Sales

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  • How To Make Differentiation Pay

    Get Clients: How to Attract and Win More Professional Service Clients
    Ian
    18 Aug 2015 | 2:34 pm
    If you’ve been following my recent videos on different approaches to differentiation then by now you should have a stock of ideas for how you can differentiate your business. Today’s video will show you how to make that differentiation pay. It will show you how to analyse your ideas for differentiation to make sure you have one that can turn into more clients at higher fees. And it will show you the one big thing you need to do to turn your differentiation ideas into something that will impact clients. Video Transcript Hi, it’s Ian here with another five minute marketing…
  • How to Minimize the Effect of Unexpected Sales Problems

    RainToday RSS Feed
    27 Aug 2015 | 4:00 am
    The toughest sales problems you face are the ones that blindside you. You can prevent that from happening by considering problems you could encounter and planning your response to them. Not only will you be better prepared, but you could prevent some problems from ever happening.
  • 7 Critical lessons learned from the bikers at the Sturgis Rally

    Results Count ... everything else is conversation.
    Chris Petersen
    14 Aug 2015 | 11:47 am
    Old dogs … and old bikers do learn new tricks that change everything I have never owned a real “bike”. Certainly not a Harley. So, why go to Sturgis, South Dakota for the annual bike Rally? Let’s just say it was on the bucket list for experiences. It’s not the “Running of the Bulls”, but kind of similar and much closer. This year was the 75th Anniversary of the Sturgis Rally, drawing over 600,000 “biker” people. As a photographer, I expected photo opps … and there were several thousand. What I was not expecting was a first hand, graduate education in retail! Omnichannel is…
  • 3 Strategic Ways to Organize Sales Pipeline for Success

    QuotaFactory
    Gillian Sontz
    28 Aug 2015 | 6:00 am
    As Sales Development Reps, pipeline management is crucial to our everyday prospecting efforts. Having an organized sales pipeline not only makes sales prospecting effective, it makes it efficient. There are many ways one can manage their sales pipeline. In fact, Kim Staib shared a strategy for a more in-depth pipeline review to remain proactive when prospecting and to uncover hidden opportunities. However, when I need to focus on organization, I have found that structuring my pipeline by the following elements is the most practical: By Priority Be sure to address your highest-priority…
  • How to Set Great Sales Goals That Bring Double Digit Growth

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

  • Best Books for Salespeople - Inc.com

    Steve Martin
    23 Aug 2015 | 4:20 pm
      Nick Hedges writes a great Sales Acceleration column for Inc.com and I am very excited that my new book Heavy Hitter I.T. Sales Strategy was on top of his list of 5 Best Books for Salespeople. Nick is the president and CEO of Velocify (www.velocify.com) and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick has spent the last seven years at Velocify helping organizations accelerate sales performance and is a widely-recognized thought leader with respect to technology's transforming impact on the sales profession. Follow him on…
  • The Physiology of Sales Calls

    Steve Martin
    25 Jul 2015 | 5:10 pm
        Sales is a profession based upon pressure: pressure from sales management to make the numbers, pressure from competitors who are trying to defeat you, the 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…
  • Sales Innovator: Sales Linguist, Steve W. Martin Interview - Pipeliner CRM Blog

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

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

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

  • What Traveling Teaches You About Customer Service

    Lori Richardson
    27 Aug 2015 | 6:37 am
    We took a short hiatus to Seattle and Vancouver, BC in August and had so many examples of great service and a few examples of poor service. Since customer service is a big part of business success it seems like an opportune time to share some observations. Bad Systems Can Be Improved
  • Create A Referral Program That Really Works

    Lori Richardson
    26 Aug 2015 | 6:30 am
    There is one way to grow business that is heads above any other - and that is through creating a referral program to seek referrals, give referrals, and grow visibility.
  • Should You Separate B2B Lead Generation From The Sales Function?

    Lori Richardson
    21 Aug 2015 | 3:30 am
    What’s the reasoning behind separating the B2B lead generation function from the sales function? The premise behind separating the two functions is that the skills needed to excel in each are different. While they seem to overlay each other, and definitely support each other, they are unique and disparate.
  • In Sales - Say This NOT That

    Lori Richardson
    17 Aug 2015 | 3:53 am
    The book series, Eat This, Not That, developed from a column in Men’s Health Magazine and was written by David Zinczenko and Matt Goulding. I have flipped through one of the ETNT books and have seen David being interviewed. The idea was to have a very easy way to see what TO eat and what NOT TO eat. They used pictures (which is why I liked it, I’m sure as I’m extremely visual).
  • Be a Hub Not a Spoke Build Relationships

    Lori Richardson
    14 Aug 2015 | 8:09 am
    Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. I like to think of networks like wheels with a hub and lots of spokes. Most networks that people join already have a hub, so you become one of the spokes.
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    Smart Selling Tools

  • Smart Selling Visions: Up Close with Top Revenue Leader Suresh Balasubramanian of @LiveHive

    Nancy Nardin
    25 Aug 2015 | 4:05 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. This week I interview Suresh Balasubramanian, CEO of LiveHive. Nancy: What does LiveHive do? What problem/s are you solving for sales and/or marketing organizations? Suresh: LiveHive delivers a sales acceleration platform that combines deep, real-time engagement analytics and advanced automation capabilities. Sales acceleration technologies helps…
  • A September to Remember

    Nancy Nardin
    18 Aug 2015 | 6:01 am
    Dreamforce 2015 is just around the corner. I’ve got my ticket and my bags will soon be packed with flat-heeled shoes and comfy clothes. There isn’t any other event like Dreamforce and if you’re in Sales or Marketing, which you probably are if you’re reading my blog, you’ll really miss out if you don’t go. There are over 1500 sessions scheduled—592 if you filter by role for sales operations or sales professional, and 438 if you filter by Marketing as a role. Clearly, there’s a wealth of knowledge and networking to be had at the event. And speaking of networking, registration…
  • Dream Big for Your Sales Team

    Nancy Nardin
    6 Aug 2015 | 10:00 am
    If you’re going to Dreamforce 2015 this year in San Francisco or if you live in the bay-area, I have a special invitation for you – as a member of the Smart Selling Tools community. We’ve rented a really cool venue on the same street as Moscone center to have our own networking get together. I’d love the opportunity to meet you in person and to have you meet other sales and marketing leaders. I didn’t just want to offer a place to meet up, I also wanted to give back. So I, along with our wonderful sponsors: Alinean, Aviso, Qstream, SAVO, Velocify and VorsightBP,…
  • Avoid Maybe Purgatory: Turn Maybes into Small Yeses

    Nancy Nardin
    28 Jul 2015 | 6:15 am
    Hearing “maybe” from a buyer is more common than hearing a yes or no. Sometimes “maybes” indicate lack of decision–making authority. Sometimes they’re a result of a reluctance to say “No.” No matter the cause, maybes disguise a real sales challenge. It’s essential that you address the underlying cause of “maybes” immediately, especially because the very purpose of a ‘maybe’ is to buy more time. Let’s take a look at a real-life scenario. Jonathan (the buyer) took the time to talk with Heidi (the seller) and liked what she had to…
  • Nancy’s Sales App of the Week: @PipelineDeals

    Nancy Nardin
    26 Jul 2015 | 2:29 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles PipelineDeals, a sales acceleration CRM platform. Sales ToolSkool Video Transcript: Today’s topic is an all-in-one sales acceleration tool. One of the most frequently asked questions is “which CRM tool should we use”. Today I’ll be talking about one of my favorites, PipelineDeals. If you want your salespeople to be as productive and effective as possible, you need a system that does more without being difficult to use. PipelineDeals has powerful features you’d expect from any CRM system with a…
 
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    Smart Selling Tools

  • Smart Selling Visions: Up Close with Top Revenue Leader Suresh Balasubramanian of @LiveHive

    Nancy Nardin
    25 Aug 2015 | 4:05 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. This week I interview Suresh Balasubramanian, CEO of LiveHive. Nancy: What does LiveHive do? What problem/s are you solving for sales and/or marketing organizations? Suresh: LiveHive delivers a sales acceleration platform that combines deep, real-time engagement analytics and advanced automation capabilities. Sales acceleration technologies helps…
  • A September to Remember

    Nancy Nardin
    18 Aug 2015 | 6:01 am
    Dreamforce 2015 is just around the corner. I’ve got my ticket and my bags will soon be packed with flat-heeled shoes and comfy clothes. There isn’t any other event like Dreamforce and if you’re in Sales or Marketing, which you probably are if you’re reading my blog, you’ll really miss out if you don’t go. There are over 1500 sessions scheduled—592 if you filter by role for sales operations or sales professional, and 438 if you filter by Marketing as a role. Clearly, there’s a wealth of knowledge and networking to be had at the event. And speaking of networking, registration…
  • Dream Big for Your Sales Team

    Nancy Nardin
    6 Aug 2015 | 10:00 am
    If you’re going to Dreamforce 2015 this year in San Francisco or if you live in the bay-area, I have a special invitation for you – as a member of the Smart Selling Tools community. We’ve rented a really cool venue on the same street as Moscone center to have our own networking get together. I’d love the opportunity to meet you in person and to have you meet other sales and marketing leaders. I didn’t just want to offer a place to meet up, I also wanted to give back. So I, along with our wonderful sponsors: Alinean, Aviso, Qstream, SAVO, Velocify and VorsightBP,…
  • Avoid Maybe Purgatory: Turn Maybes into Small Yeses

    Nancy Nardin
    28 Jul 2015 | 6:15 am
    Hearing “maybe” from a buyer is more common than hearing a yes or no. Sometimes “maybes” indicate lack of decision–making authority. Sometimes they’re a result of a reluctance to say “No.” No matter the cause, maybes disguise a real sales challenge. It’s essential that you address the underlying cause of “maybes” immediately, especially because the very purpose of a ‘maybe’ is to buy more time. Let’s take a look at a real-life scenario. Jonathan (the buyer) took the time to talk with Heidi (the seller) and liked what she had to…
  • Nancy’s Sales App of the Week: @PipelineDeals

    Nancy Nardin
    26 Jul 2015 | 2:29 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles PipelineDeals, a sales acceleration CRM platform. Sales ToolSkool Video Transcript: Today’s topic is an all-in-one sales acceleration tool. One of the most frequently asked questions is “which CRM tool should we use”. Today I’ll be talking about one of my favorites, PipelineDeals. If you want your salespeople to be as productive and effective as possible, you need a system that does more without being difficult to use. PipelineDeals has powerful features you’d expect from any CRM system with a…
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    OpenView Labs

  • A Comprehensive Guide to Color, UX and Conversion Rates

    Hannah Alvarez
    28 Aug 2015 | 6:04 am
    Color is one of the most powerful tools in the designer’s toolkit. You can use color to impact users’ emotions, draw their attention, and put them in the right frame of mind to make a purchase. It’s also one of the main factors in customers’ perception of a brand. With an infinite number of possible color combinations out there, it can be hard to decide what colors will make the biggest impact on your site or app. It would be impossible to test everything, but we’ve picked up a few tricks and trends about how color affects users’ attitudes and behavior. In this article, we’ll…
  • How One Tool Enabled Two Entrepreneurs to Quit Their Day Jobs & Build Their Dream Business

    Brandon Hickie
    27 Aug 2015 | 10:51 am
    The following is a market-sizing tool case study featuring Apitite, a cloud service for creating and managing APIs. The Problem Tristan and Todd, both first-time entrepreneurs with technical backgrounds, were moonlighting on the weekends building Apitite, a cloud service for creating and managing APIs. But, before they could quit their day jobs and devote their full attention to the company, they needed to not only validate their idea, but determine the total market opportunity and potential demand for their business. “I was spending a few hours a night looking at market data and had vague…
  • 5 Ways to Improve Your Sales Productivity Strategy

    Sharmin Kent
    27 Aug 2015 | 6:04 am
    As companies focus on growth, sales leaders need new approaches and field-tested strategies to increase efficiency, boost effectiveness and close more deals. Today’s high-performing companies consistently strike that critical balance by addressing the needs of their sales teams, their customers, and the technology that helps connect there. Here are five proven ways sales leaders can use technology to improve their sales productivity strategy and enable their sales teams to sell smarter and faster. Prioritize the Customer Hyper-connected buyers are searching, posting, tweeting, reviewing and…
  • How To Avoid Internal Content Marketing Activation Burnout

    Kyle Lacy
    26 Aug 2015 | 6:04 am
    How do you come up with new content, week after week, so your audience doesn’t collectively roll their eyes when they see it? The answer is in the question. Quite simply, you can’t send content out week after week — not without a clear plan in place. After a while, you’ll run out of ideas, and you’ll publish things because you “have to,” not because you actually have anything important to say. And as a result, the important things you do say will be lost in the avalanche of your week-after-week stuff. Publishing meaningful content and getting your audience to…
  • How to Build a Millennial Sales Compensation Plan

    CeCe Bazar
    25 Aug 2015 | 10:42 am
    Recently, I co-hosted a sales compensation planning webinar with two sales experts, Howard Brown CEO and founder of RingDNA and John Kosturos, VP of Enterprise at RingLead. (Stay tuned for more content from the webinar!) While much of the webinar focused on the elements of sales compensation plans and how to appropriately roll them out, we would be remiss if we didn’t think about who exactly we’re creating these comp plans for: The Millennial Generation. Now, any good BDR or sales manager will agree that while sales compensation planning isn’t their favorite part of their job,…
 
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    Jill Konrath's Fresh Sales Strategies

  • This is Why I Succeeded in Sales

    27 Aug 2015 | 10:01 am
    I never wanted to be in sales. I only went into this field because I had an idea to start a company. The SCORE consultant I met with told me my plan wouldn't succeed unless I learned how to sell.
  • How Do You Rate—on LinkedIn?

    18 Aug 2015 | 9:39 am
    A few weeks ago, LinkedIn released their Social Selling Index (SSI) to the public. When you click on it, you immediately get a quick snapshot of how you compare to your peers and your network. 
  • Use this Ridiculous Sales Stat for Nonstop Sales Growth

    28 Jul 2015 | 9:57 am
    Everywhere you look these days, experts are proclaiming that people are 60%—or more—of the way through their decision process before they contact you or your company.
  • What's Love Got to Do With Sales?

    21 Jul 2015 | 7:43 am
    If I've said it once, I've said it a thousand times. Every time I speak or train, I emphasize this point. Yet salespeople seem to be totally deaf to this message:
  • One Simple Way to Instantly Have Better Sales Conversations

    9 Jul 2015 | 5:32 pm
    Most people don’t believe it when I tell them it’s super easy to increase their sales IQ. But first, let me tell you about some interesting data.
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Create eBook Covers That Impress

    Miles Austin
    21 Aug 2015 | 2:34 pm
    If you are a marketer, author or salesperson that counts on making a good impression with your clients, you will be interested in eCover Authority. This is a handy tool that I have owned and used for several years now. It’s purpose is simple – it creates 3D covers  and packages for your content. Grab a copy while it is on sale and you will find you use it more often than you might think. It should be in every sales and marketing tool kit. I have used several products over the years to create eBook covers, and eCover Authority is the best of them all. Click to tweet It is on…
  • LinkedIn, Tear Down This Wall!

    Miles Austin
    19 Aug 2015 | 6:07 am
    Mr. Weiner, tear down this wall! Who is Jeff Weiner? The CEO of LinkedIn. What wall? The wall that is being built around your data within LinkedIn. “LinkedIn was once my favorite, most recommended tool for sales people. That is no longer the case.” – Miles Austin Click to tweet As of last week, I cancelled my paid subscription to LinkedIn. I could not have imagined that just a few years ago. I had a $1,200/year Sales Navigator account and used it extensively for some time. LinkedIn changed things and I decided to move to the minimum level paid account. Then they eliminated the ability…
  • xiQ Is A Results Multiplier For Sales

    Miles Austin
    17 Aug 2015 | 1:45 pm
    We are all looking for a results multiplier for sales. Let’s not kid ourselves. B2B  selling is a very challenging, competitive and sometimes overwhelming occupation. We are expected to understand and please our customers, our prospects, our manager and even our banker. The information available to use has never been more plentiful. Buzzwords like “social selling”, “big data and more adds to the confusion as we try to navigate through the firehose of information and expectations aiming directly at us. Selecting the right tools, with the right information, at the right…
  • How To Create Smarter Sales Communication

    Miles Austin
    12 Aug 2015 | 11:05 am
    What is the most inefficient part of the sales process? What is the area that causes the most friction on the flow of sale? While every company is different, most will narrow down their focus to one thing – Communication. Sales commun­icatio­n done right is a results multiplier. Click to tweet Tellwise has created a sales tool that provides an elegant, powerful and easy to implement solution that is easy for sellers and enjoyable for buyers. It delivers on it’s goal of improving sales communication. Let me introduce you to When I talked with Conrad Bayer, CEO and…
  • Are You Going to Hit Your 2nd Half Sales Number?

    Miles Austin
    11 Aug 2015 | 2:13 pm
    It is that time of year when summer is winding down and we start to turn our attention to business and how the rest of the year is shaping up. I have heard from many of you through our Annual Survey and in conversations throughout the summer that achieving those goals is in question. It can be a bit uncomfortable in your forecast or commit meetings when you do not see a clear path to the expected results. Thursday, August 13th at 11:00 am EDT / 8:00 am PDT THE WORLD’S TOP EXPERTS ON SALES & LEADERSHIP SHOW YOU HOW TO MAKE YOUR 2nd HALF NUMBER Thanks to the generosity of our sponsor…
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    the funnelholic

  • How Sales Execs Use Twitter

    Craig Rosenberg
    6 Aug 2015 | 7:36 am
    While there may be debate about whether LinkedIn or Twitter is more popular with salespeople, there’s no question that sales executives are becoming more active on Twitter. Why? They understand the power of the micro-blogging platform as a way to monitor, reach, and engage target buyers while also building their personal brand. But how are these sales leaders engaging on Twitter? And in what ways can you use this information to become more effective on social media? How Sales Executives Engage on Twitter My firm, Leadtail, decided to delve into these very questions by looking at the Twitter…
  • This is a Mutually Beneficial Business Relationship

    Craig Rosenberg
    1 Jul 2015 | 9:46 am
    One of my favorite sales stories of all time is probably an urban legend. It was told me years ago by a big money, enterprise b2b sales VP. I call it the “Jack Welch Story”. Since 70% of my reading audience is under that age of 30, you can read about Jack here. In a nutshell, he is one of the most legendary CEO’s in the 20th century. He led GE, one of the iconic companies in America. Big player, if not the biggest. Anyway, the story is really simple:  a sales executive gets a meeting with Jack Welch. Jack walks in, shakes his hand and says: Ok…so how can we make each…
  • Never Separate a Gorilla from his Bananas

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

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

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

  • Working Under Load. The Secret To Your Success.

    Travis
    26 Aug 2015 | 9:37 am
    Charles Poliquin is a weight-lifting coach. He’s the guy your trainer looks to for advice on proper technique, cadences and exercises. He was on Tim Ferriss’s podcast (Click Here To Listen) last week and he said something I thought was fascinating. Simple, but fascinating. He said if you really want to increase your strength, you must spend more time “under load.” In his world, under load means to stress the muscle throughout the entire weight bearing exercise. In other words, do the reps slow, stopping at the top and bottom for a few seconds. So instead of doing 20 curls in 35…
  • Becoming Your Best By Avoiding The Misses

    Travis
    18 Aug 2015 | 1:26 pm
    I am blessed to be able to interview top-notched authors and experts in the area of leadership as we launch The Sales Leadership Academy. I spoke to a veteran of leadership coaching, Steve Shallenberger, last week. Steve has worked with Fortune 100 companies for the last 30 years and has a great pulse on the mistakes he sees leaders make. He’s also author of “Becoming Your Best.” One of those has to do with “Vision.” The lesson is that just because your company has no declared vision, doesn’t mean you shouldn’t. But the fact is that if you have a division…a team…a…
  • Are You Using An Ancient Leadership Method?

    Travis
    13 Aug 2015 | 8:05 am
    How tedious has it been in the last 20 years to try to keep up with all of the leadership theories and maxims put forth by experts? Leaves us all kind of confused, doesn’t it? Alan Cutler has done an excellent job of sifting through all of the theories and get to what works. In this interview excerpt, I ask Alan some of those questions about the psychology of leadership, a topic on which he has written, “The Psychology of Leadership.” (Click Here To Learn More) Enjoy the interview with Alan. Let me know your thoughts. If you’re interested in learning more about The Sales…
  • What Percentage Of Your Team Is Truly Committed?

    Travis
    3 Aug 2015 | 12:30 pm
    In the lead up to the launch of The Sales Leadership Academy, I have the luxury of interviewing experts in the field of motivation, most specifically, “sales team motivation.” As in, “What role does the leader play in the inspiration and motivation of their teams?” It’s really easy to say (and I’ve said it, too), “Well, it’s not up to anyone to motivate the producer. They have to come to the table with their own motivation.” That may be true. But does that mean you play no role at all in that? Of course not. Dr. Folkman’s Take on Inspiring from a Leadership Position: I had…
  • One Hour of Goal Setting

    Travis
    30 Jul 2015 | 7:55 am
    20 Hours of Goal Planning As part of my sales training for my clients, we hold monthly telephone calls with small groups of sales people. On those calls, we talk about deals they struggle with, opportunities they see and tactics on how to land those prospects. On a recent call, I was asked about goal setting. Specifically, “How much time should we spend in goal setting activities?” My answer surprised them. I suggested that for every hour they spend setting goals, they should spend 20 hours planning them out. 20 hours!!!??! The idea with “goal planning” is to give yourself a roadmap…
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    Inside Sales Experts Blog

  • Productivity Hack: Customize Chrome Search

    19 Aug 2015 | 5:08 am
    Our featured author today is Seth M. List, Director Market Development at Umbel. He joins us for the latest installment of the Inside Sales Practioner Series. Over in the Sales Development Rep Forum on LinkedIn, Trish Bertuzzi recently posed this question: What are your most effective SDR productivity hacks? While my hack isn’t explicitly for sales development. It is wonderful nonetheless for Chrome users. Chrome is awesome for quite a few reasons. As it relates to sales development, sales and/or sales management, this one is my favorite. In a nutshell, what I’m going to teach…
  • Dreamforce ‘15 Sessions: My Top Picks by Role

    11 Aug 2015 | 4:43 am
    Dreamforce is big. Very big. Like 68 different sessions before 10AM on Day 1 big. After a dozen hours of bookmarking, whiteboarding, and calendaring, I've built my agenda. I've also put together a short list of the sessions I'm most looking forward to. Based on your role, I've created three slideshares: Top 7 Sessions for Sales Leaders Top 9 Sessions for Sales Operations  Top 10 Sessions for Admins I've embedded the first two below. Top 7 Must Attend Sessions for Sales Leaders at Dreamforce 2015 View on slideshare You can find the links to the individual sessions over on slideshare. Top…
  • How SingleHop Fights Customer Churn

    5 Aug 2015 | 4:30 am
    Our featured author today is TJ Waldorf, Director of Inside Sales at SingleHop. He joins us for the latest installment of the Inside Sales Practioner Series. For anyone who works in a subscription-based business, where customers pay on a month-to-month basis and can cancel at any time, you know how critical customer retention is. Through experience, I’ve learned that the ability to regain a customer once they’ve already decided to cancel is extremely difficult. You can throw incentives at them, beg and plead for them to stay, but they’ve likely already moved on. Here are 3 ways to…
  • 6 Ideas for Making Your Sales Team Warriors

    7 Jul 2015 | 4:30 am
    For the first time in 40 years, my beloved Golden State Warriors are NBA champions! While I might attribute this to my lucky socks and pregame ritual, many pundits credit their teamwork. And specifically, their league leading record of assists per game. "The face of the franchise was Stephen Curry, a point guard who was voted the league’s Most Valuable Player …. a highly aware passer and playmaker (he finished 4th in assists)"- The Economist Just like in basketball, sales requires a team effort to win. I've rarely seem a sales teams make the number by relying on one or two reps (who…
  • How TinderBox Finds Standout SDRs

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

  • Sales Tip: Pick Up the Phone and Speak to Your Team

    Colleen Francis
    28 Aug 2015 | 1:26 pm
    Your sales calls are important, but are you picking up the phone and speaking with your team as well? Get your copy of Nonstop Sales Boom and get your team performing to new and exciting levels.
  • Growth Diagnostics on The Screen to Screen Selling Show

    Colleen Francis
    27 Aug 2015 | 8:00 am
    I was recently interviewed by Doug Devitre on his Screen to Screen Selling Show. We discussed a variety of “Nonstop Sales Boom” creating practices, and these were the key takeaways: The best way to reposition sales teams for seasonal sales cycles. How to prioritize time and resources for customer acquisition according to potential revenue opportunities. How […]
  • Customer Service and Inside Sales Team are NOT the Same Thing!

    Colleen Francis
    26 Aug 2015 | 6:00 am
    Today I’ll look at the issues that differentiate the customer service team from the sales team.
  • Better Sleep Means a Better Sales Leader

    Colleen Francis
    25 Aug 2015 | 8:00 am
    Your health and wellness are important factors to consider if you want to increase your sales. As you know, it’s tough to focus and get things done when you’re stressed or working on a lack of sleep! You might think nobody else notices your sleep deprivation and stress, but I promise your team can tell […]
  • Sales Tips: Hire Right and Fire Fast

    Colleen Francis
    21 Aug 2015 | 11:51 am
    Don’t hang on to poor performers. You may think that a rep who is “just getting by” isn’t hurting your business, but I beg to differ. Get your copy of Nonstop Sales Boom and learn more strategies to motivate, engage and improve your team’s performance.
 
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    Marketo Marketing Blog

  • QOTD: Are You Managing Your Event Check-In Process the Best You Could Be?

    Chelsea Serrano
    28 Aug 2015 | 5:30 am
    Author: Chelsea SerranoThis summer, I attended Marketo’s Seattle Block Party. For those of you who missed it, sorry but you missed a good one! We packed the Elysian Bar on 2nd Avenue with over 100 people. The interior, brick walls and soft lighting, created a warm ambiance perfect for networking with B2B and consumer marketers and some of our awesome partners—LinkedIn, Bizible, and PFL (Print For Less). To kick-off the event, I put on my marketing hat and helped at the check-in booth where I saw first-hand the power and usefulness of using an event check-in app. Some of you may be…
  • Your Trusty Guidebook to Marketing Nation Online 2015

    Lizzy Funk
    27 Aug 2015 | 5:30 am
    Author: Lizzy FunkThe largest online marketing conference on the planet, with approximately 30,000 marketers from all over the globe is right at our doorstep! Join us, why don’t you!? In case you haven’t heard, let me be your insider guide to what you can expect at Marketing Nation Online 2015: Sit in on 25+ thought leadership sessions to hear the latest from industry movers & shakers (where is marketing heading?) Mingle with thousands of your marketing peers (can you say brainpower?) Get acquainted with the newest marketing solutions  (do you have the right marketing stack?)…
  • 4 Mistakes Marketers Make With Their Personal Brand on Twitter…and How to Correct Them

    Jamie Lewis
    26 Aug 2015 | 5:30 am
    Author: Jamie LewisDid you know that there are over 300 million active Twitter users? That’s a HUGE market for your business. So it goes without saying that I am a (vocal) advocate of all companies (B2B and consumer-geared alike) using Twitter as a marketing channel. I myself have had some pretty compelling results with Twitter. For example, I recently tweeted a link to a faux movie trailer that was used to advertise a product that was retweeted 198 times (impressive, I know), netting me dozens of new followers (which I immediately think: potential leads?). With the median Twitter account…
  • Build Your Marketing Strategy Like a Construction Site

    Aseem Badshah
    25 Aug 2015 | 5:30 am
    Author: Aseem BadshahDon’t let the title fool you. I know what you’re probably thinking, “A construction site?! You mean messy, dirty, and disorganized?” No. Not like that at all. First impression aside, a construction site and the construction team actually run like a well-oiled machine. And your marketing team and strategy should run the same way. There’s a lot you can learn from a construction site. If you don’t believe me, you’re not looking far enough past those hardhats! Construction teams understand that they are building something bigger than themselves. It may just…
  • Data Talks! 2 Proven Lead Generation Tactics to Jump on Now

    Sesame Mish
    24 Aug 2015 | 5:30 am
    Author: Sesame MishCustomers are the lifeblood of any business. Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? In fact, 61% of B2B marketers cite generating high-quality leads as their No. 1 challenge. (I bet that even you consumer marketers out there experience this challenge, so stick with me, as I’m sure you’ll find value here, too). Part of the problem is that everywhere you look, someone is telling you about new-and-better ways to generate leads. But, I stress, don’t fall for every trendy new…
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    The Sales Blog

  • Concentrate On One Thing

    Anthony Iannarino
    18 Aug 2015 | 1:41 pm
    There are so many distractions now that it’s very difficult to give anything your full, undivided attention. No matter how good your intentions, the potential distractions can be overwhelming. You never remove your smartphone from your hand for any period. If it isn’t in your hand, it’s sitting on your desk next to you, your car seat, or your bedside table. Your laptop is always open, and if you’re like most people, the browser is always open. And if your computer is on with the browser open, chances are your email is open, and so are a few social sites. Doing good work requires…
  • Little White Lies

    Anthony Iannarino
    17 Aug 2015 | 1:08 pm
    Last week I received a call from an entrepreneur. He’s got a successful business, and he just started a new business. This entrepreneur called to ask me to help him with one question he had about providing references to a big prospect he was close to closing. I mentioned a couple posts about providing references, and he replied that he had read all of them. In the middle of the sales process, this entrepreneur-salesperson mentioned to his prospective client that he could provide references of big, reputable companies should they require them. As they approached the time to decide, they…
  • Do You Remember How to Close?

    Anthony Iannarino
    16 Aug 2015 | 11:48 am
    Two weeks ago I told a client that his team needed to go back to the playbook I helped them build and the planned dialogues therein. He said, “To you those words are easy, but to our people they sound aggressive.” He’s not wrong. It’s contextual and cultural. I get it. But I don’t know anyone who uses softer direct language than I do. I don’t believe salespeople will say words that make them feel bad about themselves. But you do have to ask for your dream client’s business. Even a Child Can Do It We teach small children to close by showing them how adults exchange value. We…
  • The Hustler’s Playbook: The Root of All Evil

    Anthony Iannarino
    15 Aug 2015 | 5:12 pm
    The last installment of The Hustler’s Playbook drew some interesting feedback in the comments section on Facebook (you can follow this blog on Facebook here). The gist of these comments regarding Hustlers hustling for freedom is that “money is the root of all evil.” But money isn’t the root of all evil. Fear is the root of all evil. Just like power, money doesn’t discriminate against who uses it and to what ends. Money is neutral. Fear and the Lack of Money When people fear that they don’t have enough of whatever they need, including money, they can behave badly. The fear of not…
  • The Two Ways You Lose Deals Now

    Anthony Iannarino
    14 Aug 2015 | 2:42 pm
    Selling is a complex and dynamic human interaction. There are a lot of things that can wrong that can cost you a deal. But there are two that tend to dominate the “reason” category for losses. The first is the lack of relationship, and the second is a lack of value creation. Relationships Matter I have met and spent time with Matt Dixon and Brent Adamson from CEB, the authors of The Challenger Sale. They’ve explained to me—and to countless other people—that their research suggests that Challengers (those who are willing to challenge their prospective clients) major in…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Create eBook Covers That Impress

    Miles Austin
    21 Aug 2015 | 2:34 pm
    If you are a marketer, author or salesperson that counts on making a good impression with your clients, you will be interested in eCover Authority. This is a handy tool that I have owned and used for several years now. It’s purpose is simple – it creates 3D covers  and packages for your content. Grab a copy while it is on sale and you will find you use it more often than you might think. It should be in every sales and marketing tool kit. I have used several products over the years to create eBook covers, and eCover Authority is the best of them all. Click to tweet It is on…
  • LinkedIn, Tear Down This Wall!

    Miles Austin
    19 Aug 2015 | 6:07 am
    Mr. Weiner, tear down this wall! Who is Jeff Weiner? The CEO of LinkedIn. What wall? The wall that is being built around your data within LinkedIn. “LinkedIn was once my favorite, most recommended tool for sales people. That is no longer the case.” – Miles Austin Click to tweet As of last week, I cancelled my paid subscription to LinkedIn. I could not have imagined that just a few years ago. I had a $1,200/year Sales Navigator account and used it extensively for some time. LinkedIn changed things and I decided to move to the minimum level paid account. Then they eliminated the ability…
  • xiQ Is A Results Multiplier For Sales

    Miles Austin
    17 Aug 2015 | 1:45 pm
    We are all looking for a results multiplier for sales. Let’s not kid ourselves. B2B  selling is a very challenging, competitive and sometimes overwhelming occupation. We are expected to understand and please our customers, our prospects, our manager and even our banker. The information available to use has never been more plentiful. Buzzwords like “social selling”, “big data and more adds to the confusion as we try to navigate through the firehose of information and expectations aiming directly at us. Selecting the right tools, with the right information, at the right…
  • How To Create Smarter Sales Communication

    Miles Austin
    12 Aug 2015 | 11:05 am
    What is the most inefficient part of the sales process? What is the area that causes the most friction on the flow of sale? While every company is different, most will narrow down their focus to one thing – Communication. Sales commun­icatio­n done right is a results multiplier. Click to tweet Tellwise has created a sales tool that provides an elegant, powerful and easy to implement solution that is easy for sellers and enjoyable for buyers. It delivers on it’s goal of improving sales communication. Let me introduce you to When I talked with Conrad Bayer, CEO and…
  • Are You Going to Hit Your 2nd Half Sales Number?

    Miles Austin
    11 Aug 2015 | 2:13 pm
    It is that time of year when summer is winding down and we start to turn our attention to business and how the rest of the year is shaping up. I have heard from many of you through our Annual Survey and in conversations throughout the summer that achieving those goals is in question. It can be a bit uncomfortable in your forecast or commit meetings when you do not see a clear path to the expected results. Thursday, August 13th at 11:00 am EDT / 8:00 am PDT THE WORLD’S TOP EXPERTS ON SALES & LEADERSHIP SHOW YOU HOW TO MAKE YOUR 2nd HALF NUMBER Thanks to the generosity of our sponsor…
 
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    Get Clients: How to Attract and Win More Professional Service Clients

  • How To Spot When You’re Being Manipulated By A Presupposition

    Ian
    25 Aug 2015 | 3:49 pm
    Got this in my Linkedin Inbox yesterday. It’s the first message from someone I connected with a couple of days ago and it’s a perfect example of how NOT to build relationships. First off, it begins with a lie. Or at least an inaccuracy. I didn’t reach out to her, she reached out to me to connect. So immediately I’m on my guard. Either this is a canned message or she’s hitting up so many people she can’t remember whether she reached out or I did. Or she’s trying to fool me into misremembering and thinking I reached out. Then there’s a beautiful…
  • Great Content is Not Enough. You Need “Breadcrumb Content”

    Ian
    24 Aug 2015 | 5:03 pm
    I was speaking to one of my Momentum Club members on the phone last week, and one of the topics we focused on was how to move potential clients from that initial point of not really knowing you, to where they’re ready to buy from you. Great content has a big role to play in how you do that online, but it’s not enough. In particular, your content has to not just build your credibility and deliver value, it has to bring your potential clients closer to the specific mindset they need to be ready to buy. In this week’s 5 minute marketing tip video I show you exactly how to do…
  • How To Make Differentiation Pay

    Ian
    18 Aug 2015 | 2:34 pm
    If you’ve been following my recent videos on different approaches to differentiation then by now you should have a stock of ideas for how you can differentiate your business. Today’s video will show you how to make that differentiation pay. It will show you how to analyse your ideas for differentiation to make sure you have one that can turn into more clients at higher fees. And it will show you the one big thing you need to do to turn your differentiation ideas into something that will impact clients. Video Transcript Hi, it’s Ian here with another five minute marketing…
  • How To Differentiate Using Your “How”

    Ian
    10 Aug 2015 | 9:00 am
    Today’s video is the third in our series on how to differentiate your business – specially tailored for service businesses. Today we’re looking at a common approach to differentating your business – highlighting the difference in how you do what you do. It’s a common approach: but one that often falls flat. In this week’s video I show you the 3 key factors you need to get right to effectively differentiate using your “how”. Video Transcript Hi, it’s Ian. Welcome to another 5 Minute Marketing Tip. We are back looking at how to differentiate…
  • Building Authority to Differentiate Your Business

    Ian
    3 Aug 2015 | 9:00 am
    Today’s video is the second in our series on how to differentiate your business – specially tailored for service businesses. Today we’re looking at how to become seen as an Authority or Go To Expert in your field. And frankly, I think most people who teach this topic get it completely wrong. They focus on the “plumbing” rather than the fundamentals. So in this week’s video I teach you 4 methods that will properly position you as an authority in your field. Video Transcript Hi, it’s Ian here. Welcome to another 5 minute marketing tip. We are talking…
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    Jonathan Farrington

  • If a Salesperson Possessed Just Three Characteristics …

    Jonathan Farrington
    24 Aug 2015 | 11:11 pm
    One of the most interesting and enjoyable exercises I perform before I engage with a new client is to conduct a full audit of the prospect’s commercial functions specifically the sales and marketing teams. One of the first results I always look for are those from the “Attitude to Change” assessment: It measures three personal characteristics, which have […]
  • What’s it Like in “Me Only Territory?”

    Jonathan Farrington
    17 Aug 2015 | 11:25 pm
    The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment .. For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball): So traditional salesmen and women are operating left field, […]
  • What Does Your “Ideal Customer” Look Like?

    Jonathan Farrington
    10 Aug 2015 | 11:11 pm
    “All customers are good” – No they are not! “All business is good” – No it isn’t! Think “Pareto” Use of ‘Pareto Thinking’ is highly relevant and important when applied to salespeople. For example, 20% of salespeople’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead […]
  • Sales Leaders need to be “Models of Excellence”

    Jonathan Farrington
    3 Aug 2015 | 11:37 pm
    Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude concentrate on making sales rather than investing in themselves in order to become Top 5 % […]
  • How to Find the Value Gap

    Jonathan Farrington
    27 Jul 2015 | 11:38 pm
    The formula for calculating value is quite simply the benefit minus the cost of achieving or acquiring the benefit i.e. value + benefit – cost. So it is important that we always use rigorous questioning techniques to uncover as many needs as possible, for which we can offer benefit oriented solutions. The more needs we […]
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    Inside Sales Thought Leadership Blog

  • Refreshing Insights on the Future of Air Travel

    Josiane Feigon
    28 Aug 2015 | 4:02 pm
    In keeping with my attempt to be as honest and authentic as possible with my life these days, I want to share that I hate flying. It’s not that I’m scared of flying or that I don’t like traveling — I just try to avoid commercial air travel at all costs. Flying has become increasingly more uncomfortable. We passengers are squeezed in like sardines in most airlines, just one of the ways airlines have designed to make us all suffer (and then pay more not to). The class distinctions are so obvious when you are flying. I accidentally sat in the front row of a United…
  • Draw Your Future

    Josiane Feigon
    26 Aug 2015 | 4:01 pm
    The sales profession is all about intention and future planning. It attracts professionals who are self-aware, and who can self-diagnose where they are and where they want to go. When they put together their forecast and funnel strategy, it’s about future planning. This are a visual bunch — think white-boarding and mind-mapping. Check out this incredible TEDTalk presented by Patti Dobrowolski, who draws a great future thinking map. Summer is a time for planning, self-examination and goal setting — and it’s almost over, so get with it!     The post Draw Your…
  • New Ways to Work

    Josiane Feigon
    24 Aug 2015 | 3:59 pm
    Oh, the sheer agony of Sunday night when you know you have to go to work tomorrow and you are so OVER this job. My niece was feeling tortured in her current job, and after the last year of suffering she decided to quit. This picture was taken the night before her last day at work and it says it all: her anticipation and trepidation about quitting combined with her exuberance and excitement. #Happy She is not alone. In fact, the Number of People Quitting Their Jobs is at a 6-year high. Voluntary turnover has been predicted by CSO Insights for the last year, and retention efforts have started.
  • Comparing Customer 2.0 to a Bumble Bee

    Josiane Feigon
    19 Aug 2015 | 3:58 pm
    It’s almost the end of summer: barbecues, watermelon, sandy feet, #45 suntan lotion, beach towels, and bumble bees. Or at least getting bit by something. Ouch! Recent studies on consumer behavior have compared it to the flight of the bumble bee. As Erich Joachimsthaler wrote in his Flight of the Bumble Bee article: “Consumers behave more spontaneously with short attention spans and short bursts of actions. They make decisions instinctively focusing on solving a specific need at particular time and place. They shop in spare moments, they search while on the go, they buy on a break…
  • The Grammar Police Weigh in on the Republican Debate

    Josiane Feigon
    17 Aug 2015 | 3:56 pm
    Inside sales is all about words – especially on when it comes to  first impressions. Grammar is a big part of this: good grammar, over the phone and in email, goes a long way to building trust. We’re still talking about the recent Republican Debate, which — face it — was a lot of words! But how was their grammar? Um, not so great. This fun infographic ranks all 17 candidates on how many grammatical errors they made per 100 words. The worst grammar offenses were committed by Donald Trump and Rick Perry, and the best grammar award goes to Carly Fiorina and Ben Carson.
 
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    The Accidental Negotiator

  • Any Successful Negotiation Is All About Commitment

    drjim
    28 Aug 2015 | 5:06 pm
    Commitment is the key to getting what you want from a negotiationImage Credit: Ed Schipul I believe that it pretty much goes without saying that the goal of any negotiation is to eventually reach an agreement with the other side of the table. It’s how we are able to reach that agreement despite all of the negotiation styles and negotiating techniques that are being used that can at times be so very challenging. When we talk with the really good negotiators, they always have the same thing to say: getting that big final commitment can only be achieved by getting a series of smaller…
  • How To Defend Against A “Take It Or Leave It” Position

    drjim
    28 Aug 2015 | 2:00 am
    Every negotiator needs protection from the “take it or leave it” positionImage Credit: Jens Cramer Negotiating is tough work. We are not always able to reach a point in the negotiation where both sides of the table are able to agree on a deal no matter what negotiation styles or negotiating techniques we use. In fact, it is very likely that at some point in the negotiations one side of the table will take a look at the deal that is currently before them and decide that that is the best deal that they are willing to offer. When this happens, they may very well say “take it or…
  • Good Negotiators Know To Always Keep A Door Open

    drjim
    21 Aug 2015 | 2:00 am
    An open door is how you can save some faceImage Credit: josef.stuefer What’s your approach to negotiation styles and negotiating techniques? Are you an “all in” sort of person? Are you out to “win” this negotiation no matter what the cost to either you or the other side turns out to be? I’ve got some issues with negotiators who take that position, but if this is the path that you choose to follow, then you need to be aware of one very important thing that you need to do in your next negotiation: you’ve always got to leave a way out of the negotiation.
  • How Negotiators Can Use “Take It Or Leave It”

    drjim
    14 Aug 2015 | 2:00 am
    “Take It Or Leave It” are powerful words – know how to use themImage Credit: Arielle Nadel In every negotiation we can reach a point where we’re done. We’ve said what we needed to say. We’ve made all of the concessions that we plan on making. We think that the other side has given us as much as they are going to give us. Investing any more time in this negotiation or using any more negotiation styles or negotiating techniques would be foolish. We need to let the other side know that now is the time for them to make a decision – do they want to do a deal or…
  • When You Control The Pace Of A Negotiation, You Control The Negotiation

    drjim
    7 Aug 2015 | 2:00 am
    In order to control the negotiation, you need to control the pace… Image Credit: Maciek Ultimately, any negotiation is about control. Who has it, who wants it, who is getting it. You want to be the one who is in control of your next negotiation no matter what negotiation styles or negotiating techniques are being used. However, how to make that happen is always the big question. It turns out that it’s actually pretty easy to seize control of your negotiation: all you have to do is to control its pace. The Role That Pace Plays In A Negotiation It’s very easy for a negotiation to…
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    Paul Castain's Sales Playbook

  • How To Use Your Creativity To Capture The Attention Of A Busy Prospect

    Paul Castain
    25 Aug 2015 | 8:16 pm
    Your prospect has lot’s of things going on in their world competing for their attention. There are calls, voicemails, way too many emails, internal and external meetings, internal/external clients, snail mail, Fedexes, deadlines, fires that have to be put out etc. How do you compete with that? Unfortunately, there are many a sales rep, what […]
  • My Appearance In This Month’s Selling Power Magazine

    Paul Castain
    24 Aug 2015 | 3:05 pm
    When you have a moment, check out this month’s Selling Power Magazine. I’ve penned an article for them about Social Selling and how you can leverage LinkedIn groups. Meanwhile, registration ends today for our How To Take Control Of Your Prospect Meetings webinar. Will I “see” you there? Click Here for details!    
  • When I Write About Cold Calling . . .

    Paul Castain
    24 Aug 2015 | 8:13 am
    When I write about cold calling, I am guaranteed to double the amount of website hits that day but; Write about dealing with something, like excuses (like I did yesterday) and everyone hauls ass out of the room. If I wanted to win a popularity contest with my followers, I’d keep writing about cold calls. […]
  • Excuses . . .The Lies That Limit Us!

    Paul Castain
    23 Aug 2015 | 10:45 am
    In this week’s Quick Tip, we talk about the excuses that keep us from realizing the success we deserve. I provide some powerful examples of people who dropped out of college, were rejected, some that many said were “too old” and others that were told they were “too young” And then the difficult part of […]
  • Join Us This Wednesday And Take Control

    Paul Castain
    22 Aug 2015 | 10:14 am
    How do you get access to the main decision maker (and key stakeholders) without insulting the heck out of your contact? How do you immediately differentiate you and your company as THE choice to a buyer who has many options? How do you dominate a really competitive situation? How do you keep your discussion from […]
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    SALESPRACTICE.COM

  • Leaving a Voice Mail.....

    24 Aug 2015 | 6:53 pm
    Alrighty.... Very few folks call back when I leave a VM message. This is when I am cold calling and I get their VM [...] http://www.salespractice.com/forums/t-11030.html
  • M.A.D.D. Campaign Problems

    19 Aug 2015 | 3:33 pm
    There was a Toronto newspaper article that reported only about 20% of the money raised for Mothers Against Drunk [...] http://www.salespractice.com/forums/t-2652.html
  • The importance of goals

    15 Aug 2015 | 9:55 pm
    For all who want to play along, how important are goals to you? Do you set daily, monthly or yearly goals? [...] http://www.salespractice.com/forums/t-893.html
  • Jerry Bresser

    11 Aug 2015 | 7:09 pm
    Has anyone here ever taken the Jerry Bresser real estate sales training course? If so, would you recommend it? [...] http://www.salespractice.com/forums/t-946.html
  • Setting Appointments

    5 Aug 2015 | 8:50 am
    I have been an award winning life insurance agent working from a field rep. to the upper echelons of management, to a [...] http://www.salespractice.com/forums/t-856.html
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • How to Connect Better With Your Customers

    the_alen
    26 Aug 2015 | 10:45 am
    Have you ever wondered why connecting with some customers is easier for your salespeople than with others? Maybe you’ve noticed that they have an easier time working with customers who are interested in competency and want to be well-informed. Or, maybe they would rather deal with customers who take an efficient, professional approach to the sales process than those who want to make small talk or unproductive conversation. Or, perhaps they relate best to customers who are naturally more skeptical than accepting. We know that managing a sales team is not always easy. We help sales leaders…
  • Never Run Dry: Two Best Practices for a Robust Sales Funnel

    the_alen
    14 Jul 2015 | 11:12 am
    The best practices for keeping a robust and active sales funnel have been discussed by every sales leader from Dale Carnegie to Zig Ziglar. Many of these techniques look great on paper, but what really works in a real world sales environment, given the market realities of your business? Over the years, we’ve developed a key concepts that you can turn into best practices across your sales organization. Here are two to get you started: 1. NSP – Never Stop Prospecting The practice of keeping your sales funnel full is one part methodical activity and one part honest assessment. Let’s…
  • Cold Calling for Introverts

    the_alen
    21 Apr 2015 | 6:30 am
    Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. These cold calling for introverts techniques can really help: Acknowledge your anxiety.  Even professional athletes psych themselves up, put on their game face and focus only on desired results. Be prepared.  An introvert…
  • Cold Calling Works!

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

    the_alen
    21 Mar 2015 | 8:28 am
    Cold Calling Works! Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. If you sell for a living you will learn how to fill your calendar with potential sales opportunities. You need proven cold calling techniques that will show you how to book sales appointments with new prospects. What is in it for you? Step by step…
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    Your Sales Management Guru

  • Hiring High Performance Sales Teams #1 of 2

    kenthoreson
    25 Aug 2015 | 11:14 am
    Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting) You’ve got sales quotas, plans and deadlines. You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job.Yet, a helter-skelter, frantic approach leads to hiring the wrong person. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. As Harvey Mackay says, “The worst mistake a manager can make, especially…
  • Ignite Your Sales Team: Sales Management on Fire!

    kenthoreson
    17 Aug 2015 | 5:29 am
    Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. We are excited to announce the unveiling of our new service: Ignite Your Sales Team video training programs for sales managers. To learn more: Take a Test Drive Each topic has been designed to improve your strategic and tactical execution at the critical tipping points of the job of sales…
  • Selling Above and Below the Line

    kenthoreson
    10 Aug 2015 | 6:42 am
    Selling Above and Below the Line You need this book! This week’s blog is another book review and it’s a terrific read. The book is titled: Selling Above and Below the Line by Skip Miller, published by AMACOM. Reading my past book reviews you know I ‘fold over” the corners of the pages that I find especially enlightening, in this book I think I hit one of the highs- 24 pages folder over-that shows how much I enjoyed reading this book; it is filled with great idea’s, tactical tools and concepts. In Chapter 2 Skip gets to the heart of the matter describing why there is a difference…
  • Increase Your Summer Energy-6 idea’s

    kenthoreson
    6 Jul 2015 | 9:14 am
    Increase Your Summer Energy 6 idea’s Every salesperson and all sales leaders at this time of year must focus on maintaining or even increasing their levels of energy-especially for the months of July/August.  With vacations, a summer attitude of relaxation and with the first half of the year completed many sales teams take a deep breath and coast.  Just the opposite should be true, this is a great time to accelerate sales during the summer and focus on activities to position the organization for the end of the year. What can you do when the natural tendency is to take time to enjoy the…
  • Trade Shows Can Work!-new idea!

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

  • Top Trending Marketing Resources for Summer 2015

    27 Aug 2015 | 6:50 pm
    Top Trending Marketing Resources for Summer 2015, brings together the latest in information, coverage of important developments, and expert commentary to help with your Online Marketing related decisions.The following kit contents will help you get the most out of your Online Marketing research:Lead Flow that Helps Your GrowHow Big Data Can Solve Marketers' Social Engagement ChallengesThe Advocate Marketing PlaybookThe Real World of Real-Time AdvertisingRequest Free!
  • Driving The Ultimate Customer Experience With Predictive Marketing & Personalization

    27 Aug 2015 | 12:00 am
    Many B2B marketers have heard the term “predictive analytics,” but when asked to describe how this is used to improve their marketing efforts, very few have an answer.  Or, they only think of it as applied to predictive lead scoring built with black box algorithms, leaving them with an arbitrary number that’s meant to reflect how valuable a lead is, but with no explanation as to how it was derived.Savvy marketers understand that the data and insights that predictive analytics uncover can be used to not only drive the discovery of the most likely…
  • Are You For Real?! Going From Excuses to Authentic Selling and Living Your Dreams

    27 Aug 2015 | 12:00 am
    No more layoffs, tyrannical bosses, or the 9 to 5 grind. Freedom awaits you and it begins by saying “Yes” to sales and getting real with Coach David Stern. In ARE YOU FOR REAL?! you will learn how to:Get real about your excuses and put them behind youFind perpetual job security through salesSell yourself to sell your productCultivate effective communication skillsTurn “No’s” into “Yes’s’ through persistenceDevelop essential negotiation and decision-making skillsSet realistic short-term goals while focused on the big picturePlan for success and…
  • How To Be A Data-Driven Marketing Powerhouse With Predictive Analytics & Big Data

    27 Aug 2015 | 12:00 am
    How is it that b-to-b marketers have more data sources than ever before, but many are still in the dark about how to reach more of the right prospects? Sometimes the sheer volume of data can seem overwhelming, but it doesn’t have to be. In fact, with the right processes, skills and tools, many companies are transforming their approach to demand creation and letting data do the work for them.Marketers need to make decisions in a data-rich environment, where vast amounts of customer data are flowing not only from the company’s internal systems such as CRM, marketing automation and…
  • Predictive Marketing Buyer's Guide

    27 Aug 2015 | 12:00 am
    Welcome to the world of predictive marketing. In this guide you will find out why more and more marketers are turning to predictive marketing methods to super-charge 'traditional' marketing techniques. However, since we are still in the early days of predictive marketing, how to choose the best predictive marketing technology can be unclear at best and totally confusing at worst. Request Free!
 
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    Salesjournal

  • Achieve What You Want in Life With These 4 Simple Steps

    caitlinhoward
    25 Aug 2015 | 2:13 pm
    By Doug and Polly White (Entrepreneur) The more books about success and achievement you read, the more you start to realize that a lot of them are essentially saying the same thing. Instead of spending countless hours reading these books, learn about four main themes that will help you achieve what you want in life. Achieve […]
  • This Common Email Mistake Drives Customers Away

    caitlinhoward
    25 Aug 2015 | 1:29 pm
    By Geoffrey James (Inc.com) Many sales reps use the tactic of sending funny or outrageous emails to get a response from hard to reach customers.  This is a great strategy, but if executed incorrectly, it can go very wrong and may even seem offensive to the customer. Keep reading to learn the right way to send […]
  • How To Clear Your Mind And Your Inbox And Actually Take A Vacation

    caitlinhoward
    24 Jul 2015 | 10:43 am
    By Kathryn Dill (Forbes) Learn what steps you need to take before your vacation to ensure you’ll be able to relax with a clear conscience while on vacation and not have to think about work. How To Clear Your Mind And Your Inbox And Actually Take A Vacation
  • The Key to Social Selling is Social, Not Selling

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

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

  • Will Your Sales Candidate Join Your Company?

    Eliot Burdett
    24 Aug 2015 | 2:50 am
    When trying to entice a sales professional to join your company, you will no doubt tout all the reasons why your company is a great place for that person to advance his or her career. This is a critical aspect of the courtship when dealing with a prospective sales hire, as is assessing whether they possess the right mix of skills, experience and sales DNA. However, to truly get to know your candidate (and avoid wasting your time with people who aren’t likely join you), it helps to qualify their interest and alignment with your company. When selling we often ask prospects to answer two…
  • Poor Hiring: The Impact on Sales Team Morale

    Keith Johnstone
    31 Jul 2015 | 4:15 am
    Making the wrong sales hiring decision has an enormous negative impact on a business’ finances. Often overlooked, but closely related, is the larger impact it has on a sales team’s morale. The cost of a bad hire SAP recently rounded up a series of statistics on the impact of a bad hire. Citing research from Mindflash and CareerBuilder, the articles show that 41% of survey respondents reported a bad hire cost them $25,000, while 25% said a bad hire in the previous year cost them $50,000. Breaking down costs even further, Mariah Deleon, vice president of people at Glassdoor, notes…
  • Want to Succeed as a Sales Executive? Good Luck.

    Kelly Riggs
    9 Jul 2015 | 5:05 am
      “Good luck!” Who doesn’t love to hear those words? Typically, they are words of encouragement. Joyful, even enthusiastic. Designed to leave someone with pleasant feelings about the future. They are NOT, however, designed to be the two words that describe the sum total of a company’s training program. Really. Back when I started as a sales representative for a west coast medical company, I went out to corporate headquarters for a 2-day, new-hire training session. Or so I thought. My first day on the job, I went on a couple of sales calls with a sales manager. We…
  • Win an Unfair Game: Making Smart Sales Hires on a Budget

    Keith Johnstone
    6 Jul 2015 | 4:45 am
    Hiring an exceptional sales team is not only difficult, but also extremely expensive. And while an investment in successful salespeople will deliver massive returns, the fact remains that a sales hiring budget requires large amounts of starting capital. After all, truly exceptional salespeople expect—and receive—exceptional salaries. Unfortunately, many companies looking for great salespeople simply can’t compete with the Fortune 500s if the size of their sales budget is the only relevant consideration. Does this mean that sales hiring is a rigged game? Does it mean that growing B2B…
  • How to Write an Effective Sales Engineer Job Description

    Jennifer McFarlane
    3 Jun 2015 | 5:25 am
    The sales engineer plays a vital role on a sales team. Not only do they help interpret a customer’s technical requirements and communicate product features, but they also given a level of trust that is often not offered to sales people and consequently, the sales engineer is in a very unique position to promote a vendor’s key benefits and value proposition. While there is no mistaking that the sales engineer contributes to a company’s sales mission, the role is to support and technical competence is paramount. Typically, sales engineers must possess a bachelor’s or master’s degree…
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    Sharon Drew Morgen

  • We Close Only The Low Hanging Fruit

    Sharon Drew Morgen
    24 Aug 2015 | 7:16 am
    80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes they’ll face from bringing in your solution is the length of the sales cycle.  And you’re not helping them manage the change. A purchase is the last thing a buyer needs. But since sales only addresses the solution placement portion – the last steps – of a buyer’s…
  • Why do we gather information from buyers?

    Sharon Drew Morgen
    17 Aug 2015 | 8:25 am
    Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.   INFORMATION CAUSES RESISTANCE For some reason, we maintain a long-standing belief that if we offer the right people the right information at the right time, presented in the right way, those it’s intended to influence will be duly impressed and adopt it. But that’s erroneous. Just think how often we patiently explain to our kids why something is bad for them, present a well-considered idea to our boss, offer great data as rationale to lead change…
  • How do buyers choose one solution over another?

    Sharon Drew Morgen
    10 Aug 2015 | 8:28 am
    Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two, and best of all they recognize they need your solution. And then they buy from someone else. Or not at all. Or it takes them much longer than they anticipated. What happened? Are they stupid? Did they lie to you? Are they stalling? Are they making an emotional decision? Not stupid. Didn’t lie. No emotional decision making. Maybe the need shifted, or the two new members of the Buying Decision Team needed time to consider their buying criteria, or they were…
  • Sellers Ask the Wrong Questions

    Sharon Drew Morgen
    4 Aug 2015 | 6:16 am
    I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of facilitating my buying decision, the bias in his questions terminated our connection: TODD: Hello Ms. Morgen. I’m Todd with XYZ. Are you interested in new car insurance? SDM: I am. TODD: Is your main concern lowering your costs? SDM: No. TODD: You don’t care about saving money? SDM: Of course I do. TODD: So your main concern IS lowering your costs? SDM: No. TODD: So what is it? SDM: I’m interested in a personal connection, in knowing that if I have an accident I will be…
  • Can Collaboration Work?

    Sharon Drew Morgen
    27 Jul 2015 | 7:59 am
    We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership: Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope. There is often not enough diversity to enable maximum creativity and unrestricted solution options. Problem: Similar ideas and options constrain possibility and maintain the status quo. Agendas and goals are often established with less than the full…
 
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    A Sales Guy | A Sales Blog | Sales Consulting

  • Can You Pass The Question Test?

    Keenan
    28 Aug 2015 | 10:39 am
    Would you like to take a test that measures your ability to ask questions and improve your chance to win the sale? Can you have a conversation by only asking questions? Do you think you could have a conversation without making a single statement?  Could you do it without turning the conversation into an interrogation and making the other person/people uncomfortable? How long do you think you could ask questions before you made a statement or became uncomfortable? Have you ever tried? Would you be able to put someone at ease and engage with them at their level through the sole use of…
  • Why Those Who Don’t Fail, Are Actually Failing Badly!

    Keenan
    26 Aug 2015 | 8:48 am
      Failure, we’ve all heard and seen the memes about failure and how it’s important to success. We’ve heard the guru’s talk about failure and not being afraid of it and how failure is the path to learning. Failure, being the antithesis to success takes up a lot of our conscious and unconscious time.  We’re afraid of it. We avoid it. We spend time and money trying to understand it. We wallow in past failures. We define ourselves by our failures. Failing and the idea of failing is woven into the fabric of our lives. Therefore, the best thing we can do is get…
  • #heykeenan Take 10 – What Sales People Do That Makes Me Cringe

    Keenan
    23 Aug 2015 | 8:51 am
    There is one thing that salespeople do that makes me cringe.  And, if you’re a new sales person, this is the best way to get your first sales. What question do you have? Ask you question at #heykeenan You shout out, I’ll shout back!
  • Is Everyone Coachable? [The Answer Might Surprise You]

    Keenan
    21 Aug 2015 | 8:22 am
    This is a guest post in response to my coaching post a week ago.  While writing the post I asked my friend Matt if everyone was coachable.  He said yes. I didn’t believe him, so I asked him to convince me and write a post supporting his claim.   What follows is one of the best breakdowns of coaching and what coaching means you will read in a blog.  Matt’s position is substantive and comprehensive.  If you’ve ever wondered if everyone was coachable, Matt will give you plenty to work with in drafting your opinion. …
  • Foundry Group’s Seth Levine Talks Sales for Startups

    Keenan
    20 Aug 2015 | 5:26 am
    Seth Levine, Managing Director at Foundry Group is our next guest on The Word. Seth is a friend and a super smart guy. I’m excited to have him on the show. If you didn’t know. Foundry Group is one of the best VC Firms in the business, true badasses. Run by Brad Feld, Seth Levine, Ryan McIntyre and Jason Mendelson. The Foundry Group Portfolio includes companies such as Return Path, SendGrid and the new hot email tracking company Yesware. If you’re a start-up or thinking about starting a new gig, you want to listen to Seth. Sign up for episode 14 of the Word next Thursday at…
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    Sales Motivation and Sales Training

  • VIDEO SALES TIP: The BEST Sales Presentation IS…

    TheSalesHunter
    29 Aug 2015 | 7:43 am
      …NOT a presentation. Great salespeople do not rely on a canned presentation.  Instead, they build strong conversations focused on the customer’s needs. You can strengthen your dialogue abilities, and you will see how little you even want to use your canned presentation. Check out the below video to see what I mean: (And if […]
  • Leadership and Business are One in the Same

    TheSalesHunter
    28 Aug 2015 | 12:14 am
      Leadership and business are one in the same.  It’s impossible for a business to succeed for any length of time without being seen as a leader. Regardless of what we do, our goal needs to be in helping others see and accomplish things they didn’t think were possible. Yes, this is easy to see […]
  • Should Salespeople Be Empowered to Make Decisions?

    TheSalesHunter
    27 Aug 2015 | 2:16 am
      Think about this question for a bit. Does it make sense to allow salespeople to make their own decisions and, more importantly, what type of decisions should they be allowed to make? Before you rush to answer this, we have to understand the ramifications with regard to the customer, current sales, future sales, internal […]
  • 10 Ways to Get Past Gatekeepers When Prospecting on the Phone

    TheSalesHunter
    25 Aug 2015 | 11:16 pm
      1. Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help out another salesperson. When asking for assistance, be sure to offer to help them in finding potential leads and contacts. 2. Rather than asking the gatekeeper for the […]
  • Why Salespeople Fail

    TheSalesHunter
    25 Aug 2015 | 3:54 am
      Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • Manager, Are You “Sales Person Centric?”

    David Brock
    25 Aug 2015 | 3:47 am
    We know we are supposed to be customer centric.  Buyers and buying have changed, they’re in control (funny, I always thought they were.).  Millions are spent in creating great customer experiences. As sales people we know we are more successful when we focus on the customer–helping solve their problems, understanding their needs.  We seek to provide great insights and to teach our customers.  Gone are the days of pitching or telling our customers about our products.  We now know that success comes in collaborating with our customers, helping them grow and achieve their goals.
  • Getting Things Done Though Our People

    David Brock
    23 Aug 2015 | 11:45 pm
    Perhaps the most difficult thing to recognize in moving from an individual contributor role into a management role is that made you great as a sales person will be your biggest barrier to being an effective manager and leader. As an individual contributor, what probably made you a high performer was your ability to get things done–in the company, with your customers.  These included prospecting and finding new deals, making sure they were the right deals, developing and executing strategies to win, overcoming competition, other alternatives. In virtually every case, what separated you…
  • Differentiation, Dissimilarity, Disruption

    David Brock
    23 Aug 2015 | 7:33 am
    Recently, I was being interviewed on value creation and differentiation.  I was asked the question, “What’s the difference between differentiation and dissimilarity?” The question caused me to pause for a moment.  Frankly, I hadn’t thought about it before, but the more I thought, it’s an important distinction for sales people and can become an important strategic issue for executives and business strategists. It’s easiest to understand these concepts if we take a walk into a friend’s garage.  It’s an interesting, eclectic set of vehicles:  A…
  • Are You Creating Value Or Cost?

    David Brock
    19 Aug 2015 | 3:15 am
    There are thousands of posts and hundreds of books on Value Creation.  I’ve, in fact, written 285 since starting this blog and dozens of others at other sites. The themes in all of this stuff usually follow a similar line of thinking: Customers define value in their own terms. Sellers have to create value aligned with what the customer thinks is important. To win, we have to create more value than anyone else. From there, things start getting a little fuzzy, because we start wrapping pricing and discounting into the whole concept of value creation. Theoretically, we justify higher…
  • How To Read A Sales Or Marketing Blog Post

    David Brock
    18 Aug 2015 | 2:15 am
    Actually, this might be applicable to virtually any professional article or book you might pick up.  But let me go into a bit of a back story before I go on. Yesterday morning, I got an email from a client and close friend.  He was ranting about a blog post another friend had written. Friend A said, “This is naïve, simplistic, completely off base for most B2B sales!  How can this guy (Friend B) write this stuff?  It’s irresponsible!”  Friend A has a huge amount of credibility with me, he’s been the top sales executive of some of the largest enterprise software…
 
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    Media Sales Today

  • Radio Relies on Off-Air, Digital for Growth

    MST Staff
    28 Aug 2015 | 12:02 pm
    Recent reports by Nielsen and several radio broadcast companies have garnered a wave of positive press, reminding the ad community that radio is America’s premiere reach medium and packs a powerful sales impact – positioning the medium to capitalize on this increased awareness among advertisers. While radio revenue remains steady, it continues to make inroads with advertisers. In contrast, other traditional media revenues have been impacted by the rise of online, mobile and social platforms. For the first half of 2015, radio’s grand total of $8.2B held steady with FH 2014 performance…
  • Who Sets the (Low) Bar in Your Sales Department?

    C. Lee Smith
    28 Aug 2015 | 8:00 am
    C. Lee Smith is the President/CEO of Sales Development Services. In sales, we often talk about setting the bar high. But there’s another bar for sales managers to consider. It’s not the high bar that sets the desired standard, it’s the LOW bar that can be a job killer. The “low bar” is the lowest level of performance acceptable to keep their job. And you set it by what you allow your salespeople to get away with. You may not see the negative impact immediately, but it’s a morale killer to the other higher performers on the staff. Here are seven examples of how the “low…
  • Key Account Consultant Closes $100,000 for Cable

    Courtney Stone
    28 Aug 2015 | 2:00 am
    Challenge: Up-and-coming ad agency doesn’t have adequate research resources Cox Media Key Account Consultant Alison Schmitt works with a few small advertising agencies in her Phoenix market, so she knows the realities of their limited resources. She also knows how to be an asset to these upstart agencies which are focused on supporting other Arizona businesses. “I pull the Major Account Intelligence Report or the category (Local Account Intelligence) report that they’re working with,” Schmitt said. “AdMall is invaluable to win accounts and decide on the direction for media…
  • Digital Marketing Must-Dos for the End of Summer

    Jessica Helinski
    27 Aug 2015 | 10:00 am
    The lazy days of summer are winding down; are your digital clients preparing for the seasonal change? Autumn, and the arrival of the fiscal fourth quarter for many businesses, is a time to rally, as well as prep for the holiday season and plan ahead for the new year. For your clients, this should mean evaluating, and tweaking, their digital strategy. Angela Hausman, in a post for Business2Community, shares some end-of-summer tasks for digital marketers. First on her list of suggestions is updating websites. Your clients should take a look at their website and determine if it needs a tune-up.
  • Are Your Clients Focusing Too Much on SEO Keywords?

    Kathy Crosett
    27 Aug 2015 | 8:03 am
    Are your clients complaining that their SEO campaigns aren’t working out? Everyone wants to rise to the top of the search engine results page, but it’s not easy to stay ahead of the constant tweaking that Google makes to its algorithms. Two new studies reveal key details that can help your clients improve their outcomes. Moz reviewed 17,600 keywords and surveyed 150 search experts to learn which factors make a difference in influencing search outcomes. They then scored their findings on a scale of 1 to 10.  Here’s what matters most: Domain-level link authority features (8.22) – Moz…
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    sump pumps

  • Wayne Sump Pumps - A Wide Range of Advantages

    Rafik
    25 Aug 2015 | 4:52 am
    Wayne sump pumps have been serving customers in the drainage system industry over the past 70 odd years. These sump pumps are durable and they protect many homes from the damage caused by flooding. There is a long line in the variety of Wayne sump pumps; from thermoplastic and cast iron to pedestal, backup and primary pump sumps to a combination of both. A Wide Range of
  • Sump Pump Drainage - For More than Just Flooding

    Rafik
    25 Aug 2015 | 4:39 am
    If you have spoken to homeowners who have had trouble with flooding and dampness in their basement, or mildew and rot in their home, they would tell you that so many costly messes could have been avoided by having a sump pump installed in the basement. The cost of sump pump drainage system is definitely cheaper than cleaning up after water and moisture has done its damage to your home
  • Zoeller Sump Pumps - A Quality Brand That Many Rely On

    Rafik
    18 Aug 2015 | 4:25 am
    Zoeller sump pumps is a well known brand of pumps designed to keep your property dry and protect it from water damage. When the rain pours heavily, are you one of those people who rush to the basement, worried that you would find it flooded? This is a common problem among many homeowners especially those living in flat terrains where water has nowhere else to go to. Do not despair
  • Sump Pump Alarm - How It Works

    Rafik
    18 Aug 2015 | 4:11 am
    Sump pump alarm is a device to alert you when your sump pump is not functioning well. We all have heard stories of how, after a night of prolonged and heavy rain, some homeowners wake up in the morning only to find that everything in the basement is wet and damaged from the downpour. Some people question how this could have happened when they already have sump pump systems
  • Sump Pump Check Valve - Benefits & Maintenance

    Rafik
    12 Aug 2015 | 2:17 am
    Sump pump check valve is an important component of a sump pump system. Firstly we should consider the basic reason for having a sump pump system installed - that is preventing flooding and water damage to the property where the system is installed. Sump pump systems are located in the lowest part of the basement in the property and start to work when the water level in the
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    Star Results » Sales Management Blog

  • Top 10 Sales Coaching Quotes

    Steven A. Rosen
    26 Aug 2015 | 5:46 pm
    Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. Below you will find 10 Sales Coaching Quotes that I find insightful and inspirational. Many come from sports coaches who understand the power of great coaching. “Who, exactly, seeks out a coach? Winners who want even more out of life.” – Chicago Tribune Before you even begin to think about sales coaching, it’s important to…
  • Top 10 Reasons Why New Sales Managers Fail

    Steven A. Rosen
    10 Aug 2015 | 6:34 pm
    Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. You hire your top salesperson, expecting that the skill, professionalism, and enthusiasm he or she brought to sales will translate into effective sales management. Four to six months later,…
  • Unconventional Ways to Get Your Salespeople Out of a Rut and Closing More Deals

    Guest Author GA
    27 Jul 2015 | 1:07 pm
    Are your sales reps constantly complain that they are “stuck”? It could just be one tough deal that seems to be endlessly dragging on, and subsequently dragging them down. Or it could be a bad quarter that is making them feel stuck in a huge rut.  How do you help them get through and get back on top of their game? Maybe we all need to think outside of the box a bit and explore some more unconventional ways to help them move on and start bringing in those big deals again. Take a Break for Safety’s Sake As a sales manager, when you see a rep’s pipeline at a standstill, it may be…
  • The Key to Great Mid Year Reviews

    Steven A. Rosen
    20 Jul 2015 | 4:08 pm
    What Great Sales Managers Do By Steven A. Rosen Many sales managers will be sitting down with their sales people over the next month or so to review progress on objectives, business plans and development plans. Sales managers spend a considerable amount of time preparing for a mid year performance review.  Sales managers may spend a day per rep preparing and delivering a mid year review. Many managers have an average of 8-10 sales reps so all the time that goes into this review is significant. Last week I was speaking with Annie who is one of my favorite coaching clients. She expressed how…
  • Leadership Development in the New Millennium

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

  • Selleration on Selling Intelligence

    Dave Stein
    27 Aug 2015 | 9:19 am
    I’ve believed in assessments for many years. They are a required component of my hiring process.  As of today, the quality of the tools has improved to the point that many of them provide very accurate insight into candidates as well as existing personnel. What a help for hiring and talent management!Digging into this subject a bit deeper, according to Nick Rini, co-founder and CEO of Selleration, (SI) Selling Intelligence is the Selling DNA makeup of a salesperson.  Nick says, “When a doctor understands the genetic makeup of a patient, they can more effectively diagnose…
  • How Winners Sell is Now an eBook

    Dave Stein
    14 Aug 2015 | 12:03 pm
    Last month I was surprised to see the Second Edition of my Amazon number one sales book How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale listed among Top Sales World’s Top 50 Sales Books (registration required).I thanked Jonathan Farrington. He was evidently impressed with the book. I sent him a copy a while back.The next day I received an email from Gareth Cuddy. Gareth is the CEO of vearsa.com, an ebook publishing company. Gareth had attended a workshop I ran at Cambridge University in the UK for high potential growth companies from Ireland,…
  • Breaking Bad News

    Dave Stein
    24 Jul 2015 | 12:22 pm
    It happens. You make a mistake in describing a specification or capability. You lose an important account to a competitor. A scathing report circulates about problems with your company’s product or service. You’re going over budget on a project. Or you just have to apologize.Now you have to tell your customer.You may feel the urge to avoid that discussion, or to wait and improvise if the topic comes up.  Either is a big mistake. Your customer will hear the bad news somehow—shouldn’t you control that message? This is especially important in competitive situations where your opponent…
  • The TAO of SAM (Strategic Account Management)

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

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

  • Simple Strategies to Help Your Business Succeed

    Tibor Shanto
    27 Aug 2015 | 12:33 am
    The Pipeline Guest Post – Megan Totka Whether you are an entrepreneur in the midst of launching your business, or a successful business owner who wants to continue to prosper, there are always strategies you can implement to maximize your success rate. Keep in mind, sometimes it is critical for both startups and mature businesses to say no – and doing so doesn’t mean your business won’t be successful. Here are seven easy strategies that can generate additional revenue: Implement professional development. It doesn’t matter what industry you serve, one thing is certain – you…
  • Qualifying Budget Too Early – Sales eXecution 308

    Tibor Shanto
    24 Aug 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  I was watching a pundit wax poetic about how to qualify prospects on an initial prospecting call. I give him credit for acknowledging that the phone and cold calling is still a viable means of reaching real buyers, but I had issues with some other points he was trying to make, namely, qualifying for budget. To be fair, let me state the assumption I am working with. This is not a one call sales, it is a bit more involved; the site the piece appeared on was a technology related site, and not one that promoted USB cables, but broader systems…
  • Experiment and Extend

    Tibor Shanto
    20 Aug 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Every human being has an X chromosome, and in sales people that X will stand for one of two characteristics. In some it denotes those spend their time and energy making excuses as to why they are not succeeding. In others it is all about how they execute and drive their own success and by extension the success of their customers. But in truly exceptional sellers, the mythical 20 in the 80/20 rule, the X goes deeper, it drive them to experiment and as a result, continuously extend their skills and successes. Sounds simple, yet difficult for…
  • Proactive Prospecting — Turning an Interruption Into a Sales Conversation #webinar

    Tibor Shanto
    18 Aug 2015 | 12:33 am
    Thursday, Aug. 20 – 4:00 p.m. Eastern If you are in sales, you are also in prospecting. Getting in front of the right buyer is critical for sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar will show you: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; how to deal with email and voicemail; and a means of creating sustained change behaviors in your team members. You will learn why looking for need and pain will limit prospecting success, and what you…
  • Turn Your Proactive Prospecting Calls Upside-down – Sales eXecution 307

    Tibor Shanto
    17 Aug 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  The primary, and one can argue the only purpose of a prospecting call is to gain engagement. It is not, as some pundits will tell you, to build rapport or start the relationship, or set yourself up for the future. These latter outcomes are things we sometimes have to settle for, but there is no doubt these are a distant second place to the primary goal; the singular objective and measure of success is to schedule a meeting, (live, phone, web, what have you), anything short of that is second place, which as you know is first place for those…
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    MindOnMedia[Sales]

  • TV is in Transition…Are You?

    MindOnMediaSales
    23 Aug 2015 | 9:59 am
    ...if you've been one of those [lucky enough] to be sitting on $600k/year packages selling TV for a decade-plus...watch out
  • Six Years & A Day…

    MindOnMediaSales
    28 May 2015 | 9:11 pm
    Yesterday marked the sixth year of MoM[S], an anniversary we are proud to celebrate. But of course, we could not do any of that, without you, our readers & subscribers. So…thank you! You can expect more of the same from MindOnMedia[Sales] in 2015 & beyond, including leading-edge thought pieces that become topics for others to […]
  • ‘Bytes in Your Blood’ – You Can Sell, But Can You Get Hired Selling Digital?

    MindOnMediaSales
    27 May 2015 | 12:01 am
    Live@IAB – You Can Sell, But Can You Get Hired Selling Digital? While this ‘Live@IAB’ article is a good starter on the topic as a promotion piece in support of their DMSC exam + credential, it could delve much further into the issue of making the leap into Digital Media sales, from the TradMedia sales […]
  • “Play To Win, But Enjoy the Fun”

    MindOnMediaSales
    14 Jan 2015 | 7:59 am
    Truer words were never spoken, and it’s fitting they would come from none other than David Ogilvy, in his Confessions of An Advertising Man, one of the great Ad books of all time. The full quote from David: “But I regard the hunt for new clients as a sport. If you play it grimly, you […]
  • Isn’t It Ironic? The ‘Spot’ Divergence of TV vs. Digital

    MindOnMediaSales
    11 Jan 2015 | 10:19 am
    ...it struck me, natch, that borrowing our title from the woman artist who first broke big at the Bottom of the Hill club in my old neighborhood of Potrero Hill in the day...worked.
 
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    Anne Miller

  • One Lesson from Ashley Madison Hacking

    26 Aug 2015 | 10:41 am
    You have no doubt read about the hacking of the cheaters site Ashley Madison, the website that facilitates extra marital affairs. No, this blog is not going off-color, but I did note how one company found a way to create incremental business (and...
  • Right Product? Wrong Pitch?

    19 Aug 2015 | 5:23 am
    Suppose you are the head of sales for a new self-driving car company and you seek mass adoption for your product, would your pitch center on the car's potential for increased productivity, more relaxation, or its guarantee of increased safety?...
  • What Do a Girl Scout & CEOs Have in Common?

    13 Aug 2015 | 5:20 am
    What do a girl scout and a CEO have in common? They both depend on old fashioned skills and smarts for success. Katie Francis, 13, sold 22,200 boxes of Girl Scout cookies this year, breaking the world record she set last year. Secrets to her success? ...
  • Top 5 Blogs-Summer Catch-Up Reading

    5 Aug 2015 | 5:48 am
    In addition to light beach reading, summer time is a great opportunity to catch up on missed blogs that can help grow your business. With that in mind, here are my 5 top blog picks this year #1. Conversational Leadership--Do You Have It? Chosen...
  • Great Relationship Building Idea

    29 Jul 2015 | 2:51 am
    Around the table were people she has known for as little as six months and for as long as thirty years (me). Susaan RoAne, networking guru, speaker, and author of the best-selling How to Work a Room, (over a million copies sold) hosted a dinner...
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    CallidusCloud

  • Insurance: Software Should Help You Battle Through The Blah Stuff to Get to Your Customers

    Chris Bucholtz
    28 Aug 2015 | 10:22 am
    As a youngster, I worked for an insurance agent, which was a great chance to see a lot of important things. First, I saw CRM – the discipline, not the technology – as it is supposed to be practiced. Our agent, Gary Wenberg, was there for his insureds no matter the time of day or the day of the week. I saw him return from vacations early when his customers had a special need. This was customer relationship management of a type no technology could provide. Second, I saw what happens when you fall behind the technology curve. Kathy, the other office manager, and I existed primarily to manage…
  • Marketing Qualified Leads vs. Sales Qualified Leads: the Reality Gap

    Chris Bucholtz
    25 Aug 2015 | 8:30 am
    There are a lot of acronyms out there used to describe leads. I’ve worked in places that used terminology like HQLs (highly qualified leads), AQLs (automation-qualified leads), TALs (teleprospecting-accepted leads), TQLs (teleprospecting-qualified leads), TGLs (teleprospecting-generated leads), SGLs (sales-generated leads) and SALs (sales-accepted leads). The differences between them boil down to one important factor (how qualified the lead is) and one not-quite-as-important factor (where the lead came from). To avoid a TLA salad (that’s “three-letter acronym,” not some other…
  • The 10 Commandments of Sales and Marketing Alignment

    Chris Bucholtz
    13 Aug 2015 | 2:55 pm
    According to CallidusCloud’s 2015 Sales and Marketing Sentiment Study, only about 15 percent of sales pros and marketers say their operations are fully aligned. IDC said sales and marketing misalignment costs the average $100 million company $10 million annually. Another study estimated that wasted sales productivity and misspent marketing money cost U.S. businesses $1 trillion every year because of misalignment. So, this problem is a lot like the weather: everyone talks about it, but no one ever does anything about it (to paraphrase Mark Twain’s neighbor Charles Dudley Warner). How many…
  • Coaching the Coach: Shortcuts to Great Sales Performance Management

    Chris Bucholtz
    11 Aug 2015 | 6:37 am
    Being a sales manager is tough. In many cases, managers started out as great salespeople, and after they proved their capabilities they were tapped for management – a role that demands an entirely new set of capabilities. Forecasting, territory design, deal approvals and a host of other commonplace same management tasks relate to selling, but require different skills from what make a sales rep great. One task that’s growing in importance for sales managers is coaching. Coaching is a great example of an unsung skill: it was cited as the third most impactful thing a sales manager could do…
  • Capturing the Upsell: How CPQ Ends Up Paying for Itself

    Chris Bucholtz
    5 Aug 2015 | 11:56 pm
    Upselling is easy when your product mix is simple. If I’m selling you a horse, getting you to buy saddle blankets or riding tackle’s an obvious suggestion. If I’m selling you children’s toys, it would make sense if I asked if you needed batteries for them. If I’m selling you a hamburger, suggesting fries is practically a natural reflex. However, when your product mix becomes more complex – and most B2B sellers are finding this to be the case – the upsell becomes less automatic. The best solution for the customer may be a product or combination of products that the sales rep is…
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    ViewPoint | The Truth About Lead Generation

  • The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

    20 Aug 2015 | 6:30 am
    In part one, I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward. Your assessment should identify weaknesses and gaps in seven key components of your flow. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective…
  • The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

    18 Aug 2015 | 6:00 am
    In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. When they start falling short on conversions or…
  • Follow the Money: The Primary Responsibility for CMOs

    11 Aug 2015 | 8:05 am
    The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men, and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail to get to the root cause of an issue. It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the subsequent proof of your existence. Your duties are: Establish the Brand Generate…
  • "Marketing is too important to be left to marketers."

    28 Jul 2015 | 6:00 am
    This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing. And, as a marketer, I love laughing at myself and those who do what I do. But my take on what it really means is that marketing is so important that it should be an integral part of the fabric of a company’s mindset, culture and strategy. Here’s the problem: Marketing is increasingly viewed as a separate entity, an outsider to what the company’s business is all about,…
  • The sales rep said, “I never got a lead yet that turned into a sale.”

    20 Jul 2015 | 7:08 am
    I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. Five or six hands were raised and I…
 
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    Results Count ... everything else is conversation.

  • Consumer experience re-imagined in a mall for Millennials

    Chris Petersen
    27 Aug 2015 | 8:41 am
    Redesigning retail around a connected experience from the ground up Image Credit: nenetus There isn't a retailer in the US that doesn't recognize the purchase power and size of the group known as millennials. Millennials are young, value conscious and very omnichannel in their shopping behavior. So, how does an outlet mall in a town of 6,000 people manage to consistently draw so many to their stores? NEX (Nebraska Crossing) is not your typical discount outlet mall. It literally was designed from the ground up to create a consumer centric, connected experience. It is embedded with the latest…
  • The Black Dot – An eye opening story for business and our life

    Chris Petersen
    18 Aug 2015 | 12:53 pm
    We are only limited by our vision of what we "see" The stated purpose of this blog is to explore both business topics and the journey called life. We do a pretty good job of covering the business of retail and consumer trends. We often miss the balance of covering topics related to the "business of life". This week, we have a metaphor that applies to both business and life. Sometimes, it is the simplest of stories that causes us to stop and take stock of the world around us. Take a brief moment to test your own vision to discover what you "see". Why this is important: In business, and life,…
  • 7 Critical lessons learned from the bikers at the Sturgis Rally

    Chris Petersen
    14 Aug 2015 | 11:47 am
    Old dogs … and old bikers do learn new tricks that change everything I have never owned a real “bike”. Certainly not a Harley. So, why go to Sturgis, South Dakota for the annual bike Rally? Let’s just say it was on the bucket list for experiences. It’s not the “Running of the Bulls”, but kind of similar and much closer. This year was the 75th Anniversary of the Sturgis Rally, drawing over 600,000 “biker” people. As a photographer, I expected photo opps … and there were several thousand. What I was not expecting was a first hand, graduate education in retail! Omnichannel is…
  • 5 Ways retailer stores can play offense to survive and thrive

    Chris Petersen
    3 Aug 2015 | 1:31 pm
    The best way to ensure your future is … to create it! Image Credit: Stuart Miles With all of the news related to Amazon and other major ecommerce players, it might be tempting to conclude the demise of the bricks and mortar store. The reality for most categories is the majority of consumers shop online, but they still purchase in store. However, store based retailers cannot afford to rest on their laurels! The competitive threat for retail stores will come from traditional retailers like Macy's, GameStop and even Walmart, which are creating a more seamless omnichannel experience for…
  • Can traditional retail survive the pending FANG attack?

    Chris Petersen
    29 Jul 2015 | 6:01 am
    These best of times for consumers could be the worst of times for retail There have been some absolutely amazing headlines this past week. In case you missed it, based on quarterly earnings of just $92 million, Amazon now has a market cap larger than Walmart! What? Perhaps without realizing it, we are plunging into a new era of "blurred lines" of commerce. A record pace of growth has been recorded by the gang comprising FANG (Facebook, Amazon, Netflix, and Google). But, the story beyond the numbers is far more significant. These are the best of times to be a consumer. And, woe be to the…
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    Top Sales Dog

  • Is it time to take down the leaderboard?

    Michael Boyette
    25 Aug 2015 | 10:24 am
    New research suggests that one of sales managers’ most time-honored motivational tools — the leaderboard — may be doing more harm than good. Heresy, I know. While fostering competition among co-workers has fallen into disfavor as a management tool in recent years (witness the backlash against rank-and-yank policies at GE, Microsoft and elsewhere), sales has always been seen as the exception. After all, competition is built into the DNA of sales: The marketplace is tough. Every win is someone else’s loss. And sales managers need to cultivate an atmosphere that keeps…
  • A simple technique to improve sales presentations

    Michael Boyette
    18 Aug 2015 | 7:40 am
    Here’s a quick tip you can use to help salespeople sharpen their presentations. It has nothing to do with style or content. It’s all about how the presenter feels. And lest you think we’ve gone all soft and touchy-feely, be advised that this technique is backed by solid research. In an experiment, researchers had students submit to an admissions interview for business school. Though the interviews were simulated, they were were run by actual recruiters and were designed to mimic real-life interviews. The students were told that their mission was to convince these recruiters…
  • Coaching salespeople through slumps

    Michael Boyette
    11 Aug 2015 | 7:56 am
    Salespeople have at least one thing in common with pro baseball players: slumps. All major leaguers – even .300 hitters – go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. It’s the same with salespeople, even seasoned vets. A long-term customer bails with no warning. A sure-thing prospect fails to convert. Calls don’t get returned. And the funnel’s drying up. A sales rep caught in a rejection cycle like this can get downright demoralized. And like the ballplayer, the rep’s attitude of helplessness can be the biggest obstacle to getting…
  • No time for follow up?

    Michael Boyette
    5 Aug 2015 | 6:23 am
    One of the most common frustrations I hear about sales training is that there’s never enough time to do it right. Sure, sales trainers can put together powerful, time-efficient training “events” that respect sales reps’ busy schedules. But thanks to some pesky 19th-century German researcher named Ebbinghaus, we all know that the event isn’t the thing. Follow up is the key to effective training. And follow up takes a lot of time. Or does it? Use it or lose it Ebbinghaus’s famous “forgetting curve” — which has been validated by countless…
  • Let me show you how to do it…badly

    Michael Boyette
    28 Jul 2015 | 7:12 am
    We all the know the power of a good example. But what about a bad example? Sales trainers tend to split on this question. Some believe that bad examples show reps what to avoid. Others think that there are countless ways to screw up in sales, and offering examples of what not to do only adds to the confusion. So which camp is right? Both. Sort of. Wrong examples are an important learning tool. But, according to research conducted as part of a doctoral dissertation at Vanderbilt University, they’re only useful if learners already understand the right way. If learners are still struggling…
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    Sales Training Blog

  • Aug 27, Free Sales Training Pages and Web Content

    27 Aug 2015 | 5:08 am
    Over 280 free sales training pages on tips, techniques, and ideas that you can use for yourself, your team, or as free content for your blog or website. The back issues of the Sales Buzz weekly sales training eZine are now available for you to use. No charge. No signing up or registration, unless you want us to send new editions to you. No need to download. Just click the image, scan the topics, and open the pages that you like. All we ask is a credit from you when you use the free sales training tips and techniques and a link back to the site if you publish the information. Over 280 Back…
  • Aug 25, Sales Appointments – Cold Call Introductions

    25 Aug 2015 | 2:27 pm
    Create Sales appointment cold call Introductions that prevent objections and keep prospects listening as you move them to the next stage and closer to agreeing an appointment. How do you announce your name? Do you start with, ‘My name is.’ Or, ‘I am.’ What about, ‘This is.’ And what about your actual name. Do you use just your first name, first and last, and should you add your tile or position. How do you know which words to choose for the all I important Introduction stage of your cold call, which ones will get the best response and keep your prospect talking to you. That’s…
  • Aug 24, Latest Opportunities for Self Employed Sales Agents in the UK

    24 Aug 2015 | 2:26 am
    See the latest opportunities for self employed sales agents in the UK from Salesagents.co.uk . At Salesagents.co.uk we advertise new opportunities for sales agents from principals looking for self employed agents in the UK. Here are some of the latest opportunities, click the logo images to see the details: Gate to Asia Web Development solutions, Apps, E-commerce. We are looking for sales agents who can represent us. We are Danish owned and managed and produce Furniture and Home Accessories in Vietnam. Click the image for more details. Friulsider (UK) Ltd UNLIMITED EARNINGS FOR HIGH ACHIEVING…
  • Aug 22, Cold Calling - The Missing Link

    22 Aug 2015 | 10:04 am
    Cold calling for sales appointments, don't make the mistake many others do and miss this important stage from your script. Many cold callers making appointments try to jump straight from the Introduction Stage to the Sales Questions or Qualifying Stage. It's often too big a leap for the prospect to take. But those that know this unique technique, to link the two stages together, get more prospects further into their appointment calls and gain agreement to more meetings. See more on the important technique many are missing out on in this week's free sales training ezine The Sales Buzz... The…
  • Aug 18, Turn Your Cold Calling Career Around

    18 Aug 2015 | 3:07 pm
    If you hate cold calling, find the constant rejection wearing you down, lose your motivation after just a few calls, or find yourself avoiding making calls, this technique is for you. This cold calling technique has saved the jobs of many: Telesales callers, Telemarketers, and Appointment Setters. Field sales people who have used this technique get their telephone confidence back and fill their diaries. The technique works by taking your focus away from the stressful approach of only getting a Yes from your prospects. Instead we focus on the rejections and objections that you get and learn…
 
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    Revenue-IQ

  • Sales Proposals are Personal: Don’t Chicken Out

    Chris Arlen
    18 Aug 2015 | 4:45 pm
    Business proposals are likely the last place you’d think of getting personal. When  was the last time in a B2B proposal you wrote “hey, you look really good in purple”? Of course proposals are not the place for that kind of personal comment. However, substitute “you look really good effectively managing FIVE times your current headcount” for “in purple” and you’ve got the foundation for a potentially winning proposal. Obviously you’ll need more to that story but it’s a start. But typically salespeople don’t. We fall back…
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    VanillaSoft Blog

  • Insurance Sales Tips for Open Enrollment

    Genie Parker
    24 Aug 2015 | 5:43 am
    Many in the insurance industry have anticipated a reduction in Medicare Advantage enrollments due to the reduction in payments to Medicare Advantage plans as enacted by the Affordable Care Act of 2010 (ACA). Those concerns appear to be unfounded when you check out the latest data reported by the Kaiser Family Foundation this past June: “Since the enactment of the ACA, Medicare Advantage enrollment has increased by 5.6 million, or by 50 percent.” (source: http://kff.org/medicare/issue-brief/medicare-advantage-2015-spotlight-enrollment-market-update/) As a salesperson, how could you not…
  • Cold Calling: Motivate Your Sales Team to Achieve Record Profits With the Red-Headed Stepchild of Inside Sales

    Genie Parker
    3 Aug 2015 | 8:30 am
    To say that cold calling is one of the most dreaded parts of the sales process is an understatement. Many think of it as the red-headed stepchild of inside sales: neglected, unwanted, and often despised. Though it’s really a diamond in the rough. There was a movement to get rid of it altogether a few years ago with Sales 2.0. Its basic premise is that interruptive selling, particularly cold calling, is becoming less effective in creating sales, and that Web tools, inbound marketing, and social media are better. While those tools do help, and have their place in the sales process, absolutely…
  • Hospitality Sales Happen Year Round

    Kevin Thornton
    28 Jul 2015 | 5:36 am
    When you are in the Hospitality business, you know that it’s important to sell all year long regardless of the season. There are several ways to keep rooms and services booked in advance when you provide your team with the right sales & marketing tools. Let’s review some of them now. Make the Most of Digital Marketing Tactics Website In the months building up to your peak season, you probably have an influx of visitors researching your business. Make sure you have incorporated best-practice Search Engine Optimization (SEO), engaging content, and web forms to capture inbound leads.
  • Managing a High-Performance Inside Sales Team: Sessions ̶ Outside the Cubicle

    David Hood
    15 Jul 2015 | 12:12 pm
    If you are like most inside sales managers, handling the day-to-day operations and achieving your sales goals is a battle. First, you have to hire the right salespeople. Then make sure that sales reps are trained properly, performing well, and accurately reporting information. In the meantime, you’re constantly dealing with the pressure of replacing underperforming sales reps, and in the middle of all that you need to ensure the right tools are in place so your sales department runs efficiently. Whew! That’s exhausting. So how do you find time to breathe and ensure that your sales team is…
  • Phonathons and Beyond: Get Ready to Raise Funds!

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

  • Standing in the Middle of Referrals

    28 Aug 2015 | 4:00 am
    To get referrals, you should give referrals. And to give referrals, you need to open your mind and listen for the “language of the referrals.” If someone says “I can’t, I want, or I don’t know,” that’s your cue to try and help. When you begin to do that, a whole new world of doing business opens up to you.
  • How to Earn Your Buyer's Trust and Why It's Worth the Effort

    27 Aug 2015 | 9:00 am
    When buyers trust sellers, they depend on them, listen to them, give them access, and spend time with them. Sellers who don't build trust see their sales efforts crumble. In this month's Q&A Coaching Call, RAIN Group EMEA Practice Director Ago Cluytens will share 7 solid tips for building trust with buyers.
  • How to Minimize the Effect of Unexpected Sales Problems

    27 Aug 2015 | 4:00 am
    The toughest sales problems you face are the ones that blindside you. You can prevent that from happening by considering problems you could encounter and planning your response to them. Not only will you be better prepared, but you could prevent some problems from ever happening.
  • Today’s Sellers Must Educate and Guide Buyers

    26 Aug 2015 | 4:00 am
    Forget about old-school sales tactics. Those will not work in today’s selling world. Instead educate, guide, and collaborate with buyers. Use your team’s expertise about your products, the industry, and your buyers’ challenges to lead them to the right choice
  • New Era of Sales Calls for a New Type of Seller

    25 Aug 2015 | 4:00 am
    In sales situations, 59% of the executives who make buying decisions don’t want to meet with a salesperson. That doesn’t mean salespeople aren’t needed. It means their role has changed. They’ve become guides in what’s become a very processed-driven selling system. Listen as Tom Searcy, author of Life After the Death of Selling, explains sellers’ new roles and what sales leaders must do to ensure their teams perform well.
 
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    Daily Sales Thoughts

  • Sales Thought: Great Sellers Focus on Customer Success ALL the time

    Daily Sales Thoughts
    25 Aug 2015 | 11:21 pm
    Customers have Long Memories of Poor Customer Success. Think about your experience as a Buyer of Anything: Don’t you end up not wanting to do business with that Seller again? Great Sellers focus on Long Term Success of their Customers.  The Argument is often that “I sold it, someone else makes it work.”  Could be the case, depending on what you sell.  But the Customer will ALWAYS remember who Sold it.  And if you don’t continue to focus on that Customer’s Success, it will often come back to Haunt you. If the Buyer Moves to a Similar Role at a Different…
  • Sales Thought: Great Sellers Focus on Consistent and Continual Execution – For the Long Run

    Daily Sales Thoughts
    21 Aug 2015 | 1:11 pm
    This has been discussed in this publication as well as others. Here is my Word of the Day, Week, Month, Year, Lifetime: Execution Great Sellers may not be the best at any one part of the Sales Process.  But they are great at Execution on an overall basis.  When they find themselves veering off target , Great Sellers Self-Correct.  They do not beat themselves up, but the make Course Corrections on a Frequent Basis. Great Sellers Reinvent themselves on a Near Continual Basis.  This is the Real World we live in, Circa 2015.  Great Sellers don’t say things like: “I’ve…
  • Sales Thought: Achieving Balance of Activity in Selling is a Critical Skill

    Daily Sales Thoughts
    19 Aug 2015 | 6:35 am
    Balance is a word that has many uses: Balance Of Power Balance of Time Balance of Activity ….there are many Examples. Great Sellers have learned to Balance out the time they Invest in Different Parts of Selling.  To be a Great Seller is to learn how to Manage and Allocate time. Great Sellers rarely say they are “Too Busy” to do something. Great Sellers learn how to Make each Customer Feel that they are Important and that the Task that you are trying to do for That Customer is Important. What are the Important Elements of Balance? Planning: Understand What and Why you are…
  • Sales Thought: The Best Sellers rarely talk about Product or Price – Especially Early!

    Daily Sales Thoughts
    11 Aug 2015 | 5:25 am
    As I have worked with many organizations, the first thing that I always see is the Heavy Focus on Product- whether that Product is a true Product or a Service.  Either way, it is First Stop in the Education of Sales Staff.  Now, I certainly not trying to say that you don’t need to know what you are selling!  Of course you do- the question is to what Extent. What is interesting, is that I have seen, across, nearly Every Organization i work with, that the Best Sellers DON’T focus on Product- OR Price.  Especially early in the Process. Great Sellers Act this Way: Always Be…
  • Sales Thought: Vision Reset Can Be Done -If you DON’T Sell!

    Daily Sales Thoughts
    8 Aug 2015 | 11:11 am
    I am sure there are some of you who are confused by this Thought: “A Sales Thought but we are not talking about Selling?” Well, it may be a little confusing, but I am encouraging you when faced with a situation that another provider had done all of the work up front- and THEN- you get involved late.  Many a sales person has bemoaned the situation of “Getting There to late” as a reason for Not Pursing an Opportunity. However, Coming Late to the Game can be an Advantage – if you Don’t Sell, and Focus instead on: Resetting, Expanding, Redirecting what the…
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    Sales Coaching Blog

  • Sales Coaching: Intellectual Understanding vs Emotional Readiness

    19 Aug 2015 | 10:18 am
     “Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude” – Thomas Jefferson Executive sales leaders have a huge opportunity to grow more revenue, build a world-class sales department, and do something special. However, it is not going to be easy and that is the problem. Not too long ago I heard from an EVP of sales that he did not want to bring the same level of accountability to his sales management team that he has in place for his sales producers. What? How could you be against asking…
  • Sales Coaching Research: What Five Words Results

    17 Aug 2015 | 9:42 pm
    The results are in! What five words best describe you as a sales manager? To give some background here, in a blog I posted a few weeks back, I asked you (all you sales managers out there) to share with me via a web-based mini survey the five words that best describe what you do as a sales coach. This was a simple data collection effort – just five questions that would literally take a minute of your time. Today, I eagerly rubbed my hands together as I jumped into aggregating and analyzing the results.
  • Coaching Complexity. Conundrum or Catalyst?

    Debbie Menke
    14 Aug 2015 | 4:30 am
    by Debbie Menke Director of Field Sales, US + Caribbean, Iredale Mineral Cosmetics Recently recognized as the EcSell Institute's 2015 New Member of the Year at the 2015 Sales Coaching Summit. Webster's Dictionary defines complex as: "hard to separate, analyze, or solve." What happens when we put our employees into complex situations?  The EcSell Institute refers to the term as "complexity" and further suggests that "complexity" is a necessary "catalyst" for the achievement of greater success! Complexity is a scary and uncomfortable place to live.  Think about the last time…
  • Talk Less, Listen More: How Sales Managers Can Use Questions to Coach

    12 Aug 2015 | 12:16 pm
    When I ask sales managers what they wish their reps would improve in their sales calls with prospective customers, the number one response is “ask more questions!”  Overwhelmingly, sales managers are frustrated by reps who spend more time talking about the features and benefits of products and services, rather than seeking to understand the prospect’s business or needs. They know that when their reps take the time to ask questions, listen and understand customers’ needs, sales conversations flow better and are more effective. So, why don’t these managers take their own advice…
  • Sales Reps Don’t Quit Jobs, Reps Quit Managers

    10 Aug 2015 | 5:00 am
    There’s a common belief that sales reps leave an organization because the money was not sufficient enough. This isn’t the case according to a Gallup poll of more than one million employed U.S. workers. A bad manager, boss or supervisor is the number one reason people leave. This is due to the environment their boss created and how they felt they were treated. Gallup also reported that poorly managed work teams are on average 50 percent less productive and 44 percent less profitable than well-managed groups.  Gallup’s polls, surveys and reports paint a picture of the impact managers…
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    Pipedrive Blog » Sales Tips

  • 4 Things That Stop Clients from Signing Your Sales Proposals

    Mikita Mikado
    12 Aug 2015 | 3:13 am
    This is a guest post by Mikita Mikado, the Co-Founder & CEO of PandaDoc.  It’s frustrating. You spent hours building the perfect proposal, sent it to the client – who seemed invested – and hear nothing back. I know this frustration first hand. Prior to founding PandaDoc, I ran a web development company together with my co-founder Serge, handling contracts and proposals on a daily basis. The process was tedious – copying and pasting client data from CRM, looking for relevant testimonials and case studies, and dealing with Excel to calculate development costs. After…
  • Rocks, Pebbles, Sand and Your Key Sales Activities

    Timo Rein
    16 Jul 2015 | 1:31 am
    There’s an old story about placing rocks, pebbles and sand in a jar. If you place the sand and pebbles into the jar first, the rocks won’t fit. But if you place the rocks in first, pour the pebbles and sand in afterwards, everything will fit in the jar. Consider the sand, pebbles and rocks as the activities you undertake in your jar – your sales process. While it needs to fit in every activity – from finding prospects to making calls to writing proposals and amending contracts – you can only succeed if you focus on key activities, and fit the pebbles and sand in…
  • How To Lose Better In Sales

    Timo Rein
    26 May 2015 | 3:50 am
    Like most salespeople, I made a whole lot of mistakes and got slapped around during my rookie years. I was taught a wise truth soon after – “70% of all the deals you’re working on should be winnable.” By learning to mark deals lost earlier on in the sales process and on my own accord helped me spend more time on deals that were winnable and less on those that weren’t. Thus, I felt that the deals I got to spend time on were genuinely at least 70% winnable, keeping my sales pipeline clean and my sales velocity high. Here are the 3 key things to learn about losing in sales: 1. Turn…
  • What the French and Polish Can Teach Salespeople About Lunch

    Timo Rein
    27 Apr 2015 | 3:41 am
    Finding out how salespeople work and what keeps them going is big part of our job as the developers of software that should help them sell better. Sometimes, this research brings interesting insights into the different habits of salespeople around the world. This exact situation happened just recently – we analyzed over 1 million anonymized sales activities that were recorded in Pipedrive, and one of the interesting insights we saw was that…   The way salespeople around the world eat lunch and how it affects their productivity is very different. So here goes a side-by-side…
  • How to Set Great Sales Goals That Bring Double Digit Growth

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

  • Breaking Broadcast News – REALLY?

    Margie Albert
    18 Aug 2015 | 10:31 am
    This past week I had the pleasure of hosting my 14-year-old grandson and two of his friends. The TV was seldom on but when we turned on local news we sure knew they were there. They laughed through every local newscast making fun of what the stations thought was relevant. Now, granted, they are 14 but they made many valid points, were very observant of lead stories and flow and they are our future. Local News ratings are declining. So what are stations doing about it? Implementing changes by incorporating facebook, twitter and Instagram isn’t gonna cut it. Asking viewers to send pictures of…
  • Breaking Broadcast News – Salespeople, Get Focused!

    Margie Albert
    1 Jul 2015 | 12:20 pm
    I had the pleasure and honor to mentor two female business owners this past Saturday at Arizona State University. Both of these women were very bright and extremely passionate. Those are two very necessary qualities and I couldn’t applaud them loudly enough for that. However, they were all over the place with defining their core business and their core customer. They described all sorts of opportunities, services and customer descriptions and went off on several tangents to distract them from the hard work of defining who they are and what they do. And, they both forgot about what they…
  • Breaking Broadcast News – Media Sales AEs Are Hungry

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

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

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

  • 15 Megatrends In Buying

    Ray Collis
    28 Aug 2015 | 8:52 am
    You don’t need to be taken by surprise – that is because it is relatively easy to predict changes in how your customers buy.   The Rising Tide of Procurement Sophistication The tide is rising in terms of the overall level of procurement sophistication.  The trend of more sophisticated and more demanding buyers seems to be evident in most […]
  • Could The iPad Kill Solution Selling?

    Ray Collis
    16 Oct 2014 | 1:57 pm
    The much publicized failure of one of the world’s largest iPad contract represents another ‘nail in the coffin’ of Solution Selling   You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise.     More specifically the much publicized failure […]
  • Want Your Customers To Spend More? Then don’t do this!

    Ray Collis
    10 Oct 2014 | 7:03 am
    The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
  • 53% of IT Sellers Have Their ‘Heads In The Clouds’

    Ray Collis
    1 Oct 2014 | 5:02 am
    When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers.  Many don’t even realize that these things are needed. For ever […]
  • How Soon Can You Really Get Them ‘Across The Line’?

    Ray Collis
    22 Sep 2014 | 12:02 pm
    Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages – many of which do not involve the salesperson.  That has real implications for getting the deal across the line. The following video is aimed at helping you to understand the buyer’s journey and its implications for […]
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    Yesware Blog

  • How To Turn Emails Into Meetings: 4 Proven Tactics To Overcome Sales Objections

    Bernie Reeder
    27 Aug 2015 | 5:59 am
    What do you do when someone shuts you down right from the get-go?There’s plenty of good advice out there on ... Read More » The post How To Turn Emails Into Meetings: 4 Proven Tactics To Overcome Sales Objections appeared first on the Yesware Blog.
  • 9 Cold Email Formulas That Just Plain Work

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

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

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

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

  • Top 10 Sales Coaching Quotes

    Steven A. Rosen
    26 Aug 2015 | 5:46 pm
    Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. Below you will find 10 Sales Coaching Quotes that I find insightful and inspirational. Many come from sports coaches who understand the power of great coaching. “Who, exactly, seeks out a coach? Winners who want even more out of life.” – Chicago Tribune Before you even begin to think about sales coaching, it’s important to…
  • Top 10 Reasons Why New Sales Managers Fail

    Steven A. Rosen
    10 Aug 2015 | 6:34 pm
    Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. You hire your top salesperson, expecting that the skill, professionalism, and enthusiasm he or she brought to sales will translate into effective sales management. Four to six months later,…
  • Unconventional Ways to Get Your Salespeople Out of a Rut and Closing More Deals

    Guest Author GA
    27 Jul 2015 | 1:07 pm
    Are your sales reps constantly complain that they are “stuck”? It could just be one tough deal that seems to be endlessly dragging on, and subsequently dragging them down. Or it could be a bad quarter that is making them feel stuck in a huge rut.  How do you help them get through and get back on top of their game? Maybe we all need to think outside of the box a bit and explore some more unconventional ways to help them move on and start bringing in those big deals again. Take a Break for Safety’s Sake As a sales manager, when you see a rep’s pipeline at a standstill, it may be…
  • The Key to Great Mid Year Reviews

    Steven A. Rosen
    20 Jul 2015 | 4:08 pm
    What Great Sales Managers Do By Steven A. Rosen Many sales managers will be sitting down with their sales people over the next month or so to review progress on objectives, business plans and development plans. Sales managers spend a considerable amount of time preparing for a mid year performance review.  Sales managers may spend a day per rep preparing and delivering a mid year review. Many managers have an average of 8-10 sales reps so all the time that goes into this review is significant. Last week I was speaking with Annie who is one of my favorite coaching clients. She expressed how…
  • Leadership Development in the New Millennium

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

  • My Start In Sales: Nancy Bleeke

    Jenny Poore
    17 Aug 2015 | 10:00 pm
    There’s no shortage of sales advice for rookies. We can all talk about how to make a cold call or write the perfect prospecting email until we’re blue in the face. But we can do better than that. Sales Engine seeks to help salespeople sell more efficiently and effectively at all levels so we decided to launch a blog series that provides an insightful resource for salespeople early on in their career. The “My Start In Sales” series “tells it like it is” (namely, that we’ve all been there and done that — and that’s a good thing!). We will feature one veteran salesperson in a…
  • 5 Networking Apps You Need In Your Sales Toolbox

    Jenny Poore
    11 Aug 2015 | 10:00 pm
    Making quotas, prospecting, closing deals… they all come down to a single factor: the strength of your network. A strong network can make a day at the office (even at the end of the quarter) a breeze–you come in, you touch base, you check in on different sales you have in the pipeline, and you collect your commission check. Weak networks, on the other hand, are the stuff that nightmares are made of. With a weak, underdeveloped network, your day might look a bit more like this: arrive, pay LinkedIn for the privilege of searching hopelessly for people you think might want your product,…
  • Sales Genius Roundup From Top Sales Blogs: August 7, 2015

    Jenny Poore
    6 Aug 2015 | 10:00 pm
    As salespeople, we know it can be difficult to stay on top of the trends in the industry. You’re hustling from one meeting to the next and working diligently to meet your sales quota for the quarter. Hang in there. We’ve saved you some time by selecting sales, management, and productivity genius from the world of the internet. Read through our short summaries or dive deeper into the article by clicking the link. Take what’s important and applicable to your goals, apply those lessons, and forget the rest. Here’s your monthly sales genius roundup from top sales blogs: What Makes Great…
  • My Start In Sales: Tibor Shanto

    Jenny Poore
    2 Aug 2015 | 10:00 pm
    There’s no shortage of sales advice for rookies. We can all talk about how to make a cold call or write the perfect prospecting email until we’re blue in the face. But we can do better than that. Sales Engine seeks to help salespeople sell more efficiently and effectively at all levels so we decided to launch a blog series that provides an insightful resource for salespeople early on in their career. The “My Start In Sales” series “tells it like it is” (namely, that we’ve all been there and done that — and that’s a good thing!). We will feature one veteran salesperson in a…
  • 5 Things You Must Do The Day After Meeting With a Prospect

    Jenny Poore
    26 Jul 2015 | 10:00 pm
    If you are preparing for a meeting with a prospect, review this post: 5 Things You Must Do The Day Before Meeting With a Prospect.  One of the easiest ways to fail as a salesperson is to avoid following up after a sales meeting. Too often, salespeople cut the process short by waiting for the next meeting with his/her prospect. We might send them a short follow-up email or make a quick follow-up call, but it’s not a substantial touch and it often leaves the ball in your prospect’s court. For example, how often have you… failed to send a thank you note/email of real value?
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    Buyer Insights

  • 15 Megatrends In Buying

    Ray Collis
    28 Aug 2015 | 8:52 am
    You don’t need to be taken by surprise – that is because it is relatively easy to predict changes in how your customers buy.   The Rising Tide of Procurement Sophistication The tide is rising in terms of the overall level of procurement sophistication.  The trend of more sophisticated and more demanding buyers seems to be evident in most […]
  • Could The iPad Kill Solution Selling?

    Ray Collis
    16 Oct 2014 | 1:57 pm
    The much publicized failure of one of the world’s largest iPad contract represents another ‘nail in the coffin’ of Solution Selling   You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise.     More specifically the much publicized failure […]
  • Want Your Customers To Spend More? Then don’t do this!

    Ray Collis
    10 Oct 2014 | 7:03 am
    The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.
  • 53% of IT Sellers Have Their ‘Heads In The Clouds’

    Ray Collis
    1 Oct 2014 | 5:02 am
    When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers.  Many don’t even realize that these things are needed. For ever […]
  • How Soon Can You Really Get Them ‘Across The Line’?

    Ray Collis
    22 Sep 2014 | 12:02 pm
    Buying decisions are often a lot more complex than sellers realize.  They can involve up to 5 stages – many of which do not involve the salesperson.  That has real implications for getting the deal across the line. The following video is aimed at helping you to understand the buyer’s journey and its implications for […]
 
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    Solution Selling Blog

  • How to Sell More in Key Accounts

    SPI
    25 Aug 2015 | 10:45 am
    By David Stargel, VP and Senior Consultant, Sales Performance International Are your salespeople putting enough time, effort and thought into developing and retaining business with your current customers, especially in large key accounts? And even if they are, how do you know if they are doing this effectively? Our clients tell us that the cost of sale for acquiring a new customer can be up to ten times more than for developing business in an existing account. Increased profitability of business over the life of a retained customer is why most organizations are allocating more resources to…
  • How Life Sciences Sellers Must Adapt

    SPI
    20 Aug 2015 | 12:55 pm
    Five Best Practices for Sales Success in the Age of Evidence-based Medicine By Brad Ansley, Healthcare Practice Leader, SPI Changes in government healthcare policies are having a profound impact on how healthcare products, services, and solutions are being bought. Reimbursements to healthcare providers are increasingly based on the value or outcome of their care and not the volume of care. This leads them to favor treatments that either decrease costs, improve patient outcomes, or both. Increasingly, therapeutic decisions to meet these criteria are based on evidence from well-designed and…
  • The Personality Trap

    SPI
    19 Aug 2015 | 5:00 am
    Why Personality Assessments Alone are Inadequate for Sales Hiring By Dave Christofaro, Talent Analytics Practice Leader, Sales Performance International Personality assessments, such as DISC or Meyers-Briggs, have an understandable appeal. They are well-known and generally inexpensive. However, according to research by I/O Psychology expert Dr. Frank Schmidt, the predictive quality, or validity, of personality assessments for selecting productive sales hires is far inferior to other assessment methods. As the graph below shows, personality tests ranked near the bottom of predicting success in…
  • Modern Account Planning

    SPI
    18 Aug 2015 | 6:00 am
    Introducing SPI’s Total Enterprise Account Management (TEAM) Program By James Touchstone, Director, Sales Performance International Your company’s most valuable assets are your enterprise accounts. The impact of acquiring, growing and retaining large enterprise accounts cannot be understated. For many of our clients, a relatively small number of enterprise accounts generate as much as 80 percent or more of total revenues. In recognition of the ever-growing importance of enterprise accounts, we are very pleased to introduce our new Total Enterprise Account Management (TEAM)…
  • How to Sell to Today's Empowered Buyers

    SPI
    13 Aug 2015 | 8:24 am
    The Three Collaborative Selling Personae By Timothy Sullivan, Director, Sales Performance International In our recent book, The Collaborative Sale, we describe the significant changes in buyer behavior over the last few years. With easy access to vast amounts of information at their fingertips, they are now much more empowered and educated. Generally, buyers now drive their own purchase decision processes. They’re also more risk averse, and therefore, more likely to make decisions for strategic purchases by formal committee. As buyer behavior changes, sellers must also change. But how,…
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    RAIN Selling Blog

  • [New Video] Transform Sales Training – Your Sales University

    26 Aug 2015 | 8:15 am
    While companies spend billions of dollars on sales training each year, 90% of sales training fails to have an impact after 120 days. It's time for an entirely new way of approaching sales education; an approach that changes the way sales training is conceived, designed, and executed over the long-term. An approach that drives real behavior change and results. Watch our new animated video to learn more.
  • [New White Paper] Optimizing Sales Opportunity Management: 12 Critical Questions Sales Leaders Must Ask

    18 Aug 2015 | 7:30 am
    Too many organizations leave the success of their sellers to chance. More sellers are missing quota, sales cycles are extending, and the competition isn't exactly standing aside to make life easy. If sellers want to win in this environment, they must plan to win from the start. Anything short of this and they set themselves up for failure. In this white paper, RAIN Group Presidents Mike Schultz and John Doerr pose 12 critical questions sales leaders must ask about their approach to sales opportunity management that will help them shorten sales cycles, improve win rates, and grow revenue.
  • How to Win Big Sales Opportunities with Big Plays

    12 Aug 2015 | 8:30 am
    Sellers that win big sales go over-and-above to win them. When the impact for you is potentially huge, you want to do everything possible to get the win. Anything less and you essentially serve up the win to your competition. When you need to win and win big, you need a Big Play. A Big Play is a bold, atypical action a seller can take to inspire buyer action, and set themselves apart from the competition.
  • 6 Ways to Build Client Loyalty

    29 Jul 2015 | 8:30 am
    We all know that client loyalty can make or break a company. We know that client loyalty is tied to satisfaction with what buyers buy from you, and to the buyers' experience buying from you. In studying, researching, and practicing in the field of strategic account management, we've found 6 areas can almost universally be improved.
  • 30 Tweetable Sales Quotes from Insight Selling

    22 Jul 2015 | 10:00 am
    Today's sales winners harness the power of ideas. Our latest book, Insight Selling, outlines exactly what sellers need to do to transform into insight sellers, and start inspiring buyers with valuable new perspectives. These bite-sized quotes pulled directly from the pages of Insight Selling can provide you and your sales team with the motivation and tips to help you do just that. Tweet them and share the sales quotes.
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    Richardson Sales Enablement Blog

  • 3 Sales Closing Techniques for Getting Clients Invested in the Deal

    James A. Brodo
    27 Aug 2015 | 5:35 am
    Creating a compelling Case Against No Action is Critical in Closing a Deal. Learn 3 Sales Closing Techniques to Help Clients and Prospects Get More Invested So It Feels you’re Closing the Deal Together One of the skills we reinforce and model during Richardson sales training sessions is the Close: asking for the business or next steps to maintain momentum on sales opportunities. This is something sales professionals struggle with, as do clients who don’t want to be pressured into making buying decisions. That’s why getting clients invested in the Close early on in the sales process is…
  • Moving Beyond Price: Differentiating Yourself through a Consultative Selling Approach

    James A. Brodo
    25 Aug 2015 | 7:52 am
    Moving Beyond Price: Differentiating Yourself through a Consultative Selling Approach When we interview our clients to learn why they picked us for a sales training solution, the reason we hear given most often isn’t what you might expect. Although we offer comprehensive sales solutions, exceptional customization capabilities, outstanding facilitators, and many other tangible strengths, the reason we hear the most is that “you were the best fit.” When we look further into that answer, we usually hear phrases, such as “you really got our business and our culture” and “we had…
  • Sales Prospecting Takes a Long-term View

    Gino Auletto
    20 Aug 2015 | 6:22 am
    Sales Prospecting Is a Marathon, Not a Sprint! It’s OK to want immediate results from sales prospecting. In an ideal world, every call would lead to an appointment and the start of a beautiful business relationship. A more realistic view, however, is one that recognizes sales prospecting as the long-term activity it most often becomes. Too many people gauge sales prospecting success by the number of appointments scheduled. Yet, if your two-minute call only focused on getting in the door and your conversation didn’t cover any meaningful ground, you won’t be well prepared for any…
  • Do’s and Don’ts of Sales Prospecting

    Gino Auletto
    18 Aug 2015 | 5:56 am
    Do’s and Don’ts of Sales Prospecting During my 20 years in sales, I’ve seen more than enough examples of best practices, fair practices, and I-can’t-believe-it practices related to sales prospecting. I’ve worked in technology sales, leading high-performance teams, and I’ve been responsible for generating engagement with clients who weren’t actively in partnership with me or my then-employer. Based on my experience, I’ve developed a short list of things that you should do to be effective in sales prospecting and, conversely, things not to do. DO: Be disciplined. If you are…
  • 7 Quick Sales Tips for a Strong 2015 Close

    James A. Brodo
    13 Aug 2015 | 5:28 am
    7 Quick Sales Tips for a Strong 2015 Close The year has once again flown by and, for calendar-year companies, the fourth quarter looms ahead. For sales professionals, this means pedal to the metal to close out the year on a strong note. For sales managers, it means coaching and guiding teams to reach the finish line in good shape. Here are some quick sales tips that may prove helpful in bringing 2015 to a strong close. Personalize your dialogues — Too many sales professionals send impersonal e-mails and leave “canned” voice mails- I know, because I’m on the receiving end. There’s a…
 
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    Lattice Engines

  • Top Marketing Priorities for CMOs

    Amanda Maksymiw
    21 Aug 2015 | 10:38 am
    What are your most pressing marketing initiatives? As we plan the remainder of 2015 and gear up for 2016, it’s always nice to do a litmus test to see what is top of mind among other marketers. According to new research from Demand Gen Report, “The Full-Funnel Effect”, web redesign and customer-centric programs rank as top priorities, with 55% and 53% of marketers surveyed respectively indicating they plan to execute within the next 12 months. Other top priorities for the next 12 months and beyond include: Investing in a data-driven marketing initiative (66%) Investing in a…
  • #AutomationVacation End of Summer Reading List

    Amanda Maksymiw
    14 Aug 2015 | 11:55 am
    What’s an automation vacation? As savvy modern marketers, we know you worked hard all winter to optimize your tech stack and generate amazing demand for sales. So, let the automation do the dirty work and come take a break with us! All summer long, the marketing team has been having a lot of fun coming up with ideas to make your office feel like a vacation (especially when everyone is out enjoying summer Fridays), an assessment to gauge if you deserve an automation vacation, fun autoresponders for you lucky folk who are on vacation and calendars to help plan your time. If you missed…
  • What’s the Full-Funnel Effect?

    Amanda Maksymiw
    13 Aug 2015 | 8:24 am
    How Predictive Drives Value at Every Stage of the Revenue Cycle NEW RESEARCH SHOWS THAT PREDICTIVE MARKETING TOOLS HELP MARKETERS GROW REVENUE FROM NEW AND EXISTING CUSTOMERS After steadily focusing on acquiring new customers for much of the past decade, many B2B companies are realizing the often-overlooked need and opportunity to better engage existing customers. That’s why we partnered with Demand Gen Report on a new study, The Full-Funnel Effect: How Predictive Drives Value at Every Stage of the Revenue Cycle, to better understand the full customer lifecycle. According to the…
  • The Full Funnel Effect: How Predictive Drives Value at Every Stage of the Revenue Cycle

    Amanda Maksymiw
    13 Aug 2015 | 7:31 am
    Find our how predictive marketing is helping to grow revenue from new and existing customers in new research from Demand Gen Report and Lattice. The post The Full Funnel Effect: How Predictive Drives Value at Every Stage of the Revenue Cycle appeared first on Lattice Engines.
  • How to Use SLAs to Get Sales and Marketing on the Same Page

    Amanda Maksymiw
    10 Aug 2015 | 10:42 am
    How would you grade your marketing and sales alignment? Be honest. Now be a shade more honest – SiriusDecisions states that more than half (58 percent) of marketing and sales operations leaders view their alignment as poor. For all the #MKTGgeniuses out there, why can’t we put this issue to bed? If an SLA is violated in the woods and no one is there to hear it… While we can’t point to a single reason you couldn’t cut through the tension between marketing and sales with Valyrian steel, poor use of Service Level Agreements (SLAs) certainly isn’t helping. According to the same…
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    Grow My Revenue

  • What A Doctor Can Teach You About Effective Selling

    Ian Altman
    25 Aug 2015 | 10:50 pm
    As published on Forbes.com I visited an orthopedic doctor to see about my rotator cuff surgery. After years of playing tennis, volleyball, and baseball, I had subjected my shoulder to enough abuse that it was finally time to go under the knife. His questions, and the resulting outcome made me realize that the best sales techniques just might come from your doctor – provided he or she is a good doctor. When the doctor came in, he asked “What brings you in today?” I replied, “I know I’ve got a torn rotator cuff. When I play tennis each week, my arm is very sore the next day.” The…
  • Why Some Businesses Sell On Value, and Others Sell On Price

    Ian Altman
    18 Aug 2015 | 8:30 pm
    As published on Forbes.com In my popular Business Trends article on Forbes, trend #5 stated “Customers Will Pay A Premium For Verified Results.” I’ve pulled together some not-so-obvious examples of how businesses are able to compete on value by demonstrating results for their customers, while other businesses still struggle to compete based on price. An Example Of Value Through Service During our home renovation this past year, we added a separate heating, ventilation, and air conditioning (HVAC) system for the top floor of our house. We agreed to a fixed-price fee with Roger Turman…
  • The Failure of Jedi Mind Tricks in Business

    Ian Altman
    11 Aug 2015 | 8:28 pm
    As published on Forbes.com As someone who delivers keynote addresses and workshops throughout the year, at least once per week I get asked these common questions by business executives: “How do I get them [clients] to tell me who is the decision maker on a project?” Or, “How do I get them to tell me their budget?” Perhaps there are too many Star Wars junkies in business. When people ask for a magic answer, they overlook the failure of using Jedi mind tricks in business. It’s Not About Tricks or Gimmicks When business people ask these common questions, I often wonder what would…
  • Are US Airlines Repeating The Mistakes Of 1970s US Automakers?

    Ian Altman
    4 Aug 2015 | 10:55 pm
    As published on Forbes.com During a recent trip overseas with my family, we flew Aer Lingus on the outbound flight, and a traditional U.S. airline carrier for the return trip. Feeling guilty about so many nights away from home while speaking around the world, I cashed in enough frequent flyer miles for business class travel for all four of us. The service and amenities were in sharp contrast to each other. Aer Lingus, outperformed the traditional U.S. carrier by a long-shot. As a long-time frequent-flyer of the U.S. carrier, I was questioning my years of loyalty. The sharp contrast also got…
  • Stop Begging For Business: Align Sales And Marketing For Today’s Customer

    Ian Altman
    28 Jul 2015 | 10:42 pm
    As published on Forbes.com Kelly runs a business services company. They provide exceptional service for their clients across industries. After initial meetings, Kelly and her team noticed that their potential customers would often stop returning phone calls or emails. Kelly commented that their follow-up seemed to sound like begging. They send a note or leave a message that says “Just checking in to see if you’ve made a decision yet.” Kelly asked me what they could do to stop begging for business. I explained that they needed to adapt their sales and marketing for today’s customer.
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    Base CRM Blog

  • Global Expansion: Base Now Available In 3 New Languages

    Josh Bean
    28 Aug 2015 | 11:34 am
    Hola! Hallo! We’re fortunate to have customers from around the world. Ever since we first launched Base, there’s been one persistent question, “When will Base be offered in different languages?” We’ve even had customers offer to assist with the translations! We’re excited to announce that starting today, you can use Base in English, Spanish, Polish and Dutch. A French, German and Portuguese translation is on the way, too! The language is set at the user level, meaning that you can use Base in English while a coworker can use Base in Spanish. How to switch language in Base 1. In…
  • Sales Sentiment For Email Is Now Available on Mobile

    Tina Gholami
    5 Aug 2015 | 1:37 pm
    A few months ago we released Sales Sentiment Analysis for Email, an amazing feature courtesy of our Big Data team that uses artificial intelligence to alert you of negative sentiments in your emails. It’s a real game-changer in the world of sales and we’ve received an amazing response from our customers. But up until now, you were only notified about emails with negative sentiment on the web version of Base. Shouldn’t you know when a deal is at risk even when you’re away from your desk? We think you should. That’s why we’re excited to announce that Email Sentiment Analysis will…
  • Unlimited Stages In Your Sales Pipeline

    Josh Bean
    28 Jul 2015 | 8:20 am
    Here at Base, we’re fortunate to have the opportunity to work with a wide variety of customers in all different industries. Through the years, one thing has become clear, different businesses have different sales processes, and some businesses need more than the 10 sales stages that we offer in Base. We’re putting an end to that. You can now have an unlimited amount of sales stages in your sales pipeline. We’ve also added the ability to insert a new sales stage in the middle of your sales pipeline, something you were never able to do before. So if our limit on sales stages was…
  • Announcing Multiple Saved Smart Lists

    Josh Bean
    16 Jul 2015 | 1:00 am
    Earlier this year we introduced Smart Lists and it has quickly become one of the most popular features in Base. However, since the initial release, there’s been one common gripe, one smart list just doesn’t cut it! We hear you loud and clear, and as fellow smart list users, we couldn’t agree more. You’re now able to save multiple Smart Lists for leads, contacts and deals in Base. We’re also introducing a moving date filter, so you can only show deals from the past 30 days, or leads that have been added in the last 7 days. This new filter means you no longer have to update your date…
  • Forecast 2015 Videos Are Here!

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

  • Let ‘Em Know You Care: The Importance of a Robust Follow-Up Strategy

    John Laino
    25 Aug 2015 | 6:15 am
    Multiple people, from Teddy Roosevelt to John C. Maxwell, have been quoted as saying, “People don’t care how much you know until they know how much you care.” Regardless of the origin, this is great advice for anyone striving to be a successful salesperson. Prospects seek out solutions to their business challenges. Often, they make their buying decision based on who responds to their needs the fastest, and with the best understanding of the problem they are trying to solve. Many of Velocify’s clients use the strategies in the Ultimate Guide to Inquiry Response to vastly improve speed…
  • What Admissions Departments Can Learn From 5,000 Secret Shopper Inquiry Responses

    Martin Lind
    19 Aug 2015 | 6:15 am
    What really happens after a student prospect clicks “submit” on an inquiry form? The Sparkroom and Velocify teams decided to delve into the journey of a student inquiry to find out. We evaluated response to 100 inquiries that we submitted to third-party sites, logging more than 5,000 responses in 90 days in our recently released report, Evaluating the Lifecycle of a Student Inquiry. There were a number of surprises, including the volume of inquiry re-selling to non-EDU companies by the third-party sites. Among the most significant takeaways: Speed to Lead: More than one-third of our…
  • Your Guide to Getting Around Dreamforce Faster

    Alyssa Trenkamp
    14 Aug 2015 | 11:15 am
    Dreamforce 2015 isn’t confined to Moscone Center. It takes place all over San Francisco. In fact, Salesforce will take over 13 major properties in San Francisco including Moscone Center (North, South, and West), Marriott Marquis, InterContinental, The Palace Hotel, Hilton Union Square, Westin Market Street, Park Central Hotel, Yerba Buena Theater, Metreon, and Century Theaters at Westfield. And new to Dreamforce this year, The Dreamboat, which will be docked at Pier 27 and will be home to more than 1,000 Dreamforce attendees for the week. There’s a lot to do and see – the Cloud Expo in…
  • Solar Sales Response Study Shows Significant Room For Improvement

    Scott Ankley
    13 Aug 2015 | 6:15 am
    The solar industry is ripe with opportunity, but there are a surprising number of time-sensitive sales leads that aren’t being worked by companies every day. In a recent study that secret shopped 30 residential solar installation companies, it was apparent that solar installers’ contact strategy vary in comparison to established best practices for maximum sales effectiveness in other industries. The surveyors tracked how quickly solar companies responded via phone and email, and the number of response attempts made over a 22 day period. Their performance, relative to buyer expectations…
  • 12 Dreamforce Sessions You Don’t Want to Miss

    Natalie Jacks
    5 Aug 2015 | 6:15 am
    Dreamforce 2015 will be here before you know it! With less than six weeks remaining, it’s time to start thinking about what sessions to attend. The official Agenda Builder is now live, complete with new features to make session planning easier than ever before. But with more than 1,500 breakout sessions to choose from, it’s hard to know where to start. To help you get started, we’ve picked out a few of our favorites. Check out the list below to read about our recommended Dreamforce sessions for sales leaders.   1. Sales Performance Overview: Make Every Rep An “A”…
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    RAIN Selling Blog

  • [New Video] Transform Sales Training – Your Sales University

    26 Aug 2015 | 8:15 am
    While companies spend billions of dollars on sales training each year, 90% of sales training fails to have an impact after 120 days. It's time for an entirely new way of approaching sales education; an approach that changes the way sales training is conceived, designed, and executed over the long-term. An approach that drives real behavior change and results. Watch our new animated video to learn more.     Related StoriesSales Team Training that Produces Real ResultsOn-Demand Webinar: 5 Elements of World-Class Sales Training Programs[New White Paper] World-Class Sales…
  • [New White Paper] Optimizing Sales Opportunity Management: 12 Critical Questions Sales Leaders Must Ask

    18 Aug 2015 | 7:30 am
    Too many organizations leave the success of their sellers to chance. More sellers are missing quota, sales cycles are extending, and the competition isn't exactly standing aside to make life easy. If sellers want to win in this environment, they must plan to win from the start. Anything short of this and they set themselves up for failure. In this white paper, RAIN Group Presidents Mike Schultz and John Doerr pose 12 critical questions sales leaders must ask about their approach to sales opportunity management that will help them shorten sales cycles, improve win rates, and grow revenue.
  • How to Win Big Sales Opportunities with Big Plays

    12 Aug 2015 | 8:30 am
    Sellers that win big sales go over-and-above to win them. When the impact for you is potentially huge, you want to do everything possible to get the win. Anything less and you essentially serve up the win to your competition. When you need to win and win big, you need a Big Play. A Big Play is a bold, atypical action a seller can take to inspire buyer action, and set themselves apart from the competition.     Related Stories[New White Paper] Optimizing Sales Opportunity Management: 12 Critical Questions Sales Leaders Must AskEssentials of an Effective Account Planning…
  • 6 Ways to Build Client Loyalty

    29 Jul 2015 | 8:30 am
    We all know that client loyalty can make or break a company. We know that client loyalty is tied to satisfaction with what buyers buy from you, and to the buyers' experience buying from you. In studying, researching, and practicing in the field of strategic account management, we've found 6 areas can almost universally be improved.     Related StoriesInfographic: 10 Steps for Growing Your Key AccountsTop 10 Strategic Account Management Challenges [Research]The #1 Action for Strategic Account Growth [Research] 
  • 30 Tweetable Sales Quotes from Insight Selling

    22 Jul 2015 | 10:00 am
    Today's sales winners harness the power of ideas. Our latest book, Insight Selling, outlines exactly what sellers need to do to transform into insight sellers, and start inspiring buyers with valuable new perspectives. These bite-sized quotes pulled directly from the pages of Insight Selling can provide you and your sales team with the motivation and tips to help you do just that. Tweet them and share the sales quotes.     Related StoriesBringing Insight to B2B Sales: Sell Like the Winners Do5 Ways to Get the Most Out of B2B Sales TrainingBuyers Want to Talk to You 
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    People First

  • In the Heat of the Moment: Sellers Behaving Badly

    Deb Calvert
    26 Aug 2015 | 6:30 am
    In every sale, there’s a moment of truth. It’s the moment when the buyer decides whether or not to buy. Sellers often miss the moment. Why? Because in the “heat of the moment” we aren’t fully tuned in. With adrenaline pumping and anticipation building, we miss not only that moment but also fail to stay […]
  • The 8 Essentials of Effective Delegation

    Deb Calvert
    24 Aug 2015 | 7:00 am
    When supervisors fail to delegate work and give others an opportunity develop, they limit themselves and others. Managers who saddle themselves with technician work and recurring tasks leave no time to develop for personal development of higher level strategic skills. Further, the time they spend on work that could be delegated is time that isn’t spent on […]
  • Inside Sales & Multitasking: Sellers Behaving Badly

    Deb Calvert
    19 Aug 2015 | 6:15 am
    You are fooling yourself if you think you can multitask while selling by phone. Selling by phone requires just as much focus as selling in person does. In fact, I believe it requires even more dedicated focus if you are to pick up on subtle intonations, context and nuance without the benefit of visual cues. […]
  • The Real Reason Managers Don’t Delegate Effectively

    Deb Calvert
    17 Aug 2015 | 6:15 am
    In last week’s CONNECT2Lead Blog post we reviewed 5 Lames Excuses for Not Delegating. Those are five of the justifications I hear most often from supervisors who choose not to delegate and get work done through others. However, as a coach and trainer, I’m convinced those five rationalizations aren’t the primary reason for a lack […]
  • In a Desperate Moment: Sellers Behaving Badly

    Deb Calvert
    12 Aug 2015 | 6:15 am
    Not every sale is a good sale. Some sales are worse than no sale. Bad sales lead to buyer mistrust and explain why buyers dodge calls from sales professionals. A bad sale can damage a company’s brand. It can even cause a buyer to resist buying a similar service or product from anyone, even when they need that product! Here’s […]
 
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    xPotential Selling

  • [SlideShare] 10 Revealing Interview Questions to Ask Sales Candidates

    Barrett Riddleberger
    26 Aug 2015 | 6:37 am
    Want to improve your interviewing skills when hiring salespeople? Here are 10 great questions to get you started...
  • The Smart Guide To Compensation Plans

    Barrett Riddleberger
    18 Aug 2015 | 7:55 am
    Design an intelligent compensation plan where everyone makes money and drives sales rep performance.
  • How to Make More Money on Every Sale Starting Now

    Barrett Riddleberger
    16 Jul 2015 | 6:20 am
    How to Make More Money on Every Sale Starting Now One of the quickest ways to increase revenue is upselling. Unfortunately, it’s not always executed well resulting in reduced trust between the buyer and seller. Here’s a better way… To read the entire article visit, Inc.com. Download Our Free eBook Like this post? Get updates … Continue reading How to Make More Money on Every Sale Starting Now →
  • 50 Bad Sales Habits To Eliminate

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

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

  • The Right Attitude For Success In Sales

    Danielle Cook
    23 Aug 2015 | 5:33 pm
    The Right Attitude For Success In Sales Car sales is much more than just a job, it’s a career.  You can’t simply show up to work and expect that the sales will come to you. You need to put forth the effort, hard work and most of all have the right attitude. It’s not just about being positive, though that is very important.  It means having the true attitude of a salesperson. There are several elements that need to come together to produce the right attitude for success in sales. Many people will tell you that the attitude of a good salesperson is an aggressive one with a killer…
  • Sacramento Area Car Sales Job

    Danielle Cook
    21 Aug 2015 | 1:47 pm
    Sacramento Area Car Sales Job Looking for a car sales job in California? We have a great opportunity right now in Roseville, California. We are searching for candidates in the Roseville and surrounding Sacramento area who are serious about starting a very stable and rewarding career. C. Rice Global has teamed up with Roseville Volkswagen to interview candidates for this Sacramento area car sales job If you have some general sales and customer service background such as cell phone sales, retail or restaurant experience, this job is for you. Car sales experience is not needed to apply for this…
  • Car Sales Consultant Job in Kingston NY

    Danielle Cook
    18 Aug 2015 | 9:12 am
    Car Sales Consultant Job in Kingston NY If you’re in the Kingston, New York area we have a great opportunity for you. Honda of Kingston is looking for qualified candidates to fill the position of auto sales consultant. The interviews for this car sales consultant job in Kingston NY will be held on Monday, August 24th 2015 between the hours of 9:30 am to 3:00 pm at Honda of Kingston, 738 East Chester Street Kingston, NY 12401. Car sales experience is not needed to apply for this job. However, ideal candidates will have general sales or customer service experience. This includes but is not…
  • Auto Product Specialist Wanted in Charleston SC

    Danielle Cook
    9 Aug 2015 | 10:42 am
    Great Job For Recent College Grads in Charleston SC Hendrick Toyota Scion in North Charleston, SC is looking for qualified candidates to fill their Automotive Product Specialist job openings. This job is perfect for recent college grads in Charleston SC and the surrounding areas as well as an excellent jobs for ex-military veterans. C. Rice Global will be conducting interviews for the job of auto product specialist wanted in Charleston SC for one day only on Tuesday August 11th, 2015 between 9:30am and 3:00pm. The interviews will be held at the Hendrick Toyota Scion North Charleston New car…
  • Great Reviews for C Rice Global

    Danielle Cook
    30 Jul 2015 | 11:52 am
    Reviews for C Rice Global We are a premier training company that specializing in staffing needs, staff recruiting and training. We have been doing what we love now for over 14 years. We partner with nationwide corporations and help them to reach their staffing goals by recruiting and training top talent. Cliff Rice has an exceptional and unique training style that drives C. Rice Global. Employees that go through training with C. Rice Global go on to have successful and fulfilling careers, often making six figure incomes. These reviews for C. Rice Global show how happy and successful C. Rice…
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    Salesjournal

  • Achieve What You Want in Life With These 4 Simple Steps

    caitlinhoward
    25 Aug 2015 | 2:13 pm
    By Doug and Polly White (Entrepreneur) The more books about success and achievement you read, the more you start to realize that a lot of them are essentially saying the same thing. Instead of spending countless hours reading these books, learn about four main themes that will help you achieve what you want in life. Achieve […]
  • This Common Email Mistake Drives Customers Away

    caitlinhoward
    25 Aug 2015 | 1:29 pm
    By Geoffrey James (Inc.com) Many sales reps use the tactic of sending funny or outrageous emails to get a response from hard to reach customers.  This is a great strategy, but if executed incorrectly, it can go very wrong and may even seem offensive to the customer. Keep reading to learn the right way to send […]
  • How To Clear Your Mind And Your Inbox And Actually Take A Vacation

    caitlinhoward
    24 Jul 2015 | 10:43 am
    By Kathryn Dill (Forbes) Learn what steps you need to take before your vacation to ensure you’ll be able to relax with a clear conscience while on vacation and not have to think about work. How To Clear Your Mind And Your Inbox And Actually Take A Vacation
  • The Key to Social Selling is Social, Not Selling

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

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

  • How to Predict the Likelihood of Closing a Sale

    26 Aug 2015 | 5:47 pm
    There are ways to track your selling process to predict the likelihood of closing a sale. While the mantra of “always be closing” still rings true, there are other factors at play you might find surprising.  Implisit recently analyzed over 20,000 opportunities to find out what predicts the likelihood of closing a sale. Here are their findings so you can better manage your sales pipeline.
  • How to Use Inbound Marketing to Attract Early Adopters

    26 Aug 2015 | 6:00 am
    How do you get people to try a new product or service when you’re just starting out? Enter inbound marketing.  Not only can inbound marketing help attract the right people to your site—the “right people” being those that have the potential to turn into customers—it can generate more online visibility and increase brand awareness.
  • Outbound vs. Inbound Marketing: The Ultimate Marketing Battle

    24 Aug 2015 | 6:00 am
    Are you wrestling to decide where to spend your marketing dollars? There’s a lot to say for both inbound and outbound marketing. While one has been around for a long time, the other is simply more efficient. Here are the similarities and differences between inbound and outbound marketing and why you should apply certain tactics of each to your own marketing strategy.
  • How to Conduct an On-Site SEO Audit of Your B2B SaaS Website

    21 Aug 2015 | 6:00 am
    We’re all chasing it, that elusive SEO. Unlike paid search, which can have immediate results, SEO takes time to build. So what can you do on your B2B SaaS site today to ensure you’re getting the most SEO juice you possibly can? Perform an SEO audit.  SEO audits will help you identify problematic areas that need improvement and help keep your website up-to-date. As we all know, Master Google likes to change up his algorithms quite regularly; so conducting regular SEO audits (at least twice a year) is recommended.
  • 4 B2B Social Media Marketing Best Practices

    19 Aug 2015 | 6:00 am
    There is one big difference between social media marketing for B2C and B2B businesses: with B2B social media marketing, you need to capture a more targeted audience. Think about it this way, if you’re a B2C company that sells mini portable speakers, for example, your target demographic could be anyone from a teenage boy who wants to bring his speaker with him to the skate park to a middle-aged business woman who likes to bring her speaker on work trips. With a B2B audience however, your target demographic is usually much more specific and targeted. For example, if you sell sales proposal…
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    CRM in Outlook to Help Businesses Grow

  • How Satisfied Are Your Customers?

    avadminwp
    24 Aug 2015 | 7:26 pm
    There are countless reasons for a business to make certain that all of its customers walk away feeling satisfied. Satisfied customers bring in new business. Satisfied customers are compelled to share their positive experiences with your brand on social media. And most importantly, satisfied customers fuel the economic engine that generates continuous, sustained growth of a product or a service over time. It’s therefore essential that businesses find ways to make sure they have at least met the basic criteria that customers generally set for their own satisfaction. For many years business…
  • Can Understanding Gamification Help Get You More Business?

    avadminwp
    17 Aug 2015 | 3:41 pm
    With the growth of the Internet has also come a rise in online gaming and the usage of game design principles and theories in digital environments. This general trend has culminated in gamification, a business and marketing strategy that for decades has led to more engaged customers and employees by exploiting simple logic—What is it that drives people to stay interested during games, and how can these principles of reward be applied to keep employees interested in their jobs and consumers interested in engaging with a product? This approach to customer retention has become popular among…
  • Using Online Video Platforms for Customer Relationships

    avadminwp
    10 Aug 2015 | 8:52 pm
    Communication with customers has changed fundamentally with the rise of online video tools. When once it took a substantial amount of time, money, and effort to reach customers with a distinctive visual message, now businesses can move out video campaigns in the span of hours. This ease of use comes with a price, however: more than 300 hours of video are uploaded to YouTube (the Internet’s largest platform for uploading and sharing of videos) every minute, and consumers are inundated with visual data. Making a lasting impression in a customer’s mind still demands the same time,…
  • Owning Failure — Accountability at Every Level

    avadminwp
    3 Aug 2015 | 9:18 pm
    With the rise of large corporations has come a new-found ease in sharing, diverting, and burying blame. The more people that are involved with a given project, and the more resources need to be pulled from disparate areas, the easier it becomes to shift blame away from oneself. Sometimes the blame moves to other departments. Sometimes it moves to outside factors completely. Although shifting blame can appear attractive for an individual (after all, less chance for blame generally equates to a greater feeling of security), the practice ultimately leads to weak group cohesion and unmotivated…
  • The Importance of Positivity in Business

    avadminwp
    27 Jul 2015 | 7:34 pm
    No matter where they look people are told that they can’t. It doesn’t matter what field it’s in; it doesn’t matter what they’re doing. People hear that they can’t be happy without a new gadget. People hear that they can’t lose weight, they can’t work, they can’t succeed. These can’t statements add up and eventually bury a person. Either they can’t decide what to do for themselves or they collapse beneath the weight. The path of negativity—or the path of “can’t”—is never a good look in business. Whether…
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    Business & Personal Growth Tips

  • GE 111: How CB Insights Uses Content Marketing To Get 1,000+ Signups Per Month

    Eric
    26 Aug 2015 | 6:30 am
    Hey everyone, today’s interview is with CEO and Co-Founder of CB Insights, Anand Sanwal. CB Insights helps you track the world’s most promising private companies, their investors, and their acquirers to help you innovate faster and invest smarter. How 1989’s UX Inspired CB Insights Anand started CB Insights six years ago after working in venture capital and for American Express. While working at American Express, he had to use old school data tools that charged a fair amount of money for a mediocre experience, and the data wasn’t that impressive. It was so…
  • GE 110: How John Lee Dumas Built A Business From $0 to $250K+ Per Month Off Of Podcasting

    Eric
    24 Aug 2015 | 6:30 am
    Hi everyone, today’s interview is with John Lee Dumas, host of the Entrepreneur on Fire podcast. For those of you that don’t know, Entrepreneur on Fire is an award-winning podcast that hosts an interview with an inspiring entrepreneur seven days per week, every week. John’s interviewed the likes of Seth Godin, Tim Ferriss, and Gary Vaynerchuck, and has one key trait to share that he consistently sees in the most successful entrepreneurs. A Soldier from Maine Finds His Passion in Entrepreneurship In his earlier days, John went to college on an ROTC scholarship and then spent…
  • GE 109: How Brazil’s Hotel Urbano Grew Into The Largest Travel Brand on Facebook (11M+ Fans!)

    Eric
    19 Aug 2015 | 6:30 am
    Hi everyone, today’s interview is with João Ricardo, co-founder and CEO of Hotel Urbano, a company that lets travelers find and reserve accommodation and activities. It’s the single largest travel brand on Facebook, and with well over $135 million in funding, it’s one of the most heavily-funded startups in Brazil. A Law School Dropout Uncovers the Profitabiliy of the Internet João was going to law school in Brazil when he went to do a six-month foreign exchange in London. While he was there he got so familiar with…
  • GE 108: How Y Combinator Helped Olark Move From a Side Project into a Startup With 10K Customers

    Eric
    17 Aug 2015 | 6:30 am
    Hi everyone, today we’re talking to Ben Congleton, co-founder of Olark, a tool that lets over 10,000 companies chat with their website visitors online. The tool lowers the first-touch communication barrier and helps with sales, prospecting, and funnel optimization. Today Ben’s got some interesting insights on setting up a strong remote work culture and what it was like to start off with just four people in a small town house. Ben’s Entrepreneurial Background Ben got his entrepreneurial start as early as elementary school, when he sold pencils to other students.
  • GE 107: The Simple Blueprint Gideon Shalwick Used To Grow A YouTube Channel to 36M Views & 360K Subscribers

    Eric
    12 Aug 2015 | 6:30 am
    Hi everyone, today’s interview is with Gideon Shalwick, founder of Veeroll, a company that simplifies creating and targeting true view video ads on YouTube. Their software helps you not only create videos, but figure out how to get traffic to your site that’s relevant and that actually converts. Immigrating from New Zealand to Australia for Entrepreneurship  Nine years ago, Gideon was working in a good job, but had that itch we’ve all felt to go and do his own thing. He quit his job, moved from New Zealand to Australia, and wrote a book to sell online. He quickly…
 
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    SalesTactics.org

  • I’m 18, What Should I Do With My Life?

    Jason Kanigan
    24 Aug 2015 | 5:34 am
    A person young in years asked "What do you wish you have known at age 18 that can contribute to more success, and invest more of your time and knowledge into?" So, basically, "I'm 18, what should I do with… Continue Reading → The post I’m 18, What Should I Do With My Life? appeared first on SalesTactics.org.
  • Commission for Appointment Setters?

    Jason Kanigan
    11 Aug 2015 | 7:43 am
    Commission for appointment setters is a common question when setting up the sales processes for new organizations. "What is the best commission model when hiring a sales person to sell digital marketing services to small businesses?" was asked on an… Continue Reading → The post Commission for Appointment Setters? appeared first on SalesTactics.org.
  • SaaS Sales Problems

    Jason Kanigan
    26 Jul 2015 | 6:07 am
    SaaS sales problems can quickly kill Software-as-a-Service businesses. Take two of the most common: My prospects aren't Internet savvy My prospects don’t have enough time or interest to talk to my sales staff. These issues have been hanging around for… Continue Reading → The post SaaS Sales Problems appeared first on SalesTactics.org.
  • How SaaS Vendors Get It Wrong

    Jason Kanigan
    7 Jul 2015 | 5:46 pm
    SaaS vendors habitually have a critical problem. And it leads them to do unproductive things in their sales and marketing process. We'll be looking at these timewasters and sales losers over the next few posts. Here's a surprise: the same… Continue Reading → The post How SaaS Vendors Get It Wrong appeared first on SalesTactics.org.
  • How To Be a Local Startup Agent

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

  • Sales Tips: Please Stop Selling!

    28 Aug 2015 | 12:03 pm
    Sales Tips: Please Stop Selling! By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of FreeDigitalPhotos.net Does anyone doubt that B2B buyers have gotten more savvy and sophisticated? As part of that trend people that have done research and are knowledgeable about offerings rightfully expect to be treated differently than novices by salespeople. What vendors are slowly coming to realize is that traditional selling approaches conflict with how buyers want to be treated and often result in poor buying experiences. I believe vendors are…
  • Sales Tips: 5 Prerequisites for Focused Call Debriefing

    25 Aug 2015 | 12:40 pm
    Sales Tips: 5 Prerequisites for Focused Call Debriefing By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net As a sales manager now on the other side of the desk, I asked rather than answered the question: How did your sales call go? My new perspective soon caused me to draw several conclusions: Long pauses and stammering as sellers started to answer were bad signs. A significant amount of irrelevant information was shared. The more sellers talked, the less confident I became in how well the call…
  • Sales Tips: Realizing the World Isn't Flat

    19 Aug 2015 | 5:00 am
    Sales Tips: Realizing the World Isn't Flat By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Suphakit73 at FreeDigitalPhotos.net Something within our DNA makes most of us resistant to change. I believe the term “becoming a dinosaur” is unfair because dinosaurs did nothing to cause their demise. Many companies choose to avoid changing. The larger they become the harder changes are to implement. In staying with the status quo a few different attitudes are taken:  Denial is an approach analogous to an ostrich putting its…
  • Sales Tips: "WHY Do I Need Sales Training?"

    14 Aug 2015 | 5:00 am
    Sales Tips: "WHY Do I Need Sales Training?" By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company I recently received an inquiry from a consulting company wanting to subscribe to My CCS® Coach in order to “train their 300 consultants how to sell.”  I initially faltered at the request, but I explained to the caller that My CCC® Coach is a ‘post workshop’ reinforcement application used by salespeople and managers to re-familiarize and reinforce the sales process and concepts that they learned and practiced in the…
  • Sales Tips: "Just Do It!"

    12 Aug 2015 | 5:00 am
    Sales Tips: Business Development - "Just Do It!" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Imagery Majestic at FreeDigitalPhotos.net Business development (BD) is one of the most challenging parts of a salesperson’s job. Building and maintaining strong pipelines is a leading indicator of sales success. Sellers that rely primarily upon inbound leads are backseat passengers hoping cars will take them to their desired destinations. They don’t control their destinies without the ability to proactively initiate new…
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    Pipeliner CRM Blog

  • Revenue Uncertainty – Part III: How to Model Revenue Risk

    Andy Rudin
    28 Aug 2015 | 3:00 am
    Tension is high, and anticipation is thick as the annual sales kickoff for DisruptaCorp begins. Employees at the young tech startup settle in their seats. Mobile devices are hurriedly silenced and stowed. Chatter dissolves into quiet. The CEO, Priya Neghandi, stands in front of the room alongside her VP of Business Development, Kelvin Wickersham. Without […] The post Revenue Uncertainty – Part III: How to Model Revenue Risk appeared first on Pipeliner CRM Blog.
  • Introducing Sales Actions: Required Fields per Stage

    Radoslav Ciglansky
    27 Aug 2015 | 7:57 am
    With the latest Pipeliner CRM release, we introduced the Pipeliner Selling System. Imagine coordinating all sales activities in a seamless process – from creation through close. The second of our 5 points in the Pipeliner Selling System is Engage. Engage means actually reaching out and touching the prospect, getting involved with their particular company and issues, and accomplishing the […] The post Introducing Sales Actions: Required Fields per Stage appeared first on Pipeliner CRM Blog.
  • Tony Hughes – CRM Failure – The Dirty Secret That’s Holding You Back

    Tony Hughes
    26 Aug 2015 | 6:23 am
    In my last corporate role, I ran the Australian region for one of world’s biggest CRM software companies. It was my final role in a twenty-five year career working in the technology sector. Everywhere I worked I was always a ‘true believer’ in what I was selling – you have to be, to be successful. […] The post Tony Hughes – CRM Failure – The Dirty Secret That’s Holding You Back appeared first on Pipeliner CRM Blog.
  • Building a Sales Team: Where Do You Start?

    Nikolaus Kimla
    25 Aug 2015 | 7:08 am
    When you first start a company, you have immediate priorities. If you don’t make building a sales team one of the first of those priorities, you won’t make it very far at all as they’ll be no revenue. When you first start up, how can you ensure you’re building a sales team that will truly […] The post Building a Sales Team: Where Do You Start? appeared first on Pipeliner CRM Blog.
  • Pipeliner CRM is part of Initiative to Encourage Women in Sales

    Nikolaus Kimla
    21 Aug 2015 | 6:58 am
    Women in Sales The statistics are challenging — Women comprise only 39% of the global salesforce. Currently, finding qualified, career-stable candidates (of both genders) for in-demand sales roles is difficult, expensive, and a statistical crapshoot. A recent demographics report published by CSO Insights found that while over 90% of organizations are growing or maintaining their sales […] The post Pipeliner CRM is part of Initiative to Encourage Women in Sales appeared first on Pipeliner CRM Blog.
 
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    CloserIQ

  • 10 Sales Movies You Should Be Watching Now

    Katie Cole
    26 Aug 2015 | 6:00 am
    Sales careers provide for great cinematic entertainment, as there are always an abundance of ups and lows, exciting moments and crushing moments. We sat down and came up with 10 of our favorite sales movies.   1. Boiler Room (2000) This one is on many lists, but for good reason; after all, it was the original movie inspired by the Stratton Oakmont firm and the life of Jordan Belfort (you know The Wolf of Wallstreet? This came before that). An exciting drama about the not-so-glamorous parts of being a broker and giving us a look inside the culture of a sales team doing high volume cold…
  • How Role Plays Improve Sales Team Training

    Robert Lopez
    20 Aug 2015 | 6:00 am
    This is a guest post by Robert Lopez, VP of Sales & Business Development at Justworks. Justworks is an all-in one benefits, payroll and HR software platform that frees up entrepreneurs to focus on what matters: building their businesses and their team.   Role playing serves as one of the best ways for people to learn and practice the skills necessary to succeed in sales. At Justworks, we’ve integrated weekly role plays into a part of our schedule, and also require it in our sales training process. Key Benefits Efficiency of group learning Role plays also act as a continued learning…
  • How to Negotiate Like A Pro

    Team Close.io
    18 Aug 2015 | 6:30 am
    This post by Ramin Assemi was originally published on the Close.io blog. Close.io is an inside sales CRM with integrated calling and emailing that’s easy to use and keeps you focused on activities that close deals.   Whether you’re negotiating with customers, partners or investors – the fundamental rules of every negotiation are the same. It’s all about creating agreements between parties with different interests and objectives. Here’s a compilation of negotiation tactics and strategies we’re successfully using as a B2B SaaS startup. You won’t…
  • 7 Awesome And Free Chrome Extensions For Salespeople

    Osman Sheikh
    11 Aug 2015 | 6:30 am
    Originally published on Ringio Hypersales Blog and written by Osman Sheikh. 1. Momentum Momentum turns your new tab into a daily dose of inspiration, motivation, and productivity. Everyday, your new tab screen changes to a new background of a beautiful, exotic place. There’s also a new motivational quote everyday. The best part of Momentum is the daily to do list. You can add 1 main task for each day, and put other tasks in the to do list in the right hand corner. With Momentum, you are reminded of the tasks you need to complete whenever you open a new tab. Download Extension   2.
  • What You Should Know Before Migrating To An SDR-AE Model

    Tom Sauer
    6 Aug 2015 | 6:30 am
    This is a guest post by Tom Sauer, the Vice President of Sales at Fundera. Fundera is an online marketplace that connects small business owners with the best funding provider for their businesses. Prior to building Fundera, Tom held sales and leadership positions at Livingsocial and Yodle. I’ll give it to you straight — making the transition from an end-to-end sales process to an SDR-AE model isn’t easy. It requires a significant investment of time and resources, two things we never have enough of. The key is to stop thinking of this potential transition as a process or…
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    QuotaFactory

  • 3 Strategic Ways to Organize Sales Pipeline for Success

    Gillian Sontz
    28 Aug 2015 | 6:00 am
    As Sales Development Reps, pipeline management is crucial to our everyday prospecting efforts. Having an organized sales pipeline not only makes sales prospecting effective, it makes it efficient. There are many ways one can manage their sales pipeline. In fact, Kim Staib shared a strategy for a more in-depth pipeline review to remain proactive when prospecting and to uncover hidden opportunities. However, when I need to focus on organization, I have found that structuring my pipeline by the following elements is the most practical: By Priority Be sure to address your highest-priority…
  • Target the Right Customers

    Colleen Francis
    26 Aug 2015 | 6:00 am
    Sales Wars is pleased to bring you a guest blog post from Sales Jedi Colleen Francis, best-selling author and founder of Engage Selling.  You may have seen that humorous State Farm commercial where a guy keeps saying “I’ll never” to the many big changes in life: getting married, having children, moving to the suburbs and — the mother of them all — buying a minivan. In each case, however, the very next scene reveals he’s in fact done that particular thing. And he comes to be grateful for it all, with State Farm by his side. This commercial clearly illustrates the company’s…
  • 3 Tips to Ensure SDR Training is Internalized

    Craig Ferrara
    24 Aug 2015 | 6:00 am
    If you’ve been managing a team for over a year you’ve inevitably dealt with a struggling sales development rep who feels like they have all the answers, yet their performance doesn’t necessarily dictate that.  The last thing you want to see is a glazed over look followed by a head bob when you’re asking them if the suggestions you’re putting out there make sense to them. Sure, they can TELL you they’re putting your suggestions into practice but you can never really know.   Problem is, you don’t have endless amounts of time in your day to monitor every dial or email they’re…
  • What Your Sales Strategy is Missing

    Paul Alves
    21 Aug 2015 | 6:00 am
    In working with hundreds of clients over the years, one important area that I see neglected time and time again is Training and Learning. Most clients we have worked with have had a Sales and Marketing process as well as the ability to track important metrics. The two big ones. Of course some do a better job than others, but most have at least something in place. The only gap we have seen within this process is having it documented on paper. Once they have the process dialed in and in writing, we are generally off to the races! That being said, the one area that I see most neglected or even…
  • 5 Apps to Make You a Social Selling Pro

    Austin Duck
    19 Aug 2015 | 6:00 am
    Sales Wars is pleased to bring you a guest blog post from Sales Jedi Austin Duck, Content Marketing Manager of CircleBack. It’s clear that social selling is here to stay. But what isn’t obvious yet is how we can do it in a practical, scalable, reproducible way. Sure, some of us are natural networkers, we “get” social media, and we have an eye for opportunity and a natural knack for knowing the right thing to say. But some of us aren’t. We either aged out of the whole “social media” thing and have had to learn it as adults, or we think it takes too much time, doesn’t make the…
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    LiveHive

  • Jump Start Your Sales By Paying Attention to Your Metrics

    Jennifer Dignum
    27 Aug 2015 | 6:09 am
    We had a fantastic response to our eBook “10 Ways to Gain a Competitive Edge in 2015” at the beginning of the year. As sales teams regroup following midyear kickoffs and start driving their second half of 2015, we thought it would be timely to re-share some of the articles – which included great tips from 10 top sales influencers.The first article we’re sharing is authored by Dave Kurlan, CEO of Objective Management Group, Inc. (OMG), the industry leader in sales assessments and sales force evaluations and Kurlan & Associates, Inc., an international consulting…
  • LiveHive SmartPath Powers Sales Personalization

    Suresh Balasubramanian, CEO
    25 Aug 2015 | 11:28 am
    LiveHive is thrilled today to release new capabilities that power sales organizations to personalize the customer experience with more precision than ever before possible. With the delivery of LiveHive SmartPath, sales organizations now have the deepest real-time insights into buyer-side behaviors and rep engagement.Available immediately, LiveHive SmartPath intelligent and automated email sequencing lets organizations schedule and send email sequences based on prospect engagement. With automated email sequencing, sales organizations can speed the sales cycle and zoom in on core selling…
  • LiveHive Releases Industry’s First Automated Email Sequencing on Single, Unified Platform, Raises Bar for Sales Engagement

    Jennifer Dignum
    25 Aug 2015 | 5:41 am
    LiveHive “SmartPath” Drives Sales Efficiencies, Rep Productivity, and Deeper Engagement InsightsSan Jose, CA – August 25, 2015 – LiveHive, Inc., the industry’s most comprehensive sales acceleration platform, today announced the immediate availability of LiveHive “SmartPath”. With LiveHive SmartPath, sales organizations gain intelligent and automated email sequencing on a single, comprehensive platform. Integrated with multiple cloud services, including Salesforce, SmartPath lets sales organizations: improve email effectiveness, simplify sales follow up, and drive sales rep…
  • LiveHive Unveils First-of-its-Kind Buyout Program for Sales Tools

    Jennifer Dignum
    25 Aug 2015 | 5:33 am
    Offers to Buyout Existing Sales Subscriptions for Companies That Switch from Competing Sales Engagement Tools to LiveHive’s Sales Acceleration PlatformSan Jose, CA – August 25, 2015 – LiveHive, Inc., the industry’s most comprehensive sales acceleration platform, today changed the playing field for B2B sales with the introduction of a first-of-its-kind buyout program for sales acceleration tools. Effective immediately, LiveHive offers to buyout sales subscriptions for companies that switch from competing sales tools to LiveHive’s sales acceleration platform for the remainder of their…
  • How Sales Leaders Can Increase Their Team’s Closing Success

    Jennifer Dignum
    20 Aug 2015 | 9:36 am
    LiveHive’s CMO Micheline Nijmeh sat down with Sally Duby, inside sales expert and GM for The Bridge Group, to ask her about pipeline conversion and closing tips in this week’s Sales Boot Camp. For sales leaders looking to improve their team’s processes and closing success, the discussion offered a boon of information. Summarized below are some of the highlights.Q: What is a sales process and why do you need one?A: A well-defined sales process is an important aspect for all sales organizations. It gives teams a repeatable process for identifying the right people and taking the right…
 
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    Don on Selling

  • Content Marketing World Conference in Cleveland from September 8th – 11th

    DononSelling
    29 Aug 2015 | 5:10 am
    The Content Marketing World Conference will be held in Cleveland from September 8th -11th. From the website “Content Marketing World is the one event where you can learn and network with the best and the brightest in the content marketing industry. You will leave with all the materials you need to take a content marketing strategy back to your team – and – to implement a content marketing plan that will grow your business and inspire your audience.” Speakers will include John Cleese, actor, Kathy Button Bell, Vice President, CMO of Emerson, Judd Bagley, Director of Communications,…
  • Inbound Conference in Boston, September 8-11th

    DononSelling
    28 Aug 2015 | 6:12 am
    The Inbound Conference will be held in Boston from September 8-11. From the website, the purpose of the conference is to “provide the inspiration, education, and connections you need to transform your business.” Speakers will include Seth Godin, a bestselling author and marketing expert, Daniel Pink, bestselling author, Dr. Brené Brown, author and CEO and Chief Learning Officer for the Daring WayTM, and Aziz Ansari, Comedian and Author. Major topics will include “Disrupting Digital Business,” “5 Steps to a Successful Video Strategy on YouTube,” and “The Intersection of Content…
  • 10 Things Start-up Owners need to know about Selling

    DononSelling
    21 Aug 2015 | 1:46 pm
    You’ve done it. The months or years of toiling in your basement, garage, dorm room or tiny apartment have finally paid off. No more eating dry cereal or soup for dinner. No more working late in the evenings or weekends. You have successfully created your first new product or service that you want to launch into the market. Your loyal employees who stuck by you are also thrilled. Your ship has finally arrived. But wait a minute? You don’t know how to sell! All those courses in computer science, coding, engineering or business never taught you the fundamentals of selling. Sure, maybe you…
  • Social Media Strategies Summit, Atlanta, August 19-20

    DononSelling
    15 Aug 2015 | 1:53 pm
    The Social Media Strategies Summit will be held in Atlanta from August 19-20 at the Westin Buckhead Hotel. The Agenda includes workshops on “Social Selling – How to Use LinkedIn for New Business Development” and “Building Your Brand With Live-streaming apps.” Speakers will include Toby Bloomberg from Bloomberg Marketing, Douglas Busk from the Coca-Cola Company, Allen Gannett from TrackMaven, and Ashley Sasnett from the MSL Group.
  • Discovering Chet Holmes, a great Sales & Marketing Expert

    DononSelling
    8 Aug 2015 | 10:24 am
    I recently discovered a series of videos on YouTube presented by Chet Holmes, who passed away about three years ago. Mr. Holmes is one of those rare breeds who was an expert in both sales and marketing. I’m surprised I never heard of him before until now. Working with Business Breakthroughs International (BBI), he conducted a series of workshops over the years that have been recorded and made available on YouTube. I also found out that he wrote a book called The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies, which I just completed reading.
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