Sales

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  • Challenger Selling: “Courageous Questions” Differ from “Grenades”

    The Richardson Sales Excellence Review™
    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.
  • I Hate LinkedIn Profiles Like This ...

    Jill Konrath's Fresh Sales Strategies
    13 Oct 2014 | 3:30 am
    Every time I do a Sales Acceleration workshop with a new client, I go to LinkedIn to check out the profiles of people who will be attending. Invariably, I see Summary sections that read like this:  Big Deal's innovative solutions are blah, blah, blah. Our extensive client list includes these marquis organizations. We specialize in all this stuff.  Quota-busting sales professional with 15 years experience in technology sales. Doggedly persistent, tough negotiator and fearless competitor.  Yes, that's a bit of hyperbole. But I think you get what I mean. And, my guess is that 85%…
  • Can Millennials Sell?

    the funnelholic
    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…
  • Sales "Warfare" Strategy - Harvard Business Review

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

    Radius
    Lisa Fugere
    15 Oct 2014 | 8:00 am
    If our big funding news is anything to go by, investment activity around the marketing cloud is expanding. Oracle CEO Larry Ellison has expressed bullish interest in the marketing technology space (AdAge). As the race for the marketing cloud intensifies, we’re exploring why CMOs are such a hot prospect these days. We asked a few prominent marketing leaders in the world of marketing technology why they think investors are so excited about The Marketing Cloud, as well as which areas of marketing will see the biggest injections of cash in the next year or so. Matt Marshall, CEO, Venturebeat…
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    Heavy Hitter Sales Blog

  • 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. …
  • Sales "Warfare" Strategy - Harvard Business Review

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

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

  • 3 Ways IBM Watson Will Solve World Business Issues

    Lori Richardson
    24 Oct 2014 | 9:55 am
    Click here to view the embedded video. There is no question I have a bit of a love affair with IBM’s Watson – the smartest computer on the planet. Last month, IBM announced IBM Watson™ Analytics, a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. According to analysts, only a small fraction of business people use powerful analytics tools as part of their decision-making today – due to the many barriers to getting this information. As soon as Monday, you (yes, you and your mid-market or SMB…
  • Money Monday – Keep it Simple

    Lori Richardson
    20 Oct 2014 | 4:07 am
    Those of us in a professional selling career – especially a B2B (business-to-business) sales career tend to over think much of what we do. If we keep things simple, we sell more. This has been proven time and time again. Just think for a minute – remember the last time you were a consumer and were trying to buy something with lots of versions or options or styles? If you are anything like most people, it was difficult to decide because you really needed just 2 or 3 options. We offer our buyers too many options quite often and they stall – they can’t decide so they…
  • Top Lessons from Dreamforce 14

    Lori Richardson
    17 Oct 2014 | 12:37 pm
    After attending my 7th Dreamforce conference / party / experience this week, I can’t help but post on some of the top takeaways as a participant and attendee. I remember a few years back when Mark Benioff, CEO and founder of Salesforce.com said there would be 100K attendees at the event that year – it seemed like a bit of an exaggeration – for PR purposes. Maybe there were 80K, maybe 100K, but it didn’t feel crazy. It is definitely crazy now with Dreamforce taking up just about everything going on near the SoMa district – including nearly a dozen hotels hosting…
  • Your Midsize Company Wants To Get Into Social Selling

    Lori Richardson
    15 Oct 2014 | 7:09 am
    A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses. Some are even looking for you socially. Where are you? One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for…
  • Money Monday – Send Smarter Sales Messages

    Lori Richardson
    13 Oct 2014 | 4:23 am
    I am convinced sales reps are making key mistakes when it comes to sending email messages. The email I receive weekly from sales “professionals” serve as great examples. I was inspired to write this after reading my colleague Mark Hunter’s post Preparing for Dreamforce and the Stupid Emails I’ve Been Getting. I think he summarizes my thoughts well on this – sales pros need to do a BETTER job, putting in MORE effort to do some research, and then PERSONALIZE a message to me, your potential buyer! Like Mark, I am also heading to Dreamforce (see my previous post) so…
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    Smart Selling Tools » Blog

  • Save Some Walking at #DF14: Walking Trail of Must-See Tools #Infographic

    Nancy Nardin
    7 Oct 2014 | 11:01 am
    Next week I’ll join over 100,000 others in what will be the world’s largest migration of the Salesforce.com ecosystem and the largest software event to-date. Destination as always, is San Francisco, beloved city of Salesforce CEO and Grand Host Mark Benioff. For four days, the city will be taken-over by visitors from more than 80 countries around the world clamoring to attend one or more of the 1,400 educational sessions, an expanded Cloud Expo offering 400 exhibitors, charity benefits and participatory activities, and of course the abundance of parties, after-parties, and…
  • Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

    Nancy Nardin
    1 Oct 2014 | 7:44 am
    That’s me with Sassy What do Hillary  Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle,  have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco. “Event” is perhaps not the right word to use. Dreamforce is the world’s largest gathering of Salesforce users, practitioners, and evangelists.  It’s equal parts party, celebration, inspiration, philanthrophy and industry trade-show. This year looks to be the biggest event of it’s 12 year history. More than 1400 sessions,…
  • The 12Billion #CRM Debacle

    Nancy Nardin
    24 Sep 2014 | 6:00 am
    If you’re a sales productivity stat junky, you’re probably familiar with the one about how salespeople use their time. According to CSO Insights research, only 35% of their time is spent selling. Another common stat both Forrester Research and Corporate Executive board quote from their research is that 57% or more of a buyer’s decision process is complete before first contact with a vendor sales rep. Here’s the stat that should concern any stat junky the most. According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. Shocking……
  • Smart Selling Visions: Up-Close with Top Revenue Leader Umberto Milletti, CEO of @InsideView

    Nancy Nardin
    8 Sep 2014 | 7:00 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 Umberto Milletti, CEO of InsideView. Nancy: What does InsideViewdo? What problem/s are you solving for sales and/or marketing organizations? Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. In today’s world, companies need to develop targeted, engaging…
  • 3 Rules of Thumb for Selling to Buyers from Hell

    Nancy Nardin
    4 Sep 2014 | 9:16 am
    Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. What turns ordinary people into Buyers from Hell is that they don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.” They might not even be convinced they need to be solved. For those of you whose job it is to contact potential buyers before getting an explicit invitation beware! As a friend of mine at one of the world’s…
 
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    OpenView Labs

  • Metrics for Evaluating International Markets

    Brandon Hickie
    24 Oct 2014 | 9:00 am
    When international opportunities come knocking, how do you know which opportunities are worth chasing and which aren't? Here are the metrics you need to make a confident decision. via OpenView Labs ↬ Metrics for Evaluating International Markets
  • Predictive Lead Scoring Made Simple

    Jonathan Crowe
    23 Oct 2014 | 11:33 am
    What is predictive lead scoring? Here's a quick, no-nonsense breakdown of what it is and why it's gaining so much traction in B2B. via OpenView Labs ↬ Predictive Lead Scoring Made Simple
  • How to Survive in Today’s Sales World by Adding Value from Minute 1

    OpenView Guest
    22 Oct 2014 | 6:00 am
    Want to stay relevant in today's rapidly evolving sales world? Sales trainer John Barrows explains why winning more deals now comes down to learning how to give before you get. via OpenView Labs ↬ How to Survive in Today’s Sales World by Adding Value from Minute 1
  • Choosing the Best Sales Compensation Plan for Your Business

    OpenView Guest
    21 Oct 2014 | 9:00 am
    Sales strategy consultant Michael Hanna breaks down the keys to designing an effective sales compensation plan that keeps your team motivated and focused on the right results. via OpenView Labs ↬ Choosing the Best Sales Compensation Plan for Your Business
  • The Perfect Playbook for Cold Calling the C-Suite

    OpenView Guest
    20 Oct 2014 | 9:00 am
    Having trouble breaking through to a prospect? Sometimes the best move is going straight to the top. via OpenView Labs ↬ The Perfect Playbook for Cold Calling the C-Suite
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    Jill Konrath's Fresh Sales Strategies

  • Powerful Sales Brain Trust Speaks on #1 Competitive Edge

    24 Oct 2014 | 5:00 am
    Last Wednesday, I spoke at Dreamforce, the big SalesForce.com event that draws 130,000+ people globally. I talked about today's #1 competitive edge. (It's what my new book, Agile Selling, is all about.) I also lead a panel discussion on this topic, featuring this extraordinary brain trust.  Left to right: Joanne Black (author of No More Cold Calling & Pick Up the Damn Phone), Debra Walton (Chief Content Officer of Thomson Reuters, HuffPo blogger & women's advocate), Trish Bertuzzi (CEO of The Bridge Group inside sales consultancy), Josiane Feigon (author,…
  • Key Question Every Sales Manager Should Ask Their Interviewees

    23 Oct 2014 | 2:26 pm
    At Dreamforce last week, Bob Perkins of the AA-ISP (American Association of Inside Sales Professionals) interviewed me and Trish Bertuzzi on key learnings and takeaways. (Trish is the CEO & Chief Strategist of The Bridge Group, a leading inside sales consultancy.) In it, I share a key question every sales manager should ask their interviewees. It's a topic I'll be speaking more about at the INSIDE SALES 2014 Conference November 6th in Minneapolis.
  • Why My LinkedIn Profile Isn't Good Enough

    22 Oct 2014 | 7:04 am
    I have a confession to make. I haven't updated my LinkedIn profile* for 18 months. I know. Shame on me. I'm supposed be a leader on things like that, but I'm human too. If you looked at my profile, you'd probably think it's fine. It doesn't read like a boring resume or make me look like a hungry, job-hunting sales vulture. It doesn't sound like a self-serving company brochure. It's customer focused, showcases my expertise and establishes my credibility. It's my professional presence online. Even LinkedIn says it's well done.  But here's the truth. My LinkedIn profile doesn't reflect…
  • I Hate LinkedIn Profiles Like This ...

    13 Oct 2014 | 3:30 am
    Every time I do a Sales Acceleration workshop with a new client, I go to LinkedIn to check out the profiles of people who will be attending. Invariably, I see Summary sections that read like this:  Big Deal's innovative solutions are blah, blah, blah. Our extensive client list includes these marquis organizations. We specialize in all this stuff.  Quota-busting sales professional with 15 years experience in technology sales. Doggedly persistent, tough negotiator and fearless competitor.  Yes, that's a bit of hyperbole. But I think you get what I mean. And, my guess is that 85%…
  • One Mind-Boggling Sales Statistic

    9 Oct 2014 | 6:30 am
    Two weeks ago I spoke at LinkedIn's SalesConnect Conference in San Francisco. Over 500 sales leaders came to learn more about leveraging LinkedIn to drive revenue. Mike Derezin, VP of Sales at LinkedIn, shared one statistic that was mind-boggling: Sales professionals who use social selling are 51% more likely to exceed their quota. Got your attention yet? I sure hope so. At this point, you're probably asking, "So what exactly is this 'social selling' thing?" According to LinkedIn, the primary components are in the graph below.
 
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    Radius

  • The Modern Marketer’s Guide to Buyer Personas

    Orinna Weaver
    22 Oct 2014 | 7:00 am
    Buyer personas represent your most valuable customers based on common characteristics and allow you to dig into the needs and motivations of your buyers. To begin, collect data from existing customers and members of your sales and support teams who regularly engage with them. The work required is well worth the ability to construct more targeted marketing strategies throughout the buying cycle and post-purchase customer success efforts. When gathering data to create your buyer personas, focus on 8 major characteristics: Demographics Personal information Interests Motivations Aspirations…
  • What We Learned About Marketing Funnels at Dreamforce

    Orinna Weaver
    21 Oct 2014 | 12:26 pm
    The concept of an intelligent funnel is a data-driven take on the traditional marketing and sales funnel. In a typical funnel, as leads enter through the top, the number remaining gradually dwindles as you travel down the pipeline. Every marketer needs to find the best possible leads that will allow sales to drive revenue. An intelligent funnel connects to your CRM to understand who your best customers are, finds more like them, and fills your funnel with prospects that will convert to customers. An intelligent funnel also gets smarter over time as it continuously analyzes lead activity and…
  • The Future of Marketing Technology (According to Marketing Technology Leaders)

    Lisa Fugere
    15 Oct 2014 | 8:00 am
    If our big funding news is anything to go by, investment activity around the marketing cloud is expanding. Oracle CEO Larry Ellison has expressed bullish interest in the marketing technology space (AdAge). As the race for the marketing cloud intensifies, we’re exploring why CMOs are such a hot prospect these days. We asked a few prominent marketing leaders in the world of marketing technology why they think investors are so excited about The Marketing Cloud, as well as which areas of marketing will see the biggest injections of cash in the next year or so. Matt Marshall, CEO, Venturebeat…
  • New Product Update: Introducing Radius Insights

    John Hurley
    14 Oct 2014 | 12:00 pm
    Earlier today, we announced our latest product feature: Radius Insights, which helps our customers understand marketing and sales performance across dozens of data signals. Radius Insights works by connecting your CRM data to the Radius Index, and mapping your performance to all the unique signals we track, such as Twitter presence, online review ratings, website presence, and more. Using Insights, our customers have a clear view into which signals make a difference in their performance so they can prioritize market penetration. Radius customer ZenPayroll deployed Insights to streamline…
  • 5 Must Attend Sessions for Data-Driven Marketers at #DF14

    Lisa Fugere
    10 Oct 2014 | 11:30 am
    Marketing Cloud Product Keynote Driving Optimal Relevance Through Real-Time Data & Predictive Analytics Session Overview Customers are providing you with vast amounts of data through your website and e-commerce platform every day. As a marketer, you need to be able to gather and analyze that data, then respond to each customer individually. Learn how the ExactTarget Marketing Cloud collects this data, and makes it actionable—helping you optimize your marketing efforts. Join us as we share our vision, strategy and exciting new innovations in web and analytics. Monday, 10/13, 9:00 AM…
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    the funnelholic

  • 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…
  • Where Deals Go to Die: 5 Sales Administration Steps You Should Automate Today

    Craig Rosenberg
    17 Sep 2014 | 9:52 am
    Today’s guest post is from Chris Bucholtz, content marketing manager for CallidusCloud and a speaker, writer and consultant on topics surrounding buyer-seller relationships. I worked with Chris a few years ago and he is brilliant. Oh and he is the kind of guy you can talk to about anything including baseball, model airplanes, and the Tuskegee Airmen. Here we go: Anyone who sells in large companies has seen it: a deal that races through its early stages and seems like a sure thing, then abruptly grinds to a halt – not because the buyer suddenly got cold feet but because the salesman…
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    C-Level, Relationship Selling Blog

  • Sales Management III - What Works

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

    Sam Manfer
    11 Jun 2014 | 11:45 am
    Learn to get your sales people selling more than ever. A Sales manager’s job is to move sales people to “Do” what works. This article describes what sales managers must “Do” to move sales people to “Do” what works to...
  • Sales Management I / III – A Better Way to Motivate Sales People

    Sam Manfer
    21 May 2014 | 5:44 pm
    Want to motivate sales people to sell more? Sales commissions are not the way. Although commissions have been the quintessential standard for remunerating and motivating sales people, it now appears from many studies and corporate practices that, the best sales people are motivated from intrinsic rewards. Learn from this article how you might want to restructure your thinking and sales commission plan to drive more sales.
  • C-Level Selling: What Customers Want: What’s in Your Solution Portfolio?

    Sam Manfer
    14 Apr 2014 | 11:56 am
    Your value proposition these days must be fluid and dynamic. C-levels executives have different wants and expectations than operators and managers, and your proposition must adjust for each. You have a portfolio of solutions and benefits to offer the different people involved in buying decisions. Have you really thought through what you have to offer? Learn from this article how to use what you have to win the approval of all involved.
  • C-Level Selling: Sales Questions That Engage Prospects

    Sam Manfer
    13 Mar 2014 | 5:44 pm
    Sales calls, especially when C-Level selling, will be more engaging and produce more sales if you use interview questions rather than asking, “How do you do something?” type questions. One puts the customer at ease. The other puts him in a defensive and resistant mode. Break through resistance and enhance your credibility on every sales call or cold call. Learn more about what to say and why.
 
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    Caskey Sales Training - Sales Strategy - Leadership - Indianapolis

  • 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!
  • How To Sell Anything

    Bill Caskey
    29 Sep 2014 | 2:12 am
    A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells. Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that. This is a good episode to play for your entire sales team so you can begin discussion. Be sure to join our LinkedIn Group, Click Here to Join! Also…
  • How To Handle Buyer Resistance

    Bill Caskey
    22 Sep 2014 | 7:33 am
    Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that. But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it. Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn…
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    turrisiassociates.com

  • 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…
  • Want to Fill Your Sales Pipeline with Closeable Business

    Al Turrisi
    24 Sep 2014 | 5:17 am
    If you want to close more sales it is more than a function of just prospecting. Without question there are a series of steps necessary for success in making sales that must be recognized and adhered to. By way of example if you are looking to generate profits, profits must come from sales closed on a value proposition not on the lowest price.  When you drop your price you are giving away profit and driving up your cost of sales and doing business. To generate healthy profitable sales requires a clearly defined, repeatable, and measurable sales process based on qualifying and…
  • 10 Step Blue Print for The Successful Sales Pipeline

    Al Turrisi
    5 Aug 2014 | 4:30 am
    A sales pipeline is the life blood of the sales driven organization. A healthy pipeline consists of quality prospects that have been extracted from a suspect pool and match the criteria of the ideal and bread and butter prospect model of the sales driven company. Accounting departments, manufacturing departments, warehousing departments all have processes and systems that are followed by people working in those departments. 1-The sale pipeline of the sales driven organization is filled by the utilization of the company’s sales processes and systems. 2-These sales processes and systems…
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    Inside Sales Experts Blog

  • 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 candidate has…
  • 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…
  • Top States for Building Inside Sales

    23 Sep 2014 | 4:42 am
    If you could build an SDR or inside sales team anywhere in the US, where would you choose?Would you go for college graduate rich Massachusetts? Tech mecca California? Or low tax, low cost of living Georgia? As companies struggle to hire talent in their local markets, this is becoming more than a theoretical exercise. Last week, I polled 54 sales leaders and asked them: Imagine you are building an inside sales team anywhere in the US. Which of the following would be top considerations in selecting a city/state? Here's how they responded: Using external data sources, I matched the realities in…
  • How One VP Hired 23 Reps in 100 Days (and Lived)

    19 Aug 2014 | 4:54 am
    ZipRecruiter’s VP of Inside Sales, Kevin Gaither, was tasked with hiring 25 inside sales reps in just three months. This is his story. Kevin joined ZipRecruiter in the summer of 2013. By January 2014, he’d grown the inside sales organization to a dozen reps, proving out both the concept and model. With greater than 8K inbound leads per month, it came time to scale. Four months and 700 candidates later, Kevin hired 23 reps (and lived to tell the tale). Kevin shared three things he did right. 1) Approach the hiring process like you would a sales process. Kevin’s ‘hiring…
  • 2 Quarters In, Grade Your Sales Team

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

  • Your Dream Team: The Marketing Trifecta

    Phillip Chen
    23 Oct 2014 | 5:30 am
    Author: Phillip ChenI stumbled upon a funny Venn diagram a while ago that made me laugh- it stereotypes what makes up a “perfect man.” And, it made me think: since we’re always searching for perfection in every area of our lives, what would the equivalent diagram of a “perfect marketing team” look like? So, I did a little daydreaming, and a little brainstorming and came up with, drum roll please, the Marketing Trifecta, a perfectly organized, marketing dream-team: Any well thought out, engaging, integrated marketing plan comes from a well-organized team. Here are the roles I think…
  • Learn, Succeed, Lead: How to Go From SDR to Sales Leader

    Ben Daters
    22 Oct 2014 | 5:30 am
    Author: Ben DatersThe goal for all first-time salespeople is to take the initial steps from the sales development world toward becoming a closer. For most sales professionals, developing yourself into a closer is a journey, but for a select group, that have the natural ability to close, what comes next? I’ve thought about the mindset and milestones I’ve encountered during my short tenure as salesperson, and discovered that it’s about looking for repeatable tools and skills to deploy across my team. I believe that if you’re mindful of these four factors you’ll be able to…
  • 5 Ways You’re Sabotaging Your Content Marketing

    Ellen Gomes
    21 Oct 2014 | 5:30 am
    Author: Ellen GomesToday, marketers create, launch and leverage content faster than ever but in order to stay at the top of their game they juggle many moving pieces while working to avoid the common pitfalls that plague content creation. We’ve identified 5 common issues that sabotage a content marketer’s efforts to create content that delivers value and supports the reader in their buying lifecycle. Avoid these to secure your content’s success: 1-    Silos This saboteur sneaks into an organization silently and can often go unnoticed. Content marketers know the inherent value of…
  • The Do’s and Don’ts of YouTube Marketing

    Jon Mowat
    20 Oct 2014 | 5:30 am
    Author: Jon MowatThere are a multitude of reasons why it’s really important to fine-tune  your YouTube presence. The biggest, and maybe the most obvious, is because it’s Google owned and therefore it’s likely to affect your current digital strategy and SEO. Other important reasons include: that YouTube is the biggest player in Video Marketing, and it’s the second largest search engine on the net (bigger than Bing, Yahoo!, Ask and AOL combined!) These reasons illustrate that more and more people are turning to video to learn about how to do common everyday tasks and to check products…
  • Rated I: For Strong Infographic Content

    Ellen Gomes
    16 Oct 2014 | 5:30 am
    Author: Ellen GomesAt Marketo we have a pretty interesting and diverse set of infographics – covering topics from marketing automation and social networks, to kittens and bacon. But those are just examples of how versatile infographics can be as a content medium. So why aren’t all marketers leveraging the blockbuster power of infographics? Infographics for everyone! Unless your target market hates visual content (we’re not judging!) then infographics are probably something you can add to your content repertoire. They are an awesome way to clearly present complex information. For…
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    The Sales Blog

  • Difficult Conversations Are Growth Opportunities

    S. Anthony Iannarino
    24 Oct 2014 | 6:58 pm
    Difficult Conversations Are Growth Opportunities is a post from: The Sales Blog | S. Anthony Iannarino No one wants to have difficult conversations. It is hard to deal with situations when emotions are high and people are upset. But these conversations are crucial to your success, and difficult conversations offer you an opportunity to grow personally and professionally. From time to time, no matter how good your company is, you are going to have problems executing and delivering for your clients. You aren’t going to have a lot of people fight you to lead the conversations with your clients…
  • The Leadership Playbook: Leadership Takes Courage

    S. Anthony Iannarino
    23 Oct 2014 | 6:00 pm
    The Leadership Playbook: Leadership Takes Courage is a post from: The Sales Blog | S. Anthony Iannarino Leadership takes courage. The Courage To Say No: A leader needs to the courage to say no. You will have a lot of people from different quarters who want to do things that they believe in. They are good people with good intentions. But some of what they want won’t be the right thing to do or it won’t be the right time to do it. Leadership requires an ability and a willingness to say no. The Courage to Say Yes: You also need the courage to say yes. Some ideas will be so outrageous and…
  • Why Focus On the Top of the Funnel

    S. Anthony Iannarino
    22 Oct 2014 | 8:14 pm
    Why Focus On the Top of the Funnel is a post from: The Sales Blog | S. Anthony Iannarino There is no middle of the funnel or bottom of the funnel without the top of the sales funnel. Most of the challenges that sales organizations have in making their number stem from the fact that they are weak at the top of the funnel. It’s not that they aren’t good salespeople, that they don’t have a good process, or that they lack the right methodologies. Most of the time what holds them back is not having enough opportunities (although I know there are exceptions, and I’ve seen some…
  • Never Lower Your Standards

    S. Anthony Iannarino
    21 Oct 2014 | 6:00 pm
    Never Lower Your Standards is a post from: The Sales Blog | S. Anthony Iannarino [Note: This isn't for you. It's for someone else. Unless you or someone you know needs it. Then it's for you.] The people who love you the most expect the most of you. They want to see you become the biggest, brightest, best version of yourself. They will sometimes hold you to a higher standard than you hold yourself. But they don’t hold you to that standard because they’re being judgemental, at least not in a way that is negative. They hold you to that standard because they see something in you that you…
  • If You Already Know Everything

    S. Anthony Iannarino
    20 Oct 2014 | 6:00 pm
    If You Already Know Everything is a post from: The Sales Blog | S. Anthony Iannarino If you already know everything, you should already be producing the results that you want. You already know what beliefs are necessary to support you, and you profess to hold those beliefs as your own. You already know what actions you need to take. You know what must be done, and you know how to do it. You can have the project and action plans at your fingertips. You know what to do. But knowing isn’t enough to produce results. You can know what beliefs you need to hold to succeed and still not produce the…
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    Sales 2.0 Blog

  • Sales for Startup Slideshare from Matt Heinz

    Nigel Edelshain
    24 Oct 2014 | 9:30 am
    If you work in a startup, or are planning one, definitely check out this Slideshare from Matt Heinz. There are some great points in here. I’ve added a few ideas to my plans from this deck. For more of Matt’s great ideas go visit his blog. I’ve been reading Matt’s stuff for a while now and he’s got some of the best thoughts out there on sales and marketing in today’s world. Seattle Startup Week: Sales & Marketing on a Shoestring Budget from Heinz Marketing Inc
  • Social selling infographic

    Nigel Edelshain
    23 Oct 2014 | 3:13 pm
    Here’s a nice infographic from Linkedin Sales Solutions about social selling. What do you think about the data that shows that social sellers will make more money (by hitting quota) and get promoted faster? The original post that featured this infographic is here. Thanks to Linkedin for letting me use this infographic.  
  • 5 ideas that will impact your sales career

    Nigel Edelshain
    22 Oct 2014 | 11:50 am
    This post is going to be biased. Sorry. I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales, The New Rules of Sales and Service. David pretty much defined content marketing about the same time Hubspot were thinking that way and now Hubspot is a newly-minted public company. He was the keynote speaker at Hubspot’s first Inbound conference. A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people…
  • Where can I get the best prospect list?

    Nigel Edelshain
    24 Sep 2014 | 9:49 am
    Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview. But did I really do them a favor? The answer is maybe or maybe not. It all depends The skinny on prospect lists is that one size does not fit all. The best source of prospect lists for you…
  • The State of Inbound-SALES!

    Nigel Edelshain
    19 Sep 2014 | 9:27 am
    I’m still pretty jazzed up about the Hubspot Inbound 2014 conference that I attended this week. A lot more to come on that over the next few weeks. The big reason for my excitement (apart from seeing so many sales friends) is that Hubspot has joined the CRM game and is looking to help sales people succeed through social selling. In this vain, a lot of good stuff pouring out of Hubspot right now on sales. First stop check out the report below. Here’s some of the Hubspot post announcing the report. If you know HubSpot primarily for its marketing software and content, you probably…
 
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    Sales Sales Management Expertise

  • THE Secret – Just One Secret To Getting Sales People To Sell 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 lots of 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 DVD, Book and Audio Series called just that - The…
  • If A Tree Falls in the Woods, Do Your Sales People Hear It?

    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 way for some of them, 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…
  • 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…
  • Do You Have a Recipe for Sales Management Success?

    Tony Cole
    24 Sep 2014 | 10:32 am
    I’ve been trying to find a way to tie cooking to sales management.  I love to cook (and eat) and I love selling and coaching sales management.  I often tie sports stories, analogies and themes to sales and sales management, and I generally have at least one in the crowd that doesn’t/cannot relate because they have not played sports or are just simply not into sports.  Thus my attempt to find another way to explain concepts of sales management:  COOKING! When you cook, assuming at sometime you cook something for someone (even if it’s just a hot dog for you), how do…
  • Do Your Sales Contracts Have An "I Love Selling" Clause?

    Tony Cole
    16 Sep 2014 | 8:39 am
    This is an unusual sales management blog post from me because it will be short. It is short because, this morning, I’m short on time. I am scheduled for a meeting at the Cincinnati Freestore Foodbank at 8:00am. From there, I go to the airport to fly to Hershey, Pa., where I will be presenting 3 Keys to a More Productive Sales Force and then I’ll be on my way to NJ. Not that you care - you're here to talk about selling. What I wanted to share this morning is two thoughts from a speech I recently listened to.  These thoughts are from Michael Jordan’s acceptance speech when he was…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • 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…
  • Social Sharing Counters – Do They Influence Your Opinion and Actions?

    Miles Austin
    31 Aug 2014 | 12:04 pm
    The one constant with the online world is change.  Massive shifts in our use of online information happen more rapidly than most of us can keep up with. I need your input and help to gain understanding of your thoughts and reasons for sharing and/or commenting on items that you find on the web. A Brief Background: These ubiquitous Social Sharing Icons have been used extensively on most websites and blogs for several years. They make it fast and convenient to share the information with your connections and followers across social media. The numbers that are shown under most of these icons…
  • Results You Can Achieve From The Visual Impact of Mind Maps

    Miles Austin
    8 Aug 2014 | 10:14 am
    Tony Buzan, the creator of mind mapping, outlined some guidelines for creating mind maps. Most of them focused on the visuals. He said that you should make your maps as colorful and vibrant as possible, with a great deal of images, graphics, symbols, and creative lettering. The reason for this is that visuals help communicate the ideas behind your mind maps. They also make the maps easier to understand and recall. One final benefit of visuals in mind maps is that they make it a creative and fun activity, and that’s exactly what mind mapping should be. As opposed to the left-brained…
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    Keith Rosen

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

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

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

  • 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.
  • How I Grew My Email Sign Up Rate By 91% With One Simple Technique

    Ian Brodie
    18 Jul 2014 | 12:45 am
    I’m going to assume that if you’re reading this, you already know two things: Building an email list is the most powerful, most certain method of getting clients and growing your business online (hey, I have to say that, I wrote the #1 book on email marketing on Amazon after all   Building an email list isn’t easy. The vast majority of visitors to your website will leave without signing up. Now I already have a pretty well optimised blog when it comes to getting email signups. I have a home page focused on getting signups which gets about a 6% optin rate which is pretty…
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    Dealmaker365 Blog

  • 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…
  • 13 Things Marketers Need To Know About Sales

    Donal Daly
    9 Aug 2014 | 3:46 am
    There are few distinct viewpoints in business that are as polarized as those of marketing and sales professionals. Marketing is glamorous, sales less so. Sales are measurable, marketing less so. The uneasy relationship between sales and marketing is widespread and infects almost all types of businesses. The truth, of course, is that mutual respect and understanding, and a shared perspective, between the sales and marketing teams is essential if you want to be sure you have the right products to sell, the right marketing messages, and ability to call on their support when you need it. When…
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    Jonathan Farrington's Blog

  • The Comfort and Safety of “Me Only Territory”

    Jonathan Farrington
    23 Oct 2014 | 2:27 pm
    The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. For the sake of this exercise, let’s use a baseball park (not that I know too much about baseball) So traditional salesmen and women are operating left field; they are usually totally focused on a single sales event, and they sell products. If asked to describe the value they bring, they would simply offer you product options, and they are always willing to compete on price to get the order. They…
  • Lead Generation and the Use of “Pareto Thinking”

    Jonathan Farrington
    22 Oct 2014 | 3:24 pm
    Use of “Pareto Thinking” is highly relevant and important when applied to sales people. For example, 20% of a sales person’s activities will create 80% of sales achieved, which has enormous consequences on how to optimize and manage lead generation activities. Generating leads is of course, an important sales activity that plants the seeds of growth for sustainable business development. A lead is purely a name that you could refer to as a SUSPECT because their potential to buy is unknown. Before you can qualify leads to determine whether they have the money, authority and desire to buy…
  • Brick Walls, Competitor Activity, and Customer Focus

    Jonathan Farrington
    21 Oct 2014 | 3:01 pm
    One of the most obvious reasons you should be building brick walls around your existing clients, is to reduce the impact of aggressive competitor activity: Whilst you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base” The motivation to do this should be strong. Whilst this has almost become a cliché, it is a harsh reality – it now costs fifteen times, yes, that’s what I said, fifteen times – as much to locate, qualify and sell to a new prospect as it does an existing customer. In order for you…
  • Why Selling is Going Inside – Isn’t that Obvious?

    Jonathan Farrington
    20 Oct 2014 | 3:41 pm
    I have been discussing this phenomenon for more than three years, so what is taking place now is not a surprise. So, having posed the question, let me provide some answers – why is selling really going inside? The most obvious reason is pure economics: After the recent financial meltdown, companies have been forced to examine thetruecost of sales – something they do not usually have time to focus on when business is buoyant – and what they will have discovered may have startled them, because sales costs have been spiralling out of control for a number of years: Fuel costs, labor…
  • The Importance of Building a Shared Mental Model

    Jonathan Farrington
    19 Oct 2014 | 2:44 pm
    One of the most important responsibilities of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one. For clarity, here is a brief description of the following terms: An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of that…
 
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    Inside Sales Thought Leadership Blog

  • Can I just LIVE STREAM it instead?

    Josiane Feigon
    24 Oct 2014 | 4:04 pm
    My friend is very concerned about her 25-year-old son who suffers from FOMO Addiction: Fear of Missing Out. He now has two smartphones claiming that “It’s OK to double tweet,” he is super active on all the social networks, and every minute he is either receiving a Snapchat, taking a selfie, liking what someone just posted, or sending and responding to texts. He is consumed with the fear of missing out on something more fun, more social, more interesting . . . The thought of being excluded is agonizing. This isn’t just about distraction; it’s about engagement. I…
  • Keep Calm and Drone On

    Josiane Feigon
    22 Oct 2014 | 3:09 pm
    As a sales futurist, Dreamforce is my gauge of what’s in/out and coming soon. The robot and drone thing is here to stay — and when 1 in 3 jobs will be replaced by software robots by 2025, this is something to pay attention to. Plus, analysts estimate that commercial drones will become a $1.1 billion industry within a decade. Did you know that Nevada has been a hub for military-drone development and deployment and was chosen by the FAA as one of the six testing sites for commercial drones? We got to know these drones last week during Marc’s keynote, where a drone delivered a…
  • Agile Body = Agile Mind

    Josiane Feigon
    20 Oct 2014 | 6:54 am
    Last week I participated in a fantastic panel of powerhouse women (Joanne Black, Trish Bertuzzi, and Debra Walton) moderated by Jill Konrath. The topic was the #1 Competitive sales advantage, and it served as a launchpad for Jill’s latest book on Agile Selling. This topic was ripe for Dreamforce, where everyone is busy taking in as much information as possible, trying to decide what to keep and what to toss — what Jill refers to as “chewing rocks.” Korn Ferry recently released a study that found companies with highly agile executives have 25% higher profit…
  • Dreamforce 2014 Is All About that Bass- Day One Recap

    Josiane Feigon
    14 Oct 2014 | 8:15 am
    Lots of people were rockin’ at Dreamforce with our motivational powerhouse Tony Robbins, who reminded us that it’s all about the bass — along with a few other things. He is prolific, and his storytelling abilities are amazing. A few of my favorite Tony Robbins quotes: “Leaders anticipate, losers react” and “Successful people ask better questions, and as a result they get better answers” and “It’s not what we get but what we become, what we contribute … that gives meaning to our lives.” This year makes it my 6th Dreamforce,…
  • Get Ready for Dreamforce ’14- Watch these Videos

    Josiane Feigon
    7 Oct 2014 | 9:41 am
    Dreamforce is coming up next week and this will be my fifth time covering it and first time speaking. The biggest piece of advice I have about Dreamforce is preparing for it before it happens. Don’t wait to plan your conference agenda but learn about what is happening before attending. Julie Liegl is the Dreamforce conference chair and she has recorded some fantastic video Episodes to prepare everyone on what to expect this year. Check out some of my favorites: Episode #1- What’s New @ Dreamforce Episode #2- Women in Tech Episode #9- Sales, Service, Marketing Episode #13- Get…
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    Home

  • 5 Basic Steps for Developing People

    10 Oct 2014 | 5:09 am
    In the chaos of daily priorities managers often forget their most important responsibility: Developing their people. Overlooking this core leadership imperative sub-optimizes the performance of their team.
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    EyesOnSales.com

  • “Business is Good” Syndrome and How it Destroys Business

    editor@eyesonsales.com
    24 Oct 2014 | 7:00 am
    It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. People are not paying attention to what is happening out there, and at the same time, they are benchmarking their success off the dismal results from a few years ago. Recently, I was talking with the president of a successful company.  His comment was, “We’re blowing away…
  • He’s Just Not That Into You

    editor@eyesonsales.com
    23 Oct 2014 | 7:02 am
      You met with the prospect and thought you ran an effective meeting.  The prospect seemed engaged and interested.  He said all the right things.  “This looks really interesting.  We know we need to do something.”  You follow-up with the prospect and hear radio silence.  Your phone calls and emails are not being returned.  You start to wonder if your prospect has retired or moved to Antarctica.  Unfortunately, you are now in ‘chase mode.’  How did you end up here?  Many salespeople need to develop an emotional…
  • How to Develop a Sales Strategy for Your Niche Product

    editor@eyesonsales.com
    22 Oct 2014 | 7:00 am
    What’s one key thing you need to succeed in a niche market? Focus. Selling a niche product is an exciting challenge for those who know how to tackle it. You’re not simply hawking to a general audience; you’ve got something you know is special — something a highly select group of people want. But getting that special product in front of those people and convincing them to buy it requires a laser approach to all aspects of the sales strategy. Here are five areas in which you’ll need to get hyper-focused for niche sales success: 1. Research Operating in a niche…
  • Relationship Science: Building Connections Without Being Touchy Feely

    editor@eyesonsales.com
    21 Oct 2014 | 7:12 am
    There’s no serendipity in sales. “Not even that lead that closed after months of no contact happened for a reason?” you ask. Nope. Some trigger — prompted or unprompted — brought you back to mind and inspired contact. And while it may seem like this situation is completely out of your control, it isn’t. If you apply a strategy, you can trigger even the deadest of leads to come back to life. According to Gleanster, only 50 percent of leads are sales ready, so building relationships for when they are ready is crucial. Furthermore, as we rely less on…
  • The Key to Building Real Value

    editor@eyesonsales.com
    16 Oct 2014 | 7:52 am
    You hear it all the time - if your price is higher than your competition you're told to “build value."  You’re instructed to stress the quality, the warranty, the features, etc.  But your prospects have heard all that before, haven’t they?  Want a better way?  Let’s face it – if services or products are more or less the same, then prospects will buy from the people they like, know or trust.  Your enthusiasm and belief for your product or service is a big factor in getting your prospects to place an order with you over your…
 
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    The Accidental Negotiator

  • 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…
  • The Power Of Favors During A Negotiation

    drjim
    17 Oct 2014 | 2:00 am
    Favors can get you more than just a thank you Image Credit In a negotiation we want the other side of the table to make concessions to us so that we can get what we need out of the negotiations. However, in all honesty, no matter what negotiation styles or negotiating techniques we use, they probably are really not all that motivated to give us the concessions that we want. What this means for us is that we’re going to have to find a way to get them to want to give us what we both want and need. Hmm, how can we make this happen? One Good Turn Deserves Another When we want the other side…
  • Negotiators Know The Power Of The Word “Free”

    drjim
    10 Oct 2014 | 2:00 am
    Everyone wants something if it’s freeImage Credit As negotiators we all know that it is possible for a negotiation to grind to a halt. We can get very, very close to reaching a deal with the other side of the table, but for some unknown reason despite all of the negotiation styles and negotiating techniques that we’ve been using, we just are not able to get there. It turns out that there is a classic negotiating technique that just might be what we need to get over that line. To use it, all you have to be willing to do is to give something away for free… The Power Of Free…
  • New Book: Preparing For Your Next Negotiation

    drjim
    4 Oct 2014 | 7:19 pm
    To get what you want out of your next negotiation then you need to know how to prepare. Get the book that tells you how to do this: Click here for Paperback, Kindle, or Audiobook Download. Click here for epub, mobi, pdf, rtf, lrf, pdb, txt, or html.
  • Let Mr. Zipf Help You Win To Your Next Negotiation

    drjim
    3 Oct 2014 | 2:00 am
    If you try just a little bit harder than the other side, then you’ll win!Image Credit Ok, so I admit it, “win” is generally not a term that we are supposed to use when talking about a negotiation. Remember, it’s not about winning or losing a negotiation, but rather how you play the game. However, let’s say that what I really mean is that no matter what negotiation styles or negotiating techniques are being used in your next negotiation, you should take the time to let Mr. Zipf help you to get the best deal possible. How’s that? Better? What Mr. Zipf Wants…
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    Paul Castain's Sales Playbook

  • One Thing I Do Every Weekend

    Paul Castain
    25 Oct 2014 | 5:55 am
    I’m very selfish about my weekends. I try my best to avoid business emails. I believe those sending them to me understand that I have a life and for those who don’t, I guess I can make a note to care what they think. I try my best to limit the amount of Castain Training Systems stuff [...]
  • A Joke About A Bank That Stole The Sale

    Paul Castain
    24 Oct 2014 | 5:45 am
    A young man walks into a bank wearing a hoodie and tries to cash in a bunch of change. The Teller asks him if he has an account. He replies “No” The Teller informs him that there’s a fee if you don’t have an account and asks a simple question “Would you like to open an account” The young [...]
  • I’m A Little Disappointed!

    Paul Castain
    23 Oct 2014 | 9:55 am
    Hopefully you’ve figured it out by now that I’m not here to kiss your ass and tell you everything is going to be alright when it isn’t, right? Sometimes I need to offer a free tap on the shoulder and it’s up to you if you want to take the coaching or get your panties in [...]
  • The 30 Second Phone Workout!

    Paul Castain
    23 Oct 2014 | 4:52 am
    Imagine, if you will, 400 extra opportunities for you to get better on the phone in the next year, and each one of those opportunities only requiring about 30 seconds of you time. Do you think you could build some extra aspiring sales rock star phone chops? Oh, and if all we’re talking about is 30 seconds, [...]
  • I Hope You’re Not Boring Your Prospects

    Paul Castain
    22 Oct 2014 | 6:21 am
    You might be losing opportunities simply because you’re boring . . . I know, Ouch but please read on! You bore potential clients when you . . . Keep trying to reach them on the same channels that are completely flooded like; Phone and Email Want to bore them at an even higher level? Keep saying the same things, over [...]
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    SALESPRACTICE.COM

  • Sales Training - Not Snake Oil... Sometimes!

    20 Oct 2014 | 12:41 pm
    OK. I want to first concede that there is a BUNCH of garbage out there, with regards to "Sales Training". But let's [...] http://www.salespractice.com/forums/t-11822.html
  • what an embarrassing call

    15 Oct 2014 | 9:21 am
    Can anybody let me know if I was doing something wrong? I sell poly tarps for years and did a good job in Europe. [...] http://www.salespractice.com/forums/t-2507.html
  • Think and Grow Rich

    11 Oct 2014 | 3:43 pm
    Right now I'm downloading the "Think and Grow Rich" audiobook. I read the hardcopy several times over the last couple [...] http://www.salespractice.com/forums/t-1788.html
  • Selling: What is selling to you?

    7 Oct 2014 | 12:57 pm
    I'm quite confident that "selling" means different things to different people. So... in your opinion, what is selling? [...] http://www.salespractice.com/forums/t-724.html
  • The Human Factor

    1 Oct 2014 | 2:38 am
    By request from SalesGuy, I have started this thread because I referenced a post by Gary Boye that was very helpful to [...] http://www.salespractice.com/forums/t-1496.html
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • 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…
  • Stop Using Features and Benefits!

    the_alen
    14 Oct 2014 | 4:10 am
    The key to successful selling is understanding a client’s buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy, and because your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion. Stop using Features and Benefits! How are you going to do it? Well, here’s the way to overcome…
  • Are You Shy, or Just Introverted Salesperson?

    the_alen
    18 Sep 2014 | 4:30 am
    Have you ever felt weird in your business environment, like you don’t fit in? Do you hear people (or your manager) saying to you that you need to change, to speak up, to speak louder and be more assertive? Have you ever been labeled “shy” when you’re really just introverted? It’s not a given that because you’re quiet, you’re shy… or that you’re an introvert. There are shy extroverts and outgoing introverts! (Yes, even in the sales environment!) So how can you tell which you are – shy, or introverted? Shyness is being reserved and avoiding contact with others either because…
  • How to Appeal to Your Introverted Clients

    the_alen
    8 Sep 2014 | 3:11 am
    According to Psychology Today, up to 50 per cent of the population can be defined as introverted. While significant publications like the The Atlas of Types Table (Macdaid et al, 1994) describe the sales industry as predominantly populated by extroverts, your customer base is not. This means that while you’re unbridled zest and enthusiasm will win you points in the office, and with many customers, you’ll need to try a different approach to appeal to introverts. The Five Characteristics of an Introvert, and How to Use Them Luckily, a wealth of research has gone into defining…
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    Your Sales Management Guru

  • 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…
  • Life Enrichment: Friends

    kenthoreson
    15 Oct 2014 | 7:02 am
    Life Enrichment: Friends Those of you who are frequent readers of this blog know that on occasion I write about Life Enrichment a subject that is important to me and a topic of my keynote programs.  This past weekend’s events have caused me to write about this topic again. A few years ago I made a commitment to reach back and touch past friends and re-engage, this past weekend was another opportunity-the XX year High School class reunion. ( I won’t tell you how many J)   I grew up in a small town with a graduating class of around 88 people so you can expect that everyone knew…
  • 2015 Sales Compensation Plans

    kenthoreson
    7 Oct 2014 | 6:43 am
    Creating a Sales Compensation Plans When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for many companies with diverse products and services that include: a mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. No matter which approach you use, success depends on awareness. Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short,…
  • Should Salespeople Prospect Anymore?

    kenthoreson
    29 Sep 2014 | 10:45 am
    Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)  and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. In…
  • Sales Leadership: 5 Steps to Exceed 2015 Quota

    kenthoreson
    22 Sep 2014 | 12:02 pm
    Sales Leadership: How to Ensure You Exceed Your 2015 Quota   The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. At this time of year I am working with each of my clients to begin to position them for success. I have listed the actions most organizations need to consider to exceed next year’s quota. Begin to recruit. This is the best time of year to recruit as top performers are evaluating their current situation, so you may lose individuals and you…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Top Tips and Techniques for Holiday App Marketing

    24 Oct 2014 | 12:00 am
    The millions of new phones and tablets given as gifts each holiday season create a massive opportunity for app publishers to capture lots of new loyal users. With the recent launch of new products like the iPhone 6 and 6 Plus, and the iPad Air 2, the 2014 season promises to be no exception. But this is also the most competitive time of the year and finding a concrete and lasting strategy for your holiday app marketing plan can be a challenge. If you follow a few simple guidelines, however, you’ll be on the right track to overcoming those challenges. As…
  • The 13 Cost Areas for a Digital Asset Management System

    24 Oct 2014 | 12:00 am
    This white paper provides insight and guidance, considering both the vendor and buyer sides, into commonly identified areas of Digital Asset Management (DAM) cost. These cost areas exist regardless of your choice for acquiring an installed, or hosted, or Software-as-a-Service (SaaS) or open source digital asset management system.Request Free!
  • Best Marketing Practices for Growing Your Mobile App

    24 Oct 2014 | 12:00 am
    With more than 2.5 million mobile apps competing for users, finding the right users for your app can be a huge challenge. The good news is that with the right technology and tactics, you can overcome this and other challenges, and build successful, sustainable mobile app businesses.We’ve compiled 10 best practices to help guide you through the process. These include: working with as many traffic sources as possible, focusing on ROI, retargeting lapsed users, and using the right ad tracking technology, among others. Marketing your mobile app is no simple task, but if you follow the best…
  • Digital Asset Management: Three Tickets to The Blockbuster Content Marketing Show

    24 Oct 2014 | 12:00 am
    In this paper learn the three-step best practice model for digital asset management and the interdependency of successful content marketing strategy upon the “Integration, Optimization and Accessibility” of these assets.Request Free!
  • The 2015 Contact Center Buyer's Bundle + 9 Questions for Choosing the Right Contact Center Software

    23 Oct 2014 | 12:00 am
    The 2015 Contact Center Buyer's Bundle brings together the latest in information, coverage of important developments, and expert commentary to help with your contact center strategies and related decisions. The bundle includes the following assets and reports to insure that you get the most out of your contact center research:9 Questions for Choosing the Right Contact Center SoftwareHave You Earned Your Customers' Trust?The Top 5 Steps to Workforce Management SuccessMapping the Customer Journey for SuccessTransforming the Customer Experience: How Four Contact Centers Did It…
 
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    Salesjournal

  • How to Master the Elevator Pitch

    caitlinhoward
    23 Oct 2014 | 11:08 am
    By Geoffrey James (Inc.com)  Your elevator pitch is essential when trying to develop new business or speak with prospects. Learn 3 tips for writing and delivering your elevator pitch like a pro. How to Master the Elevator Pitch 
  • Love It, Need It, Gotta Have It: The 15 Coolest Mobile Apps of 2014

    caitlinhoward
    23 Oct 2014 | 10:43 am
    By Rachel Sprung (HubSpot blog) Learn about some of the coolest apps from 2014 that will help you become more organized, provide helpful tips, and even teach you something new. Love It, Need It, Gotta Have It: The 15 Coolest Mobile Apps of 2014
  • Smartphone Etiquette: 10 Tips for Mindful Use 

    caitlinhoward
    23 Oct 2014 | 8:52 am
    By  Zach Dean (The Huffington Post) As more and more people are buying and using smartphones, the need for some sort of guideline about how to interact and behave while using it becomes essential. Learn 10 tips for being more mindful while using your smartphone. Smartphone Etiquette: 10 Tips for Mindful Use 
  • New Ways to Engage with Who’s Viewed Your LinkedIn Profile

    caitlinhoward
    23 Oct 2014 | 8:25 am
    By Sachit Kamat (LinkedIn Blog) LinkedIn has taken Who’s Viewed Your Profile to the next level. You can now see which actions led to an increase in views and if it’s by the people you want to get in front of. Keep reading to learn how to use this new feature and how it can […]
  • 14 Hidden Tricks and Tools in iOS 8

    caitlinhoward
    16 Oct 2014 | 12:12 pm
    By Samantha Murphy Kelly (Mashable.com) There are a lot of new features that have been added to iOS 8, but it’s not always so easy to find them. Learn 14 hidden tricks and tools in iOS 8 that will help you get the most out of your phone. 14 Hidden Tricks and Tools in iOS […]
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    Peak Sales Recruiting | Sales Recruiter

  • 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…
  • Hiring The Right Salesperson: Sales DNA vs. The Resume

    Eliot Burdett
    14 Oct 2014 | 6:23 am
    A few days back I was having a conversation with a B2B startup exec who is in the process of building out a sales team. The company provides a tech solution to a niche market and the primary trait the company is using to filter potential sales candidates is experience selling technology to the market being targeted – the strategy being that such a salesperson would possess a network of contacts which enable them to generate sales very quickly. The Rolodex Sales Hiring Strategy The desire to hire someone with a great network and  book of business is pretty common. At Peak,…
  • The 5 Things Sales Candidates Want to Know About You

    Keith Johnstone
    9 Oct 2014 | 8:29 am
    When customers approach us to find great sales people, the focus, as it should be, is on the candidates we present. Key questions about each candidate’s past sales performance, their selling methodology, book of contacts, experience selling within the industry, traits, and likelihood of success within our client’s unique selling environment must be investigated and answered before a candidate could even qualify to know who our client is. Given the fact that Peak only approaches passive candidates who are actively and gainfully employed, these candidates are often not willing to go…
  • Book Review: Nonstop Sales Boom

    Eliot Burdett
    6 Oct 2014 | 12:45 am
    There is a lot to like in the latest book we are reviewing, Nonstop Sales Boom, by Colleen Francis First of all , this is not simply a sales book. This is a book about avoiding the boom-bust cycles that are a major stress on many businesses and creating systems that will drive consistent business growth over the long term. Second of all, this book is not written by a sales consultant who sits on the sidelines theorizing. Having worked with Colleen in several accounts, we know that she rolls up her sleeves and applies these systems and techniques to deliver real results.The book picks up…
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    Sharon Drew Morgen

  • 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…
  • The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

    Sharon Drew Morgen
    14 Oct 2014 | 9:15 am
    Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know that’s not true. We continue along this path, however, and far too often get resistance and biased listening, impeding our change implementations. This podcast on the historic problems with change management models explains why this is happening. It’s a systems…
  • What Is change And Why Is It So Difficult? (Part 2)

    Sharon Drew Morgen
    6 Oct 2014 | 8:59 am
    Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information – new activities, new ideas, new rationale – into what’s already there and hoping the reasoning behind the change request will carry the day. The problem is systems. We all live in systems. Families, teams, companies, relationships. Systems are made up of rules that everyone in a system buys in to. Each system is different, with different rules and norms and values/beliefs. And each system holds…
  • What Is Change? (Part 1)

    Sharon Drew Morgen
    29 Sep 2014 | 10:11 am
    Every decision we make, every new job we tackle, every new idea we have, involves change. What is it? Why is it so difficult? I’ve recorded a 6 part series on change: what it is, what it does, why it’s so hard, and what we need to do differently to make it easy.   I begin with an introduction to change, and then proceed through to systems, bias, resistance, buy-in, and decision making. Enjoy the series. I’ll publish one each week for 6 weeks. If any of you want to discuss with me the possibility of learning a new model that not only facilitates change, but enables consensus and…
 
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    A Sales Guy | A Sales Blog | Sales Consulting

  • What To Do When A Prospect Goes Dark

    Keenan
    22 Oct 2014 | 12:05 pm
    There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to; share it with their team, run the numbers, look at another solution, run it past IT, work with H.R., make a recommendation or any other “next step.” (great video on how to sell the “next step” within a sales cycle) You’re on it. You move the call to the next stage in the pipeline, you make a note in the CRM and set a new activity. Good shit, the deal is moving along.
  • Vail Gives Us a Lesson on “Product vs. Sales” With It’s New Epic Mix Feature

    Keenan
    20 Oct 2014 | 10:27 am
    I’ve talked frequently on this blog about how product has surpassed sales in driving revenue. As much as sales people don’t want to admit it and as much as many companies don’t want to admit it, the change has occurred and ignoring it won’t change things. There is too much information available to consumers about products and services that deficiencies, lack of features, poor service etc., can not be overcome by even the best sales people in the world. Today’s most impressive and forward looking companies understand that investing in product is the best and most…
  • Outlook

    Keenan
    11 Oct 2014 | 8:44 am
    Outlook (n) A View: a pleasant view, a person’s point of view If you were looking out on the street and saw -20 degree weather, ten feet of snow, and no sun, do you go running out? If a small restaurant is tucked away in a small dark alley in a bad neighborhood, do you go in? If you’re looking out onto a pristine white sandy beach, with beautiful crystal blue water, do you burst out the door in glee? It seems quite clear, no to the first two, and yes to the second . . . but not so fast.  It all depends on your outlook. To a kid, that freezing, snowy day is a day off from school…
  • What Your Customers Don’t Know — That’s Costing You Sales

    Keenan
    6 Oct 2014 | 6:23 am
      “No, we’re all set.” “We’re happy with what we have.” “We’re not looking to change at this time.” How often have you heard these words come out of a buyers mouth? Nobody wants to hear these words. They stop sales people in their tracks. Why? Because, for most sales people, if the prospect already has what you’re selling then why “push” them on something. No one wants to be a “pushy” sales person.  I agree. No one wants to deal with a pushy sales person. BUT, in many cases the customer doesn’t…
  • Meeting at DreamForce 2014

    Keenan
    5 Oct 2014 | 7:42 pm
      K, I’m gonna be at Dreamforce the week of October 13th.  If you’re gonna be there let’s connect. My favorite part of Dreamforce isn’t the Keynotes, or the sessions. My favorite part of Dreamforce is connecting with the attendees. Today’s world is more virtual than ever. Our sphere is bigger than it’s ever been, but it’s a virtual sphere. Even though we have more connections, we have less face time with many of these people. It’s for this reason I get excited to go to Dreamforce. I get to see the people I connect with and talk to all year…
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    Sales Motivation and Sales Training

  • Sales Managers: Are You Encouraging This Bad Behavior?

    TheSalesHunter
    25 Oct 2014 | 6:24 am
      Are your salespeople spending too much time cruising the internet in a way that is robbing them from selling? You could be encouraging this behavior and not even realize it.  The more comments you make about stuff you see on the internet that is not work-related, the more likely your salespeople will want to go check it out […]
  • “Business is Good” Syndrome and How it Destroys Business

    TheSalesHunter
    24 Oct 2014 | 1:40 am
      It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. […]
  • How Well Do You Know Your Customer?

    TheSalesHunter
    23 Oct 2014 | 7:30 am
      The 5 type of “customer personalities” you may face on your next sales call: 1. Decision Maker The decision maker (DM) is the person who must sign off for the deal to go through. Be careful. Many people will call themselves the decision maker, but ultimately they really submit to someone else. 2. Influencer […]
  • 5 Great Sales Questions Every Person Should Use

    TheSalesHunter
    21 Oct 2014 | 11:12 pm
      I talk so much about the role questions play in the selling process and the need for every salesperson to have at least 5 questions they can feel comfortable using. I think it’s appropriate to share what I believe are 5 great questions: What are the outcomes you’re expecting? I like asking this question […]
  • Price is All About You (It’s Not About Your Product)

    TheSalesHunter
    21 Oct 2014 | 5:08 am
      What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it. It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. They think if they […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • “Dear Occupant Or Current Resident….” More Horrible Prospecting

    Dave Brock
    25 Oct 2014 | 8:23 am
    I’ve decided to write a periodic series about bad prospecting letters.  Every week, I receive dozens of just horrible letters.  Fortunately, Outlook does a pretty good job a sending them to SPAM, so I don’t have to deal with the “I’m following up with the terrible prospecting letter I sent last week with another terrible letter.” They are from sales people who are just executing poorly.  Maybe they haven’t been trained, they are getting bad templates or materials.  Even though they are bad letters, there are too many to single out.  An in some sense,…
  • Finding Time For The Decisionmakers

    Dave Brock
    23 Oct 2014 | 7:19 am
    I wrote, Finding The Decisionmaker, discussing the consensus buying process and the increasing number of decisionmakers involved in complex B2B sales  (  Average of 5.4 according to CEB.)  My good friend, Martin Schmalenbach, always calls BS on me in such interesting ways. Martin posed the issue, “Think of the poor sales person reading this.  They are already overwhelmed with deals/opportunities and managing what they have going on.  Now you are asking them to call on 2-3 times more people.  How are they going to do it?  How are they going to research, prepare and manage their…
  • Finding The Decisionmaker

    Dave Brock
    22 Oct 2014 | 7:00 am
    We want to focus our sales strategies on the Decision-maker.  Some have referred to that person as “VITO,”  the Very Important Top Officer. Sales trainers tell us to call high, in the quest for finding the decision-maker.  We talk about gate keepers, influencers, recommenders, technical buyers, financial buyers, and any other label we can find. Finding the decision-maker is tough! Part of the problem, in complex B2B sales, there is seldom a decision-maker.  According to CEB, there are 5.4 decision-makers involved in today’s consensus sale.  Even then, they have a very…
  • “I Have To Speak To You In Bullet Points…….”

    Dave Brock
    20 Oct 2014 | 7:38 am
    Understanding our customers’ behavioral styles is critical to our effectiveness in connecting with and communicating to them.  There are a number of tools that help us understand the behavioral style of our customers (and colleagues).  They go by the names of DISC, Meyers Briggs, and others. Each of us has a behavioral style—our styles are neither good nor bad, they just tell us how we tend to hear and engage, how we process information, what influences our abilities to make decisions. If we want to connect effectively and impactfully , it’s critical for us to understand…
  • Why, How, Who, When, And What

    Dave Brock
    17 Oct 2014 | 6:50 am
    There’s a huge difference between what our customers go through to buy and what most sales people do in trying to sell those customers.  It’s this difference that causes much of the disconnect between customers and sales people.  It’s recognizing this difference and engaging customers in their entire buying process that separates great sales people from everyone else. Loosely, I characterize the buying process as Why, How, Who, When,  and What.  I’ll pause for a moment,  you’ll have to give me a little literary license as I describe this.  I know I’ll…
 
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    Media Sales Today

  • Black Friday Is Not Dead, It’s Just Different

    MST Staff
    24 Oct 2014 | 10:45 am
    RetailMeNot , a leading digital offers destination revealed nearly half (46%) of consumers plan to start their holiday shopping before November this year, and 1 in 4 intend to have their holiday shopping completely finished by Black Friday. Read Black Friday Is Not Dead, It’s Just Different at Media Sales Today.
  • DON’T Sell Me This Pen

    Monika D'Agostino
    24 Oct 2014 | 8:00 am
    On occasion I’ve come across the “Sell Me This Pen” concept. The first time I actually heard somebody use the phrase was in the movie “The Wolf of Wall Street”, and since then I pay attention when I hear it. Read DON’T Sell Me This Pen at Media Sales Today.
  • Enhance Your Needs Analysis by Asking Quality Questions

    Faye Oney
    23 Oct 2014 | 11:00 pm
    What kinds of questions do you ask during your needs analysis with a prospect? In a recent webinar, Deb Calvert provided examples of 8 types of quality questions from her book, “Discover Questions® Get You Connected,” to help sellers build trust and add value to their client relationships. Read Enhance Your Needs Analysis by Asking Quality Questions at Media Sales Today.
  • 5 Terrifying Small Business Website Trends That Need to End

    MST Staff
    23 Oct 2014 | 10:09 am
    While most people are focused on ghosts, ghouls and things that go bump in the night this time of year, small businesses should be far more terrified of certain website trends that are all but guaranteed to scare their customers away. Read 5 Terrifying Small Business Website Trends That Need to End at Media Sales Today.
  • Help Your Clients Respond to Customers’ Negative Comments

    Faye Oney
    23 Oct 2014 | 10:00 am
    Do some of your clients’ social networks show complaints and negative comments that customers have posted about their business? This can be an opportunity for you to educate your clients on how to respond to these customers, while earning the title of “marketing consultant” in the eyes of your clients. Read Help Your Clients Respond to Customers’ Negative Comments at Media Sales Today.
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    Dave Stein's Blog

  • 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…
  • All The Hype Around Social Selling Really Concerns Me

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

  • Why You Need Full-Circle Sales at Every Stage in the Buy Cycle

    Tibor Shanto
    23 Oct 2014 | 12:33 am
    The Pipeline Guest Post - Megan Totka You’ve just earned your company a big contract and you’re about to look amazing in front of the boss. You worked hard for that sale, but what if it didn’t have to be so difficult? What if you could earn more sales from customers that already know, like, and trust your brand? You can, by using every stage in the buy cycle to your advantage. What is the Buy Cycle? There are five stages a customer goes through when deciding whether or not to work with your company. The way you engage with the customer from introduction to deal-closing handshake has a…
  • 3 Signs Of Bad Phone Breath – Sales eXecution 272

    Tibor Shanto
    20 Oct 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  No one likes cold calling, well most don’t, so you can stop writing that e-mail telling me that you’re the exception that proves the rule. I don’t like it, I know it is god’s punishment to sales people, but it works, and I have made the connection between successful cold calls, a robust pipeline and the kids eating. I don’t know about you, but my kids get cranky when they don’t eat. But just because I don’t like it, I don’t tell myself it does not work, like many, I also figured out that if I don’t do it, for sure it will not…
  • Sorry But Your New Is Not That New

    Tibor Shanto
    16 Oct 2014 | 12:33 am
    ByTibor Shanto - tibor.shanto@sellbetter.ca  There is an old saying that goes: There is no such things as an old joke, just old people. Meaning no matter how old you are the first time you hear a joke it is new to you, no matter how long it has been out there. Which explains why I am going to sound a bit old in this piece, which is alright, because I will be talking about all the “NEW” out there that sellers are being told (sold) they should be consuming if they want to succeed. I don’t have an issue with things that are really new, but when it comes to selling, “NEW” is more…
  • The Value Deficit – Sales eXecution 271

    Tibor Shanto
    13 Oct 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Sales is very much a balancing exercise, somewhat like a scale, to keep balanced, you need to ensure that there is as much weight on one side as there is on the other. When there isn’t it could lead to problems for the parties involved. The most common example of this in B2B selling is price. More often than not, when a sales person finds themselves negotiating on price, or selling on price it is the result of not having created enough value to merit the price they are demanding. It is easy to find one’s self with a value deficit just at…
  • Development vs. Budget Cycles

    Tibor Shanto
    9 Oct 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  I, like many in my profession have a unique perch when it comes to looking at sales. We are actively selling, and as a result face many of the challenges and opportunities our customers do. But we have two added bonuses that many don’t. First is that we get to see how a host of sales organizations deal with specific aspects of sales, while any one of my customers may know more about how they sell, and why they are good, and what they want to develop, I have the benefit of seeing a range of best practices. I can see what works, what…
 
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    MindOnMedia[Sales]

  • Saying Goodbye, Bay Guardian…

    MindOnMediaSales
    18 Oct 2014 | 4:25 pm
    MoM[S] has *never* advocated such practices...and yet we've been fortunate to experience what is arguably a reasonably successful career.
  • Sales & How You Say It…

    MindOnMediaSales
    3 Sep 2014 | 7:55 pm
    Stretching the bounds of MoM[S] commentary, once again.
  • Are You Willing to Put in the Effort? | Fearless Selling Kelley Robertson

    MindOnMediaSales
    23 Aug 2014 | 10:26 am
    I don’t often re-blog the work of others, but occasionally one comes up, that captures the essence of what we write here at MoM[S], even if in a different way. Enjoy! Are You Willing to Put in the Effort? | Fearless Selling Kelley Robertson.Filed under: Ad Sales, Automotive Advertising Sales, Automotive Media Sales, Career Survival, […]
  • MoM[S] & The Competency Development Project

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

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

  • This member chose to be shown as anonymous

    Jonathan Brickman
    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…
  • Knowing who you are helps

    Jonathan Brickman
    21 Oct 2014 | 1:34 pm
    This is what a quick on-line version of the Myers-Briggs personality test says about me. I got ENTJ – The Executive.  Extraverted – Intuitive – Thinking – Judging Of course this is a standardized report and it isn’t a perfect description, but it’s close.  So what does this mean and why is this important? I think we have to understand who we are and own it so we can learn how to navigate with others in a way that feels right; we can find jobs and roles that are compatible; we can make smart social decisions, and so on and so forth. There are many…
  • How come they don’t call back?

    Jonathan Brickman
    15 Oct 2014 | 3:21 pm
    This is a perennial question for any client facing professional, among others. I don’t know about you, but I never stop calling until I can engage.  It doesn’t matter if it’s good or bad, I just need to connect and have a conversation before I move on… If I don’t get a call back, here are some probable reasons for no reply, but not limited to: 1. My person is too busy 2. I haven’t got their attention 3. My messaging is not correct, not adding value 4. My message slipped to the bottom of a long list of other messages 5. My message didn’t get through,…
  • Match Dot Com and Business

    Jonathan Brickman
    15 Oct 2014 | 2:03 pm
    The reason match.com works so well is because “buyers” and “sellers” are constantly in the market ready to make a deal. Assuming the value proposition is well stated… Buyers do on-line research The field of opportunities is determined Sellers are disqualified based on preliminary pitches Second round “on-site” visits happen The field is narrowed to a short list A final selection is made Business sort of works the same way, but only when supply meets demand and therein lies the challenge, how to stay in the game until there is a need. When the two…
  • Is social selling really any better?

    Jonathan Brickman
    9 Oct 2014 | 5:31 pm
    There isn’t a moment that passes when I don’t receive some content marketing, a new post on LinkedIn, or something about the virtues of social selling. I am a believer in leveraging social media as I am a major participant and have derived direct benefits from doing so; however, it’s not perfect. In fact, it’s kind of comical when you think about what we have created – just another vehicle to flood someone’s life with content and we have so many new ways to flood your “inbox”! Yeah, it’s not email or voicemail anymore – we are a more…
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    ViewPoint | The Truth About Lead Generation

  • Top B2B Marketing Blogs: Key Ingredients

    22 Oct 2014 | 9:04 am
    What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Why make the distinction? Consider the all American apple pie. Such an iconic dessert, yet, it’s rare that you’ll ever come across two identical family recipes. Sure, most start off with the same standard ingredients: butter, sugar, flour, apples—just to name a few. But it’s the magic that happens with those ingredients that gives each one its own claim to fame and a coveted spot in the family recipe book. Now that…
  • 4 Great Reasons to Take the Sales Performance Optimization Survey Today

    16 Oct 2014 | 7:42 am
    I just finished the survey questions for CSO Insights' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting. Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. This new paper will be…
  • Becoming a Sales Freak and Changing the World

    7 Oct 2014 | 8:00 am
    I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak. The authors suggest that we can’t possibly think like freaks until we don’t know all of the answers. Not only that, but we have to know which questions to ask to get the answers.
  • 5 Ways to Get More at Dreamforce -by Craig Elias

    1 Oct 2014 | 7:09 am
    The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? If so, make sure you look for my colleague Craig Elias—who has a lot of information to share about sales leads. He created Trigger Event Selling™ and he’s a Dreamforce convention veteran. In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. Sure—plenty of people are there for Hilary and Bruno, but if you’re there for the spectacular networking, do yourself a favor…
  • “Guruji, who was I in my last incarnation?” Sri Ramana Maharshi answered, “Who wants to know?”

    23 Sep 2014 | 6:21 am
    A clever and accurate answer to a disciple’s question of the great Hindi sage, and not too distant from a question I ask marketers today. “What are you,” I ask, “in this incarnation? Are you a marketing manager who likes bling or accountability? Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”
 
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    Results Count ... everything else is conversation.

  • Technology is stealing your soul … 5 tips to fight back

    Chris Petersen
    14 Oct 2014 | 11:37 am
    Each must find a balance of when to touch, and when to reach out Image Credit: Stuart Miles; Freedigitalphotos.net When I grew up, mobile technology was a thing of fantasy. Kids could only dream of what would be like to talk with detective Dick Tracy's famous "watch", or Captain Kirk's mobile communicator. Today, millennials report that they spend 14.5 hours a week with their smartphones. We are now entering the new age of wearing our technology on our wrists and in our clothes. With today's social media, it is possible to be "always on" and in "touch" with anyone in the world. But, what is…
  • Who knew that CX Day is Oct 7th … Does it matter?

    Chris Petersen
    7 Oct 2014 | 10:08 am
    It seems that there is a world day for most everything these days Image Credit: @CXPA_Assoc; CXDAY.org Let's start off by asking what is CX? To be honest, I only recently learned that CX is the emerging preferred shorthand for Customer Experience. When using Twitter, the shorter the description the better, so CX is great shorthand. But, what is the CX Day? Do we really need to celebrate and recognize consumer experience at a national and international level? Beyond some of the marketing hype, CX is emerging as both the "glue" and a prime differentiator in today's omnichannel marketplace.
  • 7 reasons why it’s time to redefine the concept of “The Store”

    Chris Petersen
    1 Oct 2014 | 1:46 pm
    Customers are the real "assets" … not the stores or the websites Image Credit: Sippakorn; Freedigitalphotos.net With all the talk about omnichannel retailing, it is easy to assume that the physical retail stores are dead. They are not. In fact, a report released by A.T. Kearney indicates that brick and mortar stores are by far the preferred place where consumers shop. So, what's changed? There are at least 7 major trends which indicate that the concept of the traditional "store" is being redefined in terms of new consumer shopping behaviors. As the store of the future evolves, retail…
  • 7 Ways Fender “Keeps Rockin’ It” beyond making guitars

    Chris Petersen
    25 Sep 2014 | 8:09 pm
    Even if you make Stratocaster guitars, you still need to innovate Image Credit: Daniel St. Pierre; Freedigitalphotos.net Even if you have never played guitar, you probably recognize the brand name Fender. If not, you certainly have heard some of the most famous musicians in the world playing the Stratocaster guitar made by Fender. Buddy Holly played his "Strat" on the Ed Sullivan show, and the Red Hot Chilli Peppers used a Strat in their 2014 Super Bowl show. So, if you are Fender and own an iconic brand like Stratocaster, played by the world's most famous musicians, why do you need to worry…
  • When a KISS is not a kiss

    Chris Petersen
    16 Sep 2014 | 8:05 pm
    7 Lessons for all marketers in today's omni-channel world Image Credit: Photoraidz; Freedigitalphotos.net When people mention social media, Facebook most often comes to mind. But, there are literally hundreds of social media platforms used by consumers today. Some of the fastest growing, like Pinterest and Instagram, are highly visual media. Marketing messages often get amplified via social media in ways that aren't expected or intended. When something goes "viral" it is often on the "Twittersphere," where consumers are just as likely to rant as rave. A lesson learned by Hershey's chocolates…
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    Top Sales Dog

  • 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…
  • Training sales reps on pipeline management

    Michael Boyette
    15 Oct 2014 | 5:00 am
    In a previous post, I reported the results of a survey we conducted which suggested that pipeline management is top concern for sales managers.Today I’d like to share some research on sales pipelines from Vantage Point Performance, which consults with sales organizations on this very issue. Specifically, there are two findings from their research that are especially relevant to your sales training efforts:1. Reps who actively manage their pipelines make more money. That may seem obvious, but I suspect there are plenty of salespeople who view these activities as bureaucratic busy work,…
  • Two approaches to sales training: process vs. principles

    Michael Boyette
    8 Oct 2014 | 7:24 am
    A recent conversation with Glenn Eckard, our COO and sales director here at Rapid Learning Institute, got me thinking about a key distinction in sales training — one that could have a profound impact on how you approach training with your sales team.From time to time, Glenn’s sales team is asked about the “system” that underlies our Selling Essentials training platform. The short answer: We don’t have one.Dude, where’s your system?Let me explain.Some sales training organizations offer a proprietary “process,” “system” or…
  • “My salespeople don’t want to learn”

    Michael Boyette
    1 Oct 2014 | 5:00 am
    In an earlier post, I reported on a list of the top seven excuses for not training salespeople. Here’s the one that gets my blood boiling the most: “My reps don’t want to learn.” Or, as it’s sometimes phrased: “My reps don’t need to learn.”The argument usually goes something like this: “We hire experienced reps and pay them top dollar. They’re professionals, so we don’t need to train them on selling skills. And if we tried, they’d be insulted.”That argument might make more sense if other professionals — you…
  • No time for sales training?

    Michael Boyette
    24 Sep 2014 | 5:00 am
    We’ve just conducted a survey about sales training, and it points to a troubling gap between what sale managers think they should be doing and what they’re actually doing.An overwhelming majority (93%) of sales managers said that training has a positive impact on sales. But only 36% said they devote enough time and attention to training their people.In other words, sales managers — whose #1 goal is to drive more sales — have a tool at their fingertips to help them meet that goal. But they’re too busy to use it.I’m reminded of the lumberjack parable from…
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    Sales Training Blog

  • Oct 23, Exceptional Customer Service Ideas

    23 Oct 2014 | 5:09 pm
    A Customer Service idea I learned from a dog walking business that exceeds what their customers expect. This week at the Sales Training website we have been researching a customer service idea used by a friend of ours that runs a dog walking and dog sitting business. When we thought about it, this one technique has so many possibilities for other businesses that we just had to write about it and send what we found to our readers of our ezine, The Sales Buzz. See the technique and consider how you could adapt it, very easily, to make your customer service levels reach exceptional and leave…
  • Oct 23, Customer Service - Exceptional, Expected, or a Let Down

    23 Oct 2014 | 4:38 pm
    Your customer service levels can increase sales or lose them. Look at how small actions can have a big effect with an example of walking the dog.
  • Oct 16, Overcoming Objections with the Feel Felt Found Sales Technique

    16 Oct 2014 | 10:18 am
    3 step sales technique for overcoming objections by changing prospects viewpoints and turning No into Yes. Every sales professional should know this...
  • Oct 14, Create Rapport at Each Stage of the Sales Process

    14 Oct 2014 | 2:03 pm
    Create rapport at each stage of the sales process with this quick guide. Use this quick guide to remind yourself of the techniques to use at each stage of the selling process to create rapport with your customer. From the Introduction stage to closing the sale there are different ways to build and keep that important relationship where you and the customer feel a connection. It makes the initial sale so much easier and repeat business increases as teh rapport builds. The quick guide to creating rapport is in this week’s free Sales Training Ezine, The Sales Buzz, and if you want more…
  • Oct 13, Our Lates Sales Training Article Published on Linked In

    13 Oct 2014 | 3:21 pm
    How a builder accidently had prospects queuing up to get on to his sales pipeline. What if you could do the same? What happened to this builder is a sales person's dream. It would give any seller enough prospects to fill their appointment diary for a month. A true story that I saw when having some work done on my house. The latest of our articles to be published on Linked In explains what happens and gives you ideas to consider so that you could use these same techniques to build your pipeline and increase sales. See what happened and what you could use at Linked In articles...
 
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    TopLine Leadership » Sales Leadership Blog

  • 5 Ways to Stop Sales Rep Attrition

    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 Stop Sales Rep Attrition 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.
  • Two Sales Coaching Strategies to Boost Sales Performance

    Kevin Davis
    14 Aug 2014 | 11:56 am
    Recently I conducted a webinar for a large company whose sales managers had completed our Sales Coaching & Leadership Workshop a few months earlier. I started by asking them, “What is the most significant change you’ve made in your sales … The post Two Sales Coaching Strategies to Boost Sales Performance appeared first on TopLine Leadership.
  • Creating Your Coachable Sales Team

    Kevin Davis
    24 Jul 2014 | 12:00 pm
    What is coachability? When I ask sales managers in my sales management workshop this question most of the time there is confusion as to the correct definition of coachability. Just because a salesperson seems to have an agreeable and receptive … The post Creating Your Coachable Sales Team appeared first on TopLine Leadership.
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    VanillaSoft Blog

  • 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…
  • Crafting Your B2B Telemarketing Campaign

    Kevin Thornton
    21 Jul 2014 | 11:06 am
    Many companies have attempted to add a B2B telemarketing component to their existing sales & marketing efforts. Often times, poorly planned initiatives lead to mixed results leaving some people to believe that telemarketing is dead. Not true! Telemarketing can be an incredible sales & marketing tactic when appropriately planned and executed. Follow these steps for a successful telemarketing campaign. Define your objective Before you start telemarketing, you need to define your objective. Randomly calling prospects with no clear objective is pointless. Before you start dialing, figure…
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    ontargetpartners.com

  • 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…
  • When Should B2B Marketing Hand Leads Over to Sales?

    Ed Trachier
    28 Jul 2014 | 9:25 am
    Handing a lead over to sales can be a bit tricky in B2B marketing. As the old cliché goes – timing is everything! There are several factors to examine when deciding the timing of handing off a lead. These include: – The amount of time the sales team has available to deal with new leads – The experience level of the sales team – The ability of a sales team to inform, educate and nurture new leads – The number of leads at each level in the sales funnel  Many of our larger B2B clients use the terms “sales qualified lead” (SQL) or “sales…
  • On the Frontlines of B2B Lead Generation

    Ed Trachier
    17 Jun 2014 | 1:41 pm
    We at OnTarget Partners have a unique perspective on B2B Lead Generation. Because we conduct outsourced marketing for thirty-some B2B companies, most of them large, well-respected leaders in their industry, we see examples of what works, and what doesn't, from the front lines. Every B2B CMO understands that our market is changing. What worked ten years ago, or even five, does not today. I believe that a focused effort to create compelling and informative content, delivered through multiple channels (blogging, mail, social, website, dimensional and email) is critical to the success of B2B…
  • OnTarget Partners Announces International Partnership with Business Advantage

    Peter Blute
    17 Jun 2014 | 1:12 pm
    Dallas, Texas (PRWEB) June 18, 2014 – OnTarget Partners, a US-based, B2B marketing, sales, and research firm announced its international partnership with the IT, software and telecom industry research specialist Business Advantage Group. Ed Trachier, Founder and CEO, OnTarget Partners said, "we've worked successfully together with Business Advantage on a number of European and Latin American projects and have been delighted by the compatible cultures and work standards of our teams that has delivered real value to our clients. Working with Business Advantage has been…
 
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    web2.salesforcesearch.com

  • The Sales Keys to Winning New Business

    Doug O'Grady
    24 Oct 2014 | 10:05 am
    You want to win new business, but you're not sure how to go about it. What can you do to acquire new customers and drive sales results? Use these sales keys to win new business. Rethink your overall strategy.  This is one of the most important sales keys to winning new business. Sometimes we are caught up in our day-to-day routines and forget to think about the big picture. If you want to win new business, you're going to have to re-evaluate how you are currently doing things.  Identify your strengths, opportunities, weaknesses, and risks. Capitalize on your strengths and take…
  • How to Get Started at Social Selling

    Scott Lombardi
    24 Oct 2014 | 6:05 am
    Social selling is when salespeople use social media to interact with prospects. You might think that social media is a waste of company time, but that couldn't be further from the truth. Social selling can reduce the sales cycle time by fifty percent. Your potential buyers are on social media, so your salespeople should be too. Embrace social selling to connect with and communicate with prospects. Social media gives consumers the opportunity to ask companies questions directly and allows salespeople to respond quickly. This efficiency is valuable to consumers. Social selling is a…
  • 3 Things Sales Leaders Do

    Alex Traynor
    23 Oct 2014 | 10:04 am
    Sales leaders are responsible for leading and managing sales teams. It is their job to drive sales results. Effective leadership can have a tremendous impact on a sales team. A great sales leader can boost confidence, motivate and inspire, increase productivity, and help achieve better results. Here are three things sales leaders do. 1. Successful sales leaders build the best sales teams. They identify, hire, and retain the best salespeople. They provide training and coaching to continue to develop talent. Sales leaders should prepare their sales teams and equip them with the tools they need…
  • How to Refresh Your Sales Process

    Brett Evans
    23 Oct 2014 | 6:05 am
    If sales are sluggish and morale is low in your sales department, it might be time to refresh your sales process. Sometimes, simple changes can be the key to a new start. Refreshing your sales process can also give you a chance to re-align with a swiftly changing market or to incorporate new technology in your sales process to help your sales managers and reps to work more efficiently. The following tips can help you to refresh your sales process. Take a Survey Before you can know what needs to be refreshed, you'll need to do a little research. Survey your sales reps, sales managers, and…
  • How to Sell to More Than One Person

    Justin Proctor
    22 Oct 2014 | 10:05 am
    If you're in sales, you understand how valuable your time is. Don't spend your valuable time trying to sell to someone who isn't going to buy. You also don't want to rely too heavily on just a few key customers. Increase the effectiveness of your sales efforts by reaching out to the right prospects. You want to extend your reach and generate as many qualified sales leads as possible. Market more effectively so you can sell more effectively. Understand your customers and tailor your marketing to different segments. Deliver the right marketing messages to the right people. Targeted marketing…
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    amacus.net

  • 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 →
  • B2B Sales Gets a Needed Nudge from Canada’s New Anti-Spam Law

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

  • Sales Thought: To Develop an Account Plan, determine where you are today then set Goals.

    Daily Sales Thoughts
    24 Oct 2014 | 3:06 pm
    In developing a sales account plan, realistically determine where you are today with each account before setting goals for the future.  Sales Account Planning often sparks a “self-abusing” tendency of sales people to include unrealistic objectives as part of the plan. Example: I recently worked with a Sales Team that identified a particular large customer as being a strategic, long-term account of significant importance to the company’s success for entering a new market space. The Sales Team had great intentions and ideas for managing the account strategically. They incongruously…
  • Sales Thought: Quid Pro Quo is a key concept to Stay in control of your time & resource investments with each client!

    Daily Sales Thoughts
    22 Oct 2014 | 12:37 pm
    Decide early on how much time you will allocate across your accounts and how much time you are going to spend on each particular client. Equally important, determine how much time you are prepared to invest when you receive nothing in return. Sales Thought: Quid pro quo is Latin for “this for that” and can help you balance your time and resource investment in each account. In every sale there comes a point where you, the seller, have to decide how much time to invest in a particular customer and deal. Determining your time investment for each customer doesn’t mean you will stop doing…
  • Sales Thought: Without Perfect Information, Perfect Sales Execution is impossible.

    Daily Sales Thoughts
    21 Oct 2014 | 10:50 am
    I have worked with sales teams that were overly focused on perfection. I often point out that relevant account information changes at a blinding pace. Consequently, it’s harder and harder to execute flawlessly. As such, sales teams sometimes feel stuck and unable to move forward because they don’t have all the information. Once again, if you don’t have perfect information, you cannot be perfect in your execution. Execution rules need to be revised. In developing each part of the sales plan, focus on having reasonable, but not necessarily perfect, information. As a benchmark, try for…
  • Sales Thought: A Sales Process only works if EVERYONE from top to bottom is committed to using it !

    Daily Sales Thoughts
    19 Oct 2014 | 10:18 am
    Most businesses have trouble addressing the need for an Account Planning Process that is truly used throughout the organization. Actually, if it is just for the Sales Team, it can’t be called a true process. A Sales Process requires buy-in from all of those that can impact it. If not, then the Sales Team might work through their issues only to have their process overridden by other people in the organization. This problem becomes particularly acute for Strategic Accounts. If a Sales Team is following a process specifically designed to help the company better act in a strategic fashion, and…
  • Sales Thought: Just because you can sell a Big Product doesn’t mean you are automatically strategic.

    Daily Sales Thoughts
    16 Oct 2014 | 6:23 pm
    Many successful sales people get the job done because they are good at “getting deals done.” Nothing wrong with this and, at some companies, it is the clear way to be successful. However, something interesting happens when you go from being a sales person to being a “strategic” seller. For some customers and, for some sales people, it is all about deals. However, sometimes that’s not enough! Remember, the old: ”price drop” technique has gone the way of the dinosaur. If you are currently in sales and suddenly you are transferred to the role of being a strategic sales person with…
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    Kelley Robertson: Fearless Selling Blog

  • 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…
  • How to Stay Relevant When You’re 88

    Kelley Robertson
    6 Oct 2014 | 5:00 am
    I was fascinated to hear that singer Tony Bennett broke his previous record and recently became the oldest singer to top the Billboard 200. Not bad for someone who is 88 years (young) with his first “record” being released in 1952! Although he has been singing for more than 60 years, he has found a way to stay relevant and still sell music. Something he accomplished by teaming up with Lady Gaga. What about you? Are you staying relevant with your prospects? If you’re doing the same thing you did two or three years ago, you run the risk of becoming irrelevant and losing sales to a…
  • How To Make a Prospect Feel Icky

    Kelley Robertson
    29 Sep 2014 | 4:45 am
    I recently attended a webinar that was hosted by a software company. The webinar was followed by a product demo which I did not watch because I was only interested in the content, not the software. The next day I received a call from one of their sales reps who was “following up.” I give the company credit for making these calls because one of their goals was to generate new leads. However, the caller made a fatal mistake… In a 45 second call, he used my name six times. Six times! Obviously he had been taught that it is important to use a prospect’s name during a conversation but his…
  • The Cardinal Sin of Selling

    Kelley Robertson
    22 Sep 2014 | 4:45 am
      During a sales training workshop I conducted last week, we discussed the worst way to open a sales conversation, meeting, appointment or call (cold or warm) and that is to talk about your company. This includes your background, history, number of locations, how long you have been in business, your client list, awards you may have won or anything else that is self-serving. The same concept holds true for your slide decks. Most companies insist that their logo is prominently displayed on every single slide in the deck. And, it’s not uncommon for marketing departments to insert up to a…
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    Sales Coaching Blog

  • Sales Coaching: 4 Leadership Traits of Sales Managers

    23 Oct 2014 | 5:00 am
    Sales Organizations are unique in ways that create unique challenges. According to Harvard Business Review contributor Scott Edinger, and noted in this previous blog post by Kristi Shoemaker, the most difficult leadership position is head of sales.   
  • Two Critical Sales Coaching Questions

    17 Oct 2014 | 4:32 am
    Andy wanted to sell more, and he certainly wanted to make more money.  Andy didn’t want to be good, he wanted to be great.  Intellectually he understood he wasn’t doing what was needed to be a top producer, but he could not have articulated exactly what he needed to do (or perhaps not do).  Mentally, Andy did not know what was holding him back.  Most sales organizations have many Andy’s, or certainly producers who want more, but are not doing what it takes to sell more.  Sales managers need to ask themselves the following two questions:
  • Leadership challenge: Thinking outside the box

    16 Oct 2014 | 7:17 am
    Sometimes we are all in need of a fresh perspective.  My constant inspiration to think outside of the box most often comes from my son Aden and his band of brothers he calls neighbors, friends, teammates…dudes.  Recently they were all staring at our play structure in the backyard which they had sadly outgrown and said to one another, what else could it be?  And then the craziness really began.  My husband and I let the boys build, and build and build…and build.  After 2 weeks we had quite a mess and a veritable ‘condo’ for 12-year old boys in…
  • Sales Coaching Research: What You Do Matters

    14 Oct 2014 | 1:52 pm
    Sometimes in data analysis, the meaningful findings are the non-significant ones and importance really isn’t important. Today, I gained a greater perspective into how impactful the actual behaviors of a sales managers are to reps in the world of sales coahcing. Let me explain:
  • Sales Management Resources: Begin with the right mindset

    10 Oct 2014 | 11:47 am
    “Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude” – Thomas Jefferson   Executive sales leaders have a huge opportunity to grow more revenue, build a world-class sales department, and be the envy of their competitors. However, it is not going to be easy and therein lies the problem. Not too long ago I heard from an EVP of sales that he did not want to bring the same level of accountability to his sales management team that he has in place for his sales producers. What? How…
 
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    Sales Enablement Perspectives

  • The Inability To Communicate Value Messages – Biggest Inhibitor To Sales Success 2014

    Tamara Schenk
    13 Oct 2014 | 4:52 pm
    At the MHI Research Institute, we have asked this question in each of the past three years: What are the biggest inhibitors to sales success? Our 2014 data delivers a consistent message: The “inability to communicate value messages” is again the biggest inhibitor to sales success, as it was in 2013 (22%) and in 2012 (23%). The second biggest inhibitor is the “inability to attract new clients” (16%) followed by “more complex buying requirements” (15%). Value messaging needs a clear design point – the customer Before the Internet existed, a salesperson could create value for…
  • Give The Gift Of Data And Get Research In Return – The 2015 MHI Sales Best Practices Study

    Tamara Schenk
    6 Oct 2014 | 11:54 pm
    Sharing is the first step of collaboration, receiving is a natural follow-up. Collaboration leads to receiving more than the sum of the given pieces. Across industries, peer-to-peer networks, communities and the sharing economy are based on this collaborative principle – you have to give to get. For us at the MHI Research Institute, giving begins with sharing the highlights from our 2014 MHI Global Sales Best Practices Study. The year before, our research identified three attributes of World-Class Sales Organizations, each corresponding to a cultural component that drives the behaviors and…
  • How I Work

    Tamara Schenk
    29 Sep 2014 | 1:21 am
    This blog post was initially written for the Matt Heinz blog. The series “How I work” is a recurring feature on Matt’s blog. How did I become part of this fascinating series? It was Jonathan Farrington, CEO of Top Sales World who nominated me! You can read his own story here. And here you go  - this is how I work: Location: Wiesbaden, Germany. One of the most beautiful cities to live in. Frankfurt airport is just half an hour away, which is very important for me – I need to be close to an international hub. Wiesbaden has various famous buildings and great architecture…
  • What Sales Enablement Content Analytics Really Mean

    Tamara Schenk
    16 Sep 2014 | 6:41 am
    Not everything that can be counted counts, and not everything that counts can be counted.” Albert Einstein Einstein’s observation holds true for sales enablement content-related analytics. Imagine the launch of a shiny, new enablement and collaboration platform. Many different roles in sales, marketing and product management are looking forward to the content analytics that the system will provide. Will the reality live up to their expectations? Let me share with you a few lessons I’ve learned. Correlation and causation According to Oxford Dictionaries, a correlation is “a mutual…
  • Sales Force Enablement – See you in Atlanta, Sept 17

    Tamara Schenk
    5 Sep 2014 | 4:06 am
    The term “Sales Enablement” is used for almost everything that has to do with content, messaging, training, collaboration and technology to improve sales productivity and drive sales effectiveness. The function is rarely a strategic discipline that translates selling challenges into integrated, tailored sales execution plans. But this is exactly the kind of strategic approach that is required to create sustainable business impact and to drive sales force transformation successfully. Sales enablement daily challenges Our clients’ reality is that it’s still challenging to provide core…
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    Pipedrive blog » Sales Tips

  • 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…
  • 3 pillars to becoming a sales superstar

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

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

  • 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…
  • Today’s remark – while you were sleeping

    Margie Albert
    9 Oct 2014 | 11:11 am
    While you were sleeping (or routinely reacting to your environment) the Broadcast AE across the street was proactively doing the following: Reading Networking Listening Studying Writing Learning Questioning Observing Rory Vaden (and JJ Watt!) said, “Success isn’t owned, it’s leased. And rent is due every day.” Many of you know I am a big fan of Jay Baer. Here is his view. The key words to me are every day! And those of you who have worked with me know I say, “Every day, all the time.” If you truly pay rent every day, all the time you will be successful and remark-able.
  • Today’s remark-happening now (4)

    Margie Albert
    29 Sep 2014 | 3:45 pm
    Happening now, viewers all over the country and in your DMA are saying, “I hate commercials.” You and I oftentimes join them, yes? I fast-forward through them, run to fill up the washer with one more load, hit the refrigerator and get back to my show just in time. You do this too, yes?! What if I told you we don’t hate commercials? We love Super Bowl commercials! In fact it has been said more people watch the Super Bowl for the commercials than for the game and the “after talk” is about them as well. They are previewed online, shared in social media, talked about on late night…
  • Today’s remark – happening now (3)

    Margie Albert
    25 Sep 2014 | 11:28 am
    Happening now – some Broadcast Account Executive is with an advertiser rationalizing rate increases against diminished ratings based on increased costs to run a TV station – cost of cameras, programming, utilities, gas, etc. In fact, it’s probably being said in your Sales meetings as well! While most businesses are facing the same dilemma they really don’t care about your problems. Most advertisers still think TV stations are cash cows and there’s really no point in trying to convince them differently! Trying to do so further antagonizes them and they just don’t care! Our…
 
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    Theresa Delgado

  • 5 Forgotten Reasons Your Business Will Profit by Publishing on Kindle

    Theresa Delgado
    24 Oct 2014 | 8:00 am
    Becoming a Kindle author will help you far more than just the revenue you can earn. Being a published author has always carried with it perks that some were locked out of. But now with Kindle Direct Publishing, you too can take part in what most authors have always known publishing can do for them, and now you too can start publishing on Kindle. 1. Build a Strong Community Being a published author can help you build your community larger than before and turn the community you have into raving fans. By cross promoting your online real estate, like your blog to your book readers, you will…
  • Are Press Releases Still Worth the Time and Effort? 8 Benefits They Bring to Your Online Presence

    Theresa Delgado
    17 Oct 2014 | 8:00 am
    One of the oldest marketing ploys around is the old-fashioned press release. But, do they still work? The short answer is that if you have a newsworthy reason to issue a press release, then by all means you should do it. Press releases still have great value for many reasons. They still get results, although not always the types of result you might expect. Low Cost Press releases are still relatively low-cost ways to get the word out about a new product, service, or event. This is true whether you do it yourself or hire a service to do it for you. If you are choosy about when you send a press…
  • 9 Ways to Create a Newsworthy Press Release to Catch Your Audience’s Attention

    Theresa Delgado
    16 Oct 2014 | 8:00 am
    One of the best methods for getting the word out about your business is to send a press release. However, it’s important to know how, when, why and to whom you should send a press release if you want them to help your business. One way is to ensure that you craft a newsworthy press release. Here are a few tips to ensure that you create a newsworthy press release: 1. Which Audience to Target To make your press release newsworthy you have to know what is news to your audience, and who distributes that news to your audience. Obviously, if your business is about technology you would not…
  • Press Releases Best Practices for for Maximum Exposure: Get More ROI Out of Every Press Releases

    Theresa Delgado
    15 Oct 2014 | 8:00 am
    Key Press Releases Best Practices Press releases are inexpensive ways to get the word out about your business and build your brand, but you can make each press release stretch further if you have a plan outside of random distribution. Instead, figure out exactly who you want to see it, target the words toward your audience and make it easy for the press to find you. Then, ensure that your press release includes thought behind it. Incorporate these press releases best practices and you’ll get more ROI (return on investment): 1. Add Important Links While most links for online press…
  • 8 Tips for Creating Positive Media Relationships That Pay Off in BIG Ways

    Theresa Delgado
    14 Oct 2014 | 8:00 am
    Working with the press in a positive manner is an essential skill for a smart business owner to learn. It doesn’t matter if you have a small “from home” firm or a large bricks and mortar business. The press can make you or break you when it comes to getting the word out about your products and/or services. Here’s exactly how to go about creating positive media relationships. 1. Know Their Deadlines Learn the different deadlines that your contacts work under and always seek to meet them. The press works under very stringent guidelines and if you want to be involved…
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    Tactical Sales & Business Blog

  • 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.
  • Building a Truly Successful Sales Team

    2 Sep 2014 | 5:00 pm
    You may be starting out as a sales manager or have gotten to the limit of wearing those multiple hats for your ever expanding business. Now’s the time to begin hiring and growing your sales team, if that’s the case then take some of these notes below and start building the foundations of a truly successful sales team.
  • What is Corporate Sales?

    1 Sep 2014 | 5:00 pm
    The difference between corporate sales and consumer sales are realistically very similar, they both provide the same style of service to the end user and both require the same techniques, notably in B2B selling.
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    Buyer Insights

  • Could The iPad Kill Solution Selling?

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

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

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

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

    John O' Gorman
    6 May 2014 | 1:40 am
    Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy.     A new book by the Rain Group (called Insight […]
 
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    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 because ... 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.
  • How To Improve Your Email Subject Lines: The Top Performing Words Other Sales Reps Are Using

    Bernie Reeder
    2 Oct 2014 | 6:24 am
    After the 2012 presidential election, former Obama campaigners made headlines when they revealed that their most wildly successful email subject ... Read More » The post How To Improve Your Email Subject Lines: The Top Performing Words Other Sales Reps Are Using appeared first on the Yesware Blog.
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    Star Results

  • 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/…
  • The Secret to Sales Rep Motivation

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

  • Could The iPad Kill Solution Selling?

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

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

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

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

    John O' Gorman
    6 May 2014 | 1:40 am
    Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy.     A new book by the Rain Group (called Insight […]
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    Solution Selling Blog

  • 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…
  • B2B Nurture and Follow-up Strategies

    SPI
    4 Sep 2014 | 9:05 am
    B2B Nurture and Follow-up Strategies: an interview with Steve Wagner (Lead-gen specialist, SPI) and Lead Lizard, a demand generation agency… Steve Wagner is a demand generation leader with a proven success record for driving revenue. As the Demand Generation Manager at Sales Performance International, he’s demonstrated his ability to cultivate and manage new departments by driving team collaboration, adaptability, and responsiveness. Demand generation captured his interest with its ability to uncover buyer insights and the levers that make them act. Keep reading to learn Steve’s…
  • Trends of Women in Sales

    SPI
    21 Aug 2014 | 9:00 am
    As a woman in sales, I’ve thoroughly enjoyed 25 rewarding years selling and leading in Silicon Valley. With incredible mentors, I quickly climbed (and sometimes cracked) the “corporate ladder” from telemarketer to CEO, each step witnessing a wide diversity gap for women in sales in all roles, especially leadership. Yes, past and present – women represent the minority in the room – like many others. Next, I’ll share how I got started in sales, how the sales role has collaboratively evolved, my recipe for sales career success, and simple solutions to help narrow the gender diversity…
  • Your Leading Indicators are Lagging

    SPI
    29 Jul 2014 | 6:00 am
    More companies are investing in sales talent analytics initiatives to better attract, develop and retain top talent. But buyer beware! The term ‘analytics’ can be a wolf in sheep’s clothing
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    RAIN Selling Blog

  • 6 Business Development Tips for Professional Services

    21 Oct 2014 | 7:00 am
    When it comes to business development for professional services, one of the biggest challenges professionals face is finding time to do it all. After all, you don't sell full-time. Your work, whether it's consulting, accounting, or engineering, is what you do full-time. And that makes it very difficult to find time to create and develop the relationships necessary to bring in new business. There simply are not enough hours in the day to do it all. As a result, business development activities are unplanned and inconsistent, which leads to limited touches and prospects slipping through the…
  • Podcast: How to Negotiate Sales Like a Pro

    15 Oct 2014 | 10:00 am
    Sales negotiation can be a nerve-wracking process. Without the right knowledge or tools at your disposal, getting to the best agreement can be elusive. In this podcast, RAIN Group's President Mike Schultz discusses how to overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation. Click through to read a summary and listen to the full sales podcast...
  • 7 Price Objections and What's Behind Them

    8 Oct 2014 | 7:00 am
    Money and budget issues are tricky, and they are almost never what they first appear. When buyers say some version of "Money is going to be a problem," they often mean something else. The following are 7 common price objections we hear and what buyers are really thinking when they say them...
  • SlideShare: Common Sales Negotiation Mistakes to Avoid

    1 Oct 2014 | 10:00 am
    Last month we released a complimentary white paper, 5 Common Sales Negotiation Mistakes. In this new SlideShare presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals. Click here to view the SlideShare now.
  • Curious How to Win More Sales?

    24 Sep 2014 | 10:00 am
    One of the major findings of our research on What Sales Winners Do Differently is that today's sales winners don't just sell the value of their products and services, they are the value. They are knowledgeable experts who bring ideas and new perspectives to the table. Essentially, they harness the power of ideas when selling, and it gives them the winning edge. It's difficult to harness the power of ideas, however, if you, you know, don't like ideas. Perhaps that's a bit simplistic, but the point is valid. Some people love to read. They are Harvard Business Review junkies. They watch webinars…
 
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    The Richardson Sales Excellence Review™

  • 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,…
  • Richardson Clients Honored with Eleven Awards by Brandon Hall Group

    James A. Brodo
    26 Sep 2014 | 5:05 am
    Richardson Clients Honored with Eleven Awards by Brandon Hall Group Seven of Richardson’s clients have been recognized with Gold, Silver, and Bronze medals by the Brandon Hall Group’s annual Excellence Awards for Learning, Talent Management, and Sales and Marketing Awards. The award-winning categories included: Gold, Best in Competencies and Skill Development — Cargill Gold, Best Program for Sales Training and Performance — Cargill Gold, Best Learning Program Supporting a Change Transformation — Cargill Silver, Best in Coaching & Mentoring Program — Bank of Montreal…
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    Lattice Engines

  • Think Big: Top Takeaway from #SDSummit

    Amanda Maksymiw
    24 Oct 2014 | 1:00 am
    This week SiriusDecisions held its annual European Summit in London and I had the pleasure of soaking up over 14 hours of top-notch #MKTGnerd content. (Well, to be fair, there was also plenty of content for sales nerds and product nerds, but my heart is firmly in the marketer camp.) There will be plenty of superb wrap-up blog posts written about the event so I won’t try to summarize my 27 pages of notes for you. Instead, I want to focus on the final session of the Summit which really provoked my imagination: “Sales, Marketing, Product: A Five-Year View”   led by Mark Levinson, Jay…
  • Dreamforce Recap: Analytics and Alignment

    Amanda Maksymiw
    23 Oct 2014 | 2:34 pm
    Dreamforce is officially over and I have finally had time to sort through my notes and emails. One of the biggest themes or trends from the event centered around analytics, which should be no surprised based on all of the pre-event hype around the anticipated analytics announcement. We even pooled together a group of marketing and sales thought leaders to pick their brains on what it means. The team at Lattice is thrilled to be a new partner with the Salesforce Analytics Cloud! From our start, our vision is to make it easy for every company to use advanced data science to grow revenue across…
  • The Predictive Qualified Lead: Using Predictive Scoring to Find New MQLs

    Amanda Maksymiw
    22 Oct 2014 | 12:17 pm
    Diving into Predictive Marketing As a demand generation practitioner working in the predictive marketing space, you’d think that I’d be first in line to deploy predictive lead scoring. But like most marketers, I approach new technology (and the inevitable change management it brings) with equal parts optimism and trepidation. I know all too well that technology is only 25 percent of the story… the process that supports it is the key to extracting value, and as such, I like to have a solid game plan. Predictive lead scoring is powerful stuff. As someone who has deployed and managed many…
  • From the Eye of a Dreamforce Sponsor: #DF14 Expo Floor Recap

    Amanda Maksymiw
    20 Oct 2014 | 7:54 am
    The Lattice event crew was back at it again this past week during the Dreamforce Conference in San Francisco. Over the course of four action-packed days, more than 140,000 attendees and 400+ sponsors make this event Lattice’s largest and most exciting of the year! We spend months planning our course of action to stand out amongst some of the coolest, most innovative tech companies in the world. And let me tell you something, these companies have thought of some really creative ways to get noticed! Gone are the days of giving out pens as swag and winning an iPad for dropping your business…
  • What Do Sales and Marketing Leaders have to Say about the Salesforce Analytics Cloud?

    Amanda Maksymiw
    13 Oct 2014 | 1:15 am
    Recently, VentureBeat dropped news that Salesforce.com is rumored to announce its Analytics Cloud at Dreamforce in a few weeks. Data and predictive analytics are our lifeblood, so we thought it would be interesting to round up commentary from the industry. Here’s what our sales and marketing experts had to say.   Jason Lemkin, Storm Ventures “I don’t think anyone should be surprised about Salesforce getting more deeply into analytics — or really anything related to the customer relationship.  Salesforce long ago ceased to be primarily about ‘SFA’ or…
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    Grow My Revenue

  • 6 Essential Qualities To Lead Top Sales Professionals

    Ian Altman
    22 Oct 2014 | 5:00 am
    As published on Forbes.com I have the good fortune to work with many sales managers and their teams. Depending on the industry, each successful rep might have a different personality. They might be extroverts or introverts. They might speak slowly or fast. But, there are several essential qualities that I see consistently with top performing salespeople. Keep in mind, some of the most capable ones don’t even have the word “sales” on their business card. Regardless of the title, the ones who contribute the most to business growth are wired differently. As an executive who might have the…
  • The Right and Wrong Way To Price Your Services for Growth

    Ian Altman
    15 Oct 2014 | 5:00 am
    Article as seen on Forbes.com I’m often asked by live audiences and via email about how to price services. I hear questions like “Should we start with a high price and offer a discount?”  “Should we work on an hourly or project basis?” “Should we be the low-bidder and then use change orders to recapture margin?” Price Anchoring Price anchoring starts with a high price, and then offers the purchaser a discount. This creates the illusion of value (“I bought this $350 item for only $179”). While this approach can be very effective in the business to consumer (B2C)…
  • When You Ask For Advice, Are You Seeking Validation Or Real Input?

    Ian Altman
    8 Oct 2014 | 6:00 am
    Article as seen on Forbes.com Some of the most common questions I get are “What do you think of our messaging?” or “What do you think of our new website?” As you might imagine, most of the time what the person wants to hear is validation that they accomplished something great with their efforts. They want me to be so impressed that I’ll write about it in a future article. It should be captured and preserved in a business museum for all to experience for generations to come. However, that’s the worst type of feedback you can get. I’m fortunate to have received great input from…
  • If You Want Today’s Customers, Change Your Old Sales Process

    Ian Altman
    1 Oct 2014 | 6:00 am
    Article as seen on Forbes.com Though I often jokingly say “Nothing new has changed in sales in the last 500 years,” I recognize that, in fact, things have changed. The way you measure your sales organization and track stages in the sales process needs to adapt to how customers make buying decisions today. I recently received a great question from Ken Carson, an owner and head of sales at Xybix. These guys are seeing explosive growth delivering innovative furniture workstations -911 call centers know their capabilities quite well. Ken and his team attended the Remarkable Growth Experience…
  • Should You Hire a Magician, Juggler, or Speaker for Your Next Event?

    Ian Altman
    24 Sep 2014 | 6:00 am
    Article as seen on Forbes.com Each year as we approach the fourth quarter, companies frantically start planning a few types of events: 1) Sales kick-off meetings, 2) Channel conferences; or 3) Top performer club trips (often called President’s Club Trips). I am honored to play a role in each of these types of events. I often get asked “How can we ensure our sales meeting is successful?” Here are some tips to ensure that your investment produces results instead of feeling like a waste of money. Define Success: If you just want to entertain the audience, then hire a magician not a…
 
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    LeadManagement.com

  • The Sound of Your Phone Not Ringing

    Stacy Jackson
    24 Oct 2014 | 6:58 am
    That silence you hear is the sound of your phone not ringing. Maybe you don’t want to pick up the phone and make your calls. Maybe you think you should have enough inbound to keep you busy. Maybe y… Source: thesalesblog.com If your phone isn’t ringing, maybe it’s time you start selling. Sitting back and waiting for prospects to call you, waiting for marketing to craft the perfect lead generation campaign, waiting for the product team to create the perfect design . . . none of that stuff is helping you make sales right now. Don’t sit back and wait for sales to happen.
  • How to Align Your Company’s Sales and Marketing Efforts in Eight Steps

    Stacy Jackson
    22 Oct 2014 | 1:20 pm
    Sales – By nurturing appreciation for and creating expectations of each function’s role, an organization can evolve into an aligned sales and marketing model. Source: www.marketingprofs.com One area that B2B sales & marketing departments have to monitor is sales & marketing alignment. When the sales team is at odds with the marketing group, the you have a problem. Both sides need to understand each other’s goals, share definitions of qualified leads and sales-ready leads, and each needs their own software to help them move the lead generation and sales process…
  • Why My LinkedIn Profile Isn’t Good Enough

    Stacy Jackson
    22 Oct 2014 | 7:52 am
    My LinkedIn profile isn’t working for me anymore. It’s time for action! Read more to find out the 5 steps I’m going to take to improve it. Source: www.jillkonrath.com Even sales experts sometimes have a little work to do on their LinkedIn profiles! Jill Konrath shares with us some of her needed changes on her LinkedIn profile and provides tips for upgrading your own. If you want to leverage LinkedIn for building your networking and creating relationships that can lead to sales, check out Jill’s post! The post Why My LinkedIn Profile Isn’t Good Enough appeared…
  • The Business Case for Interactive Content Marketing

    David Dodd
    22 Oct 2014 | 5:00 am
    It’s now clear that content marketing has become a core marketing strategy for most B2B companies, and the use of content marketing is continuing to grow. Findings from the latest annual content marketing survey by the Content Marketing Institute and MarketingProfs reveal both the pervasiveness and expansion of content marketing. 86% of survey respondents said their companies are using content marketing. 70% of respondents said they are producing more content than they did one year ago. 55% of respondents said they plan to increase or significantly increase their content marketing…
  • The Best Sales Pitches Don’t Try To Sell

    Stacy Jackson
    21 Oct 2014 | 7:27 am
    The sales pitches that result in the most sales in the least amount of time are the ones that don’t try to sell anything to anyone. Source: www.inc.com When assessing your prospecting emails and scripts, take a minute to figure out whether or not your pitch is trying to “sell something.” If it is, the likelihood of progressing is low according to Geoffrey James. James states that the most effective pitches aren’t about “talking someone into buying or doing something.” Rather they are about creating connections and starting conversations that move people…
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    Base | Baseline - Base CRM Blog

  • Share customer conversations with your team – new email visibility options

    Josh Bean
    24 Oct 2014 | 3:15 am
    Every day, sales teams track more and more conversations with Mailman. Email templates with merge tags and read notifications give sales teams a significant edge on the competition. However, these conversations are only visible to the sales person who sends or receives the email – not to the entire team. For larger teams, this is a huge problem. To help solve this, we’re introducing powerful new email visibility options so you can automatically share conversations with your team. Previously, this could only be accomplished by manually converting each email to a note, not a fun…
  • Base Adds Profile Images For Users

    Josh Bean
    3 Oct 2014 | 2:56 pm
    We’re adding more faces to Base. You can now add an image to your Base user profile. These user images will appear for collaborators on Deal cards and on the Rep Performance Dashboard. Upload a profile image for your account in the Base Settings now. Look for profile images to be used more and more in Base. Where do you want to see profile images added? Let us know in the comments below. The post Base Adds Profile Images For Users appeared first on Base | Baseline - Base CRM Blog.
  • 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…
  • Base Introduces the Product Catalog to help sales teams build accurate Deal Values

    Josh Bean
    24 Sep 2014 | 8:57 am
    Today we’re introducing Base Products to help sales teams generate accurate Deal values from their computer or mobile device. Every sales leader wants accurate reporting and forecasting; that all starts with accurate Deal values. The new Base products gives you a catalog that stores all of the products you sell, each with a unique listing. The product listing stores a description, ID #, price, maximum price markups/discounts that can be offered, as well as the unit cost. Once you have all the products in your catalog, products can be added to an individual Deal and the total from these…
  • New Insights Dashboard To Help Sales Leaders Monitor Rep Performance

    Josh Bean
    22 Sep 2014 | 3:00 am
    Today we’re introducing a new insights dashboard for sales leaders so they can quickly monitor a rep’s sales performance. The new Rep Performance Dashboard is a report centered around an individual sales rep and compares their performance to others, or their entire team. Traditionally, a sales leader would have to navigate through multiple reports, hand picking bits of information from each report to get the full picture of a rep’s performance. The Rep Performance Dashboard is here to end that struggle and change the way you measure performance on your sales team. The brand new…
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    RAIN Selling Blog

  • 6 Business Development Tips for Professional Services

    21 Oct 2014 | 7:00 am
    When it comes to business development for professional services, one of the biggest challenges professionals face is finding time to do it all. After all, you don't sell full-time. Your work, whether it's consulting, accounting, or engineering, is what you do full-time. And that makes it very difficult to find time to create and develop the relationships necessary to bring in new business. There simply are not enough hours in the day to do it all. As a result, business development activities are unplanned and inconsistent, which leads to limited touches and prospects slipping through the…
  • Podcast: How to Negotiate Sales Like a Pro

    15 Oct 2014 | 10:00 am
    Sales negotiation can be a nerve-wracking process. Without the right knowledge or tools at your disposal, getting to the best agreement can be elusive. In this podcast, RAIN Group's President Mike Schultz discusses how to overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation. Click through to read a summary and listen to the full sales podcast...     Related Stories7 Price Objections and What's Behind ThemSlideShare: Common Sales Negotiation Mistakes to AvoidCan You Identify the 18 Common Sales Negotiation Techniques Used…
  • 7 Price Objections and What's Behind Them

    8 Oct 2014 | 7:00 am
    Money and budget issues are tricky, and they are almost never what they first appear. When buyers say some version of "Money is going to be a problem," they often mean something else. The following are 7 common price objections we hear and what buyers are really thinking when they say them...     Related StoriesSlideShare: Common Sales Negotiation Mistakes to AvoidCan You Identify the 18 Common Sales Negotiation Techniques Used By Buyers?Free Webinar: 4 Essential Keys for Sales Negotiation Success 
  • SlideShare: Common Sales Negotiation Mistakes to Avoid

    1 Oct 2014 | 10:00 am
    Last month we released a complimentary white paper, 5 Common Sales Negotiation Mistakes. In this new SlideShare presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals. Click here to view the SlideShare now.     Related StoriesPodcast: How to Negotiate Sales Like a Pro7 Price Objections and What's Behind ThemCan You Identify the 18 Common Sales Negotiation Techniques Used By Buyers? 
  • Curious How to Win More Sales?

    24 Sep 2014 | 10:00 am
    One of the major findings of our research on What Sales Winners Do Differently is that today's sales winners don't just sell the value of their products and services, they are the value. They are knowledgeable experts who bring ideas and new perspectives to the table. Essentially, they harness the power of ideas when selling, and it gives them the winning edge. It's difficult to harness the power of ideas, however, if you, you know, don't like ideas. Perhaps that's a bit simplistic, but the point is valid. Some people love to read. They are Harvard Business Review junkies. They watch webinars…
 
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    The Business Growth Zone » Blog

  • Getting the most out of your Gen Y employees…..

    Mike Ames
    13 Oct 2014 | 11:58 pm
      Biggest asset? Biggest pain? A thought provoking guest post by Dr Andy Adcroft on making the most out of your 25 to 35 year old enfant terribles employees. Well worth a read if you have any! Eric Cantona leaps, feet first, into the crowd, is banned for 9 months and when he comes back the manager makes him club captain. Luis Suarez bites an opponent, for the third time (yes, the third time) and then moves to Barcelona for £75 million. No-one said it was easy managing talented people but for some people, whose talent and achievement is obvious, you might make an exception. But, and…
  • 20 second tip that could save you months of effort

    Mike Ames
    7 Oct 2014 | 9:13 am
    Yes, it really is this simple! We often need to make contact with somebody to get a decision. Email is OK provided the other person is serious about the decision and reads all their emails. If not it can be a barren land that never yields a bean. The telephone is better but during the day people are busy in meetings or working and prefer not to be disturbed; they turn on their voicemail. Leaving messages on voicemail can be worse than sending emails. Here’s a different approach that works most of the time. When you begin to engage with a new decision maker find out if they are an…
  • 4 things great negotiators always remember

    Mike Ames
    22 Sep 2014 | 11:06 pm
      If only negotiating was this easy. Negotiation is a tricky thing. It can be painful and the consequences of doing it badly can be costly. Today’s guest post is by corporate law specialist Andrew Stilton who has negotiated more deals than I’ve been on miracle diets and with considerably more success, I might add. There’s a school of thought that a successful negotiation means winning every single point. But that approach can be counter-productive, not least because it encourages the other party to be equally intransigent, which can make the transaction extremely painful for all…
  • Top 7 ways to stop people reading your blog

    Mike Ames
    16 Sep 2014 | 1:00 am
    The internet is a wonderful source of information, however due to the sheer volume of material available how can you make people read your blog over others? Our head curator at Flair Headquarters would like to share with you the top 7 ways that will  make her stop reading your blog… The Title              Witty titles have their time and their place and yes, sometimes an intriguing title will make me want to find out more but most of the time if it’s too wacky I’m not going like it. If I found your blog on Google then the first thing I’ll see is the title, if it…
  • 10 different types of LinkedIn status updates you can make

    Mike Ames
    10 Sep 2014 | 1:00 am
    Image courtesy of nokhoog_buchachon / FreeDigitalPhotos.net LinkedIn allows you to log a status update which will then be seen by all your connections. Many people don’t bother to do this either because they can’t see the point or because they don’t know what to say. Rookie error right there. Read on and be amazed. So why bother making only 2 or 3 status updates a day: - It invites people to interact with you by commenting on your status update. Since all relationships are developed and maintained by interaction this is a quick and easy way of starting dialogues with your…
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    People First

  • Innovation is your Competitive Advantage

    PFPS
    25 Oct 2014 | 3:11 pm
    Using Your Innovation Quotient Edge to Gain the Upper Hand In today’s hyper connected, highly informed and competitive world you have to bring more than information to the table. You have to bring innovative ideas and valuable insights to the conversation. Wouldn’t it be great if you had the knowledge and the tools to be […]
  • Austin & Renee

    PFPS
    24 Oct 2014 | 6:00 am
    Is there anything better than seeing the best of you coming through in those people who call you Mom or Dad? Birthday love to Austin and Renee this week.
  • Your Competitive Edge: Customer Focus 2.0

    PFPS
    22 Oct 2014 | 4:38 pm
    Hosted by Barb Giamanco and presented by Deb Calvert, Colleen Francis and Bernadette McClelland, tune into this webinar from Top Sales World Academy on why you should make customer focus a priority! Listen to the webinar by clicking here.
  • Five Reasons I’m Proud of My Career in Sales

    PFPS
    22 Oct 2014 | 6:00 am
    In last week’s post, we talked about how some sellers shy away from calling themselves sales professionals. I’ve been selling since I was seven years old, going door-to-door to sell surplus vegetables from our backyard garden and winning contests for most candy sold as a Camp Fire Girl. I’ve never felt ashamed of being a […]
  • Sales Coaching Chalk Talk

    PFPS
    21 Oct 2014 | 10:44 pm
    Deb’s interview on Sales Coaching Chalk Talk: DISCOVER Questions™ Get You Connected “Selling is all about questions, and you need to know how to ask great, high yielding, open-ended questions if you want to increase your conversion ratios, your sales and your incomes.  Our special guest, Deb Calvert, literally wrote the book on asking questions. […]
 
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    Exceed Sales

  • 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…
  • Inbound Marketing Strategies: Don’t Let The Good One Get Away

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

  • How to Find the Best Dealership Staffing Services Provider

    Cliff Rice
    6 Oct 2014 | 1:56 pm
    Partnering with a dealership staffing services provider can do a lot for your business. Not only will it ensure that you have the talented sales professionals your dealership needs to flourish, but it will allow you to bring in those … Continue reading → The post How to Find the Best Dealership Staffing Services Provider appeared first on C.Rice Global.
  • Is Automotive Sales Recruiting Really That Hard?

    Cliff Rice
    6 Oct 2014 | 1:46 pm
      The short answer to that question is yes, sales recruiting really is that hard. However, since countless dealerships tell one of their employees to throw up some ads and let a sales manager handle the interviews, it’s worth diving … Continue reading → The post Is Automotive Sales Recruiting Really That Hard? appeared first on C.Rice Global.
  • 5 Lessons You Can Learn from Corporate Sales Training

    Cliff Rice
    8 Sep 2014 | 10:24 am
    Great salespeople close hundreds of thousands of dollars worth of sales every month. In order to reach that level of success, they not only have to work hard, but they also need the right training. The need for ongoing learning … Continue reading → The post 5 Lessons You Can Learn from Corporate Sales Training appeared first on C.Rice Global.
  • Auto Sales Training Tips You Can Put Into Action Today

    Cliff Rice
    8 Sep 2014 | 10:15 am
      If you’re in the auto sales industry, chances are you want to sell more cars. Even if you’re currently doing well, there are a lot of incentives for selling even more on a weekly, monthly and quarterly basis. Although … Continue reading → The post Auto Sales Training Tips You Can Put Into Action Today appeared first on C.Rice Global.
  • Tips for How Auto Sales Professionals Can Unlock the Power of Value Selling

    Cliff Rice
    29 Aug 2014 | 10:49 am
      Price sensitivity is something that all car sales professionals have experienced. Although a prospect is very interested in a specific car, they start to get cold feet about the price. In many cases, price sensitivity may seem like a … Continue reading → The post Tips for How Auto Sales Professionals Can Unlock the Power of Value Selling appeared first on C.Rice Global.
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    Salesjournal

  • How to Master the Elevator Pitch

    caitlinhoward
    23 Oct 2014 | 11:08 am
    By Geoffrey James (Inc.com)  Your elevator pitch is essential when trying to develop new business or speak with prospects. Learn 3 tips for writing and delivering your elevator pitch like a pro. How to Master the Elevator Pitch 
  • Love It, Need It, Gotta Have It: The 15 Coolest Mobile Apps of 2014

    caitlinhoward
    23 Oct 2014 | 10:43 am
    By Rachel Sprung (HubSpot blog) Learn about some of the coolest apps from 2014 that will help you become more organized, provide helpful tips, and even teach you something new. Love It, Need It, Gotta Have It: The 15 Coolest Mobile Apps of 2014
  • Smartphone Etiquette: 10 Tips for Mindful Use 

    caitlinhoward
    23 Oct 2014 | 8:52 am
    By  Zach Dean (The Huffington Post) As more and more people are buying and using smartphones, the need for some sort of guideline about how to interact and behave while using it becomes essential. Learn 10 tips for being more mindful while using your smartphone. Smartphone Etiquette: 10 Tips for Mindful Use 
  • New Ways to Engage with Who’s Viewed Your LinkedIn Profile

    caitlinhoward
    23 Oct 2014 | 8:25 am
    By Sachit Kamat (LinkedIn Blog) LinkedIn has taken Who’s Viewed Your Profile to the next level. You can now see which actions led to an increase in views and if it’s by the people you want to get in front of. Keep reading to learn how to use this new feature and how it can […]
  • 14 Hidden Tricks and Tools in iOS 8

    caitlinhoward
    16 Oct 2014 | 12:12 pm
    By Samantha Murphy Kelly (Mashable.com) There are a lot of new features that have been added to iOS 8, but it’s not always so easy to find them. Learn 14 hidden tricks and tools in iOS 8 that will help you get the most out of your phone. 14 Hidden Tricks and Tools in iOS […]
 
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    aayuja

  • Pre Call Sales Planning

    admin
    14 Oct 2014 | 7:28 am
    By Neil SmithWhat all goes through your mind before your pick that phone and just before you are about to punch in those direct line numbers? Well the fact is you should actually go through an array of check list points to prepare and plan well, as advised by most of the veteran sales reps. Contrary to the earlier scenario and the kind of humungous sales quotas that are targeted these days, more often than not it is observed and preferred to simply dial the numbers as and when the lead falls happen, & continue reciting the same pitch to all.‘More the calls more the chances of a…
  • Social Media Strategy Crimes Brands Commit

    admin
    8 Oct 2014 | 7:18 am
    I work with a lot of technology brands spread across both consumer and enterprise markets. Some of them have just started up, some are in a rapid growth stage (a couple in a state of rapid decline!) and some are just stable. They seem to have one thing in common. Almost all of them seem to be super enthusiastic about using social media as a pillar of their overall marketing strategy.And Then Things Start To Go WrongAs soon as a new client comes with the declaration ‘We want to look at social media marketing’ a part of me is genuinely terrified. This fear stems out an observation; most…
  • Open Your Sales Call in Style

    admin
    7 Oct 2014 | 6:41 am
    By Neil SmithThey say asking your lady love for marrying you is far easier than asking her out for your first date. The relationship between sales reps and customers (potential clients) is pretty much similar to this scenario. Veteran sales experts opinion that managing and retaining customers is way simpler compared to hooking them in. Something which sounds as easy as making the opening call, ironically isn’t easy at all!What all and ever you do to captivate your crush’s attention that he/she gives you their attention is similar to what you should be targeting at when you are…
  • Must Follow Rules of Social Media

    admin
    1 Oct 2014 | 6:55 am
    With power comes rule and with rules comes assurance of higher responsibilities. Mentioning power in the context of marketing is the liberty to make your opinions and point of views public through social media and open a vent for further discussion on the chain you hooked first.Posting, blogging, tweeting, sharing, pinning, an endless list of actions are available for the marketers and social media managers to put across their content on the web. So why this thought about being responsible and following certain rules? Since you are making a thought, a context, a phenomena public it is exactly…
  • Role of Sales Training in a B2B Scenario

    admin
    30 Sep 2014 | 5:28 am
    By Neil SmithSales training is a vital component in improving sales effectiveness and plays a big part in improving both organizational and individual performance.Training DefinedA well thought out procedure precisely aiming at, transmitting knowledge, skills, information and instructions for equipping the recipient/recipients with all the competencies necessary for accomplishing the job and doing it correctly.Annexing out this concept further with sales training which is a vital spinal support for sales reps whether it be an outside or inside sales set-up, plays a very critical role in not…
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    xoombi

  • 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.
  • Sales Thoroughbreds: The Key to Winning New Business

    9 Sep 2014 | 8:34 am
    Hunters are sales thoroughbreds who want to run. They were born for it. They follow-up relentlessly on new leads while continuing to prospect for new business on their own. Sales leaders know hunters have the power to will their way to winning new business.
  • Building Competence to Increase Sales

    28 Aug 2014 | 7:48 am
    Want your clients to trust you? Build competence. We have heard sales managers and coaches say, "It’s up to you. If you want it, you have to go out there and make it happen!" We have the power to control our own destiny. That is what most sales people love about selling. Most of the time we associate "making it happen" with activity, but what about accumen? Building competence is a key process that includes multiple layers. It involves knowing your industry, the product, and your prospects.
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    Latest blog entries - JobFLEX

  • Combating a Labor Shortage: A Different Take on Hiring During a Labor Shortage

    14 Oct 2014 | 6:26 am
    The labor shortage that seems to be omnipresent among skilled trades and sales representatives is just getting started. Experts all agree that the apparent shortage and talent gap witnessed right now is just the tip of the iceberg, and any deliberation over whether it’s truly an issue will cease in future years, when the talent gap widens and the shortage increases. There are three issues causing and/or adding to the labor shortage: the aftereffects of the recession, an aging population, and a flaw in higher education. The good news is this: there’s a solution for combating the labor…
  • What Most Estimating Software WON’T Tell You About Their Mobile Apps

    23 Sep 2014 | 1:22 am
    Oh, the places we’ve been when it comes to generating proposals, estimates, and quotes for our clients. From pen and paper to fax machines and cover letters, we are so much better equipped to delight our customers from the moment we meet them on-site than we have ever been before. But, in many cases, even the most modern, cutting-edge contractors are missing one huge piece of the puzzle -- the piece that most mobile apps and cloud-based estimating systems fail to tell you.   The evolution of digital quoting The Internet revolutionized the way in which we communicate with our clients,…
  • Growing Labor Shortages: Contractors Feeling the Crunch per New NAHB Report

    9 Sep 2014 | 7:37 am
    Flashback to 2008 -- a year most Americans will always remember in a not-so-positive way. The economy took a nosedive, and with it, many industries did as well. Recession set in, and showed no sign of letting up in the immediate years to follow. Builders naturally saw a major downturn. Where new housing starts were consistently ranging from 1.5 to 2 million per year from 1996 on, 2008 slashed those numbers by more than half, making the last six years the six worst for new home builds since World War II. Yet, as expected from our cyclical economy, the dim lights of the past six years are…
  • Evolution or Extinction: How New Tech Has Driven Top Sales Performers to Adapt

    26 Aug 2014 | 12:21 am
      Let’s consider the classic definition of a top sales performer: they hit their numbers in cold calls each week; they major in charisma and could smooth talk a porcupine; they hold season tickets for the local major league team.In the days of old, these were the guys and gals at the top. Making sales was about impressing the customer with exclusivity. But -- and we’re sure this comes as no surprise -- times have changed. And the salespeople playing by the old rules will likely be extinct in no time. As HubSpot executive Mark Roberge points out, the “lavish lifestyle” exuded by…
  • Avoid the Overwhelm: Four Ways Tech Will Enhance Your Business

    12 Aug 2014 | 8:34 am
    As a business owner or leader, you're consistently faced with evolving technology promised to help you run your business better. Inundated? Overwhelmed? Ready to give up on technology altogether? Stop. Take a deep breath. And keep reading, because if you were truly wondering if you really need technology to run your contracting, distribution, or service-based business, the answer is yes. And we're going to tell you exactly where and how it helps: 1. Data storage and security. Cloud storage solutions like Dropbox and Google Drive offer affordable data storage options for keeping and sharing…
 
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    CRM in Outlook to Help Businesses Grow - avidian.com

  • Avidian Weekly Sales Roundup, Oct. 23

    avadminwp
    23 Oct 2014 | 8:55 pm
    Whether about food for better sales or mental manipulation, we’ve found the most unique management, productivity, and sales articles on the web. This week, highlights include fantastic questions that sales people should be asking, ways to turn good customers into great customers, and a review of apps for those who want to increase their employee productivity and the efficiency of their CRM systems.  Shark Tank Star Robert Herjavec on the 5 Worst Sales Sins (Entrepreneuer) — In this exclusive Entrepreneur interview with Robert Herjavek, writer Kim Lachance Shandrow learns that great…
  • Selling to Small Business

    avadminwp
    22 Oct 2014 | 6:30 am
    Different clients require different sales tactics, and small businesses operate on a different segment of the playing field from most other clients. Has your sales team had difficulties connecting with small business owners? Do you have a large number of small business leads but not know where to begin with your pitches? Here are eight quick steps on what small businesses typically value and how to make effective pitches for these unique entities. Make it clear how you can help them. Small business owners are often busy and don’t have time to sort through extensive feature…
  • Get the Most Out of Meetings

    avadminwp
    20 Oct 2014 | 6:19 pm
    Both sales team meetings and meetings with clients can feel like a drain on productivity, especially when team members arrive late, engage in idle chatter, or prove themselves unprepared. Executives spend as much as a third of their working week in meetings, and having a bad meeting can waste a substantial amount of time. Meetings don’t have to be such a drain, though. These meeting tips will help new and experienced managers alike lead their sales teams to greater efficiency, better communication, and overall sales improvements. Tips for Meetings with Teams Most sales teams meet at…
  • What’s in a Name? – Influencing Buyers Through the Set-Up

    avadminwp
    17 Oct 2014 | 4:39 pm
    “A person’s name is to him or her the sweetest and most important sound in any language.” – Dale Carnegie. Studies Show There’s A Lot to a Name Names have a huge impact on our behaviors, choices, and attitudes throughout our lives. An article in New Scientist identified a process known as nominative determinism, which is the tendency for us to “fulfill” the social aspects of our names. A study by the State University of New York at Buffalo showed that names can influence where we live, what we do for work, and our self-image. It’s not surprising that our personal sense…
  • Avidian Weekly Sales Roundup, Oct 16

    avadminwp
    16 Oct 2014 | 6:26 am
    Halloween has us thinking about ghost stories, candy, and marketing tales from the crypt. While seasons are an important time to engage customers in creative ways, they’re also great times to boost your sales team’s morale and connect with peers on a human level. From zombies to the death to the cold call, these reads should be a quick way to put some pep and spirit into your sales force. The Best Sales Pitches Don’t Sell Anything (Inc.) Writer Geoffrey James explains that the best sales pitches are often the ones that result naturally from a conversation, not ones whose overt…
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    The Sales Catalyst

  • Sales Tools – Turn Molehills Into Mountains

    Peter Baumann
    8 Oct 2014 | 12:52 pm
    I find with teaching sales tools and concepts it helps to provide a visual. Everyone learns in different ways so you need to cater for this. I personally love analogies as they offer another way of thinking about the sales tools you’re working on. They also allow the student to attach an image in their mind to the sales tool in question, I’ve found this very helpful as both the coach and the student. Sales tools are an important part of any sales persons development. Some are more naturally gifted than others when it comes to interacting with others and the art of convincing, but all can…
  • Relationship Selling – Turn Problems Into a Positive

    Peter Baumann
    17 Sep 2014 | 11:47 am
    I have touched on relationship selling in previous posts when comparing the Relationship Builder salesperson to the Challenger salesperson (see The One Type of Sales Rep Who Does Best at B2B Sales). While the Challenger is proven to consistently be the most successful type of salesperson, it must be made clear that even within this type of sales approach Relationship Building and Relationship Selling are still fundamental building blocks for sales success. I do feel that there is a general misunderstanding around Relationship Selling and what it really is. What is Relationship Selling? In…
  • Business to Business Sales – Are you making this costly mistake?

    Peter Baumann
    3 Sep 2014 | 1:45 pm
    I met with a friend of mine last night whom also works in business to business sales to discuss some difficulties he is having winning over particular clients, as well as how to increase his sales in general. While we both work in business to business sales and our industries share common themes, we discovered there are also some areas which mean his business to business sales approach needs to alter slightly from mine. While our approach may alter slightly I should stress that the sales technique I shared in my post Sales Techniques – A Must For Sales Success should still be followed to…
  • Value Selling – How to Impact Your Bottom Line

    Peter Baumann
    30 Aug 2014 | 11:37 pm
    Value selling is more pertinent today than it has ever been. We are in the age of people browsing in stores and then buying online. In today’s market place where consumers are more educated than they have ever been thanks to the accessibility of information online, value selling is critical. Value selling – It will always be about price, until you give the buyer a reason for it not to be! I was shopping for joggers recently. While trying on a new pair my fiancé whispered into my ear that I could buy them for $50 less online from an online store that she had just found.  She asked…
  • Sales Courses- What I’ve Learnt About Them And Wish I Knew Sooner

    Peter Baumann
    26 Aug 2014 | 4:30 am
    Sales courses I believe fit into that category of investments people should make in themselves but most don’t. In general people are typically so free to spend their money on fashion, holidays, toys and other consumables which offer no financial return. But when it comes to investing in themselves, their mental foot slams on their mental brakes and their wallet gets thrown into an impenetrable vault! Why is this? If there is one thing worth investing in isn’t it ourselves? Are Sales Courses Financially Worth it? Let’s draw a parallel between a salesperson considering sales courses and…
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    Growth Everywhere

  • Ep 51: InsideSales.com CMO Mick Hollison Talks About How To Increase Your Lead Response Rate By 400%

    Eric
    17 Oct 2014 | 6:30 am
    Thanks for joining me. Today I’m talking with InsideSales’ Chief Marketing Officer Mick Hollison. Mick previously served as the Director of Sales at IBM, the Director of Enterprise Marketing at Microsoft and the VP of Marketing at Citrx—now worth over $2.6 billion. Today he uses his knowledge in sales to dominate the inside sales market. Mick shares tons of insights including how InsideSales really closes leads and position themselves at events for maximum sales conversions. Keypoint Takeaways: The inside scoop on InsideSales InsideSales offers a robust cloud-based acceleration…
  • Ep50: Interview with Jesse Farmer, Founder of Codeunion and former Dev Bootcamp Co-Founder

    Eric
    13 Oct 2014 | 6:30 am
    Today we’re talking with Jesse Farmer from CodeUnion. Jesse’s story starts like many startup founders who made their way to San Francisco to take on the world. While his first venture didn’t really go anywhere, Jesse went onto build Everlane to 25,000 subscribers during its pre-launch. He was also a Co-founder of Dev Bootcamp before launching a remote learning model for aspiring coders called CodeUnion. Keypoint Takeaways: Pivoting in a new direction In January of 2012, Jesse helped co-found Dev Bootcamp with Shereef Bishay and Dave Hoover. At the time, there were no…
  • Ep49: How To Know When To Pivot Into An Emerging Marketplace

    Eric
    6 Oct 2014 | 6:30 am
    Join me as I talk with Yoni Assia from social investment network eToro. With a background in investing and developing, Yoni started his first successful company with his Army buddies and sold it to Kodak at the age of 26. Today eToro has over $30 million in revenue and is inventing a new marketplace combining financial tech, gaming and social media. Yoni lives in Tel Aviv, and he also discusses the startup explosion and how it stacks up against New York and San Francisco Keypoint Takeaways: eToro lets people share what they’re doing in real time when opening a brokerage account.
  • The Statistical Case for Company Culture [Infographic]

    Eric
    2 Oct 2014 | 6:30 am
    Note: Infographic is at the bottom of the post. “Culture” has been a buzzword in the corporate world for several years, but what does it mean and why is it important? Entrepreneur.com defines company culture as “a blend of the values, beliefs, taboos, symbols, rituals and myths all companies develop over time.” In other words, company culture is the personality of an organization from the employee perspective, and includes the company’s mission, expectations, and work atmosphere. Whether it’s written down, symbolized in the business logo, or simply an unspoken but understood…
  • Ep48: How A Middle School Dropout Built A 50 Million Pageview Site At Age 12 And Is Continuing To Crack The Secret To Virality

    Eric
    29 Sep 2014 | 6:30 am
    Today we’re speaking with Emerson Spartz, founder of Spartz Media. Emerson is a young entrepreneur( born in 1987)  and is a New York Times best-selling author, founder and CEO. He’s a middle school drop-out and founded the #1 fan site for Harry Potter, Muggle.net, OMG Facts and Spartz Media portfolio of sites and apps. Today his company launches a new site every month and to date earns 160 million monthly pageviews across its various properties. Free Bonus Download: Emerson shared his book of required reading for his employees when they go through the “gauntlet”.
 
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