Sales

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  • Rebump Important Emails Until They Are Answered

    Web Tools and Strategies to Increase Sales - Fill the Funnel
    Miles Austin
    29 Jun 2015 | 11:20 am
    You send an email to a customer with an important question or request for next step. Or possibly you send your resume after hearing about the perfect next job for you. And then you wait… It happens to all of us throughout our busy week. Why have they not responded? Did they even see your email in their inbox? Even if you are using one of the helpful tools like Yesware or ToutApp, you are still left pondering the next step. This is where a tool called Rebump enters the picture. The days of important emails falling through the cracks are over. Rebump lets you customize automatic follow-up…
  • Why Your Sales Force Isn’t Working

    The Sales Blog
    S. Anthony Iannarino
    30 Jun 2015 | 8:06 pm
    These are some of the reasons your sales force isn’t working. Most people who work from home don’t “work” from home. More and more salespeople no longer commute to an office to work. But that doesn’t mean they are “working” from home. It just means that they’re home. There are people who are disciplined enough to work from home, but they are the minority. Most people don’t do as much as work as they could—or should—when they are working from home. It’s easier for most people to buckle down when they are in an office environment, and when there are other people…
  • 9 Cold Email Formulas That Just Plain Work

    Yesware Blog
    Bernie Reeder
    18 Jun 2015 | 6:00 am
    Pop quiz. What is the first goal of any cold email? To get it read.   Makes sense, right? So what’s the primary ... Read More » The post 9 Cold Email Formulas That Just Plain Work appeared first on the Yesware Blog.
  • Sales Innovator: Sales Linguist, Steve W. Martin Interview - Pipeliner CRM Blog

    Heavy Hitter Sales Blog
    Steve Martin
    27 Jun 2015 | 9:22 am
        Written by Bruce Boyers for Pipeliner CRM Blog. Pipeliner CRM Blog is an exceptional resource for CEOs, Sales Leaders, Sales Managers and Sales Pros.     “Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. But in general with my clients, it is a team sport in that you’re working together as a team, and therefore the communication and strategy amongst the team is critical.   For all intents and purposes, the salesperson is the general who has to create…
  • IBM Watson Solution Offers Real-Time Facial Expression Data - Are We Ready

    Score More Sales Blog
    Lori Richardson
    30 Jun 2015 | 7:45 am
    It is amazing to think of how technology is helping buyers make better decisions and also helps sellers to analyze data to also make better decisions. The idea of using facial imaging to learn what a buyer is really thinking is quite “out there” still for many of us.
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    Heavy Hitter Sales Blog

  • Sales Innovator: Sales Linguist, Steve W. Martin Interview - Pipeliner CRM Blog

    Steve Martin
    27 Jun 2015 | 9:22 am
        Written by Bruce Boyers for Pipeliner CRM Blog. Pipeliner CRM Blog is an exceptional resource for CEOs, Sales Leaders, Sales Managers and Sales Pros.     “Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. But in general with my clients, it is a team sport in that you’re working together as a team, and therefore the communication and strategy amongst the team is critical.   For all intents and purposes, the salesperson is the general who has to create…
  • The Seven Deadly Sins of Salespeople

    Steve Martin
    30 May 2015 | 3:15 pm
        In the late sixth century, Pope Gregory described the seven deadly sins from the least serious to the most, as superbia, invidia, ira, avaritia, tristia, gula, and luxuria. Translated from Latin, they are pride, envy, anger, avarice, sadness, gluttony, and lust. What do you think are the seven deadly sins of salespeople? Here’s my list, in order of least to most severe.   Chattering Salespeople talk too much on sales calls for a variety of reasons. Some are nervous chatterers who just can’t keep their mouths shut. Others think they know more than the customer so they…
  • The Art and Science of Sales Forecasting - Webinar for Company Leaders

    Steve Martin
    2 May 2015 | 8:56 am
      THURSDAY MAY 28th at 10am PST   CLICK HERE TO REGISTER   Sales forecasting is a science and an art. It is the combination of information and metrics, intuition and best practices.  However, sales forecasting is most commonly associated to the standard grading methodology of the particular customer relationship  system that is being used  (Salesforce.com, Oracle, Microsoft, etc.). In reality, how do key sales leaders become high performing accurate sales forecasters? In addition, how do companies effectively utilize sales forecasting information to…
  • What Separates the Strongest Salespeople from the Weakest - Harvard Business Review

    Steve Martin
    14 Apr 2015 | 11:34 am
             Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles about What Separates the Strongest Salespeople from the Weakest.           What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25 percent? I recently conducted a research project involving nearly 800 salespeople and sales leaders to better answer this question. In addition, I have had…
  • Sales Compensation Impacts Performance-New Research

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

  • IBM Watson Solution Offers Real-Time Facial Expression Data - Are We Ready

    Lori Richardson
    30 Jun 2015 | 7:45 am
    It is amazing to think of how technology is helping buyers make better decisions and also helps sellers to analyze data to also make better decisions. The idea of using facial imaging to learn what a buyer is really thinking is quite “out there” still for many of us.
  • Top Tips for New SDR BDR Rep

    Lori Richardson
    26 Jun 2015 | 7:57 am
    I was at an event last night in Cambridge and met some very new BDRs from two different technology companies. In all cases they were recent college graduates and new in their BDR or SDR sales positions. Several of them asked me what advice I have on being successful as someone new in a sales role. Here is a summary of what we talked about – once I started offering advice, a couple other veterans in selling did, and the result below is our combined ideas:
  • Learn One New Thing Each Week This Summer

    Lori Richardson
    22 Jun 2015 | 5:07 am
    Summer officially begun in North America – what will you learn over the summer months to grow your sales and build a successful territory in your sales career?
  • Be More Productive in Sales

    Lori Richardson
    19 Jun 2015 | 7:20 am
    A lot of people are talking about productivity lately – for growing sales. I’m hearing about upcoming talks, speeches, and I’ll be doing a virtual event in August around being more effective and productive. When you are organized, working a plan, you sell more. There is no denying that.
  • When You Have a Bad Sales Manager

    Lori Richardson
    15 Jun 2015 | 6:01 am
    Just like there are lots of bad sales reps, there are also bad sales managers. I speak from experience because in my sales career I had lots of awesome managers – and a few real bad ones. You end up with a bad manager one of two ways:
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    Smart Selling Tools » Blog

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

    Nancy Nardin
    28 Jun 2015 | 2:41 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Unboxed, a guided-selling solution that simplifies the decision process in complex sales. Sales ToolSkool Video Transcript: Today I’ll be talking about a mobile sales platform that helps simplify complex decision making. I’ll be talking about Unboxed. Unboxed is a new kind of sales solution that thinks outside the box. If you have a complex product line that requires consultation and guidance, you’ll want to consider “Assistant” by Unboxed. Assistant – helps your salespeople simplify the…
  • Predictive Sales Analytics: The New Normal?

    Nancy Nardin
    23 Jun 2015 | 7:02 am
    Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales. History is now repeating itself.  Developments in Analytics technology is driving genuine innovation in the form of predictive sales analytics – a move that is shifting the new normal of what the B2B sales process…
  • Nancy’s Sales App of the Week: @MyBuzzBoard

    Nancy Nardin
    21 Jun 2015 | 2:52 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BuzzBoard, a solution that streamlines the four essential elements of a sales process: discovering, engaging, closing, and onboarding. Sales ToolSkool Video Transcript: Today I’ll be talking about an all-in-one solution that makes life easier for salespeople because it helps them close more business. I’ll be talking about BuzzBoard. Question for you. What do you need in order to sell? There are really just 4 things. You need to be able to discover the right contacts to call. You need to be able to engage…
  • How to Turn CRM into a Strategic Advantage

    Nancy Nardin
    18 Jun 2015 | 6:00 am
    CRM as a strategic advantage Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research. No doubt, you developed high expectations for your implementation by the time you were ready. What were they? Were you expecting to have a great deal more insight into your sales pipeline? Were you expecting to gain a better way to judge the forecast? Were you hoping to instill more accountability across the sales organization? Most important, were your…
  • Nancy’s Sales App of the Week: @DocuSign

    Nancy Nardin
    14 Jun 2015 | 6:47 am
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles DocuSign, a Digital Transaction Management & eSignature solution. Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that speeds your sales contracts through the approval process. I’ll be talking about DocuSign. If you’re in sales you know that it’s essential to get contracts signed quickly. That’s why I like DocuSign’s Digital Transaction Management solution. DocuSign makes it easy for prospects to review and approve contracts quickly, from anywhere in the world. The…
 
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    OpenView Labs

  • 3 Questions to Ask Before Investing in Customer Success

    Nick Mehta
    30 Jun 2015 | 5:00 am
    You know your business thrives by making customers more successful. And to do that, you know you need to be proactive. Gone are the days when companies could sit back and wait for customers to come to them with problems. With the rise of subscription software-as-a-service and more options available to them than ever, it doesn’t take long for unsatisfied customers to take their business elsewhere. To stop that from happening, you’re considering investing in a customer success management solution to help your customers fully realize the value and promise of your software quicker…
  • 3 Starting Points for Developing a Customer Success Strategy

    Jonathan Crowe
    26 Jun 2015 | 10:00 am
    It may be currently all the rage,  but what are we really talking about when we talk about “customer success”? For SaaS companies that live and breath not just by acquiring new customers, but by retaining them on a month-by-month or year-by-year basis, the broad-strokes baseline seems obvious — whatever it takes to make customers satisfied enough to renew (and ideally upgrade/purchase more). Beyond that however, it’s a challenge to talk about customer success in general terms. There’s no one-size-fits-all approach to customer success any more than there’s…
  • When (Almost) Every Company Should Invest in Biz Dev

    James Cohane
    25 Jun 2015 | 11:00 am
    This is the fourth post in a series focused on the topic of “Business Development”. In my first post —Introducing the Guide to Business Development and Partnerships I provide a curated list of articles written by “experts” on the topic of Biz Dev. The first four sections of the guide are focused on the “What, Why, When, and How” with regards to Biz Dev. In my second postI examine the “What”. In my third post I examine the “Why”. In this post, I tackle the “When”. (Note that while most of the ideas in this post are applicable to all companies regardless of industry,…
  • How to Build Relationships and Gain Long-term Value from Social Media

    Oren Barzilai
    24 Jun 2015 | 6:01 am
    If you’re a fashion brand, eCommerce site or even selling enterprise solutions, social media is one of your most important marketing channels. But, getting started is often the hardest part. To make the most of your social strategy, you first need to build and maintain high quality relationships with potential customers. When it comes to relationships, focus on quality, not quantity. Anyone can go out and buy 1,000 Twitter followers for five dollars, but doing so will generate no value. But, getting buy-in from even one thought leader who shares out your content can generate significant…
  • 6 Powerful Reasons to Take Informational Interviews (Even When You’re Not Hiring)

    Carlie Smith
    23 Jun 2015 | 9:00 am
    You’ve heard this from me before, and you’ll hear it again — always be recruiting. If you want to ramp up your hiring in terms of consistency and effectiveness then you need to fill the funnel with a healthy, robust candidate pipeline. You don’t do that by being reactive. Even if you don’t currently have an open position, don’t pass up opportunities to meet talented candidates for coffee or to schedule a call. Constantly work to grow your network, and look at every interaction as a learning opportunity, not a waste of time. After all, the best candidates are almost…
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    Jill Konrath's Fresh Sales Strategies

  • Cold Calling Revisited: What if Sales is Not a Numbers Game?

    30 Jun 2015 | 11:43 am
    For years, we’ve been told that sales is a numbers game. To be successful, all you needed to do was to fill your pipeline with an endless supply of suspects. And then, a certain percentage of them would miraculously turn into prospects, and ultimately customers – if you were persistent enough.
  • Beyond the Challenger Sale (Part 2)

    25 Jun 2015 | 6:08 pm
    Here's the 2nd half of my interview with Brent Adamson, coauthor of The Challenger Sale and Managing Director for CEB's Sales and Marketing practice.  During our conversation, he shares some groundbreaking research about why decisions fall apart, and how salespeople can build consensus with the 5.4 decision makers needed to make a purchase decision. You can read it below. Or, you have these options too. Download PDF | Listen to Audio 
  • Beyond the Challenger Sale (Part 1)

    23 Jun 2015 | 3:00 pm
    Recently I had a chance to interview Brent Adamson, coauthor of "The Challenger Sale," one of my favorite books. Brent is also the Managing Director of Advisory Services for CEB's Sales and Marketing practice.  During our conversation, he shares some groundbreaking research that has totally changed the conversation about sales. He also reveals what top performers do differently from other sales reps. Check it out. This research will change how you approach prospects. You can read it below. Or, you have these options too. Download PDF | Listen to Audio 
  • Sales Grit: What Have You Got to Lose?

    18 Jun 2015 | 6:35 am
    Stepping out of your comfort zone is always tough. Your brain starts screaming at you, “Don’t do it. You might fail – or worse, make a fool of yourself.” 
  • The Stupidest Sales Advice I Ever Heard – and I Used to Agree With It [Video]

    11 Jun 2015 | 7:28 am
 
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Rebump Important Emails Until They Are Answered

    Miles Austin
    29 Jun 2015 | 11:20 am
    You send an email to a customer with an important question or request for next step. Or possibly you send your resume after hearing about the perfect next job for you. And then you wait… It happens to all of us throughout our busy week. Why have they not responded? Did they even see your email in their inbox? Even if you are using one of the helpful tools like Yesware or ToutApp, you are still left pondering the next step. This is where a tool called Rebump enters the picture. The days of important emails falling through the cracks are over. Rebump lets you customize automatic follow-up…
  • BoomBar Delivers Leads In New Ways

    Miles Austin
    10 Jun 2015 | 10:53 am
    Strong, successful social media practices recommend that you share the content from other people at least 80% of the time, sharing yours the remaining 20%.  It makes sense to share helpful information from sources with high credibility and recognition. With the release today of BoomBar, every link to a helpful post or website can include a Call to Action that you choose, adding even more value to your links. These can include links to follow you on Twitter, your LinkedIn Page,  Facebook Page  your Blog or website or even to subscribe to your newsletter. And when others share your tweets…
  • Time For Our Annual 5 Question Survey

    Miles Austin
    20 May 2015 | 8:41 am
    Every year for the past 7 years, I have sent a survey to my entire subscriber list, asking for their input on one primary question and then 4 follow-ups based on the answer to question #1. The first year I called all 37 of you directly and took your responses down in a spreadsheet. This year it will be going out to over 20,000 subscribers and I still value each response. It will be in your inbox Thursday, May 21st so keep an eye out for it. It should take only one or two minutes at most to complete. If  you are not on my subscriber list yet, subscribe today so I can get your input included…
  • Beware The Rise Of The Instant Expert

    Miles Austin
    19 May 2015 | 7:18 am
    Beware the rise of the instant expert, typically self-proclaimed. It used to be that when we listened to someone with a microphone and a video camera, we trusted what they were saying. We believed in their research, their integrity and their reputation. We were disappointed some times, but it was a rare exception. When we read something that was published in a book we attributed expertise and some deeper level of understanding on the topic. Magazines and even newspapers carried similar weight. Anyone with a smartphone can now claim they are the expert on anything and everything. Using the…
  • Pictaculous-Helpful Tool For The Graphically Challenged

    Miles Austin
    18 May 2015 | 6:32 am
    Pictaculous – An easy way to guide your designs for graphics and videos. When you first start to develop the style for your graphics or video it’s a good idea to come up with a consistent color scheme.  And much like decorating a room, you may want to create that them around one item that has several colors already in it such as a photo or logo.   I recently discovered a free tool, called Pictaculous, that I can use to create the scheme. Pictaculous uses an image you submit online and generates a variety of color palettes that are based on the colors in your image. For…
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    the funnelholic

  • Never Separate a Gorilla from his Bananas

    Craig Rosenberg
    18 Jun 2015 | 11:00 am
    Years ago I was on a sales panel with Bill Binch from Marketo with three other panelists. The moderator asked what a sales rep should do if the organization is not investing in their success (training, technology, etc).  The other panelist answers were: “They should quit” and “dust of your resume”.  That’s when Bill said: “Wait a minute, a real sales person will tear down walls to get a deal done. If the organization isn’t giving them what they need, they will figure out a way to get it.” Boom. I was recently working with a VP of Sales who…
  • Account Based Marketing: The “Now” In B2B Sales and Marketing

    Craig Rosenberg
    16 Jun 2015 | 1:04 pm
    One of the biggest trends in b2b sales and marketing is the transition from inbound marketing only (wide net) to outbound sales and marketing (tight targeting). This trend has resulted in a sharp increase in outbound sales development. Outbound sales development is working but imagine if marketing and the entire organization supported these targeted efforts. That is Account Based Marketing (ABM). Here is an opportunity to learn more. The video below is from an eCornell video panel on Account Based Marketing with myself, Jon Miller (Founder of Engagio) and Maria Pergolino (VP of Marketing…
  • The Most Important Social Selling Lesson an Inside Sales Rep Can Learn

    Craig Rosenberg
    30 Apr 2015 | 8:58 am
    Today’s guest post is from Chris Snell, Director of Inside Sales for Care.com. Social selling has to be one of my least favorite topics to read about, to hear about, or to write about.  In fact, if you go through all of the blog articles I’ve written, I don’t think you’ll find one that is about social selling. Until today. I’m not going to tell you that I’m an expert at social selling, because I’m not.  I don’t practice social selling, nor do I encourage my team of inside sales reps to (at least not the ones focused on SMB’s).  I have mixed feelings about social…
  • The Ultimate Visual Guide to Optimize Your LinkedIn Profile For Social Selling

    Craig Rosenberg
    24 Apr 2015 | 6:35 am
    Today’s Author is Emma Snider Staff Writer from Hubspot. You wouldn’t put outdated information or a picture from 20 years ago on your business card. So why do salespeople think it’s okay to allow their LinkedIn profiles (your virtual business card) to get musty? Social selling isn’t just about monitoring social conversations and engaging with prospects on social networks. Equally important to social selling success is projecting the image of an informed industry resource who can help business leaders make smart decisions. If you’re skeptical about the role of image in selling,…
  • 8 Chrome or Gmail Extensions Every Sales Rep Should Be Using

    Craig Rosenberg
    16 Apr 2015 | 3:32 pm
    This guest post was written by Max Aschulter, CEO of Sales Hacker, a worldwide media company that specializes in helping salespeople and sales organizations leverage technology to become more efficient sales machines. He recently wrote a book showcasing his unique process including over 150 tools to use, called Hacking Sales. Here it is: At the end of 2014 I wrote my bold predictions article for 2015, the key being The Year of the SDR.  But one of my predictions was Extensions Galore. With there being so many awesome new tools available for salespeople, many companies are trying to figure…
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    Bill Caskey

  • Sales Methodology? Sales Process? Sales Philosophy!

    Travis
    24 Jun 2015 | 12:19 pm
    Lots has been written, some tediously so, about Sales Process and Sales Methodology.  It will make your eyes glaze over. So in this article, I want to clarify what each of these are (in my opinion) and also share a third, more important area of growth for sales driven companies: Sales Philosophy. Just for clarity, here are my definitions: Sales Process It’s the sequence of events that characterize how a customer makes his/her way through from Awareness to Comprehension to Conviction to Action. It is usually discussed in a step-by-step way. An example: 1) Entry Point, which is how a sales…
  • Are you trading statements or making conversations?

    Travis
    3 Jun 2015 | 8:57 am
    The other night I was at a dinner party with a handful of people and noticed an interesting dynamic. There was one gentleman there who was dominating the discussion. He would never ask anybody else a question – but would always have comments and opinions on what others said. As I’ve said before these kinds of people are what I call “reporters.” They aren’t really curious about what you think or what’s going on in your life or what your goals are. They are only wanting to comment on the world. They report to us. What I noticed is that after 30 minutes, everyone else…
  • What You Can Learn About Achievement From The Stacey Dash Interview?

    Travis
    6 May 2015 | 9:18 am
    Recently, Stacey Dash (unknown to me until I saw this and researched her) was on Meredith Vieria. Personally, I don’t watch Vieria mainly because of the tact she took in this “interview.” The video is below.  Watch it, then come back and read on. I love this girl! Unafraid to speak on a hot, controversial issue, and speak her truth. I hear this all the time: “My territory isn’t large enough.” “My compensation plan isn’t fair enough.” “People don’t answer the phone like they used to.” “Prospects lie.” “I can’t get referrals anymore.” My company doesn’t…
  • The Average Of 5 People

    Travis
    4 May 2015 | 7:34 am
    On this week’s audio post, I want you to evaluate who you spend most of your time with. Are you surrounding yourself with people that you admire and look up to? The people you choose to be around are a direct reflection of who you will become. The rule is, you are the average of the 5 people you spend the most time with. The post The Average Of 5 People appeared first on Bill Caskey.
  • Selling Yourself

    Travis
    24 Apr 2015 | 11:15 am
    On this week’s audio blog, I’m going to challenge to do something different. I want you to spend some time selling yourself to yourself. Do you believe in your personal value? Do you believe in the product you are selling? If you don’t, it will come across to your prospects.   The post Selling Yourself appeared first on Bill Caskey.
 
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    Inside Sales Experts Blog

  • How TinderBox Finds Standout SDRs

    24 Jun 2015 | 5:02 am
    Our guest author today is Phil Keene, Manager of Sales Development at TinderBox. He joins us for the latest installment of the Sales Development Practioner Series. People are undoubtedly the most valuable asset of any organization. As more and more companies are investing in sales development groups, they're realizing that finding high quality Sales Development Reps (SDRs) is not easy. Here are 3 big takeaways that will help you find your next standout SDR. 1. Always be looking To find the best candidates, don’t stop interviewing - even when there isn’t a hiring class or open req.
  • Should You Replace Your SDRs with Automation?

    21 May 2015 | 5:44 am
    One of the best parts of my job is talking to entrepreneurs in the sales technology space. The other day, I took a call from a stealth-mode founder with a bold vision. Here’s his pitch: If you’re generating inbound leads and are focused on setting introductory meetings/demos for sales reps, technology can replace your entire SDR team. Provocative, right? He argued that for many inbound SDR organizations, all they do is push the meeting. They send email after email and answer every question a prospects asks with “you’ll find that out if you take the meeting.” In a way, I agree with…
  • The Real Difference Between a Director and Inside Sales Manager

    15 Apr 2015 | 5:02 am
    I don’t think anyone would argue that the quality of the executive who leads your Inside Sales team makes or breaks its success. A few times a month, companies will reach out to me looking for a “rockstar” Inside Sales Manager. I’ll ask a few questions about what the person will need to accomplish and, quite often, suggest they set their sights on a Director-level candidate.  Better to spend more in compensation than to hire someone who lacks the skills to get the job done. There is a real difference in aptitude and attitude between the two. Here’s my take: Inside Sales…
  • Inside Sales Comp Calculator: Base Salary & OTE

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

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

  • Locksmiths During Emergencies: How They Can Help

    John McKartey
    29 Jun 2015 | 4:56 pm
    Emergencies come up and sometimes you have lost the keys to something and you can’t find the spare, but that is where a locksmith comes in. Make sure to call them up and see if they are available to come and help you out with your issues. There are plenty of locksmiths in every town, so make sure to compare the rates to ensure that you are getting the best ones and that you are also getting the best deal. However, be aware that for the emergency cases it might cost you more, but it might be worth it. What constitutes as an emergency? There are plenty of things that would constitute an…
  • The Many Benefits of Adding Glass Screen to Your Shower Area

    John McKartey
    28 Jun 2015 | 7:45 pm
      Modern bathrooms are accessorized for an enhanced look and shower screens are one that most home owners invest in. Shower screens also help to maintain the bathroom as wet and dry area. As the shower area is prone to dirt, it is important to pick a screen that is easy to maintain and adds value to your money invested. Glass is the most preferred choice as it offers a bundle of benefits. The following are some of the most important benefits of making use of the glass shower screens. 4 major reasons of the popularity of shower screens made of glass They have enhanced look Glass…
  • Steps For Cleaning Your Expensive Carpet

    John McKartey
    18 Jun 2015 | 6:51 pm
    Carpet cleaning ways will be the perfect option, if you need to freshen up your carpet but do not have plenty of your effort to deal with it yourself. There are a lot of company that offer their best solutions for you. Absolutely, they will come with different clearing costs and solutions, as well. Further, it will be better for you to get an efficient support, but still in cost-effective price. You will find and figure out the best support in cost by following these several actions and it is not impossible. With fair research you can get an affordable carpet cleaning solution and method.
  • The Evolution of Shades – From Their Older Days to the Modern Times

    John McKartey
    10 Jun 2015 | 9:31 pm
      If you go through the history, you will find the shopkeepers used to roll out a shading canopy in the beginning of the day or a big family used to gather under a single canopy in the summer afternoon after their day’s work was over. These were the common pictures in the urban and residential areas found in the old history of America. Not only were these functional roles played by these shades, they were the visual proof of the streetscapes too. In fact the old lanes were more colorful with the shades than the roads of today. These roads seem to be colorless and…
  • Organize Your Events Properly To Catch The Attention

    John McKartey
    3 Jun 2015 | 11:40 pm
    These days, web application are playing very important role in organizing your events. To manage your events in effective, you can take the help of management software. It can help in the business of event planning, advertising, arranging and marketing. Help to establish a good bonding Event management in Melbourne is the process to do all the planning regarding any kind of event like expositions, sport competitions, conferences, festivals, cultural celebrations and various special events. The management involves analysis of brands, helps businessman to target their audience. Sometimes,…
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    The Sales Leader

  • Developing A Sales Team Culture

    Colleen Francis
    1 Jul 2015 | 6:00 am
    Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of top performers may be the way to go.
  • What You And a World Class Powerlifter Have in Common

    Colleen Francis
    30 Jun 2015 | 9:25 am
    Engage Selling is a proud sponsor of Leon Brown, world champion powerlifter. He stopped by for a visit last week, to show us his medals, talk about the world records he recently set and to share his experiences at the world championship in Helsinki earlier this month. Here is what I learned from him that is also […]
  • Sales Tip: Successfully Attracting Millennials

    Colleen Francis
    26 Jun 2015 | 8:55 am
    Are you doing enough to attract and retain top talent from the millennial generation? Get your copy of Nonstop Sales Boom and learn how to motivate your employees, regardless of their generation!
  • Please Don’t Do This!

    Colleen Francis
    26 Jun 2015 | 8:00 am
    It still happens…a lot. You know, that never ending list of “amazing” features that some salespeople still feel the need to waste their buyers’ time with? Overselling is an extremely risky and dangerous approach. It might initially seem like a great idea to list off any and every feature your product may offer, but doing so […]
  • Are You Having the Wrong Conversations?

    Colleen Francis
    25 Jun 2015 | 8:00 am
    When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, and at times have a lengthy speech rehearsed. While preparation is never a bad thing, […]
 
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    Marketo Marketing Blog

  • What We Can Learn from the Epic Fail That Was the Fifty Shades of Grey Twitter Chat

    Sesame Mish
    1 Jul 2015 | 5:30 am
    Author: Sesame MishCan you say #awkward?! On Monday, author E.L. James hosted a Q&A on the social media channel Twitter as a way to engage diehard followers of the widely popular Fifty Shades of Grey story and pique their interest in the most recent book to be published in the series, Grey. Yikes! Where It All Went Kaput Sounds tame enough, right? Wrong! During the Twitter chat, James and her team assumed that fans would ask the famed author questions about the intricacies of her writing and what inspires her stories, among other topics. But these “other topics” took on a whole new…
  • The Secret Life of a Social Media Manager

    Shanna Cook
    30 Jun 2015 | 5:30 am
    Author: Shanna CookHave you “liked” all of your Social Media Manager’s posts today? If you haven’t, then you should. Why? Because today is officially Social Media Day! June 30, 2015 marks the 6th annual global celebration of social media’s impact on global communications and the contributions that social has made to our lives. We all know how social looks on the outside—hashtags, sponsored Facebook ads, viral videos, and selfies on selfies. But what do Social Media Managers really do all day? Hint: we do a lot more than just getting paid to tweet (yes, I get that…
  • Why Video Is Crucial to Your Marketing Automation Strategy

    Kimbe MacMaster
    29 Jun 2015 | 5:30 am
    Author: Kimbe MacMasterVideo is on the rise. In fact, video will account for nearly 80% of all internet traffic by 2018, according to Cisco. But it’s not just consumption patterns that are on the up and up. Video is also driving some serious business results. Just consider these high-performing video stats: Emails with videos see 2-3x higher click-through rates Landing pages with videos drive 80% more conversions Leads who watch videos as part of their journey to close cost an average of 20% less The days of video as solely a top-of-funnel, dare we say “fluffy” asset, have passed. With…
  • Summer Is Here—Bring on the Interns!

    Stacey Thornberry
    26 Jun 2015 | 5:30 am
    Author: Stacey ThornberryThey’re eager to learn, they’re discovering their career path, and they’re ready to help YOU. Yes, they’re interns! Whether just out of their freshman year or exploring the “real-world” post-university, your interns are looking to you for guidance as they navigate the marketing landscape. Here are some helpful tips on how to engage your interns for maximum growth and effectiveness, and most importantly, how you can help them learn. As We Know, It’s All about Engagement Your team has been provided an intern for the summer. Awesome! Now what? As a…
  • [Video] 3 Types of Mobile Messages Marketers Must Know

    Ellen Gomes
    25 Jun 2015 | 5:30 am
    Author: Ellen GomesI think you’ve probably heard the buzz…mobile marketing is HOT, and that’s true, but instead of convincing you why mobile is important (it is), I want to take a look at how marketers are communicating to their customers via mobile devices. Marketers communicate with their audiences via mobile on virtually every channel and that’s because people spend tons of time on their mobile phones. In fact, according to the Marketo Mobile Benchmark Survey, 72% of people spend two or more hours a day on their mobile devices. You need to consider creating a…
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    The Sales Blog

  • Why Your Sales Force Isn’t Working

    S. Anthony Iannarino
    30 Jun 2015 | 8:06 pm
    These are some of the reasons your sales force isn’t working. Most people who work from home don’t “work” from home. More and more salespeople no longer commute to an office to work. But that doesn’t mean they are “working” from home. It just means that they’re home. There are people who are disciplined enough to work from home, but they are the minority. Most people don’t do as much as work as they could—or should—when they are working from home. It’s easier for most people to buckle down when they are in an office environment, and when there are other people…
  • Your Sales Metrics Are Imperfect

    S. Anthony Iannarino
    29 Jun 2015 | 7:10 pm
    The numbers of calls you make is an imperfect measurement. It tells you what kind of effort you made today. And it might give you some indication of how effective you might be on the telephone. But it doesn’t tell you much more than that. Counting up the number of meetings you had today—or last week—is another imperfect metric. It gives you some information about how much time you spent with clients or prospects. But it doesn’t give you any indication as to the quality of those interactions or real commitments gained. Adding up the revenue for all of the new opportunities you’ve…
  • Absolutely Avoiding Absolutes

    S. Anthony Iannarino
    28 Jun 2015 | 7:32 pm
    I just spoke with a person to whom someone recommended a book that suggested that the readers should never again prospect. The person who wrote the book worked for a company with billions in revenue. That revenue figure exceeded the revenue of the person I was speaking with’s company by the difference of those billions and around $20 million. But the advice was delivered as if it was an absolute truth. Fundamental Truths and Iron Laws Selling is a complex human interaction. Like all human interactions, there are some fundamental truths that seem to be absolute. For example, being…
  • The Hustler’s Playbook: How Hustlers Grow

    S. Anthony Iannarino
    27 Jun 2015 | 7:15 pm
    The first version of the Hustler, let’s call it V1, is crude and unsophisticated. The hustler lacks the knowledge, the experience, and the money they need. But all of what is missing is more than offset by their belief in their ability to create value and their willingness to take action. The V1 Hustler is a crude instrument. They’re a meat cleaver, not a scalpel. They’re all hustle, all the time. Like the proverbial bull in the china shop, they make a lot of messes. But they also produce results. Some hustlers get stuck and never evolve to a higher level. They don’t refine what…
  • Disciplines and Goals

    S. Anthony Iannarino
    26 Jun 2015 | 6:00 pm
    Last week’s newsletter filled up my inbox. I had written about goals and what I call “discipline lists.” But of the dozens of emails I received, there were only two questions asked over and over again. Those questions were, “What is on your discipline lists,” and “What is the difference between a discipline and goal? The concept is pretty straightforward, and the difference between a goal and a discipline is simple to understand (even though the intentions and results can be very different). Goals Can Be Completed I am editing my first book now. Publishing a book is a goal. Once…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Rebump Important Emails Until They Are Answered

    Miles Austin
    29 Jun 2015 | 11:20 am
    You send an email to a customer with an important question or request for next step. Or possibly you send your resume after hearing about the perfect next job for you. And then you wait… It happens to all of us throughout our busy week. Why have they not responded? Did they even see your email in their inbox? Even if you are using one of the helpful tools like Yesware or ToutApp, you are still left pondering the next step. This is where a tool called Rebump enters the picture. The days of important emails falling through the cracks are over. Rebump lets you customize automatic follow-up…
  • BoomBar Delivers Leads In New Ways

    Miles Austin
    10 Jun 2015 | 10:53 am
    Strong, successful social media practices recommend that you share the content from other people at least 80% of the time, sharing yours the remaining 20%.  It makes sense to share helpful information from sources with high credibility and recognition. With the release today of BoomBar, every link to a helpful post or website can include a Call to Action that you choose, adding even more value to your links. These can include links to follow you on Twitter, your LinkedIn Page,  Facebook Page  your Blog or website or even to subscribe to your newsletter. And when others share your tweets…
  • Time For Our Annual 5 Question Survey

    Miles Austin
    20 May 2015 | 8:41 am
    Every year for the past 7 years, I have sent a survey to my entire subscriber list, asking for their input on one primary question and then 4 follow-ups based on the answer to question #1. The first year I called all 37 of you directly and took your responses down in a spreadsheet. This year it will be going out to over 20,000 subscribers and I still value each response. It will be in your inbox Thursday, May 21st so keep an eye out for it. It should take only one or two minutes at most to complete. If  you are not on my subscriber list yet, subscribe today so I can get your input included…
  • Beware The Rise Of The Instant Expert

    Miles Austin
    19 May 2015 | 7:18 am
    Beware the rise of the instant expert, typically self-proclaimed. It used to be that when we listened to someone with a microphone and a video camera, we trusted what they were saying. We believed in their research, their integrity and their reputation. We were disappointed some times, but it was a rare exception. When we read something that was published in a book we attributed expertise and some deeper level of understanding on the topic. Magazines and even newspapers carried similar weight. Anyone with a smartphone can now claim they are the expert on anything and everything. Using the…
  • Pictaculous-Helpful Tool For The Graphically Challenged

    Miles Austin
    18 May 2015 | 6:32 am
    Pictaculous – An easy way to guide your designs for graphics and videos. When you first start to develop the style for your graphics or video it’s a good idea to come up with a consistent color scheme.  And much like decorating a room, you may want to create that them around one item that has several colors already in it such as a photo or logo.   I recently discovered a free tool, called Pictaculous, that I can use to create the scheme. Pictaculous uses an image you submit online and generates a variety of color palettes that are based on the colors in your image. For…
 
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    Social Media Podcast for Social Business by Shane Gibson Speaker and Author

  • #SocialSelling at The Sky Hangar with The Andrew Westlund Group

    Shane Gibson
    9 Jun 2015 | 3:44 pm
    Thank-you to the Andrew Westlund Group for inviting me out to The Hangar today to address your group of companies for your monthly meeting. Social Media and sales were once thought of as separate disciplines yet today they are inseparable tools for business. Here are some quick links for you: The 2014 Sales Quota Attainment Study by A Sales Guy Inc. and Kitedesk Nimble CRM The Rules of Engagement InfoGraphic Following is my PowerPoint Posted on SlideShare:
  • The 9 Immutable Rules of Engagement in #SocialSelling [with INFOGRAPHIC]

    Shane Gibson
    11 May 2015 | 3:03 pm
    After working with sales people, social media marketers, community managers, entrepreneurs, charities and many other professionals on five continents I have had the opportunity to see the Rules of Engagement implemented (and ignored) in almost every environment. Stephen Jagger and I sat down and penned these rules in 2008 when we were writing Sociable! – the tools have since evolved but the rules are even more relevant today then they were back then. We started with 7 rules and recently I added two more which I will share with you today. Before reading the rules I’d like to bring a couple…
  • The Single Biggest Mistake Salespeople Make in Social Media #SalesTribe

    Shane Gibson
    30 Apr 2015 | 10:51 am
    Last week I hosted a #SalesTribe twitter chat with 30 sales thought leaders and authors. Social selling and social media use by salespeople is a hot topic. Many people who use Twitter and Facebook shun their use for sales, a lot of this can be attributed to poor practices and lack of skill on the behalf of motivated yet often tactless salespeople. I asked the experts what they think the single biggest mistake is that sales people make using social media and here’s what they said: [View the story “The single biggest mistake made by salespeople using social media?
  • What does the sales manager of the future look like? #SalesTribe

    Shane Gibson
    23 Apr 2015 | 10:21 am
      Sales management and sales leadership in the near future will look very different from the way it looks today. Every day there’s a new gadget, widget, crm and sales guru touting groundbreaking methodologies. The question is what skills does the sales manager and sales leader of the future really need? I asked this question of 30 sales authors and sales thought leaders during our #SalesTribe twitter chat and here’s what they had to say: [<a href=”//storify.com/shanegibson/what-new-skill-sets-will-future-sales-managers-and” target=”_blank”>View…
  • The Future of Selling #SalesTribe #TwitterChat Top Tweets

    Shane Gibson
    22 Apr 2015 | 8:10 am
    What happens when 30+ sales thought leaders and sales authors get together to talk about the future of selling on Twitter? 1100+ Tweets, 129 engaged participants and a ton of sales wisdom and insights to share. With 1100 tweets it got a little challenging to follow the conversation but I managed to pull some of the great answers from the tribe. By no means is this totally inclusive, you’re going to have to search #salestribe on Twitter to see the whole conversation, but here are the highlights: Also here’s some quick high-level stats on the size and reach of the chat. Stay tuned…
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    Get Clients: How to Attract and Win More Professional Service Clients

  • 5 Shock And Awe Marketing Techniques To Get More Clients

    Ian
    29 Jun 2015 | 6:16 pm
    “Shock and Awe Marketing” is an approach to making a huge impact on a small number of high potential clients. It works on the principle that in a competitive market you’re much better off making a huge impact on one prospect than spreading your efforts across 10 and having a minor impact with each one. I find this is especially true for small and solo businesses. We may not have the resources to challenge big competitors on all fronts. But by focusing our efforts on making a big splash with a small number of potential clients we can come out on top easily enough times to…
  • How To Get Recommended On Social Media

    Ian
    22 Jun 2015 | 5:12 pm
    Have you noticed that these days, when people ask for recommendations for someone to help them with something, that instead of asking their face-to-face contacts, colleagues and friends, they ask on social media? Not random requests on Twitter or their Facebook profile. But in groups on Linkedin and Facebook or other forums. Places where they’re connected with people online who they believe will be able to come up with good recommendations. In recent weeks I’ve seen requests for recommendations for website developers, tax experts, virtual assistants, specialist lawyers and…
  • [Podcast] How To Scale A Professional Service Business With Mitch Russo

    Ian
    16 Jun 2015 | 4:24 pm
    In this podcast I cover a new topic for me: growing a business beyond yourself. My guest is Mitch Russo, someone who’s built a bunch of businesses in his time: from founding Timeslips which grew to be the world’s largest time tracking software company, to being the COO of Sage in the US, to being president of Business Breakthroughs International, a company he founded with long-time friend Chet Holmes and Tony Robbins. These days he works with coaches to help them scale their coaching business. But the lessons he shares are equally applicable to any professional service business.
  • 3 Simple Steps For A Brilliant Client Onboarding Process

    Ian
    15 Jun 2015 | 1:55 pm
    This week’s 5 Minute Marketing Tip is about “client onboarding”: the critical first communications and interactions with new clients, customers or email subscribers that set the tone and expectation for your relationship with them. In the video I share 3 simple steps for every onboarding process that will get your relationship off on the right foot so that you turn more email subscribers into buyers, get more enthusiastic clients, retain them longer, and get more referrals. This is something you can implement with just a little bit of thought, preparation and attention to…
  • 3 Powerful Emails You MUST Have In Your Toolkit

    Ian
    8 Jun 2015 | 5:15 pm
    In this week’s 5 Minute Marketing Tip I share 3 of the most powerful emails you can use either in an email marketing program or as one-off emails. If you haven’t already downloaded the template and guidebook to the 21 Word Email I mention you can do so below the video. Get The 21 Word Email Template and Guidebook If you haven’t already got it you can get a copy of my “21 Word Email That Can Get You More Clients” template and guidebook here.. Get Free Instant Access » Video Transcript Hi, it’s Ian here. Welcome to another five minute marketing tip. In…
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    Jonathan Farrington

  • The Golden Egg(s) Nestling in Your Basket

    Jonathan Farrington
    30 Jun 2015 | 4:58 am
    From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact in some companies, they are brainwashed into believing that “all business is good business.” And of course, we/they do not challenge this fallacy, simply because we/they don’t know any better. We/they are on the […]
  • What Makes a Successful Sales Team?

    Jonathan Farrington
    22 Jun 2015 | 11:19 pm
    An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother? A mission statement communicates the essence of […]
  • The Importance of Building a Shared Mental Model

    Jonathan Farrington
    15 Jun 2015 | 8:08 am
    One of the most important responsibilities of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the leader will have created a sales team with a shared mental model. This transforms an ordinary […]
  • What or Who Are “People Developers?”

    Jonathan Farrington
    8 Jun 2015 | 9:45 am
    Motivating is that leadership skill of developing other people to do a better job. Within every business, there are recognized criteria for people development. What are those criteria for developing others (let’s call them “People Developers”)? Achievement Recognition Participation Growth These four factors are inter-related and overlap. One factor may be more important to one […]
  • Don’t Ever Lose Your Uniqueness

    Jonathan Farrington
    1 Jun 2015 | 10:01 pm
    I was recently asked that if I believed that all customers and clients – and presumably prospects – are unique, would I agree that all front-line sales professionals are unique? Both the short answer and the long answer to that question is an unequivocal YES, most certainly they (we) are. This is precisely why I […]
 
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    Inside Sales Thought Leadership Blog

  • The Problem with No-Po’s? They’re Too NICE.

    Josiane Feigon
    11 Jun 2015 | 1:45 pm
    My dad is one of those guys that doesn’t believe in waiting in lines, letting others finish their sentence, or allowing time to pass on a decision. Most times he infuriates me with his insensitivity, and often he mortifies me with embarrassment. He is the classic alpha male in any situation — everyone gravitates to him, and somehow things happen when Sidney comes around. Some would think he is a jerk (not me, Dad!) — but that’s a good thing. According to the article Why It Pays to Be a Jerk, new research shows that jerks are moving up the food chain faster these days.
  • Should you stay or should you go?

    Josiane Feigon
    9 Jun 2015 | 1:42 pm
    Sitting in uncertainty is one of the toughest places to hang: suspended in mid-air without, wondering if you should take the plunge. Some friends, family, and mentors shout “Stay!” and others counsel “Let go!” anything to drop down into. Meanwhile, you just want to stay in balance. And as a Libra, my personal scales are in a constant state of re-balancing. (Mark Zuckerberg gets it: he wears a grey t-shirt every day just to avoid making daily clothing decisions!) Recently, I was faced with a big decision, and had to dig deep to hear my wise inner voice. So I did what…
  • If eCommerce kills b2b sales jobs, what will replace them?

    Josiane Feigon
    5 Jun 2015 | 1:35 pm
    A recent Forester prediction claims that by 2020 1 million b2b salespeople will lose their jobs because of the self-service eCommerce economy. This has started a wave of posts claiming that the “average” b2b sales rep is quickly going extinct. I agree with John Barrows, who says that being average is a death sentence for salespeople. We already know that many field teams are being replaced by inside sales teams, and that customer service groups are being replaced by automated attendants. The Top Jobs in 10 Years Might Not Be What You Expect as today’s hot jobs today turn…
  • Watch the Wrong People Slip Through the Cracks in today’s Sales Technoverse

    Josiane Feigon
    2 Jun 2015 | 12:45 pm
    Many sales organizations today seem to buy into the tagline of the movie Field of Dreams: If we build it, they will come. If we point a variety of specialized teams at customers, and give them the best and newest social, marketing, and data tools, customers will come flocking to us. It’s easy to see how they got to this point because on the face of it, it looks like a great setup. Today’s do it now sales culture is powered by energy drinks and technology: workdays are infinite, needs change on a dime, and independence and flexibility are at a premium. The raw energy of a fresh crew of…
  • 3 Simple Ways to Disconnect and Digitally Detox

    Josiane Feigon
    1 Jun 2015 | 1:29 pm
    When a salesperson is looking to get hired, the first thing that happens is they get googled by prospective employers and then examined on all the social networks. Today’s digital salespeople cannot survive without creating and nurturing their brand: while you are looking for work you have to strengthen it, and while you are employed you have to grow it. You must be very strong at swimming through the social media waters, investing quality time on LinkedIn, Twitter, Facebook, Google+, Instagram, YouTube, and Slideshare if you want to survive in sales. It’s really like having a…
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    EyesOnSales.com

  • What can you do to get better? Follow the masters.

    editor@eyesonsales.com
    8 Jun 2015 | 10:00 am
    I began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. The book was based on the fact that each one of these master salespeople had one extremely powerful overriding principle or philosophy upon which his or her success was based. Not that it was their “only,” but rather were the words they stood for. For example: When you think of Martin Luther King – you think of “I Have A Dream.” He stood for…
  • Six New Ways to Handle: “I need to talk to my boss/partner/corporate” etc

    editor@eyesonsales.com
    3 Jun 2015 | 10:30 am
    The stall, “I need to speak with someone” is as old as “The price is too high” objection.  Despite it being around before all sales reps working today were born, most still have trouble overcoming it.  You’d think that with all the good rebuttals and techniques that have been written for it they might have figured it out, but, alas, most reps still struggle with it.  To help you finally and definitively deal with it, I present you five new, improved and proven ways of handling this stall.  Now, let me make something clear: these techniques…
  • Who is the real decision maker? Find out or lose the sale.

    editor@eyesonsales.com
    26 May 2015 | 11:00 am
    The prospect tells you, “I only need one more approval and the order is yours.”   For joy, for joy -- the order is mine! --- Eh, eh, eh  -- don’t celebrate too soon. The one last person needed to approve, is the real decision maker. The boss. The guy you were supposed to be talking to in the first place. The one person who can say “no,” and there’s no possibility of reversing it. Rut-row. Throw some water on yourself, pal. This sale hangs by a thread -- and what are you doing about it? Going home and bragging “it’s in the bag,”…
  • Ten New Ways to Handle the Objection: “The Price is Too High”

    editor@eyesonsales.com
    25 May 2015 | 10:00 am
    The price is too high is an objection that is as old has humanity itself.  If you think hard enough, I’m sure you can see the ancient Egyptians walking around an outdoor marketplace haggling with sellers using this very objection.  And if you think even harder, you can probably envision weak sellers dropping their prices to make a sale.  Things haven’t changed much in four thousand years, have they? The good news is that today there are a variety of proven ways to handle this age old objection.  The most obvious way is to see it for it often is: a smokescreen…
  • Prospecting Sales Tips: When’s the Best Time to Prospect?

    editor@eyesonsales.com
    22 May 2015 | 10:00 am
    Sales Question: "I’m responsible for generating my own leads. When’s the best time of the day to prospect and make new sales calls?" SalesBuzz Answer: By Michael Pedone Prospecting and making sales calls are two separate activities. Most sales people make the mistake of viewing them as one activity by searching for a lead, find a lead, call the lead, repeat process. This is very ineffective for several reasons but namely because you will almost never get your prospect on the phone during the first attempt. Which means the majority of your day will be filled with…
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    The Accidental Negotiator

  • How To Take Control Of A Negotiation

    drjim
    26 Jun 2015 | 2:00 am
    If you are in control of a negotiation, then you’ll get the deal that you want Image Credit: Faramarz Hashemi I’m sure that you’ve been involved in a negotiation in the past in which after you made it though all of the negotiation styles and negotiating techniques that were being used, the thought of “who’s actually in control of this negotiation” ran through your head at some point in time. I know that this has happened to me many times. What you’d really like the answer to that question to be is “you!” Now we need to determine how you…
  • What Should A Negotiator Do AFTER The Negotiation Is Over?

    drjim
    19 Jun 2015 | 2:00 am
    Just getting to the end of a negotiation is only the startImage Credit: Daniel Mitchell Yea! The negotiation is over and done with (or at least this meeting that is a part of the negotiations is done with) and the negotiation styles and negotiating techniques have all been put away. Now you can go home, put your feet up, and relax until the next meeting. Hold on – it turns out that things really don’t work that way. Reaching the end in a negotiation is when the work really starts. Do you know what you need to be doing now? What Was Achieved? The most important thing to realize is that…
  • The Secret To Preparing For A Negotiation: POST

    drjim
    12 Jun 2015 | 2:00 am
    No! Not that kind of POST…Image Credit: Peter B. In order to be successful in your next negotiation, you are going to have to show up ready to do battle with the other side. The big question that most of us face when we are preparing for a negotiation is just exactly what should we be doing in order to get ready? I mean, there’s a lot that we could be doing, but are we forgetting anything? It turns out that there is a simple way to remember what you need to be doing and it uses the acronym POST… Use POST To Get Ready For Your Next Negotiation In order for both you and the other…
  • Every Negotiation Needs A Scorecard

    drjim
    5 Jun 2015 | 2:00 am
    A scorecard can be used to keep track of how a negotiation is goingImage Credit: David I can only speak for myself, but when I’m involved in a detailed negotiation, things can get pretty confusing very quickly with all of the different negotiation styles and negotiating techniques that are being used. There are a lot of different issues that need to be resolved as a part of reaching an agreement with the other side of the table and the more people who are participating in the negotiation, the more complicated things can get. The best way that I’ve discovered for dealing with…
  • In Negotiating, It’s Really All About The Details…

    drjim
    22 May 2015 | 2:00 am
    You need to keep track of all of the details during a negotiationImage Credit: mahjqa Let’s face it, negotiating can be a very tricky thing to do well what with all of the different negotiation styles and negotiating techniques that are used. There are a lot of different reasons why negotiating can be hard to do, but one of the biggest is that there are just so many different things that you have to keep track of. The really good negotiators have found a way to do this, perhaps we should start doing what they do…? Use A Deal Book To Keep Track Of The Details The deal that you want to…
 
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    Paul Castain's Sales Playbook

  • How Sales Professionals Are Limiting Their Results

    Paul Castain
    30 Jun 2015 | 4:06 am
    Everyone has their preferred venue of communication and yet, many of you, continue to cling to the phone and email without embracing additional forms of outreach. Some of you continue to cling to the phone and email because it’s what YOU prefer. Your prospect doesn’t care what YOU prefer! Some of you continue to cling […]
  • A Quick Tip To Start The Week STRONG!

    Paul Castain
    28 Jun 2015 | 1:49 pm
    This week, I’m going to offer something really cool (and FREE) and it’s so cool that I’ve only ever offered something like this one other time . . . And I’ve been blogging since 2008! I’m hoping you’ll give this week’s quick tip a listen and then take FULL advantage of the FREEBIE I have […]
  • Free Webinar From Paul Castain

    Paul Castain
    23 Jun 2015 | 10:33 am
    There’s one question that I get from my readers at least 3-5 times each week and it goes something like this; Paul, between hunting business, servicing accounts, trying to grow the business, administrative stuff and travel, I really don’t have the time to go on LinkedIn,Twitter etc. I know I should be showing up in […]
  • One Way To Generate Additional Leads!

    Paul Castain
    22 Jun 2015 | 7:46 am
      There are now approximately 2.8 billion social networking accounts worldwide and that number will grow to over 4.3 billion within the next few years. There are over 250 million blogs worldwide as of 2014 and . . . There are over 100 hours of video being uploaded to YouTube every SECOND! Talk about useless […]
  • A Quick Tip To Start The Week STRONG!

    Paul Castain
    21 Jun 2015 | 11:13 am
    In this week’s Quick Tip I play a little guitar for your listening pleasure to illustrate two points; 1) Why I can never quit my day job 2) A really important lesson I want you to own I double dog dare ya to give it a listen and I triple dog dare ya to follow […]
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    SALESPRACTICE.COM

  • Source/Particulars of a Specific Sales Statistic

    26 Jun 2015 | 12:44 am
    Hello, can someone help me locate the source of a popular sales statistic? Thank you. I am looking for the [...] http://www.salespractice.com/forums/t-11610.html
  • Drop in or D2D

    20 Jun 2015 | 9:24 pm
    So I have found out the hard way that getting to individuals I need to is a pain. I have also found that (if you read [...] http://www.salespractice.com/forums/t-10782.html
  • competition.This is a three part question.

    17 Jun 2015 | 3:46 am
    When do you bring up your competition with a client? How do you bring up your competition? Why would you bring up [...] http://www.salespractice.com/forums/t-9992.html
  • Selling to Consumers (B2C)

    13 Jun 2015 | 1:01 am
    Do you believe the principles of selling are the same for selling to consumers (B2C) and business to business (B2B)? [...] http://www.salespractice.com/forums/t-9816.html
  • Receptivity: Get it? Got it. Good!

    6 Jun 2015 | 2:41 pm
    When necessary in prospecting or selling how do you put your prospects into a receptive state of mind? [...] http://www.salespractice.com/forums/t-10578.html
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    Your Sales Management Guru

  • Trade Shows Can Work!-new idea!

    kenthoreson
    22 Jun 2015 | 7:21 am
    Trade Shows Can Work-new idea! NOTE: Several weeks ago I wrote a blog on “Why Trade Shows Don’t Work”, shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  The blog below is Todd’s.  I hope you enjoy!  Ken I see the same thing at every trade show: hundreds, if not thousands, of company personnel standing around, wearing their logo shirts and nodding politely to passersby, or worse, staring at their phone. Shame. They are…
  • Structure vs Creativity & Flexibilty

    kenthoreson
    15 Jun 2015 | 9:19 am
    Structure vs Creativity and Flexibility Recently I wrote a popular blog that was picked up by a variety of other publications/web site: Sales Management: The Need for Creativity,  it covered why sales managers must develop their levels of creativity to solve the multitude of problems they face and the need to assist their  salespeople in developing better sales strategies.  In the blog I also laid out the 10 actions one can take to improve their personal creativity.  In other blogs I have also discussed the need for a variety of formal structured systems that are reviewed and executed on…
  • Know When to Say When

    kenthoreson
    9 Jun 2015 | 6:40 am
    Salespeople: Know When to Say When  Ken: Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies   There are many skills a salesperson needs to perfect to become a legendary seller.  But pushing hard for a sale, no matter the circumstances, isn’t one of them.  Sometimes it’s best to know when to say when. Here are three ways you can show restraint, and still get ahead. Bite your tongue and stop selling If you have done your research and talked through solutions with your customer, then you should have a pretty good plan hammered…
  • Trade Shows Don’t Work

    kenthoreson
    1 Jun 2015 | 6:09 am
      Trade Shows Don’t Work I have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show. Last week while working with a client we discussed this topic in great detail and when I reviewed our Trade Show Planning tools from our Sales Management Tool Kit they were amazed at what they were not doing in planning and executing at their events.  I speak at many trade shows/conferences,…
  • Are You the Maestro of Your Sales Team?

    kenthoreson
    18 May 2015 | 10:34 am
    Are You the Maestro of Your Sales Team? This was a musical weekend.  Friday evening we went to the Knoxville Symphony, it was the final program by Lucas Richman who has lead the symphony for the past 12 years and Sunday was Music Sunday at our church, with Bell Choirs, guest musicians, the adult and children’s choir and many ensembles it was a festival morning. In both situations there was no doubt as to who was in charge and who knew the details-the Maestro/conductors. As I listened and felt the music I was intrigued as how two lead their teams; they anticipated the next movement or group…
 
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Increase e-Commerce Conversion Rates with Extended Validation SSL Certificates

    30 Jun 2015 | 12:00 am
    Download our free white paper - “Increase Conversion Rates with Extended Validation Certificates” and learn how deploying an EV certificate on your e-Commerce website can protect against threats, while showing your customers that they can transact with confidence, helping increase your sites conversion rates.Request Free!
  • Raise Your Google Rankings with GeoTrust

    30 Jun 2015 | 12:00 am
    Google's popularity is due to its commitment to delivering the best possible user experience – and that means a secure experience. Google now boosts a site's SEO ranking if it secures the entire user session with Always On SSL. As SEO helps a site to be found, a higher ranking means more traffic. This white paper explores how you can improve your ranking and be found by more customers.Request Free!
  • The rise of self-service - insights from O2, Three UK & Kyivstar

    30 Jun 2015 | 12:00 am
    Do you want to reduce costs, increase efficiencies and enhance customer satisfaction?These are just some of the advantages of having an efficient self-service strategy in place.Did you know that Gartner predicts that by 2020 customers will manage 85% of the relationship with businesses without even interacting with a human? So to remain competitive tomorrow, it’s imperative that you embrace these new self-serve strategies today!To help you with this challenge, Telecoms IQ have spoken with industry leaders including O2, Kyivstar and Three UK to find out how they have improved their…
  • Salesforce.com's CTO on Using a Cloud Platform

    29 Jun 2015 | 10:50 am
    In this on-demand webinar, Salesforce CTO and VP of Architecture Brett Colbert covers how companies can build and manage apps on a cloud platform. We will cover best practices on the topic and how salesforce.com uses their own technology.Request Free!
  • Digital Transaction Management: Elevating Compliance Strategy to Business Advantage

    29 Jun 2015 | 12:00 am
    Ensuring that transactions involving sensitive documents and data comply with all internal compliance requirements and relevant regulations is not a nice-to-have; it's a need-to-have. One misstep can cost a company millions — or put it out of business. Yet compliance itself can be a cumbersome and expensive process. Chief Compliance Officers who want to justify their salaries and their seat in the C-suite must find a way to make compliance simpler, more streamlined, and more cost-effective without compromising their ability to meet or exceed global security and regulatory standards.Request…
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    Salesjournal

  • The Key to Social Selling is Social, Not Selling

    caitlinhoward
    25 Jun 2015 | 8:31 am
    By Hillary Byers (Convince&Convert) Many salespeople are familiar with the term ‘Social Selling’ but few are able to execute it correctly. Instead of thinking sell first, social second, it needs to be the other way around. Keep reading to learn how to connect social and selling in order to have the most success possible. The Key […]
  • Get More Done by Following ‘The Productivity Diet’ Infographic

    caitlinhoward
    25 Jun 2015 | 8:20 am
    By Jonathan Long (Entrepreneur) When we know we have a long day ahead of us, most of us turn to caffeine, fast food or even skip meals altogether in order to save time and get more done. In reality, these poor eating decisions are hurting our productivity more than they’re helping. Keep reading to learn […]
  • The Importance of a Good Sales Compensation Plan

    caitlinhoward
    18 May 2015 | 7:29 am
    By Nick Kane (Janek Performance Group) Imagine you decided to go on road trip—woo hoo!—only you didn’t pack a stitch of clothing, you didn’t bother with a map or GPS, you didn’t fuel up the car, you didn’t put in a vacation request at work, and you had no destination in mind. Mentally, you’d be […]
  • Are You Using These 7 Secret LinkedIn Tactics?

    caitlinhoward
    29 Apr 2015 | 12:08 pm
    By Jamie Shanks (Sales for Life) We all know LinkedIn can be a useful tool for social selling and connecting with prospects. But what you might not know are how you going about doing this. Learn 7 secret LinkedIn tactics that will help you sell more efficiently and effectively. Are You Using These 7 Secret […]
  • 21 Apps to Boost Productivity, Accountability and Success

    caitlinhoward
    28 Apr 2015 | 1:00 pm
    By Sujan Patel (Entrepreneur.com) Since there’s no way to add more hours into the day, we have to learn to become more productive with the time we do have. Luckily, there are plenty of apps to help us do just that. Learn about 21 apps that are guaranteed to help you boost your productivity, accountability, and success! 21 […]
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    Sharon Drew Morgen

  • Sales is a Flawed Model

    Sharon Drew Morgen
    26 Jun 2015 | 8:50 am
     Do you know why you don’t close all the sales you deserve to close?  Do you know, on your first prospecting call, who will buy?  Do you know where buyers go when they say ‘I’ll call you back?”  Do you know what takes buyers so long to buy when it seems so obvious to everyone – including them?          You don’t know the answers to these questions. Because the sales model is geared for solution placement. Of course you give good service, ask all the right questions, understand the need and how it fits with your solution. But the sales model is not set up to manage the…
  • Sales Is A Flawed Model

    Sharon Drew Morgen
    26 Jun 2015 | 8:48 am
    Do you know why you don’t close all the sales you deserve to close? Do you know, on your first prospecting call, who will buy? Do you know where buyers go when they say ‘I’ll call you back?” Do you know what takes buyers so long to buy when it seems so obvious to everyone – including them?   You don’t know the answers to these questions. Because the sales model is geared for solution placement. Of course you give good service, ask all the right questions, understand the need and how it fits with your solution. But the sales model is not set up to manage the personal, human,…
  • Can Collaboration Work?

    Sharon Drew Morgen
    22 Jun 2015 | 7:43 am
    We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership: Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope. There is often not enough diversity to enable maximum creativity and unrestricted solution options. Problem: Similar ideas and options constrain possibility and maintain the status quo. Agendas and goals are often established with less than the full…
  • Get the Yes: Winning Funding, RFPs, and Grants

    Sharon Drew Morgen
    15 Jun 2015 | 8:24 am
    When we seek funding or respond to an RFP, our proposals meet the criteria requested, presenting well-positioned information to persuade the decision makers to choose us. But winners are chosen by some mysterious set of criteria not only unknown to us, but often unknown to them. I began thinking about this when a friend told me she was writing a grant proposal. With my systems-thinking brain I asked her: How will they choose you over other worthy requests? What personal and professional criteria will members of the funding team consider before dropping others to fund you instead? How do…
  • Help Marketing Know Buyers Well Enough…

    Sharon Drew Morgen
    8 Jun 2015 | 6:46 am
    Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the field of marketing enter the buy path earlier. Please read her sweet note and see if you can get behind this by voting for her. If she wins the grant, I trust that she’ll use the funds to help us all be more successful. Hi Sharon Drew, I wonder if you can help. I’m seeking a grant…
 
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    A Sales Guy | A Sales Blog | Sales Consulting

  • #heykeenan Take 3 — What’s An Acceptable Level Of Employee Churn

    Keenan
    26 Jun 2015 | 3:52 am
    In this #heykeenan I share my take on what an acceptable level of churn is for a sales organization. Some level of churn is expected, but what’s acceptable, that’s an entirely different question. We’re having fun with #heykeenan. So ask your question on Twitter or FB using the hashtag #heykeenan and I’ll answer your questions. Check out all the Takes on Youtube and until next time, You shout out, I’ll shout back!
  • Wisdom Goes Out The Window When Emotion Comes Through The Door

    Keenan
    25 Jun 2015 | 3:46 am
    You ever wonder why deals can go south so quick, for no apparent reason?  Have you ever had a deal that seemed like it was cruising along perfectly when boom, it falls apart. Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle. When emotion comes through the door, wisdom goes out the window. When emotion comes through the door, wisdom goes out the window. Most people suck at making good decisions…
  • I’m Going To Learn How To Do A Mute Grab 360 #mysummerproject

    Keenan
    22 Jun 2015 | 4:12 am
    I decided to spend my summer learning something I’ve never done before. Summers are great for this kind of thing. We seem to have a bit more time than the rest of the year. Summers are time boxed. For some reason, we look at summer different than all the other seasons. We’re obsessed with the beginning and the end of the summer season. Therefore, I made the commitment to learn to do a Mute Grab 360. (Watch the video and see what a Mute Grab 360 is) I’m excited about this. It’s gonna be fun, and hard. I’m going to be working on this all summer at an indoor free…
  • #heykeenan Take 2 What I Look For In A Killer Sales Person

    Keenan
    19 Jun 2015 | 10:38 am
    Alright, #heykeenan Take 2 is up and I’m answering a question from Gene Carr, CEO of Patron Technology. Gene wanted to know what I look for when I hire salespeople. It’s a great question and my answer might surprise you. Get my take on anything, ask your questions at #heykeenan on Twitter.
  • The Great Create, The Good Consume and The Poor Ignore

    Keenan
    18 Jun 2015 | 5:52 am
    I was reading this killer post the other day, and it got me thinking.  The post addressed what we do in our free time, but it was this quote that got my synapses firing: Decide when you are consuming and when you are creating As I read it, I was struck by the simplicity of the statement, but even more by the power of its implication. It implies that everyone creates or consumes, and it’s this assertion that had my mind going crazy. I do not believe everyone consumes and even fewer create. I think only the great create. I think the good consume and the poor ignore. The Poor Ignore…
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    Sales Motivation and Sales Training

  • 10 Rules for Using Social Media to Prospect

    TheSalesHunter
    30 Jun 2015 | 11:20 pm
      1. Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […]
  • Prospecting: Do You Think Social Media is Your Answer?

    TheSalesHunter
    30 Jun 2015 | 5:51 am
      There are 10 reasons that most prospecting plans don’t work. Number 6 on my list is Thinking Social Media is Your Answer. This one absolutely drives me nuts. For some reason, there is a belief in the sales world that if you spend enough time on social media, you’ll have all the business you […]
  • Sales Motivation Video: Don’t Pass the Buck!

    TheSalesHunter
    28 Jun 2015 | 11:15 pm
      Great salespeople own the process. They don’t pass the buck.  They are diligent in delivering a high level of service to their customers. And they treat their colleagues and administrative staff with a high level of respect. Be accountable.  Own the process. Check out the video to see what I mean: Copyright 2015, Mark Hunter […]
  • 10 Must Read Books for Business Growth

    TheSalesHunter
    27 Jun 2015 | 12:40 pm
      If you are like me, you are always looking out for great business books where you can pick up ideas on how to be more successful in your career. I have no doubt you could find a few ideas in this list of 10 acclaimed books to accelerate business growth. I am honored my […]
  • VIDEO SALES TIP: Do You LOVE to Hear “No” from a Customer?

    TheSalesHunter
    27 Jun 2015 | 4:11 am
      It sounds crazy to say this, but great salespeople love to hear the word “no” from a customer. “No” is simply a snapshot in time. The sooner you hear “no” from a customer, the sooner you can ask questions to find out why they are saying “no.”  (Also, the sooner you can determine if […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • The Examples We Set, Our People Are Watching

    David Brock
    28 Jun 2015 | 11:45 pm
    As managers and leaders, we create (consciously or unconsciously) dozens of “training” moments for our people, every day. Our people watch our every move, drawing conclusions about what they should be doing, how they should be behaving, where they should invest their time, and what their priorities are.  What we do and how we act become more impactful than what we say. It’s so simple, yet we make so many mistakes: We want our sales people to use the tools and systems we’ve invested in—but we still ask our admins to print out a report, or send us the updated…
  • Knowing Versus Doing

    David Brock
    25 Jun 2015 | 11:45 pm
    There were some interesting comments on my post, Focus On The Customer–Magic Happens! Mike Kunkle wrote that he found it “Amazing that people were amazed.”  Michael Harris raised the issue of “Knowing Versus Doing.” These are issues I wrestle with constantly, and which drive great frustration.  I think this issue–Knowing Versus Doing–it at the crux of organizational and individual performance excellence.  Whether we are looking at sales, marketing, customer service or any type of sustained levels of high performance, more often than not, it seems…
  • Figuring It Out, Critical Sales Competency!

    David Brock
    24 Jun 2015 | 11:45 pm
    I spend a lot of time in group meetings or 1 on 1’s with sales people trying to understand how they do their jobs and trying to understand what they need to be more effective and drive bigger numbers. To be honest, most of the time I have to bite my tongue as I listen to the litany of things they need to be successful. It always starts with more and better products–along with the lowest prices.  When I hear that, I think, “If we have that, why do we need you?” It then goes on to laundry lists including, more and higher quality leads (what they really want is people…
  • Your Numbers Give You The Questions, Not The Answers!

    David Brock
    23 Jun 2015 | 11:45 pm
    I’m obsessed with metrics and numbers.  Call anyone in our company for help on sales performance and we will ask you to dump all sorts of data on us:  Historical performance, historical performance by sales person, by customer segment, by product, by region, pipeline metrics, sales cycle time, win rates, average deal value, deal distribution, customer retention, customer churn, new customer acquisition, share of customer, share of solution, share of territory, any number of activity metrics, phase of the moon/tidal currents and their relationship to the sales cycle.  OK, the last…
  • Focus On The Customer, Magic Happens!

    David Brock
    23 Jun 2015 | 7:45 am
    Several weeks ago, I did a deal review with a client.   It was a very large deal, important to my client.  The sales person is an outstanding sales person–one of the top performers in the organization. As I looked at the notes on the deal, the sales person had a number of good conversations with people in the organization.  He had a pretty good understanding of what they were trying to do.  He was laser focused on demonstrating how his solution was the best in helping the customer achieve the goal. He was trying to reach the decision-maker and had hit a road block.  He’d…
 
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    Media Sales Today

  • Do You Know the 18-Minute Meeting Rule?

    Kathy Crosett
    30 Jun 2015 | 11:44 pm
    If you’ve been selling media for any length of time, you know it’s not easy to close a deal. You can count on making endless phone calls and sending multiple emails before you seal the deal. All of these follow-ups take time and wreck your productivity, unless you take control of your schedule by using a few simple tips suggested by the folks at Brevet Group. If you’re communicating with your prospects and clients by email, you can take action to be more efficient and keep from getting lost in the shuffle. RadicatiGroup data indicates that the average professional receives 85 emails…
  • 3 Questions to Avoid Shame-worthy Social Media Posts

    Amanda Reardon
    30 Jun 2015 | 10:00 am
    Creating content for social media is a job that requires constant vigilance. One mishap can damage your client’s company and your client’s chances of keeping their job. Remember DiGiorno’s #WhyIStayed Twitter debacle? Your clients can avoid these situations by asking themselves a few simple questions. Hootsuite, a social media management firm, has written numerous blogs on what NOT to do on social media, and now they have offered a methodology to ensure your clients do not end up as an example in a future blog. The methodology involves asking 5 questions before hitting the publish…
  • TV Still Dominates Our Media Time

    Kathy Crosett
    30 Jun 2015 | 8:00 am
    If you’re selling TV media space, your clients need to know the latest data – all consumers, young and old, and across all ethnic and racial categories, spend more of their media time on TV than they do with any other media format. That’s the latest finding from Nielsen which conducted its research on our first quarter 2015 media engagement habits. Nielsen’s data on TV viewing by age shows that alternative media formats are capturing more attention from younger consumers. For example, surveyed adults who are between the ages of 18 and 34 devote nearly 22 hours a week to TV viewing.
  • Use These Strong Closing Phrases to Win Accounts

    Jessica Helinski
    29 Jun 2015 | 11:00 pm
    Sales reps, do you struggle with finding the right words to use when trying to close a deal? If so, Emma Snider has advice for you. “While a ‘yes’ or ‘no’ [from the prospect] hinges on far more than just the specific closing sentence or question, reps often struggle with wording their deal denouements,” she explains in a HubSpot article. “Does this sound too pushy? Too weak? Should they ask a question, or use a statement instead?” To help and inspire reps, Snider shares 11 of her favorite closing phrases that may help you seal the deal, three of which are below: “Taking all…
  • Kantar Media: Local Radio, Out-of-Home Show Strength

    MST Staff
    29 Jun 2015 | 11:27 am
    Total U.S. advertising expenditures declined 4.0 percent in the first quarter of 2015 to $37.4 billion, according to data released today by Kantar Media. The data includes, for the first time, paid search expenditures from Kantar Media’s search marketing intelligence division, AdGooroo. Jon Swallen, Chief Research Officer at Kantar Media North America said, “Excluding the impact of special events, core ad spending measured by Kantar Media was down about 2 percent in the period. Even after taking into account assumptions about the growth of spend on other unmonitored media, it has been a…
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    Star Results » Sales Management Blog

  • Leadership Development in the New Millennium

    Steven A. Rosen
    15 Jun 2015 | 9:56 am
    By Steven A. Rosen Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies were providing their sales managers in terms of skill development. The survey found that 50% of organizations are providing ongoing support for their front line sales managers. To…
  • The Key to Developing Outstanding Sales Managers

    Steven A. Rosen
    6 May 2015 | 7:54 pm
    By Steven A. Rosen Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manager and five mediocre sales reps than a mediocre sales manager and five star sales people. There have been major strides in helping sales people become stronger with sales enablement programs, training and automation. The fact remains that selling is about people. Having great sales managers is still the foundational piece to making your sales organization perform. Only once you have a strong sales management team can you truly reap the benefits of a sales performance…
  • New Managers Want to Succeed! Are You Helping Them?

    Steven A. Rosen
    1 May 2015 | 11:12 am
    Congratulations you have been promoted and you are now the sales manager! You have been a top performing rep and you are wired to succeed. What if you are left to sink or swim because your organization is going to send you out in the field without any formal training? Unheard of? Read on. Sales organizations tend to promote their top sales reps into sales manager jobs. This seems to be a natural progression for top performers. We all know that this promotion leads to the sales organization losing on two counts. One, companies lose not only a top performing sales rep but, they may also end up…
  • Are You Leading Your Team to Defeat?

    Steven A. Rosen
    28 Apr 2015 | 5:24 am
    Sales Executives: Are You Leading Your Team to Defeat? The sales force is seen as the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive environments and declining sales and profits. As a result, sales executives are tasked with finding ways to maximise the productivity and performance of their sales team. With so many new apps and technology solutions that claim to improve sales rep productivity, sales executives are hard pressed to look at technology as the solution to performance. I am not…
  • Learn How to Improve Sales Performance

    Steven A. Rosen
    16 Feb 2015 | 10:17 am
    Announcing The Inaugural Toronto Sales Performance Summit Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way. As a result, we have developed the Toronto Sales Performance Summit. THE CHALLENGE: Nearly half of sales reps did not achieve quota over the past few years. The challenge and opportunity for sales leaders is…
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    Dave Stein's Blog

  • The TAO of SAM (Strategic Account Management)

    Dave Stein
    11 Jun 2015 | 12:56 pm
    I delivered a webinar earlier today for SMMConnect. The subject was Coaching to Win: The Key to Successful Sales Growth. (Here is a link to the archive. Registration is required.)My guest presenter was Craig Jones, Managing Director of Performance Methods, Inc. (“PMI”)  Craig is a certified coach and has a world of experience coaching the best of the best sales professionals as you’ll hear if you listen to the recording.  Note: Steve Andersen, founder and president of PMI, is my co-author for an upcoming book to be published early next Spring. Steve and Craig are very…
  • Wow, that’s a great question!

    Dave Stein
    4 May 2015 | 12:20 pm
    I really enjoy someone telling me I’ve asked a great question.  Even with all these years of selling and consulting, it doesn’t happen that much when I’ve not prepared questions in advance.  But when I do, I’m able to build some real credibility just by the nature, content, and delivery of my questions.  I’m proud of that skill.A few years ago, I tried to organize a webinar on questioning skills.  My guests were going to be a New York City detective and an investigative reporter from the Wall Street Journal who had interviewed me (and gotten me to share some things I wasn’t…
  • Selling: The Value of a Guarantee

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

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

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

  • Is Your Pipeline Constrained or Constipated? – Sales eXecution 302

    Tibor Shanto
    29 Jun 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Sales people have an interesting relationship with their pipelines, definitely emotional, sometime rational, and often, regardless of how they protest, predictable. The key is that how they manage their pipeline very much reflects how well they execute their sale, and how successful they may be. First let’s look at the notion of pipeline and how it unfolds in sales. For the most part it is built around the concept of “Flow”. If you look at pharma, it looks at the flow of product from concept to being brought to market. There are…
  • Changing the Odds In Your Prospecting

    Tibor Shanto
    25 Jun 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? A no-brainer right, in fact too good to be real, right? Let’s look at it a bit differently, how would you like to be up against a professional opponent favoured by similar odds, an opponent who practices every day, honing their skills and techniques, improving their game day in and day out, while you only occasionally dabble in the sport? I am guessing most of you are saying no to those odds, and would probably…
  • Make a Difference – Donate $100

    Tibor Shanto
    24 Jun 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  If you follow me, you likely have come across Kelley Robertson, avid blogger, sales trainer, father and husband.  Kelley like many of us deals with day to day challenges, and then helps others to succeed in overcoming theirs.  Well now Kelley is facing a real tough challenge, one he needs help in overcoming.  His wife Louise, is facing a battle with cancer, one that requires treatment overseas. Cancer has struck my family a number of times, and I am sure you all know someone impacted by this dreadful foe.  You can read Kelly and…
  • Where Have All The Sellers Gone? – Sales eXecution 301

    Tibor Shanto
    22 Jun 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Over the last few years there have been numerous articles and commentaries suggesting that the sales population will dramatically dwindle over the next few years. I don’t think there will be less real sellers than now, but the roles will be more clearly and accurately defined. The reality is that many of those calling themselves sales people, or were hired to fill a role with a job description of sales person are not sales people at all. Many who pretended to be hunters to get the job were not; and many who were hired to manage and grow…
  • Five Ways to Heat Up Your Summer Sales

    Tibor Shanto
    18 Jun 2015 | 12:33 am
    The Pipeline Guest Post – Megan Totka The warm temperatures and fun outdoor activities make the summer months one of the best times of the year for our personal lives, but not always for business. Kids are on break from school, and families are taking trips, and this means the world of commerce becomes unpredictable. If you are looking for some marketing tips and tools to grow your business, take a look at these five hot ideas to warm up your sales. Be wherever your customers are. Summertime is the season of Little League games, festivals, community events and so much more. Set up a…
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    Jonathan E Brickman

  • Corporate culture yes, but…

    Brick
    11 Jun 2015 | 5:41 am
    Have you seen the recent Schick ad campaign for the Extreme 3 razor? It’s clever and entertaining and is supposed to sell the new razor system, but it also sends an interesting message about corporate culture. I think we all agree that a cultural fit is really important for long term survival, but how far does one have to go to “fit in”?  Do you really need to shave your head just because the boss does?  Do you need to drive a Lexus to feel adequate?  The list goes on and on… It’s also true that innovation stems from diversity and not from homogeneity so…
  • Social media endorsements

    Brick
    15 May 2015 | 1:00 pm
    Research tells me that buyers place more value on endorsements from their peers than what they are told in a retail ad or, in the case of B2B, they may hear during a sales process… We know that social media is all about participation, content marketing, building a brand, becoming a trusted advisor and a source of information for others.  You know, pay it forward and all that…. I know that I tend to look at apps like Yelp or TripAdvisor before making a decision. I read testimonials as part of my diligence process before I engage in a business relationship.  We all jump on google…
  • A great culture drives success

    Brick
    20 Apr 2015 | 2:27 pm
    There is lots of discussion about the importance of culture these days.  Some argue that culture is more important than strategy. In fact, in a recent study by Booz & Company, their findings were revealing, Key Findings Some of the key findings from the survey are as follows: Overview 84% believe culture is critical to business success. 96% said some form of culture change is needed within their organisation. 51% think a major overhaul is currently needed in their culture. 60% think culture is more important than strategy or operating model. Only 35% think their company’s culture is…
  • Religion and Start-ups

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

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

  • Conversational Leadership:Do You Have It?

    23 Jun 2015 | 5:25 am
    Asking questions to engage listeners during a demo or presentation is a good thing. Asking the same two questions of your listeners over and over again, however, is not. You sound robotic and they tune you out, rather than tune in to your message....
  • Snapshots Trump Laundry Lists

    10 Jun 2015 | 4:08 pm
    A confused mind never says yes and a bored mind never buys. Often confusion and boredom are the result of forcing lazy visuals on your buyers. Lazy visuals are bullet point slides that dont work. Here is a simple way to avoid that costly error. When...
  • Get the Skunk Out of Your Sale

    4 Jun 2015 | 2:12 am
    We were on the phone, deep in a good business discussion about a service that could help me in my business. This seller (Sally) did all the rights things: she focused on my situation, asked intelligent questions, made an appealing presentation, and...
  • 100% of Successful People Do This

    28 May 2015 | 6:44 am
    He was frustrated. He was furious. He had just received the highest performance rating possible a 10, and instead of a promotion, he was advised to seek some coaching. When he asked his boss, how that could be, his boss said, A 10 in performance...
  • Show the Love

    13 May 2015 | 4:14 am
    I paid a condolence call to a long-time family friend yesterday whose mother died last week at the amazing age of 101. Her mother had had a long, fulfilling life, so any tears were more for happy memories than they were for regrets. However, as I...
 
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    CallidusCloud

  • Giving Data Veto Power in Sales Management

    Chris Bucholtz
    29 Jun 2015 | 4:30 am
    A company I once covered as a journalist had an interesting hiring process for its sales staff. Possible new sales reps would be recruited, interviewed and reviewed by HR and the sales management. HR was particularly involved and sought out data on the candidate’s sales performance in the past. A candidate’s refusal to provide numbers earned a notation from HR warning that the data was unavailable and the candidate should be viewed with a jaundiced eye. Then, after much evaluation… the CEO would speak to the candidate and if he liked him, primarily based on his assessment of the…
  • Secrets to a Great Sales Playbook

    Poornima Mohandas
    23 Jun 2015 | 4:30 am
    After the generation and hand-off of leads, there may be no higher-contact area between sales and marketing than the sales playbook. Marketing develops this tool, primarily, and sales uses it on a daily basis, making it critical to both ends of the relationship. Sales needs it to win deals, and marketing needs it to work to justify its existence. Creating a good playbook is easy; creating a great one is hard. And you need a great one if you expect to drive higher revenue, shrink your sales cycle, and ensure consistent branding and messaging. The good news is that many of the parts needed for…
  • Quit Carpet-Bombing Your Email List – Get More Precise and Get Better Results

    Erika Alexander
    16 Jun 2015 | 7:02 am
    So, you have a decent-sized marketing mailing list. And you have a lot of things to say about what your company’s doing. Plus, you’re running nurture campaigns, and you have a big show coming up. That sounds like a lot of email marketing messages! And, if your marketing department is somewhat silo’ed, with an events group sending out emails without talking to demand generation, it could result in an email pileup in your audience’s email boxes. And we all know how that works out: open rates tumble, click-through’s plummet and customers begin to intentionally ignore you – or…
  • Calling All Concerned Parties: the Collaborative Way to Build a Marketing Content Calendar

    Chris Bucholtz
    12 Jun 2015 | 4:30 am
    Ignoring the customer journey, even part time, is the equivalent of throwing money away. According to a 2014 McKinsey & Co. study, maximizing satisfaction with customer journeys has the potential not only to increase customer satisfaction by 20 percent but also to lift revenue by up to 15 percent while lowering the cost of serving customers by as much as 20 percent. The next time you’re arguing about marketing’s contribution to revenue, keep these numbers in mind. That makes it vital that you put real effort into the creation of your marketing editorial calendar. While most…
  • The Miracle of Creativity: Why Vendors Should Rejoice when Users Invent a New Use Case

    Chris Bucholtz
    8 Jun 2015 | 10:50 am
    At C3 2015, the customers were the stars of about half of the sessions. In some cases, they were reporting on how the performance of their businesses had improved using software to automate components of sales, marketing, learning or customer experience. In other cases, they went beyond that and explained the unique ways in which they used applications. A great example of this was a session presented by Advanstar and its technology partner, Traction On Demand. Advanstar is an events company, and they organize hundreds of events every year, many with tens of thousands of registrants. They…
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    ViewPoint | The Truth About Lead Generation

  • Status quo, you know, is Latin for 'the mess we're in.'

    30 Jun 2015 | 6:00 am
    This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. The result? Marketing tries to qualify a greater number of prospects. However, marketing is still asking the same questions and using the same processes; therefore, they continue to fail in the eyes of the salespeople. How to Fix It…
  • Most Market Share Battles Are Lost, Not Won

    23 Jun 2015 | 6:00 am
    Casey Stengel said, “Most ball games are lost not won,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals. I met with a prospect yesterday. They have a great product for the industrial marketplace (construction, mining, etc.). It costs three times that of the closest competitor, but the cost is made up each year through a 75% lower cost of operation and maintenance. The product pays for itself in three years and has a lifespan of ten- plus…
  • The Quest for Good Leads: Are You Asking the Right Questions?

    16 Jun 2015 | 5:00 am
    What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions? I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. (The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. Many…
  • How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

    5 Jun 2015 | 6:00 am
    In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales. Part III: Expectations for ongoing success: marketing and sales accountability The Right Expectations Expect a high volume of unqualified dispositions* at the start of your program. In the first two weeks of the program you will…
  • How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

    2 Jun 2015 | 5:30 am
    What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process. There are certain responsibilities specific to the client that can help make their program a success. A collaborative vendor-client relationship equals a win-win! In part 1, we discussed the critical role senior…
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    Results Count ... everything else is conversation.

  • Amazon’s 3 Game Changers – More nails in retailer’s coffins!

    Chris Petersen
    3 Jun 2015 | 8:44 am
    Even if you are on the right track you get run over by a faster train At IMS, we did an interesting exercise today. We used Google Analytics to search for the most read blogs posts on our site. Overwhelming, the posts with "Amazon" in the title head the list for most viewed and searched. Why? Amazon never sits still. That, or they are on the leading edge of innovation. While Bezos and team have been hammered at times on Wall Street for lack of profits, Amazon's strategy of raising the bar for services and choice continues to raise consumer expectations. Beyond the "drone thing", the recent…
  • Omnichannel the great disruptor, or much ado about nothing?

    Chris Petersen
    27 May 2015 | 8:11 am
    Top Q&A from our webinar – "Omnichannel is the new normal" Image Credit: Stuart Miles I had the privilege of leading a webinar for Vend last week. The title of the webinar focused on omnichannel being the great disruptor and change agent for retail today. The topic drew a lot of interest and questions. As with any webinar format, interactive exchange is difficult. But, the Q&A has continued via social media and email. The nature of the questions reflect not only a great interest in the topic, but a variety of opinions as well. The IMS Vend webinar attendees were a diverse group of…
  • Is Ron Johnson’s Enjoy your new “digital plumber” at home?

    Chris Petersen
    15 May 2015 | 12:00 pm
    When the digital gremlins eat your files … "who you gonna call"? Image Credit: CoolDesign In the 1970s, the classic sign of not being able to cope with technology was having 12:00 flash repeatedly on your VHS player. In 2015, we have moved well beyond the challenge of setting the clock on our Blu-ray players. In this new era of IoT (Internet of Things), everything is supposed to connect. Your TV is now a "smart TV", which is supposed to connect to the internet, so you can waste even more hours on YouTube. Your watch is supposed to connect to your phone, which is supposed to connect to your…
  • “Sound bites” - The headlines from the changing face of retail

    Chris Petersen
    6 May 2015 | 3:15 pm
    Sound bites on the dynamics of retail and what it takes to survive Image Credit: 2Nix For those of you who regularly follow this blog, you might have noticed that posts have been missing for a couple of weeks. I have literally been on a "speaking tour" and traveling nonstop for most of April. While my writing productivity has suffered, it has been a tremendous opportunity for me to meet with retailers, vendors … and consumers. My take away is that there are significant retail trends emerging, regardless of country, economics or nature of retailer. I felt that this was a great opportunity to…
  • Top Sound Bite - “Omnichannel is the New Retail Normal”

    Chris Petersen
    6 May 2015 | 8:00 am
    Top Sound Bites from around the world on the changing face of retail For those of you who regularly follow this blog, you have heard the term "omnichannel" repeatedly. If you check any major retail sources and headlines, you can't miss #omnichannel as one of the major sound bites in retail, and the dynamics impacting retail change. But, what do retailers really think about omnichannel? Is it real, or over hyped? Most importantly, what are retailers and vendors doing about omnichannel in their business? I certainly had an opportunity to review and collect a host of omnichannel sound bites in…
 
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    Top Sales Dog

  • Study: ‘Thin slices’ predict sales manager effectiveness

    Michael Boyette
    30 Jun 2015 | 8:48 am
    Next time you’re in the market for a new sales manager, try this test to judge their interpersonal skills: 1. Record an interview with candidates. It doesn’t much matter what you ask — their educational background, their greatest success, biggest challenge, whatever. 2. Take three random 20-second clips from the interview. 3. Ask a bunch of people who know nothing about sales to listen to the clips and tell you what they think of the candidate. Sounds crazy, right? But when researchers tried this approach, they found that assessments by these “naive” listeners…
  • School’s out. Time to start thinking about going back?

    Michael Boyette
    23 Jun 2015 | 9:30 am
    As all those bright-eyed college grads stream into the workforce this month, far too few of them will be considering a career in sales. I’ve blogged before about the perception problem that affects the sales profession, especially among younger workers just starting out in their careers. There are many potential contributing factors, ranging from pop-culture stereotypes to clueless professors to a desire among job hunters for a predictable, if small, paycheck. And — let’s not kid ourselves — there are reasons for job hunters to be suspicious. There are plenty of shady…
  • Hiring salespeople: What qualities should you look for?

    Michael Boyette
    17 Jun 2015 | 5:00 am
    Is there really such a thing as a “typical” profile for top salespeople? Are there certain personality and psychological traits that the best salespeople have in common? Yes, according to research published by Harvard Business Review in 2011. And you may find some of them surprising. A sales candidate may look the part, talk the talk, and even have the track record to back it up. But just because someone fits our preconceived notion of what a sales star is like, or has been successful in another company, doesn’t mean they’ll be successful for you. As they say in the…
  • No time for role plays? Have reps try ‘mental rehearsal’

    Michael Boyette
    9 Jun 2015 | 8:31 am
    We all know that sales-skills training doesn’t stick without practice. But it’s hard enough to get reps together for the training itself, much less for follow-up practice. And you certainly can’t deliver these activities in the moment of need. If, say, a salesperson is getting ready to close a sale, the optimal time to practice closing skills is right before the meeting or phone call. Good luck with that. But there’s an alternative you can offer — and it works just as well, according to research. Instead of actual practice, reps can mentally rehearse their skills…
  • Stop telling me why this stuff is important

    Michael Boyette
    29 May 2015 | 1:45 pm
    Imagine you’re teaching algebra to a class of kids. Sooner or later, some smart-mouth in the back row is going to raise his hand and ask, “Why do we need to learn this junk anyway?” You might explain that algebra is really, really important if he wants to get a great career in engineering, accounting or science. Or that it helps people think more clearly. Or that if he doesn’t learn it, he’s going to be held back while all his friends go on to high school next year. How effective do you think such arguments would be in the face of adolescent attitude? Not so…
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    Sales Training Blog

  • Jun 30, Sales People – What Should We Call Them

    30 Jun 2015 | 9:11 am
    What job title should a sales person have, and should we always try to disguise our true objective of selling to the people we meet? Do you want your business title to advertise the fact that you are a sales person? Should you let the prospect you are meeting know you’re a sales person from the start of the meeting? And if you’re not going to be called a sales whatever then what job title should you have? Take a look at an article that discusses both sides of the argument and then decide what title you should have on your business cards. If you have a small business or manage a sales team…
  • Jun 29, Sales Agents – New Sales Opportunity in the UK

    29 Jun 2015 | 3:52 am
    Sales agents see this great new opportunity with a technology company selling to UK customers. The company: The principal is a leading company in improving the customer experience through the use of technology and their solutions touch one in four people every day. If you have taken a ticket for a service than it’s highly likely this was one of their solutions. The role: The principal is looking for Agents in all areas of the UK, the target markets are shoe shops, Jewellers, Butchers, Opticians, Barbers, DIY stores, Health Clinics and they are flexible to any other markets where you see a…
  • Jun 25, Getting Past Gatekeepers on Cold Calls

    25 Jun 2015 | 4:35 am
    If gatekeepers are stopping you making first contact with your prospects these techniques can help you. Gatekeepers are receptionist and other staff that filter incoming calls to businesses. They’re instructed to stop sales calls and unsolicited approaches to businesses from people like me and you. Many sales people dread making cold calls because of them. If they’re stopping you making that important first contact with buyers then we have some answers for you in this week’s free sales training ezine The Sales Buzz The Sales Buzz – Weekly Sales Training ezine The Sales Buzz is free.
  • Jun 22, Sales Articles from a Different Perspective

    22 Jun 2015 | 9:59 am
    3 Sales Training articles with a unique approach to 3 very important sales topics. We try to give you information on sales and sales training from a perspective of working professionals and these 3 articles will give you just that. What’s your take on KPI’s? Do you or your team know how to read non-verbal signals? And do you hide your price increases from your customers or do you promote them and make more sales? The articles are written by me, Stephen Craine, from the website Provensalestraining.com and hosted on the Ezine Article site where I’m a Diamond Author. Take a look at the 3…
  • Jun 19, Sales Appointment Cold Calls – Test How Effective Yours are

    19 Jun 2015 | 6:30 am
    Test how effective your Reason for calling is on your sales appointment cold calls and make them the best they can be. Test your reason for calling and you’ll see if it’s really grabbing your prospect’s attention. Or, is it letting you down and stopping you from gaining agreement to sales meetings. You may be using a benefit to hook your listener but are you communicating the benefit in a way that will catch the interest of the prospect? The people I’ve trained and managed have seen great results from testing their reason for calling and you could now do the same. The test is quick…
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    TopLine Leadership » Sales Leadership Blog

  • Getting Senior Salespeople to Use CRM

    Kevin Davis
    12 Jun 2015 | 10:04 am
    While seasoned salespeople are highly valued for their expertise, they can sometimes pose a challenge when it comes to change. Name any kind of change—in company structure, compensation, sales territories, product lines, ownership, etc.—and it’s likely that many seasoned salespeople … The post Getting Senior Salespeople to Use CRM appeared first on TopLine Leadership.
  • 4 Crucial Metrics for Measuring Your Sales Managers

    Kevin Davis
    4 May 2015 | 3:12 pm
    As the saying goes, what gets measured gets done. How are you measuring your sales managers? One metric is, of course, “% of plan.” But you already know that. Every sales manager wants to be provided with a clearly defined … The post 4 Crucial Metrics for Measuring Your Sales Managers appeared first on TopLine Leadership.
  • Can Your Sales Managers Teach Your Reps to Hit Home Runs?

    Kevin Davis
    8 Apr 2015 | 10:46 pm
    Financial offerings warn that past performance is no guarantee of future success. Shouldn’t sales managers carry the same warning? Too many companies tend to shoot themselves in the foot by investing the bulk of their training resources on their sales … The post Can Your Sales Managers Teach Your Reps to Hit Home Runs? appeared first on TopLine Leadership.
  • 5 Reasons Why Sales Managers Don’t Coach

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

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

  • Phonathons and Beyond: Get Ready to Raise Funds!

    Kevin Thornton
    16 Jun 2015 | 6:59 am
    Around this time each year, I begin to notice an influx of prospects who are evaluating phonathon software for their summer and fall fundraising programs. This always leads me to read up on what our fundraising customers are facing for the year ahead. Here are a few interesting trends for 2015 that I’ve come across. Are these trends ones you face in your nonprofit or institution? Emphasis on Conversion Optimization Nonprofits and higher learning institutions are increasingly focused on their websites as an information and fundraising center. However, simply attracting visitors is not enough…
  • Lead Management for the Solar Energy Industry – Infographic

    Kevin Thornton
    15 Jun 2015 | 8:03 am
    Lead management is a vital part of the sales process for the solar energy industry.  According to the Solar Energy Industries Association (SEIA), 2014 was a great year for the industry.  Installations of solar photovoltaics (PV) in Q3 were up 41 percent over the same period in 2013.  Third quarter 2014 was also the second largest quarter ever for PV installations (source: http://www.seia.org/blog/us-solar-installations-soar-q3-total-capacity-hits-175-gw). There are terrific opportunities for solar energy sales professionals. So, how can your sales team be ready to meet the growing…
  • How to Hire and Produce a Top-Performing Inside Sales Team

    Genie Parker
    2 Jun 2015 | 9:00 am
    It’s no secret that one of the most painstaking tasks of inside sales managers is hiring and keeping top-performing sales talent. In the revolving door of inside sales, this can be challenging. Good talent is hard to find, and even harder to keep. Your company has to get inside the mind of talent to discover what makes them tick. Are candidates right for the job? How do you create a positive selling environment? What can you do to make them sale more, faster? You want to keep the top performers on your team, rather than your competitors. To make your inside sales team thrive, you will need…
  • Sales by Phone, Hurricanes, Ants, and Grasshoppers

    Kevin Thornton
    4 May 2015 | 1:22 pm
    It’s a few weeks away – that season that keeps Atlantic and Gulf Coast residents and businesses on their toes: Atlantic Hurricane Season. Thankfully, the 2015 season forecasts issued by The Weather Channel and Colorado State predict the number of named storms to stay lower than the historical averages. These forecasts are likely to make it a bit harder on those industries, such as home repair and improvement, that typically see a spike in sales right before and during hurricane season. These industries will probably see prospects separate into two categories: grasshoppers and ants.
  • Call Center Rehab: A Seven-Step Program to Greater Profits with Reporting and Analytics

    Genie Parker
    16 Apr 2015 | 9:30 am
    Imagine a call system so sophisticated that it frees your time to concentrate on improving performance instead of spending hours manually collecting and gathering data to analyze; a system that lets you know what’s going on at each stage of the sales cycle to help increase close ratios. Well, this can be a reality with our seven-step rehab program to reform your call center. Build a first-class inside sales team by optimizing your team’s analytics and reporting: Use a smart sales CRM software with the right features to streamline data Monitor leads and record calls for quality assurance…
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    Saleskick

  • The future of sales and selling

    Jim Logan
    4 Jun 2015 | 11:48 am
    It’s been said so often it’s simply accepted as a fact: More than ever, Buyers are in charge of the buying process. They are more informed, more aware, and more engaged than ever before. Buyers don’t need salespeople are they once did — most of the buying is done before salespeople are engaged. For the sake of this post, let’s just accept the above as fact. In response, Marketers feed Buyers more content to engage and put themselves in charge of information: blogs, white papers, case studies, social media of all sort, webinars, email, etc. Tons of content in all…
  • Best CRM to manage B2B sales forecasts?

    Jim Logan
    30 May 2015 | 6:14 pm
    Over the years I’ve asked a few times about your vote in favor of the best CRM. I asked to feel a pulse of who is favored and why. Today, I’m asking again. But for a different reason. I’d like to partner with a CRM vendor — write about it, sell it to others, and help companies get the most out of it. I want to be its Power User, It’s greatest Champion. What I’d like from you is direction on who you believe it should be? Which vendor should I talk to? Who meets this broad criteria: B2B focus Purpose-built to serve sales teams Highly configurable Reports…
  • How far would you go to win and make more money?

    Jim Logan
    29 May 2015 | 1:15 pm
    If your customers would never know… Would you ship refurbished equipment to fill orders for the purchase of new equipment, drastically increasing your margins? Would you overlook a quality control process you market as a value-add of doing business with your company in order to ship before the end of a reporting period? Would you report you worked four hours on a project instead of the three you actually worked in order to make more money? Would you pass along the cost savings of finding a less expensive carrier than paid for to deliver a purchase to your customer? Would you accept an…
  • Make the Most of Your Small Business Marketing Dollars

    Jim Logan
    28 May 2015 | 11:46 am
    So, you don’t have a pile of money to brand and market your business? Neither do countless small businesses across the country. Small businesses have to make the most of every dollar spent to create a look-n-feel for their business and promote it. Consistency is the greatest brand of them all and the wisest way to spend your marketing dollars. Best of all, it doesn’t add an incremental cost to you current efforts. By consistent, I mean everything you have and offer – font, color, logo, message etc. is consistent. Every time your company is noticed or presented, it should…
  • When we’re all the same, there’s nothing different — that’s the rub

    Jim Logan
    26 May 2015 | 9:32 am
    This morning I drove by an office building I hadn’t been inside for 10+ years. The last time I was there I met with a client — our last meeting. There weren’t any performance issues and the client was kind and paid on time. The problem was philosophical. I was retained to help my client position their business and sharpen their story to target markets. The problem was as often as they said they wanted to be unique in their target market, they keep pushing my work to match everyone else in their market. They wanted be different while sounding and appearing exactly like…
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    RainToday RSS Feed

  • Don't Be a 'Me-Too' Salesperson

    1 Jul 2015 | 4:00 am
    It feels safe to be like all of the others, but it won't help you win sales. To get buyers to notice you and remember you, you need to stand out from the pack. Ask yourself what makes you different, and get the message out to people.
  • Generating Referrals: Kiss Fewer Frogs

    29 Jun 2015 | 4:00 am
    In generating referrals for your business, you want to spend less time with frogs and more time with princes and princesses. At the same time, make sure you aren't a "networking frog" either. In this article, Ivan Misner describes what makes a networking frog and how to be a networking prince or princess.
  • Why Sales Training Isn't Working, Part 2

    26 Jun 2015 | 4:00 am
    Part 1 of this series discussed how the motivation and skill of individual sellers affect sales training efforts. Now it's time to determine where sellers fall on the motivation and skill spectrum, how to leverage their abilities, and how to apply sales training and hold sellers responsible for their progress.  
  • 5 Strategies to Fill Your Calendar with Meetings

    25 Jun 2015 | 9:00 am
    If you want to be successful in sales, you need to be able to consistently set new meetings and phone calls. In this members-only Q&A Coaching Call with RAIN Group Vice President Bob Croston, you'll learn what works and what doesn't in prospecting today.
  • Don't Be a Social Selling Lemming

    25 Jun 2015 | 4:00 am
    You probably have a social media presence. You might even call it a social media strategy. But is it really strategic? Or is it just a lemming strategy—making you look like a thousand other firms rushing together toward a cliff? There's a chance your social selling strategy may not be very strategic at all.   
 
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    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • Who is responsible for sales in your company?

    Derek ODwyer
    21 Jun 2015 | 4:20 pm
    Every business relies on sales to survive. Whether your business depends on existing customers or you are out looking for new ones, sales are the lifeblood of any business. And while there may not be the same fanfare when an existing customer buy some more, they are equally important. The challenge in many small businesses is that there is not enough focus on sales: There is no one responsible for driving sales at the right margin There is little or no measurement on sales activity There is no sales plan for the business There is an over – reliance on existing customers for sales There…
  • Are you hibernating for the Summer?

    Derek ODwyer
    7 Jun 2015 | 10:49 pm
    By now, you will have experienced the all too regular response from prospective customers… “Call me back after the summer holidays”. With this response you are effectively being told not to call back until September. That’s 3 months away. Are you pushing back deals until after the summer or have you decided yourself that no business is conducted during the summer so you have given up marketing? Yes, it can be more difficult to connect with business owners in the summer, and yes, sometime decisions are deferred to a later date. But this is not true for everyone. Here…
  • Your business RESULTS reflect your MINDSET

    Derek ODwyer
    3 May 2015 | 3:58 am
    I meet a lot of business owners. Many of them are from very similar businesses, operating in the same markets, in the same business environment. But their results vary wildly. When we question the results, we get a vast array of reasons and excuses. The business that are struggling generally focus on external factors or factors that do not involve the business owner. Things like the economy, the weather, the competition, the products, the price, the team that they have working (or not working) for them. Its is never about activity and results. The business that are successful generally focus…
  • Employers – Protect Yourself Today

    Derek ODwyer
    19 Apr 2015 | 11:57 pm
    No Contract of Employment – No Defence No Employee Handbook – No Defence No Job Description – No Defence When there is harmony in the workplace and everyone is working towards a common objective, no one ever thinks of contracts, job descriptions and employee handbooks. There is no need to because everyone is properly aligned. But things can and do change. External circumstances/influences can cause employees to becomes less satisfied at work, or less focused on their work. Changes internally in the organisation can lead employees to feel less valued and may cause them to…
  • You had me at hello!

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

  • Sales Thought: Definition of Account Planning: A dynamic, Ever Changing Plan that ensures greater and long term Sales Success

    Daily Sales Thoughts
    29 Jun 2015 | 2:03 pm
    Planning is something that most sales professionals say they want to do. That is until they realize that Account Planning requires actually having to update/upgrade the way they interact with Customers. This proves to be a sticking point with some sales professionals, but those that choose to go down this account planning path, often separate themselves from the vast majority of Sellers. The key element is to always be sure to understand your customer’s Ever-evolving needs. This means that you need to stay current on your customer’s business status. If you don’t do this, the odds…
  • Sales Thought: Sell Close to the Person for Whom the Goal is Urgent and Important – Through Quid Pro Quo

    Daily Sales Thoughts
    26 Jun 2015 | 3:48 pm
    In some Sales Cycles, you are blocked from the Decision Maker. However, It is a question of what you do next: if you don’t push to get that point early in the cycle, you may not get there at all!  3 Key Words: Quid Pro Quo.  Get to that person Early and make sure you don’t Keep Giving without Getting in Exchange. It is a really sinking feeling when the person for whom the goal is important and urgent parachutes into the selling process at the final stages, just when you thought you were moving to a close. Should this happen, you can rest assured that your opportunity for a fast…
  • Sales Thought: Strange as it may sound, when you are selling, try Not To Sell!

    Daily Sales Thoughts
    23 Jun 2015 | 11:37 am
    The Headline alone did get your attention, I am guessing! Instead of Selling, always consider how you can help the person you are talking with – your customer – solve a real business issue. If you can do this, you will take an important first step towards bringing value: You are helping the customer, not the other way around! Simply looking at your products and services will likely not  fire up the customer enough to place an order. Your brochure and slide deck, while good, won’t do this either. It is you that brings the magic to the show. Sellers that focus on the big picture have the…
  • Sales Thought: Call Planning for the Year 2015 – Make yourself different with a Focus on “The Why”

    Daily Sales Thoughts
    17 Jun 2015 | 7:09 pm
    Sellers are always asking about Call Planning.  Many have a preset notion in their head about how the call should go, and prepare with that idea in mind.  A good idea? In the Year 2015, some things are very important that may have not been so important even just a few years ago: 1.  Smarter Buyers: Even if they are not that Up To Speed on “Your Product,” The will think they are, because they have Read about it and your company before you have call one. 2.  Social Media: The Business Impact of Social Media is no longer a Possibility, it is a Reality.  A Seller must go into a…
  • Sales Thought Understand the “Whole” Customer. Do you have a Holistic view, or just respond to a Customer Request?

    Daily Sales Thoughts
    15 Jun 2015 | 2:14 pm
    Your position, even with your best customers, is variable and at the whim of changes within your customer’s world that you don’t control. New management, new business directions, new processes, and new philosophies at the account, all equal risk.. Understanding these risks can ensure you are not just “responding” to a request, but are also providing background context to understand the reasons behind the request. It is important for you to learn & understand what is driving a customer’s request. Think about it as a skill or technique for getting to the “Heart of the…
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    Kelley Robertson: Fearless Selling Blog

  • Sell Like You’re On The Highlight Reel

    kelley-robertson
    29 Jun 2015 | 10:54 am
    I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the effort a particular player made. Whether it was to catch a baseball, make a dunk shot, prevent a goal or deke out a goalie to score a goal, all of these plays show extraordinary effort. Players run full out to catch a fly ball and slam into the wall. They dive to make a catch or save. They fly into crowds. They do whatever it takes to make that play. Do you push yourself that hard? Do you start your day early and finish late? Do you make one more call even…
  • “I Wonder if You Can Help Me…”

    kelley-robertson
    22 Jun 2015 | 4:58 am
    If you need to make cold calls or even warm calls in your sales role, I suspect you have occasionally found it challenging to get information from a gatekeeper or executive assistant from time-to-time. However, we have to realize and understand that their job is to protect their boss and using manipulative tactics to try and get past them will only cause them to more closely guard the decision maker. I have found that opening a conversation by introducing myself and saying, “I wonder if you can help me?” When they say yes, I state the reason for my call and use (what I hope) is a…
  • Critical Sales Presentation Mistakes

    kelley-robertson
    15 Jun 2015 | 4:45 am
    A few weeks ago, I attended a client conference and they had several people present throughout the day; including myself and another professional workshop leader. At the beginning of his presentation, the other professional presenter indicated that his session would be highly interactive then he proceeded to lecture for the next 55 minutes. To make matters worse, his tone was not only too soft for the group and room size, he also spoke in a somewhat monotone voice. He frequently read from his screen presentation (a combination of PowerPoint slides and PDF documents). AND…he often pointed to…
  • I Hope You Don’t Use This Stupid Sales Tactic

    kelley-robertson
    25 May 2015 | 12:45 am
    A while back I read an article by a sales expert (I don’t recall the author) who suggested that sales people could close more deals by using the “Yes, no, yes, yes, yes” tactic. He suggested that sales people ask their prospects a series of questions that would be answered with “Yes, no, yes, yes, yes.” He felt that it was important that a prospect say “no” early in the sales process because everyone who is tasked with a buying decision feels compelled to say no at least once. The last question was a closing question and because the prospect was now used to saying yes, he or she…
  • The Top 7 Reasons People Say “You’re Too Expensive”

    kelley-robertson
    11 May 2015 | 4:45 am
    “Price is a factor in every sale but it is seldom the primary reason behind someone’s final buying decision.” I often open a keynote presentation or sales training program with this statement. Twenty years as a trainer and speaker on this topic plus a lifetime as a consumer has taught me that just because someone says you are too expensive does not mean your price is too high. Here are the top 7 reasons people say, “You’re too expensive.” Don’t see the value Exceeds their budget A competitor is cheaper They can’t afford it Their perception is unrealistic It is an excuse It is…
 
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    Sales Coaching Blog

  • Are You in a Mid-Season Slump?

    27 Jun 2015 | 10:34 am
    I am a baseball mom.  It's a short sentence that packs a whole lot of responsibility. Our son Aden, age 13, plays between 60-70 games during the regular season and when not in regular season there's post season, then pre-season, indoor practice, lessons...you get the picture.  What's most interesting about our experience with baseball this year is not necessarily the skill development, or even watching Aden and his 'band of brothers' play ball. What has given us the most growth as a family is the experience of watching Aden go through one of the longest and most painful batting…
  • Sales Coaching is for the Fearless

    23 Jun 2015 | 11:59 am
    She didn’t even think twice or ask me to repeat the directions. She was determined, excited and up for the challenge. It wasn’t just the attention that she craved, but the feeling of accomplishment and an emerging confidence. I’m describing my four-year-old niece that I had the chance to swim with this weekend. As a former lifeguard and swimming instructor, I know a thing or two about teaching children how to swim. It’s like riding a bike. I knew exactly how to use terms that she could relate to which allowed her to execute numerous strokes as well as learn new ones on the first try.
  • Let Them Play: Using Unstructured Time to Drive Innovation and Growth for Your Sales Team

    22 Jun 2015 | 8:23 am
    As many of our children are now on summer vacation – whether from kindergarten, college or somewhere in between – I’m reminded of the importance of “play time” for rejuvenating energy levels and encouraging new ways of thinking. Of course, our children may see the summer as simply a time for ball games, swim parties and flashlight tag, but in reality, having this unstructured time helps them develop in ways that a more structured environment like school does not.  
  • Sales Manager Check-Up

    15 Jun 2015 | 4:30 am
    Two years ago a Forbes magazine article stated that around 40% of Americans make a New Year’s resolution and only 8% achieve their New Year’s goal. My colleague and president of the EcSell Institute, Bill Eckstrom, wrote an article this past New Year’s Eve focusing on 5 critical questions sales leaders should ask themselves reflecting on the previous year. So now is the time. It’s the mid-year, New Year’s Resolution check-up. It’s painless, I promise. Just ask yourself these 5 critical questions:
  • Why Sales Leadership Lose Their Way

    11 Jun 2015 | 6:19 am
    Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this? The fact of the matter is that sales leaders who have a passion to be excellent coaches for their team not only to drive performance, but to instill leadership and help progress an individual and team to achieve their goals, have the biggest impact on whether sales reps…
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    Sales Enablement Perspectives

  • How To Get From Cost Savings To Business Value

    Tamara Schenk
    30 Jun 2015 | 11:47 pm
    This application management deal is a “must-win” deal. We have the best solution, we have a great relationship with the customer and we save them a lot of money with this new cloud-based service. We all know overconfident sales statements like this one, don’t we? But then, all of a sudden, the deal goes south. The customer makes a decision for a competitor. Why? Because this competitor offered a much bigger business impact, connected to the customer’s relevant financial metrics. It’s a disaster for the sales team, the funnel and the quarter. Cost savings are a translation of…
  • Coach, Leader And Business Manager: Frontline Sales Managers Need Enablement | See You In London, June 18!

    Tamara Schenk
    12 Jun 2015 | 12:36 pm
    Frontline sales managers (FSMs) are the most important role in any sales organization when it comes to sales execution and driving sales force transformation. Just think about their span of control in your organization. This role can decide what sales professionals sell, where they sell, to whom they sell, and how they sell. This is why frontline sales managers have such a huge leverage effect, why it makes good sense to invest in developing their effectiveness and their productivity. However, our research shows that developing frontline sales mangers is still not a high-priority investment…
  • How To Avoid Seller And Buyer Misalignment: The Customer’s Journey Matters

    Tamara Schenk
    8 Jun 2015 | 12:43 pm
    A few weeks ago, I signed up for a video conferencing service. The reason was simple: I was invited to a video meeting based on this service, so I needed an account. I signed up for a two-week free trial, the only option I had. I loved the service; the setup was easy, and the video service during the meeting worked pretty well. So far, so good. But then, the situation became strange. I got a message from a salesperson beginning with “Hey there” which is not my name, obviously. If the salesperson knows to whom he or she sends a message, why making it as impersonal as possible? Then, a few…
  • What If Efficiency Is Not Your Problem?

    Tamara Schenk
    25 May 2015 | 1:03 am
    Training sessions that make sense for marathon runners are clearly not appropriate for sprinters, even if both want to win an Olympic gold medal. The disciplines are different. The athletes’ objectives determine their activities. That’s the same in professional B2B selling. The business results and sales objectives determine the appropriateness of various sales activities. World-class sales performers take this practice to heart. Our 2015 MHI Sales Best Practices Study shows that the world-class segment clearly defines the activities that are required for each stage of the sales process…
  • All Things Frontline Sales Managers: See you at the Sales Innovation Expo in London 13-14 May 2015!

    Tamara Schenk
    8 May 2015 | 9:13 am
    Frontline sales managers have a greater impact on sales execution, sales productivity, and sales transformation than any other role. What makes their role so demanding and complex is the continuous challenge to balance between three often competing areas; customer, business, and people. Having been the best salesperson does not qualify an individual to be a stand-up top frontline sales manager. Poorly developed frontline sales managers drive top performers out of the organisation and promote mediocre performance from those who remain. This is an untenable situation for any sales leader with…
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    Margie Albert

  • Breaking Broadcast News – Media Sales AEs Are Hungry

    Margie Albert
    24 Jun 2015 | 10:22 am
    Having just completed the Media Sales Institute (could write for hours about it!) I came to the conclusion – ALL Media Sales Account Executives are hungry. For what you ask? Here are a few craves: Organized learning experiences Positive feedback when they succeed (the way they want it) Respect Independence Trust Freedom Continuing education from SMBs Clear expectations and ability to set their own roadmap for achievement Fairness Many managers probably think they are providing this food but most are not. Sales meetings are not organized learning experiences! Most are really a waste of time…
  • Breaking Broadcast News – Guts

    Margie Albert
    4 Jun 2015 | 11:56 am
    Many of you know how much I admire Seth Godin. Here he is at his finest (IMO) – “When I write about linchpins and people on a mission, I often hear from bosses who ask a variant of, “Any idea how I can find people like that for my business?” It’s unreasonable to expect extraordinary work from someone who isn’t trusted to create it. It’s unreasonable to find someone truly talented to switch to your organization when your organization is optimized to hire and keep people who merely want the next job. It’s unreasonable to expect that you’ll…
  • Breaking Broadcast News – Free SHORT e-book

    Margie Albert
    27 May 2015 | 7:08 am
    Rather than asking you to read my work today I encourage you to download this FREE  e-book and read the advice of 15 Sales Leadership Experts. These very short chapters offer success strategies for new managers, sellers, and anyone looking to improve their broadcast sales efforts. And I was fortunate to be asked to contribute – I’m one of the 15 and so honored!! Sample chapters: Pre-Call Planning is Your Single Source for Call Success Shut Up and Listen (does that one sound familiar?!) Are You Enabling or Disabling Sales? The Fire Within For Better Results, Slow Down Newsflash: Your…
  • Breaking Broadcast News – The Dr. Is In

    Margie Albert
    14 May 2015 | 12:37 pm
    One thing great about visiting the doctor is for that small amount of time it is all about you. YOU are the focus of the appointment and we all like that! The doctor listens intently, she asks pertinent questions and she observes your behavior. In fact, in medical terms, she describes you as “The patient presents…” She gets all the facts and then makes a recommendation such as you require further investigating (tests) to make sure she makes the proper diagnosis or she is able to determine what is needed to make you healthier. Her goal is maintaining and/or restoring your health. Period.
  • Breaking Broadcast News – Missed or replaced

    Margie Albert
    30 Apr 2015 | 9:07 am
    Have you ever thought about what your clients would think if you quit? If you left the business would your clients miss you? I occasionally heard from clients saying how truly sorry they were to see a rep go but that was not the norm. More often they were only concerned about getting a new rep with experience. How sad but that says a lot about our business. Don’t you want to be missed terribly if you left the broadcast business?! How do we make that a reality? Here are just a few ideas to ponder: Think and act from the client’s point of view 24/7 Understand THEIR business completely…
 
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    Theresa Delgado

  • How To Fund Your Business…No Smoke, No Mirrors, No Hype

    Theresa Delgado
    30 Jun 2015 | 7:00 am
    Learn the fundamentals of the funding game in plain English – no smoke, mirrors or hype. This week our special guest is Stephanie Sims, investment banker and champion of small business owners, who has a new book out, “Funding Your Business Without Selling Your Soul” (on Amazon). No one wants to bet on their business (unless you’re a professional gambler) especially when they’re looking for business funding. Too often, playing the funding game feels more like playing life and death with your business equity. “Funding Your Business Without Selling Your Soul”…
  • The Startup Guide to Marketing Your Business on a Shoestring Budget

    Theresa Delgado
    25 Jun 2015 | 7:00 am
    Marketing Your Business on a Shoestring Budget Today, marketing any type of business online for very little money is completely possible and doable. You just need to realize that in most cases the main cost for doing these types of marketing will be time and effort. Many people start online businesses while they work at another job during the day (raise your hand, if that’s you too), and due to their responsibilities they need to start as inexpensively as possible. Fortunately, there are many ways to start marketing your business on a shoestring budget that really work. These are things…
  • The Shift That Will Increase Your Business Profits

    Theresa Delgado
    23 Jun 2015 | 7:00 am
    How to Increase Your Business Profits Did you know it takes just as much time to market lower-cost products as high-ticket products? Learn how to sell high-ticket products! Solve a Problem. Make Money. We’re not about consuming more information on this MICRO-Minutes Show. We like knowledge that we can put to work, to profit…don’t you? If you add high-ticket products to your offerings, you are going to automatically start earning more money. Not to mention you’ll also offer more value to your customers by adding the high-ticket product. Click here to dive deeper into learning the how…
  • 7 Mental Blocks to Success and What to Do to Overcome Them

    Theresa Delgado
    18 Jun 2015 | 7:00 am
    Recognizing the numerous mental blocks to success might be the most important step you can take on your journey to a successful life and business. Becoming successful is much more about your beliefs than it is about your current skills and talents.  Mental blocks are insidious and they begin at a young age and quickly become the norm. We become so used to their existence that we fail to question them. We learn to limit ourselves and blindly accept the criticisms of our family members, teachers, peers, and even strangers. Why? To reach any goal and especially build a successful business…
  • Start Taking Charge of Your Business Growth…Today!

    Theresa Delgado
    16 Jun 2015 | 7:00 am
    Taking Charge of Your Business Growth Is there really a quick path to growth for your business? A couple of month ago the Entrepreneur Growth Conference shared with those that attend the conference how to grow a scalable business. For those that went, they were trying to find a quick path to growth and success. This got me thinking about some of the misconceptions that business owners are thinking about business growth. This week show we will be sharing with you, “Common misconceptions in thinking about growth.” Would you go to a growth conference? Watch the show and discover how…
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    Yesware Blog

  • 9 Cold Email Formulas That Just Plain Work

    Bernie Reeder
    18 Jun 2015 | 6:00 am
    Pop quiz. What is the first goal of any cold email? To get it read.   Makes sense, right? So what’s the primary ... Read More » The post 9 Cold Email Formulas That Just Plain Work appeared first on the Yesware Blog.
  • Our Journey to Series C

    Matthew Bellows
    11 Jun 2015 | 5:59 am
    Five years ago today, I was the VP of Sales at a venture-backed startup. I hadn’t yet been fired for ... Read More » The post Our Journey to Series C appeared first on the Yesware Blog.
  • Quiz: Which Type of Salesperson Are You?

    Christine Georghiou
    4 Jun 2015 | 6:42 am
    Will your job be around in the future? According to Forrester Research, the Internet will make 1 million B2B sales jobs obsolete by 2020. The post Quiz: Which Type of Salesperson Are You? appeared first on the Yesware Blog.
  • The Complete Guide To Finding Any Email Address: Tools, Tips, Tactics, And More

    Bernie Reeder
    21 May 2015 | 5:50 am
    You know who you want to contact — now if only you could find an email address. Ugh.  Some might ... Read More » The post The Complete Guide To Finding Any Email Address: Tools, Tips, Tactics, And More appeared first on the Yesware Blog.
  • Infographic: Mobile vs Desktop Email Behavior At Work

    Bernie Reeder
    7 May 2015 | 10:04 am
    Where do you read your email? To answer that question, we researched desktop and mobile email habits over the course ... Read More » The post Infographic: Mobile vs Desktop Email Behavior At Work appeared first on the Yesware Blog.
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    Star Results

  • Leadership Development in the New Millennium

    Steven A. Rosen
    15 Jun 2015 | 9:56 am
    By Steven A. Rosen Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies were providing their sales managers in terms of skill development. The survey found that 50% of organizations are providing ongoing support for their front line sales managers. To…
  • The Key to Developing Outstanding Sales Managers

    Steven A. Rosen
    6 May 2015 | 7:54 pm
    By Steven A. Rosen Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manager and five mediocre sales reps than a mediocre sales manager and five star sales people. There have been major strides in helping sales people become stronger with sales enablement programs, training and automation. The fact remains that selling is about people. Having great sales managers is still the foundational piece to making your sales organization perform. Only once you have a strong sales management team can you truly reap the benefits of a sales performance…
  • New Managers Want to Succeed! Are You Helping Them?

    Steven A. Rosen
    1 May 2015 | 11:12 am
    Congratulations you have been promoted and you are now the sales manager! You have been a top performing rep and you are wired to succeed. What if you are left to sink or swim because your organization is going to send you out in the field without any formal training? Unheard of? Read on. Sales organizations tend to promote their top sales reps into sales manager jobs. This seems to be a natural progression for top performers. We all know that this promotion leads to the sales organization losing on two counts. One, companies lose not only a top performing sales rep but, they may also end up…
  • Are You Leading Your Team to Defeat?

    Steven A. Rosen
    28 Apr 2015 | 5:24 am
    Sales Executives: Are You Leading Your Team to Defeat? The sales force is seen as the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive environments and declining sales and profits. As a result, sales executives are tasked with finding ways to maximise the productivity and performance of their sales team. With so many new apps and technology solutions that claim to improve sales rep productivity, sales executives are hard pressed to look at technology as the solution to performance. I am not…
  • Learn How to Improve Sales Performance

    Steven A. Rosen
    16 Feb 2015 | 10:17 am
    Announcing The Inaugural Toronto Sales Performance Summit Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way. As a result, we have developed the Toronto Sales Performance Summit. THE CHALLENGE: Nearly half of sales reps did not achieve quota over the past few years. The challenge and opportunity for sales leaders is…
 
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    Sales Engine

  • My Start In Sales: Anthony Iannarino

    Jenny Poore
    14 Jun 2015 | 10:00 pm
    Current location: Westerville, Ohio Current gig: Speaker, Author, Sales Leader One word that best describes how you work: Deliberately Current mobile device: iPhone 6+, iPad Air 2, and Macbook Favorite to-do list manager: Omnifocus (These are my favorite productivity tools.) Tell us a little bit about what you do now & whether or not you currently work as part of a sales function at your company. I’m thePresident and Chief Sales Officer at SOLUTIONS Staffing, the Managing Director of B2B Sales Coach & Consultancy, and an Adjunct Faculty Member of Capital University’s School…
  • When Sales Fails Marketing: Webinars Are *Sales* Opportunities

    Jenny Poore
    10 Jun 2015 | 10:00 pm
    This post was submitted by Blake Johnston of Klaire Ryan Consulting One of the most popular forms of online marketing and lead generation is online webinars. Online webinars provide great value for the presenters as well as the attendees. I usually register for 2-3 different webinars per week on topics that interest me from a sales and marketing perspective. The follow up from these webinars is poor, which is surprising because many of the webinars I attend are hosted by sales and marketing software platforms. Here is the most common follow up process by these companies: I sign up for the…
  • Sales Genius Roundup: June 5, 2015

    Jenny Poore
    4 Jun 2015 | 10:00 pm
    As salespeople, we know it can be difficult to stay on top of the trends in the industry. You’re hustling from one meeting to the next and working diligently to meet your sales quota for the quarter. Hang in there. We’ve saved you some time by selecting sales, management, and productivity genius from the world of the internet. Read through our short summaries or dive deeper into the article by clicking the link. Take what’s important and applicable to your goals, apply those lessons, and forget the rest. Sales Genius Roundup: June 5, 2015 3 Keys To Avoiding a Sales Hiring Nightmare…
  • TED Talks for Sales Leaders: 10 Talks Under 10 Minutes

    Jenny Poore
    29 May 2015 | 9:04 am
    TED talks are ideas worth spreading. We chose 10 talks that will take you less than 10 minutes to watch. If you’re a sales leader or manager, we hope that you’ll gain one or two ways of reframing your work and the way that you approach your sales team. If you’re a salesperson, you don’t want to miss the Top 5 TED talks for salespeople. Ten TED Talks for Sales Leaders: Richard St. John: 8 Secrets to Success Passion, work, focus, persist, ideas, good, push, serve. St. John interviewed 500 people over 7 years on the subject of success. He asked, “what’s the secret to…
  • Sales Genius Round-up: May 8, 2015

    Jenny Poore
    7 May 2015 | 11:00 pm
    As salespeople, we know it can be difficult to stay on top of the trends in the industry. You’re hustling from one meeting to the next and working diligently to meet your sales quota for the quarter. Hang in there. We’ve saved you some time by selecting sales, management, and productivity genius from the world of the internet. Read through our short summaries or dive deeper into the article by clicking the link. Take what’s important and applicable to your goals, apply those lessons, and forget the rest. Sales Genius Roundup: 12 Reasons to Hire Employees Who Make Mistakes…
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    Convirza

  • 3 Reasons Your PPC Campaign is Failing

    Shemmah Al-Darweesh
    30 Jun 2015 | 8:02 pm
    There are many factors that can cause a PPC campaign to fail. Some of them are completely out of your control – but there are several that you can fix today. While these reasons could range from poor ad copy to keywords that are too broad, we are going to focus on three specific elements of failing AdWords campaigns. 1) Improper Campaign Management This may be the most common reason for PPC campaign failure. Advertisers that are unable or unwilling to dedicate the time to properly manage their campaigns can expect mediocre or even disastrous results. PPC campaigns cannot be placed on the…
  • 3 Ways Marketers are Using Emojis in their Campaigns

    Shemmah Al-Darweesh
    30 Jun 2015 | 1:00 am
    Have you ever “LOL’d” someone in person? Back in my agency days, I had a coworker, let’s call her “Bubbles,” who would use text acronyms during client calls. “Oh your website has just been hacked? LOL. I guess I’ll TTYL. Good Luck!” I’m not sure how the clients felt about it but I found it just a bit odd and a tad unprofessional. However, the growing Emoji marketing trend probably has “Bubbles” jumping up and down with glee. Not only is the use of Emojis gaining popularity on a variety of channels, it is also reducing the use of Internet slang. So how is it being used…
  • 5 Ways to Drive More Calls to Your Business

    Shemmah Al-Darweesh
    29 Jun 2015 | 8:16 pm
    If you’ve visited our blog in the past you know that we value phone calls. But did you know that calls are 10x to 15x more likely to convert than other lead sources? So here’s the question, how are businesses getting the phone to ring? Here are five strategies to get the calls rolling in: 1) Landing Pages This approach has felt the heat of many an argument. Since landing pages are typically focused on getting visitors to fill out a form, the concept of adding a phone number to the page tends to raise eyebrows. For the purpose of conversion rate optimization, many landing page experts…
  • Are you Missing Out on this Important Lead Source for Your Local Businesses?

    Shemmah Al-Darweesh
    29 Jun 2015 | 3:10 pm
    If you’re in the local marketing world, there is one metric that you need to pay attention to. Phone calls. Web traffic and form fills are all well and good but they are practically insignificant when compared to calls. Successful agencies and local businesses have phone calls at the top of their priority list. Why? Because calls are the best leads  that your business can receive. The Data BIA/Kelsey researches and delivers expert data that is focused around local marketing. Here are a few stats from their research: 1) By 2018, BIA/Kelsey estimates that mobile search will generate 73…
  • 3 Marketing Concepts that the Fireworks Industry Loves

    Shemmah Al-Darweesh
    29 Jun 2015 | 10:42 am
    In addition to blazing forest fires, July is strongly associated with one thing. Fireworks. If you live in Utah (like the gang at Convirza), you get to bask in the smoky explosions for a solid month. Fireworks are not only used to celebrate the 4th but they are used to recognize Pioneer Day, which falls on the 24th. This translates to backyard fireworks being set off every single night for a minimum of four weeks. So which marketing tactics have been employed to promote this booming industry? I’ll give you a hint, they all fall under the concept of scarcity. 1) Limited Quantity This point…
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    Solution Selling Blog

  • Aligning CRM with Sales Improvement

    SPI
    29 Jun 2015 | 7:00 pm
    Is Your CRM System Helping or Hindering Your Sales Improvement Initiative? By Ken Cross, Director, Sales Enablement Practice, SPI Launching any new sales improvement initiative is no small undertaking. Tinkering with the revenue engine of your company always entails some degree of risk. Introducing anything new to your sales team requires forethought and planning to ensure that all goes smoothly. We have observed that many of our clients misunderstand and underestimate how changes in sales processes, methods, rewards, training or enablement tools can affect the successful use of customer…
  • Current Sales Talent vs. Future Growth

    SPI
    23 Jun 2015 | 6:30 am
    Can your existing sales talent execute your future growth strategy? By Dave Christofaro, Talent Analytics Practice Leader, SPI To say that markets are changing rapidly in response to many forces is an understatement. For example, we described in our recent book, The Collaborative Sale, how buyer behavior is changing dramatically as a result of easy access to information, increased globalization, the rise of Millennials in business, the shortening time of competitive advantage, and other factors. New disruptive competitors, backed by deep-pocketed venture capitalists, can pop up overnight.
  • WEBINAR - Talent Analytics: The Sales Leader's New Competitive Edge

    SPI
    26 May 2015 | 7:54 am
    Sales leaders are confronted by a continuing challenge — low sales productivity. In the past year, quota attainment has dropped from 63% to 58%, and it takes too long for new reps to become a productive - 69% of reps take 7+ months to ramp-up (CSO Insights). According to TDWI Research, only 17% of sales leaders are leveraging a new competitive edge for impacting sales outcomes — talent analytics. Talent analytics are the new way of making talent decisions and professional development decisions; they provide the path from guesswork or subjective-based decisions to decisions based…
  • Bridging the Sales Training to Execution Gap

    SPI
    5 May 2015 | 5:00 am
    In most classroom environments, there is little intention to show students how they would apply their learning in real world situations – nor do the training materials (text books) show how it is applied to day to day life. Not surprisingly, your sellers often feel the same way, after exiting training. If sellers find it difficult to apply learning to real-world scenarios, the value of the learning retention is diminished. We call this the gap between learning (training) and execution (real-life application). Instead, sellers need the following to bridge this gap between learning and…
  • Is Sales Training Really Impacting (Business Outcomes) Behavior Change?

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

  • How to Measure Your Client Relationship Strength

    24 Jun 2015 | 10:00 am
    Ask most people about the strength of their core client relationships and they'll say, "Great. Rock solid." Yet these comments usually refer to how much rapport or trust sellers feel they have with the client. They don't answer the question through the lens of business value the client receives from them. They're also often thinking more of the relationship they feel they have with their client, not how their client feels about them. To assess the strength of your relationship with a client, the key is to view it through their eyes. You can start by evaluating your relationships…
  • Sell with Hustle, Passion, and Intensity

    18 Jun 2015 | 10:00 am
    "Take time to deliberate; but when the time for action arrives, stop thinking and go in." - Napoleon Bonaparte I've seen more people intend to crush their goals than I have seen people actually crush their goals. They talk about how they're going to make it to the top. They read books and attend seminars. They talk a good game. Then many go nowhere. Oh, they can justify their lack of production: the competition has advantages, the buyers won't act, the economy is rough. No luck this year. Excuses.
  • 5 Changes in B2B Buying Behavior You Need to Know About

    10 Jun 2015 | 10:00 am
    The world around us is shifting—in virtually every way. Savvy sellers have caught on to the fact that B2B buying behavior is changing as well. The economic downturn has had a lingering impact on the market. Corporations have caught on to new ways of staying lean and reducing costs while maintaining productivity. Coupled with the rise of the Internet and the abundance of information available to buyers, business is being conducted differently than it was just twenty years ago. As a former buyer, corporate executive, management consultant and trainer, I've been at the forefront of…
  • Free Ebook: The One Piece of Advice You Need to Exceed Your Sales Targets

    3 Jun 2015 | 10:00 am
    Sales advice is a dime a dozen. There are scores of “experts” writing articles, white papers, books, blogs, and more, and generally making a lot of noise about how to be successful in sales. And, unsurprisingly, the advice of one “expert” often contradicts the advice of another. Does cold calling work? Is building relationships still important? Is social media worth your time? What are the most effective closing techniques? And the list goes on. With all the advice out there, it’s hard to sort out what’s most important and what will have the greatest impact…
  • Bringing Insight to B2B Sales: Sell Like the Winners Do

    27 May 2015 | 11:00 am
    We've written a lot about our What Sales Winners Do Differently research, in which we studied more than 700 B2B sales purchases by buyers representing $3.1 billion in annual purchasing power. We've shared with you how sales winners don't only sell differently, they sell radically differently from second-place finishers. Sellers who win have distinct patterns for how they sell. There's a specific combination of behaviors and outcomes they achieve that second-place finishers don't. (See the Top 10 Factors Separating Sales Winners from the Rest.) We've categorized and labeled these factors in…
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    The Richardson Sales Excellence Review™

  • Sales Forecasting – The 5 Things That Matter Most!

    Michael Rogan
    30 Jun 2015 | 6:51 am
    5 Things That Matter Most in Sales Forecasting The key to improving the accuracy in sales forecasting rests with knowing what you need to measure to find out what you want to know. With today’s technology and the near ubiquity of Customer Relationship Management (CRM) systems, it’s more important than ever to give forethought into how you construct your sales forecasts. Otherwise, the data that you get from your time and technology investment may not be what you need to make the right decisions or achieve a real difference in results. Here are five things that matter most in sales…
  • What is your Biggest Training Challenge?

    James A. Brodo
    26 Jun 2015 | 5:23 am
    We Asked and You Answered! What is your biggest training challenge? What better place to take the pulse of learning and development professionals than the ATD 2015 International Conference. We did just that, in Orlando in May, discovering some hot issues in that hot climate. Richardson randomly stopped conference participants to ask a single question: “What is the biggest training challenge you are currently facing?” Among the leading training challenges uncovered were: 1) Training Reinforcement 2) Measurement/ROI of Training. In my recap of the full survey which was published on the…
  • 2 Essential Elements for Building Client Relationships

    Nancy Weir
    24 Jun 2015 | 5:30 am
    2 Essential Elements for Building Client Relationships It’s not rocket science. There is no app. No magic tricks are needed. When it comes to building client relationships, the most fundamental aspect is who you are. Too many sales professionals confuse client relationships with Customer Relationship Management. The first is a human endeavor — person to person — while the second, known as CRM, is basically a software system that automates the collection of data related to customers and sales opportunities. Think of the two as cause and effect; you have to build a relationship with your…
  • 3 Barriers to Better Client Dialogues

    Nancy Weir
    19 Jun 2015 | 6:00 am
    3 Barriers to Better Client Dialogues When it comes to effective selling practices, there’s often a difference between what’s commonly known and what’s commonly practiced. We know people make buying decisions based on a combination of emotion, logic, credibility, and both business and personal needs and wants. We know that client dialogues are crucial for uncovering needs, exploring solutions, establishing next steps, and building relationships. And yet, too many sales professionals falter in the interpersonal skills needed for open, effective, engaging client dialogues. Here are three…
  • Some of the Best Open-ended Questions for Winning Sales

    Karen Klein
    16 Jun 2015 | 5:58 am
    What are Some of the Best Open-ended Questions for Winning Sales? There is no magic wand to reveal the five best open-ended questions to ask for all sales situations. That’s the bad news. The good news is, there are several ingredients that will make asking five great questions easier. Here is the recipe for success: Remember the old joke, “Where does an 800-lb. gorilla sit? Anywhere it wants to.” Don’t be that gorilla, starting the questioning dialogue with the questions YOU want answered. Start the sales dialogue by asking about the client’s short-term objectives and needs. This…
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    Lattice Engines

  • The 8 Evils of Buying Lists

    Amanda Maksymiw
    29 Jun 2015 | 4:30 am
    At one point or another all marketers have a goal of growing their marketable database. After all, email is here to stay. According to the 2015 State of Marketing Report, 73% of marketers agree that email marketing is core to their business. Modern marketers know how to build their databases organically. Create valuable content people will be willing to give their email address up for. Promote gated content on the channels where your audience engages. Have fun with clever campaigns. Despite all our best intentions of following this formula, we are occasionally tempted to take the easy way out…
  • Comparing Predictive Marketing vs a Predictive Marketing Organization

    Amanda Maksymiw
    25 Jun 2015 | 6:07 am
    Predictive analytics is booming. Regardless of industry, use case or department everyone is attempting to find their own secret sauce in the space. Marketers have ample opportunities to leverage models and technologies and partner with data scientists to make smarter marketing decisions. Yet, despite the abundance of predictive tools and tactics, marketers haven’t been able to agree on the definition of “predictive marketing.” To help find an answer to this question, we interviewed over a dozen marketing executives on what predictive marketing is. Very quickly it became clear that there…
  • The Lattice Data Cloud in Action

    Amanda Maksymiw
    23 Jun 2015 | 3:30 am
    One of the items our salespeople always discuss with customers and prospects is our Lattice Data Cloud. We have some great partnerships with industry-leading data providers and Lattice also invests in a fair amount of our own content aggregation and retrieval. When combined with a company’s internal data sources, the assembled data provides a 360-degree view of buying attributes that drive predictive insights to marketing and sales. By applying advanced data science, our applications enable marketing and sales to identify and predict buying behavior to improve conversions at every stage…
  • 7 Account-based Marketing Resources

    Amanda Maksymiw
    22 Jun 2015 | 1:32 pm
    Summer Reading Guide on ABM Is your sales team trying to land a collection of big whale accounts? Has your growth leveled out over the past year? Can your messaging and content be applied to all your prospects? If you answered yes to any of these questions, an account-based marketing (ABM) strategy may be right for your company. As you look to get started, we’ve curated a list of the top resources on the topic. Enjoy! Briefcase on Account-based Marketing This resource from SiriusDecisions provides an excellent primer on ABM. Hint, hint: start here. All about Account-based…
  • Taking Account-based Marketing to the Next Level with Predictive Marketing

    Amanda Maksymiw
    18 Jun 2015 | 1:59 pm
    We know how hard it is being a marketer today. That’s why we are bundling smart ideas and tactics from elite marketers in our organization and beyond into a new series of playbooks. These playbooks are designed to help diehard marketers like you align predictive marketing with today’s buying cycle. By applying these straightforward suggestions and proven strategies throughout the prospect/customer lifecycle, you can take your marketing to the next level. And that’s exactly what our latest ebook, the Predictive Playbook on Account-based Marketing, was created to do. We teamed up…
 
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    Grow My Revenue

  • What To Do When Customers Only Care About Price

    Ian Altman
    30 Jun 2015 | 9:22 pm
    As published on Forbes.com Susan runs a successful business consulting company. She shared that while her top-line revenue has grown by almost fifty percent over the past two years, her net revenue or profit has grown less than ten percent. I asked Susan why her new business was less profitable than the prior business. Susan said “My clients keep pressuring us on price. We have to stay competitive, so even though we are doing more business, our margins are slim. I don’t’ know how long we can keep this up?” Susan overlooked an important less about when price matters most. In one of my…
  • What Makes A Great Business Opportunity vs. A Great Meeting

    Ian Altman
    23 Jun 2015 | 10:53 pm
    As published on Forbes.com I had the pleasure of speaking at a business conference about aligning sales and marketing to achieve dramatic growth. I asked the group of business owners and executives, “Tell me about a good meeting you have had recently with a potential client that didn’t immediately result in a sale. What made it a good meeting?” These talented business leaders shared some common themes: “We seemed to get along very well. They liked me.” “There was plenty of agreement and head-nodding.” “They want to get together again to continue.” I noted that these are…
  • The Risks In Taking A Vacation

    Ian Altman
    16 Jun 2015 | 10:45 pm
    As published on Forbes.com Before you take off on that vacation you’re planning, consider these risks associated with the trip. You’ve been working hard. When you return from your vacation, you might feel rejuvenated, refreshed and full of creative ideas. You might be more productive, and a better spouse, parent and employee. If you come back from vacation as a fully-engaged professional consider how that might reflect on your coworkers and customers. Stop being so self-centered. Is a vacation really worth it? As Shelly Dutton mentioned in her article: “Employees are tired of…
  • What You Can Learn About People On A Golf Course

    Ian Altman
    9 Jun 2015 | 9:53 pm
    As published on Forbes.com I recently played in a golf tournament with a buddy of mine. We played well on day one of the two-day tournament. We began day two just a few points out of the lead in our flight. Just to avoid the suspense, you should know that of sixty teams, we were the team that made the other 59 teams feel good about their performance. Yep – we came in dead last place. It may surprise you that we had a great time, and enjoyed the two days. On the golf course, I realized how much you could learn about other people. I gained insight into characteristics that would tell me if I…
  • How To Avoid Wasting Time In Unproductive Meetings

    Ian Altman
    2 Jun 2015 | 9:31 pm
    As published on Forbes.com You come to the office on Monday morning, and after running through your email inbox, you realize that you only have a couple of minutes until your first meeting. It might be your weekly sales meeting, project meeting, operations, human resources, business development, or perhaps a monthly board or quarterly advisory meeting. If you are unlucky, you might have to attend multiple meetings like these. After the first meeting ends, you think to yourself “How can I avoid wasting time in unproductive meetings?” The Problem With Most Meetings When I am asked to…
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    LeadManagement.com

  • Is Predictive Lead Scoring the Next Big B2B Marketing Technology?

    David Dodd
    29 Jun 2015 | 5:00 am
    The pace of innovation in marketing technology over the past decade has been nothing short of breathtaking. In the B2B marketing space, one of the hot new technologies is predictive lead scoring. There’s no doubt that predictive lead scoring is still in its infancy, but it’s beginning to gain some traction in the market. Last fall, SiriusDecisions published a report that provides valuable perspectives on the current state of the predictive lead scoring market. According to SiriusDecisions: Fewer than 500 B2B companies are currently using predictive lead scoring. But. . . The…
  • Business 101: How to Boost your Company Sales and Profits

    Lizzie Weakley
    26 Jun 2015 | 5:30 am
    One of the most basic goals of a business is to generate profits. You may feel that your products and services have undergone so much revision that sales should be skyrocketing. However, quality goods are not the only ingredient you need for success in terms of sales and profits. Handle Reputation Management Issues No matter how much time and effort you put into your products and services, achieving 100 percent satisfaction with every single customer is a difficult task. As thus, it’s possible that you’ll find entirely negative reviews or neutral reviews sprinkled with a few…
  • Seven Questions Your Content Marketing Strategy Must Answer

    David Dodd
    22 Jun 2015 | 5:00 am
    It’s now abundantly clear that content marketing has become an integral part of the marketing efforts of most B2B companies. Recent research by several organizations has shown that an overwhelming majority of B2B companies are using content marketing in some form. But despite this widespread use, many B2B marketers aren’t particularly happy with their content marketing program. In the latest B2B content marketing survey by the Content Marketing Institute and MarketingProfs, only 38% of respondents rated their content marketing efforts as effective. Research has also shown that…
  • 5 Important Procedures For Hosting a Successful Business Convention

    Contributor
    17 Jun 2015 | 10:38 am
    Hosting a business conference takes a great deal of planning and preparation. In order to ensure the event is successful, you have to consider many factors, such as where to hold the conference, who to invite, how much to charge and how to publicize it. The following are five of the most crucial points to keep in mind when planning a business conference. Plan Your Budget You will need to come up with a realistic budget for the conference. This includes paying for the venue, any equipment you will need, marketing costs and any other expenses that may be involved. You will hopefully recoup…
  • Why Customer Success Content is Critical

    David Dodd
    15 Jun 2015 | 5:00 am
    In an earlier post, I explained why most B2B companies need to focus more attention on strengthening relationships with existing customers, and I suggested that marketing should play a leading role in these efforts. The primary objective of marketing to existing customers is to retain and, where possible, expand the business you do with profitable customers. The most effective way to achieve this goal is to help your customers successfully implement and use your solutions. Therefore, most of your communications with customers should be focused on providing information and insights that will…
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    Base CRM Blog

  • Forecast 2015 Videos Are Here!

    Tal Binyamin
    26 Jun 2015 | 11:19 am
    We can’t believe it’s already been two weeks since Forecast 2015! Big shout out to all of our speakers for putting on some amazing presentations and panels. We’ve had a lot of requests for videos highlighting the days events, both from attendees and general sales enthusiasts and we’re very excited to share them with you today. So if you weren’t able to attend this year’s conference, or just happened to miss a session, here’s your chance to catch up. Take a look at the videos below to relive all of the magic from this year’s remarkable…
  • That’s a wrap – Takeaways from Forecast 2015

    Tina Gholami
    17 Jun 2015 | 9:11 am
    First of all, a big thank you from all of us at Base to everyone who came to the Forecast Sales Conference last week in SF!It was great to hear about the latest developments in sales and to learn from thought-leaders from every point on the sales spectrum. If you were unable to attend this year’s conference, check out what people thought at #Forecast2015 and keep reading as I break down the highlights of the day. “It’s not about Will.i.am and Hillary Clinton, it’s about learning.” These words by our CEO, Uzi Shmilovici, set the tone for a great day of learning about sales. No…
  • Set Bias Aside With Base Data-Driven Sales Forecasting

    Tina Gholami
    9 Jun 2015 | 11:00 am
    It’s hard to believe that three years has passed since we introduced Sales Forecasting, a premium feature for our Professional and Enterprise customers. Since then we’ve been working hard to improve the accuracy of Forecasts and remove the subjectivity from the forecasting process. Today, our Big Data team is proud to introduce two revolutionary Sales Forecasting features: Intelligent Close Date and Intelligent Win Likelihood. These intelligent forecasting features aim to help you and your team create objective data-driven forecasts. There’s no question that Sales Forecasting brings…
  • 5 Things to Expect at Forecast 2015

    Tina Gholami
    5 Jun 2015 | 10:24 am
    Forecast is less than a week away. That means you only have to wait a few more days before the sales conference of the year kicks into full gear! And while it’s true that good things come to those who wait we don’t want to just leave you wondering. We know you’re excited to see what we have in store for you, so here’s a little teaser of five things you can expect to see at Forecast. 1. Screw the buzz, we’re talking real sales productivity Sales productivity seems to be the buzzword every exec loves to throw around. Yet no one has ever analyzed the tools behind the words, until…
  • Meet Your New, Smarter Sales Funnel Report

    Josh Bean
    4 Jun 2015 | 10:40 am
    Today we’re releasing advanced drill-down for the Funnel Report, making one of the most useful reports even more powerful! Whenever someone asks about reporting in Base, the Funnel Report is always the first report I mention. On the surface, it’s a simple report that shows how leads and deals are moving through your sales pipeline, but don’t let the simplicity fool you. With just a quick glance, the Funnel Report shows you the biggest areas for improvement in your business. Today’s release makes the Funnel Report even more actionable as you can now see the exact deals that are causing…
 
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    Base CRM Blog » Sales and Productivity

  • Forecast 2015 Videos Are Here!

    Tal Binyamin
    26 Jun 2015 | 11:19 am
    We can’t believe it’s already been two weeks since Forecast 2015! Big shout out to all of our speakers for putting on some amazing presentations and panels. We’ve had a lot of requests for videos highlighting the days events, both from attendees and general sales enthusiasts and we’re very excited to share them with you today. So if you weren’t able to attend this year’s conference, or just happened to miss a session, here’s your chance to catch up. Take a look at the videos below to relive all of the magic from this year’s remarkable…
  • That’s a wrap – Takeaways from Forecast 2015

    Tina Gholami
    17 Jun 2015 | 9:11 am
    First of all, a big thank you from all of us at Base to everyone who came to the Forecast Sales Conference last week in SF!It was great to hear about the latest developments in sales and to learn from thought-leaders from every point on the sales spectrum. If you were unable to attend this year’s conference, check out what people thought at #Forecast2015 and keep reading as I break down the highlights of the day. “It’s not about Will.i.am and Hillary Clinton, it’s about learning.” These words by our CEO, Uzi Shmilovici, set the tone for a great day of learning about sales. No…
  • Why every sales team needs a Sales Data Scientist

    Vamshi Ambati
    9 Apr 2015 | 4:22 pm
    I have hacked with engineers, worked with marketers, rubbed shoulders with designers. But, working with sales teams, I have learned how different their world could be. While most other hats, require you to work on bits and bytes, sales teams work primarily with people, which makes it all the more challenging and that much more exciting! A day in the life of a sales rep involves – emails, calls, screen-shares, meetings, calendar invites for more meetings, notes, follow ups, prospects, research, due-diligence, wrap-ups, products fits, up-sell & cros-sell, demos, quotes, negotiations,…
  • Watch out Windy City, the top Inside Sales Experts are headed your way

    Josh Bean
    8 Apr 2015 | 2:47 pm
    In two weeks we’ll be packing our bags and heading to Chicago as a sponsor of this year’s 7th Annual AA-ISP Inside Sales Leadership Summit taking place April 21st and 22nd. The upcoming Leadership Summit is a golden hub for Inside Sales Leaders looking to network, engage and learn from the best in the business. With an impressive list of presentations and panel discussions from over 75 of the nation’s leading inside sales experts, the 2015 Summit is shaping up to be a tour de force. This year’s summit brings together a melting pot of sales innovators, thought-leaders and enthusiasts…
  • 9 Easy Ways to Hone Your Lead Scoring Today

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

  • Dreamforce 2015: What You Need to Know

    Natalie Jacks
    30 Jun 2015 | 6:15 am
    Inspiration. Imagination. Innovation. It’s all inside Dreamforce – and it will be here before you know it! Have you registered? If not, visit www.Velocify.com/DF15 for a discount code good for $100 off your registration. Dreamforce season is only just getting started, but we’re already excited for the big event. Whether you’re a seasoned veteran or it’s your first time attending, you’re guaranteed to discover something new at Dreamforce 2015. But you don’t have to wait until September – start your Dreamforce experience today! Here are a few tips to get you started: Dreamforce…
  • Summer Reading: 20 Top-Rated Books for Sales Professionals

    Natalie Jacks
    23 Jun 2015 | 6:15 am
    This is the time of year to pack your bags and get away. Whether you’re venturing to someplace tropical or just your neighborhood swimming pool, you deserve a chance to take a break and relax. And what’s better than relaxing with a cold drink in one hand and a good book in the other? We’ve put together a summer reading list, complete with twenty new, highly-recommended sales books for salespeople. When you plan your next vacation, make sure you leave room in your suitcase for a few of these great reads:   Heavy Hitter IT Sales Strategy by Steve W. Martin – In this book, senior…
  • The Widening Gap in Insurance Technology

    Harry Beck
    18 Jun 2015 | 6:15 am
    New study examines trends in technology usage and benefits to insurance agencies. Technological advances have radically shifted the insurance market, particularly during the past decade. It wasn’t long ago that you might stop into your neighborhood insurance agent’s office while out running errands to open a new policy for your home, office, or a new car.  Your agent would pull up your policy from a file cabinet, confirm your current coverage, and then print out the paper work for you to fill out. The agent would then manually enter your information and re-file your paperwork. Insurance…
  • You Know You’re an Inside Sales Pro If…

    Natalie Jacks
    2 Jun 2015 | 6:15 am
    The day-to-day life of an inside sales professional is a roller coaster ride. You experience ups, downs, and everything in between. Inside sales people are part of an elite group. Selling remotely is hard. Not everybody can do it. However, you know an inside sales pro when you see one. There are some common traits among this unique group of professionals… maybe you’ll recognize a few of these traits in yourself. Presenting our Inside Sales Memes — You know you’re an inside sales pro if… You’re into the latest sales trends – like social selling. You have an unwavering sense…
  • Evaluating underperforming salespeople

    Nick Hedges
    14 May 2015 | 6:15 am
    Every organization has underperforming salespeople. In fact, the popular 80/20 rule often holds true in the sales industry, with most salespeople underperforming – missing sales goals and appearing to lack motivation. When you try to help, they do better for a while and then dip back into the underperforming category. As a sales manager, it can be frustrating trying to get these underperforming salespeople to improve. To better understand what separates the very best salespeople from the underperformers, Velocify partnered with University of Southern California (USC) instructor and industry…
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    RAIN Selling Blog

  • How to Measure Your Client Relationship Strength

    24 Jun 2015 | 10:00 am
    Ask most people about the strength of their core client relationships and they'll say, "Great. Rock solid." Yet these comments usually refer to how much rapport or trust sellers feel they have with the client. They don't answer the question through the lens of business value the client receives from them. They're also often thinking more of the relationship they feel they have with their client, not how their client feels about them. To assess the strength of your relationship with a client, the key is to view it through their eyes. You can start by evaluating your relationships…
  • Sell with Hustle, Passion, and Intensity

    18 Jun 2015 | 10:00 am
    "Take time to deliberate; but when the time for action arrives, stop thinking and go in." - Napoleon Bonaparte I've seen more people intend to crush their goals than I have seen people actually crush their goals. They talk about how they're going to make it to the top. They read books and attend seminars. They talk a good game. Then many go nowhere. Oh, they can justify their lack of production: the competition has advantages, the buyers won't act, the economy is rough. No luck this year. Excuses.     Related StoriesHow to Measure Your Client Relationship…
  • 5 Changes in B2B Buying Behavior You Need to Know About

    10 Jun 2015 | 10:00 am
    The world around us is shifting—in virtually every way. Savvy sellers have caught on to the fact that B2B buying behavior is changing as well. The economic downturn has had a lingering impact on the market. Corporations have caught on to new ways of staying lean and reducing costs while maintaining productivity. Coupled with the rise of the Internet and the abundance of information available to buyers, business is being conducted differently than it was just twenty years ago. As a former buyer, corporate executive, management consultant and trainer, I've been at the forefront of…
  • Free Ebook: The One Piece of Advice You Need to Exceed Your Sales Targets

    3 Jun 2015 | 10:00 am
    Sales advice is a dime a dozen. There are scores of “experts” writing articles, white papers, books, blogs, and more, and generally making a lot of noise about how to be successful in sales. And, unsurprisingly, the advice of one “expert” often contradicts the advice of another. Does cold calling work? Is building relationships still important? Is social media worth your time? What are the most effective closing techniques? And the list goes on. With all the advice out there, it’s hard to sort out what’s most important and what will have the greatest impact…
  • Bringing Insight to B2B Sales: Sell Like the Winners Do

    27 May 2015 | 11:00 am
    We've written a lot about our What Sales Winners Do Differently research, in which we studied more than 700 B2B sales purchases by buyers representing $3.1 billion in annual purchasing power. We've shared with you how sales winners don't only sell differently, they sell radically differently from second-place finishers. Sellers who win have distinct patterns for how they sell. There's a specific combination of behaviors and outcomes they achieve that second-place finishers don't. (See the Top 10 Factors Separating Sales Winners from the Rest.) We've categorized and labeled these factors in…
 
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    People First

  • The Worst Mistake You Can Make as a Leader Is…

    Deb Calvert
    29 Jun 2015 | 6:15 am
    Throughout the month, the CONNECT2Lead Blog has focused on mistakes leaders make. You can find articles from the series here. In this post, we’re going to narrow it down to the single worst mistake a leader can make. Surprisingly, a lot of leaders make this mistake every day. Our workplace vernacular may be to blame. That’s because we use the […]
  • 5 Ways You Can Quickly Derail a Sale

    Deb Calvert
    24 Jun 2015 | 6:30 am
    Over the past month, the CONNECT2Sell blog has focused on how and why to inspire your buyers. As we wrap up this series, consider the opposites of inspiring… If you are not inspiring your buyers, chances are that you’re making one of these five mistakes that derail sales. The antonyms of inspire include bore, deaden, depress, discourage, dissuade, […]
  • Five Ways Leaders Get in Their Own Way

    Deb Calvert
    22 Jun 2015 | 6:10 am
    Maybe you’ve seen this happen. Maybe it’s happened to you. A rising star flames out and can’t seem to make a comeback. He or she doesn’t understand what’s gone wrong and feels helpless to course correct. It happens to a lot of highly intelligent, talented people. It happens to leaders who show potential. It happens […]
  • Want to Inspire Your Buyer? You Can’t Do It Alone

    Deb Calvert
    17 Jun 2015 | 6:15 am
    The authors of “The Future of Competition: Co-Creating Unique Value with Customers” nailed it in their 2004 book when they said “We’re entering a ‘bottom-up’ economy in which consumers will migrate to businesses that allow them to be participants in the process of creating what they want.” Buyers today will barely tolerate sellers. They duck […]
  • 5 Mistakes Leaders Make When It Comes to People Development

    Deb Calvert
    15 Jun 2015 | 6:30 am
    There comes a time in everyone’s career when they feel they have “arrived.” It’s the attainment of a particular job, the fulfillment of a dream or the time when everything is clicking into place. For leaders, this is a dangerous place to be. It’s a potential trap, one you will fall into if you allow […]
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    Witty Blog

  • Four Timeless Sales Disciplines for Large Account Selling

    1 Jul 2015 | 6:00 am
    This article is reprinted, with the author Rich Novak's permission, from the WittyParrot "My Best Tip for Sales Success" eBook published in May 2015.
  • Missing your forecast often? Adjust, Adjust, Adjust until you don’t.

    29 Jun 2015 | 6:00 am
    This article is reprinted, with the author Paula Cassin's permission, from the WittyParrot "My Best Tip for Sales Success" eBook published in May 2015.
  • Personalize Your Email Campaigns

    26 Jun 2015 | 6:00 am
    WittyParrot’s new automated email campaigns allow you to send one to one, individualized emails to your network. Unlike marketing campaign systems, WittyParrot sends emails directly from your email server. This keeps your messages out of spam filters and makes your audience members feel like you took the extra time to personalize their email and send it to them individually. You don’t have time to send everybody a personal email, but you can’t afford not to make your audience feel special- now you don’t have to choose!
  • Dedicate a Specific Time Each Day and/or Each Week to Prospect

    Guest Blogger Mark Hunter
    24 Jun 2015 | 6:00 am
    This article is reprinted, with the author Mark Hunter's permission, from the WittyParrot "My Best Tip for Sales Success" eBook published in May 2015.
  • Silence is Golden

    Guest Blogger Paul Kirch
    19 Jun 2015 | 6:00 am
    This article is reprinted, with the author Paul Kirch's permission, from the WittyParrot "My Best Tip for Sales Success" eBook published in May 2015.
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    xPotential Selling

  • 50 Bad Sales Habits To Eliminate

    Barrett Riddleberger
    30 Jun 2015 | 8:45 am
    We develop habits over time. Use this list to see where you have opportunity to improve your sales performance. When it comes to bad sales habits, I’ve done them all and still struggle to have mastery over them. In fact, this list was compiled from the things I’ve done wrong and my personal observations of … Continue reading 50 Bad Sales Habits To Eliminate →
  • 3 Smart Ways Successful Salespeople Win the Sale

    Barrett Riddleberger
    24 Jun 2015 | 7:20 am
    Decision-makers’ buying habits can be quite different depending on their level of authority within an organization. Superstar salespeople know how this makes the difference between getting a sale or not. Smart salespeople know that not all decision-makers are the same. The motivations, budgets, goals, and habits of buyers change as you move up or down … Continue reading 3 Smart Ways Successful Salespeople Win the Sale →
  • 3 Pivotal Questions To Help You Benefit From Lost Sales

    Barrett Riddleberger
    9 Jun 2015 | 9:12 am
    Losing a sale can sting. Learning from it, however, can change the trajectory of your career. One of the most underutilized opportunities for growth is the “lost sale.” Failure to make a sale is common. Failure to evaluate why you lost a sale is foolish. To be clear, a lost sale means that you had … Continue reading 3 Pivotal Questions To Help You Benefit From Lost Sales →
  • Smart Salespeople Aren’t Afraid To Do This With Their Customers

    Barrett Riddleberger
    19 May 2015 | 11:43 am
    Successful salespeople know that not all customers are the same. Therefore, in order to make more sales, they do this… Successful salespeople can differentiate between good customers and mediocre ones. They study the subtle differences and focus on looking for those who fit that “ideal” profile. What about the bad customers? They fire them. Yes, … Continue reading Smart Salespeople Aren’t Afraid To Do This With Their Customers →
  • 5 Urgent Tips That Will Actually Improve Your Closing Ratio

    Barrett Riddleberger
    5 May 2015 | 8:18 am
    You finish a great sales call. The prospect loves your presentation and communicates their excitement about your solutions. They are ready to buy. You happily provide them with a contract. You expect a signature, but instead you get stalls, avoidance, unanswered phone calls, no replies to your emails, etc. You get nothing… and your closing … Continue reading 5 Urgent Tips That Will Actually Improve Your Closing Ratio →
 
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    Exceed Sales

  • Five Must-Have Lead Nurturing Policies for Automated Responses

    webmaster
    11 Jun 2015 | 11:21 am
    Do your automated responses truly help you connect better with prospects and customers? We hear a lot of talk about using automation in lead nurturing and the sales cycle: we automate social networking, social platforms, social marketing, social selling and the buyer focused sales cycle. As sales professionals, how do we use automatic processes to enhance the buyer experience, before and after the sale? I recently had an experience researching a solution for a client, which was frustrating because of the customer service system. It made me take a fresh look at the value of automatic messaging…
  • Increase Your Sales Team’s Success – Lead With A Story

    webmaster
    13 May 2015 | 10:52 am
    This month’s blog post is provided by our guest blogger Chris Kogler at Narrative IQ. Stories are one of the most powerful forms of human communication we have. In a sales environment, they paint a vivid and compelling picture of your company’s products and services. Here’s an example. Last year, one of our international partners, Mark Schenk, was working with a large group of Microsoft sales and marketing professionals in Sydney, Australia. About 500 people were in the room. During the event, Mark asked the group to share some impressions of the company’s new products and…
  • Four Inside Sales Management Tips to Grow Your Pipeline: A Closer Look

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

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

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

  • Nationwide Car Sales Jobs

    Danielle Cook
    30 Jun 2015 | 5:04 pm
    Nationwide Car Sales Jobs C. Rice Global has several nationwide car sales jobs from dealerships now looking to hire automotive sales consultants. C. Rice has partnered with these dealerships to find the best candidates to fill the open positions. These are not simply jobs, but careers with lots of opportunity for growth, a high income potential, and terrific benefits. The positions are perfect for anyone with a general sales background, retail background, mobile phone sales background, veterans, recent college graduates, and anyone willing to work hard for a rewarding career. C. Rice Global…
  • Toyota of Olympia is Hiring Automotive Product Specialists

    Danielle Cook
    18 Jun 2015 | 1:32 pm
    Toyota of Olympia is Hiring Automotive Product Specialists. Looking for an exciting new career in the automotive sales industry? Toyota of Olympia is Hiring Automotive Product Specialists.  If you are interested in an exciting career with a high income potential, we are seeking you. Previous experience is not required. we are looking for career minded individuals who want to learn and succeed. As the nation’s top automotive recruiting and training company, C. rice Global has partnered with Toyota of Olympia to find the best candidates for the job. C. Rice Global will also provide a…
  • Now Hiring for Automotive Industry Jobs

    Danielle Cook
    7 Jun 2015 | 6:28 pm
    Now Hiring for Automotive Industry Jobs C. Rice Global has two exciting new job openings for automotive sales consultants. There is no experience necessary to apply for these positions. C. Rice Global will be holding interviews for these positions at the individual dealerships. C. Rice Global provides auto sales job placement and training to individuals seeking employment in the automotive industry. We also provide recruitment and sales training workshops for Auto Dealers Nationwide. Visit our jobs board to see the current dealerships now hiring for automotive industry jobs. Mel Rapton Honda…
  • Effective Sales Tips To Elevate Your Career

    Danielle Cook
    3 Jun 2015 | 6:25 pm
    Effective Sales Tips To Elevate Your Career If you are ready to take your auto sales career to the next level, there are several strategies you can you can use right now to kick it into high gear. Here are some effective sales tips to elevate your career you can use everyday. Be Thorough Make sure that no matter what you follow through with your customers. It is one thing to make a great sales pitch, but another to follow through and close the deal. Don’t be afraid to ask for the sale. Hold yourself accountable to every customer. Manage Your Time Plan your day and manage your time. No…
  • Automotive Sales Consultants in Atlanta Georgia

    Danielle Cook
    28 May 2015 | 3:27 pm
    Automotive Sales Consultants in Atlanta Georgia Car sales is an excellent career choice for nearly every individual who has a desire to work hard and reap great rewards. While it is not an easy career, it does have a tremendous amount of benefits that make it one of the most rewarding careers out there today. In fact, we have a great new opportunity for qualified applicants in the Atlanta Georgia area. C. Rice Global has partnered with Rick Hendrick’s Sandy Springs Toyota to interview for Automotive Sales Consultants in Atlanta Georgia. As the top automotive recruiting company in the…
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    Salesjournal

  • The Key to Social Selling is Social, Not Selling

    caitlinhoward
    25 Jun 2015 | 8:31 am
    By Hillary Byers (Convince&Convert) Many salespeople are familiar with the term ‘Social Selling’ but few are able to execute it correctly. Instead of thinking sell first, social second, it needs to be the other way around. Keep reading to learn how to connect social and selling in order to have the most success possible. The Key […]
  • Get More Done by Following ‘The Productivity Diet’ Infographic

    caitlinhoward
    25 Jun 2015 | 8:20 am
    By Jonathan Long (Entrepreneur) When we know we have a long day ahead of us, most of us turn to caffeine, fast food or even skip meals altogether in order to save time and get more done. In reality, these poor eating decisions are hurting our productivity more than they’re helping. Keep reading to learn […]
  • The Importance of a Good Sales Compensation Plan

    caitlinhoward
    18 May 2015 | 7:29 am
    By Nick Kane (Janek Performance Group) Imagine you decided to go on road trip—woo hoo!—only you didn’t pack a stitch of clothing, you didn’t bother with a map or GPS, you didn’t fuel up the car, you didn’t put in a vacation request at work, and you had no destination in mind. Mentally, you’d be […]
  • Are You Using These 7 Secret LinkedIn Tactics?

    caitlinhoward
    29 Apr 2015 | 12:08 pm
    By Jamie Shanks (Sales for Life) We all know LinkedIn can be a useful tool for social selling and connecting with prospects. But what you might not know are how you going about doing this. Learn 7 secret LinkedIn tactics that will help you sell more efficiently and effectively. Are You Using These 7 Secret […]
  • 21 Apps to Boost Productivity, Accountability and Success

    caitlinhoward
    28 Apr 2015 | 1:00 pm
    By Sujan Patel (Entrepreneur.com) Since there’s no way to add more hours into the day, we have to learn to become more productive with the time we do have. Luckily, there are plenty of apps to help us do just that. Learn about 21 apps that are guaranteed to help you boost your productivity, accountability, and success! 21 […]
 
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    xoombi

  • 5 Inbound Marketing Analytics Best Practices

    1 Jul 2015 | 6:00 am
    How do know which metrics are important? What should you be tracking and how do you track it?  With the amount of data now available at the click of a mouse (or trackpad), many marketers find themselves overwhelmed by information. To make your life easier, we’ve compiled this list of five inbound marketing analytics best practices. Pay attention to these key metrics, and you’ll be able to adjust your inbound marketing strategies to be more effective.
  • Content Marketing 101: How to Create & Promote Marquee Content

    29 Jun 2015 | 6:00 am
    Are you ready to create an awesome piece of content that will take your blog and organic search rankings to the next level? We recently attended an awesome webinar hosted by Jason Miller, the Senior Manager of Content and Social at LinkedIn. The webinar was called “Creating Your First Big Rock” and covered creating and promoting what's known as everything from "big rock," "trailblazing," and "home-run" to "marquee" content—you know, that one piece of content that puts you on the map.  The webinar was chalk-full of information and tips for content marketers and business owners…
  • 10 Tips for the New Sales Professional

    Alan Kelly
    26 Jun 2015 | 6:00 am
    It's easy for new salespeople to get confused about what it takes to succeed. With all the self-proclaimed sales gurus sharing conflicting advice, it's difficult to figure out who to listen to. Here are 10 simple things new sales reps should embrace to launch a successful sales career.
  • What's Your Social Media Personality Type?

    24 Jun 2015 | 6:00 am
    If you're looking to find your place in the world of social media, check out this list of eight social media personality types and figure out which one describes you best.
  • Sales Acceleration Tips from the Sales Pros

    22 Jun 2015 | 6:00 am
    Sales acceleration isn't only about the technology. It's also about the things salespeople can do to speed up the sales process. During a recent podcast, sales leaders Andy Paul, author of two best-selling sales acceleration books, and Doyle Slayton, CEO and Co-Founder of xoombi, shared their top tips for sales acceleration best practices. Kelly Riggs led the conversation during the Business Locker Room Show, a podcast “operating at the intersection of sports and business” that provides content you can use today to improve your business. What follows are some of the questions posed by…
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    CRM in Outlook to Help Businesses Grow

  • Why is CRM Software Sometimes Difficult to Implement?

    avadminwp
    29 Jun 2015 | 8:24 pm
    A strong customer relationship management (CRM) system is often an indicator of a business that is highly efficient. Why? Because data in such a system is so cleanly kept that it can be analyzed and fed back to people responsible for selling a product. And good selling can be boiled down to three things: Utility to the customer Fulfilling your product’s promise Establishing trust From the moment that a salesperson establishes contact with a new lead, data is generated that is relevant to future business, including all the nuances that help you establish trust. How does your potential client…
  • Convention Selling — Swag That Will Turn Heads

    avadminwp
    21 Jun 2015 | 8:28 am
    The conference is coming up and your team is finalizing the game plan to hype your brand to the perfect crowd. Bad Idea Steve suggests the innovative idea of handing out logoed pens to the unsuspecting conference attendees. The question: What is the right amount of awkward silence for this kind of meeting? Is your eye twitching because of rage or caffeine? In order to keep the Bad Idea Steves from ruining a potential smorgasbord of conference leads, you need to take action fast. With a little good advice and a small investment of creative funds, you can end up being the talk of your…
  • Serving Markets You Didn’t Know You Had

    avadminwp
    12 Jun 2015 | 12:34 pm
    In an ideal world every client and buyer you encountered would fit into a precise target market (preferably one that your marketing department has staked out). These clients and buyers would use your product for its intended purpose 100% of the time, which would allow you to create new products for different needs. But we don’t live in an ideal world–especially not today, where technology has become so advanced that a single device can fulfill hundreds of different requirements for a buyer. Sometimes, however, social platforms create situations in which your product receives…
  • Using Podcasts to Generate Interest and Leads

    avadminwp
    4 Jun 2015 | 9:48 am
    Though traditional radio has fallen off in the age of smartphones and MP3 players, podcasting has taken off in its place. Podcasts allow anyone, including hobbyists, professionals, and businesses, to put together a simple radio show on any topic. These files can easily be downloaded to smartphones, MP3 players, tablets, and other mobile devices, making them a great way to get a message out to people on the move. Unlike streaming Web radio, which has to be listened to live, podcasts are downloaded when a user has Internet access and can be listened to at any time. Users can also subscribe,…
  • Lessons from Blue Origin on Modern Business

    avadminwp
    27 May 2015 | 8:34 am
    The world is changing faster now than at any time in its history. Never before have people and businesses had to adapt to so many changes at such a fast pace. Despite the stress and chaos of it all, Amazon.com founder, Washington Post owner, and Blue Origin creator Jeff Bezos has been successfully leading new businesses in new frontiers. His latest project, Blue Origin, moves him from the online retail industry to the newest space race. This project is attempting to take millions of paying customers out of this world – literally. Here are just a few management lessons from his commercial…
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    SalesTactics.org

  • How To Be a Local Startup Agent

    Jason Kanigan
    25 Jun 2015 | 8:10 am
    An expert platform member asked how to be a local startup agent for an out-of-country parent company they would like to represent. Whether the parent company is out of town or out of country, the essence of your goal is… Continue Reading → The post How To Be a Local Startup Agent appeared first on SalesTactics.org.
  • What Is a Funnel?

    Jason Kanigan
    6 Jun 2015 | 10:25 am
    What is a funnel? In sales and marketing terminology, a funnel is a series of steps to filter and bring your many prospects to becoming a few qualified buyers. That's it, at the funnel's most basic level. We can add… Continue Reading → The post What Is a Funnel? appeared first on SalesTactics.org.
  • Expanding Your Influence [Business Newbie Guide Part 5]

    Jason Kanigan
    3 Jun 2015 | 8:14 am
    Expanding your influence is a key factor in increasing your business. If no one knows who you are, or what problems you solve, they won't know to get ahold of you for help. This is why those who jump from… Continue Reading → The post Expanding Your Influence [Business Newbie Guide Part 5] appeared first on SalesTactics.org.
  • Owner Looking for Commission Sales Rep

    Jason Kanigan
    14 May 2015 | 7:06 am
    Owner Looking for Commission Sales Rep: Where do I find one? This is a common question I see from "Doer" business owners. If you see yourself as the Creative of your one-person organization, it can be a challenge to also… Continue Reading → The post Owner Looking for Commission Sales Rep appeared first on SalesTactics.org.
  • Where to Market [Business Newbie Guide Part 4]

    Jason Kanigan
    19 Apr 2015 | 4:35 am
    Where to market? So you've made a critical marketing piece: now where do you put it? Just like a website without traffic, a report without readers or a video without viewers is a billboard in the desert. You need multiple… Continue Reading → The post Where to Market [Business Newbie Guide Part 4] appeared first on SalesTactics.org.
 
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    CustomerCentric Selling® Sales Training Blog

  • Sales Tips: How to Put Icing the Cake

    29 Jun 2015 | 11:42 am
    Sales Tips: How to Put Icing on the Cake By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Serge Bertasius Photography at FreeDigitalPhotos.net A seller has done a thorough diagnosis of a Key Player’s current way of doing business in an initial call. Several areas have been uncovered where capabilities within the seller’s offering appear relevant to addressing them. The allotted 30 minutes is nearly up and the seller summarizes what she heard as she wants to make sure the buyer and she are on the same page. After the summary,…
  • Sales Tips: Who's Driving the Bus?

    25 Jun 2015 | 7:20 pm
    Sales Tips: Who's Driving the Bus? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Serge Bertasius Photography at FreeDigitalPhotos.net It is astounding to see how often the phrase “changes in buying behavior” is invoked in articles about selling. In my mind, vendors that for decades have clung to traditional sales and marketing approaches have made some flawed decisions in reacting to perceived buying behavior. B2C buying has served as the canary in the coal mine for B2B buying. Many approaches apply but I believe a line…
  • Sales Tips: Making Sense Of Vague Advice

    24 Jun 2015 | 5:00 am
    Sales Tips: Making Sense of Vague Advice By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net After graduating from college, IBM spent a year teaching me about computers for the SMB market, business fundamentals and selling skills. In retrospect they provided a great amount of knowledge but it was left up to each seller to decide how to make calls on owners or executives of small businesses to have them consider migrating from manual ledger cards to automated systems. It was a mountain to climb.
  • Sales Tips: Patience Is a Virtue for Sellers

    17 Jun 2015 | 5:00 am
    Sales Tips: Patience Is a Virtue for Sellers By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Early in my sales consulting and training career I encountered an irreverent, funny and deceptively intelligent person named Bob Populorum. He defined selling as a hurt and rescue mission. When sellers call on executives they must establish sufficient credibility so buyers will share goals or admit problems they are willing to spend money to achieve or address. It’s a watershed event in their relationships with buyers. The first core concept of CCS®…
  • Sales Tips: Are Your Sales Cycle Activities Planned or Random?

    10 Jun 2015 | 5:00 am
    Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Many sellers have a bad habit of taking their initial contact (often mid to low-level staff) and taking that person as far as they can in terms of trying to sell their offerings. If it will ultimately be a committee decision they make a mistake in not getting access and commitment from others to qualify the opportunity. A large part of navigating through complex B2B opportunities is to have a plan. Within CCS® we show sellers that there…
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    Pipeliner CRM Blog

  • Want a 74% Chance of Winning a Sale?

    Joanne Black
    29 Jun 2015 | 9:00 pm
    Before you can change the status quo, you must understand it. I want clients who do more than just buy from me. This isn’t heresy, it’s just good business. These days, in B2B sales, customers buy more than just our products and services. They buy our ideas, our knowledge, and our insights—our visions for scaling […] The post Want a 74% Chance of Winning a Sale? appeared first on Pipeliner CRM Blog.
  • Can’t Anybody Here Play This (ROI*#@ing) Game?

    James Obermayer
    28 Jun 2015 | 10:22 pm
    Casey Stengel, the baseball legend, said it best, “You look up and down the bench and you have to say to yourself, can’t anybody here play this game?” I wonder about it when it comes to a marketing team’s willingness and ability to prove the ROI for their lead generation programs.  Can anyone play the […] The post Can’t Anybody Here Play This (ROI*#@ing) Game? appeared first on Pipeliner CRM Blog.
  • Salespeople: Learn Before You Teach

    Dave Brock
    25 Jun 2015 | 9:45 pm
    Teaching our customers is a cornerstone of recent sales advice (see, for example, The Challenger Sale, Insight Selling, Upside Down Selling, and  Agile Selling). Today the helpful, knowledgeable salesperson is showing up in best-in-class sales organizations. Helping customers learn is really not a new idea — salespeople have always been teachers. Nowadays, however, we’re not […] The post Salespeople: Learn Before You Teach appeared first on Pipeliner CRM Blog.
  • Secrets of a Content Director: Dave Stein Interviews Pipeliner’s Alyson Button Stone

    Dave Stein
    24 Jun 2015 | 9:25 pm
    I’ve been observing how quickly Alyson Stone from PipelinerCRM has made a significant contribution to the body of B2B selling content through the blog she curates. This is a high-quality destination, with a fine assortment of contributors. I posed a different question to Alyson. How about if I interview you for your own blog. Her […] The post Secrets of a Content Director: Dave Stein Interviews Pipeliner’s Alyson Button Stone appeared first on Pipeliner CRM Blog.
  • How to Track Sales Win Rate with Pipeliner CRM

    Radoslav Ciglansky
    24 Jun 2015 | 9:15 pm
    Would you like track the win rates of the individuals on your sales team and see how they’re performing? With Pipeliner CRM you can: What Is a Win Rate (Closing Rate)? A win rate or closing rate is the percentage of the sales deals that you successfully close. Example: Number of Opportunities in the Sales […] The post How to Track Sales Win Rate with Pipeliner CRM appeared first on Pipeliner CRM Blog.
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    CloserIQ

  • How To Hire Salespeople

    Evan Bartlett
    30 Jun 2015 | 6:30 am
    This is a guest post by Evan Bartlett, co-founder of Building The Sales Machine, a platform and event series designed to help and connect people who are building sales teams, sales operations, and revenue operations mainly within startups. Photo Credit: Flickr/Creative Commons The only thing more important than hiring great front line managers is knowing how to hire salespeople. No amount of incredible management experience or training can overcome hiring the wrong people for the role, so don’t put yourself in that position without thinking through the following steps first! Have a process…
  • Why Sales Tracking Matters and How to Do It Right

    CloserIQ
    23 Jun 2015 | 6:30 am
    Originally published on Ringio Hypersales Blog and written by Jon Yu. Is your sales training program making a meaningful difference in the performance of your reps? What about your CRM, sales dashboard, and other tools? You don’t want to guess at the answers to such important questions, and you don’t have to. Sales tracking is a vital ingredient in the success recipe of the modern sales team, and today’s tools make data collection easier than ever. The benefits of data tracking reach far beyond sales. Personal trainers, for example, routinely have clients record what they…
  • 10 Common Resume Mistakes You Should Stop Making

    Katie Cole
    18 Jun 2015 | 6:30 am
    You may believe you have the best resume on file but there is always room for improvement. To give you an added edge, we have compiled a list of 10 common resumes mistakes and a solution for each blunder. 1. Omitting your “skills” section.” If you lack actual work experience then having a great “skills” section can really distinguish you from other applicants. For example, if you are fluent in another language then that could be a big asset to a business that deals with international clients. Similarly, being proficient in CSS or HTML could really benefit a business that…
  • How Startups Can Lose Sales Recruits During The Interview Process

    Jordan Wan
    16 Jun 2015 | 6:30 am
    Originally published on Building the Sales Machine by CloserIQ Founder/CEO Jordan Wan. Photo Credit: Unsplash As a recruiting platform focused on helping startups hire top sales talent, we converse with candidates on a daily basis about how they are evaluating their job offers. In a competitive hiring market, such as the one we are in, the playing field for the interview process have been leveled. Startups need to treat each candidate like future family members — this mentality increases your offer acceptance rates and the value of your brand in the community. We have reduced the list of…
  • How to Create a Successful Sales Culture in a B2B Startup

    Jeremy Boudinet
    11 Jun 2015 | 6:30 am
    This is a guest post by the Director of Marketing at AmbitionJeremy Boudinet. Ambition is operations software for the data-driven sales force that brings narrative clarity to sales data and gives your reps real-time performance scores, highlight feeds, TV Leaderboards, and team competitions. Download Jeremy’s new ebook, The Sales-Marketing Alignment Playbook. Photo Credit: StockSnap.io In theory, building a ROI-driving sales culture seems easy but in reality, it’s one of the most difficult challenges a B2B startup will face. As Director of Marketing for Ambition, I’ve spent the past 13…
 
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    QuotaFactory

  • How Are Your Sales Reps Spending Their Time?

    David Brock
    1 Jul 2015 | 6:00 am
    Sales Wars is pleased to present you a guest blog post from Sales Jedi David Brock, sales consultant and President at Partners in EXCELLENCE, where this post was originally published. Time available for selling is plummeting.  Several years ago, we assessed how salespeople for a very large client were spending their time.  We were all shocked by the results: less than 20% of their time was being spent directly on customer-related activities. Let me sharpen that definition a little, primarily so you can see the magnitude of the challenge salespeople face.  In this survey, we defined…
  • Why Storytelling SDRs Convert More MQLs

    Craig Ferrara
    29 Jun 2015 | 6:00 am
    Some of the best sales reps I’ve worked with over the years all really know how to tell a good story. Starting out as a services company it has always been vital for our prospects to understand where we came from and how we landed here today.  At the same time any solid sales rep worth their salt should be receptive to hearing their prospect’s story and why their company landed where they are today. Whether you’re offering a service or a product, it doesn’t really matter as long as you (the sales development rep) can see a natural blend and connection between what you are offering…
  • Sales Development Tools are Just Tools Without an Expert

    Paul Alves
    26 Jun 2015 | 6:00 am
    I’m not sure about you, but I am an eternal optimist.  I see it as a great blessing that I always see the glass as half full.  I believe it has been helpful in all areas of my life and has enabled me to reach a level of happiness and professional achievement that otherwise would have been unattainable. OK, where am I going with this you might be asking?  For my entire career I have always believed and hoped there was an easier way to sell.  Even though I was always taught that it takes lots and lots of hard work to succeed, I still believed there just had to be an easier way to succeed…
  • A Word to the SDR Desiring More Sales Training

    Chris Snell
    24 Jun 2015 | 6:00 am
    One of the things I’m working on at Care is trying to build a world class sales training program.  Our new VP of Global Sales, Ben Robinson, had only been here for a month when he realized that this was something that our entire sales team could benefit from, from the inside sales team, to our sales development team, right up to our enterprise AE’s. We have training for those divisions, don’t get me wrong, but we want to elevate it and make it better.  I know that when we finish creating this training program that we’re going to satisfy a number of reps who are craving more training…
  • 3 Challenges Your SDR May Face Prospecting MQLs

    Kim Staib
    22 Jun 2015 | 6:00 am
    So, we need to talk… We’ve been ignoring this problem for too long now and I think it’s time we acknowledged it.…We can’t go on like this anymore, so I’m just going to say it. It’s not the data….it’s your rep. As an inside sales manager or a marketer there are few scenarios more frustrating than watching your MQL stockpile grow while your forecasted pipeline plateaus.  I have worked on enough MQL based campaigns to know that there are “nuggets of gold in them hills” you just need reps who know how to find them.  I wrote a blog previously outlining tips you can pass…
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    LiveHive

  • Don’t Miss Your Next Sales Opportunity

    Jennifer Dignum
    30 Jun 2015 | 8:38 pm
    LiveHive’s Top Prospect RankingEarlier this month, I told you about one of my favorite features in LiveHive – LiveFeed. I love having LiveFeed on my desktop and quickly seeing how people are interacting with my emails.Today, I want to talk about LiveHive’s top ‘Prospect Ranking’ – an extremely popular feature among sales reps using our solution.LiveHive’s ‘Prospect Ranking,’ ranks top prospects based on prospect engagement with the reps’ emails and sales content. The more engaged the prospect is, the higher they are scored, helping reps pinpoint the more qualified…
  • New Research Shows Analytics Key to Modern Sales Success

    Jennifer Dignum
    30 Jun 2015 | 6:14 am
    LiveHive Releases Infographic That Highlights Latest Findings About Sales Enablement ToolsSan Jose, CA – June 30, 2015 – LiveHive, Inc., whose award-winning sales acceleration platform provides engagement analytics to understand buyers’ interests and improve sales follow-up, today made available recent sales enablement research via an infographic. In support of new research findings from Aberdeen Group, the infographic, “Engage, Personalize, Analyze, Win … Repeatshows why analytics have become critical to the sales process.“Aberdeen’s research reinforces what LiveHive is…
  • Upselling – Small Changes Can Make a Big Difference

    Micheline Nijmeh, CMO
    28 Jun 2015 | 8:21 pm
    In any shape up plan, small changes can make a big difference. Over time, choices, such as taking the stairs instead of the elevator, skipping the bread and butter before dinner, or foregoing the fries for a side of veggies, create a new pattern of behavior. But – to have a lasting impact – any change requires a long-term commitment. Healthy habits need to be integrated as part of an ongoing routine.Sales organizations can also make small “lifestyle” changes to improve their sales fitness level, and upselling is one of the simplest ways sales teams can make a big difference.Effective…
  • Top Sales Organizations “Engage, Personalize, Analyze, Win … Repeat”

    Micheline Nijmeh, CMO
    25 Jun 2015 | 2:12 pm
    As a marketer, I’m a big believer in the value that marketing can provide sales teams. With messaging and content for multiple buyer personas, marketing delivers a strong foundation for the purchasing process. But, as someone who has worked in and with sales for a number of years, I also know sales must be able to take that messaging and tailor it based on a customer’s particular needs in order to close the deal.Research just released from Aberdeen Group shows how the top performing organizations are gaining these insights to personalize a transformed customer journey. One of the keys to…
  • Propel Your Sales Team to a Strong Finish

    Jennifer Dignum
    21 Jun 2015 | 7:48 pm
    Motivated by LiveHive’s Summer Sales Shape Up campaign – I decided to jumpstart my own fitness program. About halfway through today’s 30 minute program on the Step Mill, I found my motivation waning. Wasn’t 20 minutes better than nothing? Shouldn’t I get back to work? Would it make a difference anyways after eating that mini cupcake this morning?I thought about quitting, but on the machine, an icon kept flashing the number of floors I’d climbed so far, and another icon showed me the calories being burned in real-time. Seeing that progress pushed me to keep going.What can you do as…
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    Don on Selling

  • Open Space Offices – Good or Bad Idea?

    DononSelling
    28 Jun 2015 | 9:18 am
    You are sitting at your desk trying to compose an important email to send to a client. You are on a tight deadline. You are trying to concentrate. Suddenly, your co-worker sitting next to you in an open space office loudly blows his nose. Or, another co-worker sitting across from you in the same open space gets into a heated conversation with his girlfriend over the phone. Or, another co-worker walks over an employee two desks down and starts up a conversation about weekend plans. Or, another co-worker two rows down is shouting at the sales manager to gain his attention. Distractions. The…
  • Today is National Hand Shake Day!

    DononSelling
    25 Jun 2015 | 3:22 am
    Today is National Hand Shake Day. All salespeople are familiar with hand shakes. In fact, it’s safe to say that you probably couldn’t do your job well or even get a sales job unless you know how to properly shake hands. I couldn’t find the origins of National Hand Shake Day. However, it’s always celebrated the last Thursday of June. No one knows the exact origin of handshakes, but according to Wikipedia, “archaeological ruins and ancient texts show that handshaking was practiced in ancient Greece as far back as the 5th century BC.” As we all know, shaking hands is…
  • Recommend: Close.io “how to sell” video presentations on YouTube

    DononSelling
    21 Jun 2015 | 4:23 pm
    Steli Efti, Founder & CEO of Close.io, has created an excellent 16 part video series on how to sell. The series is posted on YouTube. While the presentation focuses mainly on inside sales and start-ups, some of his advice can also help outside salespeople and those working for major corporations. Here are some of the key takeaways – 1). Hustle –  you have to hustle if you want to make sales. Sitting on your ass and waiting for the phone to ring isn’t going to work. If you want to get into the money zone you need to get out of your comfort zone. You have to be proactive. While you…
  • 10 Places that can Help you Write Better

    DononSelling
    14 Jun 2015 | 6:31 am
    One of the biggest challenges of working in sales, marketing or social media is the ability to write effectively. You just can’t rely on making cold calls anymore. You have to put pen to paper (OK, I really mean fingers to your keyboard) and compose e-mails, proposals and other marketing material to make the sale. Yes, there are a lot of online courses you can take. But let’s say you want more individual attention. Where do you go? Surprisingly, one of the best places to consider is your local nonprofit writing center. Now, I know what you are thinking. Aren’t writing…
  • This is National Business Etiquette Week (June 7-13)

    DononSelling
    7 Jun 2015 | 3:00 am
    Selling can be sloppy. The hustle and bustle of making sales calls, running from one appointment after another, or boarding a plane to this trade show and then another one, makes us forget our manners. We are so focused on achieving our sales quotas or goals, that we stop remembering there is a proper business etiquette when it comes to, well….doing business and selling. We are rude when we don’t mean to be rude. It happens. To help remind us about etiquette, the Protocol School of Washington (PSOW) sponsors the annual “National Business Etiquette Week,” which this…
 
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