Sales

  • Most Topular Stories

  • Time to Refocus for Summer Selling

    Score More Sales Blog
    Lori Richardson
    19 May 2015 | 4:07 am
    It is that time of year in North America where it becomes very easy to forget our sales priorities and get interested in booking flights, talking with relatives, planning meet-ups with friends, getting your boat or cabin or camp set up – and looking into some summer fun.
  • Improve Your Word Choices and Close Deals

    Score More Sales Blog
    Lori Richardson
    20 May 2015 | 9:03 am
    I’ve been speaking with over 30 new sales reps this week and what amazes me is the power of words. Think about it – you can choose ANY words to say as you go about your sales role, or sales leader role. You choose certain words. Words are power - word choices close deals. Power words should replace old crutch words and filler words.
  • Should I Outsource My Inside Sales Lead Generation Channel

    Score More Sales Blog
    Lori Richardson
    22 May 2015 | 9:32 am
    Many companies ask us if they should outsource their lead development (SDR) role to a company that specializes in this, or build their own, internal program. I interviewed Hugo Bader, Vice President of Business Development at DialAmerica, a firm that specializes in lead development. We will be asking other outsource firms the same questions – here’s some food for thought to get things going:
  • Are You Leading Your Team to Defeat?

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

    The Sales Blog
    S. Anthony Iannarino
    24 May 2015 | 6:00 pm
    My very first job was washing dishes at a huge banquet center. I was 13 years old, and I desperately wanted the money. I worked every hour available, which meant most weekdays, all day Saturday until late into the night, as well as Sunday until late evening. I loved working (and still do). Hard Work Is a Matter of Perception There were two kinds of dishwashers. The first kind didn’t want to work spraying the dishes and loading them on the tray to push them into the dishwasher. It was disgusting, and you would be drenched by the end of the shift. The second kind didn’t want to work at the…
  • add this feed to my.Alltop

    Heavy Hitter Sales Blog

  • The Art and Science of Sales Forecasting - Webinar for Company Leaders

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

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

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

    Steve Martin
    17 Feb 2015 | 12:52 pm
      I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015. While it includes companies that range from startupsto billions in sales, all of these businesses provide fantastic technology-based solutions that dovetail to key trends taking place in the market.    Proofpoint – The movie “The Interview” proved that one data breach can shut down an entire company and the application-specific security market is red…
  • Top Sales Team Research-Harvard Business Review

    Steve Martin
    20 Jan 2015 | 8:11 am
        What separates high-performing sales organizations from average and underperforming sales organizations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were asked to share their opinions on their sales organization and personal details about their own quota performance. The study results reveal there are 15 significant differences between how high-performing, average, and underperforming sales organizations perceive themselves, measure performance, staff their organizations, and operate. This…
 
  • add this feed to my.Alltop

    Score More Sales Blog

  • IBM and Facebook Collaboration

    Lori Richardson
    26 May 2015 | 6:23 am
    You may have heard about this master combo of Big Data companies – IBM, a leader in data mining and interpretation teaming up with Facebook – THE social network - to help marketers better get in front of the right buyers at the right time. Brand Strategist and co-CEO of Broadsuite, Shelly Kramer, attended the recent Amplify event in San Diego and posted these thoughts about the new partnership:
  • Should I Outsource My Inside Sales Lead Generation Channel

    Lori Richardson
    22 May 2015 | 9:32 am
    Many companies ask us if they should outsource their lead development (SDR) role to a company that specializes in this, or build their own, internal program. I interviewed Hugo Bader, Vice President of Business Development at DialAmerica, a firm that specializes in lead development. We will be asking other outsource firms the same questions – here’s some food for thought to get things going:
  • Improve Your Word Choices and Close Deals

    Lori Richardson
    20 May 2015 | 9:03 am
    I’ve been speaking with over 30 new sales reps this week and what amazes me is the power of words. Think about it – you can choose ANY words to say as you go about your sales role, or sales leader role. You choose certain words. Words are power - word choices close deals. Power words should replace old crutch words and filler words.
  • Time to Refocus for Summer Selling

    Lori Richardson
    19 May 2015 | 4:07 am
    It is that time of year in North America where it becomes very easy to forget our sales priorities and get interested in booking flights, talking with relatives, planning meet-ups with friends, getting your boat or cabin or camp set up – and looking into some summer fun.
  • How Shark Tank Teaches How To Close Deals

    Lori Richardson
    16 May 2015 | 6:12 am
    If you want to learn how to hone your value proposition and how to close deals, you should watch ABC’s Shark Tank. It is a laboratory to demonstrate what to do and what not to do in gaining an investor which is very similar to how you can gain a new customer.
  • add this feed to my.Alltop

    Smart Selling Tools » Blog

  • “Incentives Drive Behavior” Cracking the Code with Predictive Analytics #CALDC3

    Nancy Nardin
    18 May 2015 | 6:29 am
    CallidusCloud held their Connections conference last week at the Wynn in Las Vegas. Connections is an annual event for anyone, customers and non-customers alike, who is interested in “discovering new ways to modernize their business and embrace the evolving customer.” This year was bigger and better than ever with over 70 breakout sessions, keynote speeches from CallidusCloud CEO Leslie Stretch, Lone Survivor Marcus Luttrell, and Data Scientist David McCandless. CallidusCloud has long claimed the mantra “Lead to Money.” Let me tell you, they are serious about that mission. For…
  • Nancy’s Sales App of the Week: @BadgerMaps

    Nancy Nardin
    17 May 2015 | 10:07 am
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Badger Maps, a field sales efficiency tool that lets salespeople drive less and pack in more sales visits.  Sales ToolSkool Video Transcript: This week’s topic is field sales efficiency tool that lets you drive less and sell more. I’ll be talking about a mobile sales app called Badger Maps. With Badger you can easily map your current accounts and find new leads wherever you are so you can make as many visits as possible every day. Salespeople can Plan and Optimize their customer visit Route easily because…
  • A Sales 2.0 Conference With Attitude: My Take-Aways from #S20C

    Nancy Nardin
    14 May 2015 | 10:20 am
      Conferences are often filled with a room full of quiet, tired people hoping their travel and time away from the office will be worth it. The recent Sales 2.0 conference held in San Francisco was no exception. That is, until Alice Heiman, the Emcee and Chief Networking Officer walked on stage. Her beaming smile and warm, gracious energy sparked a fire. Alice shook everyone out of the sit-and-listen cloud that had already begun to settle on the audience. “If you don’t know the person sitting next you,” she said “Take a minute and introduce yourself,” and suddenly the invisible…
  • Nancy’s Sales App of the Week: @CallidusCloud #CALDC3

    Nancy Nardin
    11 May 2015 | 6:14 am
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles CallidusCloud, a suite of cloud solutions that accelerate sales all the way from lead, to money.  Special note: we’ll be attending this week’s CallidusCloud Connection (C3) event in Las Vegas. Follow us @SellingTools to keep up on all the happenings at the event. Sales ToolSkool Video Transcript: This week’s topic is how to optimize the entire sales process from lead to revenue. I’ll be talking about CallidusCloud. The sales process begins when prospects visit your website. CallidusCloud can…
  • Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

    Nancy Nardin
    7 May 2015 | 6:36 am
    If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. Find the best sales tools to: Help salespeople convert more calls into appointments. Alert salespeople to whose most likely to buy right now. Handle inbound leads fast and effectively. Motivate and excite your entire organization. And a lot more… The Goal of this Guide is to Enable Modern Sales Leadership. That means,…
 
  • add this feed to my.Alltop

    OpenView Labs

  • Hiring Fail: Why So Many of Us Are Awful at Delivering Job Offers

    Katelyn LaGarde
    26 May 2015 | 12:00 pm
    Congratulations — you’ve done all of the work sourcing, screening, and interviewing your candidate for a job that’s been impossible to fill. By this point, you’ve spent hours speaking with the candidate as well as your team and stakeholders to ensure you’ve found the right fit not just for the position, but for your company and the culture, too. The candidate is interested, excited, and ready to commit to the role. You’re thinking you’ve finally nailed this hire. But when you deliver the offer, suddenly, something goes wrong — the candidate declines. How is it…
  • Practical Web Scraping for Sales & Leads

    Matt Smith
    26 May 2015 | 5:30 am
    Editor’s Note: This is a guest post by Matt Smith creator of The Predictable Revenue Bundle, a bundle designed to help any salesperson leverage the tools and training of Silicon Valley’s best sales teams. Web scraping has become a key activity for both the sales and marketing departments in last few years. In this post, I will give you a few practical ways to leverage scraping in your day-to-day. One of the best parts of scraping in 2015 is that the tools have become easy and free. Enter Import.io. Scraping Use Case #1 Scenario: You are executing a local event/conference in Phoenix,…
  • Should All SaaS Leaders (Not Just Sales) Have Variable Comp?

    Jonathan Crowe
    22 May 2015 | 6:00 am
    Is the secret key to 100% year-over-year growth making sure every single leader in your company, no matter what department, has some form of variable comp? Sure, commissions, quotas, and variable compensation plans are the norm for most sales teams, but if those motivational tools are so effective, why aren’t we using them to drive performance across our entire organizations? That’s the question SaaS expert Jason Lemkin posed during a recent OpenView webinar on How to Build a Winning SaaS Sales Team. “I believe that everyone who has a direct influence on revenue should have…
  • Work Here, Not There: How Startups Can Win Against Enterprises

    Rose O'Connell
    21 May 2015 | 10:00 am
    Startups have a great deal of competition when it comes to compensation and benefits. Sure, the quick selling points are effective: fast-paced, agile environments that provide employees the opportunity to make a direct impact and drive real change. But they unfortunately don’t make recruiting against bigger players with deeper pockets any easier. No matter location, skillset, or level of seniority, candidates are in the driver’s seat when it comes to evaluating and accepting job offers. Compensation, benefits, and other special incentives have essentially become table stakes. These…
  • Blurred Lines: Today’s B2B Customers Expect B2C Experiences

    Bill Price
    21 May 2015 | 7:00 am
    Earlier this year, we had the opportunity to host a book launch event for one of our senior advisors, Bill Price, whose new book Your Customer Rules! Delivering the Me2B Experiences that Today’s Customers Demand delves into the profound impact innovations in technology and customer empowerment have had on the way we approach customer service and support. In an hour-long Q&A session, Bill drew on his years of experience as a customer experience expert, including his role serving as Amazon’s first VP of Global Customer Service, to provide his take on a range of topics,…
  • add this feed to my.Alltop

    Jill Konrath's Fresh Sales Strategies

  • 3 Early Bird Tactics to Uncover New Sales Opportunities

    21 May 2015 | 7:59 am
    Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors. Research shows that one of the best ways to do this is by being an early bird: Forrester Research discovered that the first vendor to reach a prospect and set the buying vision has a 74% close rate.  InsideSales found that 50% of sales opportunities go to the first salesperson to contact a prospect. Most salespeople spend their time chasing prospects who are actively involved in making a decision. If you join them, your chances of winning are slim. Instead, go…
  • Don't Miss This if You're Thinking of Changing Jobs

    14 May 2015 | 8:03 am
    68% of salespeople* are open to changing jobs this year. Are you one of them? 
  • Sales Motivation I Can’t Live Without

    5 May 2015 | 8:05 am
    Whenever I think about sales motivation, I always remember this chance meeting: Years ago at a networking event, a stranger handed me his business card. When I glanced down at it, I was surprised to see that it didn't have the standard name, company and contact info. Instead the card said:
  • The Root Cause of Many Lost Sales Opportunities

    30 Apr 2015 | 8:19 am
    We were staying at a lovely golf resort in St. George, Utah, but that's not what we were playing. Instead, when checking out the pool area, my husband and I discovered an outdoor ping pong table.
  • Don't Miss this Free Sales Acceleration Summit

    28 Apr 2015 | 8:32 am
    Last year over 20,000 people signed up for this free online summit on May 7th. Even if you're busy that day, you'll want to register for it. Why? Great content AND you can listen in later. 
 
  • add this feed to my.Alltop

    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Time For Our Annual 5 Question Survey

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

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

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

    Miles Austin
    23 Apr 2015 | 11:29 am
    A group of fish is called a school. A group of lions is called a pride. So what would you call a group of the sales and marketing industries’ top authors, speakers, trainers, and thought leaders? You’d call it the SALES ACCELERATION SUMMIT Something for everyone, at every experience level and in every industry. If you sell – you need to register for this FREE video training. Some of the brightest minds in sales and marketing will share their secrets in a rapidfire series of online presentations all on one day, Thursday, May 7 th . The first summit in June of 2013 attracted more than…
  • New Video Tool Creates High Quality Results

    Miles Austin
    21 Apr 2015 | 8:05 am
    Video is the most effective format for communicating your ideas online. This new video tool creates high-quality results with all the bells & whistles. and should be on your acquisition short list. It incorporates the featues of a handful of other popular video tools into one system. Video Motion Pro is a breakthrough video tool that will be generating lots of buzz. This tool is going live and available to purchase at 11:00 am Eastern on Tuesday, April 21st. The pricing will increase over the launch week, so if you want to save some money and get ahead of the pack for once, click here…
  • add this feed to my.Alltop

    the funnelholic

  • The Most Important Social Selling Lesson an Inside Sales Rep Can Learn

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

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

    Craig Rosenberg
    16 Apr 2015 | 3:32 pm
    This guest post was written by Max Aschulter, CEO of Sales Hacker, a worldwide media company that specializes in helping salespeople and sales organizations leverage technology to become more efficient sales machines. He recently wrote a book showcasing his unique process including over 150 tools to use, called Hacking Sales. Here it is: At the end of 2014 I wrote my bold predictions article for 2015, the key being The Year of the SDR.  But one of my predictions was Extensions Galore. With there being so many awesome new tools available for salespeople, many companies are trying to figure…
  • Key Findings from 6.4 Million Sales Emails

    Craig Rosenberg
    24 Feb 2015 | 6:26 am
    Have you ever had a sales person come up and ask, “what do you think about this new prospecting template I came up with Boss?” The answer is obvious. “I don’t know. Test it.” That’s the great thing about so many aspects of sales. Gut instinct is necessary; however, the data can be such a guide for best practices. Being a data geek myself, I got pretty excited when one of the data scientists here on the Signals team analyzed the results of 6.4 million sales emails. The full report is here.  Below are three observations I found to be interesting. Observation 1: What’s the best…
  • No Pain, No Gain: Another Tip from Stu Silverman

    Craig Rosenberg
    19 Feb 2015 | 10:17 am
    Another tip I learned from my mentor Stu Silverman.  In case you missed my previous Stu Silverman-ism and Stu’s background; please read Focus on the Nut of the Job. In sum, Stu has been one of the most influential people in my life. As CEO of our small consultancy, he was the primary sales person. He rarely if ever lost deals and he absolutely NEVER discounted. When you meet him, your first impression will not be that of a natural sales person. Passionate = yes. Sales person = not necessarily. We were selling very expensive consulting services to build sales development and inside…
  • add this feed to my.Alltop

    C-Level, Relationship Selling Blog

  • C-Suite Selling Is Where You Will Win the Sale and Cross Sales

    Sam Manfer
    13 May 2015 | 11:55 am
    C-Suite selling is how you will gain significant advantages. C-Suite selling is how will get the most accurate information, the most honest feedback and the most expeditious actions required to attain the final yes.
  • Selling to C-Suite Executives Requires Having Their Backs

    Sam Manfer
    16 Apr 2015 | 10:28 am
    C-Level and C-Suite Executives really value solutions that protect or enhance their careers. That is, what make them look good? What helps them with their jobs? What solves their problems? What helps them keep their jobs, and what gets them promoted? C-Level and C-Suite Executives care less about the lowest price, or competitive features.
  • The Process of Networking to C-Levels and C-Suite Executives

    Sam Manfer
    27 Jan 2015 | 12:33 pm
    The Process of Networking” from Sam Manfer's book, Take Me to Your Leader is a systematic approach you can follow to get yourself RIGHT IN FRONT of C-Levels and C-Suite executives - the decision makers, who approve your sales.
  • Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates

    Sam Manfer
    31 Dec 2014 | 2:42 pm
    Today's sales nugget from Sam Manfer's book, Take Me to Your Leaders, will help you learn who truly holds the reins when sales interest wane and sales decisions stall.
  • Sales Management III - What Works

    Sam Manfer
    17 Oct 2014 | 11:19 am
    Learn from this article what works in sales management and how to implement it, one piece at a time. What works in sales management is making your sales process efficient and effective. It allows you to use your time and your CRM (if you have one) proactively to control your sales team and always know what’s about to happen, rather than learning after the fact occurrences.
 
  • add this feed to my.Alltop

    Bill Caskey

  • What You Can Learn About Achievement From The Stacey Dash Interview?

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

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

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

    Travis
    17 Apr 2015 | 8:55 am
    Ability and Capability are typical used synonymously but they do have one big difference. Capability is the future, is a person capable of doing more than what they are doing now? We need to spend more time on Capability and what we are Capable of doing.   The post Ability VS. Capability appeared first on Bill Caskey.
  • The Problem With Idea Generation – And a Solution

    Bill Caskey
    15 Apr 2015 | 10:05 am
    More ideas are not better. I know there is a saying, “If you want to come up with a great idea, come up with lots of ideas.” But I see Presidents and Salespeople generate idea after idea – and yet have little to show for them. So what happens. Here’s my take. My sense is that the person that has the idea (the creator) is seldom the person who will implement the idea and bring it to profit. I didn’t say “never,” I said seldom. So the idea-creator needs to have either a) someone around him/her who can flesh out the idea before investing too much time…
  • add this feed to my.Alltop

    Inside Sales Experts Blog

  • Should You Replace Your SDRs with Automation?

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

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

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

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

    10 Feb 2015 | 4:46 am
    What happens when 342 SaaS companies share key metrics for their inside sales closers (AE, ISRs, etc.)?Forty-six pages of analysis, metrics, comp data, and trends. I'm extremely happy to share our new research report: 2015 Inside Sales Metrics for SaaS. A huge thank you to the community whose participation made it possible.Here's a peek at what we cover in the report. Part 1: Group Structure If you spend any time reading sales blogs, you'd think nearly every SaaS company has implemented tripod role specialization: SDR, closer, and farmer. Turns out the reality is closer to 4 in 10. As you…
  • add this feed to my.Alltop

    The Sales Leader

  • Get Your Mind Right!

    Colleen Francis
    26 May 2015 | 8:00 am
    Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits. If there’s one quality every successful salesperson can share, it’s their overall mindset for success. I […]
  • Sales Tip: The Right Way to Deliver a Proposal

    Colleen Francis
    22 May 2015 | 9:19 am
    I’m a little shocked and appalled by the poor practice I discuss in this week’s video sales tip. Make sure you’re not making the same mistake. Avoid common sales mistakes and implement useful sales strategies instead. Get your copy of Nonstop Sales Boom!
  • Immune to Sales Coaching?

    Colleen Francis
    21 May 2015 | 8:00 am
    They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices. I’ve noticed that many executives are on the fence about whether or not to coach top performers. Let me clear […]
  • I Hire Only Experienced People, I Don’t Need To Train Them

    Colleen Francis
    20 May 2015 | 6:00 am
    Today I’ll share the pros of coaching your sellers – even your top sellers – regularly.
  • Build a Connection!

    Colleen Francis
    19 May 2015 | 8:00 am
    You offer a great service and haven’t received any complaints. Yet, you still feel a void between yourself and your client. Emails and calls are short and to the point, and you may even feel anxious about your client ending the business relationship unexpectedly. You never really know where you stand with your client, professionally […]
 
  • add this feed to my.Alltop

    Marketo Marketing Blog

  • [Infographic] Go Mobile and Responsive…Or Go Home!

    Dayna Rothman
    26 May 2015 | 5:30 am
    Author: Dayna RothmanThe evolution of search puts Google’s latest algorithm into perspective—the internet is expanding and the need for ranking is crucial. And businesses need to go mobile fast, or they risk losing out. A great place to start with your mobile marketing is responsive design for your website. Responsive design is a modern approach to design that ensures your content is readable and consumable on any device, such as your desktop computer, tablet, or mobile phone. Using responsive design on your website has the following key benefits: Search Engine Preferred: Google simply…
  • Referral Marketing: Catapulting SaaS Businesses to the Next Level

    Laxman Papineni
    22 May 2015 | 5:30 am
    Author: Laxman PapineniWhen was the first time you hopped on an Uber? Chances are that you did so after a friend recommended its services. It’s true that we all tend to highly value a recommendation when it comes from friends or acquaintances. A lot has changed since the first Software-as-a-Service (SaaS) venture came into being, and if we go by its growing popularity and acceptability, one can clearly say that this industry is on a roll. Though there are various sales and marketing tactics that may have sprinted its growth, referral marketing is the one that stands out. A study done…
  • Dot Your I’s and Cross Your T’s: Don’t Let Copyright Law Be Used Against Your Content Marketing

    David Lizerbram
    21 May 2015 | 5:30 am
    Author: David LizerbramImagine you’re a marketer at GMO-free Food Co, a company that sells organic, GMO-free snacks. You want to create content on your WordPress blog to educate your potential customers about the benefits of your products. This strategy includes discussing your company’s position about GMO foods—namely, that they’re unhealthy and bad for the environment. (Maybe that’s true—or maybe not—but it’s your company’s position). You’re doing your research and you come across an interview with a scientist from a company that manufactures GMO foods (aka the enemy).
  • Top Trends: How Immersive Marketing Can Help You Tell a 360 Degree Story

    Sesame Mish
    20 May 2015 | 5:30 am
    Author: Sesame MishThe scene: interior, daytime, Milan. Two empty mint green dining chairs sit next to each other. Pale sunlight bounces off the 1950s-era silver napkin dispenser on a square blue table. An old jukebox featuring classic Italian crooners leans against the wood-paneled wall next to a pair of pinball machines. The pink speckles on the floor match the pink sugar packets, each of which is labeled in elegant cursive with the name: Bar Luce. The whole scene is quirky, adorable, and unbelievably Instagram-able. A customer enters. “Is this a dream?” she asks. “No,” whispers the…
  • Introducing The Definitive Guide To Mobile Marketing

    Ellen Gomes
    19 May 2015 | 5:30 am
    Author: Ellen GomesMobile devices have become an integral part of our lives. In fact, 44% of cellphone owners sleep with their phones next to their beds so they won’t miss a thing. We’re willing to bet that this number is steadily increasing. Why? Because mobile devices are increasingly important to people, especially as device capabilities have expanded—replacing our calendars, phone books, home phones, physical maps, etc. As a marketing channel that commands plenty of dedicated attention, it’s vital that marketers understand how to effectively market on mobile. Mobile is quite…
  • add this feed to my.Alltop

    The Sales Blog

  • Remember the Heroes

    S. Anthony Iannarino
    25 May 2015 | 6:09 pm
    The time to protest a war is before it begins. If you disagree with the war on whatever grounds, you should call your Congressman, write the President, and march in the street holding up signs. You should make your voice heard (and as loudly as possible). That is your right and your duty. But once the war has begun, the time for protest is over. You have to support the decision and work to end it as quickly as possible (something we in the United States aren’t at all very good at). The decision is made, and the soldiers in harms way require your support to complete their missions. Protests…
  • What I Learned Washing Dishes

    S. Anthony Iannarino
    24 May 2015 | 6:00 pm
    My very first job was washing dishes at a huge banquet center. I was 13 years old, and I desperately wanted the money. I worked every hour available, which meant most weekdays, all day Saturday until late into the night, as well as Sunday until late evening. I loved working (and still do). Hard Work Is a Matter of Perception There were two kinds of dishwashers. The first kind didn’t want to work spraying the dishes and loading them on the tray to push them into the dishwasher. It was disgusting, and you would be drenched by the end of the shift. The second kind didn’t want to work at the…
  • The Hustler’s Playbook: Energy Is Critical

    S. Anthony Iannarino
    23 May 2015 | 6:33 pm
    There is one critical ingredient necessary to hustling and producing. If you have this ingredient (and many don’t), you will have a distinct competitive advantage. If you are lacking it, you will quickly find yourself among the non-hustlers. That one ingredient is energy. Physical Energy You need physical energy to hustle. Your capacity for work is determined by how much energy you have. The more energy you have, the greater your potential for work. Some hustlers are born hard-wired with endless physical energy. They have what seems like an never-ending power supply that allows them go…
  • The Minimum Effective Amount of Preparation to Prospect

    S. Anthony Iannarino
    23 May 2015 | 7:46 am
    You need to be prepared to prospect. But not as much as you might think. The first thing you need to know to begin prospecting is your company’s value proposition. What problems does your company solve? How do you solve those problems? What are the three or four main differentiators that allow you to make a difference and that compel your client to choose you over your competitors? When you can answer these questions, you know enough about your company to begin prospecting. The second thing you need to know is who your target clients are, your dream clients. You need a list of dream clients…
  • 4 Ways to Create Competitive Advantage

    S. Anthony Iannarino
    21 May 2015 | 6:00 pm
    You want to tilt the playing field in your direction. Here are four (of many ways) you can personally create a competitive advantage: Work Harder: No one can outwork you without you allowing it. If you are getting out-hustled, that’s on you. You control how much work you do. You control how much of an effort you make. You control whether or not you produce excellence or mediocrity. If your competitor is beating you here, you are allowing it to happen. You create an advantage for you and your company when you work harder. Get There First: You need to prospect (social media isn’t very…
  • add this feed to my.Alltop

    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Time For Our Annual 5 Question Survey

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

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

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

    Miles Austin
    23 Apr 2015 | 11:29 am
    A group of fish is called a school. A group of lions is called a pride. So what would you call a group of the sales and marketing industries’ top authors, speakers, trainers, and thought leaders? You’d call it the SALES ACCELERATION SUMMIT Something for everyone, at every experience level and in every industry. If you sell – you need to register for this FREE video training. Some of the brightest minds in sales and marketing will share their secrets in a rapidfire series of online presentations all on one day, Thursday, May 7 th . The first summit in June of 2013 attracted more than…
  • New Video Tool Creates High Quality Results

    Miles Austin
    21 Apr 2015 | 8:05 am
    Video is the most effective format for communicating your ideas online. This new video tool creates high-quality results with all the bells & whistles. and should be on your acquisition short list. It incorporates the featues of a handful of other popular video tools into one system. Video Motion Pro is a breakthrough video tool that will be generating lots of buzz. This tool is going live and available to purchase at 11:00 am Eastern on Tuesday, April 21st. The pricing will increase over the launch week, so if you want to save some money and get ahead of the pack for once, click here…
 
  • add this feed to my.Alltop

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

  • The 9 Immutable Rules of Engagement in #SocialSelling [with INFOGRAPHIC]

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

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

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

    Shane Gibson
    22 Apr 2015 | 8:10 am
    What happens when 30+ sales thought leaders and sales authors get together to talk about the future of selling on Twitter? 1100+ Tweets, 129 engaged participants and a ton of sales wisdom and insights to share. With 1100 tweets it got a little challenging to follow the conversation but I managed to pull some of the great answers from the tribe. By no means is this totally inclusive, you’re going to have to search #salestribe on Twitter to see the whole conversation, but here are the highlights: Also here’s some quick high-level stats on the size and reach of the chat. Stay tuned…
  • The Future of Selling #SalesTribe Twitter Chat April 21st!

    Shane Gibson
    10 Apr 2015 | 3:10 pm
    Join us on April 21st to talk about the Future of Selling I’m honoured and excited to be part of a Twitter chat on this month along with over 30 leading sales authors and thought leaders. It will be held on April 21st 2015 10 am Pacific / 1 pm Eastern The future of selling Twitter sales chat. For the first time we are bringing together over 30 leading sales authors and thought leaders to share their insights on the future of selling. This fast paced hour long Twitter chat will discuss: How to Win with Social Selling The latest sales apps and tech tools Is Cold calling really dead?
  • add this feed to my.Alltop

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

  • How to Learn About a New Market (Fast)

    Ian
    25 May 2015 | 3:00 pm
    This week’s marketing Q&A question is from Shakya – and it’s about the tricky issue of learning about what your target clients want and need if you’re new to the market. Great marketing is based on deep understanding of your ideal clients. But if you’re in startup mode or changing your focus you often don’t have a bunch of existing clients you can quiz or an easy way of tapping in to the market. In this video I share three practical methods of building your understanding of a new market so you can get your marketing and your products and services spot…
  • [Case Study] A Lead Magnet And Follow Up Strategy For Service Businesses

    Ian
    19 May 2015 | 7:15 pm
    Using a Lead Magnet: a Free Report or Checklist or Template or Video to attract potential clients and then following up with email marketing is a proven strategy that quite simply works. Its obvious use is for “education” businesses. People who sell consulting, coaching, training or other services where your potential clients want to know how to do what you’re an expert in. So your lead magnet and emails to them can share tips and strategies in that area that help them, educate them and demonstrate your credibility. However with other services businesses it’s trickier…
  • How To Stand Out From The Crowd: 2-Step Differentiation

    Ian
    19 May 2015 | 7:31 am
    Hi – welcome to another Marketing Q&A Video. One of the questions I get asked the most often is “how can I stand out from the crowd?” or “how can I differentiate myself?”. No doubt you’ve read lots of articles about creating a clear USP (most probably quoting Dominos as an example despite the fact that Dominos “delivery in 30 minutes or your money back” USP ceased to be effective decades ago). The truth is, it’s darned difficult for high value product and service businesses to create compelling differentiation with our competitors in…
  • Using a Compilation Book to Win Clients

    Ian
    12 May 2015 | 5:33 pm
    There’s no doubt that being the author of a successful book can be a huge boost to your credibility and ability to win clients. But rather obviously, writing a book and getting it to bestseller status all on your own is a far from trivial task. Many people start a book and never finish. And of those that do, few manage to get it to sell well and even fewer manage to use the book to win a decent strea of new clients. In this podcast interview, “Marketing Magician” Stefan Drew shares the details of how he pulled together a bunch of friends and colleagues (me included) to…
  • Will Facebook Advertising Work For Me?

    Ian
    27 Apr 2015 | 8:37 pm
    Hi – welcome to another Marketing Q&A Video. A slight departure from the norm this week. Rather than answering a question sent in by one person, I’m going to look at a questions that dozens upon dozens of people asked in my recent survey on what you would want in a Facebook Advertising course. The question in various forms was “will Facebook Advertising work for me?“. So in other words we know Facebook works for consumer oriented businesses, but will it work for b2b? Or if your clients are dentists? Or lawyers? Or senior executives? The problem is that if you…
  • add this feed to my.Alltop

    Jonathan Farrington

  • The Greatest Barrier to Sales Success Is?

    Jonathan Farrington
    19 May 2015 | 10:23 pm
    The buyer-seller situation, like any human contact, is an exercise in human relations – the interplay, cause and effect of behaviour by two or more people on each other. In the buyer-seller situation, the seller must be responsible for shaping mutual behaviour – someone has to take the lead. At the start of the relationship, […]
  • I Like You Because You Are Like Me

    Jonathan Farrington
    13 May 2015 | 11:05 pm
    I was chatting to a good pal towards the end of last year and we were discussing the characteristics of effective networkers – and let’s face it, we all need to be effective with our networking activities these days, don’t we? I advanced a theory that I had been ruminating on for some time – […]
  • It’s Time for a New Level of Realism

    Jonathan Farrington
    28 Apr 2015 | 6:12 am
    We are hurtling towards the mid-point in the “selling- season” and as all my clients will confirm at this time of year, I always urge maximum effort: I do not like the “hockey stick” syndrome; you know the one that dictates that we close the most business in the last month of the quarter, or […]
 
  • add this feed to my.Alltop

    Inside Sales Thought Leadership Blog

  • What would you say to your 21-year-old self?

    Josiane Feigon
    22 May 2015 | 5:07 pm
    Lately I’ve been wondering what I would say to my 21-year old self. You know, the one who is getting ready to graduate from that super-expensive college my parents had to mortgage their house for. So I did what I usually do each year, which is collect some of my favorite college commencement speeches. Here are my top three: Maya Rudolph speaking at Tulane University on “Saying Yes! and Creating Your Own Destiny”: “Hold on to your old friends, kiss your mama, admit what your dreams are, don’t beat yourself up if you don’t know what you are going to do…
  • #HelloHarrietTubman

    Josiane Feigon
    21 May 2015 | 10:40 am
    When 80% of women make most of the financial purchase decisions, it makes sense to see a woman’s image on our currency. Every 100 years, the image gets changed — and Andrew Jackson’s time was up. So a grassroots effort called Women On 20′s took on the “Why aren’t there any faces of women on bills?”campaign and declared that a woman’s place is on the money. After many months and thousands of votes, Harriet Tubman is the final candidate to be the face of the $20 bill. #HelloHarrietTubman. Join the virtual march of support to #DearMrPresident. …
  • Which Gatekeeper Is a Keeper?

    Josiane Feigon
    20 May 2015 | 10:33 am
    Everyone wants to talk with the C-Suite. Yet they are not only difficult,they’re also impossible to reach — and heavily protected by an army of gatekeepers. It pays big time to know who these gatekeepers are and what they’re after: 1. Tire-kicker: They come through as inbound leads and are clearly collecting data in “research” and  shopping mode. They hold low-level titles such as researcher, coordinator, administrator, intern. They have no power and influence and will be upfront about it. Don’t waste time on them, they won’t get you anywhere. 2.
  • Sales Organizations Need Alternative Management Structures

    Josiane Feigon
    15 May 2015 | 11:25 am
    Management and leadership are getting a bad rap these days. According to the Gallup’s 50-plus page report “State Of The American Manager: Analytics And Advice For Leaders,” organizations consistently choose the wrong people for management roles, and pay dearly for it through poor engagement and costly turnover — and the inevitable decline in overall performance. There’s too much damage with employees who are getting hurt or ignored, and their engagement is at an all-time low. And don’t even whisper the word “boss.” In my 2014 Trend Report, I mentioned…
  • Stop Living Your Life on a Treadmill

    Josiane Feigon
    12 May 2015 | 1:43 am
    I’m not a gym rat. Never have been and never will be. Honestly, the biggest ‘n’ baddest fitness equipment — everything from benches to ellipticals to rowers to step racks to power towers to inversion tables — just scares me. And none more than those machines with powerful motors, fast-moving belts, the ones that have been scientifically proven to burn more calories per hour than any other piece of fitness equipment and are the best-selling machines in the US, accounting for about 25% of the industry’s $77 billion in sales:  TREADMILLS. We recently lost the…
  • add this feed to my.Alltop

    EyesOnSales.com

  • Who is the real decision maker? Find out or lose the sale.

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

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

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

    editor@eyesonsales.com
    20 May 2015 | 11:30 am
    What is engagement? Better stated, how can you engage other people to become interested in you and your product or service? Dale Carnegie (How to Win Friends and Influence People) says by becoming interested in them. And he’s partially right. The reality, and the secret of engagement is that BOTH people must be mutually engaged and mutually interested, and BOTH people must be intellectually stimulated and emotionally connected. Otherwise it’s just a conversation that will be forgotten, unless the salesperson is taking notes. #notlikely. What is the secret ingredient of engagement?
  • Want to Start Making an Attitude Change? Take Attitude Actions.

    editor@eyesonsales.com
    12 May 2015 | 11:00 am
    I define attitude as, “The way you dedicate yourself to the way you think.” Think negative or think positive is a choice and a process. Negative is (unfortunately) an instinctive process. Positive is a learned self-discipline that must be studied and practiced every day. To achieve a POSITIVE attitude, or as I have named it, a “YES! Attitude,” you must take physical, verbal, and mental ACTIONS. Here are a few short chunks of attitude “awareness and actions” that will help put you (or keep you) on the positive path. 1. Admit that attitude is no one's fault…
  • add this feed to my.Alltop

    The Accidental Negotiator

  • In Negotiating, It’s Really All About The Details…

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

    drjim
    15 May 2015 | 2:00 am
    In order to get what you want out of your next negotiation, you’re going to have to have a deal bookImage Credit: Tony Hall Let’s face it: negotiating is a complicated process even before you start thinking about all of the negotiation styles and negotiating techniques that are involved. There may a number of different people involved, you may be discussing many different issues, and don’t even get me started on all of the dates and places that can be involved. Needless to say, it can be very difficult for a single person to keep all of this straight before, during, and…
  • Negotiators Need Both A Checklist And An Organizer

    drjim
    8 May 2015 | 2:00 am
    Every negotiator needs a good checklist Image Credit: AJ Cann Every negotiator should be using a deal book in order to keep track of all of the 100’s of tiny details that go on in every negotiation. So that you don’t forget or overlook anything, your deal book can act as both a checklist for the negotiation and as an organizer for your thoughts. Deciding to do this is a great first step, the challenge comes when you sit down to do it – just exactly how do you use this thing? What Goes Into A Deal Book To Help Organize A Negotiation? So let’s say that you’ve got yourself…
  • The Power Of Bringing Documentation To A Negotiation

    drjim
    1 May 2015 | 2:00 am
    Documentation is key to negotiating successImage Credit: Gerben Wierda Guess what? You’ve been asked to participate in a negotiation. Great. Now what do you need to do in order to prepare for this negotiation? One thing that you are going to want to give some thought to is just exactly how you are going to be able to convince the other side of the table that your position is the right position no matter what negotiation styles or negotiating techniques are being used. This is going to take some serious convincing. It turns out that you won’t be able to do this by yourself –…
  • Turns Out Your Face May Determine How Good Of A Negotiator You Are

    drjim
    24 Apr 2015 | 2:00 am
    The size of your face may determine how you’ll act during a negotiation Image Credit: julien haler I wish that there was a way that when I first met the other side of the negotiating table that I could instantly size them up and know what negotiation styles, negotiating techniques I should use with them. I’d like to know how they were going to approach this negotiation: were they going to be an aggressive “winner take all” negotiator or a let’s find a way to make this work” one? It turns out that some researches just might have come up with a simple way to…
 
  • add this feed to my.Alltop

    Paul Castain's Sales Playbook

  • While Your Competitor Slacks This Summer

    Paul Castain
    25 May 2015 | 6:24 pm
    While your competitor slacks this summer you could be building a powerful lead generation system! How? By attending my  online Social Selling Camp starting July 15th! Here’s What You’ll Gain By Joining Us . . . Several answers to the question “We’ve connected on a social network, now what?” specifically; How you can immediately set yourself apart from the […]
  • Holiday Weekends Can Really Suck!

    Paul Castain
    22 May 2015 | 5:50 am
    And while we’re at it, let’s add holidays in general to what I’m about to say. I obviously love the opportunity to slow down, recharge, reconnect with family and friends but I absolutely hate what a holiday weekend does to so many people in the business world. It becomes the launch pad for excuses and […]
  • Are You Part Of The 72.6% That’s Kicking Butt?

    Paul Castain
    20 May 2015 | 4:35 pm
    According to a study released by Aberdeen Group, 72.6% of salespeople using social selling as part of their sales process outperformed their sales peers and exceeded their quota 23% more often. Some see this as an opportunity to debate the usefulness/uselessness of the cold call, I see it as an opportunity to simply give the […]
  • When Social Selling Isn’t SOCIAL

    Paul Castain
    20 May 2015 | 5:55 am
    I see it time and time again. Somebody sends an invite. It’s accepted and then . . . It’s quickly mistaken as a green light to . . . Spam, launch into infomercials or perhaps some implied opt in for newsletters and such. Please hang your head if you’re doing this because it’s really wrong […]
  • A Quick Tip To Start Your Week STRONG!

    Paul Castain
    17 May 2015 | 11:55 am
    All work and no play can really make us all quite the dull boys and girls but; Even though we all agree with that statement, mixing in equal helpings of both can be a bit of a challenge. In this week’s Quick Tip I show you several ways to BLEND both and . . . […]
  • add this feed to my.Alltop

    SALESPRACTICE.COM

  • Do you have a morning routine for success?

    21 May 2015 | 11:25 am
    Do you have a routine or mental checklist of any kind that you run through every morning to start off on the right foot [...] http://www.salespractice.com/forums/t-10847.html
  • Cold calling mistakes

    16 May 2015 | 8:05 am
    What are some of the more common cold calling mistakes you know of? [...] http://www.salespractice.com/forums/t-8748.html
  • Being Nice vs. Getting Results

    12 May 2015 | 2:27 pm
    I've met a lot of very nice salespeople. Some sell a lot, some not so much. Part of being a professional at [...] http://www.salespractice.com/forums/t-1679.html
  • Are you a sales dinosaur?

    8 May 2015 | 11:41 am
    I think a sales dinosaur is anyone selling for a living whose sales practice hasn't evolved beyond pitching an offer to [...] http://www.salespractice.com/forums/t-10532.html
  • Sell More - Disengage!

    2 May 2015 | 1:22 am
    It's not a contradiction - if you want to sell more you need to disengage. That was the advice given to me eleven years [...] http://www.salespractice.com/forums/t-7648.html
  • add this feed to my.Alltop

    Your Sales Management Guru

  • Are You the Maestro of Your Sales Team?

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

    kenthoreson
    11 May 2015 | 5:09 am
    Acumen Management Group, Ltd Sales Management Audit Plan Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization PLEASE SCORE 1-5, 5= HIGH   Rate how well do you know the true or real total value of your pipeline? 1, 2, 3, 4, 5 Rate how comfortable are you that you know what percentage of the pipeline in the current category is required to ensure the current sales budget is exceeded? 1, 2, 3, 4, 5 Rate how comfortable are you that you have enough pipeline potential in the 30, 60, and 90 categories to exceed future monthly quotas?
  • Sales Management: The need for creativity

    kenthoreson
    29 Apr 2015 | 6:36 am
      Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and you could feel the attitude in the room.  In the post meeting evaluations several reactions to the programs came out:  1) The importance of understanding the various personality styles, 2) The need to be “greedy with your time/Time Management and 3) the fact that an individual’s…
  • Why Can’t I get an accurate forecast?

    kenthoreson
    23 Apr 2015 | 6:26 am
    Why can’t I get an accurate forecast? Just last week I heard that comment from a new client and he was the President of the company.  Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.  This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the…
  • 4 Measures to Find Out if Your Prospecting is Effective

    kenthoreson
    13 Apr 2015 | 6:07 am
    4 Measures To Find Out If Your Prospecting is Effective By Sean Burke CEO, KiteDesk KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. Finding prospects and nurturing them into leads is an integral part of any sales cycle. Sometimes traditional marketing efforts are not enough to keep a healthy number of prospects flowing into your pipeline. When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides…
 
  • add this feed to my.Alltop

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

  • How to Make Money Blogging (Free eBook!)

    26 May 2015 | 12:20 pm
    Download this free eBook today & learn:Necessary Traits of Successful BloggersWays to Set Your Blog Up for SuccessTips for Writing Top-Notch ContentWays to Build & Increase Your ReadershipTips for Maximizing Your Earnings with Affiliate AdvertisingTips for Selling More Sidebar AdsThe Pros and Cons of Joining and Ad NetworkWays to Use Your Blog as a Springboard to Earn Additional IncomeAbout the AuthorSay Goodbye to Survival ModeRequest Free!
  • The New Rules of Employee Advocacy

    26 May 2015 | 12:00 am
    As a new demographic of digital natives enters the workplace, businesses need to shift to meet the needs and expectations of this always-on, mobile-first generation. With the new expectations and the shortage of talent, how can employers continuously engage employees, enable them to be more successful and empower them to tell the brand's story? To further explore employee engagement and advocacy in the modern enterprise, SocialChorus partnered with Dimensional Research to survey 1,000 employees of enterprise organizations.In the 2015 Enterprise Employee Engagement Report, you'll find research…
  • Best Practices to Improve Email Opens and Drive Conversions

    22 May 2015 | 12:00 am
    Take the guesswork out of subject line testing by looking at what keywords and headline types drove the highest open rates from over 3,000 of the world's top brands. In our latest report, we highlight the impact subject lines have on conveying your brand, and why testing every campaign is crucial for success.Read the report to discover:How subject lines can influence brand perceptionAn answer to an age old subject line debate: does length matter?The subject line types and keywords that are most likely to drive subscriber engagementRequest Free!
  • 10 Quick Tips to Improve Email Delivery

    22 May 2015 | 12:00 am
    If you want to improve your email deliverability but aren't sure where to start, our quick checklist can help. Download this must-have checklist to ensure your subscribers are seeing all of your emails in the inbox with each email campaign you send.Request Free!
  • Building Channel and Employee Loyalty: Engagement Series Part 1: Rules

    21 May 2015 | 4:20 pm
    We invite you to come along with us on a journey that investigates the cornerstones of engagement - rules, rewards, communications, and technology. Those critical elements needed to build an effective incentive program that drives your employees or channel partners to higher levels of performance and greater loyalty to your brand. Each part in this series will focus on these critical elements, and we’ll look at meaningful analytics that prove your program and improve your design going forward. We’ll even take a look at identifying and…
  • add this feed to my.Alltop

    Salesjournal

  • The Importance of a Good Sales Compensation Plan

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

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

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

    caitlinhoward
    27 Mar 2015 | 8:44 am
    By Jacqueline Whitmore (Entrepreneur.com) Social media is a great place to network with clients and customers online, but each social network requires a different approach. Keep reading to learn the best way to network on Facebook, Twitter and LinkedIn. I usually shy away from using Facebook to network, but this article gives some great tips for […]
  • 5 Apps To Help You Jettison The Junk

    caitlinhoward
    27 Mar 2015 | 8:28 am
    By Doug Aamoth (Fast Company) It’s been a long winter and spring is finally here! It’s time to declutter your life, physically and digitally. Use this article to find 5 apps that will help you do just that. I especially liked the TinyScan app to help organize random papers, menus, and notes I have on my […]
  • add this feed to my.Alltop

    Peak Sales Recruiting

  • VP Sales – The #1 Mis-Hire + 5 Things A Great VP Sales Does

    Aaron Ross
    20 May 2015 | 6:59 am
    Early stage companies are painfully “misfiring by mis-hiring” the most important role on the sales team. Don’t hire one until… In Tech, The #1 Most Common Mis-hire is the VP/Head of Sales In fact, there’s a venture capitalist saying I hate that goes something like “You’ve Got to Get Past Your First VP of Sales’ Carcass” or “The Second VP of Sales Is When You Really Start Selling” or variants thereof. It especially bugs me because I’m a firm believer in hiring & training fewer, more committed people rather than taking a ‘churn and burn’ approach.
  • San Francisco vs. NYC: 3 Sales Recruiting Secrets

    Eliot Burdett
    19 May 2015 | 4:00 am
    With less than 3,000 miles between New York City and San Francisco, there is an undeniable contrast in business cultures between these two business meccas. While ‘the Big Apple’ is influenced by Wall Street’s power brokering, deal-making business strategy, San Francisco embraces the business utility created by fostering relationships. It is no surprise that these differences impact the selling cultures in these cities. What may come as a surprise to hiring managers, however, is that these differences directly influence an organization’s sales recruiting efforts. While both cities have…
  • What Top Sales Reps Do Outside of the Office

    Eliot Burdett
    13 May 2015 | 7:42 am
    After a few years of managing high achieving salespeople, I noticed that there are key differences between the best sales reps and the rest in how they conduct themselves. One of the most noticeable differences is what they did outside of the office. Simply put, the top performing reps kept working while the majority of reps, come 5pm, would leave the office and not touch any work until 9am the following morning. While unplugging at the end of the day isn’t necessarily a bad thing, I noticed the best reps were unique in the sense that they did at least one and usually all of these 5 things…
  • Hire Your Sales Dream Team: Tips From The Experts

    Eliot Burdett
    5 May 2015 | 6:10 am
    Achieving big sales is no easy feat and doing it consistently is rare. A significant piece of the sales management success recipe and one of the most challenging aspects of driving superior sales results is hiring the the right sales people. We extracted what the top sales experts had to say on sales hiring and building a high performance sales force. Their wisdom and insights bring stunning clarity for anyone interested in hiring the right sales people. Colleen Francis @engagecolleen “You say it to your sales team all the time: “ABC. Always be closing.” Well, as a sales leader,…
  • Common Denominators of Uncommonly Good Sales Organizations

    Keith Johnstone
    30 Apr 2015 | 6:33 am
    If you had the opportunity to survey a wide range of top performing sales organizations and the top performers that support their winning sales teams, you’d find some steady trends. Top organizations are organized, disciplined, and results oriented. They approach business in a structured fashion and develop and support processes that help employees maintain high standards. Top employees, in turn, excel at what they do, and thrive in an environment that recognizes their talents while holding them accountable for success. Two recent surveys provide deep insight into the characteristics of top…
 
  • add this feed to my.Alltop

    Sharon Drew Morgen

  • Meetings: The Purpose, The Pain, The Possibility

    Sharon Drew Morgen
    25 May 2015 | 8:45 am
    As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why?                                                                                The Purpose Meetings are held to accomplish a specific, beneficial outcome requiring the attendance of the right people with the right agenda. The Problem/Pain Often we end up with miscommunication, wasted time, incomplete outcomes, misunderstanding, lack of ownership and ongoing personnel issues – sometimes an indication of internal power and faulty…
  • What Makes A Decision Irrational?

    Sharon Drew Morgen
    19 May 2015 | 8:07 am
    After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used in sales, coaching, and leadership, I’m always amused when I hear anyone deem a decision ‘irrational’. Only outsiders wishing for a different outcome designate a decision as ‘irrational’. I doubt if the decision maker says to herself, “Gee! I think I’ll make an irrational decision!” I could understand her thinking it irrational after reaping surprising consequences. But not at the moment it’s being made. We all make the best decisions we can at the…
  • Why Do We Listen To Each Other?

    Sharon Drew Morgen
    9 May 2015 | 11:12 am
    What if it were true that we only understand a fraction of what others say to us? And if true, what can we do about it? As someone who has taken great pride in accurately hearing what others say, I was annoyed to discover that it’s pretty impossible for any listeners to achieve any consistent level of accuracy. The problem is not the words – we hear those, albeit we only remember them for less than 3 seconds and not in the proper order (Remember the game of Telephone we played as kids?). The problem is how we interpret them. OUR BRAINS RESTRICT ACCURACY When researching my new book What?
  • When Should a Seller Gather Information or Understand Needs?

    Sharon Drew Morgen
    4 May 2015 | 10:53 am
    Part 2: Do You want to sell? Or have someone buy? Part 1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase. It explains why the sales focus of seeking appointments, gathering information, offering solution data, and understanding needs doesn’t lead to a higher percentage of closed sales: you’re asking biased solution/problem-focused questions based on what you want to sell, and listening for problems you can resolve, that probably captures partial or incorrect data…
  • Do You Want to Sell? Or Have Someone Buy?

    Sharon Drew Morgen
    28 Apr 2015 | 8:02 am
    Part 1. Do you know the difference between how you sell and how buyers buy-and why the difference? After a conversation with my colleague Erik Luhrs (we’re developing a Lead Facilitation pilot http://guruselling.com/) I’d like to expand the definition of ‘buying’. But first, a question. Would you like to enter, influence, or understand your buyer’s buying process earlier in their process? To do so it will be helpful to better understand the differences between how you sell, and how buyers buy. SELLING VS BUYING Let me start with a made-up story: Background:…
  • add this feed to my.Alltop

    A Sales Guy | A Sales Blog | Sales Consulting

  • Do You Have This Key Skill For Selling?

    Keenan
    26 May 2015 | 8:54 am
    The best sales people have an unbelievable ability to climb into the skin of others. They have an uncanny ability to feel what others are feeling. The can sense and feel what someone is experiencing when they’re happy, sad, angry, scared, frustrated, etc. The best salespeople know when others are feeling apprehensive and how it’s affecting them. They can feel a prospects exuberance over a new product launch as much as they can feel the fear over a failed effort. Empathetic sales people can climb into the emotional suits of their customers. Great salespeople have an amazing amount…
  • How Marketing Is Screwing Up Social Marketing

    Keenan
    20 May 2015 | 8:46 am
    Hey, marketers, I have a suggestion. Reach out to some of the best social sellers in the world like, Koka Sexton, Brian Fanzo, Jack Kosakowski, Jill Rowley, Eric Mitchell, Carlos Gil, etc. and take notes. You need to learn how to social market because you’re making a mess out of it. Social marketing is just like social selling. It’s about giving, not taking. It’s about sharing, and engaging, not about asking. Social marketing operates from the same principles that social selling does, yet for some reason too many marketers just don’t get it. I got this email this…
  • What Are You Really Saying?

    Keenan
    15 May 2015 | 6:50 am
    One of my favorite quotes is; Your actions are speaking so loud, I can’t hear what you’re saying! I’m not sure why, but I’ve been saying this a lot lately. It’s easy for us to say something. It’s easy to commit to an idea, an action, a movement. What’s hard, is doing it. It’s hard putting in the work, the time, effort, taking action. Yet, that’s what everyone is watching. What are you doing? Being authentic with our voice means saying it with our actions. When our actions AND our voice are aligned, we’re being authentic and great…
  • How to Deal With Difficult Customers and Prospects

    Keenan
    12 May 2015 | 6:20 am
    This week’s show The Word was one of the best. It tackled a subject I think many sales people struggle with and that’s the difficult customer or climate. It can seem cliche, but it’s not. Customers and prospects need to work with sales people in order for a good sale to take place and when they won’t everything goes south. This episode of The Word tackles this challenge with Anthony Iannarino and Tim Ohai.  Anthony and Tim are brilliant and hit this subject exactly how I had hoped, directly and with fire. They hit on it all. When to tell a customer to beat it. Why…
  • Why High Performance Sales Teams Are a Myth

    Keenan
    8 May 2015 | 5:11 pm
    This past week I had the absolute pleasure of hangin’ with two true sales badasses, Mike Wienberg author of New Sales Simplified and Kelly Riggs author of Quit Whining and Start Selling. These guys know selling and how to build world class sales organizations. So it was a blast spending 45 minutes freestylin’ on why sales teams aren’t performing and what it takes to get them there. Anyone in sales knows how hard it is to build and maintain a highly functioning team so, breaking it down with them and sharing notes made for a great 45 minutes.   As you would expect, many…
  • add this feed to my.Alltop

    Sales Motivation and Sales Training

  • Negotiation Tips: Never Ask. Only Tell.

    TheSalesHunter
    25 May 2015 | 11:43 pm
      We’ve arrived at tip #8 in my list of things you must do when negotiating.  For the other essential tips, go to this page. When we ask, we’re saying we’re not sure of ourselves and we’re open for options. Doing this invites the other person to come back with a lower option. Be firm […]
  • Sales Motivation Video: Great Salespeople OWN the Process

    TheSalesHunter
    24 May 2015 | 11:03 pm
      Do you respond when the customer needs help? Or do you pass the responsibility on to someone else? Great salespeople own the process. They are diligent in responding when they know they should. If you want to set yourself apart from average salespeople, you have to understand what it means to own the process. Check […]
  • Freedom Comes at a Price

    TheSalesHunter
    24 May 2015 | 5:35 am
      To the families torn by the loss of a loved one, we ask, “How can we say thank you?” To the sons and daughters who never had the privilege of spending time growing up with a father or mother, we ask, “How can we say thank you?” To the sibling who played for hours […]
  • VIDEO SALES TIP: Close FASTER with Two Options

    TheSalesHunter
    23 May 2015 | 5:37 am
      Most salespeople are familiar with using two options to close a sale.  Sadly, many do it the wrong way. The tendency is to offer two dramatically different options, but a better approach is to offer two options that are only slightly different. This technique can often move the customer to a decision faster. Check out […]
  • Want to Crush Your Quota?

    TheSalesHunter
    22 May 2015 | 3:52 am
      What are the best B2B salesforce.com hacks for selling in the digital age? You have an opportunity to find out! I will be part of a tweet jam on May 28 at 2 pm Eastern with 35 other selling experts to give you the tips that can be gamechangers. Find out more about this […]
 
  • add this feed to my.Alltop

    Partners in EXCELLENCE Blog -- Making A Difference

  • How Well Do I Have To Know My Customer?

    David Brock
    26 May 2015 | 12:24 pm
        x Connect via LinkedIn Subject Message Connect  There are some interesting discussions about the amount of research required to prospect and engage customers.  Inevitably, the search is for the right answer—or probably realistically, it’s “give me the answer I want to hear.” The answer we want to hear is, “What’s the minimal amount of work I need to do to be able to contact and engage a customer?” The reality is probably something more like: It depends, and Regardless of the answer, you have to do the work. And it probably all evens…
  • Context, The Ultimate Sales Differentiator

    David Brock
    24 May 2015 | 11:45 pm
    Everyone is enthralled with content these day–Thankfully! Content’s not new, just most of the content generated sucks.  We have data sheet after data sheet, millions spent in brochures. Of course there’s always the standard corporate presentation, with the ever so important logo’s slide.  It’s usually the second or third slide and it really is a “brag slide,”  “here are all the wonderful customers that bought from us…” Fortunately, leading marketing and sales enablement folks are moving content into a new realm.  They are…
  • “The Modern Buyer Is Digitally Driven, Socially Connected…..”

    David Brock
    22 May 2015 | 11:45 pm
    There’s no doubt digital technologies and social media are changing the way we live, engage, and do business.  Their influence is huge and the growth rate continues to accelerate. I read all the stuff that says everything’s moved to the web.  I don’t disagree, but I don’t agree.  Some would have you believe all we need to do is spend our time on the web, leveraging social sites and tools like LinkedIn, Facebook, Twitter, Instagram, Tinder (oops) and others. We’re inundated with words liked Digitally Driven, Socially Connected…. Out of curiosity, I…
  • Moving Into Our “Discomfort Zones”

    David Brock
    22 May 2015 | 7:35 am
    As sales people, we get frustrated with customers that are slow, reluctant, resistant to change.  We want them to embrace change, moving forward; because moving forward presents us an opportunity to sell. But turn the mirror on ourselves, and we are as reluctant as everyone else to change. We cling to what we have always done, we resist, we stay rigidly entrenched in our comfort zones. Even when nothing is working! We may do what we have always done with greater intensity.  We may wrap a veneer of the latest technology around it, not enabling us to improve, but rather enabling us to fail…
  • The Data On Sales Success Is In!

    David Brock
    21 May 2015 | 1:09 pm
    We’ve run across some startling data on sales performance: 99% of sales reps making quota pee at least once a day! 98% of sales reps who show up for work on a regular basis are more likely to makes quota than those who never show up for work! 96% of sales people making quota, brush their teeth at least once a week. From these startling pieces of data, clearly the secret to sales success is peeing at least once a day, showing up for work, and brushing your teeth at least once a week (sorry we didn’t test daily brushing, so we don’t have that data). Frankly, much of the data…
  • add this feed to my.Alltop

    Media Sales Today

  • SMI: Spot TV Gained in April

    MST Staff
    26 May 2015 | 11:30 am
    The U.S ad market remained relatively flat in April despite being boosted by intensifying digital media revenues across programmatic, social media and video sites. Standard Media Index (SMI) said the total market rose by +1% both for the month and also for the calendar year-to-date, according to its latest report out today. Despite every other sector slowing or showing little movement for the month, digital ad bookings jumped by a healthy +21% on a year-on-year basis. While SMI recorded declines for the television sector (-6%) in April, ad revenues for spot TV and local/MSO stations attracted…
  • Pinterest-ing Tactics to Power Up Your Clients’ Social Strategies

    Amanda Reardon
    26 May 2015 | 10:00 am
    Pinterest is stepping up its game in the advertising business with a Pinteresting assortment of new ad units, features, tools and pricing mechanics for marketers. Gavin O’Malley writes in a MediaPost article that the changes stemmed from advertiser feedback after the successful launch of Pinterest’s Promoted Pins program last year. Similar to promoted posts and tweets on social giants Facebook and Twitter, Pinterest’s Promoted Pins allow advertisers to pay for their pins to show in the most relevant places to get noticed by the most consumers. And, following the current trends in social…
  • Gay Press Ad Spending Sets Record

    Kathy Crosett
    26 May 2015 | 8:00 am
    If you’re selling ads in the gay press industry, you have reason to cheer. The latest Rivendell Media report   indicates advertisers spent a record amount last year to reach consumers in this audience. The increases in this sector far outpaced ad growth in traditional consumer publications. Here’s what you need to know about the gay press market. For the past 20 years, Rivendell Media has been tracking ad spending in the gay press market. Last year, advertisers spent $405.7 million. This spending level marked a 6.4% increase over the previous year. By comparison, ad spending in the…
  • Who is the real decision maker? Find out or lose the sale

    Jeffrey Gitomer
    25 May 2015 | 11:00 pm
    The prospect tells you, “I only need one more approval and the order is yours.” For joy, for joy — the order is mine! — Eh, eh, eh  — don’t celebrate too soon. The one last person needed to approve, is the real decision maker. The boss. The guy you were supposed to be talking to in the first place. The one person who can say “no,” and there’s no possibility of reversing it. Rut-row. Throw some water on yourself, pal. This sale hangs by a thread — and what are you doing about it? Going home and bragging “it’s in the bag,” or saying over and over…
  • 42% of Digital Video Spending will go to Original Content

    Kathy Crosett
    22 May 2015 | 8:00 am
    Earlier this spring, eMarketer reported that only 4.4% of ad spending went for digital video. That may be about to change.  The Digital Video Ad Spend Report issued by the IAB last month shows that both marketers and agencies believe the format will play a key role in content marketing. The secret to content marketing success is to develop original material. This is especially true for digital video content.  The IAB report indicates that 64% of marketers will increase their financial commitment to digital video ads in the coming year. While about 35% of digital video spending was devoted…
  • add this feed to my.Alltop

    Star Results » Sales Management Blog

  • The Key to Developing Outstanding Sales Managers

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

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

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

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

    Steven A. Rosen
    9 Feb 2015 | 11:50 am
    By Steven A. Rosen January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer. How can you assess if you are on track? It is far to early to look your at sales. Go through the checklist below and see how many items you have completed to ensure that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.               The STAR 10 Point Checklist 1. Have You Identified Your 2-3 Key Success Factors? As…
 
  • add this feed to my.Alltop

    Dave Stein's Blog

  • Wow, that’s a great question!

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

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

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

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

    Dave Stein
    9 Jan 2015 | 7:47 am
    During my earliest days as a sales rep, my performance was inconsistent. I quickly learned a lot. I performed better.As a manager, the same process occurred.It did again as VP of sales. At one point, during a meeting, one of the VC’s on our board told me to, “stop the self-flagellation and start delivering some numbers.” Ouch.I learned a lot from that point going forward about selling, targets, pipelines, forecasts, hiring, channels, partners, demand generation, and all the rest.In some ways a self-employed consultant has it easy.Targets are self-imposed. No investors…
  • add this feed to my.Alltop

    Renbor Sales Solutions Inc. » Blog

  • 3 Strikes Not Out – Sales eXecution 297

    Tibor Shanto
    25 May 2015 | 12:33 am
    hairy porn girlies pics By Tibor Shanto – tibor.shanto@sellbetter.ca  One of the downsides of today’s technology driven “always connected” world, is the expectation of instant response or gratification. I watch teenagers suffer great angst and sweat profusely when one of their text or messages is not returned instantly. I see a version of this in sales, specifically prospecting, the lack of patience causing people to abandon perfectly good leads may too soon. This not only leads to a voracious appetite for leads, but creates a number of bad habits and lost deals. There seems to be…
  • Challenge The Premise – Not The Individual

    Tibor Shanto
    21 May 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Sales is all about the execution, and execution, or at least good execution, is a result of proper planning, ignore or short cut any part of that, and you will have to work harder, or miss winnable opportunities. While there are many factors contributing to the outcome of any sale, there are two that are always present, and have to be dealt with. First, the state of the buyer, are they actively looking, passively looking, (know they will need to make a purchase decision, but feel they have the “luxury” of deferring that decision for some…
  • Kill The Cold Call™ – Ep. 4 – Sales Psychology, Tactics, & Technology (#video) – Sales eXecution 296

    Tibor Shanto
    18 May 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  No, I haven’t lost my mind or support for cold calling, just doing my bit for the cause: better engagement with buyers. At first I was a bit surprised when Andrew Schiestel invited me to be part of his webcast series, is this an ambush, an attempt to slay the noble art of telephone prospecting? It was anything but, Andrew led a fine discussion on all aspects of sales and prospect engagement. You can catch a clip below. You can take in the whole episode at: https://youtu.be/FZeDmON_Bdc Tibor Shanto     
  • The Art Of Marketing – May 25, 2015

    Tibor Shanto
    16 May 2015 | 6:45 am
    The Art of Marketing – Metro Toronto Convention Centre May 25, 2015 What to EXPECT why ATTEND This one day conference features five internationally renowned bestselling authors and thought leaders, who will share an exciting blend of cutting edge thinking and real world experience on today’s most critical marketing issues. Don’t miss out on your chance to gain a competitive advantage and network with over 1,500 of Canada’s most influential marketers. Featuring: Gene Simmons Charlene Li Dr. Robert Cialdini Nir Eyal Brian Wong Develop answers to the questions currently facing your…
  • Trade In Your Sales Blinders

    Tibor Shanto
    14 May 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Sales people, including me, are plagued by a chronic challenge, one that has caused us to lose as many sales as it may have helped us win. The plague – sales blinders or self-serving selective perception. This disease affects, front line reps, managers, executives, and pundits like me and others you read, anyone who tells you they are free of plague is either lying, self-absorbed or likely both. I see it when I am out on ride alongs, sales meetings, but most amusingly in responses to posts like this. People read what they want to read, and…
  • add this feed to my.Alltop

    Jonathan E Brickman

  • Social media endorsements

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

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

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

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

    Brick
    23 Feb 2015 | 4:35 pm
    Even in the digital age, the early bird still gets the worm! If you want to improve your chances of reaching a decision maker, call early! Chances are the decision maker is in early before the chaos starts and they will pick up the phone, because no one else is in to do so. Here are some other basic, tactical skills that are still pretty handy as part of the overall sales and marketing strategy. Call before 8AM, 7:30AM or earlier is even better. Try the mobile number, this almost always works the first time so use it judiciously and make it count! Look for bounce backs with mobile numbers,…
 
  • add this feed to my.Alltop

    Anne Miller

  • Show the Love

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

    6 May 2015 | 10:56 am
    On two separate occasions last week, I saw presenters in different industries struggle with a common problem: how do you get people to listen to what is essentially an explanatory presentation? Begin with the Outcome For example, in one case , the...
  • Fun Way to Boost Presentation Confidence

    16 Apr 2015 | 10:01 am
    One of the best experiences of my life was fulfilling a lifelong fantasy: belting out a song like Barbara Streisand from a stage. Well, I didnt exactly sound like Streisand and I wasnt exactly on a big Broadway stage, but I DID sing my heart out...
  • ABT Trumps ABC in Selling

    9 Apr 2015 | 3:16 am
    Why do sales stall out after a seemingly successful meeting and demo or presentation Everything appeared on target for a win: you got the appointment; the right people were in the room; budget was available; they liked you; the need was clear. And,...
  • How to Be Unique--When You're Not?

    1 Apr 2015 | 5:20 am
    How do you present yourself when, quite frankly, your service is similar to others? My good biz pal and naming guru , Steve Rivkin, wrote an excellent article on how there is always a way to be unique. There is no such thing as a commodity, Harvard...
  • add this feed to my.Alltop

    ViewPoint | The Truth About Lead Generation

  • Changing the Sales Conversation [PowerViews LIVE Highlights]

    21 May 2015 | 5:30 am
    On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. As the internet and other fast-emerging technologies continue to make an unprecedented amount of data available to today’s new buyer, traditional sales methodologies are quickly…
  • Dead is Dead! (At Least in Sales and Marketing)

    19 May 2015 | 6:17 am
    Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead. I grew up during a time when it seemed like a lot of things were dead: Paul was dead. (The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.”) Thankfully, Sir Paul is still very much alive. Soon after, poetry was dead. Followed by chivalry. Yikes, is Batman dead? I don’t think so. Here are a few more things that are,…
  • When One Out of Ten is an Abject Marketing Program Failure

    12 May 2015 | 6:30 am
    The sales manager, Bob, said to me in a gleeful voice, full of enthusiasm and hope: “We’re winning one out of every ten of our proposals, and we’re ecstatic.” I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. But I asked him, “Why do you feel this way?”  “First of all it’s predictable. If I win one out of ten, I just have to propose enough…
  • The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

    7 May 2015 | 5:59 am
    It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. This is part two of a two-part blog. (Click here to catch up on part one.) The remaining five had some great feedback too:…
  • The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

    5 May 2015 | 7:29 am
    This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year.  There were some terrific responses and I’ll share them over the course of two blogs. First to respond was Carlos Hidalgo, CEO and Principal at ANNUITAS. He had written a blog on this very topic and was so…
  • add this feed to my.Alltop

    Results Count ... everything else is conversation.

  • Is Ron Johnson’s Enjoy your new “digital plumber” at home?

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

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

    Chris Petersen
    6 May 2015 | 8:00 am
    Top Sound Bites from around the world on the changing face of retail For those of you who regularly follow this blog, you have heard the term "omnichannel" repeatedly. If you check any major retail sources and headlines, you can't miss #omnichannel as one of the major sound bites in retail, and the dynamics impacting retail change. But, what do retailers really think about omnichannel? Is it real, or over hyped? Most importantly, what are retailers and vendors doing about omnichannel in their business? I certainly had an opportunity to review and collect a host of omnichannel sound bites in…
  • Sound Bites #2 – Omnichannel … It’s a journey not an event

    Chris Petersen
    5 May 2015 | 2:21 pm
    Top Sound Bites on what the consumer journey means for retailers Image Credit: Michal Marcol A major outcome from omnichannel consumer behavior is that shopping is a "journey" not an event! Equipped with smartphones, consumers are quite capable of doing their research anytime and everywhere … at home, on the beach, in the office. The result is that the path to purchase is no longer linear … it has become a circuitous route browsing online, checking with friends on social media, going to stores, and then showrooming with smartphones in the store aisle. For considered purchases, the…
  • Sound Bites #3 – Omnichannel Secret Sauce – 4Ws

    Chris Petersen
    4 May 2015 | 2:18 pm
    The secret sauce of omnichannel is earning the right to recommend Image Credit: PhotoStock With omnichannel, the consumer is now in charge. They decide when, where and how to research. And chances are, they have already been online several times to check features and prices. As a result, they are much more informed before they enter a store. Fact tags and POS in store have become reference points. Consumers go to stores to touch, taste, feel and evaluate products. They want a firsthand experience of what it feels like to use the product. Most importantly, they want assistance in making their…
 
  • add this feed to my.Alltop

    Rapid Learning Institute

  • Who owns sales training? (It might not be who you think)

    Michael Boyette
    26 May 2015 | 8:03 am
    In the New Economy, who owns sales training?Is it training departments, whose job it is to create and deliver training? HR, which is increasingly staking a claim to talent development? Sales organizations, who are accountable for the outcomes in the form of increased revenues? Or sales managers, who after all know their salespeople best?Or is it none of the above?The New Economy — post-industrial, post-recession and endlessly disrupted — has profoundly and permanently shifted the relationship between employers and their employees. When organizations can’t even tell what…
  • Want to boost their learning ability? Get them out of the kitchen at night

    Dave Clemens
    26 May 2015 | 6:22 am
    If you’re responsible for employee learning in your organization, one of the last concerns that would normally cross your mind would be something like this: “Hmm, I wonder what Jack, Joe and Jill are doing around midnight. Are they in the kitchen having a late snack?”And yet, new research suggests, you wouldn’t be wasting your time to wonder about the nocturnal grazing habits of your herd.That’s because eating at the wrong time of day — like in the middle of the night — disrupts memory and the ability to learn, according to this neurological research,…
  • Small Victories: A Paradigm Shift in Sales Training

    Stephen J. Meyer
    21 May 2015 | 11:28 am
    On May 7, 2015 Stephen J. Meyer, CEO of the Rapid Learning Institute joined over 80 top sales and marketing influencers for the InsideSales.com event, The Sales Acceleration Summit. Below you will find the recording of that program.Video TranscriptHi, I’m Steve Meyer, co-founder and CEO at the Rapid Learning Institute. The title of my talk is Small Victories: A New Paradigm in Sales Training.You know, I don’t think I’ve ever met a sales manager who doesn’t believe it’s REALLY important to train and develop sales reps.If you think about it, selling is just like any other skill, like…
  • Conditions like Triangle Shirtwaist still exist

    Michael Boyette
    20 May 2015 | 12:47 pm
    Sixty-nine of 72 workers at a flip-flop and slipper manufacturer in Valenzuela, Philippines, were killed on the second floor after a fire trapped them inside. Workers were apparently trying to escape via windows, but the windows were barred and workers were reportedly seen grasping the bars in an effort to shake them loose.The fire started at Kemtex Manufacturing when ground-level welders accidentally ignited flammable chemicals. The fire quickly spread, and the fire most likely blocked the exit or exits, trapping them inside.The case recalls the 1911 Triangle Shirtwaist tragedy, where 146…
  • Communication training helps managers – and their teams – be more effective

    Stephen J. Meyer
    19 May 2015 | 1:12 pm
    In a recent survey conducted by the American Management Association, HR professionals identified verbal communication as one of the skills organizations need to prioritize in their training and development programs.It’s no secret that communicating effectively is essential for any manager. But what can managers specifically do to improve their team interactions?Craig Weber, in his book Conversational Capacity: The Secret to Building Successful Teams That Perform When the Pressure Is On, argues that managers will be much more successful if they have a toolbox of concepts to help them…
  • add this feed to my.Alltop

    Sales Training Blog

  • May 14, Direct Sales Techniques for Appointment Cold Calls

    14 May 2015 | 4:02 pm
    Learn direct sales techniques for appointment setting cold calls to motivate prospects to keep listening after your introduction giving you more opportunities to gain agreement to meetings. You’ve cold called your prospect to make a sales appointment. You’ve given a brief introduction of you and your product or company. You’ve presented your reason for calling the prospect, using a potential benefit, and the prospect is still listening. So what's next? What do you do and say next to get the prospect to answer your sales questions and to keep their attention... continue reading...
  • May 9, Real Examples of Direct Sales Appointment Calls

    9 May 2015 | 9:51 am
    Use these real examples of direct sales appointment calls to make your cold calling scripts as effective as possible. To help you to create your sales appointment scripts we give you proven sales training techniques with real examples of reasons for calling used by successful professionals. When you call direct sales prospects at home you have to have a reason for calling that: Grabs their attention. Makes them listen And motivates them to move forward with you through the stages of the call. Using these real examples we explain the sales techniques used and show you a simple 3 step process…
  • May 5, How to Create Free Cold Calling Sales Appointment Scripts

    5 May 2015 | 5:09 am
    Learn how to create cold calling scripts for sales appointments with 5 pages of free sales training. Do you have an effective cold calling script for your sales appointment calls? Are you happy with the conversion rate you are currently getting? You can close more sales by increasing the number of sales appointments that you achieve from your calls. At Provensalestraining.com we give you 5 pages of free training on creating your own personalised scripts for appointment setting. The sales training uses techniques that are used by major call centres and professional sales people in a number of…
  • Apr 30, Free Sales Training Ezine Newsletter

    30 Apr 2015 | 4:40 am
    A refreshing free breeze of sales training from a working sales manager and trainer straight to your in box . The Sales Buzz from Provensalestraining.com is a brief newsletter ezine that offers a quick lesson on a sales related topic. Today you can see all the back issues, over 250, free of charge. You don’t even have to leave any details or your email address. Just click on the image right and go straight to the back issues page. If you like what you see you can ask for the Sales Buzz to be sent to your inbox each week. For that we’ll need your email address but we have a strict privacy…
  • Apr 28, How to Cold Call for Direct Sales Appointments

    28 Apr 2015 | 3:17 pm
    When cold calling direct sales prospects in their own home how do you grab their attention and keep them listeining. Phoning B2C prospects at home to make sales appointments can be really tough. They’re not as willing as B2B prospects are to take sales calls. They can see your call as an intrusion into their home and their time. Their viewpoint at the start of a call is often, ‘Not another sales call.’ If you don’t grab their attention in the first couple of sentences you lose them. You get objections and rejections and the phone can be slammed down. So what is the best way to cold…
  • add this feed to my.Alltop

    Revenue-IQ

  • Sales Intel: 4 Painful Things You Need to Know

    Chris Arlen
    8 May 2015 | 8:59 am
    Sales intel is supposed to be the intelligence that increases wins. But sales reps can never get enough of the good stuff to hit it out of the park with predictable certainty. That’s because sales intel isn’t about selling, it’s about buying. It’s about accurately understanding the people, politics, and business timing of a specific opportunity. And that’s as changeable a situation as the weather in Seattle. Here’s why: 1) The 57% Sales Rule Never heard of the 57% Sales Rule? (no one else has either, I just coined it from this article…
 
  • add this feed to my.Alltop

    TopLine Leadership » Sales Leadership Blog

  • 4 Crucial Metrics for Measuring Your Sales Managers

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

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

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

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

    Kevin Davis
    4 Feb 2015 | 10:30 am
    Ann spent years developing into a stellar sales rep for her employer, a tech company. She had a well-earned reputation for producing results far beyond expectations. Six months ago, they rewarded Ann’s hard work by promoting her to the position … The post Sun Tzu’s Tip for New Sales Managers appeared first on TopLine Leadership.
  • add this feed to my.Alltop

    VanillaSoft Blog

  • Sales by Phone, Hurricanes, Ants, and Grasshoppers

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

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

    Kevin Thornton
    13 Apr 2015 | 12:32 pm
    Do you have any Slippin’ Jimmys on your sales team? I admit it: I’m a fan of many AMC originals, and I am going to miss Better Call Saul tonight since the season finale aired last week. Last year I blogged about Mad Men’s Don Draper and the sales lessons he provides. Today I want to talk about the lessons you can learn from Better Call Saul. These lessons have to do with hiring and managing your sales team. Background on Better Call Saul Just in case you don’t watch the show, here’s the basic gist. Better Call Saul traces the evolution of James McGill into Saul Goodman, the shifty…
  • Effective Follow Up on Trade Show Leads

    Kevin Thornton
    10 Apr 2015 | 8:00 am
    If you are like me, you have already attended and/or exhibited at a few trade shows this year with more events right around the corner. You know the drill – hustle to get there, work for leads, get back to the office, then do it all again. Where sales & marketing professionals sometimes drop the ball is when they get back to the office. We get so busy preparing for the next event that we don’t always effectively follow up on the leads we got at the last show. That’s where an effective trade show follow up plan saves the day. Follow Up Waste The first thing you want to do is get your…
  • You Have to Kiss a Lot of Frogs to Find the Hot Leads… But Who Wants to do That?

    Genie Parker
    30 Mar 2015 | 12:06 pm
    In sales, we are all looking for the hot leads, but they don’t grow on trees. On the bright side, the sooner you can weed through the unqualified leads, the sooner you can get to the hot leads. In other words, you have to kiss a lot of frogs before you reach the prince (a.k.a. hot lead). If you take the proper steps to qualify and manage leads throughout the pipeline, sales reps can more successfully reach the prince and princesses and leave the frogs behind. Here are some amazing statistics: The analyst firm Yankee Group estimated that between 40% and 80% of sales leads are dropped between…
  • add this feed to my.Alltop

    Jim Logan

  • When we’re all the same, there’s nothing different — that’s the rub

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

    Jim Logan
    19 May 2015 | 9:58 am
    Being great or the best often isn’t enough. Having a wonderful product, outstanding back office support, and world-class people sometimes just Having a wonderful product, outstanding back office support, and world-class people sometimes merely readies you for business — it doesn’t put you over the top or convert prospects to customers. What you need is a compelling offer. Arguably, the most compelling of all offers is FREE. And the most complicated. Making an offer to try before you buy is the most compelling offer a business can make. A trial, introductory period, no payments for…
  • When no volume of marketing automation is going to help

    Jim Logan
    12 May 2015 | 12:04 pm
    Earlier this morning I read a white paper about marketing automation when this stat hit me — the average B2B company closes .28% of all inquiries. I don’t know how accurate that number is or what definition of an inquiry was used, but here are the first thoughts that crossed my mind after reading that statistic and thinking about a .28% close ratio: Wrong target Wrong offer This kills sales moral and wastes a lot of sales time No volume of marketing automation is going to help You have a serious problem if only .28% of all inquiries turn into customers. To have a close ratio that…
  • Is this sales tactic okay with you or does it cross the line of acceptable behavior?

    Jim Logan
    11 May 2015 | 9:52 am
    Early in my career, I worked with a salesperson who thought whatever you had to do to make a sale was okay and fair game — as long as it wasn’t illegal.  I witnessed a number of tactics that made me cringe. For example, this salesperson sat in a meeting with a F500 client days before the end of our fiscal year, a $500K quote in hand. The salesperson told the client how he was behind in quota and likely to lose his job if he didn’t get their order. The story went on to paint a picture of the impact this would have on family and career. I found myself staring down at the…
  • Ready, Aim, Aim, Aim, Aim….

    Jim Logan
    11 May 2015 | 8:38 am
    This could be a longer post, but it’s not necessary. Here’s the punchline: Sell now! It honestly amazes me the number of companies and business leaders who seemingly have no sense of urgency. I know of one company who for the past four years has been working on their marketing message and sales plan. I don’t mean refining it and constantly improving it as most businesses do — I mean spending tens of thousands of dollars with one consultant, firm, and another to restart the process time-and-again. The problem isn’t the plan, it’s the lack of execution.
 
  • add this feed to my.Alltop

    RainToday RSS Feed

  • How to Conquer Your Need for Approval and Stop Limiting Yourself

    27 May 2015 | 9:00 pm
    In this month's Q&A Coaching Call with RAIN Group Senior Enterprise Consultant Liz Rhodes, you'll learn how to get past the need for approval, and more on how exactly it can hold you back from winning the sale.
  • Talking with Customers Is Like Talking with Hostage Takers

    26 May 2015 | 4:00 am
    Hostage takers and your customers have different wants, but how you communicate with them to get to your desired result is the same. The goal is to keep the person talking. In this podcast, Mark Goulston, author of Just Listen, explains how to keep customers talking until they sell themselves on your solution.
  • 15 Dating Tips to Boost Your Sales Success

    25 May 2015 | 4:00 am
    Selling is a lot like dating. If you act like a superficial blowhard concerned about your own interests, you're sure to fail. But if you are genuine, ask questions, and show interest, success is only a matter of time. 
  • 8 Factors for a Strong Inside Sales Pipeline

    22 May 2015 | 4:00 am
    The benefits of hiring an inside sales representative may vary from great to none. Success depends on effective and consistent inside sales management. If you want to see more income from your sales pipeline, make sure management includes these eight things.  
  • Trust Takes Time—Not

    21 May 2015 | 4:00 am
    Customers are busy, which makes salespeople think brief messages devoid of personal comments are the best tactic for email messages. The opposite is true. If you use those few seconds to make a personal connection and take a risk, you can quickly encourage trust and lead to productive conversations.  
  • add this feed to my.Alltop

    amacus.net

  • Malcolm Gladwell’s 8 Keys to Having High-Value Conversations

    John Cousineau
    15 May 2015 | 3:33 pm
    Effective B2B sales people constantly uncover buyers’ stories of business challenges that need conquering. There’s much that B2B sales people can learn from journalists and other storytellers on how to do so thru conversations. Malcolm Gladwell is a journalist and … Continue reading →
  • Small Changes That Spark ‘Better’

    John Cousineau
    1 May 2015 | 4:56 pm
    In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have implications both for how to get buyers to ‘better’ their situations [by buying into a change … Continue reading →
  • Why Learning Beats Knowing in B2B Sales Productivity

    John Cousineau
    13 Apr 2015 | 1:35 pm
    In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know so much. … Continue reading →
  • How Lean is Your B2B Revenue Engine?

    John Cousineau
    2 Apr 2015 | 6:50 pm
    Authored by Ken Rowley, CRO, innovativeinfo.com [makers + providers of Amacus] In a recent post, McKinsey draws a connection between the ‘lean-manufacturing revolution’ and the belief that the same revolution is long overdue in marketing and sales. In doing so, … Continue reading →
  • Great. In B2B Sales, You’re Winning More Conversations. Now What?

    John Cousineau
    14 Mar 2015 | 11:16 am
    In B2B Business Development, good 1st conversations with buyers are the key to having more ‘next conversations’. It’s easy to say, but can be hard to do. Here’s why, and some things you can do about it. It’s often a … Continue reading →
  • add this feed to my.Alltop

    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • Your business RESULTS reflect your MINDSET

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

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

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

    Derek ODwyer
    16 Mar 2015 | 2:17 am
    Believe it or not, we are creatures of habit who dislike change, love consistency and crave security. Knowing this, why do we not focus on delivering these things to our customers. If you asked the same customer to contact each team member you have and conduct a transaction with them, the results would shock you. Some team members would be very good, others great, other brilliant, others not so good. And sometimes, this is where the problem lies. It’s not that any team member wants to deliver a poor service, its that the service being delivered by different team members is in-consistent…
  • “We’re happy where we are at” they said…

    Derek ODwyer
    7 Mar 2015 | 9:09 am
    It’s 2015, nearly 7 years since the country fell into recession, massive drops in sales and profits, ongoing battles for survival, struggles with rents, rates, materials costs, creditors, energy prices. Many firms did not survive but thousands did survive. And they continue to survive. And they continue to work very hard and they continue to pay themselves very little and they hope that one day they may be able to pay themselves a bit more. I met a business owner last week and as they outline the above situation for me, they also said they were happy where they were and did not want to…
 
  • add this feed to my.Alltop

    Daily Sales Thoughts

  • Sales Thought: Selling is a Balancing Act: Execute an Overall Strategy While working on An Account in a Consistent & Continuous Manner!

    Daily Sales Thoughts
    25 May 2015 | 1:21 pm
    2 Key Words: Continuous and Consistent! • Continuous: You must work on building a relationship that stresses long-term continuity to the customer – indicating that it’s not about this one project or one deal, but the long-term relationship. • Consistent: You have to be sure that you don’t get focused on any one aspect of the plan. Consistently focusing on all plan components that are important to the customer, not just the closing.  Inconsistency can make you seem like ALL you care about is getting that deal done.
  • Sales Thought: Goals- Objectives-Actions; Tight Linkage within the Plan Top Down & Bottom up – Ensures Sales Success

    Daily Sales Thoughts
    21 May 2015 | 3:12 pm
    Sales Planning is generally a skill that has to be developed by Sales Professionals. Not many sales people are blessed with planning as a natural skill set. By personality type, the Sales Professionals I work with typically have a “get it done now” personality type, focused on the other skills required by the Sales Profession. Sales actions are most often about getting things done to drive buying groups to a decision. As one of my consulting friends often reminds me, “Our greatest strengths as professionals become our greatest weaknesses when we over-utilize them.” The problem with…
  • Sales Thought: Get your Clients to Buy in to key Parts of the Plan to work together!

    Daily Sales Thoughts
    19 May 2015 | 3:05 pm
    To really advance the relationship to the “Next Level,” in most cases requires that we being to focus on Collaborative Planning with the Customer. This requires a change in how each side invests in the relationship: • For the Seller: It is about selling more, and in order to sell more, you are prepared to invest money and time in building out the Relationship, and ensuring customer success. • For the Buyer (Customer): It is about investing time to ensure that the Seller is successful and will continue to want to invest time. This is the true definition of Win-Win. This take the…
  • Sales Thought: If you Do Account Plans, you must use those plans to manage the Sales Process

    Daily Sales Thoughts
    18 May 2015 | 4:53 pm
    Strategic Account Planning is a time consuming activity for a Sales Team. The most important thing is that the plans be actively utilized. If not actively utilized by the sales organization and the Entire company, particularly senior sales management, they will rapidly become nothing but a Check the Box Exercise and a waste of time. Sales management needs to show that it doesn’t just give lip service to planning. A Strategic Account Plan must be in place and used by everyone from the sales person to the senior sales manager involved. If not, the Sales Team will rapidly realize that…
  • Sales Thought: Sales Process is not the Enemy. Poor Execution of Sales Process Is!

    Daily Sales Thoughts
    15 May 2015 | 11:29 am
    Selling Processes (Methodologies or whatever you want to call them!) are NOT the enemy. Poor execution of Sales Process is the problem that usually screams out for attention in many organizations. This is usually an issue of selling Companies not getting it. Many times, they are just moving so fast that they don’t really know how to bring it all together and Implement a Process that both Drives Revenue and ensures proper execution. In 2015 many people Still  think that selling is all about “Art,” “Gut Feel”, and “Winging” it. While many view it as a classic battle of art versus…
  • add this feed to my.Alltop

    Kelley Robertson: Fearless Selling Blog

  • I Hope You Don’t Use This Stupid Sales Tactic

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

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

    kelly-robertson
    4 May 2015 | 5:15 am
    On February 23rd I wrote a post and described my wife’s cancer diagnosis and explained the importance of getting back in the game after a significant defeat. Since then, my wife has undergone four chemotherapy treatments and after the third she went for a CT scan to see how effective the drug therapy had been. “Significant regression” were the words printed in the report. When we asked the oncologist what that meant we learned that the cancer in her lymph nodes had regressed by 90 percent. Ninety percent after just three treatments! You can achieve amazing results when you decide to…
  • A Simple Sales Lesson; Rock Band Style

    kelly-robertson
    27 Apr 2015 | 4:45 am
    Classic Albums Live is a Toronto-based band that earns a living playing full versions of albums from some of the most popular ‎and recognized bands. I have seen them perform twice and both times their performance has met the expectations of “note for note, cut for cut” which is their tagline and claim to fame. ‎Let’s think about what it takes to execute. One album they play is Pink Floyd’s Dark Side of the Moon. This album was on the music charts for 741 weeks‎ (that’s more than 14 years!) and sold more than 50 million copies. With that kind of recognition, you know…
  • 5 Proven Strategies to Earn a Prospect’s Trust

    kelly-robertson
    17 Apr 2015 | 2:31 am
    Earning a prospect or customer’s trust and respect is something that top sales people consistently manage to achieve. Learn 5 strategies to earn that trust… Here are five ways to earn a prospect’s trust… Respect their time Every person you call upon is busy, just like you are. Demonstrate that you respect their time by asking, “Is this still a good time to talk?” or “We scheduled 60 minutes for today’s meeting; does that still work for you?” Call or show up on time Sounds simple, doesn’t it? Yet, I’m constantly surprised how many times a customer or prospect…
  • add this feed to my.Alltop

    Sales Coaching Blog

  • Sales Leaders and Humankind: Ask Hard Questions!

    21 May 2015 | 8:41 pm
    “You work where?” I was asked numerous times at my recent graduation party.  “The EcSell Institute.” I’d answer.  These are examples of how I usually explain what Ecsell does: “We help sales departments maximize sales, and more importantly how to maximize sales team performance.”  If I get a quizzical look I dumb it down to this: “We give sales managers and sales leaders the tools they need to be successful.”  If I get an intriguing look I’ll add this: “We have even created a sales coaching cloud called ONE-UP which is able to track and measure high…
  • Social Selling: The big arrow in your reps quiver

    18 May 2015 | 12:02 pm
    If you are not familiar with Amar Sheth and Sales for Life, it is time to get acquainted. At the recent EcSell Institute Sales Coaching Summit, the EcSell community had the pleasure of hearing Amar evangelize the value and relevance of Social Selling. The audience was engaged, mostly in taking notes, because they learned that only 28% of B2B sellers are using social selling. What an amazing opportunity for them to gain market share, build pipeline, and gain a huge competitive advantage right now.
  • No Spectators Allowed!

    11 May 2015 | 8:32 am
     Dr. Clinton Longnecker inspired the audience last week during the EcSell Institute's 2015 Spring Sales Coaching Summit in Scottsdale, AZ. It was just too good not to share with you today!  His message focused on the challenge that everyone is busy...but busy doing what?  How can leaders get better results in a shorter period of time? We are all working hard to do the right things to cause higher levels of performance. Our organizations look to us to make a difference...but we need to learn faster. Organizations that adapt quicker than their competitors are the ones that come…
  • Summit Speaker Recap: Rochelle Carrington and the Power of Positive Self-Talk

    11 May 2015 | 8:27 am
    The average person has between 50,000 and 80,000 thoughts a day, and an alarming 80% of them are negative, according to Rochelle Carrington who spoke at last week’s EcSell Institute sales coaching summit. Rochelle spent over two decades in sales and sales management, and now works in training other sales professionals how to become more effective. During her career, she continually saw the impact that both negative and positive self-talk can have on the performance of a sales team. According to Rochelle, about 90% of our happiness is predicted by how we process the world, while only 10% is…
  • Coaching Measured: Sales Leaders are Missing 50% of Critical Performance Data

    10 May 2015 | 1:13 pm
    Coaching not measured is a soft skill.  Coaching objectively measured becomes a vital sales performance metric. Imagine playing multiple games of solitaire—with real playing cards—not on your tablet. You get close, but after several games you have not yet won and are now getting frustrated. One more game is what you commit and it starts off well; you immediately get three aces up top, three kings are also turned over, followed by queens, jacks and 10’s.  You say to yourself, “finally,” but as you again go through the deck you only place a single card up top, and when the…
 
  • add this feed to my.Alltop

    Sales Enablement Perspectives

  • What If Efficiency Is Not Your Problem?

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

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

    Tamara Schenk
    26 Apr 2015 | 11:46 pm
    Sailing the ocean requires mechanics and dynamics. What you learn as a sailor are various mechanics – what to do and how to do it on the ship. You have to become an experienced practitioner to be ready to sail the ocean. In addition, you learn the essentials of how to navigate, first in theory, later in practice. You build your sailing experience on all the things you can control – managing the sailing mechanics – and on your ability to navigate nature’s dynamics successfully. Mechanics describe precisely in which way something is done or operated. Imagine the steps (mechanics) you…
  • Sharing, Participating, Contributing – The Knowledge Shareconomy

    Tamara Schenk
    19 Apr 2015 | 11:55 pm
    “The more we share, the more we have.” ̶  Leonard Nimoy This is not only true for our personal lives, but for professional selling as well. But changing to a sharing and learning organization is more challenging in sales than in other functions, because for decades salespeople have the habit of hoarding their knowledge. Sharing is a cultural shift that’s triggered by information symmetry on the Internet, by people’s increasing sense of limited resources on Earth, by information technology that empowers people to connect together on various platforms and by a broader economic…
  • Why Being An Expert Requires Expertise To Make A Difference

    Tamara Schenk
    13 Apr 2015 | 12:20 am
    “The top experts in the world are ardent students. The day you stop learning, you’re definitely not an expert.” –Brendon Burchard What is an expert in sales?  Often experts in sales are considered as people with in–depth knowledge about a provider’s products and capabilities. Experts in sales often have specific titles, such as solution sales, presales or sales engineers. What about the customer knowledge? How relevant are competencies to being an expert in sales? In today’s complex and continuously changing world, defining what an expert in sales really means becomes a…
  • add this feed to my.Alltop

    Pipedrive Blog » Sales Tips

  • 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% 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…
  • Why New Year’s Resolutions Are Great – If You Make Them Great

    Peep Vain
    30 Dec 2014 | 1:18 am
    Will 2015 be a truly great year for you? No, really. There’s no reason for it not to be great. There’s a point around midnight on New Year’s Eve when you can almost smell everything the new year has to offer, and yet many of us end up having a year that is not bad, but also not great. Now, how can you achieve genuine results from New Year’s resolutions? The short answer is: people usually talk the talk, but don’t walk the walk because New Year’s resolutions aren’t ordinary decisions. There’s no clarity, certainty, right motivation, or commitment involved, and this makes it…
  • How Increasing Sales Velocity Will Radically Improve Your Sales Results

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

    Margie Albert

  • Breaking Broadcast News – The Dr. Is In

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

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

    Margie Albert
    23 Apr 2015 | 12:48 pm
    In February my husband and I decided to cancel our expensive health club membership. We expected to be billed for February but we were billed through April. When I questioned what was happening – well, that’s when the “fun” began. I stopped by the Club and was told I had to speak to a specific person who was not in. I should call her the next day – not “may I have her call you tomorrow?”  I called her and she decided to tell me immediately about their policy which went into billing cycles, the fact that my husband canceled his membership before I canceled mine, blah, blah,…
  • Breaking Broadcast News – how to lose great salespeople

    Margie Albert
    13 Apr 2015 | 2:44 pm
    Finding and retaining great Broadcast Salespeople is becoming harder daily. Here are a few sure-fire ways to drive your good ones away: Changing commission plans frequently Reducing commissions if a salesperson produces big sales – that’s punishment! Refusing to compensate salespeople on profits verses dollar amount – commission rates should be based on what you want sold Making salespeople spend more time in the office doing reports, paperwork, and other tasks that could be handled by an assistant Hiring just to fill positions – “need people on the street” attitude demoralizes…
  • Breaking Broadcast News – Unique?

    Margie Albert
    2 Apr 2015 | 11:37 am
    Have you ever thought about what makes you as a TV station or a Sales Manager or an AE unique? In fact, are you really unique? What do you do that is so different? And if you aren’t truly unique how can you have a competitive advantage? Many of us have spent the bulk of our careers lowering the expectations of our advertisers. Now don’t get defensive!! Think about it. We post to 90%, we offer make goods or credits rather than honoring the initial buy, we don’t guarantee results (only 90% of points purchased!), and we get irritated when the “cost per pointer sisters” beat us up. In…
 
  • add this feed to my.Alltop

    Theresa Delgado

  • Building Your Brand: What to Do to Be Unique in Your Industry

    Theresa Delgado
    26 May 2015 | 7:00 am
    Branding is about standing out! Branding is breaking the status quo and leading, or as Phil Bowyer calls it Breaking Rules. OK, so what does all that mean? The Three Components of Branding: Your Message Your Personality How You Deliver Your Message Learn how to…Build A Professional Network with your Brand. You can’t do it alone. Part of building your brand is sharing unique content from others in your industry. Remember, this isn’t about you it’s about your audience and their needs. Sharing something that will help them will build trust with them, and will create a camaraderie…
  • What Makes Your Services Unique?

    Theresa Delgado
    21 May 2015 | 7:00 am
    How are you different from your competition? What sets you apart? Not sure? Knowing what makes your services unique can help you connect with your current customers and attract new ones. We’re talking about your USP – Unique Selling Proposition. Understanding your unique value is an important part of creating a compelling, and effective, sales presentation. Service providers are lucky. They are given and abundance of opportunity to set themselves apart from their competition. And it’s fortunate for you that your competition probably isn’t doing anything about it. Many service…
  • Why Do Your Customers Buy From You?

    Theresa Delgado
    8 May 2015 | 7:00 am
    Why do your customers buy from you? Do you know why your customers are actually your customers? The exact specifics. Do you know what motivated their purchases and why they keep coming back for your services? And, not going to your competition? It could be anything; your prices, your winning personality, or it could be that they really dislike your competition. Knowing why your customers buy from you helps you fine tune your sales message to tap into those triggers. Unfortunately, if you don’t know why they’re buying from you, you can’t leverage that information and, in fact, you could…
  • New Help for the Not So Perfect Sales Funnel

    Theresa Delgado
    1 May 2015 | 7:00 am
    Every business needs a sales funnel if they want to succeed in their marketing efforts. So many businesses do not create a plan when it comes to marketing. Instead they do what everyone else is doing or what they feel is easiest or cheapest, without knowing whether or not it actually works. Sales funnels help business owners know how many potential customers they have, where they come from, and how they’re going to be brought into the product cycle. What is a Sales Funnel? Essentially, a sales funnel (or any funnel) provides a way for you to look at your model visually. It will show at a…
  • The Art of Selling High-Ticket Products

    Theresa Delgado
    23 Apr 2015 | 7:00 am
    Earning money selling low and mid-priced products can be very lucrative. If you work hard, churn out regular products, market and promote and repeat, you can make a good living. However, most business owners are leaving a lot of money on the table by not selling high-ticket products. When it comes to promoting products, most people stop just before the high-ticket items when creating their product funnel. Their funnel might look like this: List subscription > freebie download > 19-dollar eBook > 49-dollar small-priced item > 197-dollar mid-priced item… and then that’s…
  • add this feed to my.Alltop

    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 resign ... Read More » The post The Complete Guide To Finding Any Email Address: Tools, Tips, Tactics, And More appeared first on the Yesware Blog.
  • Infographic: Mobile vs Desktop Email Behavior At Work

    Bernie Reeder
    7 May 2015 | 10:04 am
    Where do you read your email?To answer that question, we researched desktop and mobile email habits over the course of ... Read More » The post Infographic: Mobile vs Desktop Email Behavior At Work appeared first on the Yesware Blog.
  • The 7 Factors That Increase The Psychological Impact of Your LinkedIn Profile Photo

    Christine Georghiou
    6 May 2015 | 8:18 am
    What does your LinkedIn profile picture say about you?The answer matters because nearly half of B2B buyers will browse your ... Read More » The post The 7 Factors That Increase The Psychological Impact of Your LinkedIn Profile Photo appeared first on the Yesware Blog.
  • Say This, Not That: 13 Power Words That Can Help You Sell

    Christine Georghiou
    26 Mar 2015 | 7:36 am
    We haven’t found a magic word that can sell for you — yet — but we have uncovered a few ... Read More » The post Say This, Not That: 13 Power Words That Can Help You Sell appeared first on the Yesware Blog.
  • 4 Sales Follow Up Email Templates That Will Get Your Prospect’s Attention

    Christine Georghiou
    2 Mar 2015 | 9:00 am
    The importance of follow-up emails in sales goes far beyond just “checking in.”It’s actually a strategic advantage.For one thing, Yesware’s ... Read More » The post 4 Sales Follow Up Email Templates That Will Get Your Prospect’s Attention appeared first on the Yesware Blog.
  • add this feed to my.Alltop

    Star Results

  • The Key to Developing Outstanding Sales Managers

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

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

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

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

    Steven A. Rosen
    9 Feb 2015 | 11:50 am
    By Steven A. Rosen January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer. How can you assess if you are on track? It is far to early to look your at sales. Go through the checklist below and see how many items you have completed to ensure that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.               The STAR 10 Point Checklist 1. Have You Identified Your 2-3 Key Success Factors? As…
 
  • add this feed to my.Alltop

    Sales Engine

  • Sales Genius Round-up: May 8, 2015

    Jenny Poore
    7 May 2015 | 11:00 pm
    As salespeople, we know it can be difficult to stay on top of the trends in the industry. You’re hustling from one meeting to the next and working diligently to meet your sales quota for the quarter. Hang in there. We’ve saved you some time by selecting sales, management, and productivity genius from the world of the internet. Read through our short summaries or dive deeper into the article by clicking the link. Take what’s important and applicable to your goals, apply those lessons, and forget the rest. Sales Genius Roundup: 12 Reasons to Hire Employees Who Make Mistakes…
  • 7 Sales Secrets to Help You Crack the B2B Prospecting Code

    Jenny Poore
    5 May 2015 | 11:30 pm
    Guest post submitted by Jesse Davis of RingDNA Successfully prospecting for outbound leads can be one of the most challenging tasks in B2B sales. Anyone who has tried their hand at outbound prospecting will tell you how difficult it can be to not only generate lists of high-quality leads, but also transform those leads into customers. But I’ve seen firsthand that with the right tactics and tools, you can add loads of net new leads and opportunities to your sales pipeline. One of my favorite things about working at RingDNA is that I constantly get to collaborate with and learn from some of…
  • 8 Sales Coaching Tips for 2015

    Jenny Poore
    22 Apr 2015 | 1:00 am
    This guest post was submitted by Alison Brattle of AchieveGlobal If you’re having problems with unmotivated salespeople, it might be time to rethink one or two aspects of your sales coaching strategy. Many leaders erroneously think of motivation as a system of balancing rewards with punishment, alternatively meting out bonuses or threats in the hope that unmotivated employees will become more productive. However, numerous recent studies based on Richard M. Ryan and Edward L. Deci’s Self Determination Theory, have shown that this type of approach simply doesn’t produce long-term…
  • How to Get Your Prospect To Create Their Own Urgency To Buy

    Jenny Poore
    16 Apr 2015 | 1:00 am
    This guest post was submitted by Felicia Spahr. Back when I was a marketing consultant, I was quick to become a student of any persuasion books I could get my hands on. Like most salespeople, reading Robert Cialdini’s Influence changed how I thought about the art of getting people to do what you want them to do. So when I discovered how to use ‘scarcity’ in selling, it seemed like a magic pill you could put onto any sales pitch or marketing campaign and Voila! You have a buyer. What the principle doesn’t take into consideration is that not all people are ‘easy sells’, despite…
  • Small Businesses: Stop Hiring High Paid Sales People!

    Jenny Poore
    13 Apr 2015 | 11:00 pm
    This post was submitted by Blake Johnston of Klaire Ryan Consulting So your startup or small business is ready to take off and you need to hire salespeople.  As the owner, there are too many other projects for you to tackle and you need someone dedicated to finding and closing new business.  Most owners think they need to hire a rock star salesperson with a track record of closing business in their industry.  That rock star sales person usually demands a six figure base and a total comp package way north of six figures.  In most instances, this type of hire is going to be a failure. …
  • add this feed to my.Alltop

    Convirza

  • 10 Considerations for a Successful Product Launch

    Shemmah Al-Darweesh
    22 May 2015 | 7:59 am
    Why should anyone care about your new product launch? You’ve spent months or even years developing this product – you’re obviously going to be euphoric. But how are you going to build excitement around its release? A successful product launch can garner valuable publicity, bring in new customers and help you expand your business presence into new markets. The trick is to get the ball rolling in the months leading up to and following the release of your new product. The next 10 points provide a foundation to build your marketing strategy around as you prepare for this exciting event: 1.
  • Branding: What’s Behind a Name?

    Shemmah Al-Darweesh
    21 May 2015 | 8:24 am
    The experience of choosing a name for your business can be akin to picking a name for your child. Deciding to go with an atrocious family name simply for the sake of posterity would be quite unfortunate for a business – or a child (I would provide a few examples but people tend to get snippy about such things). You also wouldn’t want to saddle them with the trendy name of the month, misspell a popular name to make it stand out — or brand them with a title that provokes pity and furrowed brows. So what exactly goes into process of coming up with a brand name? The Treacherous Quest…
  • Phone Lead Scoring: How Does It Work?

    McKay Allen
    20 May 2015 | 9:04 am
    So what elements are included in the phone lead scoring provided by Convirza? While I won’t give you the entire recipe for our lead scoring secret sauce, I will provide a few hints. First, it is important to note that we don’t believe duration—by itself—is a good indicator of lead quality. There are simply other far more important things that happen on the phone that are better indicators of lead quality. However, duration is AN indication of lead quality. So, while we rip on duration as a standalone indicator of lead quality (because it is dumb), we don’t want to disparage the…
  • Moving Beyond Traditional Call Tracking

    McKay Allen
    19 May 2015 | 7:58 am
    Traditional call tracking has been exclusively about one thing: attribution. Which source produced the phone calls? Did the call come from PPC, organic search, or direct mail? Call tracking was simply telling marketers where the call came from. That’s fine…but it isn’t great. You wouldn’t, for example, use a web analytics tool that supplied only data about which referring source generated clicks. That would be—in 2015—a very substandard web analytics solution. And yet, that’s precisely what call tracking is. Conversation Analytics In early 2014 we launched our Conversation…
  • Convirza: What Our New Brand Means for You

    McKay Allen
    17 May 2015 | 11:15 pm
    This morning—May 18, 2015–we announced that we had changed our name and our brand from LogMyCalls to Convirza. We hope this caught you by surprise a little bit! We tried to keep it under wraps for several months, as we settled on a name, a logo, a brand, and finally built a website. Hopefully we succeeded. The big question you’re probably asking though, is this: what does this mean for me? Let’s try to answer that question. A New Product You may have missed it, but buried in our new name and brand announcement, we also announced a new product: Convirza for Advertisers.
  • add this feed to my.Alltop

    Solution Selling Blog

  • WEBINAR - Talent Analytics: The Sales Leader's New Competitive Edge

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

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

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

    SPI
    12 Mar 2015 | 8:03 am
    A confluence of new capabilities is creating an innovative, more precise approach to performance improvement. New approaches include advanced analytics, refined sales competency and behavioral models, adaptive learning, and multiple forms of technology enablement. However, with only 17% of sales organizations leveraging sales talent analytics (TDWI Research), it seems that most CSO’s and their HR business partners are gambling — using intuition as the basis for making substantial investments in sales development initiatives. If the gamble doesn’t pay off, then the investment is wasted.
  • Webcast: Why Leave Revenue Growth to Chance?

    SPI
    3 Mar 2015 | 5:00 am
    This webinar will present a cutting-edge, data-driven approach that allows today’s Sales Leader to get focused on the highest payback areas for performance improvement. By aligning talent analytics, adaptive learning, and sales enablement, sales organizations can make intelligent, focused investments in human capital - that have highest probability of impacting specific sales and business goals.
 
  • add this feed to my.Alltop

    RAIN Selling Blog

  • Sales Team Training that Produces Real Results

    20 May 2015 | 8:00 am
    Your sales team isn't hitting quota. You have aggressive growth goals but keep falling short. You want more of your sales team to transition from average to top performers. So you invest in sales team training, with the expectation that it will give them the boost they need to not only hit their goals, but exceed them. Then, when it comes to measuring results a few months after training, you find that besides a slight bump, results are largely the same as before. The list of reasons why training goes wrong is long.
  • 8 Sales Email Secrets

    13 May 2015 | 8:00 am
    Email prospecting is a hot topic these days—and it should be because it works. Or at least, it works when it's done right. Before you type up your next sales email, make sure you attend to these secrets to success. Read more for 8 sales email secrets.  
  • 6 Strategies Buyers Use to Negotiate Price

    6 May 2015 | 8:00 am
    Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies. When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller. For example, savvy buyers know that many sellers will be especially vulnerable to manipulation just when a contract is about to be signed. It's tempting at this point for the seller to give the buyer what they want and lower the price instead of digging deeper to uncover if their…
  • Core Competencies of Successful Sellers

    29 Apr 2015 | 8:00 am
    Selling works when an organization, and its sellers, excel in certain key areas. The Sales Competency WheelSM is a graphical depiction of these areas. Not every seller must do everything in the Wheel (e.g., not every seller must fill their own pipelines or drive account growth), but every sales organization needs to make sure the right people are good in the right areas to unleash maximum sales potential.
  • On-Demand Webinar: 5 Elements of World-Class Sales Training Programs

    23 Apr 2015 | 11:00 am
    The most successful organizations implement a systematic sales training process for getting sellers up to speed quickly, developing the skills and knowledge they need, supporting their ongoing sales efforts, and driving top sales performance. But how exactly do they do this? In the new webinar 5 Elements of World-Class Sales Training Programs, RAIN Group President Mike Schultz provides insight into how the most successful organizations structure their sales training initiatives to produce sellers who consistently exceed their targets and bring in the most revenue. Click here to watch the free…
  • add this feed to my.Alltop

    The Richardson Sales Excellence Review™

  • Building Rapport with WIIFO, not WIIFM

    Nancy Koscher
    26 May 2015 | 6:44 am
    Building Rapport with WIIFO, not WIIFM Salespeople can spend a lot of time on the road, traveling to meetings or client presentations. Thoughts naturally wander to internal dialogue: “How am I going to meet my goals?” or, “What’s in it for me?” — known as the shorthand, WIIFM. When you get stuck in WIIFM, you’re not as “other” oriented as you should be. Building rapport is much easier and successful when you focus on what’s in it for others (WIIFO). In conversation, focusing too much on your own thoughts and what you’ll say next stands in the way of personal connection…
  • Five Tips for Building Rapport

    Nancy Koscher
    21 May 2015 | 6:25 am
    Five Tips for Building Rapport   I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. ― Maya Angelou When dealing with people — customers, prospects, colleagues, friends, family — it’s important to think about them not as creatures of logic, but as creatures of emotion. We are all human beings, and we engage our whole selves in conversations and relationships. Some people call this IQ and EQ, left brain/right brain, and even new brain/old brain. The point is:  People are complex beings who…
  • Prospecting and networking apps for ATD Conference attendees

    James A. Brodo
    19 May 2015 | 7:00 am
    Prospecting and networking apps for ATD Trade show and Conference attendees If you were to time travel back a decade or two, you could revisit attending conferences with reams of promotional paper goods and boxes of business cards in tow. In the pre-tech era the traditional conference protocol was to bring plenty of hard copy materials, and never be caught short. It was better to come prepared with too many business cards than too few. Think about not being able to share your contact information with a person you just met at a conference that you’d love to collaborate with. If you weren’t…
  • Do You Know What Ensures the Greatest Payoff from Sales Training Program Investments?

    Mark Huber
    15 May 2015 | 5:48 am
    Do You Know What Ensures the Greatest Payoff from Sales Training Investments? (The Answer Will Most Likely Surprise You.) In a comprehensive survey of research and literature conducted more than 25 years ago, it was determined that there was a growing recognition of a “transfer problem” in corporate training and development. Specifically, in 1990, research analysts estimated that while companies around the world spent approximately $50 billion on training and development, no more than 10% of those expenditures actually result in transfer to the job. Fast forward 25 years later, and the…
  • Seven Tips to Improve your Trade Show Selling Experience

    James A. Brodo
    12 May 2015 | 5:38 am
    Seven Tips to Improve your Trade Show Selling Experience In my last post, Six Tips to Leverage Trade Shows as a Sales Prospecting Tool, I discussed ways to adopt a more targeted and strategic approach to leverage this tried-and-true sales prospecting tool. Now, I want to share seven tips for improving a sales rep’s interactions and overall trade show selling experience while working the booth. Don’t pounce — I mentioned the issue of pouncing in my previous post, but it’s such an important point that I want to expand my comments. Demeanor and body language while working a trade show…
  • add this feed to my.Alltop

    Lattice Engines

  • Fist Fights and Lead Scoring: How a Predictive Approach Improved Alignment

    Amanda Maksymiw
    20 May 2015 | 8:40 am
    Melissa Davies, head of global marketing operations at SLI Systems, is a firm believer in predictive scoring. In fact, she now counts it among her “must-haves” in the marketing technology stack along with a CRM system and a marketing automation platform.  What makes her feel so strongly about predictive scoring? Fist fights. You see Melissa was a marketing consultant for several years and led numerous lead scoring workshops. These workshops were often a one- or two-day event with key members of the marketing and sales teams in the room to agree on scoring values. (Should downloading a…
  • The Keys to Being an Awesome Sponsor at #SDSummit

    Amanda Maksymiw
    19 May 2015 | 8:29 am
    Well, there we have it. Another amazing SiriusDecisions Summit is in the books! It was the 10th year in fact, and wow has it changed over the past decade. Not only has the attendance grown, content gotten stronger and days became more robust, but sponsors now play a huge role in the success of the event and its delegates. Lattice Booth The 2015 SiriusDecisions Summit brought in 98 sponsors, up from just 65 the previous year. As a sponsor for many years now, it’s exciting to see this event that I love continue to grow and expand its vendor area and opportunities. SiriusDecisions has mastered…
  • Taking Advantage of All the Data

    Amanda Maksymiw
    15 May 2015 | 9:01 am
    Think about what would happen if Google Maps ignored 50 percent of what you asked it to find, and you still tried get to your destination? It’s too ridiculous to even consider. Yet 50 percent of leads that are sourced by marketing are ignored by sales. As you can imagine, by kicking off his session with stats like those, Alex Krawchick of HireVue had everyone’s attention during his presentation at the 2015 SiriusDecisions Summit. In most companies today, sales and marketing teams (still!) don’t have alignment on what qualifies as a good lead. Even those businesses that have a lead…
  • End Pay, Spray and Pray! – Introducing Prospect Discovery

    Amanda Maksymiw
    12 May 2015 | 6:00 am
    Every experienced demand generation marketer has been in the uncomfortable situation towards the end of the quarter where they need more qualified prospects. Sales is banging on the door for more and better leads, the CMO is pushing on whether marketing is going to meet its promises, and the entire demand team is on edge. In the past the response to this situation has been to buy a list, overspend on an ad campaign, or schedule a few last minute press releases. No marketer wants to turn to these “pay, spray and pray” options. Lists provide leads that are often stale and put marketers at…
  • Find Net-New Leads: Lattice Prospect Discovery

    Amanda Maksymiw
    12 May 2015 | 6:00 am
    Prospect Discovery taps into this data to provide high quality net-new leads filtered on custom criteria. The post Find Net-New Leads: Lattice Prospect Discovery appeared first on Lattice Engines.
 
  • add this feed to my.Alltop

    Grow My Revenue

  • The Romney – Holyfield Lesson On Responding To A Blind Request for Proposal

    Ian Altman
    19 May 2015 | 11:41 pm
    As published on Forbes.com One of the most common questions I get asked has to do with how to respond to a Request For Proposal (RFP) when the client will not take a meeting to discuss their requirements. Imagine this scenario, you receive an RFP from a vendor that is known to have an internal policy requiring that they obtain three bids. If you don’t know who is their preferred vendor, then it’s probably not you. What should you do when your organization is not the preferred vendor, but instead just one of the other two bidders in the RFP process? Let’s face it, in such cases you have…
  • How Many Tweets Does It Take To Capture Your Ideal Client?

    Ian Altman
    12 May 2015 | 11:09 pm
    As published on Forbes.com I had just come off the stage delivering a keynote address for a national insurance company in Florida. When the owner of an insurance agency, I’ll call her Stephanie, asked me “We are running a social media effort. We created some content. How many Tweets or shares will it take to reach our ideal client?” Based on this question, it seemed that Stephanie was not focused on the key areas that could translate to success. As I explained the answer to her, you could tell Stephanie had an Ah-Ha moment and saw the light. What To Measure I asked Stephanie the…
  • Negotiation: What Makes The Right Business Deal

    Ian Altman
    5 May 2015 | 5:30 pm
    As published on Forbes.com Depending on what you are buying, you’ll see negotiations in one of two ways. I want to shed some light on approaches for effective negotiations for sellers and buyers in either scenario. The nature of what you are buying or selling dramatically impacts what makes the right business deal. I’ve seen buyers and sellers fail when they thought they struck a great deal. Ultimately, I want you to see how buying tactics might impact how you sell your products or services. The First Scenario I was in Beijing on business. During a day off, I decided to do a little…
  • Why Google Glass Failed And Why Apple Watch Could Too

    Ian Altman
    28 Apr 2015 | 10:18 pm
    As published on Forbes.com Frustrated business owners frequently contact me because their potential customers are not embracing their super-cool, latest offering. In most cases, the owner of the latest, best mousetrap, brags about all of its innovative features and benefits. They often explode with a monologue of excitement about how much money their offering can save customers, how much faster customers will be able to complete a given task, or how it can provide a capability the rest of the market can’t deliver. Unfortunately, these are not the questions they need to answer for their…
  • Why Worrying About Competition Can Destroy Your Business

    Ian Altman
    21 Apr 2015 | 8:57 pm
    As published on Forbes.com I was delivering a workshop last week for a leading manufacturing company. The company is so progressive that they invited their distributors from around the globe to gain and share insights into how they can improve the way they sell to their mutual customers. The participants were completely engaged, and actively participated throughout the program. Toward the end of the program, one of the reps for a distributor said “The competition is offering a program where they drop off inventory at the customer’s facility. Once a month, they come out to take inventory…
  • add this feed to my.Alltop

    LeadManagement.com

  • Why Marketing-Sales “Alignment” Is No Longer Enough

    David Dodd
    26 May 2015 | 6:00 am
    Marketing and sales alignment has been a hot topic for most of the past decade. Over the past ten years, many B2B companies have made marketing-sales alignment an important business priority, and some companies have made progress in improving the relationship between their marketing and sales teams. In a survey of marketing and sales professionals published earlier this year by Callidus Software, 72% of respondents said their marketing and sales teams are fully or somewhat aligned. Despite the progress, however, the methods typically used to coordinate marketing and sales activities are not…
  • Value Proposition Examples – Words That Get Meetings

    Alanna Jackson
    21 May 2015 | 6:04 am
    One of the biggest reasons businesses struggle in today’s market is because they have weak value propositions. Source: www.jillkonrath.com Jill Konrath has some great ideas on selling.  In this article, she focuses on the importance of having a strong value proposition.  Sometimes we get sidetracked and our value proposition gets lost. Does your value proposition make prospective buyers interested and want to know more?  If not, maybe you need to refocus and take a step back to evaluate your value proposition.  Jill gives an example of a really good value proposition that leaves the…
  • Five New Ways of Handling the “Just Email Me Something” |

    Alanna Jackson
    20 May 2015 | 7:30 am
    Source: mrinsidesales.com Mike Brooks has a lot of great information about inside sales…guess that’s why he’s called “Mr. InsideSales”!  In this article he discusses how to respond to prospects that tell you to “Just Email Me Something.”   He provides some responses on how to effectively handle this response from prospects.  His suggestions make sense and it will help your salespeople from wasting their time and the prospects.  Using a lead management tool, like VanillaSoft, that has logical branch scripting will help your sales team stay on…
  • 6 Psychology Tips to Enhance Your Sales Calls

    Alanna Jackson
    19 May 2015 | 7:03 am
    Discover how to use brain quirks to your selling advantage. Source: blog.hubspot.com Max Altschuler discusses 6 psychology tips to enhance your sales calls in this article.  When reading the article it seemed like most of the tips were common sense, but when you really think about it we don’t use these tips in our everyday sales process. It’s easy to get caught up in a routine and forget about the key aspects that will help you to close deals.  I think it’s important to take a step back and be reminded of these easy to implement tips to help improve our sales calls. Lead…
  • Better Qualify Sales Prospects

    Alanna Jackson
    18 May 2015 | 6:25 am
    Think of the steps in your sales process and once you get to the “QUALIFIED” stage. These opportunities have to get past the “Qualified Wall” – a real place Source: www.scoremoresales.com In this article, Lori Richardson, talks about the importance of not wasting time on prospects that aren’t qualified.  Your sales process needs to have steps in place to weed out the leads that aren’t ready to buy.  The best way to implement a process like this is with lead management software. Lead management software will automate your sales process so that your sales team can focus…
  • add this feed to my.Alltop

    Base CRM Blog

  • Zenefits CEO Parker Conrad added to Forecast lineup and Agenda Announced

    Tina Gholami
    26 May 2015 | 11:36 am
    Forecast 2015 is just a few weeks away, and the anticipation is building! We’re thrilled to share two big announcements with you: the agenda for this year’s conference has been released on our website, and we’ve added some great new speakers to our lineup. Forecast 2015 is all about learning from the most relevant sales innovators and business moguls. We’ve scheduled talks on everything from the science of sales to what it takes to build a sales machine because we want to make sure that you walk away knowing something of real value. Check out all the details and see what we have…
  • Base Integrates with Microsoft Exchange for Contacts

    Tina Gholami
    11 May 2015 | 9:36 am
    We love bringing you new integrations that will make your sales process more complete. So we’re thrilled to announce our newest integration. Base now integrates with Microsoft Exchange for Contacts.  You now have the opportunity to easily and automatically sync your contacts between Microsoft Exchange and Base. It’s a simple, fast and real-time, meaning your contacts will always be up-to-date. All the benefits, none of the hassle Integrating your contacts with Microsoft Exchange is an easy process. Navigate to the Base Settings, open up Integrations, and enable the Exchange…
  • Advanced Stage Duration Report Helps You Understand Your Sales Cycle

    Josh Bean
    8 May 2015 | 11:40 am
    Two reports that go hand in hand in Base are the Stage Duration Analysis and Stage Duration by Owner reports. The Stage Duration Analysis helps sales leaders identify the ideal time a deal should spend in each sales stage and the Duration by Owner report lets them track rep performance. When you combine the insights from these two reports, you know how long deals should spend in each stage and the average time reps are holding deals in each sales stage. From there it’s simple, determine why specific reps are holding deals in stages for too long and get them help! The new Stage Duration by…
  • Sales Sentiment for Email, Knows When Deals Are About to Be Lost

    Josh Bean
    5 May 2015 | 1:28 pm
    Today the Base Big Data team is releasing Sales Sentiment for email, a secret sales weapon the Base team has been using internally for quite a while. Now it’s your turn to try. Sales Sentiment for email applies artificial intelligence to analyze linguistic patterns in your prospect’s email and alerts you when an email contains negative sentiment, usually signaling a deal is in jeopardy of being lost. Sales Sentiment for email is available today for every single Base customer. Getting started with sentiment notifications By default, we’ll notify you the first time you receive a…
  • No Hillary, No Bruno – Why you want to be at Forecast

    Uzi Shmilovici
    29 Apr 2015 | 9:22 pm
    A few weeks ago we announced Forecast, a conference for forward thinking sales leaders. We’re not going to have Hillary Clinton speak and Bruno Mars will not sing on stage. However, we will be celebrating something very important. Over the last several years, there has been amazing progress in technology for sales teams. After years of trying to get CRMs to work for sales, we all finally realized that they just don’t cut it. There has been a proliferation of tools that help us become more productive as sales individuals and sales organizations. So we thought it would be fitting to have a…
 
  • add this feed to my.Alltop

    Velocify: High Performance Sales

  • Evaluating underperforming salespeople

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

    Dan Salazar
    7 May 2015 | 6:15 am
    Spring is in the air, baseball season has kicked off, the weather is getting warmer, and another rite of passage – spring cleaning. Spring is actually a great time for sales leaders and teams to recalibrate and reevaluate sales strategies and tactics. Here are four spring-cleaning sales tips:   Sharpen your sales pitch – with so many products and services on the market, it is often difficult for companies to get their unique selling point across. Take some time to sharpen the way your team communicates with prospects. A few ideas: Your best reps are your best reps for a reason. Spend…
  • 13 sales trendsetters you should be following on LinkedIn Pulse

    Natalie Jacks
    1 May 2015 | 6:15 am
    As an inside sales rep, you’re probably spending hours each day networking, prospecting, and looking up contacts on LinkedIn, but is that all you should be doing? To drive more conversations and improve your sales practices, it is important to stay informed by reading what your prospects are reading. Whether it’s sales industry news, technology, tips, or trends, you can find it all on LinkedIn Pulse. For those not familiar with LinkedIn Pulse, it launched in the fall of 2012 as a newsreader for mobile and web. About six months later, LinkedIn purchased Pulse, adding more than 750…
  • Evolution of the Inside Sales Profession – Bob Perkins, AA-ISP

    Alyssa Trenkamp
    14 Apr 2015 | 2:34 pm
    The American Association of Inside Sales Professionals (AA-ISP) annual Leadership Summit is coming up in Chicago, April 21-22, offering the best training and development opportunities for inside sales professionals. I had the opportunity to sit down and talk with Bob Perkins, Founder and Chairman of AA-ISP to hear firsthand the growth and change he has witnessed in the inside sales profession. Bob has spent the past 20 years leading and growing inside sales professionals at Unisys, Silicon Graphics, United Health Group and others. Here are just a few of his observations on what is occurring…
  • 4 Cinematic Sales Tips for Sales Leaders – Infographic

    Josh Evans
    8 Apr 2015 | 2:24 pm
    Movies often portray salespeople as con-men who wear nice suits, shoot finger guns and only have time for you if you have money to spend. But the best sales movies contain real sales tips, establishing their salespeople as leaders who challenge their prospect to consider a new way of doing things, who get aggressive about goal setting, and understand that relationships are critical to building a book of business. In this infographic, we capture four memorable movie quotes that really cut to the heart of what separates the great sales organizations from good ones. The post 4 Cinematic Sales…
  • add this feed to my.Alltop

    RAIN Selling Blog

  • Sales Team Training that Produces Real Results

    20 May 2015 | 8:00 am
    Your sales team isn't hitting quota. You have aggressive growth goals but keep falling short. You want more of your sales team to transition from average to top performers. So you invest in sales team training, with the expectation that it will give them the boost they need to not only hit their goals, but exceed them. Then, when it comes to measuring results a few months after training, you find that besides a slight bump, results are largely the same as before. The list of reasons why training goes wrong is long.     Related StoriesOn-Demand Webinar: 5 Elements of…
  • 8 Sales Email Secrets

    13 May 2015 | 8:00 am
    Email prospecting is a hot topic these days—and it should be because it works. Or at least, it works when it's done right. Before you type up your next sales email, make sure you attend to these secrets to success. Read more for 8 sales email secrets.       Related Stories5 Appointment-Setting TipsGenerate More Leads with Existing Accounts Through Value and CollaborationSales Call Planning: What to Know Before Every Sales Call 
  • 6 Strategies Buyers Use to Negotiate Price

    6 May 2015 | 8:00 am
    Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies. When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller. For example, savvy buyers know that many sellers will be especially vulnerable to manipulation just when a contract is about to be signed. It's tempting at this point for the seller to give the buyer what they want and lower the price instead of digging deeper to uncover if their…
  • Core Competencies of Successful Sellers

    29 Apr 2015 | 8:00 am
    Selling works when an organization, and its sellers, excel in certain key areas. The Sales Competency WheelSM is a graphical depiction of these areas. Not every seller must do everything in the Wheel (e.g., not every seller must fill their own pipelines or drive account growth), but every sales organization needs to make sure the right people are good in the right areas to unleash maximum sales potential.     Related Stories4 Decision Roles in Every SaleLikability in Sales – Does it Matter?Top 10 Most Popular Content Pieces from 2014 
  • On-Demand Webinar: 5 Elements of World-Class Sales Training Programs

    23 Apr 2015 | 11:00 am
    The most successful organizations implement a systematic sales training process for getting sellers up to speed quickly, developing the skills and knowledge they need, supporting their ongoing sales efforts, and driving top sales performance. But how exactly do they do this? In the new webinar 5 Elements of World-Class Sales Training Programs, RAIN Group President Mike Schultz provides insight into how the most successful organizations structure their sales training initiatives to produce sellers who consistently exceed their targets and bring in the most revenue. Click here to watch the free…
  • add this feed to my.Alltop

    People First

  • Team Effectiveness Begins with Individual Effectiveness

    Deb Calvert
    25 May 2015 | 6:15 am
    Team effectiveness workshops are all the rage these days. But there’s only so much a team can do together if the individual members of the team aren’t also enabled for and committed to boosting their own effectiveness. Two common misunderstandings prevent a focus on individual effectiveness. I’ve recently encountered examples of both. You probably have, […]
  • Lead to Succeed in Selling: Do Unto Others…

    Deb Calvert
    20 May 2015 | 6:05 am
    We’ve been writing for quite some time here about the need to reposition yourself as a seller. In fact, we advocate that you stop selling and start leading. In this post, it’s time to clarify. Leading your buyer doesn’t mean doing too much for them. It doesn’t mean doing anything to them. Some recent examples […]
  • 5 Ways to Boost Team Effectiveness by Being More Transparent

    Deb Calvert
    18 May 2015 | 6:30 am
    Transparent: Easily seen through, recognized or detected. Business transparency is openness, communication and accountability. It is the full, accurate and complete disclosure of information in a timely manner. If you are not being transparent, it will seem as if you are: Not forthcoming, candid, open. Not trusting others. Hoarding information for self-serving purposes. Not seeking […]
  • Lead to Succeed: The Importance of Being First

    Deb Calvert
    13 May 2015 | 6:00 am
    Consumer habits have changed dramatically. Some readers will remember what it was like just 20 years ago shopping for a car, an appliance or furniture. These major purchases were usually made after much deliberation and after visiting numerous sales outlets to compare products, prices and options. The average shopper, research tells us, visited at least […]
  • How to Boost Your Effectiveness by Reducing Your Number of Followers

    Deb Calvert
    11 May 2015 | 6:00 am
    Are your followers holding you back? As a leader, pushing forward to make things happen, are you sometimes mired in managing too many people? What could you do if you were liberated to lead? The choice to do so is your own to make. You can easily reduce the number of followers you have and make […]
 
  • add this feed to my.Alltop

    xPotential Selling

  • Smart Salespeople Aren’t Afraid To Do This With Their Customers

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

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

    Barrett Riddleberger
    29 Apr 2015 | 12:27 pm
    For greater ROI from sales training, take fresh look at how selling is learned. There’s no greater return on investment (ROI) than new revenue, and in most organizations, increased selling is the fastest way to achieve this. Trainers have an opportunity to play one of the most important roles in making sales organizations more successful. … Continue reading How Trainers Can Make Sales More Successful →
  • Death of a Salesman, Birth of a Sales Team

    Barrett Riddleberger
    20 Apr 2015 | 9:52 am
    There was a time when sales professionals were a breed unto themselves; they were highly independent extroverts who thrived on autonomy and were fearless in the face of rejection. To be sure, selling anything — be it a $3 box of Girl Scout cookies or a multimillion-dollar human resources software system — takes nerves of … Continue reading Death of a Salesman, Birth of a Sales Team →
  • 5 Quick Prep Tips for Sales Call Success

    Barrett Riddleberger
    10 Apr 2015 | 2:29 pm
    I’ve witnessed too many salespeople who possess an overinflated belief that they can just “wing it” on a sales call. Successful sales reps prepare – and in more ways than one. They prepare on multiple levels – from getting enough sleep the night before to organizing their collateral materials for a group presentation. Each item … Continue reading 5 Quick Prep Tips for Sales Call Success →
  • add this feed to my.Alltop

    Exceed Sales

  • Increase Your Sales Team’s Success – Lead With A Story

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

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

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

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

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

    C. Rice Global » Blog

  • Automotive Sales Consultant in Toms River, NJ

    Danielle Cook
    21 May 2015 | 4:57 pm
    Automotive Sales Consultant in Toms River, NJ There is an exciting new opportunity at Honda of Toms River, in Toms River New Jersey. C. Rice Global has teamed up with the dealership to find the best candidates for the job of Automotive Sales Consultant in Toms River, NJ. There is no experience in auto sales needed to apply for this position. However, ideal candidates will have some general sales or customer service experience, which includes but is not limited to insurance, retail stores, restaurant, banking and mobile phone sales. This position is terrific for recent college graduates and…
  • C. Rice Global has teamed with Jim Hudson Automotive to provide sales recruitment and training.

    Danielle Cook
    12 May 2015 | 9:41 am
    C. Rice Global has teamed with Jim Hudson Automotive to provide sales recruitment and training. C. Rice Global has an exciting new relationship with Jim Hudson Automotive Group. Cliff Rice and C. Rice Global will be working with Jim Hudson Lexus, Toyota, Ford, Hyundai, Cadillac, Buick and GMC to provide sales recruitment and training, filling open positions at Jim Hudson Automotive with the most qualified candidates all while providing the one of a kind, exceptional sales training that only C. Rice Global can. Jim Hudson automotive is family owned and operated for over 35 years with 500…
  • Fort Mill SC Auto Sales Job Opening

    Danielle Cook
    4 May 2015 | 4:06 pm
    Fort Mill SC Auto Sales Job Opening C Rice Global will be holding interviews in Fort Mill South Carolina for Automotive Sales consultants. This job opening is perfect for anyone with sales and customer service background, as well as ex-military and recent college graduates. Interviews in Fort Mill South Carolina will be held at the Stateline Chrysler Dodge Jeep New car Showroom at 800 Gold Hill Rd, Fort Mill SC 29708 on Monday May 11th, 2015 from 9:30am to 3:00pm. Apply here… Auto Dealership Sales Job In Fort Mill SC This is a high volume dealership where sales consultants have the…
  • Automotive Sales Consultant Job Opening in Englewood Cliffs NJ

    Danielle Cook
    28 Apr 2015 | 10:48 am
    Automotive Sales Consultant Job Opening in Englewood Cliffs NJ Englewood Cliffs Cadillac is hiring auto sales consultants to start a career with them in their state of the art facility owned by former NFL players Jessie Armstead and Antonio Pierce! This position offers a guaranteed training salary along with benefits and the potential to earn over $100,00 per year. Apply now for the Englewood Cliffs Auto Consultant Job. This position includes but is not limited to providing customer service by answering customer product questions, demonstrating vehicles to customers, keep communication open…
  • Toyota of Olympia WA is currently hiring Automotive Product Consultants

    Danielle Cook
    16 Apr 2015 | 2:41 pm
    Toyota of Olympia WA is currently hiring Automotive Product Consultants C. Rice Global has partnered with Toyota of Olympia to hire for their open positions. They are currently seeking to hire Automotive Product Consultants. C Rice Global is the nations number one recruiting and training company and is seeking career minded candidates who want to maximize their earning potential in an exciting and rewarding work environment. It is not a requirement to have previous automotive industry experience to apply for this position. Many C. Rice Global trainees earn over $100,000 per year with the…
  • add this feed to my.Alltop

    Salesjournal

  • The Importance of a Good Sales Compensation Plan

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

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

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

    caitlinhoward
    27 Mar 2015 | 8:44 am
    By Jacqueline Whitmore (Entrepreneur.com) Social media is a great place to network with clients and customers online, but each social network requires a different approach. Keep reading to learn the best way to network on Facebook, Twitter and LinkedIn. I usually shy away from using Facebook to network, but this article gives some great tips for […]
  • 5 Apps To Help You Jettison The Junk

    caitlinhoward
    27 Mar 2015 | 8:28 am
    By Doug Aamoth (Fast Company) It’s been a long winter and spring is finally here! It’s time to declutter your life, physically and digitally. Use this article to find 5 apps that will help you do just that. I especially liked the TinyScan app to help organize random papers, menus, and notes I have on my […]
  • add this feed to my.Alltop

    aayuja

  • Turning emails to lead generation tools

    admin
    17 May 2015 | 11:54 pm
    Using emails to generate leads is a cost effective way to meet your business targets, provided it is done RIGHT! Email providers, as well as email users, are increasingly getting apprehensive of spam keywords and that doesn’t make the job easier. However, here are few tips to ensure your email campaign is working to its fullest.It all begins with the database. More information about your prospects is always beneficial. If your market research team can at least provide the first name of the recipient, it will help to personalize the email. Of course it will relate more to the end user, but…
  • No Research. No Sales.

    admin
    7 May 2015 | 11:37 pm
    Here is a loop: You sell your product / service to your customers. Customers form a market for you to tap in. And the market will tell you what needs to improve in your product / service.Break the loop, and your business will suffer.For the last part, market research is indispensable. You need to research what the market is thinking about your offerings, what your customer base and prospects are thinking about your competitors’ offerings, and whether their expectations are changing (which is bound to happen over a period of time).To begin your market research, you need to first describe…
  • How to deal with rejection

    admin
    4 May 2015 | 5:51 am
    Rejection in sales is all so common, it has almost reached the level of acceptance. Of course, not everyone is looking for the product / service you are offering. But a careful analysis of the rejection will help you avoid future instances of the same.Firstly, a “no” is never just a “no”. As Zig Zagler once said, “Every sales has five basic obstacles: no need, no money, no hurry, no desire, no trust.” After a rejection, you need to probe more into it. Without getting too emotional about the rejection, develop a feedback form, or talk to your prospect to find more about the reason…
  • Sales come first. Brand comes later.

    admin
    24 Apr 2015 | 8:58 am
    First of all, the obvious disclaimer: this statement is applicable to start-ups and companies which are less than 5 years old. Beyond 5 years, you need a healthy dose of both.So now that we know which kind of enterprises we are talking about, let’s look into what is considered to be the biggest factor of a good brand: GOODWILL. GOODWILL is developed by a combination of lot of factors: your innovation, your customer support, your interactions with your clients, the quality of your product / service, and many more.Thus, you will need a healthy stream of clients, to show your exceptional…
  • I’am I congruent with my work and life?

    admin
    9 Jan 2015 | 8:30 am
    Off late I kept wondering why these getaway hotels, resorts, spas & adventure trip planners catching so much heed and minting moolah?! why would anybody spend dollars on going to the outskirt of the city and swipe for slumber?! Why would coffee at an exclusive lounge be hotter than the regular sunrise at home?! They say, the only way to know is to “do” which is to keep our scampering feet in the world of the corporate ball game, this way you do the “do”. The commencement of the strive for competition, growth, recognition, money & tracing one’s own path towards his thought…
 
  • add this feed to my.Alltop

    xoombi

  • 7 Ways The Best B2B Marketers Succeed at Social Media Marketing

    26 May 2015 | 6:00 am
    How do you become the star marketer that everyone is clamoring to imitate?  Unlike traditional marketing methods that cost lots of money to implemenent and are hard to analyze, social media marketing gives the B2B marketer a unique chance to market at a lower cost and see results in real time. If you're ready to improve your social media marketing game and increase the number of leads that result from your SMM efforts, here are seven ways the best B2B marketers succeed at social media marketing. 
  • 29 Sales Probing Questions

    22 May 2015 | 6:00 am
    Deals are won and lost in the discovery phase. Great salespeople dig deep to uncover a prospect’s priorities, goals and challenges. The best sales probing questions help us uncover the customer's need-behind-the-need. When we establish ourselves as industry experts and prospose highly targeted solutions, we increase our chances of winning the deal.
  • How to Get a 46% Response Rate to Sales Emails

    19 May 2015 | 6:00 am
    Ready for more sales opportunities and email replies from prospects? It’s not a matter of talent or luck, but requires a strategy. Implisit, a CRM software company, recently created an infographic after analyzing 250,000 sales emails that broke down the science behind them. Here’s what we learned.
  • 7 Reasons Why You Should Be Part of an Inbound Marketing Community

    15 May 2015 | 6:00 am
    It’s always a good idea to network with like-minded professionals in your industry. Not only can it lead to amazing new opportunities, you can learn a lot from your peers. These days we have access to one of the greatest networking tools out there—the Internet. Just as it’s important to network person-to-person, it’s also a great idea to seek out professional communities online. 
  • 8 Sales Closing Techniques

    12 May 2015 | 6:00 am
    There’s no magic phrase that’s guaranteed to help you close a sale, but there are techniques you can use to increase your odds. Before you even get to the closing phase, it’s important to: Help your customer identify his or her problem. Demonstrate that your product or service offers a solution to the problem. After you’ve successfully communicated these points, it’s time to close. You’ve spent a lot of time and money helping this prospect get closer to becoming a customer. It’s time to finally make it happen!
  • add this feed to my.Alltop

    Latest blog entries - JobFLEX

  • What to Do When You've Got More Work than You Can Handle

    13 May 2015 | 10:00 pm
    Contracting is back. You’ve got more work than you can handle so you stop quoting new jobs in order to catch up. But what happens when you’re all caught up and you don’t have any jobs in the pipeline? It’s not new news, yet contractors everywhere need to be reminded: as the housing market gets back in action and the retrofitting industry sees increased demand, there’s a serious need for contractors throughout the nation. At the same time, the industry is still subject to a lingering labor shortage that’s making it tough for contractors to take on all the work they’d like…
  • Make Your Life More Awesome by Becoming a JobFLEX App Tester

    11 May 2015 | 5:44 am
    You’ve probably heard the news by now, but just in case you’re buried under a pile of paperwork and haven’t come up for air, JobFLEX is introducing a new and improved version of our mobile estimating app this summer!  This means a FREE version will be soon be available on Google Play™. But we need some help first.  We’re asking for some kick-ass App Testers to put the app through it’s paces and try to break it (doesn’t that sound like fun?).  All you need to do is use the app to create some estimates and provide us with some feedback.We’ll even give you a sweet…
  • Contractors, What's Keeping You Up at Night? (and How To Rest Easy)

    29 Apr 2015 | 6:39 am
    You know the drill...you go to bed exhausted after a long day of dealing with (sometimes irate) customers, staying on top of paperwork, scheduling jobs, managing employees and generally tearing your hair out. But can you fall asleep and rest easy? If you’re like most contractors, probably not...because you’re still thinking about your business and all the little things that can go wrong. Here are 4 questions (with solutions) you can ask yourself today that will help you sleep better tonight. Do NOT put this off, unless you like watching infomercials at 3am!   1. Are you pricing your…
  • JobFLEX™ Announces Call for Beta Testers and Reviewers for Next Gen Estimating App

    23 Apr 2015 | 2:01 am
    FOR IMMEDIATE RELEASE JobFLEX™ Announces Call for Beta Testers and Reviewers for Next Gen Estimating App Cutting edge app gives users the freedom to create estimates in the office or in the field; without 4G or Wi-Fi connection April 23, 2015, Rockford, MI – JobFLEX™, a Midwest software company, announces a Call for Beta Testers and Reviewers to provide feedback on a new version of its mobile app, which will be available on Google Play™ free of charge in Spring, 2015. Selected beta testers will then receive 6 months free of the JobFLEX Pro version (a $600 value). Beta testers and…
  • Don't Be The Technologically-Challenged Contractor

    22 Apr 2015 | 9:25 am
    4 Ways to Avoid Being "That" Guy You’ve probably seen the Direct TV commercials with Rob Lowe by now, you know the ones... “Don’t be this Rob Lowe” where his alter ego is “Meathead Rob Lowe” or “Scrawny Arms Rob Lowe.”  Nobody wants to be that guy.  Same goes for the technologically-challenged contractor...who wants to be that guy? Technology can be your friend, if you let it be.  Fear of tech will get you no where, or rather, it could put you right out of business.  Here’s are 4 ways technology can help, so you can avoid being “that guy”:   1.
  • add this feed to my.Alltop

    CRM in Outlook to Help Businesses Grow

  • Management 101 — Easy Tips for New Managers

    avadminwp
    22 May 2015 | 10:05 am
    After the initial rush that comes with being hired or promoted into a managerial position there’s a lot of room for dread and anxiety to set in. Some new managers have a hard time coping with the transition, since their responsibilities and efforts might be newly focused on tasks that don’t always have immediately measurable impact (mentorship, team growth, et cetera). However, some evidence suggests that people who ascend to leadership positions actually feel less stress than in their former positions when they feel that they have a raised sense of control. One of the best…
  • Women in Sales — Closing the Gap

    avadminwp
    18 May 2015 | 2:00 pm
    A 2014 infographic called Women in Sales: Top Trends of Female Sales Professionals, which analyzed millions of LinkedIn profiles to measure the representation of women in the sales workforce, showed that there is still a wage and career gap that exists between male and female sales professionals. According to the analysis women made up 39% of all sales professionals in the LinkedIn network (up from 36% in the past 10 years), with only about a third (30%) of those women being in director level or higher positions. Gender equality among the workforce is a complicated and nuanced issue that…
  • Corporate Social Responsibility — Is Neutral Enough?

    avadminwp
    15 May 2015 | 11:11 am
    The dialogue on whether corporations carry responsibilities to more than just their shareholders has been going on for decades, and for the most part, the question is still open. While many share the opinion of Nobel laureate Milton Friedman that corporate social responsibility is a self-defeating enterprise, many businesses have begun to swing the other way, and a new generation of corporate leaders seems to agree. One survey conducted in 2012 by Net Impact showed that nearly two-thirds of MBA holders inquired wanted to make an environmental or social impact through their work, and…
  • Dealing With Unprofitable Customers

    avadminwp
    11 May 2015 | 10:56 am
    While it can be tempting to think that every customer is valuable, some are more valuable than others, and others just aren’t worth the effort they require to retain. Whether it’s because of consistently late payments, excessive support requests, or simply a divergent way of doing business, sometimes a company and a customer just aren’t the right fit for each other. Customer divestment has become more common in the last decade, with a Harvard Business Review study from 2005-2006 indicating that 85% of executives in certain sectors had already undertaken divestment with some…
  • 13 Steps Towards Strong Reputation Management

    avadminwp
    8 May 2015 | 10:32 am
    Don’t underestimate the power of the Internet to change how people view your company. From online reviews to your social media presence, it doesn’t take much to turn a 5-star rating into an embarrassment. And, unlike a bad reputation in high school, kids in the corporate world are not as quick to forget. A 2012 Nielsen survey showed that 70% of consumers they surveyed viewed online consumer reviews as a very strong and reputable source of sentiment about a brand–beaten only by the word of their friends and family. As a brand or a company marketer, you need to make sure that…
 
  • add this feed to my.Alltop

    SalesTactics.org

  • Owner Looking for Commission Sales Rep

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

    Jason Kanigan
    19 Apr 2015 | 4:35 am
    Where to market? So you've made a critical marketing piece: now where do you put it? Just like a website without traffic, a report without readers or a video without viewers is a billboard in the desert. You need multiple… Continue Reading → The post Where to Market [Business Newbie Guide Part 4] appeared first on SalesTactics.org.
  • First Marketing Piece [Business Newbie Guide Part 3]

    Jason Kanigan
    9 Apr 2015 | 10:27 am
    First marketing piece: how do you write it? This is a big question for most business creators. And what do they do? Rush out and make a brochure. Whether it is online or on paper, this brochure typically talks about… Continue Reading → The post First Marketing Piece [Business Newbie Guide Part 3] appeared first on SalesTactics.org.
  • How To Decide On a Service [Business Newbie Guide Part 2]

    Jason Kanigan
    4 Apr 2015 | 9:33 am
    How to decide on a service or product to offer with your new business is a question that creates panic in even the most confident mind. What if your choice is wrong? What if your market doesn't want that? What… Continue Reading → The post How To Decide On a Service [Business Newbie Guide Part 2] appeared first on SalesTactics.org.
  • Chronic Marketer by Brad Gosse – Review by Jason Kanigan

    Jason Kanigan
    3 Apr 2015 | 9:25 am
    Chronic Marketer by Brad Gosse is foremost the personal story of how this internet marketer built his business. Nothing beats a "How To" that's a real life story. Too many internet marketers' books are theoretical, how things 'should' work: Brad's… Continue Reading → The post Chronic Marketer by Brad Gosse – Review by Jason Kanigan appeared first on SalesTactics.org.
  • add this feed to my.Alltop

    CustomerCentric Selling® Sales Training Blog

  • Sales Tips: Why You Should NOT Sell at Low Levels

    21 May 2015 | 12:31 pm
    Sales Tips: Why You Should NOT Sell at Low Levels By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company Image courtesy of Sira Anamwong at FreeDigitalPhotos.net I was recently reading some blog posts (I can’t recall if it was Sales Best Practices, Linking Sales Leaders, etc.) where people were commenting on and debating the direction being given by a well-known sales training provider. As best I could tell, the provider was directing salespeople not to waste their time attempting to contact senior executives when prospecting and…
  • Sales Tips: How to Respond to "What Do You Do for a Living?"

    20 May 2015 | 5:00 am
    Sales Tips: How to Respond (and Not Respond) to "What Do You Do for a Living?" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net During initial social meetings, a common icebreaker is asking people what they do for a living. Telling people you’re in Sales usually leads to the follow up question:  What do you sell? In most cases sellers make mention of products they sell. This may not be a great direction to take the conversation. How NOT to RespondFor example, my response could be: I…
  • Sales Tips: How to Document Value and Avoid "No Decision"

    15 May 2015 | 9:34 am
    Sales Tips: How to Document Value and Avoid "No Decision" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company New sellers are taught how to beat competitors. A Sales Benchmark Index survey found sellers win 24% of proposals issued and lose 24% to other vendors. Surprisingly, they also found 30% of opportunities are lost when buyers decide not to spend the money, and 22% of companies choose to develop in-house solutions. Four common reasons for “no decision” outcomes are that sellers fail to:  Uncover business goals Create visions Gain access…
  • Sales Tips: Empower Rather Than Sell

    13 May 2015 | 5:00 am
    Sales Tips: Empower Your Prospects, Don't Sell Them By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Janoon at FreeDigitalPhotos.net Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. In doing so, it is important to be aware of the widespread, unflattering stereotype of salespeople that is largely based upon negative B2C experiences early in our lives. The perception of both sellers and buyers is that selling is convincing, persuading and overcoming objections. Having…
  • Sales Tips: How to Manage Buying Committees

    6 May 2015 | 5:00 am
    Sales Tips: How to Manage Buying Committees By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net When managing buying cycles with committees, sellers are often guilty of starting and staying with one person too long. In our workshops, we show there are 3 phases of buying cycles: Solution development where buyers understand their desired outcomes, why they can’t be achieved in the current environment and what specific capabilities they need to achieve the outcomes. Ideally Phase 1 is done with…
  • add this feed to my.Alltop

    Pipeliner CRM Blog

  • 6 Creative Ways to Integrate Social Media and Email Marketing

    Jimmy Daly
    26 May 2015 | 8:21 am
    In your organization, do you wear many hats? Need to do some digital marketing? You have your hands full with all the many ways to reach your audience. At any given time, you may need to be fluent in email, content and social media because your audience is cross-platform. Few people make buying decisions anymore based on [...]The post 6 Creative Ways to Integrate Social Media and Email Marketing appeared first on Pipeliner CRM Blog.
  • Sales Managers: Prepare Your People for What’s Coming

    Adrian Davis
    22 May 2015 | 8:44 am
    There are 18 million people currently in Sales today in North America. Gartner Group predicts that only 4 million will be left by 2020. Is that likely? What we do know is that Sales is undergoing unprecedented transformation. As a sales manager, are you preparing your team for the seismic shifts ahead? When I started [...]The post Sales Managers: Prepare Your People for What’s Coming appeared first on Pipeliner CRM Blog.
  • Are You on a Snipe Hunt to Find (Elusive) Business Email Addresses?

    Nishi CV
    21 May 2015 | 9:32 am
    If you are trying to sell in a B2B framework, you know that prospecting is a numbers game. Instead of making a few hundred calls every day and hitting upon 1 or 2 prospects ( at the best) business email addresses, sales professionals are leveraging social networks such as LinkedIn to microtarget and identify key [...]The post Are You on a Snipe Hunt to Find (Elusive) Business Email Addresses? appeared first on Pipeliner CRM Blog.
  • The Sales Phone Call: 6 Tips to Becoming the Perfect Listener

    Ron LaVine
    20 May 2015 | 8:58 am
    Tip #1: Prepare Mentally and Physically First, clear your desk and prepare yourself for each sales phone call by having everything you need within reach or eyesight. Use a headset, lean slightly forward while sitting in your chair and minimize or remove any distractions. Now, think of yourself as a sponge. Give undivided attention to [...]The post The Sales Phone Call: 6 Tips to Becoming the Perfect Listener appeared first on Pipeliner CRM Blog.
  • The Definitive Guide to Lead Generation and Management

    Bruce Boyers
    19 May 2015 | 8:04 am
    Introduction: “The Leads! The Leads!” There is one point that resonates with any salesperson who has seen the classic 1992 film Glengarry Glen Ross: “It’s the leads!” In that film, veteran sales reps are saddled with sub-par leads for people who would never buy in a thousand years. The sales manager holds the good leads [...]The post The Definitive Guide to Lead Generation and Management appeared first on Pipeliner CRM Blog.
 
  • add this feed to my.Alltop

    CloserIQ

  • The Best Sales Feedback Comes From Break-Up Emails

    CloserIQ
    26 May 2015 | 6:30 am
    This post was originally published by Madelen Arnesdotter on the Brisk.io blog as part of their Sales Life column — a series of blogposts where they get inside the head of salespeople – tools, tips, tactics, and processes. Photo Credit: Flickr (Maria Elena) Company: Salesloft Employee: Christine Ladd Role: Sales Development Representative Type of sales: B2B Tools: Twilio, Salesloft, Salesforce, Google Calendar. Salesloft is an all-in-one sales solution that guides you through your sales process. “I’m a sales development representative at SalesLoft. I’m in charge of initiating…
  • How To Evolve Your Sales Strategy For The Modern Customer

    Sherry Harmon
    21 May 2015 | 6:30 am
    This piece is a guest post by the Chief Revenue Officer of ModuleQ, Sherry Harmon. ModuleQ develops actionable-insight apps that make it easy for field sales professionals to manage their funnel and close deals faster.  Photo Credit: Flickr (Leonid Mamchenkov) Sales have come a long way since the 1800s, when the structure for goals and sales steps was formulated. The traditional process focused on the customer’s need and not the product — it was a script that moves the customer through that value identification. While much has changed, a lot of the principles have remained the same.
  • 7 Tactics for Leaving Effective Voicemails in Sales

    Osman Sheikh
    20 May 2015 | 8:30 am
    Originally published on Ringio Hypersales Blog and written by Osman Sheikh. Photo Credit: Flickr via Martin Cathrae Leaving sales voicemails should be easy, right? Unlike most sales activities, you’ve got time to prepare. You don’t have to worry about anyone derailing your train of thought with an off-the-wall question or objection. All you have to do is wait for the beep, and speak confidently for a few seconds. Then you sit back and hope your prospect is interested enough to call back. Unfortunately, most of the time this won’t happen. Most sales voicemails get deleted, but…
  • 6 Public Speaking Tips For Nervousness

    Katie Cole
    6 May 2015 | 6:00 am
    Photo Credit: Creative Commons (Flickr/Grant) Feeling nervous before speaking in front of a group people is something that even veterans find themselves susceptible to. Instead of letting your anxiousness impact your performance, here are 6 public speaking tips for nervousness to remember the next time you find yourself with the jitters:   Clench your derriere Can’t stop shaking while you present? Research has found that it is impossible to be shaky when you clench your thigh muscles or buttocks. If you find yourself shaky and unable to control yourself, simply squeeze and continue…
  • 5 Free Smartphone Apps Every Field Sales Professional Should Have

    Katie Cole
    21 Apr 2015 | 9:02 am
    Photo: Markus Spiske / raumrot.com Technology has managed to become one of the most important factors in our daily lives: we store our lives on our tablets, we bring our laptops everywhere, and we’re practically non-functional when our smartphones get lost. Even in our careers, smartphones play a huge role — there are many apps that can help you stay organized and on top of your game. Below is a compiled list of five free apps that all field salespeople should be using: DocScan This app will let you scan any types of documents, business plans, business cards, etc. and upload them to…
  • add this feed to my.Alltop

    QuotaFactory

  • The Top 5 Sales Blogs Engineered to Help Reps Meet Quota

    Michaela Cheevers
    22 May 2015 | 6:00 am
    As a sales development representative, I’ve come to understand the importance of re-working my messaging strategy on a consistent basis. I’ve found myself repeatedly scanning the Internet to learn more about different approaches that work for other sales reps. A new study shows that 54% of sales reps won’t meet quota this year, and I refuse to become part of that statistic. As we all know, time-saving strategies are a crucial aspect of any sales development reps’ day, so here are 5 sales blogs that you can keep on your favorites list for easy access to better yourself…
  • Why Your Sales Development Training Isn’t Working

    Colleen Francis
    20 May 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.  Your sales development reps’ motivation and skill have a direct impact on your company’s growth. Once you evaluate your team members, you can determine whether they need sales development training and how to customize it for them. However, how can you determine, more precisely, where individual sales development reps fall on the motivation and skill spectrum? How can you leverage and nurture their abilities? And how can you fully apply sales…
  • A Tale of Two Data Sources: The Lead Conversion Champions [Infographic]

    Megan Tonzi
    18 May 2015 | 6:00 am
    Are your reps improving their data and conversions? According to NetProspex’s State of Marketing Data Report, companies that use data-enrichment services are twice as likely as non-users to be satisfied with both the contact-level and company-level accuracy of their databases. At QuotaFactory, we wanted to measure how different data sources directly impact sales conversations and conversions. We gathered information from over 20,000+ calls within a month that our sales development teams make here and evaluated how fast or how slow teams with different data sources were able to reach…
  • These 3 Graphs Prove Sales Strategies Are Changing Before Our Very Eyes

    Allison Tetreault
    15 May 2015 | 6:00 am
    What term jumps out at you in this passage from QuotaFactory’s About page? QuotaFactory is a True Sales Acceleration methodology and platform. We put your reps in the best position to achieve success by increasing their monthly conversions to forecast by up to 60%. That’s right: Sales Acceleration. QuotaFactory is entering the sales acceleration space for a reason: It’s a growing trend amongst businesses that want to grow their customer base, propel their sales, and improve their processes. Which, let’s face it, is every business ever. However, the term “sales acceleration” is…
  • “You” Messaging for Better Sales Communications

    Andrew Moravick
    13 May 2015 | 6:05 am
    Sales Wars is pleased to bring you a guest blog post from Sales Jedi Andrew Moravick, Content Marketing Manager for Aberdeen Group and editor of CMO Essentials.  Imagine if one simple change to your sales communications could dramatically alter your overall performance. You want to set up a sales call? This one change will ensure you can communicate that it’ll be well worth your target’s time. Want your buyers to immediately understand the value you’re trying to convey? This one change, by function alone, will get you there. So what do you have to do? Well, it all comes down to you…
  • add this feed to my.Alltop

    LiveHive

  • Sales Teams Need Their Own Tools to Cross the Finish Line

    Micheline Nijmeh, CMO
    26 May 2015 | 10:00 am
    The need for greater customer personalization has changed sales organizations’ processes, forcing them to adjust their selling approach and look for new technology to create more personalization with their lead generation.Marketing automation systems have done an incredible job helping marketers create a personalized journey for prospects. So why can’t marketing tools be used by sales? Don’t sales and marketing need to be aligned? Isn’t it easier to use the same tool?Marketing and sales teams absolutely need to be aligned, but sales teams approach customer engagement much differently…
  • The ‘Amazonization’ of the B2B Buyer

    Suresh Balasubramanian, CEO
    21 May 2015 | 3:32 pm
    Over the past two decades, Amazon has redefined business to consumer (B2C) selling. Years before software began ‘eating the world,’ Jeff Bezos had an idea to sell books on the Internet.Who could have guessed then that his actions would ultimately change how we buy goods and services, transform brick and mortar selling, and spur a new technology genre called the cloud?Today, this ‘Amazonization’ is taking another turn and flowing in a new direction – and towards new opportunities.And this time around, customers are driving the process. Business customers are starting to manage their…
  • Top 10 Reasons Why a Sales Job Isn’t as Good as It Looks

    Jennifer Dignum
    20 May 2015 | 1:06 pm
    All of us have had a job in our lives that didn’t work out for some reason or another. If you’re considering a new job, what are some of the best practices to find out whether it’s a good fit?To get tips on what salespeople can do to make better job choices, we invited sales expert Jill Konrath to join us in a webinar this week. In honor of David Letterman’s retirement, we’ve summarized the key takeaways into the following top ten reasons why a sales job may not be as good as it looks:#10. Their website looks like it’s from the 1990s.Look at the website as if you were a potential…
  • Get Sales Qualified Leads with Less Effort in Less Time

    Micheline Nijmeh, CMO
    13 May 2015 | 10:29 am
    It’s a constant balancing act for sales leaders – to get more leads into the pipeline and for the sales development team to quickly qualify.With marketing automation software, marketing teams can generate new leads with a slight turn of the dial. But, it’s not as easy for a sales rep to turn up their lead qualification without having to spend more time and energy going through each lead. With sales organizations still operating the same way and using the same technologies they did five years ago, sales leaders need tools to help their team keep up with an increasing stream of…
  • Why Trust is the New Buzz Word for Sales

    Micheline Nijmeh, CMO
    6 May 2015 | 1:55 pm
    Everyone is talking about the importance of customer trust.According to Cisco VP Manjula Talreja, at last week’s Sales 2.0 Conference, salespeople must become trusted advisors to their customers. It’s no longer just about selling ‘widgets.’ To become a trusted advisor to your customer, you must have real-time information about what’s happening in your customer’s company.If buyers don’t believe salespeople understand their needs, they lose trust, added Gartner analyst Tiffani Bova. And, to achieve and maintain that trust, sales organizations need to know where customers are in…
 
Log in