Sales

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  • I would be quicker doing it myself…

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

    Jill Konrath's Fresh Sales Strategies
    25 Nov 2014 | 3:04 pm
    This is one topic I never thought I'd write about. For many years, I wasn't at all grateful. I was too busy busting my butt, trying to make my own success at the same time I was raising an active, growing family. I never gave even one little thought to the people who made it possible. Nor did I stop to appreciate the beauty of nature, the fortuitous life I was born into or how good a cup of coffee could really taste. Then, a few years back, I had a couple of terrible years. Both personally and professionally. You might say it was a disaster.
  • How to Measure Sales Manager Coaching Effectiveness

    Star Results
    Steven A. Rosen
    13 Sep 2014 | 3:18 pm
    Benchmarking Coaching Effectiveness By Steven A. Rosen Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. As you know, sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Sign up for the Sales Management Newsletter and enter a Draw to Win a FREE Sales Manager Coaching Effectiveness Snapshot $500 The…
  • Good old fashioned sales

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

    Jeffrey Gitomer's Sales Blog | Sales Training
    Gitomer
    10 Nov 2014 | 9:20 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
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    Heavy Hitter Sales Blog

  • 2015 Sales Industry Predictions

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

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

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

    Steve Martin
    20 Sep 2014 | 5:36 am
      For many companies the only time during the entire year when the worldwide sales team gets together is the annual sales kickoff meeting. Obviously, everyone wants this meeting to be a success. As a keynote speaker who has had the privilege of presenting at hundreds of  annual sales meetings, I thought I would share some of the ways companies sabotage their sales meeting.   Wrong Length. German psychologist Hermann Ebbinghaus discovered people forget facts at a predictable rate and that greatest learning actually occurs by studying less. His famous “Forgetting Curve”…
  • Take the Sales Survey to Win a $500 AMEX Card & Receive the Study

    Steve Martin
    23 Aug 2014 | 12:43 pm
      Attention B2B Sales Managers and Salespeople!   I am conducting a Business to Business sales performance trend study. This study will address some of the hard hitting questions I get asked time and time again by sales leaders. If you are a B2B Salesperson or Sales Manager, I would be very interested in your thoughts and hope you will consider completing a brief five minute survey.   In appreciation for your time, you will receive a copy of the completed study and be entered into a drawing for a chance to win a $500 AMEX gift  card. …
 
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    Score More Sales

  • Four Ways the Cloud Helps Sales Grow

    Lori Richardson
    26 Nov 2014 | 2:07 am
    Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning . The things we once predicted futuristically are coming to fruition thanks to new tools and strategies to help convert data into insights, improve sales rep on-boarding and give a new twist to getting…
  • Women Sales Experts Share Quotes Infographic

    Lori Richardson
    25 Nov 2014 | 8:21 am
    Earlier this year, LinkedIn started a discussion about women in sales. There was the infographic that got the discussion kicked off. Some debated the findings, but all of us agree on the value of discussing diversity. A number of us shared content about our own stories of getting into sales.  What I found interesting is that many of my female peers in sales or sales effectiveness got into sales accidentally. I, on the other hand, intentionally chose a career in technology sales where I could earn the same or more as my male counterparts. Not bad thinking for a 22 year old single mom,…
  • A New Way to Work Helps Productivity

    Lori Richardson
    21 Nov 2014 | 12:54 pm
    This week, I was invited to spend a day with key executives in the IBM Midmarket space  to discuss the future of work, and how technology is causing us to reimagine the way we work. First I must say that I’ve been attending IBM events over the years starting in the early ‘80s. Yes, I know that dates me a bit, and it also gives me a longer term perspective of IBM than a lot of people. I have seen great evolution over time. In past corporate events with MOST Fortune 100 companies there is a lot of “dog and pony show” with little chance for input. The great thing about the…
  • Sales Cheers and Self Evaluation

    Lori Richardson
    19 Nov 2014 | 3:46 am
    I spoke this week to a group of sales professionals at the new monthly Sales Accelerators event at Hubspot in Cambridge, MA. It is a new event here in the Boston area for sales reps to network, meet and mingle with others. Hubspot is a great host, and I was thrilled to be invited to have a Q&A at the front of the room to discuss prospecting issues and ideas. (Thanks to Pete Caputa for the invite, and Andrew Quinn for the great questions and comments. If you’re in the Boston area, watch for these ) My first statements to this room that consisted of some very new sales reps as well…
  • How Salespeople Goof Up on LinkedIn Part 2

    Lori Richardson
    14 Nov 2014 | 6:37 am
    Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World. If you agree, would you please take a moment to vote for us here? Thanks. You can vote every 12 hours through Dec. 12 (Midnight Eastern) THANK YOU in advance. Everyone agrees with the top goof up sellers make on LinkedIn as mentioned last week – the old “Quick Connect” as I…
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    Smart Selling Tools » Blog

  • The Goldilocks Principle for Sales Leads

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

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

    Nancy Nardin
    4 Nov 2014 | 7:30 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview Garin Hess, CEO of DemoChimp. Nancy: What does DemoChimp do? What problem/s are you solving for sales and/or marketing organizations? Garin: DemoChimp is software intelligently automates product demos, so sales people can spend less time demoing, and more time closing sales.  Marketing teams have told us that they need their…
  • Sellers and Marketers Overcoming the Status Quo

    Nancy Nardin
    29 Oct 2014 | 2:05 pm
    Last week, on the heels of Dreamforce, I traveled to Las Vegas to attend CEB’s annual Sales and Marketing Summit in Las Vegas. CEB is a $900M, member-based advisory company offering 50 different memberships aligned to functional and leadership roles like Finance, Human Resources, and Information Technology. In the Sales and marketing world, CEB is perhaps best known as the place where Matthew Dixon and Brent Adamson, co-authors of the Challenger Sale™, have hung their hats for a collective 26 years (if I did the LinkedIn math correctly). The fundamental premise of The Challenger Sale,…
  • Trick or Treat? Dreamforce Goodies for B2B Marketers

    Rebecca Bell Ellis
    22 Oct 2014 | 8:42 am
    Note from Nancy: In case you missed it, we sent our a Dreamforce wrap-up and cool tool report in our newsletter this Sunday. In today’s blog post,  Rebecca Bell Ellis weighs in on the goodies she found at Dreamforce. Rebecca is a Sr. Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. - This week I’m at the CEB conference in Vegas (yes, I know, but somebody has to do it). Follow me on twitter @sellingtools to hear what’s happening at the…
 
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    Openview Labs

  • 3 Steps to More Effective Project Management

    jminton
    26 Nov 2014 | 9:00 am
    In order to truly practice effective project management you need to look beyond the scope of your projects. The post 3 Steps to More Effective Project Management appeared first on Openview Labs.
  • You Can’t Price Software Without Focus

    OpenView Guest
    26 Nov 2014 | 7:00 am
    Picking a number is actually the last step in a successful pricing process. Value management and pricing strategy consultant Steven Forth breaks down what you need to do first. The post You Can’t Price Software Without Focus appeared first on Openview Labs.
  • UX vs. UI – Why You Can’t Combine Them Into One Role

    jminton
    25 Nov 2014 | 9:00 am
    Considering UX vs. UI as you develop your product? It’s time to realize that each role has to be filled individually. The post UX vs. UI – Why You Can’t Combine Them Into One Role appeared first on Openview Labs.
  • Video Series: A Creative and Consistent Way To Connect With Customers

    jminton
    24 Nov 2014 | 9:00 am
    Want to keep people coming back for more of your content? Consider launching a video series. The post Video Series: A Creative and Consistent Way To Connect With Customers appeared first on Openview Labs.
  • How Smart Startups Get More Customers: Q&A with Justin Mares, co-author of Traction

    Jonathan Crowe
    24 Nov 2014 | 7:00 am
    Traction co-author Justin Mares shares the framework behind some of the most successful customer acquisition approaches. The post How Smart Startups Get More Customers: Q&A with Justin Mares, co-author of Traction appeared first on Openview Labs.
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    Jill Konrath's Fresh Sales Strategies

  • The Hidden Power of Gratitude in Driving Sales

    25 Nov 2014 | 3:04 pm
    This is one topic I never thought I'd write about. For many years, I wasn't at all grateful. I was too busy busting my butt, trying to make my own success at the same time I was raising an active, growing family. I never gave even one little thought to the people who made it possible. Nor did I stop to appreciate the beauty of nature, the fortuitous life I was born into or how good a cup of coffee could really taste. Then, a few years back, I had a couple of terrible years. Both personally and professionally. You might say it was a disaster.
  • How to Get Your Sales Team to Consistently Overachieve

    20 Nov 2014 | 5:00 am
    Feeling slammed? Let me guess. You’re under intense pressure to meet your monthly numbers. It’s impossible to keep up with all the reports. You’ve got an open territory, your new hire is struggling and all this new technology is overwhelming. Your customers are changing too. Getting on their calendar is increasingly difficult. They sometimes disappear into black holes for months on end. They’ve upped their expectations, yet seem fixated on the bottom line.
  • How to Conduct a Premortem to Win More Sales

    13 Nov 2014 | 4:00 am
    Have you ever tried to figure out what might go wrong before a meeting? That might be one of the smartest things you could do to win more sales. Rather than waiting till the end to find out that you lost – and why – you can think about it way ahead of time when you can still make a difference. When I think about all the business I've lost over the years, 3 main themes come to mind.
  • [Webinar] Selling Productively to Buyer 2.0

    6 Nov 2014 | 7:00 am
    Posted November 6th, 2014 Start Increasing Your Sales Productivity Today Connecting in a world where the buyer is king – and doesn't even want to talk to a sales rep – is really tough. How are you ever going to make your numbers? If that's on your mind, join me for this 30-minute webinar: Selling Productively to Buyer 2.0. Fred Studer, Microsoft sales and marketing expert, and I will share strategies to help your salespeople:
  • A Simple Strategy to Increase Win Rates

    29 Oct 2014 | 6:52 am
    What would it take for you to double or even triple your win rates? According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account. Can it really be that simple? Not exactly ... Winning isn't simply a function of having lots of LinkedIn connections. It requires a well-thought-out strategy. If you're only well connected to one or two people at a company, you're vulnerable if something happens to them. Also, since most decisions today involve 4+ people, it's essential to establish relationships with all of…
 
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    Radius

  • Top 5 Free Sales Tools For B2B Reps

    Orinna Weaver
    25 Nov 2014 | 9:00 am
    Not all sales tools are created equal, and even expensive sales software may not be everything you hope. Lucky for you there are at least 5 great free tools your sales team can start using today. Did I mention they are free? So, no excuses. Charlie – charlieapp.com Charlie is essentially a sales rep’s personal assistant. It syncs with your calendar to prep you for your upcoming meetings by emailing you a one-pager on your fellow attendee. Charlie pulls information from over 100,000 sources including LinkedIn, Twitter, Google News, and Facebook for details on employment history,…
  • How to Diagnose an Unhealthy Marketing Strategy

    Lisa Fugere
    24 Nov 2014 | 12:48 pm
    We pinpointed the three main symptoms of unhealthy marketing strategies and explained why they occur so you can use data to justify the right technology investments for your marketing team. Symptom 1: You’re not closing enough deals. Cause: You’re overly focused on generating a high quantity of leads. Prognosis: Decaying funnel. A decaying funnel suffers from incorrect data and faulty sales processes. Marketing Sherpa research shows that B2B data decays at a rate of 2.1% per month. Marketers that generate high lead volume and rely on lengthy sales cycles are more likely to lose deals at…
  • Why Predictive Marketing Technologies Fall Short

    Orinna Weaver
    19 Nov 2014 | 9:00 am
    Predictive marketing technologies have gained considerable attention recently, and predictive lead scoring and analytics are two areas amassing significant notice and acclaim. Google Trends Image Predictive lead scoring, for instance, helps sales reps prioritize prospective buyers so they focus on the leads likely to spend the most money on products and services. Though lead scoring technologies tend to receive the most attention from CMOs in the predictive marketing space, they still manage to fall short. Problem 1: Predictive lead scoring only helps with existing leads Predictive lead…
  • Why Facebook’s Algorithm Change Is Going to Make You a Better Marketer

    Neha Jewalikar
    18 Nov 2014 | 10:24 am
    In Q4 2014, Facebook announced the latest change to its Edgerank algorithm: reducing the amount of overly promotional page posts in News Feed. Beginning January 2015, Facebook will instate new volume and content controls for organic posts that have a promotional nature, which, according to Facebook, may include three types of posts: Posts that push people to buy a product or install an app Posts that reuse the exact same content from ads Posts that push people to enter promotions or sweepstakes without context As this change comes into effect, pages that distribute the same content multiple…
  • Why Customers Are Marketers’ Secret Weapon

    Neha Jewalikar
    13 Nov 2014 | 8:05 am
    All marketers know that it costs 6 to 7 times more to acquire a new customer than it does to keep an existing one. So why is customer retention solely the responsibility of customer success teams? Here are ways marketers can set their customers up for success by filling their funnels with lookalikes. In 2014, B2B marketers cited generating high-quality leads as the biggest lead generation challenge they face. In order to fuel their efforts, marketing departments often find themselves investing in lead lists. These lists are generally purchased from a number of list providers, such as D&B.
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    the funnelholic

  • A Simple Organizational Tip from the Most Disorganized Man on Earth

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

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

    Craig Rosenberg
    17 Oct 2014 | 2:05 pm
    A huge thank you to Switch Video for this incredible video. This video is self-promotion which is a little uncomfortable for me but I think it’s great. I am excited to think of the different ways I will use it going forward. Enjoy:
  • 5 Tools I Wish I Had When I Became a Sales Rep feat. @MarkRoberge

    Craig Rosenberg
    2 Oct 2014 | 7:20 am
    Editor’s note: Today’s post is from Mark Roberge, CRO of the HubSpot Sales Division. One of my all-time heroes in modern sales. Please enjoy. His last post on the Funnelholic: 4 Habits of a New Generation of Top Sales Performers drove so much traffic and interest, I had to bring him back again. For marketers, the past five years have been exciting to say the least… I’ve watched the space and the job marketers do change day to day during my time selling marketing tools at HubSpot. Marketers have seen an explosion of new technologies that give them a thousand times more…
  • Thank You Content Marketing

    Craig Rosenberg
    21 Sep 2014 | 8:17 am
    Earlier this week, I had a call with an old friend. She is a sole practitioner and wants to drum up business so she called me for advice. I told her: “The single best decision I ever made was to start creating content.” It’s true. I started this content journey in 2006. (I have been telling everyone 2008…oops) – My first post was produced on December 27, 2006:  “Why the Funnelholic?” (And yes, the post has zero tweets, zero shares, etc).  I didn’t know what I was doing. My boss (and still my boss) Scott Albro told me to start blogging and I…
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    Caskey Sales Training - Sales Strategy - Leadership - Indianapolis

  • Modern Sales Behavior

    Travis Collins
    3 Nov 2014 | 7:45 am
    In this week’s episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale go back in time to examine old school sales behavior. Feel like you are trapped in the past? Not getting the outcomes you desire? Modern sales behavior is all about quality over quantity. Bill and Bryan share the present-day tactics you need to reach new prospects. The end of the year is approaching. Don’t mail it in. Use these modern sales behaviors to sprint to the end and leave your competition in the dust. Want more sales training like this?
  • The One Question that Will Solve Every Sales Problem You’ve Ever Had

    Bill Caskey
    27 Oct 2014 | 3:03 am
    How do I get my prospects to trust me? Return my calls? Accept my pricing? Bill and Bryan get questions like this all the time and their answer isn’t what you’d expect. When you find yourself asking these types of questions, you end up solving the wrong problems. There’s no way to fix it with sales tactics or tools. In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share the one question you should be asking yourself. They’ll examine the behaviors that could be sabotaging your sales success and the ways you can overcome…
  • 5 Must-Do’s To Begin a First Call

    Travis Collins
    20 Oct 2014 | 6:52 am
    In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call. Visit us at http://advancedsellingpodcast.com, there you can signup for our newsletter. You can also call us, 317.575.0057 ext. 10 Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group. Download…
  • Another Dreaded Sales Forecast: The GOMA Method (Part 2)

    Travis Collins
    13 Oct 2014 | 2:56 am
    Well, now it’s no surprise to you what GOMA stands for. In this episode, we talk about three more characteristics of what would be a more helpful sales forecasting approach. The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be - a true resource designed to help you grow your business. Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com,…
  • The Dreaded Sales Forecast: The GOMA Method (Part 1)

    Bill Caskey
    6 Oct 2014 | 2:20 am
    Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking’ about it in the right way? The hosts say, “NO!” This is the first of a two part series on this topic. Be sure to join our LinkedIn Group, Click Here to Join!
 
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    turrisiassociates.com

  • 4 Keys to Know About the Gatekeeper

    Al Turrisi
    10 Nov 2014 | 4:17 am
    During my training session, Secrets of Top Sales Performers conducted at the St Francis Center in Denville New Jersey I was asked, how do you know who the gatekeeper is?” While the obvious answer for those that believe it, it is the receptionist, the secretary, the administrative assistant. I decided to address the question in an unconventional way and said, “The gate keeper is in your head.” All too often sales people have beliefs that keep them from being as successful as they could be. These beliefs are held on to as gospel because the sales person has evidence to support their…
  • 8 Tips-Administrative Assistants and Getting to the Decision Maker

    Al Turrisi
    27 Oct 2014 | 9:07 am
    Back in my corporate world I was the vice president of sales for a seventy two million dollar company. My Executive Administrator Maryann and her assistant Laura were my connection to the outside world, to the internal department heads and the sales department. In a sense Marianne and her assistant were my partners and I relied on them heavily. Their role was not to be gate keepers but relied on them for a lot more. I spent a large amount of time traveling between the New Jersey, Missouri, and the California offices meeting with the regional managers reviewing the quantity and quality of the…
  • 4 Myths about Getting to the Decision Maker

    Al Turrisi
    24 Oct 2014 | 5:04 am
    The following four statements reflect how some sales people think and what they believe about getting to key decision makers.  You can’t get to them. You have to provide information about your company to get an appointment with a decision maker. Decision makers use technology to screen you out. If you leave a message for the decision maker they don’t call back. What is important to know is…….. What sales people think influences how they feel.  How a sales person feels determines what they do.  What the sales person does produces results. Results can be defined as what…
  • How to Shorten Your Sales Cycle

    Al Turrisi
    20 Oct 2014 | 7:18 am
    At the completion of a prospect call, Bob had thoroughly qualified the prospect. The prospect had compelling reasons and agreed to do business with Bob, you could not have asked for a better scenario. Then the moment of truth came. The prospect said,” send me your proposal and I will look it over”. In Bob’s excitement he agreed, everybody shook hands and we left. After leaving the prospect’s office I conducted a post call debriefing session with Bob. It was then Bob realized he made five fatal mistakes one of which was to agree to e-mail his proposal to the prospect. This did not…
  • Avoid this Mistake and Close More Sales

    Al Turrisi
    14 Oct 2014 | 5:46 am
    On any given day a receptionist will receive over two hundred calls from the outside world. These calls come from friends and families of company employees, current vendors and suppliers, customers, potential customers, wrong numbers and sales people. The receptionist will always know who the salespeople are based on what the sales person says. Based listening to sales people make phone calls what follows is a very typical conversation. Receptionist: ABC Company, how may I help you? Sales person: Yes, this is John Smith from ABC company can I speak with Mr. Jones Receptionist: Can I tell him…
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    Inside Sales Experts Blog

  • 3 Salesforce Hacks Your Inside Reps Will Be Thankful For

    25 Nov 2014 | 9:07 am
    Happy Thanksgiving to all my American friends. I want to share 3 quick changes to CRM that will most certainly make your reps thankful. None of these are my original ideas and I'm thankful to the amazing Salesforce community for sharing them with me. 1) Display the timezone of a phone number This one comes from my good friend and Salesforce mentor, Becka Dente. You can add this formula field to accounts, contacts, and/or leads. Reps can then build and sort lists based on timezone. It's unbelievably useful for bunching calls together. if( ISBLANK(Phone),"--", if( CONTAINS( "206: 209:…
  • Participate in 2015 Inside Sales Research

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

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

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

    2 Oct 2014 | 4:41 am
    Lead response time is a hot topic lately. Companies have published research highlighting findings such as ‘calling inbound leads in under a minute delivers 3-4X conversion rates’ and ‘calling within 5 minutes vs. 30 minutes drops the odds of qualifying by 21X.’ I believe those studies are well done and their findings are true. But the question remains: for those of us with fairly complex B2B sales processes, do they matter?  My hypothesis is that contact and conversion rates rarely equal quality of conversation (and ultimately revenue). I see two big problems in our rush to make…
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    The Sales Leader

  • The Top Nine Best Practices for Coaching Your Sales People

    Colleen Francis
    26 Nov 2014 | 5:00 am
    Coaching leads to improved profitability, retention and effectiveness of your sales team. Today I’ll explain nine best practices for coaching that will help you drive accelerated sales results.
  • Looking Back To Get Ahead

    Colleen Francis
    25 Nov 2014 | 6:00 am
    Wow – we’re now in the final week of November. It’s hard to believe that we’ll be entering the final month of the year very shortly. Time flies, doesn’t it?! I’m sure you’re already thinking ahead to 2015. But, before you pull out the planning boards and strategy documents, don’t forget to first analyze your […]
  • Sales Tip: Make Sure You Interview Like This

    Colleen Francis
    24 Nov 2014 | 3:00 am
    Reach and exceed all of your sales targets. My new book Nonstop Sales Boom is available now! 
  • Do You Need to Start Dieting?

    Colleen Francis
    20 Nov 2014 | 7:00 am
    Alright – before you get the wrong impression, Engage Selling’s blog is, and always will be, committed to driving more sales to your business. Despite the title of this blog post, we haven’t turned into a nutrition blog overnight! Don’t worry! But, the title still stands. You and your business may need to go on […]
  • Hiring Your Competitors

    Colleen Francis
    19 Nov 2014 | 5:00 am
    Everyone wants to hire the best sellers from their competitors. But it’s not always the best strategy. Listen to this podcast to find out why.
 
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    Marketo Marketing Blog

  • Swag, Tchotchke, Bauble: 7 Things To Consider For Event Giveaways

    Michael Gerard
    26 Nov 2014 | 5:30 am
    Author: Michael GerardEarlier this year I attended Content Marketing World in Cleveland, Ohio representing Curata as its CMO and hoping to learn best practices in content marketing from other marketers. That said, I also had a special mission assigned to me by three very important people–my children. I needed to bring back the best tchotchkes that the event had to offer. In case you’re unfamiliar,a tchotchkechoch-key), according to Wikipediais “a small bauble or miscellaneous item. It can also refer to free promotional items dispensed at trade shows, conventions, and…
  • 4 Things You Can Learn From Non-Profit Social Media Success

    Shanna Cook
    25 Nov 2014 | 5:30 am
    Author: Shanna CookMany brand marketers at for-profit companies are accustomed to working with a large marketing budgets that fund their vast array of marketing activities from events, to syndicated content to paid social media advertising. But not everyone has that luxury, and I’m inspired by how non-profits, often with limited budgets, use social media to drive successful campaigns. Not only do they share their story with a considerably smaller budget than a typical corporate budget, but they also do a great job engaging their audience. What can brand marketers learn from non-profits…
  • Save That Shopping Cart! Tips To Prevent Cart Abandonment

    Phillip Chen
    24 Nov 2014 | 5:30 am
    Author: Phillip ChenHow many times have you gone to a website, put something in your cart only to leave it there? Now imagine condensing the amount of people that abandon their carts over the course of a month into one single day. We call it Cyber Monday and it is right on the horizon. Make sure you are ready for all the Cyber Monday activity by setting up systems to take advantage of abandoned shopping carts. By this point, you’ve probably already created your marketing campaigns to promote Black Friday and Cyber Monday, but here are some ways you can take your campaigns to the next…
  • 7 Questions to Ask Before Creating a Video Campaign

    Colin Osing
    20 Nov 2014 | 5:30 am
    Author: Colin OsingIf you’re a digital marketer who is somewhat new to video marketing, you can take some comfort in the words that follow. First of all, you’re not alone! While 52 million US adults watch professional video content every month, online video marketing is still largely viewed as the new kid on the digital marketing block. However, setting up a video campaign doesn’t have to be difficult. In fact, it’s not so different from creating any other marketing plan – except, you know, a lot cooler. Just answer these seven questions to create a well-defined strategy and ensure…
  • Last Minute Lifts – How to Increase Traffic on Black Friday

    Phillip Chen
    19 Nov 2014 | 5:30 am
    Author: Phillip ChenYou’ve most likely been working all year to prepare for Black Friday, with fingers crossed that it will all pay off. It is finally upon us, and here are some last minute ideas and tips to make sure your Black Friday is successful and goes off without a hitch. Be Socially Prepared Most marketers have already spent their budget on search ads in the weeks leading up to Black Friday. A popular strategy is to bid on competitor brands, but are you applying that same strategy on social? Your social team should be primed and ready to take advantage of real-time situations…
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    The Sales Blog

  • Leaders Treat the Disease

    S. Anthony Iannarino
    25 Nov 2014 | 6:23 pm
    Leaders Treat the Disease is a post from: The Sales Blog | S. Anthony Iannarino A leader looks past the symptoms to the root causes of the disease. A leader looks past the presenting problem to find the source of the problem. Treating the symptoms doesn’t cure the disease. Eliminating the presenting problem doesn’t address the source of the problem. Treating only the symptoms may actually allow the disease to worsen. In the heat of the moment, it’s easy to look at the symptoms as the problem. It is tempting to focus on eliminating the symptoms, believing that things will be better when…
  • 5 Steps to Better Sales Results

    S. Anthony Iannarino
    24 Nov 2014 | 5:55 pm
    5 Steps to Better Sales Results is a post from: The Sales Blog | S. Anthony Iannarino Earlier this week a client asked me what I would do to produce better sales results right now. He wanted to easy answer. He wanted me to tell him how to go fast. If you’ve shared your Sunday morning with me for any time, you know that I believe that fast is slow and slow is fast. I wanted to give him the right answer in the short time we had together, so I told him the five things I would do if I were him. Spend more time nurturing and prospecting. Most sales organizations and most salespeople can…
  • The Leadership Playbook: Leadership Lessons and Uber

    S. Anthony Iannarino
    23 Nov 2014 | 6:00 pm
    The Leadership Playbook: Leadership Lessons and Uber is a post from: The Sales Blog | S. Anthony Iannarino I love Uber. I never use anything else if they operate in a city I visit. If they aren’t operating in a city I visit, like Orlando, I am unhappy that I have to find other sources of transportation. I am a fan, and as of today, I still use the service. But it’s getting increasingly difficult to do so. I’ve spoken with every driver about their experience, and with the exception of one Boston driver, all of them are doing better than they were before (the Boston driver said there are…
  • The Hustler’s Playbook: Hustlers Promote Themselves

    S. Anthony Iannarino
    22 Nov 2014 | 6:55 pm
    The Hustler’s Playbook: Hustlers Promote Themselves is a post from: The Sales Blog | S. Anthony Iannarino Hustlers promote themselves and their work. They’re self-promoters. Hustlers are self-promoters. They are completely and unequivocally sold on themselves. Hustlers aren’t self-promoters because they are arrogant or selfish. Hustlers are self-promoters because they believe deeply that they can and will make a difference. The hustler puts herself out there because she believes in the value she creates, and when she tries something new, she believes that she will find a way to make…
  • Your Baby Is Ugly

    S. Anthony Iannarino
    21 Nov 2014 | 6:00 pm
    Your Baby Is Ugly is a post from: The Sales Blog | S. Anthony Iannarino Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear. Want to Hear The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the client will like them. They believe by telling the client that they can achieve the result they need without making changes and without spending more money, they increase the likelihood of winning their business. But the client’s baby is ugly.
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    Sales 2.0 Blog

  • Holiday reminders from Uncle Paul

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

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

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

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

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

  • Sales, Goals & Life... and Lauren Hill

    Tony Cole
    4 Nov 2014 | 9:22 am
    Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management. I think it was 1992 when Pat Riley, as part of a speaker’s event, came to Cincinnati and spoke at the convention center.  I don’t remember a thing from his speech other than his comment about being taken to the cleaners by the media after losing the 1984 NBA championship to the Celtics.  He said (paraphrasing):  They [the…
  • PRO, FUN & MON: 3 Really Good Things to Manage To in Selling

    Tony Cole
    28 Oct 2014 | 1:36 pm
    I just spent the last five days with my client and good friend, Ric Stoakes, from Lincoln, Nebraska. In addition to being a principle at the UNICO Group, he is an avid traveler and “a nutcase of a Nebraska Football Fan”.  If you spent enough time in Lincoln, you would soon discover that “a nutcase of a Nebraska Football Fan” is not a group of one. From Tuesday through Friday, I spent time with him, his sales team and other partners in the firm.  I stayed a couple of extra days in Lincoln after Ric and Scott Nelson invited me to watch their beloved Cornhuskers play/beat…
  • The ONE Secret to Selling More

    Tony Cole
    20 Oct 2014 | 10:37 am
    I’ve been in the sales and sales management consulting business for 21 years.  Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach.  During my 30 year professional career, I’ve read a lot of books, met with many keynote speakers and listened to hours of audio recordings.  Many, if not all, of my learning from others’ experiences include a common theme:  “Secrets”.  And several years ago, there was even a DVD, Book and Audio Series called just that -…
  • Are You That Someone Else for Your Sales Team?

    Tony Cole
    14 Oct 2014 | 12:05 pm
    Ever wonder if your sales people are really listening to you?  Do they respond and react... or do they sit politely listening and then continue to do what they’ve always done?  As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team.  You must coach them, you must motivate them, you must have some level of performance management and, in some ways, you must mentor them. When I was coaching at Iowa State University, I was interviewed by a local TV sports reporter about my role as the strength and conditioning…
  • Sales Managers – Why Isn’t Goal Setting Easy?

    Tony Cole
    13 Oct 2014 | 9:22 am
    I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont.  The General Agent was Dave and his manager was Bob.  The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. Based on that equation, the established goal was to write 100 lives.  You do the math. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have.  When I fell short of my activity goal, Bob’s intense coaching often included, “See more…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Key Sales Management Actions to Prepare for 2015

    Miles Austin
    4 Nov 2014 | 6:06 am
    If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. There is a lot to consider. A few key questions that sales leaders need to be considering include: Is the sales compensation plan providing the results expected? Are you going to be hiring during the year? Are there roles/functions that do not exist that you need to add? How is your customer retention doing? Are you acquiring new customers at the rate you have planned for? Is your revenue meeting plans? What has changed over…
  • Your Next Sales Hire Shouldn’t Be a Sales Person

    Miles Austin
    27 Oct 2014 | 3:46 pm
    The most important sales hire you make should not be a sales person. If you are an executive or sales leader you really need to think hard about the next person you hire to improve your sales results. You might just need to hire a sales analyst. The best and the brightest minds that understand the newest tools in big data and analytics are being hired at a rapid pace, locking them down before a competitor finds them. Salaries are averaging in the mid 60’s according to Glassdoor and a quick Google search for Sales Data Analyst will reveal the search is already on. To get a deeper…
  • Important LinkedIn Action To Take Now

    Miles Austin
    13 Oct 2014 | 5:45 am
    The most extensive collection of business connections most of us have is found in our LinkedIn account. You might have additional storage areas like Email contacts, your CRM tool, and your smartphone, but the largest collection is typically LinkedIn. Over the years, the ability to download your contacts has not always been available, especially if you have a large number (1,000 +) of contacts. I have not been able to download my contacts for several years, but there is now an option for you to use. In addition, you will receive information on every other LinkedIn activity you have personally…
  • Canva -Top Recommended Tool For The Graphically Challenged

    Miles Austin
    3 Sep 2014 | 12:13 pm
    Canva is an online web tool that simplifies the creation of graphics and can eliminate the stress you get when sitting in front of the keyboard, under a deadline, and need to create a persuasive graphic for your presentation, blog post or email.   According to the folks that decide the winners of The Webby Awards: “Canva is the easiest to use design program in the world.” Using a familiar and non-intimidating template approach, I found it extremely easy to get started on my project. Rather than staring at a blank screen, you first select the template for what you want to…
  • “Zap” Your Way to Increased Productivity With A “Recipe” for Success

    Miles Austin
    2 Sep 2014 | 5:45 am
    You are putting in the hours. Your effort is being given. Well-meaning friends and leaders will recommend “work smarter, not harder”.  Yet you are not getting the results you and your company are expecting. There can be several reasons for this but typically your PRODUCTIVITY is a great place to put your focus.  Productivity is defined by Dictionary.com as: “The quality, state, or fact of being able to generate, create, enhance, or bring forth goods and services”. Every job has repetitive, tedious tasks that are required on a regular basis. Many are done on a…
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    Keith Rosen

  • The Secret to Being Happy at Work and Home

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

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

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

    Keith Rosen
    21 Sep 2014 | 5:13 am
    What are the best-in-class sales leaders doing to better engage their team and win more sales? Watch this webcast with Keith Rosen and Jason Jordan as they discuss leadership best practices, the language of leadership and the role technology plays in building a bench of champions. Plus, a special announcement that every manager needs to hear! Industry Leaders Agree on the Role of Coaching In this live webcast, I had the pleasure of joining Jason Jordan of Vantage Point Performance in a great discussion with moderator Steve Diamond from Salesforce.com as guests on a recent webcast episode of…
  • [Video] Resign Today as Chief Problem Solver

    Keith Rosen
    23 Aug 2014 | 8:43 pm
    We’re always being encouraged not to quit. But not today. There’s one role I’d encourage you to walk away from right now. Your role as Chief Problem Solver and Decision Maker. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. It’s time to abandon toxic thinking. It’s time to look at the inner game of coaching. Not just what we do when we’re engaging with a customer or one of our direct reports, but how we need to think. Holistically, this is…
 
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    Get Clients: How to Attract and Win More Professional Service Clients

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

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

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

    Ian Brodie
    11 Sep 2014 | 10:12 am
    When it comes to websites and online marketing, analytics is probably the last great unexplored frontier. Most people have a fair idea about their website and they know they should be using email marketing and doing stuff on social media. But when it comes to analytics, few people get much further than glancing at basic Google Analytics data every now and then. The truth is though that there’s a wealth of information available about what your website visitors and potential clients are doing on your site. And if you use it right, you can get tremendous insights from that information and…
  • The REAL Secrets of Networking

    Ian Brodie
    1 Sep 2014 | 5:20 pm
    There’s lots of great training available about the skills of networking. Crafting a compelling “elevator pitch”, learning how to break in to groups, hold conversations, ask for referrals. All good stuff. But in a way, all very tactical. Personally I’ve found there are much more powerful principles that make a huge difference to your success at winning clients. Principles that most networkers tend to ignore. Get these principles right and even if you’re a networking newbie you’ll do well. Get them wrong and no amount of skill will save you. Principle #1:…
  • How to Partner with Procurement to Win More Clients

    Ian Brodie
    23 Jul 2014 | 5:57 am
    If you’re selling your services to corporates or even mid-sized companies, chances are you’ll bump into procurement. You may need to submit proposals, take part in formal tender processes, get onto the approved supplier list, or just have them OK your letter of engagement. And you’ve probably discovered that sometimes working with client’s procurement teams isn’t easy. Sometimes it feels like their only goal is to drive down your price. Or keep small suppliers like you out of the equation. In this podcast I interview Stephen Ashcroft of BrianFarrington.com.
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    Dealmaker365 Blog

  • A Sales Story for Our Time

    Donal Daly
    25 Nov 2014 | 1:49 am
    When Matt finished the meeting, he was angry. His biggest customer just told him that she had placed a big order with a new supplier. “You know it’s not you. I like working with you Matt. How long are we working together? It’s been a long time.” Said Joanne, the EVP Operations at DeepEarth Oil, “But Mandy Adamson at Innopartners – she blew us away. I know they are a little more expensive than you, but Mandy agreed to share her vision with the whole executive team as well at our next exec QBR. She helped me think about this company – this industry really – in a whole new…
  • 12 Steps to Account Planning in 2015

    Donal Daly
    9 Oct 2014 | 4:27 am
    It’s that time. As you prepare for 2015 you need to be thinking about how to maximize revenue from your existing customers. I’m sure you know acquired business from an existing customer is six times more profitable than pursuing new customers. But, did you also know that you are seven times more likely to win business from an existing customer than you are when you are trying to capture that new logo? I have written about this extensively in my book Account Planning in Salesforce, but to get you started, here are 12 things you should think about as you look to how your existing customers…
  • Will all Future Presidents be White Men? -The Predictive Analytics Problem

    Donal Daly
    7 Oct 2014 | 4:37 am
    The answer to the question in the title is of course almost certainly No. But that’s not what the data said.  If you look at the records from 1789, when George Washington’s presidential term began, to 2009 when Barack Obama became the 44th president of the United States, the data would suggest otherwise. If you examined the data in 2008, with a sample size of n=43, and a test on gender and ethnicity, the patterns in the data would show a correlation that would predict that all future presidents would be white males. We know of course that the prediction would have been wrong.  Of course…
  • 5 Key Dreamforce Sessions and 3 Tips

    Donal Daly
    29 Sep 2014 | 3:50 am
    There is a lot going on at Dreamforce. How do you choose which sessions to attend? This year there are many overlapping sessions, and conflicts between the keynotes and some fabulous breakout sessions.  It is not possible to cover everything, so you need to be judicious in your selections. Tip: Remember that Salesforce make most of the keynotes available on YouTube very shortly after the event – so you will be able to catch up on these later.   My 5 Key Dreamforce Sessions for Sales Professionals Tip: To get straight to these sessions in the Dreamforce Agenda Builder, first login to…
  • What Sales Managers Can Learn From The Music Business

    Donal Daly
    15 Aug 2014 | 5:01 am
    There’s a Jackson Browne song called These Days which he wrote at the tender age of sixteen. One of the lines in the song goes, “Don’t confront me with my failures; I have not forgotten them.” A sixteen-year-old wise beyond his years. For those of you who are not old enough to remember Jackson Browne, he was a seminal influence in the ’60s and ’70s music movement that came out of Sunset Boulevard/Laurel Canyon, Los Angeles—where at the time you’d have found Frank Zappa, Crosby, Stills & Nash, Joni Mitchell, The Byrds, Jim Morrison, Eric Burdon, Neil Young, Orson…
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    Jonathan Farrington's Blog

  • Schhh! Can You Hear the Silence?

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

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

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

    Jonathan Farrington
    30 Oct 2014 | 4:01 pm
    Although the debate has been raging since someone first sold something to someone else, it is my personal belief that selling is both an art and a science. To put it another way, a salesperson’s skills determine their level of artistry at selling and their strategic planning provides a scientific platform for their sales activities. One of the characteristics that make a salesperson successful is careful use of their selling time: Time is something that doesn’t stop, yet how it’s used affects performance that can leverage the impact of sales activities. To influence sales results you…
  • Is Inspiration an Overrated Leadership Quality?

    Jonathan Farrington
    29 Oct 2014 | 4:45 pm
    In a survey of more than one and a half thousand managers, people were asked what they would most like to see in their leaders. The most popular answer, mentioned by 55% of people, was ‘inspiration.’ Yet when asked if they would describe their current leader as ‘inspiring’ only 11% said yes. The two attributes that people actually mentioned most often when describing their leaders were ‘knowledgeable’ and ‘ambitious.’ As well as this thirst for inspiring leadership, there’s also evidence to support the idea that companies with inspiring leaders perform better. The Sunday…
 
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    Inside Sales Thought Leadership Blog

  • #TeleSmart20: My Lucky Charm

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

    Josiane Feigon
    24 Nov 2014 | 12:22 am
    I was selling ad space for InfoWorld back in 1993 when my boss called me into her office one November afternoon. She had a serious look on her face and I knew it wasn’t good news. Sure enough, she told me that she had to trim down the team and I was the one to go. Did it have anything to do with the fact that I’d been checked out for several months while I worked on my business plan? Did it have anything to do with the fact that the most boring and irrelevant sales trainer on the planet had held me captive for three days? Did it have anything to do with the fact that I was…
  • #TeleSmart20: Do You Have an Entrepreneurial Dream?

    Josiane Feigon
    21 Nov 2014 | 7:47 am
    When it came to launching my own business, I needed a plan. I couldn’t just work it out on a cocktail napkin. I needed time to think it through. I might be brave and adventurous, but I’m also very methodical. An entrepreneurial friend told me that she’d registered for a Business Planning Class through the San Francisco Renaissance Entrepreneurship Center, the RenCenter. They offered a 14-week planning session to help entrepreneurs work on their business plan and give their idea wings. So I decided to register for their Business Planning session. I worked on firming up…
  • #TeleSmart20: The “Aha!” Moment

    Josiane Feigon
    20 Nov 2014 | 12:01 am
    In 1993, I wanted to own my business more than anything in the world. I had the work ethic for it, I knew how to sell, and I was entrepreneurial. But what kind of business was right for me? My career trajectory had me jumping around — from working in the fashion industry to working in high-tech publishing, to selling advertising by phone. Now I was researching all sorts of business ideas, from writing children’s books to owning a food franchise. I even read books on what my “raison d’être” would be and the contribution I would make. The only thing I knew for…
  • How Do YOU Do money?

    Josiane Feigon
    17 Nov 2014 | 11:13 am
    Inside sales is a lucrative career where you can bank some major bucks — just check out The Bridge Group Inc.‘s compensation calculator or their Inside Sales Metrics and Compensation reports. It is not usual for an SDR working in a Silicon Valley company to have an on-target comp package up to $125K. So what are you supposed to do with all that money?Blow it on a cruise, enjoy fine dining opportunities whenever and wherever you can, or support your local food bank? The Wall Street Journal’s recent article Can Money Buy Happiness? cites new research indicating that…
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    EyesOnSales.com

  • Trouble Closing Follow-Up Calls?

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

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

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

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

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

  • Can You Invest Too Much Into A Negotiation?

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

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

    drjim
    7 Nov 2014 | 1:00 am
    Mistakes happen in negotiations, you need to admit itImage Credit Did you know that I’m perfect? Well, ok, so I’m not really perfect. However, I’d be willing to bet that you are not perfect either. What this means for both of us is that during our next negotiation despite all of the clever negotiation styles and negotiating techniques that we’ve been using, there is a very good chance that we are going to make one or more mistakes. It’s what we do when we realize that we’ve made a mistake that really counts. What To Do When You Make A Mistake I believe that…
  • Don’t Let Your Shortcomings Affect Your Next Negotiation

    drjim
    31 Oct 2014 | 2:00 am
    Shortcomings can limit the type of deal that you can reach in your negotiation Image Credit I’m not perfect – are you? I’m willing to bet that you are willing to admit that, like me, you are not perfect. However, when we know that we are not perfect a most peculiar thing seems to happen: we try to ignore it. It turns out that this is a big mistake and when you combine it with all of the negotiation styles and negotiating techniques that are used during a negotiation, it can have a dramatic impact on the types of deals that we can reach. What To Do About Your Shortcomings The…
  • 4 Ways To Simplify Your Next Negotiation

    drjim
    24 Oct 2014 | 2:00 am
    Simple is always betterImage Credit Let’s face it – with all of the different negotiation styles and negotiating techniques that we use, negotiations can become very complex if we are not careful. As a negotiator you should always be looking for ways to simplify the negotiating process. However, at the same time you need to make sure that you’ll be getting the best deal possible. Exactly how to balance these two goals is what the following four tips are designed to help you do… Split The Difference We’ve all heard this one before. When we’ve run into a…
 
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    Chiropractic Growth Expert, Practice Growth Expert for Healthcare Service Professionals

  • When Good Doctors Do Bad Things

    Drew
    18 Nov 2014 | 7:36 am
    Rachel called me seeking chiropractic business advisory because her practice was down by 44% from the same period last year. When I questioned what tactics she was using to get patient she said to me “I stopped using them because I lack money”. Rick called me a few hours later stating similar issues and he too expressed that his cash decrease have led him to stop seeking new patients.   Here is something to ponder. What do Walt Disney, Henry Ford, H.J. Heinz and P.T. Barnum all have in common? They are famous individuals and founders that wen bankrupt and reinvented themselves into…
  • Chiropractic Success Tips

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

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

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

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

  • Which One Of These 3 Types Of Sales Reps Are You?

    Paul Castain
    26 Nov 2014 | 9:39 am
    There are those who decide to take the day off before a holiday break. There are those who chose to work right up until the holiday break. And there are those who do neither and just check out. They deprive themselves of the gift of a day off or the productivity of getting things done. Today is almost history [...]
  • The Opportunist’s Guide To Leveraging The Holidays

    Paul Castain
    25 Nov 2014 | 7:06 pm
    I was facilitating a discussion at an executive retreat recently and one of the participant’s shared something interesting. We had been discussing the qualities of a rock star leader and they suggested that a true rock star leader see’s speed bumps to opportunities while the rest of the world sees a roadblock! It made me think about [...]
  • You Might Want To Do This Now

    Paul Castain
    25 Nov 2014 | 9:25 am
    On December 3rd,  we’re going to be kicking off our last online sales program of the year! Now you might be thinking “No big deal, Castain does these like every two months so I’ll just do it in January or some time next year” Well that’s partially correct but . . . The price will be going [...]
  • My World Fell Apart One Thanksgiving!

    Paul Castain
    25 Nov 2014 | 4:11 am
    My driveway seemed quite large that morning back in 1995. I remember stopping dead in my tracks when it hit me that both my cars had been repossessed. My world fell apart that day and left me without my cars, my business, $60,000 in debt and without any degree of self esteem. With one small child [...]
  • Change Your Messaging

    Paul Castain
    24 Nov 2014 | 9:57 am
    Every email, call, letter etc can’t always be about securing an appointment or simply buying from you. You need to change up those messages. So instead of writing this week off as unproductive or doing something really lame like spending the next 3 days doing “admin” stuff, how about; Calling potential clients/clients and people in your network to [...]
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    SALESPRACTICE.COM

  • Sales: A Definition

    21 Nov 2014 | 5:33 am
    Wanted to start a dialogue on the definition of a sale and how that definition influences the methodology you use in [...] http://www.salespractice.com/forums/t-9441.html
  • B2B Cold Calling (Aftermarket Automotive)

    16 Nov 2014 | 2:13 am
    Hey guys my name is Adam and currently work for a wholesale distribution facility in Rhode Island. I have a list of [...] http://www.salespractice.com/forums/t-11700.html
  • Contexts

    12 Nov 2014 | 8:35 am
    I wrote this in a private discussion. I'll post it here with the hope my message is clear: There are often context [...] http://www.salespractice.com/forums/t-11706.html
  • What are The Four Critical Understandings for Sales Success?

    8 Nov 2014 | 5:50 am
    Selling is a thinking person's game.The following is so simple that it escapes so many people:Every potential [...] http://www.salespractice.com/forums/t-12093.html
  • Switching from introduction talk to sales Talk

    1 Nov 2014 | 8:30 pm
    Hello my fellow SalesPracticers. I've been a member here for about a month but this is my first reply. I'll take all [...] http://www.salespractice.com/forums/t-8093.html
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Barcodes – Frequently Asked Questions

    the_alen
    5 Nov 2014 | 1:53 am
    Barcode technology has been around for a few decades, but it is only recently that the technology has come into its own. With the use of barcodes, businesses can now incorporate levels of automation in their processes that they could not before. The result is a far superior processing protocol that would be possible without the extensive automation provided by barcodes. If you are considering buying a barcode printer, places such as Shopify offer a great resource for obtaining hardware for use in producing barcodes to suit your company. In order to utilize barcodes well, however, you may need…
  • 3 Easy Ways To Create Rapport With Anyone

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

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

    the_alen
    22 Oct 2014 | 12:13 am
    On a daily basis, barcode scanners are in use for a variety of reasons in many types of business. It could be to check on warehouse supplies and make sure that inventory tallies are accurate. It could also be to track the success of your new item on the restaurant menu. You may be a store owner keeping track of prices and discounts while making sure item stocks are kept replenished. Computers are a good place to encode all that data and have constant access to it whenever you need. A regular computer cannot scan barcodes, however. POS terminals are quickly replacing regular cash registers in…
  • Guest Post: About Arrogant Salespeople

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

  • Put a Little Personality into Selling

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

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

    kenthoreson
    3 Nov 2014 | 5:55 am
    Sales Recruiting: Scoring your Interviews In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. In my book: Your Sales Management Guru’s Guide to Recruiting High Performance Sales Teams I have included a variety of sample questions, interviewing  idea’s and even a 3 week New Hire On-Boarding sample, but one of the tools that seems to be one of the most highly used to improve selection is the Candidate…
  • It’s a Scary World Out There!

    kenthoreson
    27 Oct 2014 | 4:26 am
    It’s a Scary World Out There While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. It is a scary world out there and many fears exist; the future of the business cycle, new taxes that will hit in 2015, consumers of to their lively hoods and the fears of your sales team as they face another challenging year. All of these fears impact your planning actions. Emotion has always been a major element in the sales environment, buyers today are more risk adverse, salespeople are more cautious and…
  • Do You Know Your A, B, C’s?

    kenthoreson
    20 Oct 2014 | 6:43 am
    Do You Know Your A, B, C’s? How to dramatically improve revenues & profitability Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 year period.  This exercise can be valuable for many reasons that impact sales, marketing and operations.  After this report is created, the next step is to perform a Life-time value analysis. First, let’s…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Making B2B Display Ads Take Flight

    26 Nov 2014 | 12:00 am
    B2B marketers have struggled with the role that display ads play in the online mix more than their B2C counterparts. They have had to make sure the time and money they spend on display advertising offers a significant measurable return. The answer for more effective B2B marketing is to focus efforts on targeting key accounts, not individuals.In this guide, you'll discover:How to Accelerate the Sales Cycle & Reduce Marketing WasteHow StrongView found 5.5x more pipeline opportunities a 42% increase in targeted web trafficHow to Better Align Marketing & SalesRequest Free!
  • Customer Experience: Leveraging Mobile Technology

    26 Nov 2014 | 12:00 am
    This white paper explores the importance of integrating mobility into customer care strategies and contact centre infrastructure to create operational efficiencies and increase customer satisfaction.Request Free!
  • Maintaining Business Continuity in the Cloud

    26 Nov 2014 | 12:00 am
    This white paper will address some of the key issues associated with business continuity, such as the financial impacts of an outage to contact center operations and how the cloud can help address these business continuity challenges.Request Free!
  • How to Achieve Service Level Consistency

    26 Nov 2014 | 12:00 am
    This white paper describes how a common hosted contact centre platform can help companies avoid the pitfalls of multi-sourcing, while fully realising the potential for delivering better service more economically than ever before.Request Free!
  • Self-Service and Personalisation: Rethinking the Customer Experience

    26 Nov 2014 | 12:00 am
    This white paper reveals how you can rethink your customer journey in order to encourage returning trade, expanding revenue generation and increasing customer loyalty.Request Free!
 
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    Salesjournal

  • 8 Tips for a Successful Sales Call

    caitlinhoward
    25 Nov 2014 | 8:53 am
    By Tom Hopkins (Entrepreneur) Too many salespeople don’t want to pick up the phone to make sales calls because they fear being rejected. Keep reading to learn about eight tips that will help you increase your success when making sales calls. 8 Tips for a Successful Sales Call
  • 3 Ways to Maximize Your Short Work Week Instead of Stressing

    caitlinhoward
    25 Nov 2014 | 8:28 am
    By Marta Turnball (OneUpWeb) A short work often means more time off, but more stress trying to fit your normal five day workload into three days. Keep reading to learn about three tips to maximize your short work week that will leave you feeling less stressed and more prepared come Monday. 3 Ways to Maximize Your […]
  • 10 Apps To Make The Holidays A Little Less Stressful

    caitlinhoward
    25 Nov 2014 | 8:25 am
    By Anjali Varma (The Washington Post) The holidays are often filled with family, friends, food… and stress! Keep reading to learn about 10 apps that will help you enjoy the holidays without all the stress. 10 Apps To Make The Holidays A Little Less Stressful
  • 4 Practical Solutions to Make the Most of Your Selling Time

    caitlinhoward
    25 Nov 2014 | 8:24 am
    By Nick Hedges (Inc.) Often times, the way you structure and prioritize your week can have a huge effect on whether or not you’re successful. Keep reading to learn about four solutions to use when helping your sales team plan and prioritize their tasks for the week to ensure they make the most of their selling time. 4 […]
  • Sales Tip: Thinking Beyond Year End

    caitlinhoward
    21 Nov 2014 | 11:23 am
    By Colleen Francis (Engage Selling)  Q4 is always a stressful time for sales reps. Everyone is trying to hit their quota or exceed quota to get those accelerator bonuses. Learn what the best sales reps are doing at this time and how you can get a head start on next year.  Sales Tip: Thinking Beyond Year End
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    Peak Sales Recruiting | Sales Recruiter

  • Job Description of a Vice President of Sales

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

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

    Eliot Burdett
    4 Nov 2014 | 9:46 am
    A few years ago, sales expert Colleen Francis and I were talking about how persistence is a double edged sword that can help but also hinder sales results. Now a recent experience reminds me that the line is not always so fine at all – sometimes the line is very clear. There is a Fine Line Between Persistence and Stalking! – Colleen Francis Persistence is an important contributor to sales success. Research shows that 40-50% of sales people give up pursuing a prospect after one rejection. Yet another 20-25% of sales people give up after hearing “no” twice and by…
  • Top 10 Factors for a Successful Sales Recruiting Project

    Keith Johnstone
    23 Oct 2014 | 1:10 am
    Recruiting high achieving sales professionals onto your sales team is no simple task for a few simple reasons: they are rare (making up only 5-10% of the total sales population) , they are employed and not looking for a new job and they are constantly receiving employment offers from competing employers. Overcoming these challenges, takes significant effort and commitment, but the investment is justified by the superior results that they will deliver. Leading employers understand the value of attracting great sales people and leverage many tactics to tilt the odds in their favor. Decision…
  • What Priority Should Sales Recruiting Be for a Sales Manager?

    Eliot Burdett
    20 Oct 2014 | 6:42 am
    Stacking a sales team with great talent is one of the toughest jobs a sales manager will face. The constant pressure to meet immediate goals creates a natural barrier to being patient and waiting for the right person. Participating in a discussion on LinkedIn recently reminded me that many sales managers don’t believe that great sales people even exist, and that, as a result, recruiting should be pushed down their priority list. Running to Stand Still  In my early days as a sales manager, selling large enterprise level web content management solutions for GlobalX back in the mid…
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    Sharon Drew Morgen

  • HOW TO LISTEN TO HEAR WHAT’S INTENDED

    Sharon Drew Morgen
    17 Nov 2014 | 9:15 am
    This article is an excerpt from Sharon Drew Morgen’s new book “Did You Really Say What I Think I Heard?” coming out in late 2014 with AMACOM.  Look for it in bookstores.   Like most of us, I assume I understand what my communication partner is saying and respond appropriately. I don’t think about it; I just do it. I don’t realize anything is wrong until it’s too late. But why do I make that assumption? I was never taught how to hear what others meant to convey. From kindergarten through university, there are no programs taught on how to accurately hear what…
  • PROSPECTS AREN’T ALWAYS PROSPECTS

    Sharon Drew Morgen
    17 Nov 2014 | 9:04 am
    As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not trueor we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they A. want it resolved, B. want it resolved now, C. have the buy-in to bring in an external solution rather than using their own internal fix orbeloved vendor, D. are ready to give up the work-around they have in place that resolves the problem well-enough. So rule number #1: need does not a prospect make. Unfortunately, the sales…
  • Why is buy-in necessary – and how to achieve it (Part 5)

    Sharon Drew Morgen
    9 Nov 2014 | 11:27 am
    Our jobs as sellers, change agents, coaches, and managers is to motivate change. Whether it involves a purchase, a new idea, a different set of behaviors, or a team project, all successful change requires buy-in. As outsiders we are, after all, requiring a shift in the underlying status quo – the system – that we are not a formal part of, and pose the probability of some sort of disruption to whatever has been working until now. The problems (resistance, delays) we face when we begin a change implementation of any kind (and make no mistake: a purchase is a change management issue before…
  • What is Resistance? (Part 4)

    Sharon Drew Morgen
    21 Oct 2014 | 12:21 pm
    There is a universally believed concept that resistance is ubiquitous, that any change, any new idea, will engender resistance. University programs teach it, Harvard professors such as Chris Argyris have made their reputations and written books on it, consultants make their livings managing it. Yet there is absolutely no reason for there to ever be resistance. Let’s start with the underlying issue: systems. Everyone lives in, works in, a system of people, rules, relationships, expectations, history. Every system is unique and self-replicating. Everything that exists in a system has it’s…
  • CHANGE ARTICLE/PODCASTS

    Sharon Drew Morgen
    21 Oct 2014 | 11:52 am
    CHANGE: WHAT IS IT? Every decision we make, every new job we tackle, every new idea we have, involves changing the old with the new. But what is change? And what we need to do differently to make it easy? Change is more complex than we realize: it involves an essential system problem that we too often ignore – the core reason why change incurs resistance. And too often we kick off our change initiatives with a specific goal and vision for an outcome that invites bias, resistance, buy-in, and decision making. It’s possible to facilitate change, get the outcomes we seek, and have a…
 
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    A Sales Guy | A Sales Blog | Sales Consulting

  • Why Ferguson Happened That No One Knows Including Most Black Folks

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

    Keenan
    25 Nov 2014 | 8:54 am
    In the world of SaaS and cloud solutions, the demo is everything. As the demo goes, so goes the sale. Give a shitty demo, and you’re not gonna get the sale. Give a good demo, and you’ve just increased the chances closing the deal. Give a killer demo and get ready to cash your fat commission check and prepare for Presidents Club. With the demo carrying so much weight in the sale, treating them as a way to highlight every feature your product or solution has is stupid, annoying, unnecessary, boring, and unsophisticated. That is how too may sales people treat them. And, managers take…
  • Help for The Grammar and Spelling Challenged

    Keenan
    23 Nov 2014 | 11:57 am
    I’ve written a lot about grammar and grammar nazis. If you’re a regular reader of this blog you know I’m not the best editor and my spelling and grammar here are suspect to criticism. With that said, my issue with grammar has never been that it doesn’t matter as much is that it doesn’t matter if it doesn’t detract from the message or story. It appears that not everyone agrees with me. Grammarly, a cool service that edits your content in seconds, put out this infographic the other day. It tells a very interesting story.     It sold me. I signed up…
  • Sales Fail: 5 Surprising Questions Sales People Can’t Answer

    Keenan
    18 Nov 2014 | 4:36 am
    I just stumbled across this from Forrester Research. It’s appalling, and unfortunately way too true. I have argued since day one, that it’s not about the product or what you’re selling. It’s all about the customer and what the customer wants.  Unfortunately, it appears sales people aren’t getting the message.   Notice the abysmal response percentages for the MOST CRITICAL elements of selling. Sales people can’t provide value if they can’t answer the questions above or if they are uninformed about the world their customer lives in. If your sales…
  • 4 Things Sales People Do That Customers Loathe

    Keenan
    17 Nov 2014 | 4:08 pm
    As a sales leader and a life long sales guy, I’m prolly the worst person in the world a sales person can sell to. I can’t help myself, but I critique everything the sales person does. If a kid comes to my door selling something for his High School, she gets my money AND some tips on how to do it better, cause their approach sucks and I want the kid to sell more. Yup, I’m that guy. I’m a pain in the ass to sell to. You’d better have your game on when selling to me. With that said, I may be a pain in the ass but I’m not an asshole and a sales person can always count on a little free…
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    Sales Motivation and Sales Training

  • 10 Reasons You Should Be Thankful for Your Job

    TheSalesHunter
    25 Nov 2014 | 10:36 pm
      This week in the United States we celebrate Thanksgiving.  A time to pause, reflect and to be thankful for all that we have. For many it’s a day to gather with extended family and friends, eat too much food, watch too much football and who knows what else. Let me share 10 reasons why […]
  • Why Your Competitor is Cheaper Than You

    TheSalesHunter
    25 Nov 2014 | 5:56 am
      Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this.  They are wondering why you are more expensive and the competitor is less expensive. Comparisons are simply not fair. I don’t say this […]
  • Sales Motivation Video: Don’t Slow Down Now!

    TheSalesHunter
    23 Nov 2014 | 10:42 pm
      Your competitors may be taking a break and slowing down as we head into the holidays. What should you be doing?  The EXACT OPPOSITE!  That’s right.  Don’t slow down now! Check out the video to see what I mean:   Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the […]
  • VIDEO SALES TIP: Are You Risking Too Much in the Way You Prospect?

    TheSalesHunter
    22 Nov 2014 | 2:50 am
      Gambling is best left for Las Vegas. If you want to know where you will come out at the end of a quarter or the end of the year, you have to have a solid prospecting strategy. Is your closing ratio based more on the roll of the dice or is it based more […]
  • Volume Covers a Lot of Sins

    TheSalesHunter
    21 Nov 2014 | 2:08 am
      It’s amazing how volume can cover a lot of sins. A lesson I learned early on, thanks to my years at McDonald’s, is that when a business is busy, it’s amazing how many problems simply get glossed over. Ultimately, though, a lot of profit gets lost. As a 19-year old college student, I found […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • Design Your Customer Experience To Lose The Right Customers!

    David Brock
    24 Nov 2014 | 10:45 pm
    I received an interesting email.  A person had read a post I had written about Customer Experience.  As a result, he was motivated to sign up for my newsletter.  There the difficulties began.  Apparently the “widget” I use doesn’t allow for keyboard short-cuts.  That was a problem with this individual’s customer experience of my site.  It didn’t stop there, apparently there is the same problem with the confirmation email, which further annoyed this individual.  He implied there are other things about the process that annoyed him–but the only other…
  • A Frightening Look At The “Cost Of A Sales Person”

    David Brock
    24 Nov 2014 | 5:15 pm
    I worry, sometimes, that we take the process of hiring, onboarding, coaching, developing and managing the performance of sales people too casually.  Too often, managers tend to treat sales people as commodities. There’s an attitude of quickly hiring the best that’s available, if that person doesn’t work out, we can fire them and hire someone new.  Likewise, as business goes through it’s natural ups and downs, sales organizations are expanded and contracted to fit our budgets. It’s not just a sales management issue, too many sales people move from job to…
  • Are You Answering The Right Question?

    David Brock
    18 Nov 2014 | 11:34 am
    I’m occasionally amused by some of the comments and responses my blog posts provoke.  Not long ago, I published a post, The Best Sales Person I Ever Known. In the post, I basically said this was a meaningless question.  The answer depended on a huge number of things, which until defined would produce a meaningless answer.  Even then, it would be individually based, and someone else’s experience of that “best” sales person would be completely different. Yet, an amazing number of people, whether on LinkedIn, or email, sent me the names of the best sales person they…
  • Don’t Let Your Ego Get In The Way Of Your Effectiveness

    David Brock
    13 Nov 2014 | 9:38 pm
    As sales people, we probably have strong egos.  It’s part of what gives us the confidence to call/meet with people we’ve never met and tell them “I can help solve your problems.” Having a strong ego can be very helpful in the day to day ups and downs of selling.  Having too strong an ego can be devastating! When it becomes all about us, we lose our ability to engage prospects and customers.  Too strong an ego puts us and our interests at the center of selling.  The customer becomes peripheral.  Understanding what they want to achieve, engaging them in impactful…
  • The Best Sales Person I’ve Ever Known

    David Brock
    10 Nov 2014 | 9:08 am
    I’m often asked, “Who’s the best sales person you’ve ever known.”  Recently, a colleague asked me this once again, he has some idea of compiling a list of these people. I’ve thought long and hard about that.  I’ve reflected on the thousands of sales people I’ve worked with over my career.  I’ve reflected on stunning performances, outrageous wins, stellar quota attainment.  I’ve finally come up with the answer. The envelope please………. Drum roll please…….. Pregnant pause, while I open the envelope…
 
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    Media Sales Today

  • Tech Companies Bump Up Their Out-of-Home Media Use

    Kathy Crosett
    26 Nov 2014 | 10:00 am
    If you’re selling out-of-home media space, you probably have a list of the usual go-to clients – local realtors, auto dealerships, and banks. But, have you considered pitching your space to tech companies? Read Tech Companies Bump Up Their Out-of-Home Media Use at Media Sales Today.
  • Is it time for a social media reset?

    Kathy Crosett
    26 Nov 2014 | 8:00 am
    Is social media marketing due for a reset in 2015? Nate Elliott at Forrester thinks so. Read Is it time for a social media reset? at Media Sales Today.
  • It’s Thanksgiving. Give thanks, or say thanks?

    Jeffrey Gitomer
    25 Nov 2014 | 11:54 pm
    It’s Thanksgiving! It’s the coolest holiday of the year to me. I love Thanksgiving. Food, family, you name it. It’s a time to be thankful. Read It’s Thanksgiving. Give thanks, or say thanks? at Media Sales Today.
  • Radio Industry Reports 12% Digital Growth

    Kathy Crosett
    25 Nov 2014 | 10:00 am
    The Q3 report from the Radio Advertising Bureau came out late last week and touts total revenue of $4.565 billion. Digital and off-air, while a small part of the industry, continued their strong sales increases.u Read Radio Industry Reports 12% Digital Growth at Media Sales Today.
  • 53% of Retailers Say They Are Advanced, Expert Social Media Strategists

    Kathy Crosett
    25 Nov 2014 | 8:00 am
    We’re nearly at Black Friday, the date after which most retailers begin to turn a profit every time the cash register rings. Since Black Friday is late this year, retailers will need to do a lot of advertising to maximize their sales between now and year-end. Read 53% of Retailers Say They Are Advanced, Expert Social Media Strategists at Media Sales Today.
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    Star Results » Sales Management Blog

  • Sales Managers: Are You Ready to Have a Great 2015?

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

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

    Steven A. Rosen
    13 Sep 2014 | 3:18 pm
    Benchmarking Coaching Effectiveness By Steven A. Rosen Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. As you know, sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Sign up for the Sales Management Newsletter and enter a Draw to Win a FREE Sales Manager Coaching Effectiveness Snapshot $500 The…
  • STARS Shine While The Rest of Us Sleep

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

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

  • Which Article Hits You The Hardest?

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

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

    Dave Stein
    9 Sep 2014 | 12:47 pm
    “Why should I spend money on sales effectiveness content when I can get everything I need for free on the Internet?”I heard that question too many times when I was running ES Research Group. People didn’t understand that the content ESR published was available nowhere else. Not on the Internet. Nowhere. No matter how hard we tried, we continued to have difficulty getting people to pay for what they believed they could get for free.It didn’t take me long to realize that I was part of the problem. We published a newsletter, I wrote a blog, guest posted on other…
  • Does Your Sales Team Have True Grit?

    Dave Stein
    26 Aug 2014 | 6:51 am
    grit (noun): firmness of character; indomitable spirit; unyielding courage in the face of hardship or dangerTrue GritYour sales team has process, skills, and plenty of product knowledge. So what’s keeping them from landing that next deal?By Jennifer BohananInternational sales strategist Andy Miller of Big Swift Kick says that whether you’re managing deals on a small, medium, large, or even massive scale, no matter how thoroughly trained your sales team is, you (and your training company) are overlooking a vitally important element of your sales strategy: grit.The concept of grit has…
  • Secrets of an Independent Sales Consultant

    Dave Stein
    4 Aug 2014 | 9:22 am
    Every week or so I get an email asking for advice from someone who is interested in becoming a independent sales consultant. In some cases they’ve found themselves out of a job. Others want to transition into what they consider a dream situation.I’ll answer a short question or two by email for those who selfishly just want to pick my brain. However, if they have a compelling story, or even better, some value for me, I’m glad to help. With that in mind, here are a few things I’ve learned:Alan Weiss is really the consultant’s consultant. I’ve learned…
 
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    Renbor Sales Solutions Inc. » Blog

  • The Art of Sales Conference – Toronto on January 26th, 2015

    Tibor Shanto
    26 Nov 2014 | 12:33 am
    Yes it is that time of year again, time for the Art Of Sales in Toronto, and while January may seem a bit away, it’s not, and now is the time to plan ahead.  Not only that but readers of The Pipeline can take advantage not only of promotional pricing, but the Early Bird pricing in effect until December 5th, 2014.  You will also want to check back to learn about a contest I will be running where some lucky readers can win tickets to this event, more on that as we get close to Christmas. Now here is all you need to know.  The Art of Sales Conference – Toronto Join us for…
  • The Ultimate Beneficiary – Sales eXecution 277

    Tibor Shanto
    24 Nov 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  There certain things that people tend to “speak” in sales circles, which tend to be “tribal” in nature and are often mouthed to suit the circumstance or attain peer acceptance. But when you dig a bit you find that some of the things they speak to or of, don’t always reflect the way they actually execute. And since talk is cheap and the payoff is in the action, it is important to look at some and see if we can get some change, no, not for the bus, but for better sales. One area where is who they target and pursue…
  • Your Help and Support is Requested

    Tibor Shanto
    22 Nov 2014 | 12:33 am
    For many this time of year is the holiday season, but we all know that in fact this is the awards season. The Best of 2014, Top Ten of 2014, and more. And so I find myself in the running for a few awards and need your help in the form of votes, in two polls. The first is over at Top Sales World, where they are set to recognize a number of leaders in some key areas related to sales and marketing. I have the good fortune of being nominated in two categories, and am writing to as for your support. The first is for Top Sales & Marketing Blog 2014, and if you are regular reader of this blog, I…
  • A Verbal Painting is Worth A 1,000 Words

    Tibor Shanto
    20 Nov 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  We have all the expression above, but it really rings home in sales, especially for successful sales people. If you look at sales as being an educational process, that is you learning from the prospect, even while you are helping them learn how you can help them reach their objective, let’s focus on the latter, you helping the buyer learn about the potential value you can/may bring. Broadly speaking people fall into one of three styles of learning Visual Learners – Learn through observing, visualization; good visual recall of what they saw…
  • Perfection Is Overrated – Sales eXecution 276

    Tibor Shanto
    17 Nov 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  While I am sure that this is not limited to sales people, they are the group I get to observe most, thousands to date in fact. One thing I see over and over again is the amount of opportunities by sellers because e of their propensity to wait for the perfect moment, a moment that all too often never comes. Be that the perfect moment to speak to someone, or until they perfect a technique or a script, or they understand the product perfectly. You know one thing that is not on that list is the perfect understand of the prospect, their environment…
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    Talking Media Sales

  • Finding Time To Think

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

    Stephen Pead
    16 Sep 2014 | 5:24 am
    Sales managers can only control two things: The activities of their salespeople and themselves. Given that situation, has your sales manager explained what she believes are the key activities you should do to ensure your future success? To help, I’ve put together a list and notice that making your budget or target isn’t on it? If you train yourself to be better at what you do, I’ll support you with additional “one on one” coaching. Learn everything you can about your medium, your competitors and the business of media advertising. Come to me for extra information. Focus on uncovering…
  • Are Facebook Ripping Advertisers Off?

    Mike Brunel
    4 Sep 2014 | 8:21 pm
    Sitting around a meeting table last week with one of my retail clients they asked me this question. “When you buy advertising on Facebook you generate likes from customers that have chosen to receive your content, but when you post content they (Facebook) restrict who can see it or how much content is shown on that customer’s timeline. Why would they do that? When a client I advertised to, using their platform chose to like you? They then do not deliver their promise. I paid good money for them to like me, and now they cannot receive the content they want from me” Am I missing something…
  • Handling Objections – The Real Story

    Stephen Pead
    11 Aug 2014 | 3:41 am
    Objections……we’ve have heard every single version of them; we’ve attended training sessions where we’ve learnt how to overcome them; we’ve role played and practiced handling them – yet they keep coming back to challenge us. Day after day, week after week, month after month. But why? It comes up every time Most times when I talk to a sales manager or salespeople about implementing sales training one of the first subjects that must be covered is handling objections (the second subject is time management!) Everybody makes a big deal about objections – how important it is…
  • TGIF

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

  • Good old fashioned sales

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

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

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

    Brick
    29 Oct 2014 | 1:53 pm
    One thing leads to another… My conversation today with someone reminded me of this expression and how true it rings…a simple conversation led to something unintended and then it led to something else…and we found connections and mutual opportunities in a span of a random 10 minute conversation. Keep talking and you will be surprised how nicely things seem to fit together and the more conversations you have and the more you understand about a lot of different things, the easier it will be to make connections. Keep talking, listen and learn, stay in motion and the magic will…
  • This member chose to be shown as anonymous

    Brick
    21 Oct 2014 | 2:45 pm
    I am on the train to NY checking emails, looking at my various social media platforms, and I noticed I have a half-dozen people on LinkedIn that have viewed my profile but have opted to not identify themselves. Why? I don’t get this in general, but especially not on LinkedIn – a platform designed to promote business interaction and relationship building. I certainly understand why this functionality arrived, so people can look but not engage, but I have to admit it bugs me. Show your face, engage, why not? We used to put our picture on business cards at one point to create more of…
 
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    ViewPoint | The Truth About Lead Generation

  • 8 Ways to Motivate Salespeople to Follow Up Inquiries

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

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

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

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

    3 Nov 2014 | 9:09 am
    Available Free for a limited time! I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time.
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    Results Count ... everything else is conversation.

  • #GIVINGTUESDAY – Do we need another holiday this season?

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

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

    Chris Petersen
    13 Nov 2014 | 12:12 pm
    Trying to understand what drives omnichannel behavior Image Credit: Naypong; Freedigitalphotos.net Many of our recent posts have focused on omnichannel. The underlying theme is that retailers don't get to choose, consumers do. What is driving retail today is the changing behavior of consumers. They shop any time and everywhere, but the data shows that they are increasingly shopping online. Why? What do consumers look for most online? The key to future success in omnichannel retailing is developing a fact based approach to understanding consumer online preferences. HubSpot blog just published…
  • 5 Essentials for creating a CX sandbox that beats Amazon

    Chris Petersen
    5 Nov 2014 | 1:42 pm
    CX doesn't just happen … It's planned, created and managed Image Credit: Lisa McDonald; Freedigitalphotos.net One of the most interesting questions regarding the retail of the future is whether there will be physical retail stores? The simple answer is YES … but only if physical retail stores provide consumers with something they can't get online. Most bricks and mortar retailers have a product centric heritage of "being" a merchandising showcase for what's available. The very notion of a "display case" is to put products on a pedestal, not to enable consumers to play with them. But,…
  • Free iPad for every student … disruption in higher education

    Chris Petersen
    1 Nov 2014 | 9:00 am
    Omnichannel changes everything about how students learn Image Credit: Naypong; Freedigitalphotos.net While I write and speak on mostly retail topics, my background is higher education. I can't resist checking in once in a while at my alma maters. It is amazing to see how the omnichannel consumer behaviors of shopping "any time and everywhere" have now invaded academia. The really innovative universities have thrown away text books and are now using tablets to deliver content and instruction. Lynn University is in fact giving a "free" iPad mini to every student in their online degree program.
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    Top Sales Dog

  • What are you going to do with all that money?

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

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

    Michael Boyette
    5 Nov 2014 | 5:00 am
    Why is it so tough to develop a salesperson into a good sales manager?There are lots of theories. It’s been said, for example, that great salespeople are too egotistical to manage others. They aren’t team players. They’re too quick to jump in and save the day rather than coaching a rep through a challenge. They don’t know why they’re good, so they can’t teach others. They’d rather be out with customers than back in the office.Could be — although you have to wonder. A salesperson’s job is to get customers to take action. So they need to…
  • Research offers an effective model for sales training

    Michael Boyette
    29 Oct 2014 | 5:00 am
    In sales training — as in most kinds of training — we all think a lot about the inputs: What knowledge are we stuffing into the heads of salespeople? But the real test of effective training isn’t the inputs but the outputs: What behaviors result from that knowledge?Research identifies two factors that are key to creating this “training transfer” — that is, training the results in behavior change: Validity — in other words, the degree to which learners feel that the content is related to the job requirements. Learners need to see that the content is…
  • Teach salespeople this simple technique for handling stressful situations

    Michael Boyette
    22 Oct 2014 | 8:01 am
    Every salesperson can tell a real-life version of the “It’s the final exam and I forgot to study” nightmare. You arrive at the prospect’s offices for what you think is a routine meeting, only to find the room packed with people who want you to explain, in 20 minutes or less, why they should do business with you. Or you’re all set to recommend Product X when the buyer breaks in and says, “Whatever you do, don’t recommend Product X.” Or your technical expert wakes up on the morning of a major presentation with a 102-degree fever, and you have to…
 
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    Sales Training Blog

  • Nov 25, Telesales and Appointment Cold Calls Motivation Technique

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

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

    19 Nov 2014 | 4:20 pm
    Learn how to sell and have a process that works to get you the best results from whatever you’re selling even if you’re not a salesperson. Even if you’ve not had any sales training, and you don’t see yourself as a sales person, you can put a basic consultative selling process into use in just a few minutes and then gradually build your skills and techniques around it. Here’s a very simple overview of the sales process and how to put it into action at Learn how to sell...
  • Nov 17, Sales Training – Over 200 Pages of Tips, Techniques, and Ideas

    17 Nov 2014 | 12:32 pm
    Never be short of ideas for sales meetings or training sessions with over 200 pages of free content in the back issues of the weekly Sales Buzz Ezine. The Sales Buzz is the free e-zine that we send out from the Sales Training website. In each edition you’ll find sales tips, techniques, and viewpoints and discussion topics from the perspective of a working sales manager. And you can see all 240 of them so you’re never stuck for a topic for your sales meetings, presentations, or training sessions. And there’s no catch, see below... Selling tips Objection handling Selling techniques…
  • Nov 13, Sales Training - Accelerated Learning Free eBook

    13 Nov 2014 | 7:51 am
    This free sales training eBook course uses accelerated learning techniques so you can put a basic, effective, selling process into action in just a few minutes. If you need a quick fix to increase your sales results now this eBook course will show you how to do just that. By focusing only on the key elements that make up the selling process you will be able to increase results fast and have a basic structure on which to start adding more skills and techniques as you progress. Sometimes in a sales career you don’t have the time to start again, you’re under pressure and what you’re doing…
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    Revenue-IQ

  • Writing for Sales

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

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

    Chris Arlen
    16 Sep 2014 | 5:16 am
    “Don’t do stupid stuff.” President Obama’s approach to US foreign policy is more insightful than it first sounds. Think about it. In a world where there are 1,000s of choices to make, and millions of ways things can go wrong – not doing stupid stuff makes a lot of sense. Especially with something as complex as foreign policy. And the simplicity and clarity of Obama’s approach is perfect for selling. “Don’t do stupid stuff” reminded me of all the stupid things I’ve done trying to make sales. In hindsight I wish someone had told me…
  • Prospecting Deconstructed

    Chris Arlen
    3 Sep 2014 | 9:20 am
    Prospecting is the hardest part of selling, everyone agrees. Even though there must be a million ways to prospect (or 23 ways), that still doesn’t make it any easier. It’s hard. So instead of saying which is the best way to prospect, let’s deconstruct the meaning of prospecting to understand the destination better. With a clear destination, our path to get there will be easier to see among the million choices. Prospecting Defined Get ready, here’s a definition packed with meaning and opportunity that we’ll break apart afterwards. Prospecting is talking to people you don’t…
  • Buyers’ Receptiveness – How to Join Their Conversations

    Chris Arlen
    21 Aug 2014 | 3:35 pm
    What’s the best way to join a conversation if you’re a seller and want to talk with a buyer? Some say “Never. They’ll contact you”. Others say “All the time – continually throw it against the wall and something will stick.” And others say “Anytime – but only if you first identify receptiveness and then tailor the conversation based on that level of receptiveness.” View this slideshow with audio to learn about the four stages of buyers’ receptiveness, and a strategy for how to join in.       The post…
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    TopLine Leadership » Sales Leadership Blog

  • What Kind of Sales Manager Would Abraham Lincoln Be?

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

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

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

    Kevin Davis
    29 Sep 2014 | 8:22 pm
    Nobody, no matter how good they are at selling, has a 100% win rate. That means all of us have to learn how to deal with losses. As a sales manager, your job is to help your team learn from … The post Great Sales Coaches Help Reps Learn from a Loss appeared first on TopLine Leadership.
  • The 5 Biggest Mistakes New Sales Managers Make

    Kevin Davis
    9 Sep 2014 | 8:57 pm
    Your transition from salesperson to sales manager is one of the biggest challenges in the sales profession. It requires a complete change in thinking. Overnight, you go from being in control of your own destiny to having your performance ratings … The post The 5 Biggest Mistakes New Sales Managers Make appeared first on TopLine Leadership.
 
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    VanillaSoft Blog

  • Email is Easy But Calling is Better

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

    Kevin Thornton
    13 Oct 2014 | 8:42 am
    Did you see the season 5 premiere episode of The Walking Dead last night? Wow! They didn’t pull any punches. They got right to the action. I was literally on the edge of my seat. It was intense. It was oddly gratifying. It was exactly what I wanted. It is the perfect analogy for a great sales message. You may be asking yourself, “How is a post-apocalyptic zombie drama anything like a good sales call?” Stay with me . . . . Last season, we saw a lot of build up and backstory culminating in the big finale. Frankly, it got a little irritating. Irritating in the same way reading a sales…
  • Insurance Lead Generation: Own the Medium and the Message

    Kevin Thornton
    3 Oct 2014 | 7:11 am
    I came across an interesting, albeit “old,” article and related comment thread on the Insurance Journal website yesterday. The 2012 article details how Millennials are changing the way the insurance industry sells. A big part of that article has to do with the social media savvy of the younger generation. As you can imagine, the discussion thread had an interesting mix of comments from varying age groups: “Keep up the sales calls and do not follow the lemmings off the cliff!” “I love taking biz from [complacent] old brokers like Sarah! Clients are tired of the old way of…
  • Open Enrollment is Drawing Near: Are You Ready To Sell Insurance?

    Kevin Thornton
    18 Sep 2014 | 7:32 am
    As the Open Enrollment period quickly approaches, it’s the perfect time to ensure you are prepared to make the most of all those sales opportunities that await you and your insurance industry competition. Selling insurance during Open Enrollment can be lucrative, but it’s also pretty tough if you aren’t prepared. I even found a thread on insurance-forums.com discussing if it’s even worth it to get involved with Medicare Open Enrollment in October.  The consensus seemed to be “yes” if you make a plan – don’t just sit back and expect the phone to ring. So, how do you get…
  • Viral + Voice = Long-term Fundraising Success

    Kevin Thornton
    12 Sep 2014 | 11:31 am
    By now you have surely seen – maybe even been challenged to – the ALS Ice Bucket Challenge. It has been a great effort that has raised awareness for a debilitating disease. This zero-cost awareness program has generated over $100-million in two months for the Amyotrophic Lateral Sclerosis Association. That’s an almost 3500% increase over donations for the same period last year. What an amazing surge in donations! Unfortunately, it’s not a sustainable way to raise money. People are already cooling on the Ice Bucket Challenge. In our short-attention span society, you have to keep it…
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    ontargetpartners.com

  • OnTarget Giving Thanks

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

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

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

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

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

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

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

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

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

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

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

  • How to Be More Creative with Your Selling

    Justin Proctor
    26 Nov 2014 | 11:12 am
    If you want to start selling more, try getting a little creative with your approach to sales. When is the last time you deviated from you routine sales pitch? It's about time you reenergize your approach to sales. In today's digitally driven market, you have to understand that consumers are buying differently. Don't turn a blind eye and continue using ancient and ineffective sales techniques. Encourage your sales team to think creatively and look for alternative ways of selling. Here's how to be more creative with your selling. Implement Inbound Marketing Instead of wasting your…
  • Top 5 Traits of Sales Professionals

    Alex Traynor
    25 Nov 2014 | 8:45 am
    Few things determine the success or failure of a company so consistently as the quality of sales personnel, so it's no surprise that many organizations have dedicated resources to finding what makes the best sales people tick over the years. Perhaps the most respectable study of the matter comes from the esteemed Harvard Business Review, which pinpointed several characteristics consistently found in the top performers across all forms of sales. In this article, we'll be discussing five key traits that make for successful sales people-you're certain to be surprised by a few. Humble. The first…
  • 5 Sales Tools Your Sales Team Needs

    Scott Lombardi
    24 Nov 2014 | 6:05 am
    Any sales team can do well with the bare minimum tools for the job, but to truly excel a team needs truly excellent sales tools. Working with substandard tools leads inevitably to teams performing beneath their true ability. But telling superior sales tools from timewasters and clunky messes can be difficult without more trial and error than any team lead wants to put his or her people through. Fortunately, this article's here to help. We'll be discussing five sales tools every sales team stands to benefit from-sales tools we guarantee are worth trying. 1. Sales CRM: Salesforce A…
  • 5 Problems With Your Current Sales Team

    Doug O'Grady
    21 Nov 2014 | 10:05 am
    If your company relies on the effectiveness of your sales team, you need to ensure everyone on your team is pulling their weight. If your salespeople aren't delivering desirable results, here are five possible problems with your current sales team and how you can address each one. 1. Your sales team is using ineffective sales tactics. Are your salespeople using outdated sales tactics? Perhaps it's time to update your sales approach. Stop wasting time making cold calls. All you're doing is interrupting and annoying potential buyers. Instead, implement inbound marketing to increase sales.
  • How to Prevent Cold Calling So Often

    Brandon Moore
    21 Nov 2014 | 6:05 am
    You need to prevent cold calling so often. In today's technologically driven market, there is less of a need for cold calling. Of course there is still a time and a place for making those cold calls, but it should definitely not be your main sales strategy. So many useful tools nowadays could increase your sales productivity. Try some of these sales tactics and prevent cold calling frequently. Inbound Marketing If you want to prevent cold calling so often, embrace inbound marketing. It involves attracting buyers to you, so you never have to make a cold call again. By the time your salespeople…
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    RainToday RSS Feed

  • The Human Side of Selling

    26 Nov 2014 | 4:00 am
    When you think about your buyers as a collective, often they become a bunch of nameless, faceless beings you must pursue, persuade, and close. You might also slip into auto-pilot and treat each one the same—run them through the same process you've been told to follow. You know, however, each one is different and that people buy things, not companies. Not only that, but you know people buy from people they like and trust. The key is remembering that when you get busy and worried about making sales. As we head into Thanksgiving weekend in the United States, I thought I'd share some advice…
  • Why Complex Sales Require a Human Approach

    20 Nov 2014 | 4:00 am
  • Do You Work Well with Others?

    19 Nov 2014 | 4:00 am
    "Works well with others." Teachers everywhere have written that standard comment on children's report cards for what seems like forever. Job applicants often say it about themselves during job interviews. Supervisors want that quality in employees. And customers seek that in the businesses they hire. It's a worthy trait. The problem is the phrase is so generic and overused that it has lost its value. When you hear it, chance are you sigh and think, "Really? Do you think you could give me some details?" That being said, how can you demonstrate you are a team player and work…
  • How to Use Big Data to Increase Sales—An Interview with Russell Glass

    18 Nov 2014 | 4:00 am
  • How Business Cases Improve the Lead Qualification Process

    17 Nov 2014 | 4:00 am
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    amacus.net

  • 5 Simple Practices for Driving Aggressive Sales Growth

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

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

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

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

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

  • The difference between value and price…

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

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

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

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

    admin
    14 Sep 2014 | 11:58 am
    Have you ever completed a grueling week in your business, felt exhausted at the end of the week but had no financial gain to show for all your efforts? Do you often find yourself doing tasks in your business that you could have, and should have delegated properly to a team member, or outsourced to another party? Do you work more hours in your business than anyone else? If the answer is “yes” to any of these questions then you need to stop and assess yourself and your business. You could be costing your business a fortune. I recently asked a client to do a time study because he…
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    Daily Sales Thoughts

  • Sales Thought: One Key to being a successful Seller in this Day and Age is Demonstrating YOUR Value!

    Daily Sales Thoughts
    25 Nov 2014 | 4:08 pm
    As much or more than your products value. It can be the key differentiator for most sellers! Demonstrating value has everything to do with focusing on the customer. Learning the nature of the customer’s business needs will serve most sellers very well. Learning about the customer’s business demonstrates that you are interested in being of value. Even if you are selling a product that does not directly to what a Customer Wants today, would you not be better off ensuring that you Build Relationship and show you are interested in Driving Value?  Now, if you are selling a Hot New Product,…
  • Sales Thought: Your Sales Pitch, no matter how good, will only work for 2% of the Customers on the first Call!

    Daily Sales Thoughts
    25 Nov 2014 | 2:34 am
    With these low odds for success on the first call, don’t waste time pitching features and functionality. Better to spend your time learning the customer’s provocation for buying in your early sales calls. This approach is often referred to as a “discovery call”, because the goal of early calls should be to discover the reasons behind the client’s need — the business provocation. Unless you are selling something so new as to be viewed by your potential customer as a truly “Better Mousetrap,” the reality is that you are working with a customer who has probably looked at this…
  • Sales Thought: In nearly all cases, if you are not prepared to invest, you cannot change the selling relationship to a more strategic one.

    Daily Sales Thoughts
    24 Nov 2014 | 12:30 pm
    Depending on your current relationship, moving it to the next level is typically about proof – proof that you are willing do several things and likely all at the same time: • Proof that you will invest in the relationship and not be a “hit and run” seller. Investing in the relationship means putting time effort and money into the relationship when there is nothing financially at stake – No current Deal on table! Are you prepared to make this type of Investment? • Proof that you are interested in the customer’s success, and that what you are selling will successfully address…
  • Sales Thought: 4 Key Elements to Successful Account Planning

    Daily Sales Thoughts
    23 Nov 2014 | 7:56 am
    • Dynamic: The plan is continually changing, because things are continually changing. The Planning Process is ever changing, because that is the nature of most successful relationships with Clients • Team-oriented: Getting the right Resources from the Customer Engaged with the Seller or Selling Team, ensuring that all who will interact with the Customer will form a unified front in their interaction with the Customer • Relationship-based: Unless you are selling today’s version of a “Hot” Product, building and maintaining a Relationship with your Buyer will make or break 95% of all…
  • Sales Thought: Do you really understand and want to do Account Planning? It can be VERY valuable if executed properly. If not…..

    Daily Sales Thoughts
    22 Nov 2014 | 9:19 am
    Definition of Account Planning: A dynamic, Ever Changing Plan that ensures greater and long term Sales success. Planning is something that most sales professionals say they want to do. That is until they realize that Account Planning requires actually having to update/upgrade the way they interact with Customers. This proves to be a sticking point with some sales professionals, but those that choose to go down this account planning path, often separate themselves from the vast majority of Sellers. The key element is to always be sure to understand your customer’s Ever-evolving needs. This…
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    Kelley Robertson: Fearless Selling Blog

  • How to Capture a Prospect’s Attention in 10 Seconds or Less

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

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

    Kelley Robertson
    27 Oct 2014 | 5:00 am
    A few weeks ago my wife and I enjoyed dinner at her sister’s place. Her husband is an executive chef, and during our visit, I couldn’t help but notice the number of cookbooks sitting in a tall bookshelf. I did a rough count and estimated that he owns more than 400 cookbooks. Four hundred! That’s a huge number! But it got me thinking…how many sales books has the average sales person read? Several years ago, I read an article that stated an overwhelming number of people never pick up a book once they finish school. That stunned me! Especially since I’m an avid reader and can safely…
  • Why Your Slide Deck is Killing Your Sales

    Kelley Robertson
    20 Oct 2014 | 5:00 am
    Last week, a colleague told me about a drive-along she did with a sales rep who was meeting with a new prospect. The rep invested time asking some good questions at the outset of the call and gained some valuable insight about what was important to his prospect (profit margins). However, afterwards, he fired up his PowerPoint and walked through a canned presentation that focused on his company including a slide that showed a photo of their Sweden plant (the sales rep was talking to a locally owned business with one location!). Not once did he address profit margins during his presentation.
  • Be Grateful

    Kelley Robertson
    13 Oct 2014 | 4:55 am
    Today is Thanksgiving in Canada. For my readers in other parts of the world, it is a national holiday intended as a day of giving thanks for the blessing of the harvest and of the preceding year. Therefore, I thought I would look at some of the things sales people should be grateful for. Also, for my American friend, colleagues and readers, I know your celebration is on November 27th; however, I still thought this would be an appropriate topic as your holiday approaches. When you get down because selling is a tough career choice. Be grateful that your earning potential is only limited by your…
 
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    Sales Coaching Blog

  • Sales Coaching: Tips from a Motorcycle Club

    25 Nov 2014 | 12:29 pm
  • The Importance of Giving Thanks: How Gratitude Drives Effectiveness

    25 Nov 2014 | 11:00 am
    This time of year always reminds me to be thankful.   Thankful for my husband and our two beautiful sons. Thankful that I get to do work I love with bright people around me. Thankful for old friends far away and new friends close by. Thankful that I will get to spend the holidays with my family. Yes, Thanksgiving is always a great time to remember things for which you are grateful, but is giving thanks something you do regularly? If not, consider why you should.
  • Sales Coaching: The Dirty Little Secret about Sales Coaching.

    21 Nov 2014 | 1:54 pm
      Recently we introduced our sales coaching cloud technology known as ONE-UP.   This technology was developed solely as a tool for our members when, as with so many solutions, there came a total moment of clarity created by need.     While in conversation with a member who is an EVP, and asked what percent of time his managers spent in coaching, and focusing on high pay off activities, his response was “ I simply don’t know.”   But he continued, “While I would like to think that my managers are spending the majority of their time doing the…
  • Sales Coaching: Focusing on Sales Management

    14 Nov 2014 | 7:47 am
    Throughout the years the sales the sales industry has done a pretty darn good job of determining the tools, resources, training, metrics, and methodologies that sales people need to execute against in order to hit their sales objectives. As a producer myself I appreciate this fact, but it is not enough!
  • Are You Motivated to Motivate?

    13 Nov 2014 | 8:57 am
    Being a coach is not easy and on some days it can be quite exhausting. The trick is to keep your motivation for being a motivator! Sustaining motivation can be tough under the best of circumstances. 
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    Sales Enablement Perspectives

  • Is Sales Enablement Making Salespeople Stupid? Part 3 – Enablement In Transactional And Complex Sales Environments

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

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

    Tamara Schenk
    7 Nov 2014 | 6:25 am
    Three weeks to go – three weeks to share your insights and to receive research in return – immediately after taking the survey and with first-access to the results in Q1/2015. For us at the MHI Research Institute, we begin with giving and sharing our findings from the 2014 MHI Sales Best Practices Study. In my last post featuring the study, I discussed a framework of world-class sales performance, consisting of three organizational attributes and three connected individual behaviors, each pair connected by a cultural component. Today, let’s take a deeper look at one of the individual…
  • Is Sales Enablement Making Salespeople Stupid? Part 2 – Sales Enablement’s Role In Value Messaging

    Tamara Schenk
    3 Nov 2014 | 1:23 am
    In Part 1 of this series we discussed the question: Do salespeople rely too much on the organization to get things right at the expense of strategic thinking? This was a panel topic a few weeks ago in Atlanta, at the Sales Force Productivity Conference, organized by the Sales Management Association. Today, let’s consider another question the panel discussed: Has sales enablement led to an inability to communicate value messages? Thought provoking, indeed! Our research at the MHI Research Institute shows that the inability to communicate value messaging is year over year the biggest…
  • Is Sales Enablement Making Salespeople Stupid? Auto-Pilot Versus Strategic Thinking

    Tamara Schenk
    27 Oct 2014 | 12:29 am
    It’s conference season. I’m back from our Miller Heiman Client Summit in Denver, the Sales Force Productivity Conference in Atlanta and Dreamforce in San Francisco. In Atlanta, Bob Kelley, chairman of the Sales Management Association, invited me to attend a panel discussion with the provocative headline, “Is sales enablement making salespeople stupid?” Without hesitating, I accepted the invitation. I love controversial and thought-provoking topics, and that’s one of those. This blog post will be the first blog post of a series to cover the questions we discussed on this panel…
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    Pipedrive blog » Sales Tips

  • The Friday Opportunity: Big Data Shows The Weekday With The Biggest Sales Potential

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

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

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

    Urmas Purde
    1 Aug 2014 | 12:22 am
    Every now and then I meet salespeople who are extremely creative in developing lists of excuses. You know the ones – the economy’s still bad, our prices are too high, and so on (there’s actually a neat little list up at Fearless Selling). We’ve previously talked about what makes a successful salesperson. But after hearing these excuses over and over again, I decided it was time to turn the subject around and talk about what kind of mistakes great salespeople avoid; how and why do others lose their potential sales, and how is all of this connected to our conception of what sales…
  • Who’s Your Economic Decision-Maker (EDM)?

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

  • Today’s remark – personal

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

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

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

    Margie Albert
    23 Oct 2014 | 9:43 am
    Last night a TV Sales Account Executive decided to swim upstream. She decided she needed to be different from all the other AEs if she was to get ahead. Here are some of the basic actions she decided to take EVERY DAY: STUDY (truly STUDY) her top 10 clients – their industries, the trends, what affects their sales (climate, geography, economy, seasons, consumer behavior changes, click vs. brick, etc). Get to really know their businesses as if they were her own Based on research, develop a variety of provocative questions to ask her clients such as table turn, average transaction, sales per…
  • Today’s remark – while you were sleeping (2)

    Margie Albert
    16 Oct 2014 | 9:41 am
    While you were sleeping a Broadcast Account Executive was thinking about IDEAS to help stimulate revenue (and traffic to their websites). Yes, it the responsibility of EVERYONE at the station to develop content. I hear AEs every day in medium to smaller markets complain about lack of good content on their sites which translates to lack of impressions to sell. STOP! How about YOU develop good content with great ideas YOU can monetize by selling partnerships (not sponsorships)?! There are examples all around you but they take work. Here’s one example- Many of you did something with distracted…
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    Theresa Delgado

  • The 10 Keys to Building Good Customer Relationships that Keep Them Loyal

    Theresa Delgado
    26 Nov 2014 | 7:00 am
    An entrepreneur who focuses on building good customer relationships will always be successful. If you can make customers feel valued from the first time you interact with them, there’s a much better chance that they’ll keep buying your products and services. Putting their needs first and showing that you value them is absolutely crucial. So, the big question that comes up is “How?” What are specific steps to stand out from other business? And, how can you incorporate these steps into your daily business operation? I’ve got those answers for you below. Let’s…
  • 7 Hand Gestures that Influence Others During a Conversation

    Theresa Delgado
    24 Nov 2014 | 7:00 am
    Believe it or not hand gestures send a LOT of messages to those around you. Sometimes you even accidentally send messages that you do not want to send. Learning how to control your body language and what to do with your hands can make a huge difference and help you influence others during any conversation. According to the International Society for Gesture Studies (ISGS), speakers who gesture more develop more rapport and trust with their audiences. They’re seen as warm and trusting rather than stuffy and dishonest. Take some time to look at YouTube videos of speakers who are…
  • Common Budget Busters to Avoid (and Increase Your Savings)

    Theresa Delgado
    14 Nov 2014 | 7:00 am
    If the balance in your savings account isn’t growing fast enough, a common budget buster might be to blame. Sadly, you’re not alone in missing your financial goals. According to a June 2014 survey conducted by Bankrate.com, 75% of Americans have no savings and live paycheck to paycheck! Are you one of these? Thankfully, there are steps that you can take to get your finances back on track. Use these strategies to stick to your budget and achieve your financial goals: 1. Avoid impulse shopping. If impulse shopping is your weakness, resist the temptation. If you go shopping for a…
  • How to Hire a Virtual Assistant

    Theresa Delgado
    13 Nov 2014 | 7:00 am
    How to Hire a Virtual Assistant and Increase Your Profits If you’ve been running a business for any time at all online then you’ve likely heard of virtual assistants. Perhaps you’ve gotten help from a virtual assistant with a small project but you don’t have a permanent virtual assistant on your team because it seems like a luxury expense. Would you do it if you knew that it would actually increase your profits? Smart business owners will do what it takes to increase profits but often don’t take their lessons from their larger counterparts very well. If you truly want a six-figure…
  • 10 Tips to Sell Other People’s Products Online and Be Successful

    Theresa Delgado
    12 Nov 2014 | 7:00 am
    It takes a great deal of work to create your own ecommerce site and make it successful. But if you want to make it easier for yourself, there’s an alternative. Instead of building your own ecommerce store to sell your own goods, you can sell other people’s products online. Here are 10 factors to consider to successfully sell others people’s products online… 1. Test Products Before you start selling a product online, test it to make sure there’s actually a market for it. Are people buying the product online? Find out how much it’s selling for so that you can…
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    Tactical Sales & Business Blog

  • The 4 Reasons Why You Get Asked For Discounts

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

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

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

    2 Oct 2014 | 5:00 pm
    Trade shows keep getting a bad rap, everyone has it in their mind that they produce no results but cost a serious chunk of money. No I can half agree with the general consensus but after a while you soon realise that the reason why they produce nothing is because the approach to trade shows are wrong.
  • 10 Indisputable Truths of Simply Selling [Slidedeck]

    17 Sep 2014 | 5:00 pm
    It’s time we take a step back, away from all of the ideas and best practices of sales and the art that is selling and consider what the simple, indisputable truths are of selling.
 
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    Yesware Blog

  • The Complete Sales Email Frequency Guide: Why It Pays To Follow-Up

    Bernie Reeder
    19 Nov 2014 | 8:09 am
    It takes just one day for an email to be a lost cause.Drawing on data from over 500,000 sales emails ... Read More » The post The Complete Sales Email Frequency Guide: Why It Pays To Follow-Up appeared first on the Yesware Blog.
  • A Smartwatch That Can Call & Text, Salesforce1 Lightning : Dreamforce News Roundup

    Bernie Reeder
    15 Oct 2014 | 5:59 pm
    Your evening roundup of Dreamforce 2014 news:“We’re here to excite you, entertain you, educate you, inspire you.”Days two and three ... Read More » The post A Smartwatch That Can Call & Text, Salesforce1 Lightning : Dreamforce News Roundup appeared first on the Yesware Blog.
  • Microsoft & Salesforce Join Forces, Project Wave Revealed: Dreamforce News Roundup

    Bernie Reeder
    13 Oct 2014 | 6:09 pm
    Your evening roundup of Dreamforce 2014 news, day one:Salesforce reveals Wave, its big, bad analytics cloudNews of Salesforce.com’s  Analytics Cloud ... Read More » The post Microsoft & Salesforce Join Forces, Project Wave Revealed: Dreamforce News Roundup appeared first on the Yesware Blog.
  • Meet the New Yesware: Your All-In-One Sales Toolkit

    Bernie Reeder
    10 Oct 2014 | 9:10 am
    In 2010, Yesware started as a simple idea. Salespeople needed better tools to help them succeed. We started with email ... Read More » The post Meet the New Yesware: Your All-In-One Sales Toolkit appeared first on the Yesware Blog.
  • Where To Find Yesware (And A Yeti On The Run) At Dreamforce 2014

    Bernie Reeder
    7 Oct 2014 | 7:52 am
    It’s go time for Dreamforce 2014. With Salesforce’s annual conference a mere week away, we’re busy gearing up for what’s ... Read More » The post Where To Find Yesware (And A Yeti On The Run) At Dreamforce 2014 appeared first on the Yesware Blog.
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    Jeffrey Gitomer's Sales Blog | Sales Training

  • What do you do when workplace “change” happens?

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

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

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

    Gitomer
    13 Oct 2014 | 12:33 pm
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • What makes referrals happen? Your actions, NOT your ask!

    Gitomer
    6 Oct 2014 | 11:34 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
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    Star Results

  • Sales Managers: Are You Ready to Have a Great 2015?

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

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

    Steven A. Rosen
    13 Sep 2014 | 3:18 pm
    Benchmarking Coaching Effectiveness By Steven A. Rosen Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance. As you know, sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Sign up for the Sales Management Newsletter and enter a Draw to Win a FREE Sales Manager Coaching Effectiveness Snapshot $500 The…
  • STARS Shine While The Rest of Us Sleep

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

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

  • You Never Wanted to Be a “Salesperson”, But Here You Are

    Jenny Poore
    14 Nov 2014 | 9:00 am
    The funny thing about sales is that, for the most part, no one wanted to be a salesperson growing up. When your grade school teacher asked you “what do you want to be when you grow up?”, your answer probably landed somewhere between a fearless fire fighter and a glamorous celebrity – not “salesperson”. And when you were in college & trying to figure out what you actually wanted to do with your life (and there was greater urgency in making this decision), your answer probably still didn’t involve any type of selling. Or at least that’s what you thought. The reality today is…
  • 6 Effective Time Management Techniques for Success in Sales

    Jenny Poore
    29 Jul 2014 | 7:43 am
    We are constantly asked to do more in less time. We are asked to increase prospecting activity, increase the number of appointments we run and increase sales. Sometimes it may feel like you’re stuck between a rock and a hard place, when the hours in your workweek are always the same! These are some simple changes you can make to your daily routine to dramatically benefit your productivity. Effective time management is an essential part of success in sales. Here’s how you can make it happen: Schedule Your Prospecting This may seem fundamental, but prospecting needs to become habit.
  • Differentiate Yourself From the Competition: 15 Sales Experts Share How

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

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

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

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

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

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

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

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

    SPI
    18 Sep 2014 | 10:52 am
    Sales managers are holding onto under-performing reps because they’d rather deal with the certainty of what they have, rather than the uncertainty of trying to hire a replacement rep. Although SVP’s know this doesn’t make good business sense, we understand that hiring talented sales professionals is indeed a daunting task for managers. First, there’s a global shortage of sales talent…
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    RAIN Selling Blog

  • Strengthen Business Relationships This Thanksgiving

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

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

    11 Nov 2014 | 10:00 am
    There's been a bit of a gold rush around the term "insight selling" in the last several years. Research from a variety of sources, including RAIN Group, has confirmed a simple fact: Buyers buy from sellers who are sources of ideas. So now everyone's trying to do it. But the cold reality is that most sellers don't bring new and valuable ideas to the table. In fact, only 39% of executives say that meetings with salespeople are valuable and live up to expectations.* So what do you need to do to provide real value to buyers? In this new 22-page guide, Mike Schultz and John Doerr,…
  • 7 Qualities of a Great Sales Negotiator

    5 Nov 2014 | 10:00 am
    What makes a great negotiator? Negotiation is a craft that can be learned by just about anyone, as I discussed in my recent podcast with RainToday. There are, however, certain characteristics of great negotiators that are difficult to develop through the even the most rigorous of training initiatives. They are qualities you either have or don't or that develop over years of experience, coaching, training, and self-reflection. If you have them, you're ahead of the game. If you don't, negotiation success may be elusive. Great sales negotiators share 7 qualities that guide their success.
  • How to Lead a Masterful Sales Negotiation

    29 Oct 2014 | 10:00 am
    A sales negotiation can be lengthy, nerve-wracking, and complex. For many sellers, every negotiation adds at least one gray hair. The challenge is that too many people find themselves in a sales negotiation, but they don't understand the underlying dynamics of how sales negotiations work. To help you master the art of sales negotiation, we've created the OP2eRA2 Sales Negotiation FrameworkSM. Following, you'll find a brief primer on the key points...
 
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    The Richardson Sales Excellence Review™

  • How to Create a Sales Training Budget to Support Sales Skill Development

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

    Michael Dalis
    20 Oct 2014 | 5:56 am
    Challenger Selling: “Courageous Questions” Differ from “Grenades” Many sales leaders are urging their salespeople to adopt a challenger selling methodology and ask “challenging” questions to have effective sales meetings with prospects and clients. The intent is to be more provocative, create differentiation in a crowded market, provide insight, and hopefully add more value to the conversation. This post is designed to share some mistakes I have been seeing with this approach and to offer suggestions for properly asking “courageous questions” in an effective sales meeting.
  • Successful Negotiations: Why it’s Critical Not to Lose Sight of the Big Picture

    Dario Priolo
    14 Oct 2014 | 5:50 am
    Successful Negotiations: Why it’s Critical Not to Lose Sight of the Big Picture “Are we negotiating?” “Always.” That succinct bit of dialogue from the 1997 movie “The Devil’s Advocate” serves as a good reminder for sales professionals to heed when selling to prospects or existing accounts. Don’t take for granted that it is a mere formality or confined to the period leading up to inking an agreement. You are constantly negotiating and should not only realize this, but practice their approach. Negotiating is certainly about prices and fees, but also about so much more.
  • Insight Selling: Essential Skills for Shaping and Creating Sales Opportunities

    Dario Priolo
    7 Oct 2014 | 5:50 am
    Insight Selling: Essential Skills for Shaping and Creating Sales Opportunities Opportunities to grow your business with a major account come in three different modes: Respond, Shape, and Create. When you respond to an opportunity, the customer has already identified the issue, the solution, and the expected outcomes. Now, a provider is sought. This is the most reactive style of account development. The scope and budget are usually already set. Pressures on both price and competition are often high. By no means should you ignore such opportunities. Flexibility is a key element of business. You…
  • Why You Must View the Customer as “Them” not “It”

    Dario Priolo
    1 Oct 2014 | 5:26 am
    Why You Must View the Customer as “Them” not “It”  A theme we keep returning to in this blog is the idea that the most effective sale professionals focus on creating value and building trust with customers. You don’t just put your product or service in front of the public and say, “This is good. Buy it.” — however good your product or service may be. Other companies will also have good products. They will also be able to offer good services, possibly even as good as those offered by your company. We hear the term “solution” often today. It may even be overused,…
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    Lattice Engines

  • Marketing and Sales Alignment: Dodgeball

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

    Amanda Maksymiw
    24 Nov 2014 | 10:39 am
    Use Predictive Scoring to Gain Competitive Advantage in 2015 According to SiriusDecisions, there are nearly 14 times more companies doing predictive lead scoring today than there were in 2011. And there are no signs on its rise slowing down. Last week, my colleague Elle Woulfe joined Kerry Cunningham of SiriusDecisions to build the case as to why predictive marketing should get added to the mix for 2015. If you missed the session, you can view the slides below.   Adding Predictive Marketing To Your Mix In 2015 from G3 Communications Predictive lead scoring gives marketers the power to…
  • Segmenting and Retargeting Predictive Qualified Leads (PQLs)

    Amanda Maksymiw
    14 Nov 2014 | 12:00 am
    Congratulations! You’ve finally got your predictive lead scoring software up and running. Your model is working and you’re finally able to see the forest for the trees when it comes to identifying your best marketing leads. But here’s where the real #MKTGnerd fun begins: segmentation and targeting! Or should we say – retargeting? Retargeting is the practice of advertising to people who visit your site or open your emails through display banners and social media ads. While many B2C eCommerce companies are famously good at retargeting (I’m looking at you, Zappos!), more B2B…
  • Predictive Scoring and Lift: How to Determine Which Leads to Send to Sales

    Amanda Maksymiw
    3 Nov 2014 | 12:00 am
    What Marketers Need to Know about Measuring Lift When discussing predictive marketing, the concept of lift, or more specifically measuring lift, is bound to come up. After all, marketers are looking for ways to lift conversions, lift opportunity growth and lift win rates. But what does lift really mean? And how should marketers go about measuring and analyzing lift? One thing is true: Measuring lift is a great way to separate or segment good leads from bad. Over the past several months, I have been working very closely with our product managers on some content. Here is as example to help…
  • Let’s Be The Best Damn Marketers We Can Be! #LeadLoveBoston

    Amanda Maksymiw
    28 Oct 2014 | 1:21 pm
    As many of us begin to plan our strategies for 2015, it’s a good time to absorb new ideas and insights from those around us. And that is exactly what LeadLove is all about. We teamed up with Annuitas, Faction Media, Influitive, ReadyTalk and Vidyard to co-host an event for demand gen-oriented marketers. LeadLove spanned just one afternoon but shared insights on the rapid-changing buyer’s journey, key tactics to improve your webinar and video marketing efforts, ideas on how predictive marketing fits into your future plan and general inspiration for transforming your marketing. While very…
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    Grow My Revenue

  • Is Your Business Gift Idea Destined For Greatness or Disaster?

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

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

    Ian Altman
    11 Nov 2014 | 9:00 am
    As Published on Forbes.com I was speaking at a conference, and as is often the case, someone approached me later to discuss their business. I’ll call him “Tom…” mostly because that was his name. Tom said “We’ve have a great company, but we just can’t seem to grow. I’m the person responsible for most of our growth. The problem is that our clients see us as a commodity – they think we do the same thing as many other companies. On top of that, I’ve struggled to add a salesforce. We’ve spent a small fortune over the years hiring salespeople or sales managers. It never ends…
  • Why Competitive Trash Talk Works In Politics But Not In Business

    Ian Altman
    5 Nov 2014 | 6:00 am
    As Published on Forbes.com We were watching one of our favorite shows the other evening as a family, Shark Tank. Since elections are days away, each commercial slot is filled with political advertisements. Let’s face it, today’s political ads are a great example of what NOT to teach our children. In four straight ads, for four different candidates, each one said nothing about what their candidate would do, but instead spent the entire ad focused on why their opponent is a blood-sucking-leach who will abduct your children at night (I’m paraphrasing, but only slightly). Though I…
  • The Best Way to Win Business on Value Not Price

    Ian Altman
    28 Oct 2014 | 7:00 pm
    As Published on Forbes.com Chris was working on a new piece of business for her company. After months of pursuing the opportunity with her potential client, Chris had nailed down all of the most important elements:  She had been in regular contact with the decision maker, had a good sense of the underlying challenge the client was looking to solve, and even had confirmed their budget. After months of phone calls, emails, and meetings, Chris knew it was her deal to win. Chris also recognized that this deal would take her company to the next level. The client called that afternoon and said…
 
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    Leader's Digest

  • Why The Oldest Form Of Learning Still Works A Treat

    tlsa
    30 Oct 2014 | 2:38 am
        By Brett Lyons From cave paintings to campfire horror stories, storytelling has played a key part in human communication throughout history. Stories aren’t just for entertainment though: they are proven to be a valuable learning tool. In 1850s America, there once lived a man called George Crum who used to work as a chef at in a New York restaurant. French fries were a popular dish there, but one day a customer complained that the fries were too thick. In an attempt to please them, Crum made a batch of thinner fries, but the fussy diner was still not happy. Out of pure spite, Crum…
  • The Trick To Uncovering Customer Fears

    tlsa
    29 Oct 2014 | 1:57 am
        By Brett Lyons Fear is a universal human emotion. Fear is also one of the strongest buying motives in sales. Life insurance adverts persuade millions of people to spend a considerable chunk of their salary just in case anything happens to them.  Car salespeople might use fear to sell expensive cars to safety conscious people who are afraid of road accidents. The same logic applies: if you pay, you’re protected. You don’t have to be a salesperson to know that fear activates a powerful emotion deep within all of us. You also don’t have to work in sales to know that most people are…
  • What Does Warren Buffett Know About Training Budgets?

    tlsa
    3 Sep 2014 | 4:00 am
        By Brett Lyons How are you doing in today’s economic climate? Unfortunately for many people these days the answer is, “not too well” Lack of new and return business resulting in pressure on cash flow and staff redundancy is ever more prevalent.  There is pressure to cut budgets and the first one to suffer, invariably and inadvisably in many cases, is the learning budget. Why are training budgets the first to be cut?  Decision makers perceive a lack of evidence of a positive Return on Investment (ROI).  Traditionally, learning is viewed as an expense rather than an investment;…
  • How To Be A Sales Coach As Well As A Sales Manager

    tlsa
    26 Aug 2014 | 3:32 am
        By Brett Lyons It’s time that sales managers faced up to their sales coaching responsibilities. One of the crucial management challenges businesses must address is effective sales force development.  People are undoubtedly an organisation’s greatest resource yet their potential is rarely capitalised on. Companies expend much energy on: Innovation Cost-cutting Marketing They do this with a view to making themselves more successful. Yet, they are overlooking the most important element – their people, who: Create, market and sell the products Use the technology Provide services…
  • What Can Leaders Do About Customer Retention?

    tlsa
    22 Aug 2014 | 6:43 am
        By Brett Lyons It is staggering to discover how many organisations fail to follow through on one of the main principles in winning new customers and keeping existing ones: offering excellent customer service. UK Customer Satisfaction has fallen for the second year in a row, according to the UK Customer Satisfaction Index (UKCSI). However, what’s more astounding is a second research finding: only ten organisations in the top fifty (including Amazon and John Lewis) have improved on their performance since July 2013. Customer service is not solely the responsibility of a designated…
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    LeadManagement.com

  • B2B Marketers Identify the “Best” Lead Generation Techniques

    David Dodd
    26 Nov 2014 | 5:00 am
    When it comes to evaluating lead generation tactics and channels, most B2B marketers are interested in three basic performance characteristics – the quality, quantity, and cost of leads produced. A recent report by Software Advice provides insights on marketers’ perceptions regarding the effectiveness and efficiency of several popular lead generation techniques. The 2014 B2B Demand Generation Benchmark report is based on a survey of 200 B2B marketing professionals. The survey was designed to elicit input from marketers regarding what channels, offers, content types, and…
  • Do You Have a Perfectly Structured LinkedIn Profile?

    From Around the Web
    25 Nov 2014 | 8:53 am
    LinkedIn, especially for B2B, is one of the most popular social media networks when it comes to social selling. Have you taken time to optimize your profile to really enhance your social selling efforts? Check out this infographic, compliments of Quick Sprout, to get your profile up to speed. Courtesy of: Quick Sprout Related articles How to Transform Your LinkedIn Profile Into a Marketing Tool Social Customer Service | LinkedIn Choosing the Right Social Media Platforms for Your Business Three Simple Steps To Building A Powerful LinkedIn Network Still Not on Social Media? Here’s…
  • Lead Generation: The Good, The Bad, The Effective

    From Around the Web
    20 Nov 2014 | 7:49 am
    Did you miss the November 18th webinar, Lead Generation: The Good, The Bad, The Effective? Is so, good news: there is a recording! Check out the below video featuring speakers Matt Heinz, Jamie Shanks, and Kevin Thornton to learn all about the fundamentals of lead generation, the keys to social selling, and the need for the right sales enablement tools to put you ahead of the competition! The post Lead Generation: The Good, The Bad, The Effective appeared first on LeadManagement.com.
  • Business Psych: Why Studying Psychology will Make You More Business Savvy

    Contributor
    19 Nov 2014 | 9:42 am
    Business is fundamentally about transactions and transactions depend on relationships among peers, superiors, subordinates, competitors, suppliers or agents, and, most significantly, customers. Knowledge that promotes understanding in these relationships promotes the business. Psychology, which is the science of human behavior, is directly relevant to business practice because it gives the individual insight into others. Because of this, employers are now on the lookout for business men and women who have an understanding of psychology as it relates to business. Read on to get a few ideas of…
  • Many B2B Salespeople End Up in the Phone Call Hall of Shame: Avoid it!

    Stacy Jackson
    19 Nov 2014 | 9:26 am
    Here’s a list of phrases that should be in the phone call hall of shame, that everyone should avoid, especially b2b salespeople. Source: blog.thecenterforsalesstrategy.com Don’t become a member of the Phone Call Hall of Shame! Check out these tips from thecenterforsalesstrategy.com to ensure your prospecting calls are well planned and well received. A great way to ensure your calls are well executed is by using sales automation software that includes logical branch scripting, lead scoring, and lead nurturing. The post Many B2B Salespeople End Up in the Phone Call Hall of Shame:…
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    Base | Baseline - Base CRM Blog

  • Base Integrates With Smart Guestbook Weckey

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

    Josh Bean
    13 Nov 2014 | 3:08 pm
    Today we’re excited to announce that you can now track opens and clicks for email sent from Base. After an email is sent, you will not only be able to see if the email was opened/clicked but also how many times these actions occurred. From the Base Communication Center, you can also review all sent email in one place, so you can see who’s viewed your message and who’s avoiding you. Next time you’re sending sales email, be sure to send it from Base and take advantage of templates and the new open/click tracking. If you’re getting stuck on subject lines for your…
  • Feature Update: Email Anyone From Base

    Josh Bean
    12 Nov 2014 | 4:00 am
    It is now possible to send email to anyone from Base. Previously, you were only able to send email to those who were already a Lead or Contact. Perhaps you want to CC a colleague who isn’t on Base? No problem, you can now include them on the email sent from Base while you get the benefits of read notifications and templates. Give it a try today and let us know what you think. Also, check back soon for more exciting email updates.     The post Feature Update: Email Anyone From Base appeared first on Base | Baseline - Base CRM Blog.
  • Lead Tracking: 6 Ways Sales Teams Track Leads More Effectively

    Tal Binyamin
    10 Nov 2014 | 1:31 pm
    Lead tracking is a vital component of every sales organization. Without a proven lead tracking strategy, it can be near impossible to understand the status of each lead, forecast overall sales and calculate the ROI of each campaign. But tracking leads effectively can be intimidating, right? It’s not just about wrapping your arms around the sheer volume of deals your team is working on – you have to coach them along the way and make sure they’re following the process outlined by your business. And doing all of this can take hours (or days, or weeks) more than you have time for. So how…
  • Uncover Insights With New Filtering Options For Reports

    Josh Bean
    3 Nov 2014 | 9:05 am
    We’ve added new filtering updates to Base Reports so you can now slice and dice your data in more ways than ever before. The new updates include: Multi-select: You can now multi select fields so you can view several values from a given field. Dimmed Fields: Irrelevant fields are now dimmed. No more clicking on a filter to realize it has no effect on the data. Ownership Filter: We’re introducing a new Ownership filter that is available for all reports so you can filter by User, Team or Group. Deal Source: The Funnel Report now includes a Deal Source filter so you can see how your…
 
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    Base | Baseline - Base CRM Blog » Sales and Productivity

  • Lead Tracking: 6 Ways Sales Teams Track Leads More Effectively

    Tal Binyamin
    10 Nov 2014 | 1:31 pm
    Lead tracking is a vital component of every sales organization. Without a proven lead tracking strategy, it can be near impossible to understand the status of each lead, forecast overall sales and calculate the ROI of each campaign. But tracking leads effectively can be intimidating, right? It’s not just about wrapping your arms around the sheer volume of deals your team is working on – you have to coach them along the way and make sure they’re following the process outlined by your business. And doing all of this can take hours (or days, or weeks) more than you have time for. So how…
  • The Future of Sales Technology

    Brian Lastovich
    24 Sep 2014 | 10:29 am
    Do me a small favor. Google image search “sales software” for me. Seriously, head to Google Images and type in “sales software.” If you just shivered you’re not alone. The past is a scary place and those outdated legacy CRM databases have not adapted to the advanced needs of the modern day sales teams.  Yet before we look ahead, it’s important to understand the advancements in the sales world. Below are 4 ways we’ve seen the transformation of the sales industry: Static Real-Time No longer is it okay to wait for a sales report. No longer is it okay to export sales data and…
  • [Seminar Recap] – The 5 Mistakes of Sales Training

    Brian Lastovich
    11 Aug 2014 | 10:00 am
    Tuesday’s seminar with Ralph Grimse, partner at The Brevet Group was 30 minutes of insight into the future of sales training. I think we can all agree that there’s an opportunity for improvement in the sales training industry and The Brevet Group is well on it’s way to lead the charge. If you did miss the seminar, register to watch the on-demand video here. In order to keep it to 30 minutes, we focused on the 5 common mistakes that organizations make and ways to overcome them in order to sell smarter. I will recap the 5 mistakes below. #1 Lack of Customization Organizations need to make…
  • Sales Training is Broken, Can it be Fixed?

    Brian Lastovich
    1 Aug 2014 | 10:11 am
    Traditional Sales Training is Broken You know the routine, sales results should be better and you believe you can get more out of your current sales team. So, you figure you might want to invest in a sales training program. According to IKO System, 94% of companies invest in some kind of sales training. Yet, data tells us that today’s sales training programs just don’t work. Sure, you might see a bump in sales but it has no lasting impact on sales performance. Did I mention the cost of bringing in a “sales expert” to talk with your team? According to The Brevet Group, a sales…
  • [Seminar Recap] – Agile Selling with Jill Konrath

    Brian Lastovich
    30 May 2014 | 2:09 pm
    Wednesday’s seminar with Jill Konrath, author of Agile Selling was 30 minutes of powerful selling value! If you missed it, don’t sweat it. Make a priority to listen to our recording by clicking here. We touched on several topics of her upcoming book including important factors in the purchase decision, goal setting, understanding your competitors and a new way to use LinkedIn. Since there were many subjects talked about, I like to recap our conversation below. Salespeople are busy people. Today’s buyer has changed drastically and therefore everything a salesperson has to do has also…
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    RAIN Selling Blog

  • Strengthen Business Relationships This Thanksgiving

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

    19 Nov 2014 | 10:00 am
    Recently we released our new white paper, Your Guide to Insight Selling Success. Like anything, insight selling comes with its own potential pitfalls. To help you avoid them, we have outlined the most common insight selling mistakes. Some points are tactical, and others strategic. Each is listed under a general area that is key to your success.     Related StoriesYour Guide to Insight Selling SuccessCurious How to Win More Sales?Be Assertive in Sales (Without Getting Fired) 
  • Your Guide to Insight Selling Success

    11 Nov 2014 | 10:00 am
    There's been a bit of a gold rush around the term "insight selling" in the last several years. Research from a variety of sources, including RAIN Group, has confirmed a simple fact: Buyers buy from sellers who are sources of ideas. So now everyone's trying to do it. But the cold reality is that most sellers don't bring new and valuable ideas to the table. In fact, only 39% of executives say that meetings with salespeople are valuable and live up to expectations.* So what do you need to do to provide real value to buyers? In this new 22-page guide, Mike Schultz and John Doerr,…
  • 7 Qualities of a Great Sales Negotiator

    5 Nov 2014 | 10:00 am
    What makes a great negotiator? Negotiation is a craft that can be learned by just about anyone, as I discussed in my recent podcast with RainToday. There are, however, certain characteristics of great negotiators that are difficult to develop through the even the most rigorous of training initiatives. They are qualities you either have or don't or that develop over years of experience, coaching, training, and self-reflection. If you have them, you're ahead of the game. If you don't, negotiation success may be elusive. Great sales negotiators share 7 qualities that guide their success.
  • How to Lead a Masterful Sales Negotiation

    29 Oct 2014 | 10:00 am
    A sales negotiation can be lengthy, nerve-wracking, and complex. For many sellers, every negotiation adds at least one gray hair. The challenge is that too many people find themselves in a sales negotiation, but they don't understand the underlying dynamics of how sales negotiations work. To help you master the art of sales negotiation, we've created the OP2eRA2 Sales Negotiation FrameworkSM. Following, you'll find a brief primer on the key points...     Related Stories7 Qualities of a Great Sales NegotiatorPodcast: How to Negotiate Sales Like a Pro7 Price Objections and…
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    People First

  • Dissed and Dismissed? Reconnecting in the Abyss

    Deb Calvert
    26 Nov 2014 | 6:00 am
    Like it or not, the number of prospects you can call on is finite. When your pipeline thins out, you may have to backtrack and dredge up prospects you’d previously abandoned. You may have abandoned them with good cause. It may have been perfectly appropriate at the time to focus on others. That was then. […]
  • Motivational Quotes

    PFPS
    24 Nov 2014 | 9:00 am
    101 Motivational Quotes to get you through your workday. http://www.quicksprout.com/2009/12/07/101-motivational-business-quotes/
  • A Proper Thank You Includes 3 Things

    Deb Calvert
    23 Nov 2014 | 6:00 am
    As we celebrate Thanksgiving across the United States, we may be more inclined to count our blessings and express our gratitude to one another. To be sure others understand your gratitude and appreciation, be sure to include all three components of a proper “Thank You.” These are the same three ingredients essential for any meaningful […]
  • Making the Transition to Relationship Selling

    PFPS
    22 Nov 2014 | 10:50 am
    What happens when the culture at your workplace begins to change? Whether it’s a shift in a sales process, or an entirely new incorporation of a sales culture, adapting to that change can leave professionals feeling unsure of themselves and their company. Join us for this interview with Mike Patterson, the Sales Coach. Mike will […]
  • Five Ways Asking Questions Leads to Connections

    Deb Calvert
    19 Nov 2014 | 6:00 am
    Because we customize all our People First Productivity Solutions sales training workshops, we routinely survey participants prior to training. This gives participants a voice in shaping the focus and content of their training. By asking a series of questions, we learn a great deal about the sales culture, practices and strengths of a team. We […]
 
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    xPotential Selling Insights Blog

  • Get New Customers Taking "The Success Walk"

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

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

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

    28 Oct 2014 | 10:55 am
    What do you say on a cold call? Many sales techniques have been tried and most end up alienating the gatekeeper. Instead of attempting to get around the gatekeeper, build credibility by using this opening line.
  • Ten Solutions to Making Sales Training Work

    28 Oct 2014 | 9:09 am
    Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the solutions to help you implement a successful sales training program.
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    Exceed Sales

  • Follow-up: Why Is It So Hard?

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

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

    Elisa Ciarametaro
    11 Sep 2014 | 6:03 am
    “To WOW, you must differentiate yourself, which means do something a little unconventional and innovative. You must do something that’s above and beyond what’s expected.” ― Tony Hsieh, CEO of Zappos and author of Delivering Happiness: A Path to Profits, Passion, and Purpose The terms customer, vendor, buyer and seller have been around since commerce began. Yet as we enter the Age of the Customer, we have grown more concerned – even obsessed – with how the customer is treated, and rightfully so. Good Customer Service Is a Major Marketing Asset Positive…
  • Sales 2.0 and Social Selling

    Elisa Ciarametaro
    8 Aug 2014 | 11:02 am
    Since 2008 when Anneke Seley (Sales 2.0 author and social selling evangelist) and Brent Holloway’s wrote Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology, Sales 2.0 and Social Selling remain hot topics. The Sales 2.0 conference attracts thousands of sales and marking leaders to hear Sales 2.0 success stories and recommendations. Why the strong interest in Sales 2.0? Sales 2.0 recognizes the buying process has evolved. The internet now allows access to a plethora of detailed information. It’s more than anyone has ever been able to unleash and…
  • Selecting the Best List Sources for Sales Intelligence in Your Outbound Prospecting Campaign: A 2014 Update

    Elisa
    21 Jul 2014 | 2:13 pm
    Many organizations rely on list sources when developing B2B leads. I recently joined other sales professionals at the AA-ISP New York Chapter Meeting, hosted by Ed Linde II, to hear about LinkedIn’s new tool, the Sales Navigator.  The meeting was well organized, quite informative and offered a friendly environment to network and get to know others interested in the development of inside sales. The guest speaker that evening was John Mayhall from LinkedIn. Mayhall introduced the LinkedIn Sales Navigator, a sales intelligence tool for building an inside sales lead list.  This…
 
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    Senator Club

  • The Elevator Speech Guide to Pitch Any Idea Instantly

    Ian Adams
    18 Nov 2014 | 7:01 am
    Apparently, the average elevator ride in New York City takes 110 seconds. That’s exactly enough time to give an elevator speech. Realistically though, for you and me, that will probably never happen. At least, not in an actual elevator. But next time you are on a sales call or a demo, at a conference or a happy hour, on vacation… you get the point. Pretty much anywhere other than an elevator. You pitch your product, your company, yourself, your ideas all the time. But, probably never prepared an elevator speech to respond appropriately to those impromptu situations (including myself).
  • How to Get a Sales Job at a Hot Tech Company in 19 Days

    Ian Adams
    8 Sep 2014 | 7:41 am
    Good news, I figured out how to get a sales job in 19 days. That means you’re about to learn how too. 3 years ago, I set a personal career goal. I wanted to do sales at a hot tech company. Now, that dream has finally come true. It’s particularly gratifying given the fact I was abruptly laid off the other day. So today, I’m going to walk you through exactly how I went from unemployed to working at a hot tech company (only 19 days later). You asked for the details. This is everything. Guide on How to Get a Sales Job For best results, I recommend you do these steps in…
  • 48-Hour Survival Guide for When I Got Laid Off from Sales Job

    Ian Adams
    28 Jul 2014 | 7:55 am
    Something major just happened. I got laid off from my sales job. Well, that was actually three weeks ago. Because yesterday, I signed an offer letter for a closing role with a 50-person, venture-backed, tech startup that just raised $13.5 million from Battery and Google Ventures. And I know, it was the plan I put together in those first 48-hours that made this opportunity possible. It gave me a massive advantage over the other sales applicants during my job hunt. So, if you just got laid off, follow this step-by-step survival guide for the next 48-hours. Follow it closely. Otherwise, the…
  • I’m Not Religious, But This Salesman’s Prayer Made Me a Believer

    Ian Adams
    26 Jun 2014 | 7:53 am
    When I walked past my co-worker’s desk yesterday, I noticed a prayer pinned to the board by his computer. It looked different from other prayers. This was a salesman’s prayer. I’d never seen a prayer written specifically for entrepreneurs and sales professionals. Now, I’m not particularly religious myself. But I do believe in having faith in something. That could be faith in God. It could also be faith in yourself. I’ll explain why faith is so important in sales after you read the prayer. The Salesman’s Prayer At first, I had no idea who wrote it. The…
  • Top Sales Blogs in 2014

    Ian Adams
    9 Jun 2014 | 7:35 pm
    I have never felt a 1 kilo gold bar in my hands or seen one with my own eyes. But, I know I will one day. Because there’s one thing I do every single day. Either early in the morning or late afternoon. I read sales content from these top sales blogs. I get their sales ideas sent directly to my email inbox. There are an insane amount of people who write about sales (myself included). In fact, I compiled a list of the top 200 sales blogs with traffic over 50K monthly unique visitors. Of all those names, this is the primary list of sales blogs I follow. They are not ranked in any…
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    Salesjournal

  • 8 Tips for a Successful Sales Call

    caitlinhoward
    25 Nov 2014 | 8:53 am
    By Tom Hopkins (Entrepreneur) Too many salespeople don’t want to pick up the phone to make sales calls because they fear being rejected. Keep reading to learn about eight tips that will help you increase your success when making sales calls. 8 Tips for a Successful Sales Call
  • 3 Ways to Maximize Your Short Work Week Instead of Stressing

    caitlinhoward
    25 Nov 2014 | 8:28 am
    By Marta Turnball (OneUpWeb) A short work often means more time off, but more stress trying to fit your normal five day workload into three days. Keep reading to learn about three tips to maximize your short work week that will leave you feeling less stressed and more prepared come Monday. 3 Ways to Maximize Your […]
  • 10 Apps To Make The Holidays A Little Less Stressful

    caitlinhoward
    25 Nov 2014 | 8:25 am
    By Anjali Varma (The Washington Post) The holidays are often filled with family, friends, food… and stress! Keep reading to learn about 10 apps that will help you enjoy the holidays without all the stress. 10 Apps To Make The Holidays A Little Less Stressful
  • 4 Practical Solutions to Make the Most of Your Selling Time

    caitlinhoward
    25 Nov 2014 | 8:24 am
    By Nick Hedges (Inc.) Often times, the way you structure and prioritize your week can have a huge effect on whether or not you’re successful. Keep reading to learn about four solutions to use when helping your sales team plan and prioritize their tasks for the week to ensure they make the most of their selling time. 4 […]
  • Sales Tip: Thinking Beyond Year End

    caitlinhoward
    21 Nov 2014 | 11:23 am
    By Colleen Francis (Engage Selling)  Q4 is always a stressful time for sales reps. Everyone is trying to hit their quota or exceed quota to get those accelerator bonuses. Learn what the best sales reps are doing at this time and how you can get a head start on next year.  Sales Tip: Thinking Beyond Year End
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    aayuja

  • Tips to Use Slide Share More Effectively

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

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

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

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

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

  • Sales Demos: Where Deals Go to Die

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

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

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

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

    23 Sep 2014 | 10:13 am
    What response do you get when you talk to your salespeople about "following the process"? Follow the Process Let Me Do It My Way PROCESS: a systematic series of actions taken in order to achieve a particular result.
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    CRM in Outlook to Help Businesses Grow - avidian.com

  • A Quick History of Customer Relationship Management – Part 1

    avadminwp
    25 Nov 2014 | 10:17 am
    Although customer relationship management (CRM) software has only been around for a few decades, business has come a long way in understanding and using what it knows about customers to drive sales and improve the overall consumer experience. Different companies use customer-driven data in different ways, and to varying degrees of success, but the overall themes of customer engagement and influence are only becoming more prominent as the Internet takes its place in the culture of everything. 1980s: Database Marketing and Relationship Marketing — The Birth of an Idea Customer…
  • Avidian Sales Roundup, 11/19

    avadminwp
    19 Nov 2014 | 6:17 pm
    As winter heads into full swing around the nation, it seems that sales professionals are looking inward to reclaim their sales heat. This week, we decided to get back to basics with articles that inspire introspection as an integral part of the sales process. Sales Fail: 5 Surprising Questions Sales People Can’t Answer (A Sales Guy) Forbes contributor Jim Keenan reflects on the most recent Forrester Research that shows business leaders are generally unimpressed with sales presentations. In this 5-minute read, Keenan reminds sales professionals and managers that their teams need to…
  • Cultivating Trust in Sales

    avadminwp
    17 Nov 2014 | 10:37 am
    Though trust is an easy resource for large companies to neglect in the heat of a push to sell, it is often found at the core of any business relationship. According to the 2006 Annual Edelman Trust Barometer, 64% of opinion leaders in every country the study assessed indicated that they had refused to buy services or products from a company they thought to be untrustworthy. Since customer relationship management is about building, maintaining, and leveraging partnerships with people that support your business, this statistic shouldn’t surprise you. Do you purchase your morning cup…
  • Building a Top-Performing Sales Culture

    avadminwp
    14 Nov 2014 | 3:53 pm
    Even if your sales pipeline can bring you tons of qualified leads, many of those leads will fizzle out into nothing if your company’s culture isn’t conducive to quality work. Sometimes, even smaller divisions of a company, including a department or even a single team, can suffer from cultural issues, leading to reduced engagement and, in turn, reduced results. Below, we’ve listed some of the best tips available for creating a winning team culture as well as some statistics on the importance of this valuable metric. Encourage engagement. Employees who care about their work,…
  • Quick Tips for Managing Remote Sales Teams

    avadminwp
    12 Nov 2014 | 5:03 pm
    Remote work has taken off in the age of the smartphone, and the number of professionals working remotely continues to increase year after year. According to the Wall Street Journal, the number of people working from home went from 9.2 million to 13.4 million between 1997 and 2010, and businesses that let employees work from home regularly saw revenue growth of as much as 10%. IBM has indicated that teleworkers are drastically more productive than their office-bound counterparts, and Cisco has saved millions of dollars through its telework programs. Restructuring your sales team to allow…
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    Growth Everywhere

  • GB Ep 10: How to Hire a Virtual Assistant

    Eric
    26 Nov 2014 | 6:30 am
    Welcome to another edition of Growth Bites. Today we’re talking about how to hire a virtual assistant. I’ve used virtual assistants both locally and overseas with success. Here are some resources to help find one, and how to find a highly qualified candidate.   In my opinion, not enough startups take advantage of hiring virtual assistants. [00:18] I’ve used virtual employees in the Philippines and Honduras including my executive assistant. [00:35] Both of my assistants speak English fluently and one you can’t even tell she’s from Honduras. [1:13] $600 a…
  • GB Ep 9: When You Should Fire Employees

    Eric
    25 Nov 2014 | 6:30 am
    Welcome to another episode of Growth Bites. Today we’re talking about when you should fire employees. It’s an unpleasant subject, but one that’s important to address if you’re going to run a company or work in a management role. Let me start by saying I’m not an HR expert, and you should probably start by asking a rep about legalities and get advice. [00:20] I’ve made mistakes by reprimanding and yelling at people to the point it’s disrespectful. If you’re trying to help people improve and they make repeated mistakes or don’t care, you…
  • GE Ep 56: How Yesware Grew Their Revenue 1,300% Over a Single Year

    Eric
    24 Nov 2014 | 6:28 am
    Welcome to Growth Everywhere, today I’m talking with Yesware CEO Matthew Bellows. Matthew is a self-described professional startup person who has worked on them in some capacity his entire career. He’s worked in sales, marketing, and on the product side. Today he runs Yesware, which helps sales people and their companies reach their full potential and become more successful, grow faster, make more money, and close more deals. Keypoint Takeaways: Yesware focuses on adding sales specific features to help you in places you already work, like email and phone. The company shapes it strategy by…
  • GB Ep 8: When to Hire an in House Marketer or a Digital Agency

    Eric
    21 Nov 2014 | 6:30 am
    Welcome to another edition of Growth Bites. Today we’re talking about when is it the right time to use a digital marketing agency instead of an in-house team. Let me start by saying this isn’t a cut and dry answer. It really works on a case by case basis, but I’m going to discuss my experience and rules I’ve set. Nothing can be too rigid when considering an in-house or outside agency, and things can always change. [00:55] During my time at Single Grain, we’ve worked with startups who graduated to working with an in-house team. [1:07] In the beginning, we…
  • GB Ep 7: How to Start Maximizing the Return of Your CRM

    Eric
    20 Nov 2014 | 6:30 am
    Welcome to another edition of Growth Bites. Today we’re talking about CRMs, or C tools that help you organize your communications. That communication can apply to anything from prospects to editors you’re pitching a guest post to promote your business. SalesForce is an example of a CRM, but doesn’t necessarily make sense for small businesses. SalesForce can cost too much and also has a learning curve. [01:10] Smaller companies can use a system like High Rise from Base Camp to organize your communications, tag people by category, assign tasks to sales team, all…
 
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