Sales

  • Most Topular Stories

  • The Secret of Selling is Never in the Selling

    Sales Training and Development - SALESPRACTICE.COM
    7 Jul 2014 | 2:27 pm
    "The secret of selling is never in the selling. Instead, it is always in the continuous act of prospecting." --Bill [...] http://www.salespractice.com/forums/t-9498.html
  • 2014 B2B Marketing Trends That Work

    ViewPoint | The Truth About Lead Generation
    22 Jul 2014 | 9:05 am
    As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive.
  • Want Better Customers? Stop Discounting AND Raise Your Prices!

    Sales Motivation and Sales Training
    TheSalesHunter
    24 Jul 2014 | 2:20 am
    I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was:  “What % […]
  • 5 Easy Ways to Make Closing Sales Deals Easier

    web2.salesforcesearch.com
    Alex Traynor
    25 Jul 2014 | 6:05 am
    Closing sales deals faster shortens your sales cycle and helps you to accomplish more in the same amount of time. Sometimes sales reps avoid strategies that are designed for closing sales deals faster because they don't want to be perceived as overly pushy or aggressive, but there are things you can do to speed things along without resorting to high pressure. Try one of the following five easy ways to make closing sales deals easier. 1. Use Your Website If you haven't already done so, develop an engaging, powerful website that offers electronic delivery of information that you would normally…
  • Overcoming Rejection is a Key to Success in Selling

    Sales and Sales Management Blog
    Paul McCord
    17 Jul 2014 | 10:07 am
    If you sell you have to learn to deal with rejection.  It makes no difference what you sell, who you sell to, how experienced or inexperienced a seller you are, or how successful you are, the fact remains that you will hear “no” far more often than you hear “yes.” How we handle the “no” is one of the keys to succeeding in sales.  Depending on how you market, dealing with a “no” can be a direct, in-your-face rejection, or can be an anonymous trashing of our direct mail letter.  However, all of us must, at some point in the selling process, deal with the…
  • add this feed to my.Alltop

    Heavy Hitter Sales Blog

  • Sales "Warfare" Strategy - Harvard Business Review

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

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

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

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

    Steve Martin
    26 Apr 2014 | 6:42 am
      I first met Jill Konrath in South Africa three years ago while were speaking at the same sales conference (that’s our picture on the sign along with Nick Read). She’s smart, talented, and we hit it off famously. She’s written some of the best-known books on sales and her body of work speaks itself. Her new book is titled “Agile Selling” and click here to order your copy from Amazon.         Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World   “Being an agile seller in today’s business environment virtually…
 
  • add this feed to my.Alltop

    Score More Sales

  • Where to Find Women B2B Sales Experts

    Lori Richardson
    24 Jul 2014 | 7:06 am
    I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. I sent her an e-mail about the post, we had a phone conversation, and that conversation began a wonderful friendship and mentorship that I treasure. Jill, and other women have spoken up over the last 10 years about the small showing of female role models in professional selling – especially in technology sales, where I have spent much of the past…
  • Understand The Power of Social Sales

    Lori Richardson
    22 Jul 2014 | 4:44 am
    Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. When Google launched in 1998 none of us in professional selling had any idea how it might change the way the world of business-to-business selling worked.  I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool –…
  • Money Monday Enthusiasm Rules

    Lori Richardson
    21 Jul 2014 | 7:23 am
    Enthusiasm for what you do as a professional seller is one of the main keys to success. Think of someone you met in recent months, or saw online who has a passion for life and a fervor for their career. They do what they love. In selling, like no other profession, you need an energy and enthusiasm level that is great – enthusiasm rules. That does not mean “over the top” or artificial, but genuine. I’ve found that the best sellers truly love what they do, and it is conveyed through their voice, accomplishments, and revenues.  They don’t always love the boss they…
  • Hats for Cancer Patients Update

    Lori Richardson
    19 Jul 2014 | 9:22 am
    A quick and hearty THANK YOU to those who sent me 50 donated hats for the Young Women with Breast Cancer Program at Dana Farber Cancer Center in Boston. I began collecting hats when one of my clients, Granite, was doing a fundraiser by having employees volunteer to shave their heads on Monday, March 3rd. It was still very cold in New Hampshire where I live, so in participating with them, I knew I’d be very cold on the top of my head. It turned out that I ended up with a mohawk rather than all the hair gone (thanks, Dana Farber rep who OK’d that), and I was lucky to get the hair…
  • Think Like Your Buyer

    Lori Richardson
    15 Jul 2014 | 10:05 am
    We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. You know the old saying, “never assume…..”. To build business you cannot afford to assume what’s in my head is the same thought that is in my buyer’s head instead think like your buyer. In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do. For example, one seller was telling me that if they phoned one of their dealer reps with a lead, they should not…
  • add this feed to my.Alltop

    Smart Selling Tools » Blog

  • Announcing: Call for Submissions for the Top 40 #B2B Marketing Tools

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

    Nancy Nardin
    16 Jul 2014 | 9:04 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry. Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. This week I interview Geoff Rego, CEO and Co-Founder of Hushly. Nancy: What does Hushly do? What problem/s are you solving for sales and/or marketing organizations? Geoff: Hushly is a software tool that helps B2B marketers to amplify content reach by up to 5,000% and…
  • Rebellious Buyers: Selling to People that Don’t Want to be Sold

    Nancy Nardin
    9 Jul 2014 | 8:29 am
    Let’s be real. No one likes to be sold. Today’s buyers are no different in that regard but there is one difference; they’re more rebellious than ever before. That’s because the Internet has sped the dissemination of information at an unimaginable rate and the information has emboldened buyers with a new level of purchasing control. The availability of paper and the invention of movable type spread the dissemination of ideas from the 15th century and on helping to spawn the European Renaissance. And today, because of the invention of the Internet, we’re experiencing a Renaissance…
  • Is Automation the Key to Modern Selling?

    Nancy Nardin
    2 Jul 2014 | 12:24 pm
    The article that follows is a reprint from my column in the July Top Sales World magazine, the one online magazine I never miss. The July issue includes a number of articles I found to be quite interesting including but not limited to:  Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen. Top Sales World will soon be published as a smaller, weekly periodical which will make it all the more timely and manageable.
  • 98% of Potential Prospects from this One Group are Hiding in Plain Site

    Nancy Nardin
    24 Jun 2014 | 11:00 pm
    Much has been said of late about the 98% of website visitors who are thought to be anonymous—that is, they’ve come to your site and you don’t know who they are. They are hiding in plain sight. They arrived as a result of long hours and countless dollars of marketing devoted to various, successful, lead gen tactics including SEO and SEM. Granted, not all 98% of those hard won visitors are prospects. Never-the-less a percentage of some significance is certain to be bona-fide buyers at the beginning, middle, or end of their purchase process. What if you could “Unmask” them? That’s…
 
  • add this feed to my.Alltop

    omghub.com

  • Does Efficiency or DNA Help to Increase Sales?

    Dave Kurlan
    24 Jul 2014 | 12:38 pm
    Understanding the Sales Force by Dave KurlanThe Salesforce Blog published a new article of mine today - Read How to Create Perfect Sales Conditions.  It's really an article about how to use tools and efficiency to increase your focus and sales.  Speaking of efficiency, Kyle Dougherty, from Prialto, sent me this very cool video today.  Talk about a tool that helps you to be efficient! Some people have efficiency in their DNA.  Matt Heinz wrote this article for the Hubspot Inbound Sales Blog, asking whether great salespeople are born.  I usually like what Matt writes,…
  • Look for Potential in the Next Generation of Sales Hires

    Dave Kurlan
    22 Jul 2014 | 7:57 am
    Understanding the Sales Force by Dave KurlanThe Harvard Business Review finally published a relevant article that I agreed with!  Yeah HBR.  Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. 21st Century Talent Spotting points to coming talent shortage and the importance of hiring for potential.  The article also instructs readers to evaluate using a predictive tool.   Resumes tell you where a candidate has been, how long they stayed, and what they did.  References verify that…
  • What Percentage of Sales Candidates Are Hired?

    Dave Kurlan
    20 Jul 2014 | 6:07 pm
    Understanding the Sales Force by Dave Kurlan   Do you know what percentage of sales candidates eventually get hired?  I posed that very question to Google search and none of the results, that appeared on the first page, answered my question.  Two results pointed to my article from earlier in 2014 that answered the question, "How Many Sales Candidates are Worthy of Being Hired?" That article addressed several classifications and roles and revealed that, on average, 28% of all sales, sales management and sales leadership candidates assessed were recommended using…
  • Top 10 Sales Recruiting Lessons to Hire Great Salespeople

    Dave Kurlan
    17 Jul 2014 | 5:21 am
    Understanding the Sales Force by Dave KurlanOne of the first emails I came across this morning was a LinkedIn update telling me that 16% of my network had started new jobs.  16%.  That's one of every 6.25 people I am connected to. That brings us to this question.  Who's in a LinkedIn network? I'm very selective about who I connect to on LinkedIn.  Some would suggest that you should connect with as many people as possible.  I'm of the belief that you should connect with people who you know and who know you.  I believe that you should also connect with those who…
  • What is the Best Sales Process for Increasing Sales?

    Dave Kurlan
    14 Jul 2014 | 3:39 am
    Understanding the Sales Force by Dave Kurlan If you were on vacation the past two weeks, this is what we were discussing: June 30: The Top 10 Reasons Your Great New Salesperson Could Fail July 1: The One Sales Question I've Been Wrong About for Years July 2: The One Thing Missing from the New Way of Selling Part 2 July 7: Leads are Making Salespeople Lazier Than Old Golden Retrievers July 8: Top 21 Keys to Making Your Sales Force Dominate Today July 10: The New 21 Core Sales Competencies for Modern Selling    The following…
  • add this feed to my.Alltop

    OpenView Labs

  • How to Build a Startup Internship Program: Getting Started

    Meghan Maher
    25 Jul 2014 | 11:30 am
    From cost savings to eagerness to take on new projects, interns can offer substantial value to your company. But finding qualified interns takes more than simply hitting submit on a job board. In this new series, OpenView Senior Talent Specialist Meghan Mayer shares her best practices for building a successful internship program. via OpenView Labs ↬ How to Build a Startup Internship Program: Getting Started
  • Understanding the Benefits of Content Engineering

    jminton
    25 Jul 2014 | 9:30 am
    Creating a content engineering system will help you get the most bang for your content buck. via OpenView Labs ↬ Understanding the Benefits of Content Engineering
  • B2B Sales Tip: It’s Never Too Early to Start Talking About Value

    OpenView Guest
    25 Jul 2014 | 7:00 am
    In today's complex B2B selling environment, the best — and initially most difficult — thing a salesperson can do is determine how their product can specifically help prospects move the needle on their top priority goals. Playboox CEO and sales enablement leader Daniel Zamudio explains the keys to value selling. via OpenView Labs ↬ B2B Sales Tip: It’s Never Too Early to Start Talking About Value
  • 5 Questions Every Marketer Should Ask Themselves

    Morgan Burke
    24 Jul 2014 | 11:30 am
    Marketers: your to-do list may be filled to the brim, but sometimes it's best to stand back and take a look at your hard work. In this post, OpenView's Morgan Burke shares the five most important marketing questions you should be asking yourself. via OpenView Labs ↬ 5 Questions Every Marketer Should Ask Themselves
  • When To Sell a Startup: Understanding The Stages

    jminton
    24 Jul 2014 | 9:30 am
    Offers might start coming in, but are they the right ones? Knowing when to sell a startup requires some homework. via OpenView Labs ↬ When To Sell a Startup: Understanding The Stages
 
  • add this feed to my.Alltop

    Jill Konrath's Fresh Sales Strategies

  • How to Leverage Trigger Events for Faster Sales

    22 Jul 2014 | 7:00 am
    Have you ever heard of trigger events? If not, you're in for a wonderful wakeup call. A trigger event is a sudden change in a company's priorities. Your prospect may have been happy with the status quo yesterday, but these new circumstances create or deepen business issues that can no longer be ignored.  Here are some examples of events that can potentially create sales opportunities for you:
  • If You're Not Using This Email Prospecting Tool, You're Missing Out

    15 Jul 2014 | 7:00 am
    You know what I hate? Not knowing if my prospect has opened my emails ... wondering if they disappeared into a black hole ... and never being able to catch them on the phone. I suspect you feel the same way. That's why I wanted to let you know about Signals, a new, free and easy email prospecting tool that I'm loving. Here's why:
  • How to Know if Your Prospecting Email Message is Effective

    10 Jul 2014 | 8:39 am
    Salespeople spend an inordinate amount of time developing cold call emails, hoping they'll create the perfect message that will get prospects to say, "Yes! I want to meet with you immediately." That would be great, but it takes a lot of practice to find the best way to pique your prospects' interest. Here are 3 ways to evaluate the effectiveness of your prospecting email: 
  • Is Your Prospecting Email Spam – or Not?

    1 Jul 2014 | 8:05 am
    Is it spam to send a prospecting email to someone you don't know? I get asked about that a lot. Nobody wants to be seen as a spammer. So, let me give you some guidelines. Officially, an email is spam when you're blasting a huge number of people with the same message. It's also spam if your email lacks official contact information or people can't unsubscribe from these massive blasts.
  • Selling at Trade Shows: A Lesson From a Hot Shot High Tech Company

    26 Jun 2014 | 7:41 am
    Last year I spoke at Dreamforce with my client DiscoverOrg.com. (If you sell into the IT area, check them out.) Over 130,000 Salesforce.com customers, developers and partners were there. After our talk, I went to DiscoverOrg’s booth for a book signing. The exhibit hall was a zoo. When all my books were gone, I spent time observing their salespeople in action. It was fascinating.
  • add this feed to my.Alltop

    Radius

  • Millennials Are Not Impressed with Your Content Marketing

    Lisa Fugere
    25 Jul 2014 | 7:00 am
    This article was originally published on the Newscred Blog.  Millennials – also referred to as digital natives or Gen Y – created the art of consuming copious amounts of content across multiple devices at all times. Despite this ongoing consumption, 45 percent of Gen Y simply are not impressed with the content that marketers are serving up. That according to a new study, “Content Marketing Best Practices Among Millennials,” by Yahoo and Tumblr, in partnership with Razorfish and Digitas While the oft-ridiculed generation may seem easy to dismiss, millennials have a lot…
  • B2B Marketing Tips: 6 Ways to Incorporate Viral Emotions into Your Content Strategy

    Kelsey Libert
    23 Jul 2014 | 6:00 am
    64% of B2B marketers list engagement as one of their organizational goals for B2B content marketing. But what drives engagement? Is it different for men versus women? What about for different age groups? In an effort to expand my research on viral emotions, I conducted a study of more than 800 men and women between the ages of 18-54 to discover the which emotions were evoked from both viral and non-viral images. via research by Fractl The research revealed several important takeaways for B2B marketers: The number of positive feelings strongly correlated with total content views. When…
  • How Benchmark Reports Doubled Lead MD’s Pipeline in 2 Months

    Lisa Fugere
    16 Jul 2014 | 7:00 am
    Meeting A Growing Marketing Need LeadMD offers marketing consulting services to businesses of all sizes and revenues to help marketers achieve the greatest value from their investments in marketing technology. As sales data applications, content management solutions, marketing automation systems and customer relationship management software piles on the Chief Marketing Officer’s plate, technology implementation can loom threateningly over the CMO’s list of to dos. LeadMD helps customers identify the gaps in their technology setups, as well the solutions available to fill those gaps.
  • B2B Marketing Tips: Why Social Proof Matters

    Neha Jewalikar
    14 Jul 2014 | 12:00 pm
    Today’s feature in our B2B Marketing Tips Series comes from John Hurley, Product Marketing Manager at Radius. In a competitively crowded, media rich environment where your target audience is being served messages and offers from 10+ channels, your prospects’ decision making can be influenced by exhibiting the behavior taken by their peers. This modern phenomenon of ‘informational social influence’ is known as social proof and offering concrete examples to your prospects can help you stand out. Here’s a list of all the types of social proof you can utilize:…
  • Announcing Deploy to Salesforce Campaign: A New Way to Capitalize on CRM Data

    John Hurley
    2 Jul 2014 | 3:32 pm
    Marketers are being pressured to stretch their marketing dollar to improve ROI. Purchasing more data can often be a waste of valuable resources–especially when you are not taking full advantage of prior data investments and marketing activities. There are often highly qualified prospects already in your CRM, but you don’t have the data, the bandwidth, or the tools to uncover and re-engage these hidden opportunities. A new level of Salesforce integration Deploy to Salesforce Campaign is a new feature in the Radius application that allows Radius customers to add any records in their CRM to…
  • add this feed to my.Alltop

    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Tip for Busy Executives To Get the Most Out Of Sales Calls

    Miles Austin
    8 Jul 2014 | 10:14 am
    Insist on a Video Meeting. Insisting that sales calls be done via video meeting brings many benefits to the busy executive including shorter meetings, more control of the meeting, and the ability to size up the sales person’s value to your organization without having to deal with meeting logistics. Video meetings can be extremely effective for all participants in this type of meeting: It is easier to view a demo on your own screen vs. that from the laptop or tablet of the salesperson. Finding a place to have the meeting is never a problem, whether in your office or on the road from your…
  • You Are Losing New Customers Before You Ever Talk To Them

    Miles Austin
    30 Jun 2014 | 10:37 am
    Are you spending your sales and marketing efforts in the wrong area? Are your prospects clicking away without action? How are you delivering your messages and information to those most important to your business success? The majority of sales and marketing efforts are based on outdated thinking and assumptions that these same executives are viewing your emails and online information from a desktop or laptop computer. The truth is that these people who hold the key to your sales success are not at their desks while viewing your emails or even doing research about you or your company. They are…
  • Have You Become The Kim Kardashian Of Your Profession?

    Miles Austin
    19 Jun 2014 | 3:27 pm
    Just hearing or reading the name Kim Kardashian is guaranteed to create a reaction in everyone. Some positive and some negative but everyone has a reaction. Are you concerned about becoming the Kim Kardashian in your industry? Constantly promoting you, you and you. Self-promotion is not a bad thing. I know people that don’t do enough of it. There is even a book about how to do self-promotion the right way (Show your Work! by Austin Kleon). But can you over do it? I’ll bet if I ask you to name someone in your business that is near or has reached that point that you could give me a…
  • Time To Upgrade Your Webinar Tools?

    Miles Austin
    26 May 2014 | 11:57 am
    Is it time to upgrade your online meeting tools and capabilities? The most popular tool has been GoToMeeting, developed in July 2004 by the Online Services division of Citrix in Santa Barbara, California, using the remote access and screen sharing technology from GoToMyPC and GoToAssist to allow web conferencing. The later release of GoToWebinar (GTW) in 2006 and GoToTraining in 2010 expanded GoToMeeting capabilities to accommodate larger audiences. Do you have any other technology tools ten years old? Most likely no, and for a reason. Technology improves at a rapid pace and…
  • 2 Slideshare Tips For Best Results

    Miles Austin
    12 May 2014 | 4:45 pm
    After two months of testing different approaches to get improved results with Slideshare, I have found that using these two tips in creating and uploading slide presentations can make the difference between pro and rookie. We both know which one you want. Tip #1 – Create your presentation using the 4:3 format (square) that has been around since the beginning. The alternative layout is the 16:9 format (wide-screen). Don’t use that format if you are going to upload your presentation to Slideshare. It will cut off the tops and bottom of many of your slides. The frustrating part of…
 
  • add this feed to my.Alltop

    the funnelholic

  • Quality Fuel for Your Sales Engine Using Compile

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

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

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

    Craig Rosenberg
    26 Jun 2014 | 9:54 am
    Editor’s note: Today’s post is from Liz O’Neill from Kapost. Her last Funnelholic guest post knocked it out of the park. She’s back and appreciate the value Kapost is trying to deliver to the content marketing world with the templates they are offering. See more below! Marketers today are under a lot of pressure. They’re responsible not only for engaging leads, but also for converting prospects, driving revenue and retaining business. The major tool at their disposal? High-quality content at every stage of the funnel. And to beat the competition, they need to…
  • Humanize it

    Craig Rosenberg
    16 Jun 2014 | 11:50 am
    3 years ago I led a panel on demand generation. When I asked everyone on the panel to provide one tip, my friend Tom Scearce said: “In honor of Peter Tosh, my advice to b2b marketers is ‘humanize it’”. Brilliant. Number one, he found a way to weave Peter Tosh into a b2b marketing conversation (of course, his song/mantra was “legalize it” but this is a family-friendly blog). Number 2, it’s a great point: humanizing your interactions with buyers should be a priority across all customer-facing practices (sales, marketing, customer service). Make…
  • add this feed to my.Alltop

    Caskey Sales Training - Sales Strategy - Leadership - Indianapolis

  • Sales Management Training: Achievement Culture

    Bill Caskey
    24 Jul 2014 | 2:00 am
    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online.  As an added bonus during Sales Leadership Month, I’m offering my free ebook, “The Sales Leader’s Checklist.” Download by clicking below:     What’s an average day in your office feel like? What’s the mindset of your people when they come in every day? In short, what’s the culture of you and your team? These questions may be tough to answer with certainty, but workplace culture is an absolutely vital (yet often overlooked) aspect…
  • The Sales Leader’s Cadence: Personal Learning

    Bill Caskey
    22 Jul 2014 | 2:00 am
    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online.  If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:     How much time have you blocked off this month for Personal Learning? None, you say? You say you didn’t have time? What could be more important in your professional growth than your personal learning time? This is part 2 of 2 videos on The Leader’s Cadence, a new way to look at time-blocking just for sales leaders. Enjoy.
  • Interview with Jay Mohr

    Travis Collins
    21 Jul 2014 | 3:00 am
    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fine line between egomania and high intent. During the interview Jay talks about how we are all show-off’s and we have a desire to be the best. He has some great perspectives on success and life that you won’t want to miss. Also mentioned in this podcast: Jay Mohr – http://jaymohr.com Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • The Sales Leader’s Cadence: An Overview

    Bill Caskey
    17 Jul 2014 | 2:00 am
    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online.  If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:     Get out your calendar for next month. What do you see? Lots of blank spaces? Well, you shouldn’t. In this video (part 1 of 2), I share how every sales leader (that means YOU) should be organizing his/her calendar to make sure they’re blocking out “high pay” activity each month. I call it The Leader’s Cadence. And…
  • Sales Management Training: Coaching Your Team to Call Higher

    Bill Caskey
    15 Jul 2014 | 2:00 am
    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online.  If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:     A friend, and former client of mine was wandering around the hallway in our office building yesterday. He was actually here seeing his banker to re-fi his mortgage. But in our short talk, he said this: “Bill, your name came up today in a meeting. It was about a deal we lost. Do you know why we lost it? We’re still not…
  • add this feed to my.Alltop

    Sales and Sales Management Blog

  • Guest Article: “No Problem, No Need,” by Jim Keenan

    Paul McCord
    24 Jul 2014 | 9:55 am
    No Problem, No Need By Jim Keenan As sales people we are taught to find a need and sell to it. Needs based selling is what many of us have been taught from the early days. In almost every conversation I have with sales people on how to sell, the word “need” comes up. It’s without a doubt the most common term I hear sales people use when discussing how they sell and what sales is all about. In almost all cases it’s explained as the “thing” a sale must be attached to. Need, is what sales people need to ferret out. Good sales people find need. The best sales people dig and search…
  • Is There More to Social Selling than Just Hype?

    Paul McCord
    22 Jul 2014 | 7:59 am
    Are you sick of the social selling hype yet?  Have you had your fill of the unrelenting BS that bombards you day in and day out about the miracle of social selling and how it makes selling so much easier, how it eliminates the horror of cold calling, the expense of advertising, the time consuming drudgery of attending networking events? Or, have you bought into the hype and discovered that in reality it is nothing more than quicksand that will drag you down and destroy your business slowly? The truth is there is a great deal of hype and BS going on about social selling.  There are promises…
  • Guest Article: “Don’t Wait for a Bone,” by Tibor Shanto

    Paul McCord
    21 Jul 2014 | 10:42 am
    Don’t Wait For A Bone by Tibor Shanto Nothing bothers me more than when a rep uses any expression relating to selling that includes a variation of “throw me a bone”. You hear this a lot especially in industries that are highly competitive, the buyers have viable options, and the risk of commoditization looms large. Usually while discussing their prospecting efforts with an account currently serviced by a competitor, reps tells me how they follow up with and touch the client, in the hope that the buyer will “throw me a bone, and I can prove myself.” You may say this is not prevalent,…
  • Overcoming Rejection is a Key to Success in Selling

    Paul McCord
    17 Jul 2014 | 10:07 am
    If you sell you have to learn to deal with rejection.  It makes no difference what you sell, who you sell to, how experienced or inexperienced a seller you are, or how successful you are, the fact remains that you will hear “no” far more often than you hear “yes.” How we handle the “no” is one of the keys to succeeding in sales.  Depending on how you market, dealing with a “no” can be a direct, in-your-face rejection, or can be an anonymous trashing of our direct mail letter.  However, all of us must, at some point in the selling process, deal with the…
  • Book Review: Neuro-Sell:How Neuroscience Can Power Your Sales Success

    Paul McCord
    15 Jul 2014 | 11:26 am
    How buyers buy and how sellers can use this information to sell to buyers in a manner that matches the way buyers buy has been the subject of much discussion over the past several years. A new contribution to this discussion is Neuro-Sell: How Neuroscience Can Power Your Sales Success (Kogan Page: 2013), by Simon Hazeldine. Hazeldine sets out a process he calls Adaptive Selling, a process he developed that seeks to understand the purchasing personality of the prospect and then adapt the sales process to match the needs of the prospect’s purchasing style. The first four chapters of…
 
  • add this feed to my.Alltop

    Inside Sales Experts Blog

  • 2 Quarters In, Grade Your Sales Team

    23 Jul 2014 | 4:21 am
    Q1 and Q2 are in the books. How did your team do? If you're like most companies, you know a) your team's actual vs. goal and b) the number of reps at/above quota. But does that truly give a full picture of performance? Sales Team Grader I've been working on a benchmarking tool to fill in the gaps. (Big thanks to the folks who participated in beta testing!) The tool benchmarks your team against: Group performance vs. goal % of reps at 90%+ (of quota) Median rep performance Top and bottom 20% By way of example, I ran analyses on two companies. Here are the results. COMPANY A…
  • Separating Inbound & Outbound SDR Roles [LESSONS LEARNED]

    9 Jul 2014 | 4:33 am
    The strategy of dividing inbound qualification and outbound prospecting into separate roles has crossed the chasm. In our 2014 SDR Metrics report, we identified that nearly 40% of companies have implemented SDR role specialization. On paper, I love this approach as it creates focus and accountability. In practice, it takes careful planning and diligent monitoring to reap the full benefits. I recently chatted with 3 high-growth companies on their lessons learned. GoodData: Distinct Model, Distinct Goals Casey Corrigan, Director of Inside Sales at GoodData, segmented roles for three…
  • How to Track Attempts per Lead in Salesforce

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

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

    22 May 2014 | 4:35 am
    At long last, we are publishing our  2014 SDR Metrics & Compensation Report. I want to thank the 222 technology companies that participated. In this report, we compiled 37 pages of data, insight & trends. For those of you who don’t have the time or energy to read the full report (and I hope you find both at some point), I thought I’d share a few snippets with you. 1. SDR specialization hits 40% adoption! Companies are splitting inbound & outbound roles. We expect role specialization to continue along the adoption lifecycle following an earlier shift on the…
  • add this feed to my.Alltop

    ZoomInfo Blog

  • How to Identify Buyer Personas & Send Targeted Messages to Leads

    Lauren Barber
    25 Jul 2014 | 8:28 am
    Do you ever feel like your approach to targeting your best possible buyer is like flinging spaghetti on a wall and seeing what sticks? You’re not alone. Despite the massive amount of analytics available to companies today, many marketers are still misfiring and sending the wrong content to the wrong prospects. Buyer Personas: Know Your […]
  • Sales Emails: How to Get Your Leads to Respond

    Lauren Barber
    22 Jul 2014 | 9:00 pm
      Sales emails are an important part of the sales cycle. So how do you get leads to read and respond to the emails your sales reps are sending? Keep Your Sales Emails Short and to the Point Sales emails need to be short and to the point. No one is going to spend time […]
  • Simple Steps to Empower Your Sales Team

    Avanti Bhat
    21 Jul 2014 | 11:00 pm
    The Usual Method Sales force compensation is the largest marketing investment for most B2B companies. In fact, U.S. companies spend over $800 billion on it each year. Traditionally, sales teams have been incentivized a bit differently than the rest of employees. They are on the front lines talking to customers, battling to bring in revenue […]
  • 5 Steps to Structuring Your Marketing Strategy

    Avanti Bhat
    16 Jul 2014 | 12:53 pm
    Determining how to structure your marketing strategy is a complicated task. You’re expected to stay within a determined budget and come up with viable, affordable opportunities to bring in qualified leads. These steps will help you to strategize efficiently and reach most likely buyers: 1.     Consider Internal Objectives Think about what your marketing department’s overall […]
  • The Importance of Sales & Marketing Alignment

    Avanti Bhat
    9 Jul 2014 | 1:21 pm
    Sales and marketing are inherently connected. The sales team relies on content and lead generation from marketing and the marketing team needs sales people to carry out marketing strategies. They both share the same overall goal: to increase revenue for the company. The challenge is to align the sales and marketing departments so that they […]
  • add this feed to my.Alltop

    Marketo Marketing Blog

  • Summer Must-Reads: 10 Marketing Books to Throw in Your Beach Bag

    Jessica Langensand
    24 Jul 2014 | 5:30 am
    Author: Jessica LangensandThere are three things that symbolize summer for me: watermelon, warm nights, and a very full Kindle. And while I’m not opposed to classic beach reads (murder mysteries, romance novels, etc.), I feel twice as proud of myself when I’m enjoying books I can apply back at work — it’s the best of both worlds. So whether you’re up for a summer get-away, or just a relaxing weekend at home, here are my ten picks for books that will help you return to your desk both refreshed and inspired: 1. The New Rules of Marketing and PR The New Rules of…
  • Marketo Goes to College

    Jesse Finn
    23 Jul 2014 | 5:30 am
    Author: Jesse FinnGood marketers are hard to find. In fact, many organizations today are facing huge gaps in their marketing team roster – there just aren’t enough people to do the job. Take Sears, for example. If you go on to their job listing page, you’ll see they’re currently looking for more than 250 marketing professionals alone. Run a quick search of “marketing automation manager” on popular job site Indeed.com – it yields over 3,700 openings! The reason? In a digital marketing age, the skills and talents that make marketers successful have shifted dramatically – leaving…
  • 4 Ways a Longer Consumer Buying Cycle Can Work FOR You

    Maggie Jones
    22 Jul 2014 | 5:30 am
    Author: Maggie JonesMarketing consumer products with a long buying cycle can be a blessing and curse. On one hand, there’s a bigger lag between your marketing efforts and an actual purchase – if you’re marketing a car, for example, it might take weeks for a buyer to make her decision. It’s difficult to tell which of your past marketing efforts affected the sale, or to prove that your current efforts are worth the investment. But on the other hand, a lengthy buying cycle means you’ll have more opportunities to communicate. And as we explore in our new ebook, Deliver More…
  • 5 Reasons to Invest in Interactive Content

    Dennis Shiao
    21 Jul 2014 | 5:30 am
    Author: Dennis ShiaoThe first time I downloaded a white paper was in 2000. The first blog post I read was in 2004, my first SlideShare viewing was in 2009, and I scanned my first infographic in 2011. Since then, I’ve consumed more B2B content than I’ve read articles about my favorite sports teams or TV shows. As Mark Schaefer rightfully notes, we live in an age of content shock. There’s so much content produced every day (every hour, and every minute) that consumer attention is a scarce commodity.  You’re competing against everyone who sells similar products and services, but…
  • How to Double Your Marketing Team…WITHOUT New Hires

    Josh Hill
    17 Jul 2014 | 5:30 am
    Author: Josh HillWhen I first heard about marketing automation, I was running demand generation programs for an economic research firm. One year after I’d implemented it,marketing automation had saved me 1,832 hours across the entire team — the equivalent of one full-time hire. To give you a little background, I’d previously been working in sales, where I’d learned the importance of developing a relationship with your audience through educational, entertaining materials, rather than immediately delivering a hard sale. But going for a softer sell also meant that many…
 
  • add this feed to my.Alltop

    The Sales Blog

  • The Invaluable Nature of Mistakes

    S. Anthony Iannarino
    25 Jul 2014 | 6:00 pm
    The Invaluable Nature of Mistakes is a post from: The Sales Blog | S. Anthony Iannarino I was a better salesperson before I was given my first job in sales. I just tried to get people to meet with me, some did, and some gave me good opportunities. Then my manager made me a full time, outside salesperson. The company armed me with a big binder full of our history, our locations, and our features and benefits. Having not been trained, I read most of the 84 pages to my unsuspecting prospects, never noticing that all were lulled into a catatonic state. As I was responsible for more deals, I…
  • The Truth About Social Selling

    S. Anthony Iannarino
    24 Jul 2014 | 7:21 pm
    The Truth About Social Selling is a post from: The Sales Blog | S. Anthony Iannarino The truth about social selling is that there is no such thing. Social selling is really marketing. You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients. It’s about listening to your dream clients share things that give you a hint as to what they believe is important. You don’t use social media to do discovery work. The thing that makes discovery work so powerful is that you are sitting face-to-face with your dream…
  • Helping Those Who Won’t Help Themselves

    S. Anthony Iannarino
    23 Jul 2014 | 6:00 pm
    Helping Those Who Won’t Help Themselves is a post from: The Sales Blog | S. Anthony Iannarino You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could become, that you see talent being wasted, or that a potential financial gain is being lost. Until they want it for themselves, nothing you do will make a difference. Some have too little ambition, even though you see the talent. Others have too small a vision for themselves, even though you see what they cannot yet see. Some are lazy, some are fearful, some prefer…
  • What Are You Known For?

    S. Anthony Iannarino
    22 Jul 2014 | 8:59 pm
    What Are You Known For? is a post from: The Sales Blog | S. Anthony Iannarino My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business. Dave Brock is known for helping sales organizations improve their processes, including their sales management processes. Mike Kunkle is an expert at sales transformations. He knows how to look at data and figure out what changes to make and how to make them stick. Charlie Green is the world’s foremost authority on trust. He helps leaders and…
  • Stop Saying “Losers”

    S. Anthony Iannarino
    21 Jul 2014 | 6:07 pm
    Stop Saying “Losers” is a post from: The Sales Blog | S. Anthony Iannarino I read a magazine article this week in which the author described underperforming salespeople as “losers.” There was a time when I might have used similar language. I’ve heard some well known voices in the sales community use similar language. But underperforming salespeople are not losers; they’re just underperforming. Wrong Role A lot of the time, the underperforming salesperson is in the wrong role. They are no more a loser than the hiring manager who put the underperforming salesperson in that…
  • add this feed to my.Alltop

    Sales 2.0 Blog

  • Trigger event types

    Nigel Edelshain
    7 Jul 2014 | 9:41 am
    This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog, you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out of interviews with sales and marketing leaders. I took a quick look and I recommend you grab a copy. (Oh, I’m it, hopefully that’s a plus.) Louis asked about the usefulness of Sales 2.0 tools, like Sweetspot, the tool I wrote about in my last post, to highlight trigger events when not all…
  • This may hit your Sweetspot

    Nigel Edelshain
    29 Jun 2014 | 8:20 am
    If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. My prospecting framework has 3 elements: Define your prospects and get their basic data: for example what industry are they in, how big they are and then data like decision-makers’ emails and direct dial phone numbers Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and…
  • Don’t just check in

    Nigel Edelshain
    27 Jun 2014 | 9:25 am
    Nice post by David Brock. I went on about “just touching my base” here. It drives me nuts. I’m glad David agrees (smart dude!) “Checking In,” Is Not A Next Step! For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience.  I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table).  I’ve learned to count to 10–well maybe 100, before jumping in on a review.  But my tolerance level  for waiting is virtually non-existent. So in…
  • A sales book that will save your bacon

    Nigel Edelshain
    8 Jun 2014 | 12:30 pm
    Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. Actually if you know what’s really good for you, you’re going to want to read this book now and learn the skills in the book before you need them in a hurry–and one thing is for sure when you need these skills it will be in short order. When you’re in a new sales job you will have a very limited amount of time to produce results or you’re going to end up looking for new gig. This book shows you how to deal with that…
  • Working to automate your social selling emails

    Nigel Edelshain
    26 May 2014 | 6:55 am
    Sales people have had automation for a long time but the traditional form of automation aligned with the traditional view of the sales job. It was “phone automation”. It took the form of auto dialers and click-to-dial solutions. But now email has become an incredibly popular sales tool (maybe too popular but that’s a discussion for a different post.) Prospecting by email is the norm these days. I’ve written a lot before about how to improve the quality of prospecting emails but driving sales requires a certain quantity of emails as well. There is a natural tension between quality…
  • add this feed to my.Alltop

    Sales Sales Management Expertise

  • How To Increase Your Sales By 67%

    Tony Cole
    18 Jul 2014 | 10:38 am
    As sales people, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% difference to equal a 67% return on investment? Let’s start with the easy answer – you must put in 10% more effort. That does not mean that I am accusing you of not working hard or not exerting great effort. However, by observing many over the years, I have seen sales people who in reality have already “retired” and just haven’t told anyone. At least, not yet. Now, having thrown THOSE people under the bus, I will now address the REST of those sales…
  • How to Avoid a Sales “Choke”

    Walt Gerano
    15 Jul 2014 | 11:19 am
    Guest Post By Walt Gerano, Sales Development Expert When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next. But, I must admit, that sometimes, I get excited or upset during a sales call because I get caught off guard by with a question or response from a prospect. When was the last time you asked yourself, “Why did I do that? Why did THAT happen?” Do you know how to respond to critical sales moments… or do you choke? The moments I described earlier are what we call “choke situations”. You know, situations…
  • Smart Numbers & Success Formulas Drive Successful Sales Plans

    Mark Trinkle
    8 Jul 2014 | 10:16 am
    Guest Blog By Mark Trinkle, Sales Development Expert How smart are you? Actually, how well do you know your smart numbers? I’m always amazed at the number of sales people I meet who either have no idea what their key indicators or smart numbers are or who have no idea why tracking them is important to begin with. By smart numbers I mean those activities that are essential to your sales success and that, when done consistently, predict new business. While there are only a few critical tasks in a sales person’s world, it is shocking how few of us actually know our numbers. That would be…
  • Why Success Formulas and Sales Plans Fail

    Tony Cole
    7 Jul 2014 | 9:35 am
    If you have followed my blog, read our sales newsletters or listened to our audio sales brews, then you’ve heard me talk about success formulas.  The concept that is, if you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way... if you are missing critical pieces of the process. For most people, the success formula is a new exercise designed to create a logical and systematic approach to their sales process. It requires that one has clearly mapped the sales process and has some idea…
  • Eliminate the Dreaded Sales Oops!

    Tony Cole
    30 Jun 2014 | 1:24 pm
    I don’t know if this has ever happened to you, but occasionally I send out an email without the attachment. What is interesting here is that the sender replies that they didn’t get it, I deny it, go back to my email sent folder to validate that I did it and I sent it out… only to find out that Oops! I did it again. There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely. Linda and I were working on a book and we exchanged chapters regularly. I remember completing chapter 15 while on my flight from California. I sent…
 
  • add this feed to my.Alltop

    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Tip for Busy Executives To Get the Most Out Of Sales Calls

    Miles Austin
    8 Jul 2014 | 10:14 am
    Insist on a Video Meeting. Insisting that sales calls be done via video meeting brings many benefits to the busy executive including shorter meetings, more control of the meeting, and the ability to size up the sales person’s value to your organization without having to deal with meeting logistics. Video meetings can be extremely effective for all participants in this type of meeting: It is easier to view a demo on your own screen vs. that from the laptop or tablet of the salesperson. Finding a place to have the meeting is never a problem, whether in your office or on the road from your…
  • You Are Losing New Customers Before You Ever Talk To Them

    Miles Austin
    30 Jun 2014 | 10:37 am
    Are you spending your sales and marketing efforts in the wrong area? Are your prospects clicking away without action? How are you delivering your messages and information to those most important to your business success? The majority of sales and marketing efforts are based on outdated thinking and assumptions that these same executives are viewing your emails and online information from a desktop or laptop computer. The truth is that these people who hold the key to your sales success are not at their desks while viewing your emails or even doing research about you or your company. They are…
  • Have You Become The Kim Kardashian Of Your Profession?

    Miles Austin
    19 Jun 2014 | 3:27 pm
    Just hearing or reading the name Kim Kardashian is guaranteed to create a reaction in everyone. Some positive and some negative but everyone has a reaction. Are you concerned about becoming the Kim Kardashian in your industry? Constantly promoting you, you and you. Self-promotion is not a bad thing. I know people that don’t do enough of it. There is even a book about how to do self-promotion the right way (Show your Work! by Austin Kleon). But can you over do it? I’ll bet if I ask you to name someone in your business that is near or has reached that point that you could give me a…
  • Time To Upgrade Your Webinar Tools?

    Miles Austin
    26 May 2014 | 11:57 am
    Is it time to upgrade your online meeting tools and capabilities? The most popular tool has been GoToMeeting, developed in July 2004 by the Online Services division of Citrix in Santa Barbara, California, using the remote access and screen sharing technology from GoToMyPC and GoToAssist to allow web conferencing. The later release of GoToWebinar (GTW) in 2006 and GoToTraining in 2010 expanded GoToMeeting capabilities to accommodate larger audiences. Do you have any other technology tools ten years old? Most likely no, and for a reason. Technology improves at a rapid pace and…
  • 2 Slideshare Tips For Best Results

    Miles Austin
    12 May 2014 | 4:45 pm
    After two months of testing different approaches to get improved results with Slideshare, I have found that using these two tips in creating and uploading slide presentations can make the difference between pro and rookie. We both know which one you want. Tip #1 – Create your presentation using the 4:3 format (square) that has been around since the beginning. The alternative layout is the 16:9 format (wide-screen). Don’t use that format if you are going to upload your presentation to Slideshare. It will cut off the tops and bottom of many of your slides. The frustrating part of…
  • add this feed to my.Alltop

    Social Media Podcast for Social Business by Shane Gibson Speaker and Author

  • How Intent Can Empower Your Sales Conversations

    Shane Gibson
    21 Jul 2014 | 3:39 pm
    Many variables can impact our chances of closing a deal, they include but are not limited to: industry, geography, financial situation of the customer, product quality, the customer mood or sentiment and a variety of other influences. When comparing sales people within the exact same company very few things influence the level of one person’s success over the other more than the quality of conversations they have with future and existing customers. Too often sales training is focused on telling people what to say. What we need to really focus on is how to think and have great conversations.
  • Living with F.E.A.R

    Shane Gibson
    26 Jun 2014 | 11:39 am
    Fear can often be our friend. It’s what has kept us alive as humans for many millennia. We are wired to be full of fear when we sense a threat in our environment. It’s what makes us think twice about climbing a rock face without a rope or jumping off a bridge just for the fun of it. As a sales person, a little bit of fear can give you an edge and make sure you prepare for your big presentation or pitch. Being afraid is natural part of life. In many cases it’s healthy, but fear can also burn up a lot of energy and stop us from realizing our true potential. A number of years ago I found…
  • 11:59:59 – The Will to Win

    Shane Gibson
    26 Jun 2014 | 11:26 am
    This weekend I watched my girlfriend’s all women’s team play in a baseball tournament. I sat on the sidelines (not the easiest thing for a guy who likes to be moving constantly) and watched them compete. They played some great ball and ended up 2nd overall in the tournament. What I want to focus on today is something their coach Chad had to say to the team. One of the players asked what the score was. Chad’s response was “the score doesn’t matter – play like you’re behind by 5 in the last inning.” (The team was leading 12-9 at that point) That one line resonated with me a lot.
  • Online Professional Sales Certification Program Launches May 5th

    Shane Gibson
    23 Apr 2014 | 7:47 pm
    On May 5th the next Professional Sales Certificate Program starts. For many of our graduates it has helped boost their company revenues and personal career in a matter of months. It’s said that nothing happens until someone sells something. We may have all kinds of great gadgets and amazing tools like Twitter and LinkedIn but someone still needs to know how to close the business. Working with Langara College, international speaker Bill Gibson of Knowledge Brokers (South Africa) and myself (Shane Gibson) have put together the ultimate sales training program for new sales professionals…
  • Why Sales People Need to Stop Googling and Start Nimbling

    Shane Gibson
    8 Apr 2014 | 8:25 am
    Social CRM and social selling are two terms which I have seen go from obscurity to mainstream business topics in the past 24 months. Jon Ferrara CEO and Founder of Nimble, an early innovator in social CRM and social selling technology, took time out of his schedule to share with us the latest innovations in the space. “Social selling is about inspiring and educating the customer as a trusted advisor.” - Jon Ferrara, CEO and Founder of Nimble In this podcast Jon Ferrara talks about his new “Nimble Everywhere” plugin and tool for the Chrome browser. This plugin can…
  • add this feed to my.Alltop

    Keith Rosen

  • Profit Builders Named Top 20 Sales Training & Coaching Company for 4th Consecutive Year

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

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

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

    Keith Rosen
    1 Jun 2014 | 2:55 pm
    “If my boss only cares about results, I can’t coach my team without his support. All he wants to know is that we’re hitting our sales targets.” Enough already. Let’s all agree to stop the excuses and instead, coach our boss to coach us. To fully leverage your personal power, it’s time to learn how to Coach Up! It’s inevitable, predictable, yet unavoidable. It’s the human condition. During any two-day program I facilitate, every sales salesperson, sales manager or anyone who’s responsible for managing people, gets coached safely and…
  • Your Sales Culture is Killing You – Part 6 (The Illusion of Control)

    Keith Rosen
    11 May 2014 | 5:56 am
    Managers and salespeople claim how they’re always creating solutions for other people when in fact, they’re just trying to control the outcome. Trying too hard to control the outcome actually prevents you from achieving the results you want. Here’s why. What is your relationship with control? An interesting question. I’m going to go on a limb here and suggest that you have never asked yourself this question. So, what’s the answer? “If you mean I’m a control freak, then the answer is a resound yes and proud of it.” A common response from both salespeople and…
 
  • add this feed to my.Alltop

    Get Clients: How to Attract and Win More Professional Service Clients

  • How to Partner with Procurement to Win More Clients

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

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

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

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

    Ian Brodie
    18 Jun 2014 | 3:25 am
    Love them or hate them, for many businesses competitive bids are unavoidable. You know the ones. You have to send in a proposal, present your plan to a gathering of the great and good. Answer a bunch of tricky questions. Here’s my experience: You don’t win by doing great proposals. You don’t even win by doing great presentations. You can lose by having a rubbish proposal and a rubbish presentation of course. But it’s unlikely that a brilliant proposal and presentation will snatch victory from the jaws of defeat. You win in these competitive situations by going in…
  • add this feed to my.Alltop

    Dealmaker365 Blog

  • Looking forward to Dreamforce?

    Donal Daly
    23 Jul 2014 | 2:59 pm
    As you know Dreamforce is coming up in October.  Part conference, part rock concert, part hysteria – it is arguably the biggest event in the technology conference calendar.  Over the past few years we have seen big names on the conference stage; Marissa Meyer, Richard Branson, Sheryl Sandberg, and Colin Powell, to name a few, and this year Hilary Rodham Clinton and Al Gore will be part of the show. On the music front, bands in recent years have included Metallica, Blondie, Greenday and Red Hot Chili Peppers.  This year the artist is a few years younger than past years.  This time…
  • Sales Metrics That Matter

    Donal Daly
    23 Jul 2014 | 10:09 am
    The best sales professionals are constantly looking for help.  Winners are honest in their self-assessment of the skills and competencies – or at least as honest as they can be. Only 61% of sales reps think they are good at uncovering customer problems. Until they can do that they can’t know how to apply their solutions to help. Just over half (54%) know how to access Key Players in the buyer’s organizations. The Key Players are critical in the buying decision. 80% of sales reps think are good at qualification. But 51% of forecasted deals don’t close. Sellers who…
  • Battling the 57% – Part 3: Getting Ahead of the Curve

    Donal Daly
    15 Jul 2014 | 7:59 am
    Much has been written about the research that suggests that a buyer is 57% through their buying process before they engage with a vendor. I have written about this how I think the ‘57%’ is sometimes misinterpreted. Sometimes buyers engage with you early, and sometimes the call you after they have done their own research. Strong patterns exist that correlate the level of awareness that a buyer has of a need to act as he rushes headlong to that 57% Point, directly with his propensity to buy something. That is really no surprise. The parallel pattern however is that his level of…
  • 5 Abilities That Help to Predict Success

    Donal Daly
    10 Jul 2014 | 7:55 am
    We are all born with a certain set of skill or abilities. As we grow and develop we get the opportunity to maximize the contribution we make to the world and to each other, in work and in our personal lives. I have been extremely fortunate to have encountered so many gifted, compassionate, driven and capable individuals over the years. What is it that separates the great from the good? While I am sure there are many others, here are 5 attributes that I have observed as factors that seem to exist in most of those who manage to separate themselves from the pack. 1. Preparedness and Hard Work…
  • Battling the 57% – Part2: Flanking to Win

    Donal Daly
    5 Jul 2014 | 7:41 am
    I have written before about the statistic that is out there ‘buyers have progressed 57% through their buying process before they engage a salesperson’ – is in fact an average and that how you act before and after ‘the 57%’ is a matter of choice, not a function of averages. It really comes down to whether you engage first with the buyer, or react to their engagement with you. In this post I will set out some guidelines on how you might react ‘after the 57% point’ if you find yourself in that situation. Let’s first consider the whole spectrum of engagement – the Sales &…
  • add this feed to my.Alltop

    Jonathan Farrington's Blog

  • The Key to Why Your Customers Buy From You?

    Jonathan Farrington
    24 Jul 2014 | 4:24 pm
    I want to end the week by looking at buyer motivation, because all meaningful actions are performed for some reason or purpose – this is commonly called motivation. Success in selling requires an understanding of these basics of motivation: a) Your motivation, both as a person and as a salesperson b) The other person’s motivation, both as a person and as a buyer The most important fact to remember in influencing the behaviour and decisions of others is that people do things for their reasons – not ours… Every successful sale then is made, not so much because of the excellence…
  • Four Secret Negotiating Behaviours You Need To Understand

    Jonathan Farrington
    23 Jul 2014 | 5:17 pm
    As I have said often enough here on this blog, I enjoy negotiating very much. I have worked hard to learn and perfect my skills over many years, and practiced in a variety of circumstances. So allow me to share just four secrets with you today… A skilled negotiator will create high levels of rapport and be sensitive and empathetic to the people they are negotiating with, yet can still be hard on the issues. The ability to separate the people from the issues, and recognize that negotiations are often fraught with emotional intensity, can help sharpen the focus on the interests of the other…
  • Top Sales World Publish “Top 50 Best Summer Reads”

    Jonathan Farrington
    23 Jul 2014 | 1:48 am
    Here is an extract from the introduction … “When a man (or woman) is tired of reading, he/she is tired of life.” With apologies to the great Samuel Johnson – (1709-1784) – one of the most quoted men of the 18th century. Here then are our – as in the Top Sales World’s editorial team’s – favorite 50 books for your edification and delight. Are they the best 50 sales and marketing related books ever written? We cannot claim that, but certainly many of them would be right at home if such a list existed. TSW’s contributing team is the largest group of sales experts…
  • Are You Getting the Wrong Customer Reaction?

    Jonathan Farrington
    21 Jul 2014 | 3:44 pm
    Before looking outwards at our prospects and customers we need to look at ourselves, because each of us is a unique human being with our own desires, challenges and thoughts. To understand how we can communicate, and therefore sell more effectively, we need to understand the human communication process. Every minute, our unconscious mind absorbs over two million pieces of information through our senses. We are” bombarded” with sights, sounds, smells, tastes and touches. Yet, according to Professor George Miller from Harvard University, we can only process around seven chunks of…
  • Has Empathy Become More Relevant in Professional Selling?

    Jonathan Farrington
    20 Jul 2014 | 3:13 pm
    These are troubled times for workers – it seems that no one is guaranteed employment security anywhere any more. The creeping sense that no one’s job is safe, even as the companies they work for are thriving again, means the spread of fear, apprehension and confusion. An attitude of self-interest is, understandably, growing more common for employees confronting downsizing and other changes that make them feel their organization is no longer loyal to them. This sense of betrayal or distrust erodes allegiance and encourages cynicism. And once lost, trust – and the commitment…
 
  • add this feed to my.Alltop

    Inside Sales Thought Leadership Blog

  • Your Biggest Social Selling ROI = Your Reputation

    Brock Heath
    23 Jul 2014 | 7:00 am
    Fewer and fewer salespeople are taking responsibility these days, throughout the sales cycle and in decision-making situations. Some of this is because Customer 2.0 is so elusive and unpredictable, but there’s another reason: salespeople place more value on protecting or enhancing their reputation than on owning something throughout the sales cycle. Thomas Friedman explains this concept in his article “And Now for a Bit of Good News . . . “ He writes about how our world is becoming hyper-connected, and provides the amazing stats that Airbnb-rented rooms in Brazil for the…
  • Millennial Inside Sales Teams Are Doping with Red Bull

    Josiane Feigon
    22 Jul 2014 | 7:00 am
    On a sunny summer Friday afternoon, I looked around my training room and glanced out at a small sea of Millennials. Thirteen of them, 85% men, sat in classroom-style seating, and all — men and women alike — were clearly showing signs of Red Bull doping: jittery, minds racing, eyes bulging. I had to repeat instructions at least seven times. And when it was time for a role-play, the few that I asked to demo the exercise practically attacked each other like two pit bulls. Is this a post about never delivering training to Millennials? Or never delivering training on a Friday…
  • Millennials Are SO Over Talking-Head Training

    Brock Heath
    21 Jul 2014 | 3:54 pm
    I’m scaling my training down, down, down these days — two days is too much, one full-day is still too much, and a half-day still seems challenging. I regularly get requests for a one-hour training. But what I’m realizing is that it’s not the length of the training, but how it is delivered. As I continue to tailor my TeleSmart training to meet the needs of Millennials, I reference the psychologists and educators who are tailoring educational systems for maximum impact in this new generation. Millennials are currently flooding inside sales organizations, and their…
  • The Phone Requires You to Be Here NOW

    Josiane Feigon
    14 Jul 2014 | 3:19 pm
    We are floating in a  sea of virtual engagement. Everyone posts their best selfie, writes their most marketable LinkedIn profile, chooses the most professional corporate photo for their LinkedIn picture, prepares that generic email, and puts their makeup on before turning on their webcam. Or they may just sit back and read content, expressing only their “likes” or “dislikes.” Virtual engagement is often perceived as much more compelling than real engagement. Is it? No idea. But I do know this: Virtual “engagement” seems to be killing our ability to talk…
  • Back from Vacation? Time to Get Your Prospecting Mojo Back.

    Brock Heath
    11 Jul 2014 | 8:00 am
    So you and your inside sales colleagues are starting to come back from vacation. While the break can be refreshing, it can also be tough to get back into the flow of things. That’s especially true of one of the toughest job in inside sales: prospecting. Effective prospecting is something that’s built over time and requires some long-term momentum that you maintain day after day. The most effective salespeople – Sales Superheros – have their workdays organized to promote the most efficient prospecting workflow, because they know how important maintaining that MoJo can…
  • add this feed to my.Alltop

    EyesOnSales.com

  • Will Your Customer Leave if You Raise Their Prices? 10 Questions to Ask Yourself.

    editor@eyesonsales.com
    25 Jul 2014 | 7:06 am
    Nothing sends fear through a salesperson more than when a customer says something along the lines of, “We are going to take our business elsewhere if you insist on raising our price.” There are many variations of this and we’ve all heard them. I can’t begin to tell you the number of times I’ve heard such statements from customers in my 30 years of selling. Far more often than not, it’s a bluff, but when the customer says it, you can’t help but react. Whether you’re selling a commodity or a custom designed/built component, the fear is the same.
  • Common Referral Mistakes

    editor@eyesonsales.com
    24 Jul 2014 | 7:00 am
    Referrals are powerful selling tools when used correctly and as a part of an overall plan to increase your sales results. However, there’s a proper way to ask for referrals and another way that can leave your current clients annoyed and thus hurt your sales in the long run. Far too often, salespeople will commit to making classic mistakes when asking for referrals and assume (based on their disappointing results) that referrals aren’t a worthwhile method to create more sales. However, referrals do work. They have the potential to connect you to new opportunities via your current…
  • Can you hear me?

    editor@eyesonsales.com
    23 Jul 2014 | 7:01 am
    I lost my voice in 2012. The combination of a viral infection and an over-ambitious speaking schedule resulted in swollen vocal chords and strict orders from the EN&T specialist to “rest” my voice. Considering the only sound I was able to make was an incomprehensible rasp that made Marlon Brando’s Godfather sound like the soprano in a children’s choir… I really had no option. For several weeks my only means of face-to-face communication was to hold up furiously scribbled notes. Usually by the time I had penned my witty response the conversation had moved on…
  • The Key to Using Your Imagination

    editor@eyesonsales.com
    22 Jul 2014 | 7:00 am
    I’m reading a great book this summer about the power of using your imagination, called “The Law and the Promise” by Neville.  It’s the kind of book that adds very fine distinctions to the concept of the Law of Attraction, and acts almost like a graduate level work on the subject.  It’s the kind of book that reminds you what you think you already know about the power of setting specific goals and visualizing their accomplishment, but it does so in a way that makes you go, “Ah hah!” The key that I took from it is the distinction between…
  • One Simple Tip that Will Change the Way Your Prospects View You

    editor@eyesonsales.com
    21 Jul 2014 | 7:00 am
    In your business, how many times have you picked up the phone, called a new prospect, and been met with genuine interest (and maybe even excitement) on the other end of the line? Not very often, right? And that’s normal. Typically, when salespeople or businesses owners reach out to prospects initially, they’re greeted with skepticism, resistance, or objection — and that’s assuming they get a human on the other end of the line at all. Over time (and with persistence), great salespeople often quell prospects’ skepticism and overcome their objections. But that…
  • add this feed to my.Alltop

    The Accidental Negotiator

  • Negotiating With Iran: How Was A Deal Reached?

    drjim
    25 Jul 2014 | 2:00 am
    Negotiators made the impossible possibleImage Credit It is through negotiation that the impossible can be made possible no matter what negotiation styles or negotiating techniques are being used. A deal has been brokered between Iran and the rest of the world in regards to their work on creating an atomic bomb. For more than a decade Iran has been willing to put up with crippling international sanctions in order to continue to pursue its goal of creating an atomic weapon. However, recently everything has changed. How were the negotiators able to create a deal? Change Opens New Doors In…
  • The Power Of Delays In A Negotiation

    drjim
    18 Jul 2014 | 2:00 am
    Sometimes a delay can be a good thingImage Credit We all hate delays, right? No matter if it is when we are in traffic, waiting in a line at a store, or waiting for the next web page to load, any sort of delay is a bad thing. Or is it? It turns out that in a negotiation, sometimes a delay can be a very good thing. We just have to learn how best to deal with them. How To Use A Delay In A Negotiation Every negotiation has its own timeline. Every negotiation follows a somewhat standard path of starting, wandering around for a while, and then moving towards either a successful conclusion or…
  • How To Use The Critical Path Tool In Your Next Negotiation

    drjim
    11 Jul 2014 | 2:00 am
    Take the time to determine your next negotiation’s critical path Image Credit As negotiators we are always looking for a better way to conduct our next negotiation. What we’re looking for is are things like negotiation styles or negotiating techniques that we can use to gain the upper hand during the negotiation. It turns out that one of most powerful tools that we can use is something that we can use even before the negotiation starts. This tool is called the “critical path” and it can lead you to the deal that you want to reach. What Is A “Critical Path”…
  • 4 Ways That Negotiators Can Use A Deadline To Get What They Want

    drjim
    27 Jun 2014 | 2:00 am
    Make deadlines work for you, not against you…Image Credit Life is filled with deadlines and negotiations are no different. What this means for us negotiators is that we need to find a way to make deadlines work for us, not against us. In order to make this happen, we need to know just a bit about how deadlines work and I know 4 ways that we can make deadlines work for us… How Deadlines Work As negotiators we have a tendency to look at deadlines as being a bad thing. It turns out that this is not correct. What we need to do is to look at deadlines as being just like negotiation styles and…
  • 3 Ways To Be A Pace Master In Your Next Negotiation

    drjim
    20 Jun 2014 | 2:00 am
    He who controls the pace, controls the negotiationImage Credit In your next negotiation, no matter what negotiation styles or negotiating techniques are being used, there will be a pace at which the negation moves. One or the other side of the table will be controlling this pace. The big question is will it be you? If you can agree with me that it would be a good thing for you to be in control of the pace of your next negotiation, then we quickly find ourselves moving on to dealing with the question: how can you control the pace of a negotiation? Take Your Time Novice negotiators believe that…
 
  • add this feed to my.Alltop

    Chiropractic Coach

  • Chiropractic Success Tips

    Drew
    7 Jul 2014 | 1:11 pm
    Chiropractic Business Coach and Chiropractic Marketing Expert Drew Stevens shares his tips to help a thriving chiropractor. Tweet
  • Success With Chiropractic Websites

    Drew
    7 Jul 2014 | 12:45 pm
    Chiropractic Coach Drew Stevens shares the secrets for a successful chiropractic website. Tweet
  • Dr. Drew’s Monday Motivation – Getting Successful

    Drew
    17 Mar 2014 | 7:43 am
    Monday Momentum What to Focus On This Week – Many doctors fail because they belief their practice operates like an on/off switch. If there are staffing issues or revenue issues they can turn it off and begin anew in the morning. The real issue is a fear of failure or perhaps even a fear of success. Many fail because they think in terms of gloom and doom rather than what will be or could be. They sink into an abyss rather than look into the heavens to experience greatness. Fear causes depression, guilt, false experiences and inertia. If you desire to thrive you need to reject fear and…
  • Dr. Drew’s Monday Motivation – Reactivation Plans

    Drew
    3 Mar 2014 | 11:47 am
    Monday Momentum What to Focus On This Week – I began my career almost 30 years ago, calling anyone and everyone I knew to inform them of the product/service I was representing. Not only was the initial call important but also so were maintaining contact. The notion of customer relationship management is just as vital to business today as it was 30 years prior. Ironically, ask any chiropractor or doctor and they will tell you that it is rare for them to tap into their databases and communicate with existing patients. This is sad since it takes 80% less money, time and stress to invest in…
  • Dr. Drew’s Monday Motivation

    Drew
    24 Feb 2014 | 1:20 pm
    Monday Momentum What to Focus On This Week – Customer messages are like a song. There is a certain pitch, harmony and tone that either brings pleasure or reeks of pain. Too often we believe our own story enough we do not want to listen to another. Yet at the end of the day it is the customer’s contentment with our brand, our service, our culture and our interaction that gets them signing like a bird.   Birds like customers need encouragement, which requires you to go out of your way to service them well. There are times when a lack of familiarity will discourage singing so the…
  • add this feed to my.Alltop

    Paul Castain's Sales Playbook

  • If Today Was Your Last Day . . .

    Paul Castain
    25 Jul 2014 | 5:58 am
    I recently had what could best be described as a really nice “bro talk” with one of my clients who just had a really bad medical scare. Everything turned out fine (thank God) and he told me how from this point on he was going to do all the things he spent a lifetime putting off. Made [...]
  • Hey You, How About Responding For A Change?

    Paul Castain
    23 Jul 2014 | 1:11 pm
    Every once in a while, when business isn’t where we’d like it to be, things tend to get to us. I was speaking with one of my clients the other day and he expressed how frustrated he was with the lack of response he was getting on emails, calls, blog posts etc. He joked with me and [...]
  • Would You Like To Be A Guest On The Sales Playbook Podcast?

    Paul Castain
    23 Jul 2014 | 6:43 am
    Yesterday, on The Sales Playbook Podcast, I announced that we would be changing the format for some of the episodes going forward. While many other podcast hosts interview guests, I thought I’d offer something a little different. Many of the guests on other podcasts make the rounds so it becomes pretty typical that you’ll hear the same [...]
  • Episode 100 And The Return Of The Sales Playbook Podcast

    Paul Castain
    21 Jul 2014 | 7:21 pm
    Today is a rather special day for me because I just crossed an important milestone . . . The 100th episode of The Sales Playbook Podcast. Truth be told, it’s also important  because it also marks the return of the podcast after a 6 month break. During this time I had some time to reflect on some major [...]
  • This Will Accelerate Your Success Big Time!

    Paul Castain
    21 Jul 2014 | 12:53 pm
    Us aspiring sales rock stars can be a proud bunch and as such we fail to do something that’s mission critical; Ask for help! We hesitate to ask other sales reps how they achieved a particular result because in doing so it sort of makes us feel inferior. We fail to ask our manager for help because we [...]
  • add this feed to my.Alltop

    Sales Training and Development - SALESPRACTICE.COM

  • Windshield Time

    20 Jul 2014 | 2:11 pm
    I travel a lot which makes for alot of "Windshield Time." While traveling I get the feeling that I should be doing [...] http://www.salespractice.com/forums/t-140.html
  • What do you think?

    15 Jul 2014 | 10:51 am
    I work off a list of random names and numbers to try and book appointments for our sales team to drum up new business [...] http://www.salespractice.com/forums/t-5838.html
  • Successfull Selling - Top 10 traits!

    11 Jul 2014 | 5:13 pm
    Hi All, As a discussion point, what would YOU consider as the most important top 10 traits of a successful seller? [...] http://www.salespractice.com/forums/t-645.html
  • The Secret of Selling is Never in the Selling

    7 Jul 2014 | 2:27 pm
    "The secret of selling is never in the selling. Instead, it is always in the continuous act of prospecting." --Bill [...] http://www.salespractice.com/forums/t-9498.html
  • Sales Skills in the Doctor's office?

    1 Jul 2014 | 4:08 am
    A friend of mine called me yesterday with an interesting problem. He does a lot of marketing for naturpaths and [...] http://www.salespractice.com/forums/t-3412.html
 
  • add this feed to my.Alltop

    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Sales Pitfalls: Giving Up

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

    the_alen
    7 Jul 2014 | 11:54 am
    B2B selling today has completely changed, notably because customers just don’t need you the way they used to.  Buyer behavior has largely evolved in adaptation to the Internet and as a consequence they are more impatient and more elusive.  With that set of unfavorable qualities, how does a sales person even know if the prospect is even engaged from the get-go and figure out where they are in the sales process?  But now, owing to increasingly sophisticated tracking technology for email and sales collateral, sales people can now readily control and monitor buyer behavior. LiveHive has…
  • 10 Ways to Grow Your Business

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

    the_alen
    9 Jun 2014 | 6:30 am
    Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the commodity, remarking to the clerk that it is just exactly what we needed for the past twenty years. It is not true that new products are manufactured to supply the demand. There is no demand. Both the demand and the goods have to be manufactured. The public has always held fast to its old-fashioned discomforts,…
  • Cold Calling Clinic: How to Book Appointments via Phone (July 26)

    the_alen
    30 May 2014 | 7:52 am
    Cold Calling Works! Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. July 26, from 2-4PM EST (11AM-1PM PST) Register here: http://www.bookmoreappointments.com/ Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. If you sell for a living you will learn how to fill your calendar with potential sales opportunities. You need proven cold calling techniques that will show…
  • add this feed to my.Alltop

    Your Sales Management Guru

  • Partner Hiring and Training

    kenthoreson
    21 Jul 2014 | 5:16 am
    Partner Hiring and Training Lessons from Sage Summit Non-productive partner companies often hire the best, but fall short at training their talent. Don’t make that mistake. By Ken Thoreson You see it in college sports — the top teams tend to recruit the top performers. In building a channel as a vendor or building a partner organization, that’s the No. 1 job of management. What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and…
  • 2014-15: Thought Leadership

    kenthoreson
    14 Jul 2014 | 3:34 am
    2014-15: How will you stand out in the marketplace? In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Our Master the Cloud Business Builder series we built for Microsoft provided a prescriptive approach to accelerating revenues as partners built Cloud/Mobility practices. Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Another aspect of the…
  • Creativity for Sales Leaders

    kenthoreson
    7 Jul 2014 | 7:21 am
    Creativity for Sales Leaders One of the traits sales managers must have or develop is a mind that is creative. The day to day pressures and various situations that you face are ever changing and appear at a rapid pace, the need to consider various options, offer unique perspectives or provide your team with fresh ideas is a critical to your success. In many of my keynote programs I discuss creativity and the need to ‘break out and grow” as you build a “Gourmet Life”-the great news is that you can develop your ability to be creative. One factor that is well known is rather than work on…
  • Slammed!!! for the first time sales manager: chapter 24

    kenthoreson
    23 Jun 2014 | 11:21 am
    Slammed!!! for the first time sales manager, chapter 24 Traits of Highly Successful Companies New EBook: This week I thought I would share with my reader’s one chapter from my new book:SLAMMED!!! For the first time Sales Manager, there are 56 additional chapters in this book. I hope you enjoy this chapter. You can download a free sample or order your book at: http://www.acumenmgmt.com/Books When employees feel that the company’s president and its management team are in alignment, a natural energy will begin to filter throughout the organization Over our many years of consulting,…
  • Super Teams, a book review

    kenthoreson
    18 Jun 2014 | 7:27 am
    Super Teams Using the Principles of RESPECT to Unleash Explosive Business Performance Written by Paul Marciano & Clinton Wingrove Published by McGraw Hill For a management book, this is an excellent page turner. The methodology and systems they discuss can be implemented by small to medium business as well as major corporations, especially those that want to unleash the power of their people. Not only are the principles that are covered a wonderful read, but the format of the book will assist the management team in implementing the recommended actions. The book is broken into three simple…
  • add this feed to my.Alltop

    Meeting to Win's Blog

  • Next Sales Team Meeting Topics – July 25 and August 1

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

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

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

    admin
    20 Jun 2014 | 6:00 am
    This Sales Team Meeting Topic will be delivered to subscribers on Friday morning at 6am, June 27th: There are times when a salesperson has a sense that a deal or an account is dying in front of them, but they plow through ignoring the “signs” and hoping for the best.  The thing to do is acknowledge the signs and take action to stay in control. This sales team meeting topic will lead a discussion on how to keep control when vultures are circling a deal or an account and give 3 actions to take the moment the signs are seen. This may sound like a morbid topic… The truth is…
  • Next Sales Team Meeting Topic – Implement the Laws of Sales Success

    admin
    13 Jun 2014 | 6:22 am
    Meeting to Win subscribers will have some fun discussing a selling expert’s ideas on sales success during our Summer of Expert sales team meeting series topic being delivered Friday, June 20th at 6am. At the end of the meeting, they’ll have their own list of the laws of sales success and a commitment to implement one of those laws in the coming weeks.  They will also know what differences they expect to see in their sales results. Explore, Decide, Implement for better results that week.  Become a Meeting to Win subscriber and get energetic, positive topics delivered to your…
 
  • add this feed to my.Alltop

    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Free eGuide: Mobile Engagement: What Consumers Really Think

    25 Jul 2014 | 12:00 am
    Despite the common perception that mobile messaging is just another form of “interrupt marketing,” this latest global survey points out surprising data. In fact, it shows that consumers are not only open to mobile messaging, a majority find SMS and push messaging the most persuasive of all mobile marketing approaches. For example, as high as 68% of consumers receiving SMS or push messages find them valuable. More than three-quarters would provide their location information to receive notifications in certain circumstances.For these and other surprising good news findings, download…
  • 30 Minutes to Maximizing LinkedIn

    24 Jul 2014 | 12:00 am
    Neal Schaffer is a leading social me­dia strategist who was recently chosen as a Top 30 Social Media Power Influ­encer by Forbes Magazine. The author of two social media books, Maximizing LinkedIn for Sales and Social Media Marketing and Understanding, Leveraging & Maximiz­ing LinkedIn, and frequent speaker for corporations and associations on a wide variety of social media for business top­ics.Request Free!
  • Picture Your Furniture Products in a Whole New Dimension3D

    24 Jul 2014 | 12:00 am
    This white paper discusses the benefits of 3D visualization solutions for marketing furniture and furnishing products online and in store. High-resolution 3D furniture visualization make it easy to create compelling product experiences that engage customers and drive conversion.Get this white paper to learn how to:Create a personalized online customer experienceShow the unique details that set your furniture pieces apartDisplay your entire product line in fully navigable 3D roomsGet the white paper today.Request Free!
  • Social Marketing: How to Build an Employee Advocacy Program

    24 Jul 2014 | 12:00 am
    Most social media strategies focus on the brand entity and overlook the power and influence of employee use of social networks. That’s a huge oversight. According to one recent global survey, 88% of employees use at least one social media site for personal use, of which 50% are already posting about their brand. This eBook includes the following topics:Employee advocacy expands reach and creates trustSocial media holds special benefits for salesPeopleLinx shares stream dashboardThe evolving relationship between marketing and salesAnd much moreRequest Free!
  • The B2B Social Media Book: Becoming a Marketing Superstar

    24 Jul 2014 | 12:00 am
    B2B social media marketing is a new set of marketing tools that integrates with existing marketing strategies to help you work smarter instead of harder. When done well, social media marketing can reduce marketing expense, increase lead volume, and provide a clear and measurable return on investment for your marketing dollars. In this chapter, you’ll learn about the fundamentals of social media lead generation and find out why B2B is better at social media than B2C.Request Free!
  • add this feed to my.Alltop

    Salesjournal

  • 6 Tech Traps We All Fall Into (And How To Avoid Them)

    caitlinhoward
    25 Jul 2014 | 11:30 am
    By Lindsay Holmes (The Huffington Post) You might have a smartphone addiction if you find yourself constantly checking emails and texting during dinner.  Learn what other technology traps we fall into and how you can avoid them. 6 Tech Traps We All Fall Into (And How To Avoid Them)
  • How to Find Balance Between High Productivity and Overworking

    caitlinhoward
    25 Jul 2014 | 11:10 am
    By Joelle Steiniger (lifehacker.com) It’s easy to get into an always-on-the-move routine where checking off to-dos on your checklist becomes habit. But how long can you really sustain this behavior? Learn what it means to really be productive and how you can avoid feeling stressed and burnt out. How to Find Balance Between High Productivity and Overworking
  • Sales Coaching Practices That Get Big Results

    caitlinhoward
    25 Jul 2014 | 10:48 am
    By Mike Kunkle  (LinkedIn.com) One of the most important jobs a sales leader has is to find ways to get better results from your team.  Learn how to maximize the results of your sales team and how to avoid getting caught up in the whirlwind of daily activity. Sales Coaching Practices That Get Big Results
  • What Makes a Job Posting Successful?

    caitlinhoward
    22 Jul 2014 | 10:06 am
    There are many ways to craft an appealing job post. You can vary the subject line by location or job title, write a magnetic description, or even use bullet points to highlight certain aspects of the position. However, you won’t achieve great success by only posting job ads. The real success comes from combining multiple […]
  • 7 Questions to Ask When Interviewing Sales People

    caitlinhoward
    21 Jul 2014 | 12:14 pm
    By Caitlin Howard (Naviga Business Services) Use these 7 questions during your next interview to determine if a potential sales candidate is a fit for the open position and your company. 7 Questions to Ask When Interviewing Sales People 
  • add this feed to my.Alltop

    Peak Sales Recruiting | Sales Recruiter

  • 3 Reasons Not to Trust Your Gut When Hiring Sales People

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

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

    Eliot Burdett
    16 Jul 2014 | 12:48 pm
    From time to time all sales managers will have at least one rep who is under-performing and not demonstrating the right attitude. Considering the amount of time and money it takes to find and develop each rep, it serves to be patient with a slumping rep especially when they are demonstrating the right behaviors (see Giving a Boost to Failing Reps), but successful sales leaders are vigilant in attacking excuses, since a culture of excuses is kryptonite for sales performance (see also The Language Used by Leading Sales Teams). Over the years I have certainly heard every excuse in the book…
  • How Your HR Department Can Help Drive Sales Success

    Jennifer McFarlane
    7 Jul 2014 | 12:25 am
    For high powered sales vice presidents and sales managers, there is often not enough time in the day. They are busy developing strategies and implementing tactics to drive their companies to the next level, and sometimes the necessary minutiae of managing their staffs can come in second. But there is help, and it is close by in your company’s human resources department.  Yet, many sales vice presidents do not want interference from HR, and only look to them for tactical, not strategic, support. Take the time to teach HR what your department really does.  Consider taking one or more key…
  • How to Hire a Great Sales Person on Full Commission

    Eliot Burdett
    25 Jun 2014 | 11:00 am
    If you want to hire a great sales person on a full commission sales compensation plan or with a very low base, here’s the short answer on how you can: You can’t. We get literally hundreds of requests from companies each year that want to hire sales reps on full commission.  The requests often sound something like these (all details have been modified): Seeking a superstar sales person. We are a startup so need commission only, but right right person can easily achieve six-figures. We need an experienced sales person, with strong contacts. Commission only with other…
 
  • add this feed to my.Alltop

    Sharon Drew Morgen

  • Steps along the Buying Decision Path

    Sharon Drew Morgen
    21 Jul 2014 | 6:40 am
    The buyer’s route to a purchase starts before they consider a solution. Idea stage. Fred has an idea that something needs to change. Fred discusses his idea with colleagues. Fred invites colleagues to meet and discuss the problem, bring ideas from online research, consider who to include, possible fixes, and fallout. Groups formed. Consideration stage. Group meets to discuss findings: how to fix the problem with known resources, whether to create a workaround using internal fixes or seek an external solution. Discuss the type/amount of fallout from each. Organization stage. Fred…
  • It’s the Consensus, Stupid*

    Sharon Drew Morgen
    14 Jul 2014 | 8:00 am
    Buying decisions happen well before buyers consider your solution regardless of their need or the efficacy of your solution, marketing, or content. In fact, a purchase is the very last thing that occurs in a string of events buyers must handle as they seek to solve a business problem. One of the first things they must do is assemble the complete Buying Decision Team to garner the consensus necessary for change. Studies from the CEB show that a Buying Decision Team includes approximately 6 decision makers and untold influencers who must achieve consensus before considering how to resolve…
  • A Purchase Is Not An Isolated Event

    Sharon Drew Morgen
    8 Jul 2014 | 10:47 am
    Why does the sales model merely focus on placing solutions when it’s last step buyers take during the buying decision process? Would you ever jump up out of bed and say, “Geesh! I think I’ll just go out and buy a new car today! Maybe I’ll go to that dealership around the corner and see if there’s a pretty one!” Would you ever come into work and announce: “Guess what! I had an inspiration last night and bought all 1500 of us new CRM software from an ad I saw! They’re installing it next week! Hope you tech guys and users like it!” If you were going to buy a new car, you’d…
  • Cold Calls Can Be Effective, But Not Like This

    Sharon Drew Morgen
    26 Jun 2014 | 12:35 pm
    I recently got this cold call: D: Hi. I’m David, with Keller Williams. I’m calling to inquire about your property. Are you still looking to sell your place? SD: Do you have a buyer for me? D: Possibly. How did you determine your sale price? SD: How do you know what price I determined? What is the context of this call please? Are you looking for a listing? Or do you have a buyer? D: As I said, I’m David, from Keller Williams. I just want to know about your place. SD: But before we discuss my place, I need a context. Are you seeking a listing or a property for a specific buyer? D: I just…
  • Help Buyers Buy: Facilitate The Buy Path, Then Sell

    Sharon Drew Morgen
    17 Jun 2014 | 6:36 am
    Your solution is the last thing a buyer needs. Literally. The sales model is a solution placement model. It does a fine job assessing needs, pitching, presenting, and placing solutions. Yet we close no more than 7% of prospects from first call, spend huge amounts of money creating presentations, sites, and marketing materials bring that in a fraction of the business they were designed to, spend inordinate amounts of resource responding to RFPs that fail, and attempting to make appointments with prospects who either reject us or don’t buy. We waste at least 90% of a sales professional’s…
  • add this feed to my.Alltop

    A Sales Guy | A Sales Blog | Sales Consulting

  • The Subtle Art of Follow-up

    Keenan
    25 Jul 2014 | 3:30 am
    Guest Post by Kelly Riggs Everything that happens afteryour customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or even months to secure a piece of business; a process that likely includes several meetings, a number of presentations, and a host of additional sales calls before he/she finally reaches the finish line and wins the sale. Then, of course, the real work begins: delivering on your promises. You have likely made many commitments along the way, and your future credibility hinges upon your ability to deliver…
  • When We Stop Calling It “Social Selling”, We’re Finally Doing It Right

    Keenan
    24 Jul 2014 | 3:30 am
    Frankly, I’m getting a little tired of hearing people talk about social selling.  Somewhat ironic, I know, given how much I talk about and use social sales efforts today. But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy. You can’t execute social selling in a vacuum. It’s not something you can do separate from your core selling activities and process. If you’re doing it right, everything is integrated. Social selling isn’t a…
  • Align Sales Compensation With Your Goals: 
A Compensation Plan That Works

    Keenan
    23 Jul 2014 | 3:30 am
    Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. No matter which approach you use, success depends on awareness. Your sales management team must understand your…
  • Is All The Sales Noise Keeping You From Active Listening?

    Keenan
    22 Jul 2014 | 3:30 am
    There is a lot of noise within the sales advice world. Each month if not week, sales professionals are bombarded with the latest “sales flavor”  from this or that small business consultant, sales coach or author. All this sales noise can be a barrier to the basics of the buying/selling process. Zig Ziglar said it best: “Sales is the transference of feelings.” If all that noise is a barrier to the transfer of those feelings, then maybe it is time to rethink about returning to the basics of active listening. In business and in life, we hear, we listen and then we actively listen. …
  • 64 WAYS TO LIVE A KICK ASS LIFE.

    Keenan
    21 Jul 2014 | 3:30 am
    Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters. Lead by example. Lead when no one is following. Open your mind to the possibility that there is an option you haven’t considered. Reduce the amount of time you spend “thinking about doing” instead of doing. Settle your differences with class, maturity, and dignity. Teach those who want to learn. Account for how you spend your money, your time, and your passion. Carry your emotions on your sleeve and the burdens of those weaker than…
  • add this feed to my.Alltop

    Sales Motivation and Sales Training

  • Are You Preparing to WIN at B2B Sales?

    TheSalesHunter
    25 Jul 2014 | 3:29 am
      Recently I was interviewed by Salesfolk for the site Sales 4 Startups. You can watch the video of that interview over at this link. It’s a great opportunity to hear me talk more about the need for finding the right customers and to avoid discounting as a sales strategy. Again, here’s the link to […]
  • Want Better Customers? Stop Discounting AND Raise Your Prices!

    TheSalesHunter
    24 Jul 2014 | 2:20 am
    I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was:  “What % […]
  • Will Your Customer Leave if You Raise Their Prices? 10 Questions to Ask Yourself.

    TheSalesHunter
    23 Jul 2014 | 12:15 am
    Nothing sends fear through a salesperson more than when a customer says something along the lines of, “We are going to take our business elsewhere if you insist on raising our price.” There are many variations of this and we’ve all heard them. I can’t begin to tell you the number of times I’ve heard […]
  • Amazon’s Sales Disruption Model and 3 Questions You Need to Ask Yourself

    TheSalesHunter
    22 Jul 2014 | 7:16 am
    Has your business model been disrupted? If not, it will.  It doesn’t matter what market you’re in, there is disruption coming. In fact, even if you’re in a business environment that you believe is “post-disrupted,” you’re going to go through it again. Business disruption is the norm. You can forget all the banter about how […]
  • Sales Motivation Video: Are You A Positive Influence?

    TheSalesHunter
    21 Jul 2014 | 2:30 am
      Who are you going to influence today?  More importantly, are you going to be a positive or negative influence? Everyday we have the opportunity to influence those around us.  As salespeople, we are in a tremendous position to impact our customers, prospects and colleagues. Are you a positive influence?  Check out the video to […]
 
  • add this feed to my.Alltop

    Partners in EXCELLENCE Blog -- Making A Difference

  • Before We Can “Teach” Our Customers, We Have To First Learn From Them

    Dave Brock
    24 Jul 2014 | 5:23 am
    Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice.  We want to help our customers learn.  It’s actually not that new a concept–we’ve always taught our customers something.  It used to be about our products, or our solutions, or our companies. Now the context of teaching has changed–really for the better for both customers, sales and marketing.  Today, the teaching that customers value is teaching them about their businesses, customers, markets.  What could they do better?  What could they do differently? …
  • Why I Won’t Respond To Your Email!

    Dave Brock
    23 Jul 2014 | 12:06 pm
    I get at least a couple 100 emails a day (not including the SPAM).  A lot of them are trying to sell me on something.  Most I quickly delete, but some are interesting and intriguing. Some of the interesting emails are offers to explore a collaboration, people interested in getting me to do something for/with them, some outright trying to sell me something–but still interesting. However interesting many are,  I won’t respond to them–I don’t delete them, I keep a file of “bad email marketing examples.” Here’s why I won’t respond to those…
  • Weighted Pipelines And Forecasts

    Dave Brock
    22 Jul 2014 | 11:49 pm
    I have to admit, I’ve never been able to figure out the value or meaning of the weighted pipeline and forecast.  It’s one of those things that is embedded in every CRM system, it’s one of those things that I see in all sorts of reports, but I have yet to figure out what it means. I suppose the weighted pipeline is supposed to be some sort of indicator of overall pipeline health, but most processes for assessing probability are hugely flawed.  Take a look at virtually every CRM system and the default methodology for determining probability.  It’s based on where…
  • Confusion About Metrics

    Dave Brock
    21 Jul 2014 | 11:45 pm
    I recently read an article from someone I respect, “Revenue Is Not A Metric.”  To be honest, I was confused–as I read the article, there was some clarification–”revenue is a result….” As I usually do, when I see something that’s a little confusing, I go to the dictionary to see if I may possibly misunderstand the way a term is being used.  I went to Wikipedia to read up on performance metrics: “Developing performance metrics usually follows a process of: 1.  Establishing critical processes/customer requirements 2.  Identifying…
  • Dealing With Ambiguity

    Dave Brock
    21 Jul 2014 | 9:04 am
    Things are so much easier when they are black or white, when there is a “right answer” to every question or issue we face.  Unfortunately, in the real world of buying and selling, there are no right answers, there is no clear direction–either for us in selling or for our customers. One of the most important skills of high performing sales people is the ability to deal with ambiguity–both in how they work and in engaging customers, facilitating their buying process. I get calls and emails every day; I sit in meetings where people are looking for help and direction,…
  • add this feed to my.Alltop

    Media Sales Today

  • Digital and Cable TV Led in Q2 Ad Sales Growth

    MST Staff
    25 Jul 2014 | 9:44 am
    Standard Media Index (SMI) today announces their Ad Spend data for June 2014 and the second quarter. The SMI pool now captures 75% of total U.S. agency spend, coming exclusively from the booking systems of 5 of the 6 global media holding groups, as well as leading independents. This actual spend data provides the clearest picture of the flow of dollars across the sector and details competitive performance for every media company in the U.S. on a monthly basis. The data from this study show that digital and cable TV led Q2 in ad sales growth.
  • Leading Growth with Social Change

    C. Lee Smith
    25 Jul 2014 | 7:46 am
    A growing number of CEOs are worried that the general public doesn’t trust business. Earlier this year, PcW’s latest Annual Global CEO Survey put the number at 37%. The CEOs may be onto something. Harris Poll regularly surveys consumers on their opinions about honesty and trustworthiness in various industries. For the most part, these numbers are down, even for hospitals and supermarkets, which generally have better reputations than auto manufacturers and social media companies. Dennis Nally, writing for Strategy & Business, a PcW Strategy publication, has some suggestions for CEOs…
  • 5 Stats to Help Your Clients Target TV Watchers

    Faye Oney
    24 Jul 2014 | 11:00 pm
    Did you know that one-fourth of U.S. adults watch more than five hours of TV programming a day? If this is an audience your advertisers want to reach, here are some additional stats to help your sales efforts.
  • Video on Demand Attracting More Viewers

    Kathy Crosett
    24 Jul 2014 | 10:00 am
    Consumers are watching more TV-programming these days. But, they aren’t always accessing this content on traditional TV channels or exactly when the content is first broadcast. New Nielsen data in the June 2014 Cross-Platform Report shows that some audiences, which are hard to reach through traditional TV, are turning to formats such as video-on-demand (VOD). Advertisers should be adding this format to their media mix.
  • How to Research Your Prospects Using Social Media

    Faye Oney
    24 Jul 2014 | 8:00 am
    How much research do you conduct on a prospect prior to a sales call? If you're not studying their social media, you're missing out on a wealth of insights into their business. Here are some tips to help you learn more about your prospects from their social activity.
  • add this feed to my.Alltop

    Dave Stein's Blog

  • All The Hype Around Social Selling Really Concerns Me

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

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

    Dave Stein
    5 May 2014 | 9:46 am
    If you’re in sales leadership or management and you aren’t learning why you won or lost deals directly from your customers, you’re squandering a significant opportunity to improve sales effectiveness.I had the opportunity to chat with Rick Reynolds, CEO of AskForensics, about this subject. Rick and I discussed his company’s most recent report. I thought an interview with Rick would provide some real value for you.Here is the interview:Dave Stein: What are the differences between losing a new sales opportunity and losing a rebid on an account you have had for several…
  • I’ll Never Make That Mistake Again. Ever.

    Dave Stein
    27 Mar 2014 | 7:54 am
    A number of years ago a situation developed which left me embarrassed and questioning my capabilities. The story is simple. I was consulted on the hiring of a sales rep for a client. I interviewed the candidate using a structured hiring process and gave him an enthusiastic thumbs up. Within six months the candidate was arrested for engaging in sex with a juvenile male in the parking lot of a regional sales office. He had been in jail for the same offense prior to applying for a job with my client.From that day forward, I insist on background checks for sales (and any other) candidates. I…
  • ESR

    Dave Stein
    15 Mar 2014 | 2:05 pm
    As of March 15, 2014, ES Research Group, Inc. has ceased operations.Although I have attempted a number of times to pass the company on to a new owner, I was unable to identify an individual or firm that, without me, could take the company forward in a way that would build on all we had accomplished.We did accomplish a lot since we founded the company in 2005:We published the first evaluations and comparisons of (initially) 15 sales training providers. That number increased to more than three dozen firms during the past few yearsWe pressed a number of companies in sales training community to…
 
  • add this feed to my.Alltop

    Renbor Sales Solutions Inc. » Blog

  • Summer Sales Reading

    Tibor Shanto
    26 Jul 2014 | 12:33 am
    A Relaxed Way To Sell Better! Things may slow down a bit in the sales world during summer, but you don’t need to let that slow your success. It is a great time to pick up a book and improve some aspects of your execution. The good folks over at Top Sales World, have made it even easier, they have pulled together The Top 50 Summer Reads. Click the link, get the book, sit back with a cold one, and soak up the knowledge. Check out as many as you can, below are three of my favourites. Happy reading!!! Tibor Shanto              
  • Using Referrals and Affiliate Links in Online Business

    Tibor Shanto
    24 Jul 2014 | 12:33 am
    The Pipeline Guest Post - Megan Totka In the past, word of mouth was always considered the best form of advertising for business. The same is absolutely true now, but I’d say that the definition of word of mouth has shifted significantly. Word of mouth now consists of online reviews and ratings rather than actually talking to your neighbor (though that certainly does still happen). Another way that companies have been able to generate revenue from word of mouth type advertising is through referral and affiliate programs. While affiliate programs are probably what you would think of a more…
  • An Inclusive Approach to Prospecting – Sales eXecution 260

    Tibor Shanto
    21 Jul 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  You know sales is a lot like politics, some are isolationists, others realize we live in a big world with plenty of room for all to thrive, and not always at the expense of others, I guess these would be the inclusionary camp. The way it plays out in sales is you have those zealots who will proclaim things dead, “never cold call again”, telling their unsuspecting followers that there is only one way to Nirvana, their’s, and no other, “all other roads will lead you to hell and financial ruin”. Sort of like the “Referral Über…
  • FU Is For Follow Up

    Tibor Shanto
    17 Jul 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  If you follow this blog, you may have seen that several times I have suggested that those people who are not cut out for a career in sales, should seriously consider transitioning to a career in hospitality. Based on recent experiences I’ve had as a prospect, and seeing how some sales people execute their sale, I am beginning to firmly believe that there is an expert on clairvoyance, who on his blog, is recommending to his readers that those who can’t cut it as clairvoyants, strongly consider a career in sales. The reason I say this is…
  • Happy Endings in Cold Calling – Sales eXecution 259

    Tibor Shanto
    14 Jul 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  It’s not that people don’t like cold calling, mostly they don’t like the outcome, which often is very little, leading to disappointed, and anemic pipelines. Frustrated, they seek expert advice on how to get more buyer engagement while avoiding the dreaded cold call. Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues. Much like the ab machines which promise a swimsuit figures in just five minutes a day. A large part of the problem is that…
  • add this feed to my.Alltop

    Talking Media Sales

  • TGIF

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

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

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

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

    Mike Brunel
    29 May 2014 | 3:57 am
    Price is not the primary reason why a product is purchased Your Product addresses their problem and not yours. Sales is not just a numbers game Selling is simply helping your potential client that the value is greater than the price People buy people first then product. Photo – Michael Ruiz
  • add this feed to my.Alltop

    MindOnMedia[Sales]

  • MoM[S] & The Competency Development Project

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

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

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

    MindOnMediaSales
    9 Jun 2014 | 8:00 pm
    Oh, and where were you, the Sales talent? YOU, that works with all sides, to ensure a campaign that makes your client look GREAT?
  • 5 Years It Is…

    MindOnMediaSales
    27 May 2014 | 1:30 pm
    5 years later...we write about what interests us. What propels us. And we also write about many things that others never have prior to us, making MoM[S] a Sales Thought Leadership destination and voice of a different order...
 
  • add this feed to my.Alltop

    Jonathan E Brickman

  • Conference Calls

    Jonathan Brickman
    22 Jul 2014 | 3:50 pm
    This is a very entertaining illustration of the way most conference calls go…I just finished one with similar results. This is also a wonderful example of how to use social media to advertise, in this case for Intercall. Technology is great, but it also has its own efficiency shortcomings.
  • Go Big or Go Home!

    Jonathan Brickman
    16 Jul 2014 | 6:55 am
    This resonates for me.  I have always been the “little guy” in business competing against large, established players.  So what? Thanks @PamMktgNut - great post for start-up folks.   Even though I spent the first 15+ years of my career in corporate America working for primarily Fortune 50 brands, I am want many would call a “corporatepreneur!” From the first days of my career and helping GE launch a first ever, internet delivered service for the mortgage and insurance industry, I enjoyed taking on the projects that lacked budget, resource or anything close to a plan…
  • Wow, that was fast!

    Jonathan Brickman
    14 Jul 2014 | 6:35 pm
    I heard this again, today, from someone I called back in response to an inquiry.  This person, like others, was surprised to hear from someone so “quickly”. Quickly? I am a salesman…someone sends in an inquiry indicating an interest in buying my product…what would you do?  I told this particular person today, that I should have been faster and apologized for taking more than a second to respond.  She thought it was comical and we then discussed how unusual it is to get a timely response and yet how powerful the impact is when someone is responsive. I have always…
  • What kind of guy are you?

    Jonathan Brickman
    9 Jul 2014 | 9:13 am
    I was at a hotel this past weekend as part of wonderful road trip with my son Jack.  I finished a quick workout so I needed a tall glass of ice water to replace lost liquids….so, I bellied up to the bar and waited patiently for the bar keep to take my order. Another gent sat down after I did and my active mind started to ponder what would happen when the bartender finally came around to help… Would the bartender ask who was next or just help the first person he/she saw?  Well, the latter was the answer so now I wanted to see if the gent would politely defer to me since I was…
  • More on analytics

    Jonathan Brickman
    8 Jul 2014 | 6:38 am
    Ok, so here is a basic lesson around business intelligence. In addition to the raw statistics I showed you yesterday, one can even drill down further and discover what it is that readers are interested in.  This information should inform me further about what my readers are interested in hearing about.  Yes?                         So…I guess this tells me I should write more about my wife?  
  • add this feed to my.Alltop

    ViewPoint | The Truth About Lead Generation

  • 2014 B2B Marketing Trends That Work

    22 Jul 2014 | 9:05 am
    As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive.
  • 5 Keys to Becoming a Sales First Company

    15 Jul 2014 | 6:30 am
    By Chris Tratar, vice president of product marketing, SAVO I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve…
  • Marketing and Old Cameras: An Exercise in Composition

    8 Jul 2014 | 6:30 am
    Recently I bought an antique camera on eBay. I don’t know why, maybe just a desire to recapture something from my youth. Or perhaps to find craft in a world largely absent of it. Anyway, when it came in the mail I wanted to quickly load it with film and shoot something. Anything. Given the camera’s age and limitations, I opted for a roll of slow (100-ISO) black-and-white film and waited for a sunny day. That took a while, given our balky Northeast spring. And I was paranoid about selecting subjects. What should I shoot … landscapes, buildings, flowers, elderly blues singers…
  • Half of all sales inquiries are good. The challenge is finding which half.

    24 Jun 2014 | 6:00 am
    In the distant past (30 years ago)We figured out through research that 45%f of all inquiries turn into a sale for someone. In the not too distant past (15 years ago)We realized that salespeople cannot or will not follow-up on 100% of their inquiries. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs.  In the recent past (5-6 years ago) we started using programs that grade people who visit your website, score them by what they click on…
  • Book Review: Hooked on Customers

    12 Jun 2014 | 7:00 am
    Driving customer advocacy is hard work. If you're looking for some magic metric or a quick and easy fix to guaranteed success, Bob Thompson’s latest book, Hooked on Customers, is not for you. In his concise and reader-friendly book, Bob outlines five tangible habits that, if applied effectively, can transform customer service from mere “lip service” to genuine “Customer Centricity.” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused…
  • add this feed to my.Alltop

    Results Count ... everything else is conversation.

  • 7 Ways vending machines are a model for retail innovation

    Chris Petersen
    22 Jul 2014 | 7:02 am
    How the smallest of retail venues are innovating for the future Before there was the convenience of the internet, there was the humble vending machine. Vending machines were literally on every traffic corner standing ready to serve of a cold soda, or snack. Today, the vending companies are literally having to think outside of the box in order to survive. Instead of just offering bags of chips, today's vending machines are serving up hot French fries, cold champagne and even caviar. But, the real story is not the sexy new vended offerings, it's all about the innovation behind the scenes, which…
  • Omni-channel requires retailers to learn “Pumphy” to thrive

    Chris Petersen
    14 Jul 2014 | 8:26 pm
    Personalization is the new P that matters most in omni-channel I continue to be astounded by retailers' response to "omni-channel". Many store based retailers are rushing to "become omni-channel" by suddenly focusing on websites or mobility marketing. Omni-channel is NOT about retailer's channels of selling … It is about how today's consumers shop. The omni-channel consumer shops anytime and everywhere. With a couple of clicks, they can get all their answers to the 4 Ps – Product, Price, Promotion and Place. What consumers can't get online is the new 5th P – Personalization. The…
  • Stores need to stop selling & create CX “sandboxes” to thrive

    Chris Petersen
    9 Jul 2014 | 8:29 am
    5 ways retail stores can leapfrog both competitors and e-tailers! Image Credit: imagerymajestic; FreeDigitalPhotos.net Recent studies indicate that 88% of US consumers webroom (shop online but purchase in store). However, if retail stores merely remain showrooms to display products for sale, they are doomed to showrooming (view in store but purchase online). Todays' omni-channel consumers are expecting new levels experience in retail stores, engagement and service that they can't get anywhere online. This simultaneously represents the biggest threat and challenge for retailer stores. In this…
  • 7 Critical things retailers must learn from hotels to survive

    Chris Petersen
    2 Jul 2014 | 7:52 pm
    Hotels win loyal guests while retailers still try to sell shoppers Image Credit: Stock Images; Freedigitalphotos.net While I have traveled internationally for many years, working in foreign countries can be a logistical challenge. And, there is nothing worse than getting sick while working halfway around the world. When I came down with pneumonia last week in India, I encountered the most amazing "knock your socks off" service experience in my career. Through this amazing experience at the ITC Gardenia, I rediscovered why hotels are premier examples of how great customer experiences earn…
  • To drive store traffic provide something they can’t get online

    Chris Petersen
    12 Jun 2014 | 1:12 pm
    Getting shoppers off their phones requires engaging with experiences Every once in a while you need to step back from the daily grind of retail and look at the bigger picture. There is a lot of retailers talking and posturing about "omni-channel". Does omni-channel simply mean more than one place to buy? Retailers think in terms of channels … consumers don't. Omni-channel is best used to describe how todays' consumers shop, anytime and everywhere. Retail success will require strategies for how to engage consumers on their terms. If retail stores are to survive and thrive, they must give…
 
  • add this feed to my.Alltop

    Top Sales Dog

  • A cautionary tale, part II: When good training goes bad

    Michael Boyette
    23 Jul 2014 | 5:00 am
    In last week’s post, I related the unfortunate tale of an organization that was really good at transferring bad information into the heads of salespeople. This week, I’d like to share a particularly glaring example that’s making the rounds on the Internet. A hapless Comcast customer called in to cancel his service. The customer service rep asked why he was canceling, and the customer declined to answer.From there, the conversation went downhill fast.After ten minutes of back and forth, the customer started recording the call, and we’re treated to an Orwellian exchange.
  • Training transfer: A cautionary tale for sales trainers

    Michael Boyette
    16 Jul 2014 | 5:00 am
    The Holy Grail of sales training — indeed, any kind of training — is what learning professionals call “training transfer”: Did the learner actually apply the knowledge and skills that you taught them?A new study out of Midwestern State University, University of North Texas and Purdue University took an in-depth look at what promotes sales-training transfer. It confirmed much of what you might expect. But it found a few surprises as well — including one that offers a cautionary tale for sales managers and trainers.First the good news: The study found several…
  • Sales training for everyone?

    Michael Boyette
    9 Jul 2014 | 11:14 am
    I was recently reminded of Daniel Pink’s book, To Sell Is Human, and his central premise: We’re all in sales now. More than 10% of U.S. workers are directly engaged in some sort of sales. But that’s just the tip of the iceberg. If you define sales as Pink does — the art of moving other people — then everyone sells at some point or another. (In fact, every time you get a paycheck, you’ve just made a repeat sale to your most important customer.)That fact may be obvious, but it suggests that there may be a broader role for sales skills training in your…
  • Self-directed sales training: Does it work?

    Michael Boyette
    2 Jul 2014 | 5:00 am
    If you provide your people with self-directed sales training — that is, training materials that they can access on their own as they see fit — will they take responsibility for improving themselves? Or do you have to make them take their medicine? And, more to the point, if you do offer self-directed sales training, will you see an improvement in performance?Research from the University of South Florida (Tampa, FL) and Bryant University (Smithfield, RI) offers some insight into these questions, as well as the larger question of what makes self-directed sales training effective.A…
  • Study: Top-performing organizations train their salespeople on strategy

    Michael Boyette
    25 Jun 2014 | 5:00 am
    We spend a lot of time training salespeople on what to do and say. But we may need to spend more time training them how to think — specifically, how to think strategically. That’s the upshot of research showing that sales training on strategy is correlated with more sales.The research was published back in 1993, but the implications are even more relevant today, given the abundance of market-oriented and strategic information available on the Internet.The study looked at 171 sales forces, representing 65 companies in the paper-and-plastics trade. The researchers divided the sales…
  • add this feed to my.Alltop

    TopLine Leadership » Sales Leadership Blog

  • Creating Your Coachable Sales Team

    Kevin Davis
    24 Jul 2014 | 12:00 pm
    What is coachability? When I ask sales managers in my sales management workshop this question most of the time there is confusion as to the correct definition of coachability. Just because a salesperson seems to have an agreeable and receptive nature doesn’t mean they are coachable. At one level, determining coachability is simple: if a sales rep changes what they are doing based on feedback and your constructive suggestions, then they are coachable. If they smile and nod and thank you for the great advice but don’t subsequently make any changes, they aren’t coachable. However, that…
  • 3 Habits of a Great Sales Coach

    Kevin Davis
    9 Jul 2014 | 4:18 pm
    A lot of companies approach us with the question of how they can develop great sales coaches. Among other ideas we discuss, I focus on three sales manager habits that I know constitutes “great” coaching because I see the positive results afterwards. Sharing their real-life experiences A common complaint I hear from salespeople is that their manager is good at pointing out problems with what the salesperson is doing (or not doing), but then doesn’t help the rep work through a solution. As the reps tell me, “I don’t mind being told what I do wrong, but If I already knew how to do it…
  • Boost Sales Team Morale in 3 Weeks

    Kevin Davis
    12 Jun 2014 | 10:13 pm
    How do you boost sales team morale in just 3-weeks? Recently a Sales VP who had just attended one of my Sales Coaching & Leadership Workshops asked me that very question. He was under a lot of pressure from his CEO to improve sales team health and increase sales, so he needed some concrete steps he could implement immediately. Here’s what he and I came up with for his 3-week plan. Week 1: Update Roles & Responsibilities The company this VP worked for had undergone some major shifts in recent years. Their market was expanding, partly through increased specialization of…
  • Why Salespeople Don’t Use CRM & What to Do About It

    Kevin Davis
    27 May 2014 | 10:08 am
    Albert Einstein had a sign on his office wall: “Not everything that counts can be counted, and not everything that can be counted counts.” Albert should have been in Sales Operations, because his sign explains why so many companies who make huge investments in CRM systems like SalesForce.com and others can be totally frustrated with low sales rep adoption rates and inaccurate forecasting results: Not everything that can be counted counts. Why do so many salespeople resist the usage of CRM systems? One reason is that because of flawed CRM funnel structure, sales managers are unable to…
  • A Tale of Two Sales Funnels

    Kevin Davis
    6 May 2014 | 2:27 pm
    This is a story about two companies’ sales funnels. One company has a sales funnel that improves win rates, the other doesn’t. “Company A” uses the most common approach, orienting its sales funnel to the steps of its sales process: qualifying, solution identified, quotation provided, demonstration delivered, etc. You know the drill. Company B uses a funnel based on the customer’s buying process. Each stage of the funnel identifies specific actions that customers take when they are moving forward in their buying process. It is these “customer go forward actions” that salespeople…
  • add this feed to my.Alltop

    VanillaSoft Blog

  • Crafting Your B2B Telemarketing Campaign

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

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

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

    Kevin Thornton
    23 Jun 2014 | 5:08 pm
    Are you already preparing for your Fall Semester Phonathon? Check out these tele-fundraising campaign tips to make your initiative a success. Need tele-fundraising software? Start your VanillaSoft free trial today! The post Phonathon Fundraising Check List appeared first on VanillaSoft Blog.
  • Trigger Events Warm Up Cold Calls

    Kevin Thornton
    6 Jun 2014 | 6:35 am
    Savvy sales people have learned to harness the web for social selling.  There are great tools for listening to and monitoring prospects online.  However, don’t just stop at social interactions.  Set up a trigger event monitoring system to help you build and qualify your prospect list. What is a Trigger Event? A trigger event is […] The post Trigger Events Warm Up Cold Calls appeared first on VanillaSoft Blog.
 
  • add this feed to my.Alltop

    Sales & Marketing Effectiveness Blog

  • How Sales Certification Can Help You

    25 Jul 2014 | 3:45 am
    Has your organization ever invested money to grow revenue?  The answer is yes.  Every year, millions are spent on new products, sales processes and new technologies.  So how do you ensure your investment isn’t wasted?  How do you ensure a fast start to your new initiative?  You employ a Sales Certification Program.  This post will discuss the benefits of the certification program.  And be your blueprint to implementing it in your sales organization. 
  • Podcast: Pfizer and Jive Software Share Sales Enablement Philosophies

    24 Jul 2014 | 1:00 pm
    I recently had a chance to catch up with two sales enablement leaders. Andy Garrity leads sales enablement for Pfizer and Patrick Merritt leads sales enablement at Jive Software.
  • 5 Critical Roles to Make Your Next Sales Initiative a Success

    24 Jul 2014 | 3:45 am
    Launching a new sales initiative is an exciting time. They are often transformative and can improve the effectiveness of your sales team.
  • 10 Ways to Maximize the Productivity of your Sales Force

    23 Jul 2014 | 3:45 am
    One of the biggest challenges facing CEOs is the oversight of the sales force and sales leaders. It can be challenging to maximize sales productivity. Like anything else, it’s a balancing act – finding that point where productivity peaks. Considering that fewer than 7% of CEOs have sales experience, this balancing act becomes even more tenuous.
  • Book Review: Agile Selling

    22 Jul 2014 | 12:00 pm
    Jill Konrath has published a new book, titled “Agile Selling.”  You should read it.  Jill’s two previous books,” Snap Selling” and “Selling to Big Companies” were very good.  So I took the chance and invested the time to read her new book.  I am glad I did.  And you will be as well, so give it a read.
  • add this feed to my.Alltop

    Jim Logan

  • Is your company the logical choice in your market?

    Jim Logan
    15 Jul 2014 | 1:04 pm
    I come into contact with a number of companies who are great at the things they do, but aren’t the logical choice in their market. They want to be, but aren’t. And they’re frustrated with the thoughts of why they don’t have more sales opportunities, why sales opportunities take so long to mature, why there’s so much price pressure in every deal, and why they don’t close more business. They’re not the logical choice. The logical choice is the company it makes perfect sense to work with. Buyers know it when they see it. Competitors can take shots at…
  • Jim Logan, Copywriter

    Jim Logan
    14 Jul 2014 | 6:35 pm
    It’s obvious I’m a copywriter. But for many of my clients, it’s a weird kinda secret — I have two personas online :) Many of my clients know me as a sales consultant providing coaching and traditional consulting services. Other clients know me as a copywriter, never having experienced the consulting services I provide. Truth is, copywriting is something I’ve provided as a service for over a decade, but until recently, I never marketed myself in that vein. Copywriting is a natural outcome of many of the consulting projects I undertake — re-positioning a…
  • Cost reduction has nothing to do with revenue growth, except maybe killing it

    Jim Logan
    13 May 2014 | 8:54 am
    If you’ve been following my writing, you’ve probably read more than once there are only three way to grow revenue – get more new customers, increase the value of your average sale, and increase the frequency and volume of repeat business. I wish I would have thought of that first, but it’s been known for a long time. And it’s true. There are no other ways to grow revenue. I’ve been asked why I don’t include cost reduction in the revenue growth equation. When you think about it, the answer is obvious. Cost reduction has nothing to do with revenue growth. Cost…
  • Example of a huge and unnecessary sales risk

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

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

    web2.salesforcesearch.com

  • 5 Easy Ways to Make Closing Sales Deals Easier

    Alex Traynor
    25 Jul 2014 | 6:05 am
    Closing sales deals faster shortens your sales cycle and helps you to accomplish more in the same amount of time. Sometimes sales reps avoid strategies that are designed for closing sales deals faster because they don't want to be perceived as overly pushy or aggressive, but there are things you can do to speed things along without resorting to high pressure. Try one of the following five easy ways to make closing sales deals easier. 1. Use Your Website If you haven't already done so, develop an engaging, powerful website that offers electronic delivery of information that you would normally…
  • 3 Steps to Avoiding a Bad Sales Call

    Brett Evans
    24 Jul 2014 | 10:05 am
    We all hope for the best in our work endeavors, and sales is no exception. We want to believe that all clients are a potential good fit and that we can develop a successful working relationship. But sometimes a bad sales call is inevitable, and that can be a big source of frustration in terms of wasted time and effort. However, with a little careful attention and planning, you can minimize the chances of being on the wrong end of a bad sales call. Research and Prepare You probably wouldn't take a 1,000 mile road trip without first getting directions and researching what you want to see along…
  • 5 Reasons Why You Should Be Improving Your Sales Company's Website

    Brandon Moore
    24 Jul 2014 | 6:05 am
    Your company needs an internet presence. Most successful companies have a sales website already, but that doesn't mean that the website itself is always working as well for you as it should be. It may not always be easy to know when it's time to improve your company's sales website, but here are some signs that you should consider an upgrade. Your Website isn't Informational Even in this day and age, a lot of companies still underestimate the importance of having a comprehensive website. Potential customers use websites as a significant source of information in making purchasing…
  • How to Boost Your Sales Team's Morale

    Justin Proctor
    23 Jul 2014 | 10:05 am
    If sales team morale has taken a beating due to sluggish sales, high turnover, or lackadaisical leadership, it's time to take action. Fortunately, boosting sales team morale doesn't have to take a lot of time or even significant changes in the way you already lead your team. Small changes can make a big difference in the way members of your sales team feel about their work, their co-workers, and their prospects. The following tips can help you to boost sales team morale. You can incorporate these tips into the way you manage your sales team within a matter of weeks, helping you to…
  • How to Fall in Love With Your Sales Job

    Doug O'Grady
    23 Jul 2014 | 6:05 am
    Enjoying your job plays a major role in how productive and successful your job performance will be. But whether you are starting a new sales job and need to ramp up your enthusiasm to hit the ground running or you have hit a period of burnout and need to find your spark again, you can find ways to fall in love with your sales job. Here are some tips to boost your positive attitude so you can be perfectly poised for job success.  Recast Rejection Nobody likes to hear the word "no," but it can be especially difficult for sales people because so much of your job success…
 
  • add this feed to my.Alltop

    amacus.net

  • Making B2B Sales Efforts Count Requires More Than Just Counts

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

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

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

    John
    3 Jun 2014 | 3:03 pm
    In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading →
  • Some Nuggets of Wisdom [from Jill Konrath] on Agile Selling

    John
    26 May 2014 | 3:41 pm
    Jill Konrath’s perspectives on selling with impact are always worth noting. In an on-line interview, a few years ago, she was asked: ‘what’s the one thing Reps need to do more of to be successful.’ Her answer: ‘think’. She had … Continue reading →
  • add this feed to my.Alltop

    Business Coach - Derek O'DwyerBusiness Coach - Derek O'Dwyer

  • Cash Strapped Business? 6 Tips…

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

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

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

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

    Derek ODwyer
    26 Apr 2014 | 1:44 am
    Here are 7 skills/competencies that can really help you with your business. 1. Financial Acumen – Running any business involves money. Love it or hate it, a business is about generating sales, paying suppliers and investing or using the profits. In business it is very important to understand terms like: Margin, Markup, Gross Profit, Net Profit, Cost of Goods, Carriage, Creditor Days, Debtor Days, Interest rates. Unless you take the time to understand these metrics, they will cost you money because you will not ask the right questions. No one cares about your money as much as you should…
 
  • add this feed to my.Alltop

    Kelley Robertson: Fearless Selling Blog

  • If You Need to Leave Voice Mails Like This Maybe it’s Time for a New Career

    Kelley Robertson
    21 Jul 2014 | 4:59 am
    Last Thursday I was working in my office and received a voice mail message that said, “Hi it’s Dan. I was just looking at your website and I’m interested in learning about your training.” As you can imagine, I returned that call pretty quickly and here’s how it played out… “Hi, Dan speaking.” “Dan, it’s Kelley Robertson returning your call.” “Hey, thanks for getting back to me. I was on your website and saw that you do training. I work for (a company who provides online printing services) and wondered if you have heard of us.” “Sure have. A couple of people from…
  • When a Prospect Misses a Scheduled Telephone Appointment

    Kelley Robertson
    14 Jul 2014 | 4:52 am
    Last week I wrote about how to eliminate the “I’m just following up” call. Not surprisingly, several people emailed me and asked, “What happens when my prospect misses that scheduled call?” A tough dilemma and one that frequently happens to everyone in sales . Here’s what I do when this happens to me. I hang up. Wait two minutes. Call again. More often than not, my prospect answers the call and opens with an apology. “I’m sorry, I was on another call, my meeting ran late, I had someone in my office, I had a problem to deal with, etc.” However, in the event I get their voice…
  • The Secret to Eliminating the “I’m just following up” Call

    Kelley Robertson
    10 Jul 2014 | 4:45 am
    A few weeks ago I was coaching a sales team and one of the senior reps asked, “How do I get someone to respond to my calls or emails? I’ve sent him information but now I can’t get in touch with him.” The short answer…you don’t. You can’t force anyone to reply to an email or return your call. However, if you set it up properly, you will never have to say, “I’m just following up.” The key is to establish a day and time for a subsequent conversation BEFORE you send your prospect any information. And, just as a FYI, if you’re sending corporate brochures, you…
  • Do This During Your Next Sales Call and Increase Your Credibility

    Kelley Robertson
    30 Jun 2014 | 4:57 am
    During a sales training workshop I co-facilitated last week, several participants expressed surprise when a colleague took notes during a practical application session (aka role play). During the debriefing, one of the individual’s said, “I had never thought about taking notes during my sales calls.” I found that surprising especially since the average meeting for these sales reps ranges between 30 minutes and 2 hours. Upon further investigation and discussion, a few reps acknowledged that they thought prospects and customers might feel awkward, uncomfortable or offended if they took…
  • Don’t Waste a Prospect’s Time with Stupid Questions

    Kelley Robertson
    23 Jun 2014 | 4:45 am
    During the “Cracking the Buyers Code” webinar that was conducted last Thursday, the panelist of corporate decision makers and buyers shared some revealing insights for sellers. They all stated that time is a precious commodity and that their schedules are jam-packed from morning until evening. In fact, one person said that he arrived at the office at 7:30 am and that he had already met with three salespeople that morning before the 11:00 am webinar. Continuing on the “time is precious” thread, one of the panelists said, “Don’t waste my time with stupid, basic questions like;…
  • add this feed to my.Alltop

    Sales Coaching Blog

  • Average Leaderhip...the #1 Threat to Your Company Today

    24 Jul 2014 | 7:02 am
    Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.
  • A preliminary glimpse at the Sales Manager Activity Survey results

    22 Jul 2014 | 10:00 am
    My blog today ushers in what I believe will be one of the most unique and valuable research ventures we conduct here at the EcSell Institute.  Over the past few months, many of our team discussions have seemed to meander to a point were we ask ourselves questions about the sales coaching world where having empirical data would be quite useful. To help us expand, explore, and improve, we have created a plan for periodically releasing web-based surveys designed specifically for sales managers.  These surveys will be extremely precise containing only a handful of questions on very…
  • Sales team motivation: sales people can be like children!

    18 Jul 2014 | 12:30 pm
    Often times at EcSell Institute coaching summits and on sales calls I will hear senior sales leaders speak to the similarities between parenting and coaching sales people. Sometimes jokes are made at the sales reps expense, but it is light hearted and much to my chagrin generally these leaders are fair with their assessments. At times, sales people can be like children, and this includes me as well. I was reminded of this point recently when I was doing some reading from my late grandfather, who was quite literally, the smartest and most profound person I have ever spent time with; he was…
  • Sales Coaching: Mindset Number 2 of Superstar Coaches

    17 Jul 2014 | 5:00 am
    Mindset Number 3  last week showed us that Superstars can work backwards.   Many people approach life with the thought that others can help them solve their problems.  Superstars however reverse that thinking and instead wonder how they might be helpful in solving others.
  • Sales Manager Training

    16 Jul 2014 | 4:45 am
    Think for a minute, not about training sales people, but about sales manager training. The average sales rep is accountable for approx. $2M in revenue… We know where they’ve been We know how many customers & prospects with whom they’ve visited We can measure their effectiveness and performance We know what talents and skills lead to sales success We can accurately screen for those talents and skills We continually provide them skills development We provide and ask them to follow a process/method that leads to more predictable sales outcomes We train them to the…
  • add this feed to my.Alltop

    Sales Enablement Perspectives

  • Performance Accountability – A Behavior of World-Class Sales Performers

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

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

    Tamara Schenk
    3 Jul 2014 | 12:30 am
    In our 2013 Sales Performance and Productivity Study, the following investments in sales productivity 2013 and 2014 emerged as the top three: Process, skills and competencies cover the “how to sell” dimensions, whereas the second initiative is focused on the “what to sell” dimension. The third initiative on sales manager training and development covers two dimensions at the same time: The first is to train sales managers on the skills and competencies they need to perform their role most effectively, and the second one is to develop their coaching excellence. Front line sales…
  • Why Being A B2B Buyer Is Different – Consumerization Is A Poor Comparison

    Tamara Schenk
    1 Jul 2014 | 2:24 am
    When buying a personal laptop, you know what you want, your budget, and your brand preferences. Then you make your online research to come up with a short list. Your best options get compared and you make a decision, placing the order online. That’s consumerization in the IT space. Reflect how you bought your first laptop and compare with how you do it now. Figuring out what you needed was maybe a time consuming process, often with iterations and mistakes. But having done that more than once, with more information available online, you know where to go, and who to trust when making your…
  • The Biggest Inhibitors To Sales Success

    Tamara Schenk
    20 Jun 2014 | 9:00 am
    Consider this scenario: The first physical meeting with a new customer has been scheduled. To prepare, the account manager invited a colleague from solution sales and an industry expert. A few emails were exchanged and they finally meet for the first time in the customer’s lobby. A quick discussion ensued on who is saying what. All three had a story to tell, but these stories were neither well aligned nor tailored to the customer’s context and concepts. The sales team talked about products and services without having a real conversation with the customer about their issues. Did they…
 
  • add this feed to my.Alltop

    Pipedrive blog » Sales Tips

  • Who’s Your Economic Decision-Maker (EDM)?

    Adam Metz
    18 Jul 2014 | 2:53 am
    This is a guest post by Adam Metz, the author of Amazon #1 internet-marketing best-seller The Social Customer, and the VP of Business Development at PandaDoc. His posts often contain gold nuggets, which is why we’re glad to welcome Adam on our blog. It’s no wonder so many new sales professionals don’t know what an Economic Decision Maker is. If you Google “EDM”, here’s what you’ll get. The Economic Decision Maker is the most important person in your sale, not dance music. The #1 problem that I see in sales professionals with under 5 years of sales experience is that…
  • 3 pillars to becoming a sales superstar

    Timo Rein
    11 Jul 2014 | 3:51 am
    A great deal of research has gone into what makes a good salesperson. A notable instance told by Brian Tracy in his Advanced Selling Strategies is the difference between the average salespeople and the rockstar sales guys in most large sales forces. How much do you think that the top 20% of salespeople were selling when compared to others? Twice as much? Five times? Ten? The right answer is that they sold sixteen times more than the rest. Were these people geniuses? Were they extremely charismatic? To tell you the truth then no they weren’t. If you just looked at them, you couldn’t tell…
  • How to avoid the trap of “making sales people busy”?

    Urmas Purde
    6 Jun 2014 | 5:00 am
    We recently launched Sales Pipeline Academy to help you improve your sales (pipeline) skills. We’ve received several good follow-up questions, here’s one from our customer George: “Many companies drive number of visits by their sales people. But this can drive the wrong behavior – lots of random meetings. Don’t get me wrong – it’s important to be in front of the customer. But it needs to be in front of the RIGHT customer — one that has a good fit with the product. /…/  What do you encourage companies’ management to monitor to prevent this…
  • Empty your pipeline regularly to keep deals flowing

    Timo Rein
    27 May 2014 | 8:03 pm
    Although emptying your sales pipeline sounds counter-intuitive, it’s necessary for most of us. When I say empty your pipeline, what I’m really talking about is being choosey about who you keep in and when it’s time to clean house a little. Bigger isn’t always better There’s such a thing as too big.  When it comes to your sales pipeline, you must be careful about not letting it get overstuffed with prospects. Think of it this way. If your goal is to have 20 deals in your pipeline at any given time, and it turns out you’ve got 50, this seems like a good thing, doesn’t it?
  • How to build a sales pipeline? The 4-step guide.

    Urmas Purde
    11 Mar 2014 | 7:17 am
    If you’ve ever looked at your diary, notebook, sticky notes, and Inbox in the middle of a busy sales period and thought ‘this isn’t working’, then you’re not alone. I used to try to organize my thoughts and ideas without structure and the result was that I kept missing opportunities and sales forecasts. Then, I found the answer – the concept of sales pipeline. I now had order where there had been chaos; I could take the initiative and take control of the entire sales process. Here are a few of the ideas that worked for me when I was building my pipeline. 1. Decide what your ideal…
  • add this feed to my.Alltop

    Margie Albert

  • Today’s remark – why LinkedIn?

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

    Margie Albert
    1 Jul 2014 | 7:58 am
    The NABEF Media Sales Institute recently concluded and I was able to work with 21 extremely bright recent college grads interested in entering the Broadcast Sales profession. At the conclusion they had the opportunity to meet with many Broadcast Company Recruiters, which was an amazing opportunity unlike any other I have seen. Hearst, Raycom, Scripps, COX Media, Clear Channel, Bonneville, Gannett, Meredith, Sinclair to name a few. WOW! But here’s my surprise. Many of the candidates didn’t know how to GET the jobs. Many thought once they interviewed it was up to the Company to pursue them!
  • Today’s remark – “you’re not #1”

    Margie Albert
    23 Jun 2014 | 7:50 pm
    I’ve been doing a series of Selling Mobile webinars recently for Broadcast Media Sales teams and I always ask what objections the sellers face. It appears the #1 objection is their competition’s mobile delivery is greater than theirs. Let’s look at that. First, how many retailers are you calling on are in the #1 position in their category?! Does that make them less worthy? NO! In fact, it may make them try harder to satisfy their customers and may deliver better, more personalized service. Second, why should that matter to sellers? You’re probably not #1 in every daypart on your TV…
  • Today’s remark – is media sales ready?

    Margie Albert
    17 Jun 2014 | 10:17 am
    Recently I was privileged to be the Curriculum Director for the NABEF Media Sales Institute at the Cronkite School of Journalism and Mass Communication in Phoenix. 21 brilliant recent college grads that expressed an interest in Broadcast Media Sales as a career were selected among many applicants. They spent 10 days immersed in training and meeting broadcast experts from across the country experienced in radio, TV and cable sales that culminated in student presentations and meetings with Broadcast Company Recruiters. Many have been offered positions already or are in various stages of deeper…
  • Today’s remark – an email about email

    Margie Albert
    29 May 2014 | 9:37 am
    Last week we talked about voicemail. This week, let’s talk about email. Do you have a love/hate relationship with email?! Most of us do and that includes your advertisers. So much of what we get either is “salesy” (YUCK), long, drawn out and unreadable, SPAM (interesting read how it came to be called SPAM) and an occasional well-written email with a point! How can you make sure your emails fall in the last category? Here are a few suggestions: Subject line tells receiver what is in the email. No guessing but provocative. If your email doesn’t get opened it doesn’t matter how…
  • add this feed to my.Alltop

    Theresa Delgado

  • Cultural Body Language: Master Greetings, Hand Gestures and Touch

    Theresa Delgado
    14 Jul 2014 | 6:00 am
    In the last article about cultural body language we reviewed facial expressions. This time we’re diving in a bit more. Communication is not only about the words that you use; it is also about your gestures, body language, posture, greeting, and touch. More importantly, communication has a lot to do with how well received a particular gesture or touch. For example, certain cultures considering pointing a major and unforgivable offense while other cultures regard personal touch as invading one’s personal space and an insult, at best. We come across so many people from different…
  • Cultural Body Language: Facial Communication Tips for Success

    Theresa Delgado
    8 Jul 2014 | 6:00 am
    There are so many factors involved in cultural body language and human communication, for that matter. Of course, there is the written word, but moreover there is eye contact, facial expression, tone of voice, and body language. It seems a bit complicated at best and then throw in trying to master all these things for different cultures, as well, and you have a lot to learn. However, once you get the hang of the different expectations of different cultures when it comes to body language and facial expressions, remembering a few key points will keep you moving along smoothly. Let’s…
  • Create Your Own Sales Funnel: Key Elements of Your Attractive Offer

    Theresa Delgado
    30 Jun 2014 | 6:00 am
    Your initial offer, your “Opt-In” offer is the entry-point of your sales funnel. This is a free product or service that entices the visitors to your site to sign up for your mailing list. Most people are reluctant to give away their name and email address for nothing more than the promise of quality content. Your opt-in offer is an incentive for doing so. What Are the Best Types of Opt-in Offers? When considering what type of product to offer as an opt-in incentive, you have several options. EBooks and Reports EBooks and reports are some of the easiest products for you to create.
  • How to Plan Your Sales Funnel and Get It Right!

    Theresa Delgado
    23 Jun 2014 | 6:00 am
    The term ‘sales funnel’ is an important concept for all types of businesses. Your sales funnel is what leads customers to purchase your products or services. As they pass through the funnel, they transform from random prospects to qualified leads and, finally, to buyers. As the funnel narrows and prospects get to your sales team, they are already primed to make a purchase. YAY! What Is a Sales Funnel and Why Is It Important for Your Success? The sales funnel is a sieve that leads prospective customers through your sales process. It casts its net wide and then gradually weeds out…
  • How to Get Quality Referrals From Your Customers

    Theresa Delgado
    16 Jun 2014 | 6:00 am
    Sometimes I sit back and think about all the traffic sources we have available to us to get the word out and build our businesses. The list is endless, literally, and it gets confusing.  Then I get grounded again because I remember that there are two marketing methods that work time and time again: email marketing and referral marketing. Today we’re going to talk about several strategies to get quality referrals. What Is a Quality Referral? There is a real difference between a good referral that’s going to help you reach your business goals and a weak referral that’s not.
 
  • add this feed to my.Alltop

    Tactical Sales & Business Blog

  • How to Make Your Salesforce CRM Trial a Success

    23 Jul 2014 | 5:00 pm
    Salesforce.com, the powerhouse of the CRM world. Have you considered it? There's a chance you have thought about it but for one reason or another you went against it, or it could have been for a multiple list of reasons - cost, implementation time, complexity and so on.
  • Here’s How CRM is Helping Small Business Growth

    23 Jul 2014 | 5:00 pm
    So you’re a small business owner and probably looking to find effective ways to grow and expand your power, right? Whilst the process is still a lengthy one filled with hard work, blood, sweat and tears you’ll find that the world of CRM has made it that little bit more easier.
  • How to Choose the Right CRM System

    22 Jul 2014 | 5:00 pm
    An overflowing rolodex mixed in with missed data and information are all the signs of a need for a CRM system. Trouble is how do you choose one? How do you overcome the initial fears of implementing a system?
  • What Does a Top Salesperson Do Differently?

    16 Jul 2014 | 5:00 pm
    Have you ever wondered why the good sales people are just that good? Why they can close deals and get huge commission and others can't. Here's the difference between the two.
  • 10 Quick Tips for Building a Strong Sales Force

    15 Jul 2014 | 5:00 pm
    Pareto’s Law says that 80% of business will be brought in by 20% of the sales force; this is a horrible number so it’s vital that we build a strong sales force where 100% of the team brings in the business.
  • add this feed to my.Alltop

    Yesware Blog

  • 5 Informative Infographics To Guide Your Sales Strategy

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

    Ritika Puri
    22 Jul 2014 | 12:39 pm
    It’s no secret that a sales team’s biggest strength can also be its greatest weakness: Your top business development reps ... Read More » The post The 3 Pillars of Sales Team Success appeared first on the Yesware Blog.
  • One Simple Question That Will Help You Get to Yes

    Lydia Dishman
    14 Jul 2014 | 4:16 pm
    Andy Paul learned something critically important about sales right at the beginning of his career: A manager told him selling ... Read More » The post One Simple Question That Will Help You Get to Yes appeared first on the Yesware Blog.
  • Mail Merge: Now with Automated Follow-Ups

    Bernie Reeder
    10 Jul 2014 | 8:58 am
    It’s no secret that maintaining a prospect’s attention from first contact to signed contract can be a tricky proposition. B2B ... Read More » The post Mail Merge: Now with Automated Follow-Ups appeared first on the Yesware Blog.
  • 3 Unlikely Words That Can Make You a Top Salesperson

    Lydia Dishman
    8 Jul 2014 | 2:38 pm
    There are three words that can make you a top salesperson, and they’re likely not what you think. Indeed, sometimes ... Read More » The post 3 Unlikely Words That Can Make You a Top Salesperson appeared first on the Yesware Blog.
 
  • add this feed to my.Alltop

    Star Results

  • STARS Shine While The Rest of Us Sleep

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

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

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

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

    Steven A. Rosen
    25 Mar 2014 | 7:52 pm
    Stories From The Field By Steven A. Rosen Janet is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Janet’s in all companies. Janet is performance-driven, a very good coach and a people person. Each month Janet is put to the test with different sales reps she must coach to success. IBZ is a mid-sized technology company that has had some tough years but has turned the corner. It pays its reps a combination of salary and bonus for achievement of targets. This year the bonus plans have a super bonus portion,…
  • add this feed to my.Alltop

    Sales Engine

  • Differentiate Yourself From the Competition: 15 Sales Experts Share How

    Jenny Poore
    10 Jul 2014 | 2:28 pm
    In our work at Sales Engine, we often see a few problems reoccurring within sales organizations. These companies are not identical. They come with their own processes, standards, structures, and methods of communicating. They are small or large, B2B or B2C, an unknown start-up or well-known corporation. When we visit with sales leaders and assess their capacity to increase sales to avoid a plateau, we ask them all sorts of crazy questions. And we almost always ask some version of questions like: Who is your biggest competitor? How is what you do different from what they do? Who do you think…
  • 10 Tactics for Evolved Social Selling Mastery

    Jenny Poore
    25 Jun 2014 | 10:00 pm
    Sales pros: It’s no secret the sales world has changed. A new social selling eBook from LinkedIn, Hubspot, Top Sales World and PGi reported that 75% of B2B purchases are influenced by social media, while 79% of those who use social media to sell outperform those who don’t. Social selling is the name of the new sales game, but the techniques are still a mystery for regular Joe’s and Jane’s. As a social media expert and a former tech sales rep, I know firsthand that mastering social is no simple task. Engagement, constant attention and carefully executed strategy are a must to avoid…
  • Evolution of Sales: Are Salespeople Hunting or The Hunted?

    Jenny Poore
    18 Jun 2014 | 10:00 pm
    Adapting to the Demands of the Educated Buyer One of the most profound shifts in the current sales experience has nothing to do with the modern-day sales executive; the change lies wholly within the mind of the prospect. Contemporary sales teams are challenged most by a single factor: the educated consumer. This data-driven, all-access world we live in accelerates communication, information sharing and transparency — all with the click of a button. Social networks have not only changed the way we personally buy but also the way we sell. Long before purchasing a product, today’s consumers…
  • What Can Happen When You Stop Talking and Start Listening

    Jenny Poore
    16 Jun 2014 | 10:00 pm
    Good news. If you develop the skill and discipline of preparing and inserting impact questions into your conversation, you will begin to learn how to listen. Impact questions allow someone to provide you with insight into how they think or what they think. If you don’t take the time to listen to the response to your own impact questions, however, you’re missing the most valuable part of a conversation. It takes discipline to pause. Let it happen. By listening, you provide ‘breathing room’ or ‘thinking space’ in a conversation. (And honestly, couldn’t…
  • Sales Kick in the Ass: June 13, 2014

    Jenny Poore
    12 Jun 2014 | 10:00 pm
    There is one experience that we hope everyone reading can identify with. The experience is simple and you may not realize that it was even happening. It can be hard to describe. The experience is this: a former or current boss, manager, or colleague makes you feel safe. It’s not that you really need protecting per se, but you don’t fear losing your job. You don’t fear the wrath of punishment for one misstep. You work tirelessly because you are able to focus on the work. Have you experienced this? We hope so. (And if you have not, you might want to share the video below with…
  • add this feed to my.Alltop

    Solution Selling Blog

  • Proving the ROI of Sales Training

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

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

    SPI
    1 Jul 2014 | 6:00 am
    Sales and business development roles have traditionally been male-dominated and a competitive job function. Historically, a big part of the workplace diversity dilemma came down to a matter of resources: simply put, there weren’t enough women in the job market. But, while many companies are taking positive steps to improve diversity, it’s important to recognize that much work remains to be done. Last week, LinkedIn released its workforce diversity data report, and the employee makeup is mostly male. In the wake of this report, we wanted to get visibility into our own network and how women…
  • Succeed with Social Selling in a Buyer 2.0 World

    SPI
    25 Jun 2014 | 4:00 am
    There is a plethora of information, data, and product reviews at everyone’s fingertips. In order to be successful in today’s B2B sales marketplace, sellers need a new approach to aligning with your buyers. In the recently published book, The Collaborative Sale (by Keith M. Eades and Timothy T. Sullivan, Wiley 2014) sales people are presented with three key roles
  • Sales Talent Optimization Solutions

    SPI
    6 Jun 2014 | 10:25 am
    With companies spending an average of $3,000-$6,000 per person on sales training, it’s no wonder that CEO’s want to quantify the ROI. Here’s the good news. There are proven approaches that leverage Sales Talent Analytics, and they absolutely help organizations prove the business impact/ROI of sales training.
 
  • add this feed to my.Alltop

    RAIN Selling Blog

  • Do You Have What It Takes to Become an Insight Seller?

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

    9 Jul 2014 | 10:00 am
    Perhaps the most respected voice of all time in sales is SPIN Selling author Neil Rackham. John and I were honored to have him write the foreword for Insight Selling. It's a great commentary on the state of and changes occurring in the world of modern sales. We hope you find it as insightful as we did. Without further ado... A mixed blessing of my job is that I get to review a lot of sales books. Roughly once a week I receive a manuscript from a hopeful author or publisher, asking me for comments and feedback. Of course, what they are really asking for is a rave review that will help the book…
  • 5 Ways to Make It Easy to Buy from You

    2 Jul 2014 | 10:00 am
    A couple of years ago, I was involved in a major rebranding effort for a Fortune 100 financial services firm. Based on extensive research, their chief marketing officer decided their new brand positioning should be focused on "easier." Easier to do business with. Easier to conduct banking transactions. Easier to get a mortgage, car loan, or business investment from. Sounds great, right? Problem is they weren't easy to do business with. I knew, because I happened to be a client of the firm. When I walked in to do a simple thing like get a new debit card, I was told the process could…
  • Is Relationship Building in Sales Dead?

    25 Jun 2014 | 10:00 am
    There's been a lot of noise the last couple years declaring relationship selling dead. "The Internet has changed everything." "Personal connections don't matter anymore." "Selling is not about relationships." "Throw out everything you thought you knew about sales, Armageddon is coming!" Blah, blah, etc. As we've discussed before, we strongly disagree with the idea that selling is not about relationships. Relationship building is still critical to winning sales. But it has changed. We wanted to know exactly how—from the buyers' perspective. So we…
  • 5 Appointment-Setting Tips

    18 Jun 2014 | 10:00 am
    Breaking your way into new accounts and setting meetings is one of the most difficult tasks sellers face. But if you want to be successful in sales, you need to be able to build your own pipeline and drum up your own business. To increase your odds of landing initial meetings, follow these five appointment-setting tips: Reach out during "off hours": Business leaders don’t punch in at nine and out at five. The gatekeepers, however, are a different story. If you're trying to get through to an insulated executive, try calling early in the morning (before 8 am), late in the…
  • add this feed to my.Alltop

    The Richardson Sales Excellence Review™

  • New Research – Best-in-Class Sales Training Reinforcement

    Dario Priolo
    23 Jul 2014 | 5:07 am
    New Research from Aberdeen Highlights Best-in-Class Sales Training Reinforcement Most of us appreciate that ongoing professional development is essential to success in this rapidly changing and ultra-competitive market. Basic skills need to be reinforced, and new knowledge, skills, and experience must be acquired to stay at the top of your game. Training is important but must be reinforced and sustained to make a lasting impact. We’ve heard it all before, but we don’t always invest the necessary time and effort into sustainment to really make a difference. However, according to a recent…
  • The Ultimate Checklist for Mission Critical Group Sales Presentations

    Dario Priolo
    21 Jul 2014 | 5:04 am
    The Ultimate Checklist for Mission Critical Group Sales Presentations “Mission critical” is a term that you see in many different activities, up to and including military operations. When mission critical aspects do not go well, barring an extraordinary piece of luck, the mission fails. If your group sales presentation does not go well, barring an extraordinary piece of luck, your sales effort will fail and you will not get the contract. What follows is the structure of virtually all group sales presentations — the phase for which you have to prepare. Preparing for the presentation…
  • Insight Selling: The Next Frontier of Sales and Marketing Alignment

    Dario Priolo
    16 Jul 2014 | 6:29 am
    Insight Selling: The Next Frontier of Sales and Marketing Alignment If you think back five or ten years, the focus of sales and marketing alignment at that time was on the sales process. The emergence of usable CRM systems like Salesforce.com and marketing automation platforms like Eloqua and Marketo enabled tracking across the customer lifecycle from lead to close and beyond. As companies made investments in these sales and marketing platforms, it made sense to agree on a single integrated process enabled by the integrated systems and operationalized through concepts like the “lead…
  • The Benefits of Sales Enablement Tools for Sales Managers

    Dario Priolo
    14 Jul 2014 | 6:41 am
    The Benefits of Sales Enablement Tools for Sales Managers In a previous blog post, Advice on How Sales Enablement Tools Can Increase Efficiency, SAVO’s CEO Mark O’Connell talked about a number of benefits from sales enablement tools for sales reps. Here’s what he had to say about benefits for sales managers. What is a Chief Sales Officer’s biggest gripe about their forecast? Many point to CRM algorithms used to identify at-risk opportunities. These don’t improve visibility because they’re dependent on data input by sales reps, and sales reps only tell sales leaders what they…
  • How to Get Your Ducks in a Row for Effective Team Selling

    Dario Priolo
    9 Jul 2014 | 6:45 am
    How to Get Your Ducks in a Row for Effective Team Selling Team selling has become a way of life today. Because of the increasing complexity of business, the need for specialists, and the need to match up with players on the client’s team, you will often find yourself involved in team selling. I have been discussing various aspects of team selling in other articles. This article is about selecting the team. There are clear advantages to team selling: bringing in expertise, balancing the numbers, matching client levels and types, pro viding a learning ground for juniors, and increasing…
 
  • add this feed to my.Alltop

    Grow My Revenue

  • The Inseparable Connection Between Customer Service and Sales

    Ian Altman
    21 Jul 2014 | 9:49 pm
    Last week, the Internet was a buzz with the recording between Ryan Block, former CEO of Engadget, and the representative from Comcast. Mr. Block and his wife called to terminate their Comcast service. The Comcast representative kept trying to switch the conversation and get them to stay. This interaction demonstrates how customer service and sales are forever connected. Where Did It Go Wrong? It’s OK for a customer service representative to see if there is a way to salvage the account. However, as Comcast noted in their reply, you must always treat the customer with respect. There are a few…
  • The Top 3 Misconceptions About Social Selling for B2B

    Ian Altman
    14 Jul 2014 | 9:52 pm
    Enough already about social selling. I had an audience member last week ask me whether or not I thought they could shift from selling to social selling. I asked him what was social selling. He said “You know. Using social media to do the selling for us.”  If that’s your definition of “social selling,” then the answer is a big, fat “no!” It’s Not New – Just Faster Does social selling work for Business to Business (B2B) companies? Whether or not social selling can be effective depends on how you define social selling. In a workshop I delivered to a group of CEOs last month,…
  • What To Do When Your Best Customer Says Goodbye

    Ian Altman
    7 Jul 2014 | 9:33 pm
    Uh Oh. Your best customer just sent you an email or left a voice message saying that they are not happy and are taking their business elsewhere. What do you do next? Before we answer that question, let’s reflect on what led up to this point with the customer. Most of the proactive interaction with your customer probably involved things that you would never think of doing when they are unhappy. For example, you might regularly send them group emails via BCC saying that you hope they are doing ok. You might have another department call them to upsell additional services. Perhaps you may even…
  • Social Media Requires Being Human

    Ian Altman
    30 Jun 2014 | 10:34 pm
    While on a trip to California to speak at an event last month, I took the opportunity to see how hospitality and travel companies respond (or don’t respond) using Twitter. I hope you enjoy the lessons I learned from my interaction with the various companies. If you have not already figured it out, Twitter is another channel your clients and partners can use to communicate with you. For those who think of it as just 140 characters, realize that Twitter allows for instant communication to address and resolve issues with your customers quickly and efficiently. If done properly, you can create…
  • What The 2014 World Cup Teaches About Winning Business

    Ian Altman
    23 Jun 2014 | 8:48 pm
    The 2014 FIFA World Cup started off with many shocks and upsets. My son is an avid soccer fan – so much so that he calls it Futbol. We watched the group stage match between USA and Portugal. It was a rollercoaster. I naturally started seeing parallels between World Cup Soccer and challenges companies face in growing their businesses. You can learn several valuable lessons from this one soccer match such as Starting from behind, Working as a team, and Constantly seeking risks until the deal is done. Don’t Worry If It Starts Rough Early in the match, an errant clearing attempt led to a…
  • add this feed to my.Alltop

    Leader's Digest

  • Are You As Good A Manager As You Think You Are? 13 Ways To Tell

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

    tlsa
    22 Jul 2014 | 7:26 am
            By Angela Stephenson All leaders want to be powerful. The key to being a powerful manager is to be a catalyst, not a dictator. Common conceptions of power usually involve having “power over” something. A government or monarch has power over their country; a parent has power over their child. Managers typically are seen to have power over their teams. However, is this the type of power that we should be encouraging in the workplace? The right type of power for managers to have is “power with” instead of “power over". The power of a leader can be assessed through the…
  • Customer Loyalty: Lessons From Airbnb

    tlsa
    22 Jul 2014 | 6:35 am
        By Brett Lyons Customer loyalty is key to sustainable business practice. Loyal customers come back again and again. Through the rough times, they are the customers that will keep you afloat. The most devoted customers become your advocates, spreading the good word amongst their friends and encouraging them to support you too. So how do you achieve customer loyalty and, consequently, customer advocacy? Your first step is to look at your products and services from a customer perspective. What do your customers want? Don’t just think about the product or service itself, but how they want…
  • VIDEO: Women in Leadership & Sales - Part 3

    tlsa
    14 Jul 2014 | 1:32 am
    Against the Odds: Women in Leadership and Sales Deborah Ring, Director of Operational Risk & Support at Lombard This is the third video in our five-part 'Against the Odds' series. We recognise that women are often under-represented both in leadership and sales positions, which is why we are actively celebrating women leaders and inviting them to share their expertise, opinions and advice on how to make leadership boards and sales teams more gender-equal. Deborah is a successful leader at Lombard. Over 25 years with the company, she has worked her way up from a position as sales advisor to…
  • Engagement Part 2: How Engaged Are Your Customers?

    tlsa
    1 Jul 2014 | 3:55 am
        By Angela Stephenson We know that employee engagement leads to customer engagement, and that customer engagement can lead to performance increases of up to 240%. However, how do you ensure you’re engaging customers? Gallup found that fully engaged customers represent a 23% premium in terms of share of wallet, profitability, revenue and relationship growth compared to the average customer. These engaged customers are loyal customers, and they form the bedrock of your business growth. Figuring out how to engage employees is much easier than figuring out how to engage customers. However,…
  • add this feed to my.Alltop

    LeadManagement.com

  • 4 Steps to Content Curation for Inside Sales Reps

    Stacy Jackson
    25 Jul 2014 | 5:59 am
    David Howe of Sales 4 Life shares proven content curation strategies for B2B inside sales reps. Source: www.agsalesworks.com Think content curation is for the marketing team? Not so according to David Howe of Sales 4 Life. Content curation is a great way to assemble and share valuable information with potential customers. Become a source for information means you become the go-to source for solutions (and your product is one of those solutions, right?). Are you using content curation as part of your inside sales efforts? The post 4 Steps to Content Curation for Inside Sales Reps appeared…
  • 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

    Stacy Jackson
    23 Jul 2014 | 11:03 am
    What are the most crucial factors to look for in an outsourced inside sales teleprospecting team? Source: www.agsalesworks.com Check out these four big questions you need to ask when outsourcing teleprospecting. The post 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting appeared first on LeadManagement.com.
  • Ensuring Customer Satisfaction: Four Ways to Make Your Company More Reliable

    Contributor
    23 Jul 2014 | 7:50 am
    Perhaps the best way to put your business on the map is to establish a satisfied client-base. Not only does customer satisfaction guarantee repeat customers, it inspires word-of-mouth and review advertising that can bring in new customers. If your company has had complaints about dropped orders or missed calls, here are some ways to improve your reliability. Get Organized Organization is the foundation for an efficient, reliable business. Talk to your partners and employees about organization improvements they feel should be made. Evaluate your current procedures and systems for productivity…
  • Sales and Marketing Alignment Equals More Revenue

    Stacy Jackson
    23 Jul 2014 | 7:09 am
    How can sales and marketing align to increase their company’s revenue? Source: www.agsalesworks.com Are you taking the right steps to align your sales & marketing teams?  As pointed out in this post from AG Salesworks, “organizations that establish strong alignment between their sales and marketing teams achieved 20 percent annual revenue growth compared to companies with poor alignment, which experienced a 4 percent decline in revenue.” (data source: Hubspot) Don’t forget these important steps: Set a common end goal Define your ideal prospect Make lead…
  • How to Nurture Ecommerce Sales with Content Marketing

    Contributor
    23 Jul 2014 | 7:00 am
    Content marketing can serve as a huge boost to ecommerce sales, primarily by attracting leads that are most relevant to a product or service. Businesses that create eye-grabbing content via blog posts, social media updates and engaging videos are ensuring a steady stream of leads, who are discovering the content somehow — such as by searching for it or stumbling across it on social media. Once an effective content marketing strategy is bringing in a constant stream of leads, businesses still need to pay close attention to the overall process. Specifically, they should continue to use…
 
  • add this feed to my.Alltop

    Base | Baseline - Base CRM Blog

  • Manage Prospects and Customers with Base

    Josh Bean
    24 Jul 2014 | 7:03 am
    Back in April, we introduced the concept of Accounts in Base. Since the release, we’ve received some great feedback and as a result, we’re adding some updates today. One of the biggest pieces of feedback from Base customers was that there needed to be a distinction between Contacts you’ve won Deals with (Customers) and Contact’s you’re actively selling to (Prospects). They are both important, but they need to be separated. You will now find the Accounts tab has been replaced by a brand new Prospects and Customers tab. Who are Prospects and Customers? The Prospects and Customers…
  • New Feature: Base Notification Center

    Josh Bean
    23 Jul 2014 | 2:38 am
    Alert! Introducing the Base Notification Center – the best way to stay updated on the Leads, Contacts and Deals that matter most. Beginning today you will notice a bell icon in the top right corner of the Base web app, this is your new Notification Center. With Base notifications, you can specify how you’d like to be notified, when you’d like to be notified and even create custom alert triggers.  Preset Notifications To help get you jump started with Notifications, we’ve included a few preset alerts. With these preset alerts you will be notified about new assignments,…
  • Sync ALL Calls and Texts from Android with Base

    Josh Bean
    7 Jul 2014 | 10:45 am
    Tracking communication with customers is critical. We’re taking communication tracking forward today with a full GSM integration for Android. Base can now track all Calls and Text messages that are made from your Android phone and match the conversations to the relevant Leads, Contacts and Deals. If you’ve used Base Voice, you’ve likely noticed how nice it is to see when you last spoke to someone and track the call outcomes. Yet, the existing Base Android call logging fell short, because it only tracked existing Base Contacts. Now, if you use your Android phone to call or text someone,…
  • New Feature: Email Templates and Merge Tags now available

    Josh Bean
    1 Jul 2014 | 8:11 am
    Today we’re introducing Email Templates and Merge Tags to give your email a productivity boost. You’re now able to create unlimited email templates on all plans. The addition of merge tags lets you personalize all of your emails pulling information from the Contact, Lead or Deal card. Unlimited Templates If you find yourself sending the same email over and over, it may be useful to create email templates. Once you create a template, you’re able to send emails in a matter of seconds. Follow these instructions to create your first email template. After you create a template, click on…
  • Add a Face to the Name – Introducing Avatars in Base

    Josh Bean
    10 Jun 2014 | 10:50 am
    Your CRM is getting a little more personal today. Profile images are now being pulled from Twitter, Facebook, Linkedin and Skype profiles. All you need to do is supply a social profile for any of your Leads or Contacts and Base will display their profile picture. With over 500 votes on the idea board, this is by far the most requested feature in Base, and we’re excited to deliver it to you. We’re not stopping at social profiles, next up we will be working on giving you the ability to upload profile photos for your Leads and Contacts. Stay posted to the blog for more updates. If…
  • add this feed to my.Alltop

    RAIN Selling Blog

  • Do You Have What It Takes to Become an Insight Seller?

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

    9 Jul 2014 | 10:00 am
    Perhaps the most respected voice of all time in sales is SPIN Selling author Neil Rackham. John and I were honored to have him write the foreword for Insight Selling. It's a great commentary on the state of and changes occurring in the world of modern sales. We hope you find it as insightful as we did. Without further ado... A mixed blessing of my job is that I get to review a lot of sales books. Roughly once a week I receive a manuscript from a hopeful author or publisher, asking me for comments and feedback. Of course, what they are really asking for is a rave review that will help the book…
  • 5 Ways to Make It Easy to Buy from You

    2 Jul 2014 | 10:00 am
    A couple of years ago, I was involved in a major rebranding effort for a Fortune 100 financial services firm. Based on extensive research, their chief marketing officer decided their new brand positioning should be focused on "easier." Easier to do business with. Easier to conduct banking transactions. Easier to get a mortgage, car loan, or business investment from. Sounds great, right? Problem is they weren't easy to do business with. I knew, because I happened to be a client of the firm. When I walked in to do a simple thing like get a new debit card, I was told the process could…
  • Is Relationship Building in Sales Dead?

    25 Jun 2014 | 10:00 am
    There's been a lot of noise the last couple years declaring relationship selling dead. "The Internet has changed everything." "Personal connections don't matter anymore." "Selling is not about relationships." "Throw out everything you thought you knew about sales, Armageddon is coming!" Blah, blah, etc. As we've discussed before, we strongly disagree with the idea that selling is not about relationships. Relationship building is still critical to winning sales. But it has changed. We wanted to know exactly how—from the buyers' perspective. So we…
  • 5 Appointment-Setting Tips

    18 Jun 2014 | 10:00 am
    Breaking your way into new accounts and setting meetings is one of the most difficult tasks sellers face. But if you want to be successful in sales, you need to be able to build your own pipeline and drum up your own business. To increase your odds of landing initial meetings, follow these five appointment-setting tips: Reach out during "off hours": Business leaders don’t punch in at nine and out at five. The gatekeepers, however, are a different story. If you're trying to get through to an insulated executive, try calling early in the morning (before 8 am), late in the…
  • add this feed to my.Alltop

    The Business Growth Zone » Blog

  • LinkedIn Tip: make your headline work for you

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

    Mike Ames
    21 Jul 2014 | 9:59 pm
    There’s more unproductive time spent in meetings than any other form of business activity. A recent survey by Management Today suggests that at least a quarter of the time you spend in meetings is a waste. Here’s a few ideas to make your meeting’s more effective.   Not the best time to start a meeting. 1. Start them at quarter past the hour. Ever heard somebody say “I’ve got back-to-back meetings all day”. Very commendable but when will they prepare for the next meeting or make sense of the last one or actually get any work done? Start meetings at…
  • 10 things you really need to know about the new flexible working law

    Mike Ames
    16 Jul 2014 | 11:50 pm
      Blair Adams This is a guest post written by Blair Adams of DMH Stallard and specifically aimed at my SME readers although anybody who employs staff should give it a read. To read more pieces written for SMEs by Blair click here. Here are 10 tips for dealing with flexible working requests. Remember that employees have the right to request a different working pattern, not a right to have it.  It’s probably best to remind employees of that at the beginning of the process. There are eight statutory reasons for refusing a request and they are broad enough to encompass most…
  • 2 Approaches To Lifting Client Satisfaction Levels

    Mike Ames
    17 Jun 2014 | 1:00 am
    Guaranteed!!! This formula shows how people calculate their satisfaction with what you’ve done for them. Satisfaction = Reality – Expectation Obvious, I know, but all too often forgotten. So here are two ways to lift your clients satisfaction levels . Make whatever you deliver for them much better. Promise them less. Option 1 is by far the best but if you’re a bit short of time I’d probably go for option 2. Hope this helps.
  • Make Your Whole Organisation Part Of Your Sales Team

    Mike Ames
    6 Jun 2014 | 1:00 am
    That Way You Fools! Just supposing you wanted to get everybody in your organisation behind the growth of your business. You know the sort of thing: everybody promoting the same message; looking for suitable new clients and engaging anybody who has shown even a modicum of interest in what you do. Well you could hire a consultant to help you or maybe even attend a course or two but supposing you didn’t have the time or the money to do this. Well there’s a very cheap (free) and simple alternative that’ll do you proud and all you need to do is answer 5 questions. Here they are: - Who do…
 
  • add this feed to my.Alltop

    People First

  • Managing Up instead of Kissing Up

    PFPS
    23 Jul 2014 | 6:00 am
    Your sales manager has a lot to offer you. You’ll miss what your manager offers if you are overly focused on “kissing up” to your manager to try and gain favor instead of managing up in a way that gives you learning opportunities. Because so many sellers prefer to work autonomously and have a high […]
  • A Different Way of Looking at Your Sales Performance This Week on CONNECT! Online Radio for Selling Professionals

    PFPS
    22 Jul 2014 | 9:45 pm
    Tune in to CONNECT! Online Radio for Selling Professionals this Saturday at 9:00 a.m. PDT for an enlightening and entertaining interview with sales author and actress Julie Hansen to learn how performing can enhance sales performance. San Jose, CA (PRWEB) July 22, 2014 Sellers are under a lot of pressure to improve their performance. But […]
  • Upcoming shows

    Deb Calvert, President of People First Productivity Solutions
    19 Jul 2014 | 9:39 am
    Call in with your toughest selling challenges! July 26, 9:00 a.m. Pacific time: Working on Your Sales Performance with guest Julie Hansen August 2, 9:00 a.m. Pacific time: Your Recipe for Success to Feel Good About Selling with guest MK Mueller August 9, 9:00 a.m. Pacific time: So… You Wanna Be a Sales Manager? with […]
  • An Update from Your Host, Deb Calvert

    PFPS
    19 Jul 2014 | 9:37 am
    A brief message from Deb Calvert, your host on CONNECT! Online Radio. Find Additional Business Podcasts with CONNECT1 on BlogTalkRadio
  • 7 Tips for Time Allocation in Leadership Communication

    PFPS
    19 Jul 2014 | 6:00 am
    In the workplace, the allocation of the leaders time on communication shapes the environment and impacts morale and workflow. Here are seven tips to consider so you will allocate your time spent on communication more effectively. #1- Spend less time communicating up Many leaders make the mistake of keeping their bosses well-informed while neglecting to […]
  • add this feed to my.Alltop

    My Blog / Website

  • The Legends Network Review From A Top Leader And Six Figure Income Earner

    Sean Agnew
    17 Jul 2014 | 9:31 am
    Have you ever wondered what it would be like to hangout with the LEGENDS of marketing?Well you’ve come to the right place!In this blog post I am going to walk you through a review of a new company called The Legends Network.What you are going to learn in The Legends Network Review is what it is all about and how hanging out with LEGENDS can take your income to the next level.The Legends Network Review – Video ReviewBefore I keep writing I recently did a video review of The Legends Network. Check it out belowCHECK OUT OUR YOUTUBE CHANNEL HERE You can also get more of The…
  • DS Domination Scam Review

    Sean Agnew
    10 Jul 2014 | 7:38 pm
    Someone ripped into me the other day about how there was this huge DS Domination Scam and that only people who know how to market well or have lots of money to invest can make money with DS Domination.Well…I called BS on that lol!In fact I made this video about this so called DS Domination Scam that you can check out right here: This “DS Domination Scam” Got Me Out Of Overdraft! As you can see quite clearly the so-called “DS Domination Scam” got me out of a mess where I had literally less than zero dollars in my bank account.And now I have earned over…
  • Top MLM Companies In 2014 To Join For Beginners

    Sean Agnew
    16 Jun 2014 | 12:06 pm
    With so many top MLM companies pushing to have you join, it can get confusing when you’re looking at MLM products, compensation plans, founders and so on. What you need to remember, is that the best MLM to join for you is going to come down to one where you are most comfortable with the PERSON you are joining with.People who have failed at MLM or network marketingin the past wonder why it doesn’t work. That being said, I would submit that they have likely also never joined the best MLM for them at the time nor did they have great upline support with a team around them to get through…
  • MandG Home Business Review – 13 Cent Leads Online

    Sean Agnew
    14 Jun 2014 | 1:50 pm
    People always ask me what’s the best way to generate leads online? After all without leads you have no business…The money is in the list right?Well… I don’t keep it a secret…I have 4 ways that I generate 99% of my leads and that is through Video Marketing, Facebook Marketing, Solo Ads and MandG Home Business.I will be providing the best MandG Home Business Review you will find and show you exactly how I generate 13 cent leads!MandG Home Business Review - Online Lead GenerationMandG Home Business is a relatively new company that launched in 2014. They provide you…
  • Best Affiliate Programs In 2014 That Make YOU Money TODAY!

    Sean Agnew
    10 Jun 2014 | 10:17 am
    Affiliate marketing is a really simple way for bloggers and other website owners to earn money online. In fact, I would submit that affiliate marketing may be one of the best ways to make money online… PERIOD!Typical affiliate marketing programs involve you signing up to places like jvzoo or clickbank and finding an offer to promote. With these affiliate programs you will earn a commission (without having to purchase the product) for selling the product to a buyer. As the affiliate you can now sit back and collect a commission.The best affiliate programs on the web pay you 50%…
  • add this feed to my.Alltop

    Witty Blog

  • Do You Visualize Sales Success?

    Guest Blog By Andy Paul
    25 Jul 2014 | 6:00 am
    Do you dream about being successful in sales? Or do you visualize your sales success? Do you dream about winning the order? Or, do you visualize the actual steps you will take to help your prospect make the winning purchase decision?
  • 7 Rules to Increase Sales Prospecting Success

    Guest Blog By Ken Krogue
    24 Jul 2014 | 7:19 am
    Note from the Editors: Either you can pay a small price to read this article or you can pay a big price for ignoring this advice.
  • Importance of Keeping Personal Statistics

    Guest Blog By Balaji Chakravarthi
    23 Jul 2014 | 6:21 am
    Note from the Editors: Balaji hits on two super important topics for prospectors that contribute to a leaky funnel, i. segmentation and targeting and ii. keeping personal statistics. If you are puting the wrong leads in the funnel it will be really leaky. Also by keeping personal statistics you and your manager will be able to work on problem areas to plug the leaks in your funnel so you close more business.
  • Date Your Prospects, Marry Your Clients

    Guest Blog By Dia Matteson Oliveira
    22 Jul 2014 | 6:30 am
    Note from the Editors: Our humble request is to not take the advice in the title of this article literally :) Just kidding Dia’s article talks about building a relationship step-by-step.
  • Infuse Cadence, Accountability, and Humor into your Prospecting Efforts

    Guest Blog By Kyle Porter
    21 Jul 2014 | 5:36 am
    Note from the Editors: Kyle breaks prospecting down to a 12-step process brilliantly. And, we can’t resist this so we will say it WittyParrot can totally help with Item #6 on Kyle’s list.
 
  • add this feed to my.Alltop

    Exceed Sales

  • Selecting the Best List Sources for Sales Intelligence in Your Outbound Prospecting Campaign: A 2014 Update

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

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

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

    Elisa
    1 Mar 2014 | 5:06 am
    Should the same inside sales representative perform both outbound prospecting and inbound marketing functions? Last month we visited the topic of inside sales: when it is used, and what models are typical. A very typical inside sales position is one that generates leads for the organization.  Then, either the inside or outside sales representatives handle, manage and close these leads. The field reps focus on selling larger, more expensive products or services, while inside sales representatives selling smaller, lower cost or ancillary products or services. Inside Sales Is Often…
  • Inside Sales: 3 Ways It Can Work for You

    Elisa
    21 Feb 2014 | 12:00 pm
    Inside sales is becoming a popular sales model for many companies today.  Ken Krogue of Inside Sales.com defines inside sales as “remote sales,” most lately called “virtual sales,” or professional sales done remotely. Where Outside Sales or traditional Field Sales is done face-to-face. To take it a step further, inside sales can be comprised of: 1. Sales – those that sell products or services in their inside sales position and/or 2. Lead Generation – those who generate leads for the inside sales team or field sales team. Is it complicated? Not really. How Inside Sales…
  • add this feed to my.Alltop

    Salesjournal

  • 6 Tech Traps We All Fall Into (And How To Avoid Them)

    caitlinhoward
    25 Jul 2014 | 11:30 am
    By Lindsay Holmes (The Huffington Post) You might have a smartphone addiction if you find yourself constantly checking emails and texting during dinner.  Learn what other technology traps we fall into and how you can avoid them. 6 Tech Traps We All Fall Into (And How To Avoid Them)
  • How to Find Balance Between High Productivity and Overworking

    caitlinhoward
    25 Jul 2014 | 11:10 am
    By Joelle Steiniger (lifehacker.com) It’s easy to get into an always-on-the-move routine where checking off to-dos on your checklist becomes habit. But how long can you really sustain this behavior? Learn what it means to really be productive and how you can avoid feeling stressed and burnt out. How to Find Balance Between High Productivity and Overworking
  • Sales Coaching Practices That Get Big Results

    caitlinhoward
    25 Jul 2014 | 10:48 am
    By Mike Kunkle  (LinkedIn.com) One of the most important jobs a sales leader has is to find ways to get better results from your team.  Learn how to maximize the results of your sales team and how to avoid getting caught up in the whirlwind of daily activity. Sales Coaching Practices That Get Big Results
  • What Makes a Job Posting Successful?

    caitlinhoward
    22 Jul 2014 | 10:06 am
    There are many ways to craft an appealing job post. You can vary the subject line by location or job title, write a magnetic description, or even use bullet points to highlight certain aspects of the position. However, you won’t achieve great success by only posting job ads. The real success comes from combining multiple […]
  • 7 Questions to Ask When Interviewing Sales People

    caitlinhoward
    21 Jul 2014 | 12:14 pm
    By Caitlin Howard (Naviga Business Services) Use these 7 questions during your next interview to determine if a potential sales candidate is a fit for the open position and your company. 7 Questions to Ask When Interviewing Sales People 
 
  • add this feed to my.Alltop

    aayuja

  • 10 Tools for the B2B Blogger

    admin
    23 Jul 2014 | 8:32 am
    Blogging tool is a software hosted on the internet which allows anyone to easily produce content for  blogging and posting it on the internet in a standard XML blog format. It also runs all the categorization, allows you to add functionality like tags, comments or search, organizes posts, and  functions we have come to associate  .The million dollar stake is to identify the one best suited for you which shall ultimately get you the “attention” the majority of time our distribution strategy needs to be more thorough and wide-spread, these days the ones catching fire are :…
  • Eight Must Use Sales Tools

    admin
    22 Jul 2014 | 4:18 am
    By Neil Smith A sales funnel can be broken down broadly into three parts: Top funnel – lead generation and identification of buying intent Mid funnel – lead qualification, scoring and nurturing Bottom funnel – opportunity management and closing Technology can aid you in all three parts of the funnel. Some recommended software tools that could help refine your sales process are mentioned below. Top funnel SalesLoft – this software can be utilized to search social profiles online and help you extract prospects. It’s backed by Google’s search engine and adding prospect to a list is…
  • Social Media Marketing Lessons From FIFA World Cup

    admin
    16 Jul 2014 | 5:50 am
    Consider the following numbers: Over 1 billion people engaged with World Cup content through FIFA’s website, social media accounts and mobile app There were 672 million tweets relating to the 2014 World Cup as per twitter On Facebook 350 million people posted more than 3 billion interactions (posts, comments, and likes) related to the games FIFA world cup has been one of the biggest events ever on social media and brands were vying with each other to utilize this opportunity. Some succeeded, a lot failed. There are some key lessons marketers could derive out of this: Generate creative and…
  • Creating A Cold Calling Script That Works

    admin
    14 Jul 2014 | 5:58 am
    By Neil Smith There are several ways to generate sales leads, yet one of the most effective tactics utilized by most companies is cold calling. A common problem encountered by most business is lack of effective cold calls. One of the ways to rectify this is by the use of cold calling scripts. A basic problem here is that most sales programs aren’t designed to help a sales rep build her or her own sales script. If you look back and think about it sales scripts are everywhere. From the news anchor to the politician to public speakers anyone and everyone vying for your attention probably…
  • Importance of Going Viral in a B2B Scenario

    admin
    9 Jul 2014 | 4:29 am
    Last year two major heavy vehicle manufactures took a unique approach towards their advertising. They devised two campaigns which went viral. Let’s start by having a quick look at each of them: Ram Trucks Super Bowl Commercial – Farmer Tries to position the farmer as a vital and deeply respectable clog in the world machine while showcasing Ram trucks as trusted partner to the farmer! Volvo Trucks – The Epic Split feat. Van Damme Tries to showcase the new precision steering feature on new big trucks range from Volvo Both of these adverts as we mentioned earlier went viral and spawned…
  • add this feed to my.Alltop

    xoombi

  • Value Based Selling: How to Talk About Your Customer's Problem

    18 Jul 2014 | 11:37 am
    How you talk about a customer’s problem makes all the difference. The best salespeople understand how to leverage value based selling tools to provide business reasons for a customer's need to buy. The next time you want to justify your solution and build business case, try one of these three advanced selling techniques.
  • Do Sales Leaders Believe Asking for Leads is a Sign of Weakness?

    15 Jul 2014 | 8:19 am
    We need more leads! But... I've spent most of my career in sales, and think back to several conversations that made a big impact on the way I think. As a salesperson, I used to cringe when I heard a teammate complain about not having enough leads. I'd think to myself, "You don't need leads, just pick up the phone and hammer!" When I moved into management, I expected everyone on my team to have the same mentality. "Stop complaining and crank the phones!" I remember my boss intercepting me in the hallway to ask, "Are we going to hit quota this month?" "We're behind, and it doesn't…
  • Social Media Marketing and SEO Aren't Just Different, They're Opposites!

    11 Jul 2014 | 7:33 am
    Sales and Marketing teams are constantly looking for ways to generate leads that are going to close faster. Search engines and social media are the two main drivers for capturing an audience and driving traffic. Each has it's own strategy and they come from opposite ends of the spectrum. How do you succeed with both? Ironically, a great social media strategy can get you in front of large audiences in a hurry, but the sales cycle is longer. With SEO, getting to your audience is more difficult and takes more time, but the sales cycle is shorter.
  • 5 Questions For First Time Sales Appointments

    8 Jul 2014 | 6:21 am
    Salespeople and managers get excited about developing new opportunities with first time appointments, but there are big challenges to overcome. New appointments don't come easy. One right or wrong move, early in the conversation, gets you into or out of the game. Many of your prospects know (or think they know) everything about you and your competitors and have formed strong opinions about your company and your capabilities. On the other end of the spectrum, there are prospects who know they need to do something, but they're overwhelmed with information and have no clear direction for what…
  • 10 Smarketing Tips to Fill the Top of Your Sales Funnel

    2 Jul 2014 | 6:00 am
    Consistently exceeding sales targets begins with a steady flow of leads into the top of your sales funnel. Your sales funnel is the path your leads take on their journey to becoming a customer, and all your inbound marketing efforts will go for naught if your sales funnel is not consistently replenished with net-new traffic. While each of your leads will follow a different path through the sales journey, there are steps you can take to keep a greater portion of that traffic moving forward toward the end goal of becoming a qualified lead, converted site visitor, and/or verified customer. …
  • add this feed to my.Alltop

    Latest blog entries - JobFLEX

  • “Aging in place”: an opportunity for contractors

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

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

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

    8 Jul 2014 | 10:53 am
    By now, you know JobFLEX’s stance: firms that aren’t equipping their sales staff with mobile technology are missing out on an enormous opportunity for gains in efficiency, productivity, retention, and revenue. But so far, we’ve spoken about the benefits to your firm and your employees. We’re missing a key beneficiary. Who else does your implementation of tablets and mobile technology impact? Your customer. Instant gratification You might remember this from last month’s post on empowering the sales team with mobile tech: consumers crave instant gratification. So the first obvious…
  • Four Ways Mobile Tech Empowers Your Sales Staff

    26 Jun 2014 | 12:15 am
    Digital Disruption: The Big Opportunity defines digital disruption as "changes enabled by digital technologies that occur at a pace and magnitude that disrupt our established ways of value creation, social interactions, doing business, and more generally, our way of thinking." Spot on. The pace at which technology develops has been absolutely astounding, and the rate at which it has impacted contractors? Even more so. Employers, employees, and consumers are more connected digitally than ever before, and companies across the globe are implementing mobile solutions that allow staff to become…
 
Log in