you we're moving and growing

    12 Dec 2014 | 5:23 am
    Thanks to you, and the thousands of other sales pofessionals world wide that visit the website, we have grown so much over the last year that we need to make some changes. We're getting bigger so we can offer you more sales content. We're getting a makeover that will gradually give the site a new look. And, we will be able to give you more choice on how you get your fresh content delivered to you. The changes from Monday From Monday 15th December, hopefully if all the techie stiff goes well, the website will be at a new address: www.provensalestraining.com This blog will use that address so…
  • Dec 4, Stop Wasting Sales Time on People That Can’t Buy From You

    4 Dec 2014 | 3:54 am
    Close more sales and stop wasting your selling time on people that can’t buy from you with training on qualifying a sales prospect as a potential customer. Add this one technique to your cold calls and sales appointment calls and you’ll stop wasting your valuable sales time on prospects that can’t buy from you. Follow this sales training and qualify your prospects before you meet with them and you will: Close more sales because buyers can actually buy from you. Stop getting objections that are outside of your control. Only meet with genuine prospects so your time is more effective.
  • Nov 25, Telesales and Appointment Cold Calls Motivation Technique

    25 Nov 2014 | 3:19 pm
    Close more sales, make more sales appointments, and learn to enjoy cold calling with this unusual motivation technique. Do you hate making cold calls for sales appointments or telesales calls? If you get frustrated and de-motivated when you don’t close a sale or gain an appointment then this technique will help you. I’ve been in a telesales position. I’ve managed telesales and tele-appointment teams that made cold calls. I know exactly what it’s like to lose confidence and look for reasons not to make that next call. That’s why I developed this motivation technique for the teams I…
  • Nov 20, Control Sales Calls and Keep Prospects Listening

    20 Nov 2014 | 9:19 am
    Control sales calls and keep prospects listening to the end of your pitch by using the strength and control scale technique that many sellers don’t even know about. Would you make an appointment call to a B2B buyer using the same techniques that you would use for a Direct Sales prospect sat in their home. A call to a B2B buyer will be less controlled, more of a consultative selling technique. With a Direct Sales prospect you want to control the conversation, keep them on your track towards gaining the appointment. What about your prospects, where do they lie on this scale of strength and…
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    Revenue-IQ

  • #1 Sales Silver Bullet

    Chris Arlen
    18 Dec 2014 | 9:05 am
    Everyone wants a single selling solution with maximum effectiveness: the sales silver bullet. So, if you had to pick one area of sales for a silver bullet, would it be: * Cold calling for new prospects? * Leveraging referrals from relationships? * Pulling leads from inbound marketing? * Networking in-person & online? * Creating persuasive proposals? * Making engaging sales presentations? Of course this is a trick question because there is no silver bullet. Wait a minute. Yes, there is, and it’s unsatisfying. It’s this: Be a “Jack of all trades, master of…
  • Best of 2014

    Chris Arlen
    10 Dec 2014 | 5:37 pm
    2014 and things happened in the world; I won’t try to sum it up, way beyond me. But business was good for us. And  relationships with clients and peers were enjoyable and valuable: getting smart things done. We hope your 2014 was worthy, and 2015 will present opportunities for you to succeed and enjoy. Thanks for reading Revenue-IQ. Here’s a list of our most popular 2014 posts. Top 10 Articles of 2014 Top articles as measured by open rates through our email delivery service . 3 Lies that cripple Incumbent RFP Responses Up-selling and cross-selling are dead Share of Wallet:…
  • Writing for Sales

    Chris Arlen
    11 Nov 2014 | 11:37 am
    Most sales writing is crappy. It shouldn’t be but it is. Any written communication to customers during the sales cycle such as emails, letters, proposals, presentations are forms of sales writing. And almost every instance one finds is terrible. The cause of this train wreck is simple — it’s made by confusing marketing with sales. Writing for marketing is colossally different than for sales. Here’s why: marketing shouts to an anonymous audience, while sales talks to a specific customer. Salespeople either believe there’s no difference between the two, or…
  • 3 Steps to Sales Creativity

    Chris Arlen
    28 Oct 2014 | 3:45 pm
    Sales require creativity. Not at Picasso’s level but creativity none the less. And not creativity for the sake of creativity —  not sales people pulling wild ideas out of the air and throwing them against customers to see what sticks (ouch!). Sales creativity is designing innovative solutions that are relevant and meaningful to customers’ specific situations. To better understand relevance and context in sales’ creativity, let’s take a slight detour into art history. Take Picasso again. He didn’t redo what Michelangelo had done, or Rembrandt, or Monet .
  • 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…
 
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    TopLine Leadership » Sales Leadership Blog

  • 3 Daily Decisions Effective Sales Managers Make

    Kevin Davis
    17 Dec 2014 | 12:03 pm
    We’re near the end of 2014, which makes it a great time for self-reflection. What can you learn about how you managed yourself and your time this past year that could help you better manage your time and your team … The post 3 Daily Decisions Effective Sales Managers Make appeared first on TopLine Leadership.
  • What Kind of Sales Manager Would Abraham Lincoln Be?

    Kevin Davis
    17 Nov 2014 | 3:38 pm
    The Thanksgiving Holiday in the United States was passed into law by President Lincoln in 1863 so now is as good a time as any to reflect on our 16th president. I recently read a couple of books on Abraham … The post What Kind of Sales Manager Would Abraham Lincoln Be? appeared first on TopLine Leadership.
  • 7 Ways to Drive Your Sales Coaching Culture (Free eBook)

    Kevin Davis
    10 Nov 2014 | 9:17 am
    Implementing a formalized approach to sales coaching – a sales coaching culture – is proven by research to drive up sales performance. The link between the ability of your sales managers to coach sales reps and your reps’ willingness and … The post 7 Ways to Drive Your Sales Coaching Culture (Free eBook) appeared first on TopLine Leadership.
  • 5 Ways to Prevent Sales Reps from Saying “I Quit!”

    Kevin Davis
    8 Oct 2014 | 1:39 pm
    There is nothing more frustrating for a sales manager than to have a senior-tenured sales rep resign. Many companies are coming to realize that the #1 reason why productive salespeople leave is because of their relationship with their sales manager. … The post 5 Ways to Prevent Sales Reps from Saying “I Quit!” appeared first on TopLine Leadership.
  • Great Sales Coaches Help Reps Learn from a Loss

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

  • The Scoop on Effective Inside Sales Scripts

    Genie Parker
    17 Dec 2014 | 6:39 am
    While it’s clear that successful sales calls are the goal of all inside sales teams, believe it or not many do not have a dynamic script to handle different call scenarios. Dynamic scripts branch out to effectively handle different call interactions to increase the possibility of a sale. They allow sales reps to have the right tools at their fingertips for different situations. So, why do companies let their sales reps wing it by making up their own sales pitch on-the-fly? In many cases this is because of a lack of knowledge about the effectiveness of a good sales script, or an inside sales…
  • B2B Sales Lull During the Holidays?

    Kevin Thornton
    9 Dec 2014 | 4:41 am
    Use this Time to Prep for a Great 2015! We are heading into that time of year where things can start to really slow down in the world of B2B sales. After all, most people are focused on what they will buy during all those holiday retail sales – not what they need to buy to improve productivity or efficiencies at the office. It’s a great time of year to catch your breath – for a minute – then dig in and start really preparing to hit the ground running in January. To help you make those preparations, I’ve put together my thoughts on two key areas where you can make an impact in 2015.
  • The Ultimate Holiday Gift List Guide for Sales Teams

    Kevin Thornton
    8 Dec 2014 | 6:54 am
    What do your sales reps want for the holidays this year? Peruse our handy shopping list to help you select something they really want! Peace on Earth . . . Or at least in the office. Calm the age-old rivalry between your sales team and your marketing group. Marketing automation and CRM aren’t cure-alls or one-size fits all solutions. Remember a lead management tool for your sales hunters when handing out the software solutions! Joy . . . Sales reps want the joy of making better calls that lead to more closed sales. Sales reps that have access to logical branch scripting stay on message, can…
  • Email is Easy But Calling is Better

    Kevin Thornton
    7 Nov 2014 | 6:02 am
    Don’t you just love email? It’s so easy to fire off a quick sales email message, and so much more convenient for you than picking up the phone to call a prospect. While it can be a real time saver for you, have you taken a second to consider the ease of use for the recipient? Think about this: Over 108.7 billion business emails are sent and received per day. By 2018 it’s forecasted that business emails per day will be >139 billion. A typical business email user receives an average of 121 emails each day in 2014. That’s expected to grow to 140 emails per day by 2018. (Source:…
  • Download the VanillaSoft Brochure

    Stacy
    1 Nov 2014 | 9:53 am
    View our new brochure or download it for viewing later: VanillaSoft Brochure Download VanillaSoft Brochure from VanillaSoft The post Download the VanillaSoft Brochure appeared first on VanillaSoft Blog.
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    ontargetpartners.com

  • OnTarget Giving Thanks

    Ed Trachier
    26 Nov 2014 | 10:51 am
    Our tradition at OnTarget is to serve Barbecue on the Wednesday before Thanksgiving to our Associates, pot-luck style. I think everyone enjoyed today's feast: Our Associates, families and friends were literally spilling out of the Conference Room door — our largest group ever.  We give great thanks for our blessings, and wish a happy Thanksgiving holiday to all! -Ed     The post OnTarget Giving Thanks appeared first on .
  • Why Emotion is Important in B2B

    Ed Trachier
    12 Nov 2014 | 5:38 am
    The post Why Emotion is Important in B2B appeared first on .
  • Docurated names OnTaget Partners top sales management blog

    Ed Trachier
    10 Nov 2014 | 7:54 am
    OnTarget was recently named one of the top blogs for sales management by Docurated.  We are very proud of this accomplishment!  -Ed http://www.docurated.com/all-things-productivity/top-50-sales-management-blogs/ Managing a sales force of any size is never a simple endeavor. Whether your sales reps are in-house, in-the-field, all within the same 100-mile radius, or spanning several continents, your job as a sales manager requires organization of a level unachievable by most people. That’s not to mention nerves of steel and the ability to remain perfectly calm when faced with…
  • The Hidden Messages in Business Logos

    Ed Trachier
    15 Oct 2014 | 9:38 am
    I find the concept of business logos with hidden meanings very intriguing.  You know what I mean – The FedEx logo with the arrow.  The Amazon logo with the smile from A to Z. The creativity behind these logos is one thing to be admired.  Great marketing requires the ability to meld art with reality.  Logos with hidden meanings most certainly accomplish this.  They help the brand establish a connection with customers and other people “in the know”. Do the subliminal messages work?  I think so, but maybe not on the way they were intended. …
  • OnTarget Partners Volunteers with the Friends of the Plano Public Library

    Peter Blute
    14 Aug 2014 | 9:44 am
    The OnTarget Partners Volunteer Team was out in force again on Friday, August 8th, this time volunteering with the 31st Annual “Friends of the Plano Library” Book Sale at the Plano Centre. This is the second year OnTarget has partnered with the Friends to set up and organize thousands of books leading up to two weekends of book sales. Hundreds of boxes of donated books were brought in on pallets as OnTarget and other volunteers organized the nearly 100,000 hardbacks, paperbacks, DVD’s, CD’s and records. All proceeds from the annual event benefit the Plano Public…
 
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    Jim Logan

  • Don’t waste your time chasing sales leads that aren’t leads

    Jim Logan
    20 Nov 2014 | 10:49 pm
    Years ago, when I last was a sales executive in traditional employment, I got into an interesting round of corporate politics with our VP of marketing over 800+ sales leads they provided my organization. The way the discussion was framed at a weekly SMT (senior management team) meeting was Marketing had provided Sales hundreds of sales leads that hadn’t been followed-up on. I recall our CEO giving me a look before I spoke. The problem was the 800+ sales leads were business cards collected in a punch bowl at a trade show — leave a card as part of a drawing to win a golf club.
  • Example of a huge and unnecessary sales risk

    Jim Logan
    12 May 2014 | 1:28 pm
    Late last week I unwittingly experienced what has to be top on the list of sales mistakes. As it happened, I couldn’t believe it: Salesperson: Here are our benefits…blah, blah, blah. Me: What does it take open an account? Salesperson: Just a second and we’ll get there. Feature, feature, feature. Me: How do I start a business relationship with your company? Salesperson: This is why you should do business with us…feature, feature, feature. Me: Great! What does it take to get started? Salesperson: Benefit, benefit, benefit. Me: Can we get started today? Salesperson: Feature,…
  • Stuff your way to greater profits

    Jim Logan
    9 May 2014 | 9:02 am
    It somewhat amazes me I don’t receive more coupons or gift certificates when receiving goods and services I’ve purchased. It’s the perfect time to offer an add-on, upgrade, or cross-sell to a new product. Stuffing a few offers in the envelope alongside your invoice can result in considerable money to your business. And your cost of sale is effectively nothing — you already absorbed the cost of winning the new customer. Think about it. Someone just purchased from you, they’ve made a decision to be a customer. They made a purchase and are waiting for its delivery. They’re in…
  • There’s an opening in my coaching program

    Jim Logan
    28 Apr 2014 | 8:02 am
      I currently have an opening in my coaching program. It’s a limited program so, I will fill the opening and then continue with a waiting list. If you’re not familiar with my coaching program, you can learn more here. Here are examples of things others have used my coaching program to achieve: 300% increase in effectiveness of direct mail campaign 28% increase in on-line leads for a niche product create a market entry strategy develop a series of emails as part of a lead generation campaign establish a multi-year business plan define operating priorities profile target…
  • Do you really value your customers or do you just want their money?

    Jim Logan
    23 Apr 2014 | 12:06 pm
    Try to find someone in business who says they don’t value their customers. It would be surprising if you found one – everyone values their customers. Or so they say. Valuing your customers is little different than loving someone – saying it isn’t enough. For some, saying you value your customers translates to “I hope they continue to give me their money, I like that!” Otherwise, how would you explain service agreements with fine print, guarantees with caveats, misleading advertisements, discount gamesmanship, marketing double speak, direct mail gimmicks, limited customer…
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    web2.salesforcesearch.com

  • 5 New Sales Strategies You Can Incorporate in 2015

    Scott Lombardi
    18 Dec 2014 | 10:05 am
    With the new year just around the corner, savvy sales people should be on the lookout for new sales strategies to capture customers’ attention, new sales strategies to improve their efficiency, and new sales strategies to bring happy customers back for more. There’s never been a more exciting time to be in sales, as the playing field evolves and shifts at an ever-increasing pace. If you’re lacking in sales strategies for the new year of selling, don’t despair—we have 5 sales strategies for you to try that should see you in a much stronger position this time next year.
  • 5 Steps to Hiring the Perfect Sales Rep

    Scott Lombardi
    18 Dec 2014 | 6:05 am
    At its simplest, a business is a system where goods or services are exchanged for money. Without sales, you don't have a business, so when you're selecting a sales rep you need to make sure you choose the right person. The success of your business is perhaps more closely tied to the performance of your sales rep than it is to almost any other person barring the CEO. This is because as long as you are selling and making money you have time and resources to fix any other problem with the business, but if your sales team is not performing then no matter how well everything else is running you'll…
  • How to Find the Right Sales Rep

    Doug O'Grady
    17 Dec 2014 | 10:05 am
    With the countless ways available for the modern hiring manager to find talent, choice paralysis may become a real danger when hunting the perfect sales rep. That’s putting aside even the issue of quality, which can vary wildly between two superficially identical candidates. There’s a reason top companies maintain full-time hiring departments (or outsource to high-end staffing agencies)—finding the perfect sales rep, or any other staff member, takes experience and effort. Fortunately, there are a few things anyone can do to bring them closer to finding their company’s best possible…
  • 5 Reasons Why Sales People Make the Best Sales Recruiters

    Alex Traynor
    17 Dec 2014 | 6:05 am
    Did you know that some of the top sales recruiters actually started their career as sales people? The role of sales recruiter is heavily linked to that of the sales person and when you consider the two in detail you realize that the roles are actually very similar. Let's look why... 1. Recruiting is a form of sales - you are selling both a job and a prospect A sales recruiter's job is, on paper, simple: find a candidate and sell the job and company to them while simultaneously selling the candidate to the sales manager. This makes recruiting effectively a double-sales role - while a…
  • [Infographic] Why It’s So Hard To Hire and Retain Great Salespeople

    Tyler Abbott
    16 Dec 2014 | 10:05 am
    Sales positions still rank among the hardest positions to fill, according to Yahoo! News. Many salespeople don’t stick around very long after being hired, and the notorious turnover rate in sales means that companies often lose money spent on onboarding and training for new employees. It’s hard to find a single way to calculate the money lost in sales turnover, but it can range as high as 200% of an employee’s annual salary. New hires don’t even make a lot of money while they’re around. Typically, 20% of sales people produce 80% of the business, which means that the leftover 80%…
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    RainToday RSS Feed

  • How to Give Your Sales Presentation a Competitive Edge

    17 Dec 2014 | 9:00 am
  • Top RainToday Content of 2014

    17 Dec 2014 | 4:00 am
    When it comes to selling, salespeople walk a fine line between saying too much about themselves (their solutions and their business) and not saying enough. A misstep in either direction, and the prospect will say, "Thank you—bye." The key is providing just enough information to hold their interest and demonstrate value without sounding self-centered—or without giving away so much that the buyer thinks he can do the work himself. Looking at the top RainToday content from 2014, its clear readers wanted help achieving that. They wanted to know how to stay on the line to…
  • Complimentary Coaching Call: Overcoming the 18 Tactics Buyers Use in Negotiations, Dec. 18, 1-2 p.m. ET

    16 Dec 2014 | 12:00 pm
  • 3 Things You Must Do when Giving Sales Presentations

    15 Dec 2014 | 4:00 am
    It's been weeks of back and forth with the prospect—telephone calls, emails, perhaps even text messages. And you finally got the meeting. It's time to present. What should you do to make sure the meeting is a success? Below are a few ideas from speech coach Patricia Fripp, who is presenting a webinar Dec. 16 titled How to Give Your Sales Presentation a Competitive Edge. They might sound like no-brainers, but you'd be surprised at how many people don't do them. And as a result, they don't make the sale. 1. Prepare: Do your pre-work and practice. The worst offenders in this area are…
  • [Book Chapter] Insight Selling

    12 Dec 2014 | 4:00 am
 
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    amacus.net

  • 5 Simple Practices for Driving Aggressive Sales Growth

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

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

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

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

    John
    21 Jul 2014 | 4:01 pm
    In recent months, I’ve written guest posts elsewhere on what savvy firms are doing to out-perform expectations. Here’s a summary, from successes being observed: PERFORMANCE ANALYTICS MATTER Pro sports teams are increasingly using performance analytics to find ways to succeed, … Continue reading →
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    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • Setting Expectations for New Team Members

    Derek ODwyer
    15 Dec 2014 | 3:03 pm
    We are entering a time in Ireland where it is getting trickier to find the right people. The entry level jobs are harder to fill. Correction – they are easy to fill, but not so easy to fill with a candidate that is right for the role. Employers are fearful that if they take on new team members, they will leave as soon as the going gets tough or the first minute they have a challenge in their role. Employers are reluctant to invest time and money into new starters for this very reason. From an SME business standpoint, this is easy to understand. Taking on an extra team member when you…
  • The difference between value and price…

    Derek ODwyer
    25 Nov 2014 | 5:22 am
    Business owners continue to be challenged to reduce their prices and in many cases reduce their margin. When the product you are selling is not a commodity, it is your responsibility So actually what is this value, how would you define this concept? The Value Formula: Value = Benefits – Cost Please note this down somewhere prominent and when a member of your team asks you if they can discount – point this out to them. As a business owner, it is important for you to add VALUE for your customers. You can achieve this by reducing the cost or you rcan do it even more by increasing the…
  • I would be quicker doing it myself…

    Derek ODwyer
    16 Nov 2014 | 2:53 am
    If you, as a manager or as a business owner ever find yourself say, “I would be quicker doing it myself”, you have a problem on your hands. Either you are not good at delegating, you are not prepared to take the time to train your team, you do not trust your team or you simply have the wrong team. While “doing it yourself” may be the only option available to you in the moment, the problem will remain with you forever, unless you decide to resolve the problem. Thinking that “you would be quicker doing it yourself” will lead to the following: 1. You being…
  • Quitting on change is not an option…

    Derek ODwyer
    9 Nov 2014 | 11:46 pm
    As a general rule, people do not like change. Even if the outcomes of change will mean improved job satisfaction, better quality of life and in some instances, more money. It’s like world peace – everybody is in favour of it but very few want to start the journey to make it a reality. Coaching is about helping people through the change process. It is about helping people to define “world peace” in their business and then identifying the steps that are needed to achieve it. Often, the journey starts with fire fighting, addressing daily and weekly challenges and helping…
  • In a sales slump? Look back at your activity.

    Derek ODwyer
    31 Oct 2014 | 1:05 pm
    If you own or run a business or sales team, you will be familiar with the daily requirement to generate new leads, create new business opportunities and start new relationships. An important determinant to your success will be your level of consistent prospecting activity. Don’t measure your productivity (your sales success), measure your activity on a daily basis and every day, the number of quality activities that you do will determine you success. With the development of online tools such as email and online tools such as Linkedin it is much easier to get a message to your prospects.
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    Daily Sales Thoughts

  • Sales Thought: Is it All about “This” Deal? Depending on what you do, the answer may be No!

    Daily Sales Thoughts
    17 Dec 2014 | 3:13 pm
    Clearly, if you sell something that is short term, quick fix Focused, then it is all about This Deal.  However, if you are planning on being in for the same company that relies on Repeat Business or Referrals, Deal may not be as Important as considering where you want to go with your Company in the long Run. The Reality is that Smart Companies are always playing “One Step Ahead.”  It does not mean that each Deal is not Important, but it does mean you have to Think Ahead.  If you don’t, then you are likely not considering that Time Span. Think: Relationship –…
  • Sales Thought: Certain Principles don’t change. Understanding Customer Business Problem is Still Job One!

    Daily Sales Thoughts
    16 Dec 2014 | 11:11 am
    A lot of sellers have a difficult time focusing on their customers or prospective customers. Why? It’s because they are usually trained to focus on one thing and one thing only: the product they are selling. This tends to blind sellers to what really matters. And what really matters is the customer’s business issues. No matter what you do, and more importantly, no matter what the era, this is a fundamental principle of selling. If you don’t understand who you are selling to and what they want to accomplish, you are simply “pitching product.” In today’s marketplace, this rarely…
  • Sales Thought: Identify how your product fits within the big picture needs of a Customer’s Business

    Daily Sales Thoughts
    15 Dec 2014 | 4:40 am
    Failure to uncover how this product fits a customer’s true business drivers will greatly reduce the odds of completing the transaction in a timely manner. A customer nearly always must connect your product to at least one big picture business driver or business need for you to complete the sale. Steps to Take: 1. At the initial customer meeting, skillful questioning based on prior research provides the basis for uncovering big picture drivers. 2. Public companies and government agencies often share strategies and major initiatives on their websites and within press releases. 3. It can be…
  • Sales Thought: Moving Forward to the next Sale with an Existing Customer!

    Daily Sales Thoughts
    13 Dec 2014 | 2:11 pm
    Starting the next sales cycle with an existing customer. So you want to be around for the next sales cycle, eh? Well there are a 2 key things you can at the close of the first sales cycle to better position yourself for the next sale within this new account: 1. Make sure you have done your homework and demonstrated you understand the customer’s existing and evolving business issues. 2. Ensure you help the customer understand how you can help them address their current need AND longer-term needs. There are 3 Fundamental Issues you need to “Check” if you want to work with a client…
  • Sales Thought: The intersection of Urgency and Importance Determines If a Deal Moves Forward!

    Daily Sales Thoughts
    12 Dec 2014 | 7:25 am
    Unless you are selling something so new as to be viewed by your potential customer as a truly “Better Mousetrap,” the reality is that you are working with a customer who has probably looked at this issue before, and previously decided the that the timing was not right to address this problem. If the timing is now right for the customer, use the early calls with the Customer to learn the basics. Determine the following: -Why now? – The Urgency -The problem existed for some time, why is the Customer addressing it now? What has changed? -Who is it Important to? Who is it Urgent to? If…
 
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    Kelley Robertson: Fearless Selling Blog

  • Don’t Overlook This Topic in Discovery Calls

    Kelley Robertson
    15 Dec 2014 | 4:55 am
    Last week I had the good fortune of watching five sales people from five different companies conduct conversations with new prospects. I was impressed that all five people invested time asking good questions at the outset of the meeting in order to gain a better understanding of their prospect’s situation. However, what surprised me is that not one of them broached the topic of the decision making process in their prospect’s company. I found this even more interesting since each prospect indicated that they would need to consult with someone else in their organization. One person even…
  • Guts and Determination

    Kelley Robertson
    8 Dec 2014 | 4:45 am
    Succeeding in sales and winning in life takes more than talent, knowledge and skill. It also takes guts and determination. One person who has exemplified this recently is my wife, Louise. We’ve been married for more than 30 but it has really been the last 6 weeks that she has demonstrated exactly how determined she is. You see, at 11:30 pm on Sunday October 26th she suffered a stroke. She was rushed to the hospital and less than 2 hours later she was being treated with a drug to dissolve the clot that had formed in her brain and that had caused the stroke.  The next 2 weeks were really…
  • Don’t Cross the Line Between Persistence and Impatience

    Kelley Robertson
    1 Dec 2014 | 4:45 am
    A sales person recently reached out to me to see if I was interested in learning about a product that he felt would help my business. His email was interesting enough to catch my attention so I agreed to a telephone call. I mentioned that it would be several weeks before I had time to speak with him so he replied and said, “Send me a few days and times and we’ll set it up.” Like most people, business took over and so I did not respond immediately. That was on Tuesday. Thursday, he sent me an email that looked like the previous one. On Friday, he sent me another email requesting that I…
  • How to Capture a Prospect’s Attention in 10 Seconds or Less

    Kelley Robertson
    17 Nov 2014 | 5:00 am
    Let’s face it, prospecting has definitely gotten harder in recent years. People hide behind voice mail and they seldom respond to emails because they are exceptionally busy…receiving upwards of 150 emails every single day! One of the reasons people don’t call you back is that you don’t give them a reason to. If you want to catch their attention you need to develop an effective message to capture their attention and stand out from the crowd. During a recent sales training workshop, participants shared how they opened a call, and at first, they all sounded the same. Blah, blah, blah.
  • Constant Turmoil is the New Normal

    Kelley Robertson
    3 Nov 2014 | 5:00 am
    Ever wonder why prospects don’t respond immediately to your emails, calls or requests for meetings? There is ONE really simple reason. They have more important “stuff” to deal with every day that is more important than your solution. Yes, your product, service or solution might be the next best thing since sliced bread (where did that expression come?) but it’s highly likely they have other, more pressing issues that need to be dealt with. Allow me to share two recent examples. A few weeks ago, I spoke with a prospect about training for his team. He and his colleague are very…
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    Sales Coaching Blog

  • Sales Management Training: Sales Training Fail Again? Surprise, it may be you.

    18 Dec 2014 | 5:00 am
      Sales training is a very large business.  5 billion in the US alone as estimated by Dave Stein in his published article, “Sales Training: The 120 Day Curse."   Stein also states, between 85% and 90% of sales training has absolutely NO lasting impact after 120 days.   So a cool 4.25 billion dollars simply being thrown away and it happens year after year.   Why? 
  • The #1 Sales Management Strategy for 2015

    15 Dec 2014 | 4:35 am
    “This leaves seven in 10 people in management positions who probably shouldn’t be there at all, and who are actually likely to make their teams worse”. The above is an excerpt from an article published by Jim Clifton, the CEO of Gallup. How many sales managers on your team are making their sales people worse?  Hard to know, but let me assure you that if you have a team of sales managers that are accountable for coaching sales producers, research shows that more than half of your managers are inhibiting sales performance.  Said another way, without the manager in place the…
  • Sales Management: Oversight #1

    12 Dec 2014 | 1:19 pm
    If you have been in sales long enough you are sure to have heard Einstein’s famous quote from at least one of your sales leaders, Insanity: doing the same thing over and over again and expecting different results." This is a legit quote that has a logical and tested premise, but my problem with the quote is that in the sales industry it is most always directed at the sales producer and not the sales manager. This is not necessarily the sales manager’s fault however because it is a sales hiring best practice that is actually insane in this case. What is that best practice? The sales world…
  • Is Coaching Your Sales Reps Like Eating Your Broccoli?

    11 Dec 2014 | 3:17 pm
    In our constant interactions with sales managers, one of the most frequent topics of conversation is the demand on their time. They are pulled in so many directions – tackling customer issues, meeting rep needs, completing administrative work, attending meetings, etc., etc. In spite of their busy schedules, the majority of sales managers agree that coaching their reps is a key priority. Yet, when you look at how sales managers actually do spend their time, coaching sales reps takes a backseat to other responsibilities. The reasons for this may be numerous, but regardless, there is a…
  • Corporate Culture: How it Affects Sales Performance

    11 Dec 2014 | 6:21 am
    “If you don't understand people, you don’t understand business.” -Simon Sinek Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality."  Edgar Schein, PhD, (MIT) Sloan School of Management, Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems."  Regardless of how you define…
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    Sales Enablement Perspectives

  • Connecting The Dots Between Sales Enablement And Coaching

    Tamara Schenk
    8 Dec 2014 | 11:09 pm
    How do you learn a new sport? You attend regular training sessions to learn techniques and methods, you practice regularly and you figure out what works and what doesn’t. You get coaching sessions to adjust your practice based on specific lessons learned and your individual progress, and you get coaching to focus on specific skills that are complemen-ting the practice to leverage your potential. And all these elements of practice, training and coaching are well connected to each other. In sales, people are sent to training sessions that are perceived as events rather than elements of an…
  • Frontline Sales Managers – Key Role, But Poorly Developed And Enabled

    Tamara Schenk
    2 Dec 2014 | 11:27 pm
    Look at any world-class sports team. Is there any public debate if the chief financial officer has been replaced? Not so much. But there are big public discussions if there are any decisions around the team’s coach to be made. In business, it’s different. Frontline sales managers are a sales team’s coaches and salespeople’s most important ally to leverage their own potential. FSMs are the key role to build world-class sales teams. When do we take time to discuss their role and their impact and – most important – how do we evolve this role to world-class performance? Frontline…
  • Is Sales Enablement Making Salespeople Stupid? Part 3 – Enablement In Transactional And Complex Sales Environments

    Tamara Schenk
    24 Nov 2014 | 12:22 am
    The series on this thought provoking question “Is Sales Enablement Making Salespeople Stupid?” continues. In case you missed the first two posts, click here for Part 1 which discussed auto-pilot versus strategic thinking and here for Part 2 where we discussed sales enablement role’s on value messaging. Today, let’s consider another key question that was raised a few weeks ago in Atlanta on a sales enablement panel at the Sales Force Productivity Conference. How does the need for enablement tools change in transactional versus complex sales environments?  When, if ever, is…
  • Rethinking Renewals

    Tamara Schenk
    18 Nov 2014 | 6:39 am
    A big deal is in the funnel; a must win, a secure deal – it’s a renewal. This one will make the quarter a great success. We all know this situation and the feeling when such a “must win deal” is lost. Hectic win/loss reviews are conducted to understand what has happened. Often, a competitor came out of nowhere, changed the game and won the deal. Every customer makes every decision differently – every time Underestimating this fact – that every customer makes every decision differently, every time – can lead to four “renewal pitfalls,” especially in complex sales: The sales…
  • Last call to share your insights and to receive research in return – 2015 MHI Sales Best Practices Study

    Tamara Schenk
    7 Nov 2014 | 6:25 am
    Three weeks to go – three weeks to share your insights and to receive research in return – immediately after taking the survey and with first-access to the results in Q1/2015. For us at the MHI Research Institute, we begin with giving and sharing our findings from the 2014 MHI Sales Best Practices Study. In my last post featuring the study, I discussed a framework of world-class sales performance, consisting of three organizational attributes and three connected individual behaviors, each pair connected by a cultural component. Today, let’s take a deeper look at one of the individual…
 
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    Pipedrive blog » Sales Tips

  • How Increasing Sales Velocity Will Radically Improve Your Sales Results

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

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

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

    Timo Rein
    11 Nov 2014 | 3:00 am
    With customers in more than 150 countries, you really start wondering:   “How different is sales work around the world?” With some data and time on our hands, we started looking into it and went on a quest to find the best sales nation in the world. What we discovered was that we can’t trust stereotypes. For example, Americans simply aren’t the world’s best closers. But that’s not the whole story – we realized that some numbers in isolation can be misleading. We pulled anonymized meta-data generated by Pipedrive users all across the world about # of deals that were added…
  • Should you work harder or smarter in sales?

    Timo Rein
    6 Oct 2014 | 2:20 am
    High sales performance requires a dynamic combination of hard and smart work… Duh. Everyone knows that. Most, however don’t know what that proportion between the two should be. Why do you perform the way you do? Could you improve? If yes, then how? These questions keep popping up whenever I hear this subject discussed. Luckily, I have an answer for this – I know whether you should be working harder, smarter, or both. Where do you start There are 4 sales pipeline levers that add up to achieving better sales results. The principles behind those levers are simple, and they lead to a…
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    Margie Albert

  • Today’s remark – not “Breaking News”

    Margie Albert
    4 Dec 2014 | 8:17 am
    Confession time – I have been studying your behavior. You may have noticed I have changed my title to include the phrases “Breaking News,” “While You Were Sleeping,” “This Just In,” “Overnight News,” and “Happening Now.” This was in response to every newscast opening with one of these phrases and how much it bugs me! A small house fire doesn’t qualify as “Breaking News” to me!! I wanted to see if it made a difference in my open rate – a newscast may compare that to ratings. Findings – it appears “Breaking News” wins BUT I posted 4 in a row using that…
  • Today’s remark – personal

    Margie Albert
    20 Nov 2014 | 9:27 am
    Today I’m going off topic. I will keep it short and sweet but very personal and, yes, a bit self-indulgent. I’m aware. Next Thursday is Thanksgiving and I will be with family in Minneapolis. I will not be writing so this is my Thanksgiving note to all of you and it is about me. Today marks the 3rd anniversary of my brother’s death. It is a hard day filled with ups and downs. I am reliving that day second by second and combining those memories with all the past we shared. It is also a day of deep thinking – who am I really, how am I perceived and what will my legacy be? I remember…
  • Today’s remark – this just in

    Margie Albert
    13 Nov 2014 | 8:04 am
    Seems everyone makes predictions for the next year but Gordon Borrell recently outdid himself with predictions for the next 10 years! I found all of them interesting but the one that stood out to me is “95% of all advertising is bought through programmatic networks. A few ad sales reps exist but not many.” Well, that’s a punch in the gut for some! And this is within 10 years but it will happen gradually over the three to seven years (IMO) and so gradually it might lull you into the reality like falling asleep slowly. If we continue selling products like TRPs, impressions, SEO, etc. as…
  • Today’s remark – overnight news

    Margie Albert
    30 Oct 2014 | 11:20 am
    While you were sleeping a TV Sales rep was wide-awake thinking about the following: If she quit her job would her clients stop purchasing the station? In other words, how valuable is she and would she be missed by her clients if she were gone? Do her clients trust her – REALLY trust HER – or are they seeing her as a representative of a station only? Can she explain clearly to her clients INDIVIDUALLY why THEY should be doing business with her? Why her products/services may be better than cheaper alternatives? Why her audiences or creative ideas are worth paying a premium for? Why SHE is…
  • Today’s remark – while you were sleeping (3)

    Margie Albert
    23 Oct 2014 | 9:43 am
    Last night a TV Sales Account Executive decided to swim upstream. She decided she needed to be different from all the other AEs if she was to get ahead. Here are some of the basic actions she decided to take EVERY DAY: STUDY (truly STUDY) her top 10 clients – their industries, the trends, what affects their sales (climate, geography, economy, seasons, consumer behavior changes, click vs. brick, etc). Get to really know their businesses as if they were her own Based on research, develop a variety of provocative questions to ask her clients such as table turn, average transaction, sales per…
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    Theresa Delgado

  • How to Dramatically Change the Quality of Your Life and Find a Clear Path

    Theresa Delgado
    18 Dec 2014 | 7:00 am
    Our lives are largely the logical result of our habits. By making small, intentional changes in your thoughts, words, and actions, the quality of your life can change dramatically. Are you frustrated with your life and intimidated by the changes you might have to make? There are many quick and easy things anyone can do have a more fulfilling and successful life. Small Changes Have Many Advantages 1. They’re much less intimidating to implement. If you’ve ever thought about completely changing your diet or adding any other huge commitment to your life, you know how challenging it can be to…
  • How a Success Coach Expanded Her Practice with Facebook Groups

    Theresa Delgado
    17 Dec 2014 | 7:00 am
    In a recent article we talked about how to step up Facebook groups to create a community to help you serve your customers better.  Today, we get to hear from Business Coach Jackie Harder, who is going to share why she decided to create her first group and how that community has helped her serve others better. As you read her answers I’m sure you’ll pick up on the passion Jackie has to help people recognize and develop their own strengths, talents and abilities. The passion to help others is one of the reasons she is so successful. Let’s get going with our questions……
  • How to Start, Grow, Engage & Monetize Facebook Groups

    Theresa Delgado
    16 Dec 2014 | 7:00 am
    How to Monetize Facebook Groups It’s no secret any more that Facebook Groups are as active as a grade-school party. There’s a simple reason—groups are the only Facebook vehicle that automatically shares every post with every member. When you consider that everywhere else in Facebook, organic reach has plummeted, that leaves Facebook Groups the center of marketing attention, as well as the center of activity. But along with Facebook users catching onto the fact that Facebook Groups are the only vehicle for making sure your posts are seen by all “friends” (i.e. Group members),…
  • How to Use Facebook Groups for Business: Your Blueprint to Serve Customers Better

    Theresa Delgado
    15 Dec 2014 | 7:00 am
    Quick Note: In this article we’re going to use Facebook groups for business specifically, however the concept of creating a group can be used in any other platform you feel comfortable with to create your group – LinkedIn, Google+, Forum, etc. Using Facebook groups for business can be a great way for you to expand your professional network, provided you take care to manage your online persona. But there are other, less obvious, ways to use Facebook to boost your business and your career. For example, Facebook has a feature called “Groups.”  A Group is a community of Facebook…
  • Enjoy Greater Financial Power With Better Budgeting – It’s Not That Hard!

    Theresa Delgado
    5 Dec 2014 | 7:00 am
    The 2014 Financial Literacy Survey, conducted by the Harris Poll, indicates that 61% of Americans don’t use a budget! Are you one of these 61%? If so, you’ll be glad to discover that it’s fairly easy to create a budget that will help you gain control of your finances! Creating a better budgeting system has a number of benefits. By adopting a budget, you can make solid plans to achieve your financial goals and live the good life you deserve. The best budgets are simple to follow, promote sound financial habits, and leave some room for a bit of fun and spontaneity. Follow…
 
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    Tactical Sales & Business Blog

  • The 6 Reasons Why You Really Fear Cold Calling

    7 Dec 2014 | 4:00 pm
    No matter what anyone tells you, cold calling is still King when it comes to lead generation and prospecting. All the Sales 2.0 articles in the world cannot overcome the fact that the fruits of your labour are ever so sweet when cold calling works.
  • SaaS Success - Make the Customer Use Your Product

    3 Dec 2014 | 4:00 pm
    If you happen to own a SaaS business there’s a chance that you’re also offering some form of free trial to get the initial traction going.
  • The 4 Reasons Why You Get Asked For Discounts

    24 Nov 2014 | 4:00 pm
    One thing to always expect with selling is that people will always ask for discounts, it be a half hearted attempt to get some sort of “win” over you with a minimal discount or it could be a whole hearted attempt at taking advantage of your cold call and (at times) desperate attempt to close a deal.
  • 8 Reasons Why an Inside Sales Company Fails

    10 Nov 2014 | 4:00 pm
    The hottest addition to the sales world right now is something called 'Inside Sales' or 'Sales 2.0', a process of selling that involves the sales team to never leave their desk and go through the entire sales cycle behind the phone, computer and other tech. Sounds perfect, right?
  • How to Deliver a Knock Out Sales Meeting

    7 Oct 2014 | 5:00 pm
    Why have a meeting at all, right? That's what we're thinking in the majority of "must attend" meetings which generally end up being pointless and a waste of selling time yet the managers assume that they are acheiving something.
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    Jeffrey Gitomer's Sales Blog | Sales Training

  • Guest blog: 8 Questions with New York Times Bestseller Joe Sweeney

    Gitomer
    4 Dec 2014 | 6:40 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Are you the “Toast” of your meetings?

    Gitomer
    1 Dec 2014 | 7:56 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • What do you do when workplace “change” happens?

    Gitomer
    20 Nov 2014 | 10:41 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • A personal “thank you” letter

    Gitomer
    10 Nov 2014 | 9:20 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Happy Birthday, Gitomer Certified Advisor Program!

    Gitomer
    22 Oct 2014 | 6:55 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
 
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    Star Results

  • How to Amp Up Your Sales By Keeping It Simple And Direct

    Andy Paul
    8 Dec 2014 | 4:59 am
    What buyers want from sellers? It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us? What can we do to speed their decision? My friend Andy Paul has written a new book on exactly how to deliver what your customers want. It is called Amp Up Your Sales:  Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. I highly recommend it. It’s already climbing the charts at Amazon. To learn more about it and get a sample of Andy’s insights, check out his guest article in today’s blog. By: Andy Paul You’ve all undoubtedly…
  • Sales Leaders – What is your biggest priority in 2015?

    Steven A. Rosen
    3 Dec 2014 | 10:12 am
    Early results are showing that sales leaders are most concerned about improving the performance management skills of their sales managers. 50% of sales leaders who have taken The 2015 Sales Management Survey have identified performance management as their #1 priority in 2015. Over 97% respondents agree or strongly agree with the statement “One of the sales manager’s most important responsibilities is to proactively manage and address performance issues”. When asked if their company utilizes a proven, performance management approach that teaches our managers how to effectively…
  • Are YOU An Effective Sales Coach?

    Steven A. Rosen
    2 Dec 2014 | 9:38 am
    By Steven A. Rosen Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Highly effective sales managers drive 19% more sales than their less effective colleagues. Coaching was the skill that sales managers did least well at. The Coaching Effectiveness Snapshot™ helps sales executives determine the sales coaching effectiveness of their entire front line sales management team. Six Dimensions of…
  • Sales Managers: Are You Ready to Have a Great 2015?

    Steven A. Rosen
    4 Nov 2014 | 3:23 pm
    Join our webinar if you want to be ready to hit the ground running in 2015. Key Sales Management Actions To Prepare for A Stellar 2015 Wednesday, November 12th At 2:00 PM – EST / 11:00 AM – PST Click here to Register It’s that time of year when 2015 planning is well underway. Making time to plan for 2015 while closing 2014 can be a challenge.  Take a break from Q4 to get some practical ideas on ways you can lay the groundwork for a great 2015. You can learn from six of the best in Sales Management Consulting. During this 1 hour broadcast, our panel will share their best…
  • New Survey Highlights Sales Management Skills and Development Priorities

    Steven A. Rosen
    14 Oct 2014 | 4:44 am
    October 14, 2014 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. The survey is seeking feedback from more than 2000 sales leaders in varying industries around the world. “For companies to achieve better sales results they need to invest their…
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    Solution Selling Blog

  • Healthcare's Changing Business and Practice Models...Implications?

    Brad Ansley, Director of Life Sciences, SPI
    21 Nov 2014 | 6:36 am
    In today’s healthcare environment both the business model and practice model for healthcare providers have changed. In keeping with the law of cause and effect, these changes have forced practitioners to re-calibrate their expectations of sales professionals in the healthcare market. Successful sales teams align themselves with these new expectations to deliver credible solutions to critical practice or patient issues that are based on the best available clinical evidence.
  • Clinical Conversations Matter!

    SPI
    3 Nov 2014 | 5:54 am
    If you’re a patient suffering from Type II Diabetes, which statement would you trust more to increase your quality of life? “My drug is the best because it stimulates the body to produce insulin,” or “In a clinical study titled, ‘Effects of a dietary supplement A on abnormal glucose levels in Type II Diabetes patients…,” published in New England Journal of Medicine, Dr. Houser found that dietary supplement A effectively regulates blood sugar levels with fewer side effects than therapies X, Y, and Z in patients suffering from Type II Diabetes.”…
  • Analytics, analytics, analytics!

    SPI
    29 Oct 2014 | 4:30 am
    In mid-September, SPI attended the Sales Management Association’s fourth annual Sales Force Productivity Conference in Atlanta, Ga. Held each fall, the conference serves as the centerpiece of the Sales Management Association’s event calendar, with topics ranging from sales strategy, alignment and operations effectiveness to motivation, incentives and organic growth priorities. SPI executives, Dave Christofaro, Director of Sales Talent Optimization, and Dr. Shane Douthitt, Director of Sales Talent Analytics, gave the keynote presentation at the conference.
  • Thriving in a Sea of Change; Selling in the Post ACA World

    SPI
    1 Oct 2014 | 12:27 pm
    Sales success in today’s life sciences market comes to those individuals who are nimble and able to adapt their selling approach to a changing market. The healthcare market is a fluid environment, stretched to capacity by emerging competitive threats, expanding industry dynamics, and constricting regulatory changes.
  • 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…
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    RAIN Selling Blog

  • Top 10 Most Popular Content Pieces from 2014

    17 Dec 2014 | 10:00 am
    At RAIN Group it's our mission to help you unleash your sales potential. Through the RAIN Selling blog we strive to bring you the freshest sales research, tips, and strategies that will help you make breakthroughs in your sales results. In 2014 we did just that and we did it with gusto. We produced more webinars and blog posts than ever and even found time to publish a new book. But if you didn't have a chance to read through all of the new sales content this year, don’t worry. Below are the top 10 most popular pieces from 2014.
  • The Power of Trust in Sales

    10 Dec 2014 | 10:00 am
    I received a call the other day from someone selling website tracking software. We already use a marketing automation tool like this. I mentioned it to the seller. He then went on a rant about how he visited our website, recognized the tool we use, and how we weren't doing it right. I don't know this guy. He knows nothing about our marketing and sales process. He knows nothing about the types of customers we're trying to reach. He knows nothing about our sales cycle or marketing philosophy. Yet he felt he knew enough to tell me we're doing it all wrong. I know there are always ways to improve…
  • Happy Holidays from the RAIN Group Team

    3 Dec 2014 | 10:00 am
    Wishing you a wonderful holiday season with peace and cheer in the New Year. RAIN Group is pleased to make a charitable donation on behalf of our clients to the Heart Center at Boston Children's Hospital, which is at the forefront of pediatric heart care and research.
  • Strengthen Business Relationships This Thanksgiving

    26 Nov 2014 | 10:00 am
    It's that time of year again. The leaves have fallen from the trees, the temperature has dropped, and the calendar is filling up with holiday parties, ski trips, and family gatherings. Thanksgiving marks the start of the holiday season, the time of year when we reflect on the relationships we have with family, friends, customers, and co-workers. Thanksgiving in particular is a time to give thanks and show your appreciation.
  • 19 Insight Selling Mistakes to Avoid

    19 Nov 2014 | 10:00 am
    Recently we released our new white paper, Your Guide to Insight Selling Success. Like anything, insight selling comes with its own potential pitfalls. To help you avoid them, we have outlined the most common insight selling mistakes. Some points are tactical, and others strategic. Each is listed under a general area that is key to your success.
 
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    The Richardson Sales Excellence Review™

  • Closing: Winning Sales Tips for Closing Effectively in 2015

    Michael Dalis
    15 Dec 2014 | 6:12 am
    Closing: Winning Sales Tips for Closing Effectively in 2015 As 2014 rapidly comes to a close, this is a great transition point to reflect on past, present, and future. Among the things that deserve some focus is closing. Whether the close is a client call, meeting, contract renewal or extension, or a new partnership or business agreement, each is an important transition point from the end of something to the start of something else. Done well, closing positions you for success, reinforces client confidence, and sets you up to execute on client expectations. In my coaching and classroom work…
  • Strategic Use of Assessments to Identify Sales Talent and Build Sales Dialogue Skills

    Gregg Kober
    8 Dec 2014 | 6:12 am
    Strategic Use of Assessments to Identify Sales Talent and Build Sales Dialogue Skills Often in sales, it is the intangible qualities that separate a high-performing salesperson from an average one. These intangible qualities include some combination of a high-performer’s natural sales talent and the sales dialogue skills they actually demonstrate when interacting with clients and stakeholders. How do you accurately identify this mix of sales talent and selling skills to ensure that you know the “secret sauce” that makes someone a high-performing salesperson in your organization? Begin…
  • 2015 Sales Challenges

    James A. Brodo
    5 Dec 2014 | 6:01 am
    2015 Sales Challenges Richardson is conducting a research project on the 2015 Sales Challenges that you feel you may be facing in the upcoming year. Please click on the link below to participate in this short survey. Your input is critical to the success of the study and we appreciate your time and honesty in responding to the questions. Click the following to complete the Survey (http://bit.ly/1yRT3lk) If you are not currently a sales representative or sales manager, we would appreciate if you could forward this e-mail to your sales team to complete. For submitting the survey, you will…
  • Quick Tips to Better Align Sales and Marketing

    James A. Brodo
    3 Dec 2014 | 6:32 am
    Quick Tips to Better Align Sales and Marketing Obvious fact: If you align sales and marketing teams, you will drive better leads, close more business, and reduce internal conflicts that may stand in the way of meeting objectives. Survey Reveals Breakdown: The annual CSO Insights survey reports that major issues still exist between these two essential teams. Findings include the following: 63% cited the need for improvement in marketing-generated lead quality and quantity Only 43% said they had a formal process for qualifying a lead 45% said supporting materials needed improvement What can be…
  • How to Create a Sales Training Budget to Support Sales Skill Development

    Dario Priolo
    7 Nov 2014 | 7:54 am
    How to Create a Sales Training Budget to Support Sales Skill Development According to a July 2014 report from Bersin by Deloitte, year-over-year change in training spending has not only recovered since the downturn, it more than doubled between 2006 and 2013 (up 7% and 15%, respectively). With that level of investment, the exercise and process of setting next year’s budget in support of sales training and skill development presents an opportunity that should not be squandered. Don’t just take last year’s budget and add 5% or 10%. Unless you’re perfect in every way, doing more of the…
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    Lattice Engines

  • Top Challenges that Can be Solved with Predictive Lead Scoring

    Amanda Maksymiw
    18 Dec 2014 | 12:00 am
    What Can Predictive Lead Scoring Do for Me? You may have heard some of the buzz around predictive marketing and wondered how it works, what problems it solves and what it could impact your marketing efforts. Many companies have begun their predictive marketing journeys by focusing on the common problem of scoring and segmenting their leads with a predictive lead scoring approach. Predictive lead scoring works for companies that either have a high volume of leads, a large capacity sales team or both. It can predict the likelihood of a lead converting to a customer, an existing customer…
  • Predictions 2015: Data-Driven Marketing And Sales

    Amanda Maksymiw
    17 Dec 2014 | 10:47 am
    How will marketing and sales professionals become more data-driven in 2015? For the third year, I am happy to announce our collection of data-driven predictions for marketing and sales professionals. Here’s a look at 2014 and 2013 editions. This year we reached out to a group of industry thought leaders, customers and partners to pull together a variety of 30 forecasts and ideas for what’s in store for the New Year. Here’s a look at the predictions from Lattice: Start now to get ahead in 2016 – Brian Kardon, CMO Doing the same is not the formula for growth in 2015.
  • Cutting Through the Hype of Predictive Scoring

    Amanda Maksymiw
    15 Dec 2014 | 12:00 am
    If you’re intrigued by the promise of using predictive marketing applications to gain new buyer insights, you’re not alone. More and more companies are using the technology to increase conversions and grow revenue. Both SiriusDecisions and Gartner have recently released new reports on predictive scoring, comparing vendors and offering guidance on making the decision to go predictive. These predictive applications help marketing and sales pros predict the likelihood of prospects and customers taking action, whether responding to an offer, message or interaction. Savvy marketers are using…
  • Comparing Predictive Scoring Vendors

    Amanda Maksymiw
    15 Dec 2014 | 12:00 am
    A comprehensive guide to help you compare predictive scoring vendors. The post Comparing Predictive Scoring Vendors appeared first on Lattice Engines.
  • Marketing and Sales Alignment: Dodgeball

    Amanda Maksymiw
    25 Nov 2014 | 12:00 am
    Even though many of us are over hearing about issues with marketing and sales alignment, the truth is that it is an issue that pervades hundreds of companies. In the spirit of having a little fun, we thought we’d have one company duke it out, old school style – with a friendly dodgeball game. Watch what happens. If a dodgeball game is out of the question for your company, here are some resources. How to Build Trust with Sales: While the DocuSign marketing team was rolling out predictive lead scoring, they knew from the start that it was important to get sales on board. This blog…
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    Grow My Revenue

  • The Best Way To Know If A Business Prospect Is Worth Your Time

    Ian Altman
    16 Dec 2014 | 6:00 am
    As published on Forbes.com Ron is the CEO of a business services company. He has a team of people who regularly prospect for business by contacting potential clients. Ron’s company has some pretty compelling solutions for their industry. Their pitch is pretty good, so they set many meetings with executives who express interest in their services. The frustration for Ron is that he and his team have almost no sense of which opportunities will turn into good clients, and which ones are not worth their time to pursue. During a workshop with Ron’s team, we evaluated the information…
  • Top 10 Business Trends That Will Drive Success In 2015

    Ian Altman
    9 Dec 2014 | 9:43 pm
    As published on Forbes.com In 2015, you have an opportunity to take some risks, change how you market and sell, as well as define your niche in your market. Here are my predictions for ideas and trends that will shape sales and business development for top performing companies in 2015. The Role of Salespeople Will Evolve Savvy customers don’t value old-school, pressure-based, manipulative sales methods. In fact, many executives say they’ll decide to not select a vendor because of a negative sales experience. Customers value subject matter experts (as I highlighted for 2014 Trends). As…
  • How Much Does Sales Training Cost?

    Ian Altman
    2 Dec 2014 | 9:29 pm
    As published on Forbes.com Though many know me through keynote addresses I deliver at events, I also conduct many workshops that my clients call “Sales Training.” I’ve been asked “How much does sales training cost?” more times than my children have asked “Are we there yet?” There are many factors that can impact your cost for sales training. For this article, we’ll focus on public vs. private programs, and the often-overlooked hidden costs. Public vs. Private A publicly available program will often range from one to two days and cost $500 to $5,000 per participant. The lower…
  • Is Your Business Gift Idea Destined For Greatness or Disaster?

    Ian Altman
    25 Nov 2014 | 9:20 pm
    As published on Forbes.com When you receive gifts from your vendors, do they end up as a cherished part of your life, or do they quickly find their way into the trash can? As we enter the holiday season, it is a natural time to consider gifts for your clients (oh – and don’t forget your family and friends). You have wonderful clients, and you want them to know you appreciate their business. Yes, you’ve provided great value to them, but a nice token of appreciation can really help demonstrate that you care. Be careful. In many cases, your best intentions can backfire. I’ve received…
  • Why Budget Doesn’t Matter in B2B Selling

    Ian Altman
    18 Nov 2014 | 9:15 pm
    As published on Forbes.com Jamie, the CEO of a technology company, approached me for help to figure out why his company could not grow beyond their existing level. His company was struggling to maintain their profit margin. They also found that their sales cycles were taking much longer than they could tolerate. Finally, they were frustrated that their clients had a lackluster sense of urgency when it came to engaging Jamie’s company. The first thing I did was to ask my client’s team some questions. What Information Do You Collect In Client Meetings? To help uncover the root cause of the…
 
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    LeadManagement.com

  • Why “Sales” Needs to Be Taught in College

    Contributor
    18 Dec 2014 | 6:26 am
    Higher education is often thought of as a single path which leads to a job. And college certainly will open up a wide variety of careers to any graduate. However, one of the most important aspects of college is how it can expand one’s horizons. It should be as much about showing students that options are out there as letting them pursue a singular goal. It should leave graduates with a far greater understanding of all aspects of the world and society around them. And this is also why sales should be included as an essential part of a school’s general ed course. If general…
  • Fair Play: Marketing Ethics and How to Keep Your Company Clear

    Contributor
    17 Dec 2014 | 8:54 am
    When it comes to marketing ethics, the American Marketing Association focuses on six integral values its members should be stringent about following. They are: Honesty, Responsibility, Fairness, Respect, Transparency and Citizenship. In truth, the six values above could be boiled down to a mere three, with combinations of Honesty and Transparency, Fairness and Respect, and Responsibility and Citizenship meshing together. The end result would then focus on these specific aspects. Make sure your company is able to stand up to these values and stay clear of any scandal. Credibility This value…
  • Do Inbound Leads Cost Less? Maybe.

    David Dodd
    17 Dec 2014 | 5:00 am
    Advocates of inbound marketing frequently assert that leads acquired through inbound tactics cost less than leads obtained through outbound marketing techniques. The research usually cited to support this claim is the annual inbound marketing survey conducted by Hubspot. In the State of Inbound 2014 study, Hubspot found that in B2B companies having 51 to 200 employees, the average cost of an inbound lead was $70, while the average cost of an outbound lead was $220. Hubspot went on to say, “We did find that leads sourced through inbound practices are consistently less expensive than…
  • Email: The Brain-Draining Distraction that Decrease Sales Productivity

    Stacy Jackson
    12 Dec 2014 | 6:34 am
    Most sellers are totally oblivious to this #1 sales productivity killer. Source: www.jillkonrath.com I bet your smartphone — and possibly your desktop email client — has a little bell that rings each time a new email hits your inbox. I also bet you have been trained to respond to that bell by checking your email. The reward is you feel productive — or you avoid punishment by quickly reacting to the stimulus and associated content. How Pavlovian, eh? Break the addiction to the ringing email alert. As Jill Konrath points out, it’s killing your productivity. You may feel…
  • Top 5 Reasons to Outsource your Customer Service to Call Centers

    From Around the Web
    11 Dec 2014 | 10:31 am
    Outsourcing of key business operations to call centers is a big decision on the part of any organization. Perhaps this can have immense impact to your overall business model. Here, I would say nothing can be ventured, nothing is gained. Some businessesare bit reluctant to outsource customer service because they think it is a risky and can ruin their market image. Risk indeed comes with outsourcing process, but cut-throat competition, rapidly evolving technology and varying industry trends have pushed businesses to place their trust on call center in India. The landscape has certainly…
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    Base | Baseline - Base CRM Blog

  • Mobile Email Templates – The Fastest Way To Email On The Go

    Josh Bean
    17 Dec 2014 | 9:44 am
    Mobile email templates and merge tags are now available to help you quickly send concise email on the go. Those of you who have been using merge tags and email templates on the web know how much of a time saver templates can be. On mobile, it’s worse. The keyboard is smaller, the screen is tiny (sometimes) and you’re on the go. The new email templates are here to change that and make your life easier. We’re releasing email templates for Android today, iOS users will see templates later this week. The latest version of Base with email templates lets you pull from your template library…
  • Smarter Classifications for Prospects and Customers

    Josh Bean
    10 Dec 2014 | 2:52 pm
    We’re releasing a smaller update to Associated Contacts for Deals that brings a little more intelligence to who is classified as a Prospect and Customer in your Base account. Until now, only the main contact and company associated to a Deal was marked as either Prospect or Customer. Now, all contacts from that company, who are attached to the Deal will also be marked as either Customers or Prospects. This results in a more accurate Prospect and Customer view. Prospect: The primary Contact & Company associated to an active deal in your sales pipeline, along with any of the primary…
  • Introducing The Pipeline Development Report

    Josh Bean
    4 Dec 2014 | 11:06 am
    Today we’re releasing a brand new funnel intelligence report that you can only get with Base. The new Pipeline Development Report takes two snapshots of your sales pipeline and visualizes your sales funnel development over time. The report will show you how deals flowed between the stages during the given time period. This visualization helps you understand where the deals from the beginning snapshot moved to during the given time period. In the example above, I can see all the deals added to my pipeline this month and which stages they were moved to. Here’s the new Pipeline…
  • Global Email Visibility Options Now Available

    Josh Bean
    2 Dec 2014 | 4:50 pm
    We’re making it even easier to share customer conversations with your team. Today we’re introducing Global Email Visibility settings so you can share email conversations with your team automatically. Say goodbye to sharing conversations one-by-one. In the Base Email Settings, you’ll notice two new options, Visibility and Blacklist. In the visibility options you can control who can view conversations with Leads, Contacts and Deals. In Blacklist options, you can specify which conversation should always remain private. Sharing customer conversations with your team gives everyone greater…
  • Base Integrates With Smart Guestbook Weckey

    Josh Bean
    18 Nov 2014 | 7:00 am
    Base now integrates with Weckey, the smart guestbook that helps businesses automate the visitor management and sign-in process. With Weckey, visitors sign-in when they arrive at the business using an iPad. The guest’s sign-in information will not only be stored in the business’ Visitor History section in Weckey, but the guest will be entered as a contact in Base. Once the guest has been entered as a contact, the time and date of visit, the reason for visit and person the visit was with will be added into the notes for that particular contact in Base. Existing Base contacts will be updated…
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    RAIN Selling Blog

  • Top 10 Most Popular Content Pieces from 2014

    17 Dec 2014 | 10:00 am
    At RAIN Group it's our mission to help you unleash your sales potential. Through the RAIN Selling blog we strive to bring you the freshest sales research, tips, and strategies that will help you make breakthroughs in your sales results. In 2014 we did just that and we did it with gusto. We produced more webinars and blog posts than ever and even found time to publish a new book. But if you didn't have a chance to read through all of the new sales content this year, don’t worry. Below are the top 10 most popular pieces from 2014.      
  • The Power of Trust in Sales

    10 Dec 2014 | 10:00 am
    I received a call the other day from someone selling website tracking software. We already use a marketing automation tool like this. I mentioned it to the seller. He then went on a rant about how he visited our website, recognized the tool we use, and how we weren't doing it right. I don't know this guy. He knows nothing about our marketing and sales process. He knows nothing about the types of customers we're trying to reach. He knows nothing about our sales cycle or marketing philosophy. Yet he felt he knew enough to tell me we're doing it all wrong. I know there are always ways to improve…
  • Happy Holidays from the RAIN Group Team

    3 Dec 2014 | 10:00 am
    Wishing you a wonderful holiday season with peace and cheer in the New Year. RAIN Group is pleased to make a charitable donation on behalf of our clients to the Heart Center at Boston Children's Hospital, which is at the forefront of pediatric heart care and research.      
  • Strengthen Business Relationships This Thanksgiving

    26 Nov 2014 | 10:00 am
    It's that time of year again. The leaves have fallen from the trees, the temperature has dropped, and the calendar is filling up with holiday parties, ski trips, and family gatherings. Thanksgiving marks the start of the holiday season, the time of year when we reflect on the relationships we have with family, friends, customers, and co-workers. Thanksgiving in particular is a time to give thanks and show your appreciation.     Related StoriesTop 10 Most Popular Content Pieces from 2014The Power of Trust in SalesIs Relationship Building in Sales Dead? 
  • 19 Insight Selling Mistakes to Avoid

    19 Nov 2014 | 10:00 am
    Recently we released our new white paper, Your Guide to Insight Selling Success. Like anything, insight selling comes with its own potential pitfalls. To help you avoid them, we have outlined the most common insight selling mistakes. Some points are tactical, and others strategic. Each is listed under a general area that is key to your success.     Related StoriesTop 10 Most Popular Content Pieces from 2014Your Guide to Insight Selling SuccessCurious How to Win More Sales? 
 
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    The Business Growth Zone » Blog

  • WOW people with this simple Steve Jobs presentation technique

    Mike Ames
    1 Dec 2014 | 2:33 am
    Steve Jobs Steve jobs is acknowledged as one of the finest business speakers of his age. He had a way of commanding a stage, speaking to the audience as if he was talking to each of the personally and yet always managing to get his message across. He took presenting very seriously and spent hours crafting and rehearsing every talk he gave. But he also used a number of techniques to help him along the way. One of which was storytelling. Now, telling a story is a very powerful way of engaging an audience whilst also getting a message across and has been used by a lot more people than the late,…
  • Getting the most out of your Gen Y employees…..

    Mike Ames
    13 Oct 2014 | 11:58 pm
      Biggest asset? Biggest pain? A thought provoking guest post by Dr Andy Adcroft on making the most out of your 25 to 35 year old enfant terribles employees. Well worth a read if you have any! Eric Cantona leaps, feet first, into the crowd, is banned for 9 months and when he comes back the manager makes him club captain. Luis Suarez bites an opponent, for the third time (yes, the third time) and then moves to Barcelona for £75 million. No-one said it was easy managing talented people but for some people, whose talent and achievement is obvious, you might make an exception. But, and…
  • 20 second tip that could save you months of effort

    Mike Ames
    7 Oct 2014 | 9:13 am
    Yes, it really is this simple! We often need to make contact with somebody to get a decision. Email is OK provided the other person is serious about the decision and reads all their emails. If not it can be a barren land that never yields a bean. The telephone is better but during the day people are busy in meetings or working and prefer not to be disturbed; they turn on their voicemail. Leaving messages on voicemail can be worse than sending emails. Here’s a different approach that works most of the time. When you begin to engage with a new decision maker find out if they are an…
  • 4 things great negotiators always remember

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

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

  • Five Misunderstandings about Serving vs. Selling

    Deb Calvert
    17 Dec 2014 | 6:00 am
    In many companies, belt tightening in recent years has resulted in fewer service specialists to assist customers after a sale has been made. Similarly, many companies have opted to reduce the number of customer service representatives they make available to answer questions for customers. Automated systems, outsourced call centers and long wait times have become […]
  • Pink Slip Blog

    PFPS
    15 Dec 2014 | 9:00 am
    Learn from Other’s Mistakes: What NOT to do in business. http://pinkslipblog.blogspot.com/
  • You Don’t Need to Have All the Answers

    Deb Calvert
    14 Dec 2014 | 6:00 am
    Here’s a little bit of good news for leaders. If you are stressed by the constant pressures of having to answer everyone else’s questions… if you are pressuring yourself to be right all the time… if you experience a constant urge to show what you know… Then this post is for you. Take some relief […]
  • Sell Value, Not Price!

    PFPS
    13 Dec 2014 | 10:15 am
    Here on CONNECT!, it’s something we can’t emphasize enough – in an intensely competitive industry, value, not price, is what cuts out continuances, puts an end to pending, and stops you from stalling out. Join us this week for an interview with Don Hutson, author of “The One-Minute Entrepreneur” and a founding board member of […]
  • Five Misunderstandings about Teaching as a Part of Selling

    Deb Calvert
    10 Dec 2014 | 6:00 am
    With the heightened awareness of and interest in insight selling, it has become popular for sellers to think of themselves as teachers. This is a positive step in the right direction toward genuinely helping buyers and creating value. However, there are some misunderstandings about how and what to teach that can backfire and leave sellers […]
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    Witty Blog

  • Anil Jwalanna Talks to Ann Diab from Tech Cocktail San Francisco

    18 Dec 2014 | 5:13 am
    WittyParrot Tracks Down the Right Content at the Right Moment - this article published on Tech Cocktail on 12/15/14 Sales teams in any company can appreciate the ability to quickly access contextual snippets of content, as opposed to documents
  • The Million-Dollar Candidate Outreach Letter

    2 Dec 2014 | 4:40 am
    Imagine you are a recruiter trying to fill the pipeline with strong candidates for the hundreds of open positions your hiring managers are trying to fill.  Now imagine your ONLY daily task is composing the right email or LinkedIn communication to get the interest of qualified candidates.  Your boss was kind enough to hire someone else to handle inbound requests, build job descriptions, track candidate response, confirm interviews, and do the 100 other things talent acquisition professionals keep busy with on a daily basis.
  • Top 100 HR Influencers To Follow on Twitter

    17 Nov 2014 | 4:42 am
    We at WittyParrot have compiled a list of 100 Human Resources and Recruiting Leaders to follow on Twitter in 2014 and 2015.
  • More Than A Cloud Storage Solution

    Anand Deshpande
    14 Nov 2014 | 4:28 am
    What’s the difference between WittyParrot and cloud storage solutions? WittyParrot actually compliments not competes with storage solutions. While we can store whole documents, videos, presentations and files, we take it one step further, so that you can get more efficiency and productivity out of your own knowledge.
  • Rajesh Setty Talks to Mixergy about Why it is not over If one startup fails TWICE…

    12 Nov 2014 | 6:03 am
    Andrew Warner, founder of Mixergy decided to interview Rajesh Setty, Co-Founder of WittyParrot. Before the interview he was not quite convinced whether he should do this interview or not as he felt the company was new and seemed a little inexperienced.
 
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    xPotential Selling Insights Blog

  • How To Deal With Difficult People? Be Ruthless

    11 Dec 2014 | 6:26 am
    Got an event coming up with difficult family members? Use this unconventional method to enjoy your visit and redirect the relationship into a much healthier and positive direction.
  • 7 Golden Beliefs of Amazingly Successful Salespeople

    3 Dec 2014 | 11:50 am
    Knowledge may be power, but beliefs define who we are. After almost two decades of analyzing, training and coaching sales professionals, seven core beliefs correlate with superstardom.
  • Get New Customers Taking "The Success Walk"

    20 Nov 2014 | 8:30 am
    You want more customers, but you don't like cold calling. You don't like walking into businesses and carrying on unnerving interactions with indifferent or overly protective receptionists. Here's a way to change that whole scenario to your advantage.
  • 6 Oh-So Pleasurable Steps to Eliminate Procrastination

    13 Nov 2014 | 5:43 am
    Got stuff to do that you hate doing? You're not alone. Procrastination kills productivity for millions of people. Follow these surprisingly enjoyable steps and you'll actually look forward to tasks that were painfully avoided just last week.
  • How To Supercharge Sales By Giving Your Process 'Shock Therapy'

    6 Nov 2014 | 10:11 am
    Are you stuck with a sales process that serves today's marketplace? Even great sales processes require updating to keep them relevant to serve the needs and demands of buyers who enjoy more options and easy access to information. Here are three ways to jolt your sales process back to life.
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    Exceed Sales

  • Follow-up: Why Is It So Hard?

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

    Elisa Ciarametaro
    14 Oct 2014 | 5:01 am
    Sales resistance happens as prospects naturally raise their defenses during a sales call. But they do not want you to notice they are putting you off. Are you, the inside sales representative, really being blown off when a prospect tells you to call back in a certain number of months? Is the prospect truly likely to be ready later if they ask you to send information? Or is your potential customer just not ready to close the sale? It can be hard to tell. In some cases, you may be talking to a prospect who really does not qualify as a lead – this prospect will never buy. In other cases…
  • Providing Superior Customer Service: 10 Common Problems and Solutions

    Elisa Ciarametaro
    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…
  • 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…
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    Salesjournal

  • How to Conduct a Pre-Mortum to Win More Sales

    caitlinhoward
    18 Dec 2014 | 6:58 am
    By Jill Konrath Jill Konrath describes what factors you should assess before a sales meeting in order to win more sales. How to Conduct a Pre-Mortum to Win More Sales
  • Top B2B Sales Tools for 2015

    caitlinhoward
    17 Dec 2014 | 12:28 pm
    By Devon McDonald (Openview Sales Lab) Some of the top B2B sales experts were asked what sales tools they couldn’t work without in 2015. Learn what tools these 12 sales leaders chose and how they can help you crush your quota in 2015! Top B2B Sales Tools for 2015 
  • 10 Simple Actions to Achieve Massive Success in 2015 

    caitlinhoward
    17 Dec 2014 | 12:01 pm
    By Sean Kim (The Huffington Post) As 2014 comes to a close, it’s important to reflect on past successes and failures and what you want to improve on in the coming year. Keep reading to learn about 10 simple actions that will help you achieve massive success in 2015. 10 Simple Actions to Achieve Massive […]
  • How to Maintain Sales Productivity During the Holiday Season

    caitlinhoward
    17 Dec 2014 | 11:30 am
    By Gareth Goh (InsightSquared) It can be tough to get customers and prospects on the phone during the holiday season, but that doesn’t mean it’s time to give up just yet. Learn what steps you can take to close deals and stay productive this holiday season! How to Maintain Sales Productivity During the Holiday Season
  • 4 Ways to Fit Holiday Shopping Into Your Hectic Schedule

    caitlinhoward
    11 Dec 2014 | 8:29 am
    By Larry Alton (Entrepreneur) The holidays are getting closer and closer which means inevitable holiday shopping. Check out these four tech solutions if you don’t have a lot of time, need to find the perfect gift, or want to make sure you’re getting a good deal. 4 Ways to Fit Holiday Shopping Into Your Hectic Schedule
 
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    aayuja

  • Tips to Use Slide Share More Effectively

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

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

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

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

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

  • AMP UP YOUR SALES!

    16 Dec 2014 | 6:22 am
    Sales and Marketing teams are looking for ways to speed up the sales process and shorten sales cycles. From lead generation to closing the sale, Andy Paul’s new book AMP UP YOUR SALES provides powerful sales acceleration strategies that move customers to make fast, favorable decisions. I got the chance to interview Andy this week and asked him to share his tips and ideas for accelerating sales...
  • Sales Demos: Where Deals Go to Die

    14 Nov 2014 | 5:30 am
    “We have a great product, just get them to the demo, and the software sells itself!” Wouldn’t that be nice? ...If only it were true. Software rarely sells itself, but over and over again, I see software companies skipping critical steps in the sales process to get to the demo. Here’s how the sales process plays out for companies who make this mistake…
  • Build Street Cred with Inbound -AND- Outbound

    29 Oct 2014 | 12:25 pm
    Buyers love working with salespeople that capture our attention. Last week I met with Max Wirth, a salesperson at SalesLoft. He opened our call with a fantastic question, "Why would an inbound firm like xoombi be looking at an outbound solution?" With a big smile on my face I said, "Because we believe in both." Companies who don't do outbound... lose. That same week I met with a small business owner who is struggling to figure out how to grow his sales enablement software business. Unlike the salesperson I mentioned above, this CEO and I have known each other for quite some time. We have…
  • Is Your CEO Bought In or Bummed Out About Inbound Marketing and Sales?

    16 Oct 2014 | 11:44 am
    If you work in sales - and more importantly, if your CEO worked in sales before you - you've probably shared a conversation or two about inbound marketing and inbound sales strategy. While your CEO has a great understanding of brand marketing, prospecting, uncovering needs, and closing techniques, I bet (s)he gives you a funny look when you start talking about inbound marketing, inbound sales, and social selling. It's not necessarily a lack of understanding in what you're saying. It's more about, "I'm still waiting to see results."
  • Turbo Charge Revenues With Sales Acceleration

    2 Oct 2014 | 12:04 pm
    Earlier this year, the sales industry was abuzz with the 2014 Sales Acceleration Technology Market Size Study from InsideSales.com. The study painted a promising picture for the sales acceleration arena. Currently, $12.8 billion is spent on sales acceleration, and by 2017, those numbers are expected to jump to $30 billion. Just as teams jumped on CRM and marketing automation tools, they're doing the same with sales acceleration technology. But why?
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    Latest blog entries - JobFLEX

  • 5 Questions to Determine if Estimating Software is TRULY Easy to Use Before You Buy

    3 Dec 2014 | 4:12 pm
    Construction Estimating Software MUST Be Easy to Use or It Is Worthless Usability has to be top of mind when shopping for estimating software, because, quite simply, if it’s not easy to use for your least tech-savvy salesperson who suffers from fat finger syndrome, it’s not going to help him or her sell more jobs because they will not use it. Implementation time for a new piece of software is a good indicator of its ease of use. Remember, all time spent actually implementing the system and getting your staff trained on it presents an opportunity cost. The longer it takes to integrate the…
  • The 7 Personality Traits of Top Sales Performers

    28 Oct 2014 | 6:23 am
    Just a few weeks ago, we detailed the ways in which sales performers have been required to adapt in order to evolve and stay at the top of the sales game. Some of these came down to the salesperson themselves (having a natural affinity for helping people), some pertained to management (top salespeople are enabled by company executives), and others were based on what salespeople are equipped with (hint: the top-performing players use technology to sell.) But in order to adapt, top sales performers had to have a foundation of characteristics that allowed them to excel. We set out to find out…
  • Combating a Labor Shortage: A Different Take on Hiring

    14 Oct 2014 | 6:26 am
    The labor shortage that seems to be omnipresent among skilled trades and sales representatives is just getting started. Experts all agree that the apparent shortage and talent gap witnessed right now is just the tip of the iceberg, and any deliberation over whether it’s truly an issue will cease in future years, when the talent gap widens and the shortage increases. There are three issues causing and/or adding to the labor shortage: the aftereffects of the recession, an aging population, and a flaw in higher education. The good news is this: there’s a solution for combating the labor…
  • What Most Software WON’T Tell You About Their Apps

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

  • Avidian’s 85 Sales Blogs and Pros to Follow in 2015

    avadminwp
    17 Dec 2014 | 4:20 pm
    Whether you’ve got lots of sales experience and are looking for new tricks or have just started a new job, every sales team can benefit from high-quality training and research outside of work. After much scouring, we have created a list of 2014’s must-follow sales and marketing professionals that are making great strides in the sales arena today. You should consider checking out their work and offerings as we roll into the new year. From award-winning authors to internationally-recognized speakers, these 85 sales pros and technology advocates are changing the world one sale at a…
  • 10 Major Rules for Launching a Social CRM

    avadminwp
    15 Dec 2014 | 12:31 pm
    Passive information gathering is a thing of the past. You can no longer afford to only use customer relationship management (CRM) software to collect and analyze customer data. Businesses who attempt to apply those same observe-and-report tactics to their 21st century markets are likely to find themselves outmoded, outdated, and outsold. Social media is an important part of successful customer relationship management. Still, you need to make sure that when you develop your Social CRM (sCRM) program that you are doing it in a way that meets your company’s needs as well as being time and…
  • Avidian Sales Roundup, 12/12

    avadminwp
    12 Dec 2014 | 12:06 pm
    This week’s theme is success, and we have found an eclectic collection of resources that will hopefully get you revved up for the New Year. Whether your goal is evaluating your customer relationship management (CRM) software, minimizing your stress, or helping your sales team meet their goals, these articles offer hands-on solutions to make your sales team more successful in 2015. 3 Ways to Be An Opportunity Maker For Your Team (Criteria For Success) In this article, writer Elizabeth Frederick highlights a recent TED talk from Forbes columnist Kare Anderson. She discusses how the noted…
  • Identifying and Dealing with Salesperson Burnout

    avadminwp
    10 Dec 2014 | 11:11 am
    Many tips for avoiding burnout often focus on what individual sales team members can do to avoid succumbing to the problem. However, management also plays an integral role in helping employees deal with stress and burnout both while they happen as well as preemptively. With the costs of work-related stress estimated to be as high as $300 billion annually for American businesses alone, burnout should be considered as much as threat to sales numbers as supply chain issues or market conditions. Keep an eye out for diminishing effectiveness on your team. Is it just one or two salespeople out of a…
  • Coaching Tips for Sales Teams

    avadminwp
    8 Dec 2014 | 2:52 pm
    Getting the most out of a sales team requires stable, consistent mentoring from management, but it can be difficult to determine how to best apply coaching efforts. Should the bulk of coaching time be spent on weak performers, or should the goal be to raise the average? Where should the focus be when looking for return on coaching investment? Read on to learn the answers to these questions and get your sales coaching initiatives started on the right foot. Don’t waste time trying to correct weak performance. Sales reps who consistently perform significantly below the average are usually…
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    Growth Everywhere

  • GB Ep 23: When You Should Fire Clients

    Eric
    18 Dec 2014 | 6:30 am
    Working in a service-based business like Internet marketing means clients will at times be unhappy and expect more than is realistic. But whether or not you’re delivering exactly what they want or need time to test a campaign, it’s important to figure out your ideal client profile and fire the clients that aren’t a good fit for your company. Here are some things to keep in mind. Running a service based business means clients will be pissed off at some point or another. Ideally you want to set an ideal client profile to find the right relationships. [01:22] Think about how…
  • GB Ep 22: How to Develop Writer’s Guidelines for Your Blog Posts

    Eric
    17 Dec 2014 | 6:30 am
    If you’re a blogger or working on your content marketing, it’s important to set-up blogging guidelines and organize your content marketing. This is especially crucial if you’re going to hire outside writers and use a team to help with your content needs. After evaluating and testing your writers, it’s time to lay out some criteria. [01:49] I use Google docs and Hackpad to help organize my guidelines and goals. [01:46] In general, I want my blog posts to be approximately 1,500 to 2,000 words. There is data that backs up the more length you have, the more attractive…
  • GB Ep 21: The Benefits of Joining a Mastermind Group

    Eric
    16 Dec 2014 | 6:30 am
    Are you thinking about joining or starting your own mastermind group? Today on Growth Bites we’re talking about how you can benefit from  joining an entrepreneurs forum, organization or other group to get professional feedback and guidance. A mastermind group is also a great way to hold yourself accountable to your goals and progress. A mastermind is a group of people from various professions that serve as your own little board of directors. [01:30] It’s difficult to go to friends and talk about your business as an entrepreneur. Meanwhile, like-minded individuals with similar…
  • GE Ep 59: Michael Michalowicz, author of Profit First, Gives One Simple Formula To Increase Your Profits

    Eric
    15 Dec 2014 | 6:30 am
    Today I have the pleasure of working with Michael Michalowicz, author of Profit First. Michael grew several companies while an EO member, sold one private equity and sold yet another to a Fortune 500. But he credits the most interesting part of the entrepreneurial journey with losing money and struggling with failure. Keypoint Takeaways: The angel of death years Michael gets right to the point about his bumps in the road to finding sustainability as a successful entrepreneur. “After I sold my second company, I can’t really use the word, but I was a “dick”. I was a total dick. I…
  • GB Ep 20 – How To Cash Flow Your Startup In Times Of Need

    Eric
    12 Dec 2014 | 6:30 am
    Welcome to another episode of Growth Bites. Today we’re talking about how to secure loans and funding to cash flow your startup. We’ll look at different options to help you manage your cash flow, including raising rounds of funding through startup incubators, taking small business loans, using a line of credit, or factoring your accounts receivable. One way to secure funding is through raising seed rounds through a startup incubator or AngelList. [1:30] AngelList is a great platform to get introductions to the right people for investing and hiring. [1:44] Incubators that can help with…
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    SalesTactics.org

  • Tax Time Is Coming

    Jason Kanigan
    18 Dec 2014 | 6:51 am
    “Tax Time is coming,” he said as ominously as a Stark announcing the impending onset of White Walkers. As a business owner, you must learn how to talk about money. As self-employed business owners, that’s the game we’re in now: to earn as much as we can, and then apply as many expenses dollars against that revenue to minimize our taxable income. If what I just said is gibberish, it’s time for you to get some basic business accounting and tax education. Local colleges will offer these and guess what: that’s an expense. Right now is a great time to start…
  • How To Quit Working: Book Review

    Jason Kanigan
    13 Dec 2014 | 8:21 am
    How To Quit Working: A Simple Plan to Leave Your Job for a Life of Freedom is the number one business book I recommend. Whether you’re thinking about making the leap from corporate drone to self-employed owner or realize you need to update your entire business model, How To Quit Working by Jeff Steinmann will give you a detailed road map and action plan. Have you ever said to yourself, “I want to quit my job and start my own business but I don’t know where to start. What if I don’t make any money? What if nobody will buy from me? What if I fail?” These worries are…
  • Become The Influential Expert: Book Review

    Jason Kanigan
    1 Dec 2014 | 7:02 am
    Become The Influential Expert is one of the top three business books I consistently recommend. Why is that? In two decades of post-university, real-world, executive-level experience, I’ve never found such a complete and thorough volume of applicable marketing and positioning strategies. If you’re new to business, or feel you’re off course with your creation, Dave Newton’s book will get you back on track. This book is destined to become a classic in the field of marketing. You may find little bits and pieces of what it has to share here and there, but nowhere else are…
  • Done For You: No Thanks

    Jason Kanigan
    23 Nov 2014 | 7:09 am
    Done For You sounds great, doesn’t it. You pay a chunk of money, probably well into five figures, and for that hefty investment someone else sets up your entire business. They probably choose the product for you. They certainly set up the funnel. Web pages. Copywriting. Buy buttons. Fulfillment. And, of course, it’s easiest if the product is a digital download or physical good. A thing someone else has made. That way you don’t have to do anything at all. Done For You Is NOT Business In a Box Done For You is different from Business In a Box…the biz in a box…
  • What Product Should I Make?

    Jason Kanigan
    11 Nov 2014 | 9:22 am
    What product should I make? I’m frequently asked this question, whether privately, on forums, or expert platforms. Those asking usually but not always have some technical expertise. They can make something. But they’re just not sure what. Know why they have this problem? They’re not close enough to their target market. They’re thinking too much about themselves. What needs to be created is not in them. It’s in their target market. And to find out what that is, you have to get real close and listen to what that niche is saying. Guessing is not okay. Creating a…
 
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    HappyFox Blog

  • How To Nail First Response Time – In 5 Easy Steps

    Lavanya Donthamshetty
    16 Dec 2014 | 9:07 am
    Humour me. Go on Twitter and type “customer service problems”. What did you get? A massive listing of woes? Small companies, big multi-nationals, country no bar – customer service issues are universal. So what separates the wheat from the chaff? How quickly they respond, how soon they put out the fires. Now that is what makes a difference, a huge one. First Response Time is one of the most important metric of great customer service. While the soft skills and all the other essentials rank pretty close to the top, how soon you get back to your customer ranks as the number one.
  • Seasonal Changes And Customer Support: Tailoring Strategy To Suit The Holiday Season

    Lavanya Donthamshetty
    10 Dec 2014 | 9:00 am
    The Holiday Season is well and truly upon us. The supermarket shelves are groaning under the weight of the Christmas goodies, the airwaves have been taken over by Slade and John Lennon singing their odes to the season and there’s an air of cheer and glee all around. Seasonal change also means a change in how we go about our jobs in the customer service industry. With the holiday season closing in, the holiday season warrant a slight change in approach. We have just seen the back of Thanksgiving and let’s take that as an indicator. Let’s make it the time to say surprise our…
  • 5 Must-Have Soft Skills Of A Customer Support Agent

    Lavanya Donthamshetty
    4 Dec 2014 | 9:00 am
    Soft Skills plural, noun. personal attributes that enable someone to interact effectively and harmoniously with other people. This the dictionary definition of ‘soft skills’. Typically, soft skills go beyond the pre-schooler ability to say “please” and “thank you” at the right moments. A positive flexible attitude, the ability to deal with people and common sense come to mind as must-haves for any good support agent. There are probably a handful of soft skills that must be a part of the arsenal of an excellent customer support agent.  But a combination of the five given…
  • Disloyalty and Business: Good, Bad or Just Plain Ugly?

    Lavanya Donthamshetty
    28 Nov 2014 | 5:30 am
    Across America (and thanks to the spread of the Internet, across much of cyberspace), today, the day after Thanksgiving, is being celebrated as Let’s Shop Till We Drop Day, a.k.a, Black Friday. A day that sees scenes reminiscent of the end stages of the Trojan War, though with happier participants and smoking credit cards, not weaponry. It is said that retailers make about 40% of their annual revenue on the strength of the Black Friday sales figures alone. Imagine that! And guess what drives these mega awesome sales? Customer disloyalty! Think about it – what is the one thing that…
  • The Story behind HelpStack

    Anand
    26 Nov 2014 | 5:00 am
    During my spare time in early 2012, I created a productivity app called Wonderful Day. Soon after its release, what I considered my small side project, quickly became popular for its simplicity and intuitive features (lifehacker review) – it took the #2 spot amongst paid productivity apps in the app store! However, I considered my first version too lean, so I began to ramp things up.  As we were adding features and focusing deep inside our app functionality, external changes to iOS as a platform and hardware were happening right under our noses. This caused unforeseen challenges and…
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