Sales

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  • What Separates the Strongest Salespeople from the Weakest - Harvard Business Review

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

    Sales Hacker » Blog
    Dan Thompson
    29 Jul 2015 | 1:33 pm
    Sales and Marketing. The two should go together like peas and carrots, but sometimes it tastes more like pickles and ice cream. This article outlines some of the common mishaps that can occur between even the best of sales and marketing teams, and what to do about them once they’re identified. A brief word of caution – don’t assume these mistakes don’t occur in your own organization. Even the most finely tuned sales and marketing machine needs regular maintenance, and keeping these pitfalls top of mind may prevent it from going unchecked and falling into disrepair. Over-Reliance on…
  • Sales Thought: 21st Century Prospecting is based on: Message, Delivery, & Repetition

    Daily Sales Thoughts
    Daily Sales Thoughts
    31 Jul 2015 | 9:29 am
    Prospecting is the topic that get me both the highest number of questions as well as the most Groans from Sales People. Some think Prospecting is beneath them, and some think that is not a good use of “Their” Valuable Time. My comment has consistently been that the Best Sales People Master all parts of the Process- and that includes Prospecting. This will not be a Repeat of all of those posts that talk about how: -Prospecting is Dead – No, it is not – People are still looking for Products and Services -It is all about Warm Leads – Never Hurts! -Certain number of…
  • 30 Tweetable Sales Quotes from Insight Selling

    RAIN Selling Blog
    22 Jul 2015 | 10:00 am
    Today's sales winners harness the power of ideas. Our latest book, Insight Selling, outlines exactly what sellers need to do to transform into insight sellers, and start inspiring buyers with valuable new perspectives. These bite-sized quotes pulled directly from the pages of Insight Selling can provide you and your sales team with the motivation and tips to help you do just that. Tweet them and share the sales quotes.
  • Jul 30, Test Your Sales Prospect Pipeline - This Could Really Surprise You

    Sales Training Blog
    30 Jul 2015 | 2:53 pm
    Test the effectiveness of your sales prospect pipeline and the results could really surprise you. Want to increase your sales results? Not happy with the conversion rate of your current sales pipeline? The answer could be simple and right in front of you. Your pipeline might not be as hot as you thought it was. In this week's free sales training ezine, The Sales Buzz, we look at how to test your prospect pipleline and make sure it's working for you. Your prospect list is the foundation of your sales process. If it isn't full of hot qualified leads then no matter how good your sales skills are…
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    Heavy Hitter Sales Blog

  • The Physiology of Sales Calls

    Steve Martin
    25 Jul 2015 | 5:10 pm
        Sales is a profession based upon pressure: pressure from sales management to make the numbers, pressure from competitors who are trying to defeat you, the pressure you place yourself to be number one, and the pressure to perform on every sales call. Pressure upon the salesperson during sales calls has a profound impact. It creates an emergency situation that triggers our body’s “fight or flight” system. Here are a few of the physiological changes that happen to a salesperson who is making a stressful customer sales call or conducting a critical presentation he hopes will…
  • Sales Innovator: Sales Linguist, Steve W. Martin Interview - Pipeliner CRM Blog

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

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

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

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

  • Don't Confuse Technology with Systems

    Lori Richardson
    30 Jul 2015 | 3:30 am
    Recently a colleague of mine was asking the sales leaders in their LinkedIn group for productivity tips for SDRs (Sales development reps) who are filling the top of the funnel with leads for the sales revenue machine.
  • Process Systems and Metrics Grow Business

    Lori Richardson
    28 Jul 2015 | 3:30 am
    What do companies such as managed services providers (MSPs) need to help them grow business? Process, systems, and metrics - you can't improve what you don't measure. But how to do it? 
  • From Sales Person to Influencer and Advisor

    Lori Richardson
    27 Jul 2015 | 7:46 am
    This is a great time of year to better position yourself for bigger revenues by the end of the year. If you are happy with your revenues as a sales person, disregard this post. If, however, you would like to be more buyer-focused and more of an influencer and advisor, please read on.
  • 5 Strategies to End the Year Strong

    Lori Richardson
    24 Jul 2015 | 5:56 am
    Yesterday I presented some tips on ways to end the sales year strong in a webinar and want to share those 5 points here. Once the webinar is re-recorded (there were technical difficulties) I’ll post the link and add more about the rest of the event. For now, MY take on what you need to do to work to hit your sales number by the end of the year.
  • Great Questions to Ask Prospects

    Lori Richardson
    22 Jul 2015 | 8:16 am
    There is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. Asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. The goal here is to show your value through what you ask and how you make good use of their time plus you want to fill in missing information about them and their company as you go along. Here are the basics:
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    Smart Selling Tools

  • Avoid Maybe Purgatory: Turn Maybes into Small Yeses

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

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

    Nancy Nardin
    19 Jul 2015 | 2:42 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qstream, a mobile sales performance platform to build a smarter, higher performing sales team. Sales ToolSkool Video Transcript: This week’s topic is how to overcome the challenges that prevent your from growing revenue.  I’ll be talking about Qstream, a mobile sales performance platform. Qstream is a powerful, yet simple Way to Build Smarter, More Confident Sales Teams. Did you know that 1/3 of reps are not adequately prepared to drive buying decisions? How about that less than 4 hrs per month is…
  • 3 Keys to Survival in the Sales Jungle

    Nancy Nardin
    15 Jul 2015 | 6:00 am
    Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing. Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse. In nearly every episode of Man vs Wild, Bear (yes, that’s his first name) explains how critical it is to understand your options; and that you can’t understand your options until you can see…
  • Nancy’s Sales App of the Week: @WAGmob

    Nancy Nardin
    12 Jul 2015 | 12:46 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles WAGmob, a complete solution to onboard new salespeople up to 50% faster. Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that helps your new reps be productive up to 50% faster. I’ll be talking about WAGmob. WAGmob is a sales learning platform that takes care of the 3 elements that are critical to on-boarding success. You need to make sure they’re trained on both your internal systems, and your products. You need to make sure they know what to say and how to convey your value…
 
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    Smart Selling Tools

  • Avoid Maybe Purgatory: Turn Maybes into Small Yeses

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

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

    Nancy Nardin
    19 Jul 2015 | 2:42 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qstream, a mobile sales performance platform to build a smarter, higher performing sales team. Sales ToolSkool Video Transcript: This week’s topic is how to overcome the challenges that prevent your from growing revenue.  I’ll be talking about Qstream, a mobile sales performance platform. Qstream is a powerful, yet simple Way to Build Smarter, More Confident Sales Teams. Did you know that 1/3 of reps are not adequately prepared to drive buying decisions? How about that less than 4 hrs per month is…
  • 3 Keys to Survival in the Sales Jungle

    Nancy Nardin
    15 Jul 2015 | 6:00 am
    Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing. Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse. In nearly every episode of Man vs Wild, Bear (yes, that’s his first name) explains how critical it is to understand your options; and that you can’t understand your options until you can see…
  • Nancy’s Sales App of the Week: @WAGmob

    Nancy Nardin
    12 Jul 2015 | 12:46 pm
    Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles WAGmob, a complete solution to onboard new salespeople up to 50% faster. Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that helps your new reps be productive up to 50% faster. I’ll be talking about WAGmob. WAGmob is a sales learning platform that takes care of the 3 elements that are critical to on-boarding success. You need to make sure they’re trained on both your internal systems, and your products. You need to make sure they know what to say and how to convey your value…
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    OpenView Labs

  • Creating a Manageable, Measurable PR Program: A 4 Step Plan for Startups

    Erin Rohr
    31 Jul 2015 | 8:05 am
    If you’re an entrepreneur in the early stages of building your company, crafting your PR and marketing strategy needs to come sooner rather than later. Right around the time you’ve hammered out your primary objectives – which might include growing market awareness ahead of a product launch, generating leads for a beta program or courting early-round investors – you should be thinking about how PR and marketing programs can help get you where you need to go. Unfortunately, too many startups jump into haphazard PR activity without a clear understanding of why they’re doing it or how…
  • Why Creativity is the New Must-Have Tech Recruiting Skill

    Carlie Smith
    31 Jul 2015 | 5:00 am
    Forget the startup perks arms race. Tech companies now need to rely on a new set of creative recruiting skills to attract and hire top talent. When LinkedIn released its report “3 Must-Know Talent Acquisition Trends for 2015,” there was one stat in particular that stood out: “Competition is now the number one obstacle US companies face in attracting top talent, outstripping compensation.” It confirms what many of us in the tech world have been experiencing for quite some time — top talent is hard to come by these days, and to say it’s hotly contested would be a…
  • The Economic Impact of Female Entrepreneurs [Infographic]

    Devon McDonald
    30 Jul 2015 | 11:07 am
    In 1999, Babson College’s Diana Project published its seminal report on the state of venture capital investments in female entrepreneurs. This report set out to examine why fewer than 5% of all ventures receiving equity financing had women on their executive teams. While antiquated logic might have left you to quickly surmise that female entrepreneurs were neither prepared nor motivated to found high-potential businesses and as a result, were not good candidates for venture capital investors, the Diana Project report actually found stark evidence to the contrary. Women indeed had the…
  • 6 Tips Every UX Researcher Should Memorize

    Hannah Alvarez
    30 Jul 2015 | 6:12 am
    This post is adapted from UserTesting’s eBook A Complete Guide to UserTesting Your Next Project. When you’re conducting UX research, your goal is to get consistent and reliable feedback on how users naturally interact with a product. You’re looking to find pain points in the user experience, identifying any areas where users become confused. But if your test plan is faulty, then you won’t be able to tell what was actually confusing the participants: the product or the test itself. This is especially true when you’re conducting remote, unmoderated UX research. Since you don’t…
  • How to Build Diverse Teams and Create Inclusive Work Environments

    Carlie Smith
    29 Jul 2015 | 10:06 am
    Diversity is a key issue in business today. Many companies publicly release information on the diversity of their workforce and many more strive to solve for the challenge of hiring more diverse individuals in order to build inclusive work environments. Why? Because diversity matters for business. It’s proven that diverse teams outperform their homogenous counterparts and that highly inclusive teams outperform non-inclusive groups by 80%. Earlier this month, I was honored to participate on a panel that focused on how to build and nurture diverse teams and create inclusive cultures. And…
 
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    Jill Konrath's Fresh Sales Strategies

  • Use this Ridiculous Sales Stat for Nonstop Sales Growth

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

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

    9 Jul 2015 | 5:32 pm
    Most people don’t believe it when I tell them it’s super easy to increase their sales IQ. But first, let me tell you about some interesting data.
  • Cold Calling Revisited: What if Sales is Not a Numbers Game?

    30 Jun 2015 | 11:43 am
    For years, we’ve been told that sales is a numbers game. To be successful, all you needed to do was to fill your pipeline with an endless supply of suspects. And then, a certain percentage of them would miraculously turn into prospects, and ultimately customers – if you were persistent enough.
  • Beyond the Challenger Sale (Part 2)

    25 Jun 2015 | 6:08 pm
    Here's the 2nd half of my interview with Brent Adamson, coauthor of The Challenger Sale and Managing Director for CEB's Sales and Marketing practice.  During our conversation, he shares some groundbreaking research about why decisions fall apart, and how salespeople can build consensus with the 5.4 decision makers needed to make a purchase decision. You can read it below. Or, you have these options too. Download PDF of Full InterviewListen to Audio of Full Interview
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Email Addresses – How To Find Them When You Need Them

    Miles Austin
    23 Jul 2015 | 8:57 am
    In any given week you will need to find professional contact information for someone or a group of people within a company. You can Google them, guess them with standard deviations of an email address IF you know the name, check LinkedIn and their website. Often you will come up with nothing useful. Sales people can save quite a bit of time with this webtool. Email Hunter can save you time and open new possibilities you were not even aware of.  With Email Hunter, you can quickly find email addresses for a company using only it’s domain name.  Every email found is shown on the screen,…
  • What Happens To Your Email After You Hit Send?

    Miles Austin
    20 Jul 2015 | 10:09 am
    What happens to your email? Every sales person wonders that a few minutes after they hit send. Did it get into the email box? Has she opened it? Unless you are using one of the high priced marketing automation tools you never really know what is happening until you get a response. If you get a response. If this sounds like you, then BananaTag.com will be of interest and value to you in gaining insight into the email messages you send. Remember – “Email remains a significantly more effective way to acquire customers than social media – nearly 40 times that of Facebook and…
  • Request for Help and A Big Thank You Bonus

    Miles Austin
    8 Jul 2015 | 8:00 am
    First the bonus. If you do what I will be asking you to do, you will receive over 20 eBooks, books and a private Q&A session. No sign up, no email address – nothing. You get them all just for doing what I am asking next. Click on this link and listen, read and act. Pretty straight-forward. I am counting on you to take action. This is a first time to do this on Fill the Funnel. I am playing a part in this because Kelley is a colleague and I feel his pain at the deepest level. I simply want to help make a difference and with your help it can be accomplished. Original article: Request…
  • The Best Way To Handle Business Cards I Have Found

    Miles Austin
    6 Jul 2015 | 10:42 am
    I have discovered the most efficient way to get these business cards into a format and platform that I can actually use. What do you do with the business cards you collect on a weekly basis? I typically slip them into the back of my MoleSkine notebook that is almost always with me. At some point I take them out and put them neatly on a stack on my desk with good intentions. Then papers, books, and other work gets stacked onto them. At some point I see one of the cards poking out from underneath some paper and I go go through my desktop and collect all the little stacks of cards and put them…
  • Rebump Important Emails Until They Are Answered

    Miles Austin
    29 Jun 2015 | 11:20 am
    You send an email to a customer with an important question or request for next step. Or possibly you send your resume after hearing about the perfect next job for you. And then you wait… It happens to all of us throughout our busy week. Why have they not responded? Did they even see your email in their inbox? Even if you are using one of the helpful tools like Yesware or ToutApp, you are still left pondering the next step. This is where a tool called Rebump enters the picture. The days of important emails falling through the cracks are over. Rebump lets you customize automatic follow-up…
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    Bill Caskey

  • One Hour of Goal Setting

    Travis
    30 Jul 2015 | 7:55 am
    20 Hours of Goal Planning As part of my sales training for my clients, we hold monthly telephone calls with small groups of sales people. On those calls, we talk about deals they struggle with, opportunities they see and tactics on how to land those prospects. On a recent call, I was asked about goal setting. Specifically, “How much time should we spend in goal setting activities?” My answer surprised them. I suggested that for every hour they spend setting goals, they should spend 20 hours planning them out. 20 hours!!!??! The idea with “goal planning” is to give yourself a roadmap…
  • Selling Isn’t Meant To Be A Struggle

    Travis
    15 Jul 2015 | 7:25 am
    One of my favorite books of all time was a 60-pager written by Stuart Wilde called, “Life Was Never Meant to be a Struggle.” In this book, he addresses how life demands effort, but not struggle. As he defines it, “struggle is effort, laced with negative emotion.” In sales, we struggle a lot, don’t we? Struggle to get an appointment. Struggle to get to the right person. Struggle to position our product in the best possible light. Struggle to close the sale. But, should we feel ‘struggle?’ I don’t think so. In markets that are abundant, you should be on the lookout for…
  • Building Your Platform To Make Selling Easy(ier)

    Travis
    8 Jul 2015 | 12:35 pm
    Last week, I got called by a CPA firm who wanted training for their people. This you must know: CPAs are not very good at selling. It’s not that they don’t have the expertise. That’s not it at all. It’s that selling spooks them. It’s not in their comfort zone. So, when I get a call from a professional services firm (or any company), I always start with one simple question: Do you have a platform? After the weird looks they give me, I go on to educate them to what a “Platform” is. Platform: definition, A position in the market that you occupy where people look to you for…
  • Sales Methodology? Sales Process? Sales Philosophy!

    Travis
    24 Jun 2015 | 12:19 pm
    Lots has been written, some tediously so, about Sales Process and Sales Methodology.  It will make your eyes glaze over. So in this article, I want to clarify what each of these are (in my opinion) and also share a third, more important area of growth for sales driven companies: Sales Philosophy. Just for clarity, here are my definitions: Sales Process It’s the sequence of events that characterize how a customer makes his/her way through from Awareness to Comprehension to Conviction to Action. It is usually discussed in a step-by-step way. An example: 1) Entry Point, which is how a sales…
  • Are you trading statements or making conversations?

    Travis
    3 Jun 2015 | 8:57 am
    The other night I was at a dinner party with a handful of people and noticed an interesting dynamic. There was one gentleman there who was dominating the discussion. He would never ask anybody else a question – but would always have comments and opinions on what others said. As I’ve said before these kinds of people are what I call “reporters.” They aren’t really curious about what you think or what’s going on in your life or what your goals are. They are only wanting to comment on the world. They report to us. What I noticed is that after 30 minutes, everyone else…
 
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    Turrisi & Associates

  • usa post

    Al Turrisi
    15 Jul 2015 | 6:41 am
    now is the time for all good men to come to the aid of their country to receiv eyour free repiort sign up here Name Email   The post usa post appeared first on Turrisi & Associates.
  • 4 Keys to Know About the Gatekeeper

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

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

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

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

  • 6 Ideas for Making Your Sales Team Warriors

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

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

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

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

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

  • Sales Tip: The Magic Question for Creating Urgency

    Colleen Francis
    31 Jul 2015 | 8:00 am
    We’re bringing back one of our most popular sales tips! Do you know the magic question to ask to create more urgency in your buyers? Don’t leave sales success up to chance. Get the strategies you need to create a massive increase in your sales results. Pick up Nonstop Sales Boom!
  • Are You on The Wrong Side?

    Colleen Francis
    30 Jul 2015 | 8:00 am
    Can you never seem to move beyond information gathering when meeting with buyers? Many salespeople get a meeting with an exciting new prospect, receive an opportunity to learn more about them and then…never hear back from said prospect. Why does this keep happening? There’s a certain line which you must never cross when first learning […]
  • Top Tips To Retain Your Best Millennial Sales Talent – Part 1

    Colleen Francis
    29 Jul 2015 | 6:00 am
    Do Millennials confuse you? You are not alone, many of our client confide to me that they are lost when it comes to retaining young talent. Today is part one of three, where I will outline the top tips for keeping your millennial talent in place, and accelerating sales. What really motivates millennial sales teams? […]
  • Write a Letter. Create More Sales.

    Colleen Francis
    28 Jul 2015 | 8:00 am
    Do you ever wonder what happened to good old-fashioned handwritten letters? Although communication tools like email have become the norm and have eliminated most practical uses for handwritten letters, it seems as though the transition period between the two methods of communication was almost overnight. In business today, it’s clear that letter writing is no longer in […]
  • Sales Tip: The Right Way to Coach Top Performers

    Colleen Francis
    24 Jul 2015 | 11:56 am
    Nobody is immune to sales coaching…that includes your top performers! But, there’s a proper procedure to ensure maximum efficiency and best results. Nonstop Sales Boom is filled with top strategies to get your sales team firing on all cylinders. Get your copy today!
 
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    Marketo Marketing Blog

  • [Ebook] How Marketing Automation Empowers Small Teams

    Sesame Mish
    31 Jul 2015 | 5:30 am
    Author: Sesame MishLet me ask you this: how big is your marketing team? One hundred people, 25 people, three people…or, perhaps, are you flying solo? For the 60% of us who work on teams of one to five people, we know what it means to be tasked with doing more—but be allotted fewer resources to do so. That, in essence, is the name of the game. Whether it’s creating batch and blast emails, working off of spreadsheets, or searching through data in order to understand which channels are the top performers, small teams have manual processes down pat. But, manual isn’t optimal. Teams could…
  • 3 Actions for Marketers to Take During the Dog Days of Summer

    Gregg Schwartz
    30 Jul 2015 | 5:30 am
    Author: Gregg SchwartzMid-to-late summer is often a slow time of year for many businesses. People are on vacation, kids are out of school, and the warm weather often creates an air of sluggishness around the office. But even if the phone’s not ringing, clients are out of town, and nothing much seems to be happening, there are still several important things that marketers can do right now—even during the “slow” time of year—to help boost their sales results. The bottom line is that if you take time and invest some energy in making some extra effort during the slow time of year, it…
  • Listen to Your Customers! Mobile Is Not a Medium for Blast Marketing

    Aden Forrest
    29 Jul 2015 | 5:30 am
    Author: Aden ForrestMarketers can no longer afford to ignore the power of mobile marketing. Deloitte’s Media Consumer Survey revealed that in Australia alone, 81% of people have a smartphone, and more than half have the trifecta of tablet, laptop, and smartphone. Cisco forecasts our mobile traffic will increase by more than 40% per year, with each of us downloading 6.3GB of data per month by 2019. And the Deloitte survey shows more than half of us consider our smartphone as our “go-to device”, replacing our PCs, televisions, and laptops. While this data is specific to Australia, it…
  • 4 Marketing Analytics That Matter for Driving Higher Revenue

    Glen Gow
    28 Jul 2015 | 5:30 am
    Author: Glen GowToo often marketers talk about activities instead of outcomes—for example, how many campaigns they ran, how many trade shows they participated in, how many new names they added to the lead database. These are metrics that reinforce the perception that marketing is a cost center, not a revenue driver. To change that perception, marketers need to start talking about how their programs impact the whole sales process, with revenue being the core focus. Instead of seeing marketing activities in isolation, marketers need an end-to-end view of buyer engagement. It’s not…
  • 3 Ways for Marketers to Take on the Growing Subscription-Based Economy

    Anne Janzer
    27 Jul 2015 | 5:30 am
    Author: Anne JanzerThe growing subscription economy is shaking the foundations of marketing strategy by shifting revenues and customer expectations. If you’re not adapting to these changes yet, it’s time to start! The term subscription economy refers to the growing number of businesses that use subscription or membership models and rely on recurring revenues rather than one-time purchases. They are entering industries ranging from transportation to retail, industrial chemicals to underwear (yes, you can subscribe to underwear.) Who doesn’t eagerly await the arrival of a package at…
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    The Sales Blog

  • You Fear the Wrong Failures

    Anthony Iannarino
    30 Jul 2015 | 6:24 pm
    We mostly fear the wrong dangers. And we also fear the wrong failures. Let it never be said that I told you it was okay to fail to make your number. But if you sell long enough, it’s bound to happen to even the best salesperson. It’s okay to fail to make your number. You might fail to negotiate the deal that you wanted and that your company needed. You might fail to capture your fair share of the value that you created. It’s okay to fail in a negotiation. If what you sell is complex, risky, and difficult to execute, you may fail your client. You may fail to provide them the value that…
  • Your KPIs Aren’t My KPIs

    Anthony Iannarino
    29 Jul 2015 | 7:06 pm
    Your key performance indicators aren’t my key performance indicators. The activities and outcomes that might indicate that you are moving towards success can be wildly different from mine. Different Strategies Your strategy might be to increase your revenue. New revenue might be an excellent indicator for proving that you are on course. If that is your strategic goal, then that is a significant key performance indicator, even if it is a lagging indicator. But let’s pretend that my strategy is to increase my margin. Revenue isn’t a good indicator for me. Of course, I am going to look at…
  • Make Your Calls Faster

    Anthony Iannarino
    28 Jul 2015 | 6:03 pm
    How long is it going to take for you to make your calls? Slow Dialing Some people will call a list of 500 prospective customers over the course of a year. To these folks, this seems like a reasonable plan. Subtracting out two weeks for vacation, they can call 50 prospects a week and reach their goal. That breaks down to ten calls a day, something easily accomplished by almost anyone. Let’s pretend that the hypothetical people in the above scenario follow this plan (something I don’t believe to be true). These people make around 40 calls a month, talk to about 10 of their prospects, and…
  • Your Web Presence Is Your First Impression

    Anthony Iannarino
    27 Jul 2015 | 6:40 pm
    Your web presence is likely your first impression. If it’s not, it’s probably your second impression. You need to be thoughtful about what people see when they Google your name. If you have a site, you need to spend time and money on design. If you are going to build a personal brand on your site, you need it to present you well. If you are using WordPress or Tumblr, you need to pay for a professional design. You need professional images. And most of all you need content that speaks to the people who you serve. A cheap design makes it look like you aren’t successful, even if you are. A…
  • Other People Believe What You Won’t

    Anthony Iannarino
    26 Jul 2015 | 5:07 pm
    You don’t believe that you can make more money than you are making now. You believe that money is scarce and that it is hard to come by. You hold onto this belief even though you look around and see hundreds of people making more money than you are now. You don’t believe that picking up the phone and calling a stranger can produce appointments. You don’t believe that an old, mature technology like the telephone is better than a new technology like Twitter. You believe this even though you are surrounded by people who are picking up the phone and out-producing you. You don’t believe…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Email Addresses – How To Find Them When You Need Them

    Miles Austin
    23 Jul 2015 | 8:57 am
    In any given week you will need to find professional contact information for someone or a group of people within a company. You can Google them, guess them with standard deviations of an email address IF you know the name, check LinkedIn and their website. Often you will come up with nothing useful. Sales people can save quite a bit of time with this webtool. Email Hunter can save you time and open new possibilities you were not even aware of.  With Email Hunter, you can quickly find email addresses for a company using only it’s domain name.  Every email found is shown on the screen,…
  • What Happens To Your Email After You Hit Send?

    Miles Austin
    20 Jul 2015 | 10:09 am
    What happens to your email? Every sales person wonders that a few minutes after they hit send. Did it get into the email box? Has she opened it? Unless you are using one of the high priced marketing automation tools you never really know what is happening until you get a response. If you get a response. If this sounds like you, then BananaTag.com will be of interest and value to you in gaining insight into the email messages you send. Remember – “Email remains a significantly more effective way to acquire customers than social media – nearly 40 times that of Facebook and…
  • Request for Help and A Big Thank You Bonus

    Miles Austin
    8 Jul 2015 | 8:00 am
    First the bonus. If you do what I will be asking you to do, you will receive over 20 eBooks, books and a private Q&A session. No sign up, no email address – nothing. You get them all just for doing what I am asking next. Click on this link and listen, read and act. Pretty straight-forward. I am counting on you to take action. This is a first time to do this on Fill the Funnel. I am playing a part in this because Kelley is a colleague and I feel his pain at the deepest level. I simply want to help make a difference and with your help it can be accomplished. Original article: Request…
  • The Best Way To Handle Business Cards I Have Found

    Miles Austin
    6 Jul 2015 | 10:42 am
    I have discovered the most efficient way to get these business cards into a format and platform that I can actually use. What do you do with the business cards you collect on a weekly basis? I typically slip them into the back of my MoleSkine notebook that is almost always with me. At some point I take them out and put them neatly on a stack on my desk with good intentions. Then papers, books, and other work gets stacked onto them. At some point I see one of the cards poking out from underneath some paper and I go go through my desktop and collect all the little stacks of cards and put them…
  • Rebump Important Emails Until They Are Answered

    Miles Austin
    29 Jun 2015 | 11:20 am
    You send an email to a customer with an important question or request for next step. Or possibly you send your resume after hearing about the perfect next job for you. And then you wait… It happens to all of us throughout our busy week. Why have they not responded? Did they even see your email in their inbox? Even if you are using one of the helpful tools like Yesware or ToutApp, you are still left pondering the next step. This is where a tool called Rebump enters the picture. The days of important emails falling through the cracks are over. Rebump lets you customize automatic follow-up…
 
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    Get Clients: How to Attract and Win More Professional Service Clients

  • How To Use Specialization To Differentiate Your Business

    Ian
    28 Jul 2015 | 2:13 am
    Today’s video is the first in a short series on how to differentiate your business – specially tailored for service businesses. Today we’re looking at how to use Specialization to stand out from the crowd and ensure you get hired rather than your competitors. If you get it right, specialization can be a shortcut to rapid business growth. If you get it wrong it can lead you down an awful dead end that will really constrain your business. In the video I show you how to identify what type of specialist niche will work effectively for you. Video Transcript Hi, it’s Ian…
  • How To Build Executive Relationships

    Ian
    21 Jul 2015 | 3:02 am
    In today’s video I share tips on the noble art of building executive relationships. Selling high value products and services to corporate organisations can be the most profitable and rewarding business to be in. But it can also be tough to win those clients. Ideally you want to be positoned as a trusted partner to your client organisations. And this only happens to the degree that you build trust and credibility with key executives in those organisations. We don’t build relationships with organisations, we build relationships with people. We don’t build relationships with…
  • Simplify Your Marketing With Client Flow

    Ian
    14 Jul 2015 | 5:19 pm
    Today’s video is, I think, one of the most important I’ve done. It lays out a simple method for reviewing what you’re doing with your marketing, identifying gaps, areas to improve, and things you can cut out completely. And it’s fairly simple to do. In the video I walk you through the method and show you how to apply it. Video Transcript Hi. It’s Ian here. Welcome to another 5 Minute Marketing video. This week’s video is probably the most important one I’ve done. It’s about a way of systematizing and simplifying your marketing that makes it…
  • The Piggyback Technique For Getting More Sales

    Ian
    6 Jul 2015 | 2:02 pm
    The Piggyback technique is a method that I’ve used for a number of years that works brilliantly well to get more sales from emails, blog posts and other marketing approaches. It works by “piggybacking” your marketing and sales messages on the back of content emails, videos, blog posts or even transactional emails. In the video I give a number of examples of how to do this so that your marketing gets noticed. One tool for piggybacking marketing messages in transactional emais that I’ve started using is Receiptful. Well worth checking out. Video Transcript Hi, it’s…
  • 5 Shock And Awe Marketing Techniques To Get More Clients

    Ian
    29 Jun 2015 | 6:16 pm
    “Shock and Awe Marketing” is an approach to making a huge impact on a small number of high potential clients. It works on the principle that in a competitive market you’re much better off making a huge impact on one prospect than spreading your efforts across 10 and having a minor impact with each one. I find this is especially true for small and solo businesses. We may not have the resources to challenge big competitors on all fronts. But by focusing our efforts on making a big splash with a small number of potential clients we can come out on top easily enough times to…
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    Jonathan Farrington

  • How to Find the Value Gap

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

    Jonathan Farrington
    20 Jul 2015 | 10:41 pm
    Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the more experienced and successful members of […]
  • So What Exactly What Makes a Great Sales Coach?

    Jonathan Farrington
    13 Jul 2015 | 11:54 pm
    For managers, developing others’ abilities is critical indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counselling hinges on empathy and the ability to focus on our own feelings and share them. Research suggests the best ‘coaches’ show a […]
  • So How Do You Develop A First Class Sales Team?

    Jonathan Farrington
    6 Jul 2015 | 11:30 pm
    Pick up a typical annual sales report and what words do you find? Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organizations that are efficient, productive and predictable. What set of people are required? Obviously, people who are efficient, effective, proficient, competent, productive and co-operative. But I believe we need […]
  • The Golden Egg(s) Nestling in Your Basket

    Jonathan Farrington
    30 Jun 2015 | 4:58 am
    From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact in some companies, they are brainwashed into believing that “all business is good business.” And of course, we/they do not challenge this fallacy, simply because we/they don’t know any better. We/they are on the […]
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    Inside Sales Thought Leadership Blog

  • Is it time to declutter your salesforce?

    Josiane Feigon
    14 Jul 2015 | 5:58 am
    Detaching, decluttering, and detoxing are in. As a big supporter of Feng Shui principles and the Burning Man philosophy of “leave no trace,” I can get behind living and working without clutter. It all started on my flight from San Francisco to Denver when I was consumed by The Life-Changing Magic of Tidying Up by Marie Kondo. She helps us simplify and declutter our home and office, and encourages us to only hold on to what brings us JOY. Inspired, I’ve started my own journey to shed the no longer meaningful. Is it also time to declutter our corporate culture? The corporate…
  • Let’s Stop Picking on Millennials

    Josiane Feigon
    14 Jul 2015 | 5:57 am
    I walk a fine line between delivering my Smart Selling team training and my Smart Selling management training. At the team level, I’m all about the Millennials. I fill the room with cool music (Mumford & Sons, Sam Smith, Maroon 5 and Leon Bridges) and we always have #FUN. When I’m delivering my Smart Selling Management Training, I’m a bit more serious as I help them establish a healthy coaching culture. But more importantly, I help them understand how to manage and motivate their millennial talent. Millennials are outspoken, and they are tired of the…
  • True Confessions

    Josiane Feigon
    14 Jul 2015 | 5:56 am
    I have a confession to make: Book #3 isn’t happening. It’s dead, gone, zero, nada, off the press, completely cancelled. Whew! There, I said it – and it only took me three months to do it. Back story: I spent four months (December 2014 to April 2015) diligently writing thousands and thousands of words, creating chapters on a topic that is very dear to my heart and one that I wanted to get out to the world: Smart Selling to the Right People. I assembled a kick-ass Advice Council of experts who became my business lifelines and special cheerleaders. They gave me more than I asked for,…
  • Don’t get too comfortable in your “spot”

    Josiane Feigon
    9 Jul 2015 | 1:07 pm
    I’ve been a disciplined Yoga student for the past 15+ years, studying with the same yoga instructors in the same studio for that same amount of time. And I am surrounded by dedicated students who have been attending classes for double this amount of time. The majority of these students have their “spot” in the studio, the space where they always lay their mat and claim as their own. These same students show up in the same place for class day after day. I’m different. I change it up. One day I can bring my mat to the far right corner, and one another day I go to front…
  • The Problem with No-Po’s? They’re Too NICE.

    Josiane Feigon
    11 Jun 2015 | 1:45 pm
    My dad is one of those guys that doesn’t believe in waiting in lines, letting others finish their sentence, or allowing time to pass on a decision. Most times he infuriates me with his insensitivity, and often he mortifies me with embarrassment. He is the classic alpha male in any situation — everyone gravitates to him, and somehow things happen when Sidney comes around. Some would think he is a jerk (not me, Dad!) — but that’s a good thing. According to the article Why It Pays to Be a Jerk, new research shows that jerks are moving up the food chain faster these days.
 
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    The Accidental Negotiator

  • Negotiators Need To Master The Art Of Nibbling

    drjim
    31 Jul 2015 | 2:00 am
    Nibbling is how you can get more out of a dealImage Credit: Ludie Cochrane So there is a very interesting question that all too often I think that we negotiators just don’t take the time to answer: when is a negotiation over? Your gut reaction is probably to say when the negotiation styles and negotiating techniques have been put away and the deal has been signed by both sides of the table. However, it turns out that although that’s an important stage, when that occurs the negotiations are by no means over yet. The Art Of Nibbling As a negotiator, your goal has to be to get the…
  • A Nice Way For A Negotiator To Say “Take It Or Leave It”

    drjim
    24 Jul 2015 | 2:00 am
    You need to be able to communicate that you can go no furtherImage Credit: bzhmatth I sure do like negotiating! Man, I could negotiate all day long using all of the negotiation styles and negotiating techniques that I’ve learned.. However, as you are well aware, in every negotiation that we participate in, there comes a time when we are done. We’ve given in as much as we are willing to do. Just exactly what should we do now to communicate to the other side of the table that we’re done? That’s All I Can Do When you’ve decided that it’s time to tell the other…
  • Hey Negotiator, It’s “Crunch Time”

    drjim
    17 Jul 2015 | 2:00 am
    When you run into a negotiating wall, sometimes it becomes crunch timeImage Credit: Wizetux So how many times has this happened to you: you are involved in a negotiation and things are moving along just fine with lots of negotiation styles and negotiating techniques being used. Then all of a sudden, you come to a point in the discussion where things just seem to grind to a halt. There is a gap between where you are at and where you want to be. There doesn’t seem to be any way for either party to bridge that gap. When this happens to you, it’s time to bring in the crunch technique.
  • Four Rules For Using Power Correctly In A Negotiation

    drjim
    10 Jul 2015 | 2:00 am
    Power is effective in a negotiation only if you know how to use itImage Credit: John When it comes to negotiating, power can be a funny thing. Yes, generally speaking the side of the table that has the most power is going to end up getting the best deal out of the negotiations. However, it turns out that it’s not enough to have power in a negotiation – you also have to know how to use it. Very few of us have ever had any instruction in how to do this and so perhaps we should talk about what you should be doing with all of that negotiating power that you find yourself with. It’s…
  • How To Take Control Of A Negotiation

    drjim
    26 Jun 2015 | 2:00 am
    If you are in control of a negotiation, then you’ll get the deal that you want Image Credit: Faramarz Hashemi I’m sure that you’ve been involved in a negotiation in the past in which after you made it though all of the negotiation styles and negotiating techniques that were being used, the thought of “who’s actually in control of this negotiation” ran through your head at some point in time. I know that this has happened to me many times. What you’d really like the answer to that question to be is “you!” Now we need to determine how you…
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    Paul Castain's Sales Playbook

  • Stop Trying To Be A Hero!

    Paul Castain
    29 Jul 2015 | 10:32 am
    I can’t even begin to tell you how many people I have worked with who are slowly burning themselves out at work because they think somewhere its written that they’re supposed to. I kid you not! I know of people who are sticking around the office after 5:00 not because there’s important stuff to do […]
  • Why Taking A Chill With A Prospect Can Be A Good Thing

    Paul Castain
    29 Jul 2015 | 4:51 am
    Sometimes a prospect goes into “non response” mode for a variety of reasons and what do we do? We get all competitive and bombard them with even more messaging. Note: Forwarding your last email to them still counts as bombarding them with more messaging. What’s an aspiring sales rock star to do? Consider the handy/dandy […]
  • A Quick Sales Tip To Start The Week STRONG!

    Paul Castain
    26 Jul 2015 | 12:07 pm
    In this week’s Quick Tip I talk about a super easy thing that you can do to immediately differentiate from your competitors. Think I’m kidding? Then I triple dog dare ya to give this a quick listen. Download this episode (right click and save) A Great Sales Coach Will Get You There Faster! And our […]
  • Stop Waiting Until You Need Something

    Paul Castain
    22 Jul 2015 | 3:50 pm
    There are many people who wait until they need something and then, and only then, can they be bothered with their social network. I believe it sends some bad messages . . . That you are shallow That you only care about YOUR agenda At the very least, you’re going to make someone scratch their head […]
  • A Quick Tip To Start Your Week Strong!

    Paul Castain
    19 Jul 2015 | 12:59 pm
      If you were to take the fact that the average person consumes 100,000 words of content each and every day and add it to the understanding that as human beings, we have anywhere from 60,000 – 90,000 thoughts each day, you’d really have the recipe for failing to do something that’s keeping you from […]
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    SALESPRACTICE.COM

  • Sell-ing Suckz

    26 Jul 2015 | 9:46 am
    I purposely changed the title by one letter (plus added a hyphen). This so as not to give the title any link JUICE on [...] http://www.salespractice.com/forums/t-7723.html
  • Will telephone cold calling become illegal in the USA?

    21 Jul 2015 | 6:26 am
    The Do Not Call laws made some telephone cold calling illegal. Do you think in the future all telephone cold calling [...] http://www.salespractice.com/forums/t-7505.html
  • Getting the big picture to be successful

    17 Jul 2015 | 12:48 pm
    I look upon getting the big picture as the most important factor in successful selling. It follows that being able to [...] http://www.salespractice.com/forums/t-5513.html
  • The Best Way to Learn

    13 Jul 2015 | 10:02 am
    Hey guys, I've been wondering about what is the best way of going about mastering sales skills? A lot of [...] http://www.salespractice.com/forums/t-12177.html
  • Saying "how are you?" on the telephone

    6 Jul 2015 | 11:43 pm
    I've heard it said that salespeople shouldn't say "how are you?" when making appointment setting calls with new [...] http://www.salespractice.com/forums/t-11801.html
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Never Run Dry: Two Best Practices for a Robust Sales Funnel

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

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

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

    the_alen
    21 Mar 2015 | 8:28 am
    Cold Calling Works! Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. If you sell for a living you will learn how to fill your calendar with potential sales opportunities. You need proven cold calling techniques that will show you how to book sales appointments with new prospects. What is in it for you? Step by step…
  • Myth: Introverts are not good team players

    the_alen
    16 Feb 2015 | 8:35 am
    Extroverts’ perception of introverts is based on some pervasive and faulty myths. Myth #2: Introverts don’t participate; they are not good team players. “Come brainstorm with us! Be part of the team! I know you have ideas to share! Come on. Really, you’d rather send a memo? Seriously?” Truth: Participation, to the extrovert, means “group activity.” Introverts do not thrive when asked to participate in board meetings, brainstorming sessions, networking functions, large social events and loud parties. It’s not that they have nothing to contribute. Far from it! Extroverts…
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    Your Sales Management Guru

  • Increase Your Summer Energy-6 idea’s

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

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

    kenthoreson
    15 Jun 2015 | 9:19 am
    Structure vs Creativity and Flexibility Recently I wrote a popular blog that was picked up by a variety of other publications/web site: Sales Management: The Need for Creativity,  it covered why sales managers must develop their levels of creativity to solve the multitude of problems they face and the need to assist their  salespeople in developing better sales strategies.  In the blog I also laid out the 10 actions one can take to improve their personal creativity.  In other blogs I have also discussed the need for a variety of formal structured systems that are reviewed and executed on…
  • Know When to Say When

    kenthoreson
    9 Jun 2015 | 6:40 am
    Salespeople: Know When to Say When  Ken: Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies   There are many skills a salesperson needs to perfect to become a legendary seller.  But pushing hard for a sale, no matter the circumstances, isn’t one of them.  Sometimes it’s best to know when to say when. Here are three ways you can show restraint, and still get ahead. Bite your tongue and stop selling If you have done your research and talked through solutions with your customer, then you should have a pretty good plan hammered…
  • Trade Shows Don’t Work

    kenthoreson
    1 Jun 2015 | 6:09 am
      Trade Shows Don’t Work I have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show. Last week while working with a client we discussed this topic in great detail and when I reviewed our Trade Show Planning tools from our Sales Management Tool Kit they were amazed at what they were not doing in planning and executing at their events.  I speak at many trade shows/conferences,…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • Eight Enlightening Ways To Improve Customer Experience On Multi-Channel Platforms

    30 Jul 2015 | 3:20 pm
    Developing multi-channel management to improve customer experience across the whole business is one of the main pain points for companies in the DACH region.  In this CX Network top tips mini-guide, we explore 8 ways you can improve your customer experience on your multi-channel platforms. With targeted insight from eBay, Swarovski, Ziggo and Kyivstar, this is your opportunity to truly differentiate yourself from your competitors!  Request Free!
  • Dissecting Swarovski's Sparkling Customer Experience Strategy

    30 Jul 2015 | 3:20 pm
    In this exclusive interview, Karin Winkler, Customer Experience Manager, Swarovski, shares the company's strategy for creating a mindset of excellence amongst Swarovski employees. Focusing on Top Box Scoring, a new VOC feedback programme, aimed at turning insight from data in to action and ensuring the customer experience you provide is always remarkable. This interview is your way to make sure your company stays ahead of its DACH competitors! Request Free!
  • DHL Decipher the Dark Side of Data in Customer Experience

    30 Jul 2015 | 3:20 pm
    In an industry where Big Data is King, it can be quite controversial to not share the same views on the benefits of leveraging data to improve customer experience. However, DHL’s Vice President Customer Experience, Kim MacGillavry, is of the opinion that ‘data cannot improve customer experience, only people can’. Has Kim discovered something about data the rest of the industry hasn’t, or is DHL’s way of creating a great customer experience only applicable to them? In this CX Network interview, Maya Fowell finds out how and why DHL are making sure the…
  • Global Customer Returns: How to Retain a Competitive Advantage

    30 Jul 2015 | 3:20 pm
    Siefert shares his industry insights on the challenges of cross border returns, balancing efficiency and cost and global vs. local repair strategies. Download the interview to learn more on:Reverse logistics' impact on the global bottom lineMaking the returns process an opportunity for competitive advantage & managing customer expectationsCost effective repair strategiesReducing returns ratesDealing with end-of-life productsUsing the secondary-market to dispose of refurbished or returned network elementsOutsourcing reverse logistics to 3PLsPotential challenges in…
  • The Marketing Performance Blueprint: Strategies and Technologies to Build and Measure Business Success (FREE eBook) Valued at $18.99

    30 Jul 2015 | 12:00 am
    The Marketing Performance Blueprint is an actionable and innovative guide to unlocking your potential as a marketer and accelerating success for your business. With an eye toward the marketing industry's rapid evolution, this book focuses on the processes, technologies, and strategies that are redefining the marketing environment. Step by step, you will learn how to build performance-driven organizations that exceed ROI expectations and outpace the competition. Companies are demanding a more technical, scientific approach to marketing, and this guide provides the key information that helps…
 
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    Salesjournal

  • How To Clear Your Mind And Your Inbox And Actually Take A Vacation

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

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

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

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

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

  • Poor Hiring: The Impact on Sales Team Morale

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

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

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

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

    Peak Sales Recruiting
    29 May 2015 | 8:16 am
    Tools are a critical component of any great sales team. The problem is, there are a lot of sales tool options. Some tools help achieve results, while some, if not leveraged properly, hamper sales success. Some tools improve over time and some get worse. For sales managers looking to leverage technology to close more deals, accelerate rep productivity, and make more insightful decisions, making the right choice can be a daunting task given the sheer number of options. Not only that, it’s really hard to find a trusted, up to date reference to help you determine what sales management…
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    Sharon Drew Morgen

  • Can Collaboration Work?

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

    Sharon Drew Morgen
    21 Jul 2015 | 7:16 am
    A coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. By listening for specifically for elements of the stated issues – problems, hopes, missing skills or motivation – a coach will merely hear what she/he recognizes as missing. If there are unspoken or omitted bits, if there…
  • Prospects Aren’t Always Prospects

    Sharon Drew Morgen
    10 Jul 2015 | 8:39 am
    As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they A. want it resolved, B. want it resolved now, C. have the buy-in to bring in an external solution rather than using their own internal fix or beloved vendor, D. are ready to give up the work-around they have in place that resolves the problem well-enough. So rule number #1: need does not a prospect make. Unfortunately, the sales…
  • Can Collaboration Work?

    Sharon Drew Morgen
    27 Jun 2015 | 8:43 am
    We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership: Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope. There is often not enough diversity to enable maximum creativity and unrestricted solution options. Problem: Similar ideas and options constrain possibility and maintain the status quo. Agendas and goals are often established with less than the full…
  • Sales is a Flawed Model

    Sharon Drew Morgen
    26 Jun 2015 | 8:50 am
    Do you know why you don’t close all the sales you deserve to close? Do you know, on your first prospecting call, who will buy? Do you know where buyers go when they say ‘I’ll call you back?” Do you know what takes buyers so long to buy when it seems so obvious to everyone – including them? You don’t know the answers to these questions. Because the sales model is geared for solution placement. Of course you give good service, ask all the right questions, understand the need and how it fits with your solution. But the sales model is not set up to manage the personal, human,…
 
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    A Sales Guy | A Sales Blog | Sales Consulting

  • “Value” What the F%*K Does That Mean? Why Value is Today’s Dumbest Buzzword

    Keenan
    29 Jul 2015 | 10:14 am
    Value is the buzzword of the 21st century. You can’t go anywhere and not see some marketing maven, some company, some blog post, some industry guru whipping out the word value and how important it is to “create value.” Yeah, no shit. Ya think?! Value is being bantered about with such ubiquity it hardly has any meaning left.  Really? What the fuck does “value” mean? We’re overusing the word value, and it’s confusing people. I imagine sales people, marketers, and everyone break away from a webinar, conference, a blog post all hyped up to go offer value…
  • #heykeenan Take 8 How to Get Sales and Marketing on the Same Page

    Keenan
    28 Jul 2015 | 11:27 am
    #heykeenan Take 8 is out. In this take, I break down how to get sales and marketing the same page, what to do when a prospect goes dark. I’m also giving away some free swag. Do you have any questions for me?  Hit me up on Twitter or Facebook with the #hashtag #heykeenan. You shout out, I’ll shout back.
  • The One Thing Every Sales Email Needs, But is Lacking

    Keenan
    27 Jul 2015 | 1:58 pm
    One of the biggest problem I see in sales today, particularly with SDRs (Sales Development Reps) is that their email requests are unable to provide 30 minutes of value. And to make matters worse, their company, their sales organization isn’t helping them out. At the beginning of every sales process there is an ask, every sale starts with an email or phone request asking to meet with a prospective buyer. This “request” is a request for the buyer’s time.  The SDR asks the buyer for 15, 30, 60 minutes of their time.  On the surface, this appears to be an…
  • Completely Inappropriate Sales Person Interview (But Funny as Sh*t)

    Keenan
    25 Jul 2015 | 5:52 am
    I stumbled across this old Jerky Boys clip a little while back and I just had to share it. It’s someone responding to a job ad for a care sales person. It’s frickin’ funny. It’s completely inappropriate, but it’s funny as shit.  You’ve been warned. If you don’t like profanity, don’t hit play. For the rest of you. Enjoy the laugh! http://asalesguy.com/wp-content/uploads/2015/07/07-Car-Salesman.m4a
  • #heykeenan Take 7 When Buyers Don’t See They Have a Need

    Keenan
    24 Jul 2015 | 5:23 am
    It’s not uncommon for me to see sales people desperately selling to buyers who don’t see they have a need for what they’re selling. In #heykeenan Take 7 I break down how you can get buyers to see your value and why they need you.  It’s all about closing the gap. And if you haven’t already, check out all the #heykeenan’s and subscribe to my Youtube Channel.  As I said the other day. I’m doing a lot more video and a little less writing. Same exciting, actionable, relevant topics as always, just now in video.  
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    Sales Motivation and Sales Training

  • Month-End Review: Assessing Your Sales Performance

    TheSalesHunter
    31 Jul 2015 | 2:05 am
      It’s the last day of the month, and for many salespeople, that means it’s a mad scramble to get another order to make a number. For others it’s a day to coast, because of a bad attitude that says the month is shot, so screw it and try again next month. Regardless of where […]
  • You Wouldn’t Believe What Your $5 Could Do in Mali

    TheSalesHunter
    30 Jul 2015 | 7:33 am
      Many of us, myself included, don’t think much of spending $5 or even more on a cup of coffee. That $5 I hand to the barista at the coffee shop doesn’t seem significant in the overall scheme of things. But what if I told you that $5 can be incredibly significant — even life […]
  • How Many Times Should I Attempt to Reach a Prospect?

    TheSalesHunter
    30 Jul 2015 | 2:42 am
      A huge reason I feel more salespeople are not successful is they give up too soon. When I get asked this question by salespeople, my first response is, “You can contact them twice as much as you think they can.” I say this because the tendency is to not contact out of fear of […]
  • Prospecting the CEO: 5 Things You Must Know

    TheSalesHunter
    28 Jul 2015 | 11:12 pm
      Stop immediately! Put the prospecting process you’ve been using on the shelf. It’s not going to work when it comes to trying to reach the CEO or any other senior level person. Before proceeding, here are 5 things you need to know: 1. Be strategic, not tactical. Lower down in an organization, people think […]
  • When is it Time to Walk Away from a Prospect?

    TheSalesHunter
    28 Jul 2015 | 3:06 am
      How long should you pursue a prospect? I get asked this question all the time and yes, each situation is unique. There are several underlying things you can look at to help determine when it’s time. The biggest problem many people have in walking away is the size of the prize. The huge opportunity that […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • “TWAM” Is A Terrible Social Engagement Strategy!

    David Brock
    30 Jul 2015 | 3:05 pm
    Over the past years, but particularly over the past couple of months, the level of TWAM has been escalating.  For those of you unfamiliar with the term, it’s my terminology for Twitter Spam  (Mind you, I’ve applied for trademark rights for TWAM  This week, I’ve been personally subjected to it at least half a dozen times a day. This new form of TWAM not done by professional TWAMMER’s.  Those are the people inundating you with messages promising 100K follower, or other useless stuff.  These are sales, marketing and others who are using social media…
  • “I Want To Follow-Up Our Earlier Conversations…..”

    David Brock
    29 Jul 2015 | 6:30 pm
    I feel obligated to put a disclaimor on my behavior at the beginning of this post.  I sincerely try to be a good prospect when being prospected.  It’s very difficult to prospect, I know, I’ve made thousands of prospecting calls over my career.  As a sales professional, I have empathy for other sales people prospecting.  Generally, I’ll answer a phone call, if I’m in and available.  Generally, I will listen to someone and give them a chance. So I do everything I can to be a good, well behaved prospect. But in spite of that, it’s hard not to be tough on sales…
  • Whose Job Are You Doing?

    David Brock
    28 Jul 2015 | 4:47 am
    Mike Weinberg wrote a terrific post in the series we are doing at Openview Labs site.  The post, Your #1 Priority As A Sales Manager (Plus 3 Things To Stop Doing) is brilliant.  One quote stands out:  “Your job as the sales leader is to ensure your sales team produces results, not do the work!” Too often, I see sales managers who are actually doing the sales people’s jobs, not their jobs as sales manager. Some of it is the result of misguided sales managers playing Super Salesperson.  You know those types of managers.  The one’s that feel no one can touch their…
  • Making Our Customers’ Lives Better

    David Brock
    27 Jul 2015 | 6:45 am
    My article, How B2B Customers Make Decisions, sparked a lot of discussions in LinkedIn, Twitter, comments and emails.  John N. (a good friend and client) raised an interesting question, “How do we get those lower level questions about how to make our customers’ work lives better?” It’s a great question! Truly understanding what makes each buyer tick, what their hot buttons are, their dreams and passions, what keeps them awake at night (I still think that’s a powerful concept), and so forth is really at the core of every sale.  Customers tend to wrap business…
  • Smart Marketers Acting Stupidly

    David Brock
    23 Jul 2015 | 11:45 pm
    Before I go any further, I know there are some detractors out there who will claim, “Smart Marketers,” is an oxymoron–something like military intelligence or sales professional (I tossed that in out of a sense of fair play.). But, for the most part, I meet a lot of very smart, well intended marketing people who, somehow do terribly stupid things.  As a result, they invest in huge marketing programs, that not only fail to achieve the desired results, but have a negative impact on the perception of the brand or company. Right now, I’m looking at a series of emails, some…
 
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    Media Sales Today

  • Getting out of your comfort zone…yes, it’s time to mix and mingle!

    Deborah Thomas-Nininger
    31 Jul 2015 | 8:00 am
    My Mixing, Mingling & Maximizing Your Network workshop is quickly becoming one of my most requested sessions. How to make small talk and the ability to work the room is an art to develop and statistically more of a need than ever before! Feeling awkward, tongue-tied and uncomfortable when needing to mix and mingle? Don’t worry, that means you are among the majority of people today who feel the same way. So s-t-r-e-t-c-h yourself and grow into a master mingler by utilizing some (hopefully all) of my following tips. Making only an appearance requires letting your host know in advance…
  • 3 Steps to Secret Agent Appeal

    Courtney Stone
    31 Jul 2015 | 2:00 am
    If an undercover FBI agent can get people to like her and warm up to her immediately, she must be doing something right! So what can we learn from LaRae Quy’s tactics that can apply to you in the sales field? Well, turns out her tactics aren’t all that secret-spy-specific. They are totally public-human-being-specific. And don’t we all want to be more likeable anyway? Even if you think you already are, Quy gives some top-secret tips that you can use to IMPROVE your likeability factor in all your sales settings. Just refresh yourself with these extra steps to ensure all of your prospects…
  • How To Keep Social Media Conversations Going

    Jessica Helinski
    30 Jul 2015 | 10:00 am
    To get the most out of social media, marketers need to encourage two-way conversations with other users. But, most businesses struggle with this; they send out a tweet or post on Facebook, and the conversation remains one-sided. Marc Guberti, in an article for B2C Community, has some tips on improving social media interactions, which your digital clients may find helpful. He shares 10 ways marketers can inspire others to reply, which include: Asking a question. Doing this not only directly invites your clients’ followers to chime in, but also can help your clients learn more about their…
  • Why Your Clients Should Play Pop Songs in TV Ads

    Kathy Crosett
    30 Jul 2015 | 8:00 am
    We tend to think of radio as the media format that connects through sound. It turns out TV can have the same power. If your clients aren’t paying attention to the sound of their TV ads, especially in terms of music, their messages may not be making a big enough impact. New Nielsen research shows which categories benefit most when music plays in TV ads. Nielsen studied 600 TV ads for this research project, and 500 of these ads contained music. They also measured the impact on consumer response with respect to creativity, empathy, emotive power and information power. For all advertising…
  • These 3 Reasons You Can’t Shut Up Are Costing You Your Sale

    Amanda Reardon
    29 Jul 2015 | 11:00 pm
    If you are having a hard time closing sales, you might be talking too much. While longer conversations can be beneficial to promote relationships with customers, you want to be sure you get to the point during meetings. Gerhard Gschwandtner of Sellingpower.com shares seven reasons salespeople talk too much in meetings. Here are 3 of them: Anxiety – If your anxiety runs high before or during meetings, get ready for the avalanche. Anxiety most often results in the salesperson creating a “wall of words that will protect them from what they imagine as a threat.” If you suffer from anxiety,…
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    Star Results » Sales Management Blog

  • Unconventional Ways to Get Your Salespeople Out of a Rut and Closing More Deals

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

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

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

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

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

  • Breaking Bad News

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

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

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

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

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

  • Are Your Buyers Asking WTF?

    Tibor Shanto
    30 Jul 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Sellers often have a distorted view of what is really important to buyers, leaving buyers to repeatedly ask WTF? Get your mind out of the gutter, the question is Why That Feature? Not what you’d be asking when the deal goes sideways, as it will if you are unable to nail the buyer’s WTF. One thing that many executives and owners tell me regularly is that they are frustrated by some sales people’s inability to relate to the buyer’s perspective of things. As importantly, the incapability of sellers to have a fluid and malleable…
  • LinkedIn Serves Up Catholic Like Feature

    Tibor Shanto
    27 Jul 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  People always seem to be looking for a means to repent and ease their guilt. Whatever the cause or underlying motivation, people feel better when doing something, even if it is not the right thing for the wrong reasons, acting gives the illusion of accomplishment. So when it comes to sales, social media offers an outlet more immediate and less demanding than going to a confessional, when they know they have wronged and are feeling guilty.  All with the added bonus of being socially impersonal. I look at this phenomenon as the sales…
  • Decision Makers Want To Deal With Decisive People

    Tibor Shanto
    23 Jul 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  A question I regularly ask when working with a group of reps on prospecting, is “who do you call on?” or “who do you want to call on?” The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision. But let’s say they did, the real question is what happens when you speak to that decision maker. Unfortunately often this opportunity does not go as well as hoped, for the sales person, and the decision maker. It has been shown in a number of…
  • 3 Words to Ditch To Improve Your Sales – Sales eXecution 304

    Tibor Shanto
    20 Jul 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. Words impact not only what your prospects hear and their reactions to them, but almost as important is the effect they have on you as the seller. Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which words you choose reflect and signal your intent; something that your buyers pick up and are…
  • Delivery Over Messaging In Prospecting Calls

    Tibor Shanto
    16 Jul 2015 | 12:33 am
    By Tibor Shanto – tibor.shanto@sellbetter.ca  When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Effective here means leading to initial engagement. The two components are “the content” of the message, and the “delivery”. The being the ability to ensure that the content is packaged and delivered in a way that the recipient can full receive and digest it and get out of it what the seller intended. Most people tend to focus way too much on the message, and the content, then fail to pay sufficient…
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    Jonathan E Brickman

  • Get outside of yourself

    Brick
    31 Jul 2015 | 5:44 am
    My father once said to me “get outside of yourself” and now I know what he meant by that. As an adult, I can now appreciate and understand that living a productive life is much more than about “me”. Approaching life with a broader perspective is what it’s all about.  If you can “get outside of yourself” you will have more purpose and success in your personal and business life. Since this blog is about business…let me put this in a business context. I have always tried to approach business with a shared purpose and it has served me well. If my…
  • Corporate culture yes, but…

    Brick
    11 Jun 2015 | 5:41 am
    Have you seen the recent Schick ad campaign for the Extreme 3 razor? It’s clever and entertaining and is supposed to sell the new razor system, but it also sends an interesting message about corporate culture. I think we all agree that a cultural fit is really important for long term survival, but how far does one have to go to “fit in”?  Do you really need to shave your head just because the boss does?  Do you need to drive a Lexus to feel adequate?  The list goes on and on… It’s also true that innovation stems from diversity and not from homogeneity so…
  • Social media endorsements

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

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

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

  • Great Relationship Building Idea

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

    23 Jul 2015 | 5:43 am
    People always ask me where I find content for this weekly blog. Not unlike comedians, I take my content from events and people I observe around me. For example, this week I watched an otherwise good client (Doug) self-destruct because of the way...
  • What is Your Presentation Q? New Metric to Measure Success

    15 Jul 2015 | 10:14 am
    (This originally appeared as a Pulse Post in LInkedIn) Recall a great presenter you saw or heard and I will bet you he or she has a really High PQ. Youve heard of IQ (Intelligence Quotient) and EQ (Emotional Intelligence). PQ is Presentation Intelligence,...
  • Presenting in Style

    1 Jul 2015 | 7:55 am
    Did you ever have this experience? You and a friend hear a speaker in either a business or social situation and you each come away with a different reaction to that person? You: I thought he was really interesting! Your friend: How could you say...
  • Conversational Leadership:Do You Have It?

    23 Jun 2015 | 5:25 am
    Asking questions to engage listeners during a demo or presentation is a good thing. Asking the same two questions of your listeners over and over again, however, is not. You sound robotic and they tune you out, rather than tune in to your message....
 
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    CallidusCloud

  • Success Creep: Unexpected Benefits of CPQ

    Chris Bucholtz
    28 Jul 2015 | 1:46 am
    The term “unintended consequences” is usually used to describe something bad: kill all the wolves and there’s a disastrous deer overpopulation. Make a bridge from extra-light materials and it starts oscillating in the wind until it collapses. Test an atomic weapon and Godzilla destroys Tokyo. Sometimes, however, unintended consequences are good. This is perhaps best demonstrated in the case of configure price quote (CPQ), software which is starting to find a welcome home beyond its traditional domains in manufacturing, high-tech, health sciences, and telecommunications. Any company that…
  • CLM: Safeguarding Your Customer Relationships Where the Rubber Meets the Road

    Chris Bucholtz
    17 Jul 2015 | 4:30 am
    The shift toward a subscription economy has a lot of fascinating aspects to it – not only does it reduce the barrier for entry for new customers, allowing them to afford and justify purchases in a new way, but it expands the windows for customers to switch vendors. Don’t panic – the subscription economy also gives vendors new opportunities to retain customers and to make each engagement more profitable. But that’ll come only if businesses really embrace what the subscription economy offers them. Those opportunities can be seen as burdens if viewed through the wrong lens. They aren’t…
  • Will Your Goal-Creating Process Help or Hurt Your Move into a More Incentivized World?

    Chris Bucholtz
    15 Jul 2015 | 12:03 pm
    AON Hewitt’s annual study of worldwide compensation found that base pay was on the rise worldwide. Base wages and salaries rose in 2014 by 5.25 globally, with Africa seeing wages and salaries increase a whopping 8 percent. How about in North America, with its stable economic environment and advantages in trade and finance? The trend was not so rosy – compensation increased by just 3 percent in that time frame. Political implications aside, one of the accompanying trends is toward incentives. The same study showed that variable compensation had increased in the U.S. to 12.7 percent of…
  • 5 Things Sales Technology Can’t Improve (without Some Human Help)

    Chris Bucholtz
    9 Jul 2015 | 10:46 pm
    Recently, I did an interview with TechnologyAdvice for their Expert Interview Podcast Series – you can hear it in its entirety here. The conversation was pretty far-ranging, but one area that kept surfacing focused on the area of balancing sales talent with sales technology. You might think that a company that sells sales technology would try to convince you that technology was all you need to inflate your sales numbers. That would be dishonest – the best technology without the guidance of smart people is useless. That said, if those smart people can use that technology to get smarter…
  • Research: What are the Most Important Metrics to Sales?

    Chris Bucholtz
    7 Jul 2015 | 12:07 pm
    Although in the big data era all data are considered important, some data are more important than others. I’m not saying that just because it’s fun to use the correct plural of “data” to construct sentences that seem weird at first read – I’m saying it because it’s true. And we have some numbers to back it up. We polled sales professionals and asked them to rank the sales metrics they valued most. Number one – with the most first-place votes and the aggregate highest score – was lead volume, followed not so closely in first-place votes (but closely in final voting) by lead…
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    ViewPoint | The Truth About Lead Generation

  • "Marketing is too important to be left to marketers."

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

    20 Jul 2015 | 7:08 am
    I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. Five or six hands were raised and I…
  • PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

    14 Jul 2015 | 7:18 am
    This is the final installment of a three-part series in response to the following question:  As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. Why did we ask? Because we care about quality leads. It’s what we do. We generate high quality leads, align sales and marketing, and drive revenue. We believe marketing automation has a place in the world, but we are aware that…
  • PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

    9 Jul 2015 | 8:42 am
    We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. And sales is sick of it. Here's the problem. Lead scoring models are: Based on assumptions. Contain inadequate sales input. Overly weighted to arbitrary behavioral signals. Furthermore, lead scoring teams frequently neglect to establish a baseline or make…
  • PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

    7 Jul 2015 | 9:18 am
    Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief1, the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. The schematic is overly weighted to arbitrary behavioral signals. The design team has failed to simulate output. The lead scoring team has neglected to establish a baseline or make ongoing adjustments based on feedback and results. My question to you and top industry experts is…
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    Results Count ... everything else is conversation.

  • Can traditional retail survive the pending FANG attack?

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

    Chris Petersen
    21 Jul 2015 | 7:41 pm
    Retail innovation is an essential process, not an event Retail in many ways has always been a battle for consumers. The earliest shops in open markets had to compete for customers by differentiating both products and prices. In the age of "Big Box" retail the battle for customers has reached an epic, and even more intense scale. The battle of mass merchants in the US has come down to Target and the Whale of Retail – Walmart. While Target use to "own" the female consumer segment, it has suffered some setbacks and lost some of its cache. Two recent Target initiatives are signs that Target may…
  • Retailers get “Primed” for the next wave of eCommerce wars

    Chris Petersen
    14 Jul 2015 | 2:07 pm
    Why this is important: Bricks and mortar stores have traditionally "owned" holiday events like Black Friday. That is being turned upside down by e-tail giants. But, the winners will require a strategy beyond discount flash deals focused on price.
  • The future of retailing is logistics … anytime and everywhere

    Chris Petersen
    6 Jul 2015 | 6:12 pm
    Consumers want it "their way" … and they want it NOW Image Credit: Stuart Miles Sometimes it's hard to remember what retailing was like BA (Before Amazon). When retailing only meant stores, consumers literally had instant gratification. They found "it" on the shelf, made the purchase and walked with their product. With the advent of ecommerce, consumers had choices … literally choices of millions of products and choices of what to pay. Stores still had an advantage of having it on the shelf right now. But, what if you could order online and have it today, or in the next hour! Amazon has…
  • Location is the new cookie …

    Chris Petersen
    1 Jul 2015 | 8:25 pm
    Tracking your phone location is just like tracking your internet cookie Image Credit: Mapichai The old adage in retail was … Location, Location, Location! That was certainly true in the days before the internet when the physical location of the store was the major critical success factor. Today, store location is still important, but the emphasis on location is increasingly shifting to location of you the consumer. In an omnichannel world, consumers are quite literally the POS – Point of Sale. While online retailers can track your every click on the path to purchase, stores have been…
 
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    Top Sales Dog

  • Let me show you how to do it…badly

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

    Michael Boyette
    21 Jul 2015 | 10:48 am
    As sales trainers, we spend a lot of time teaching salespeople WHAT to do. But one of the most challenging skills in sales involves NOT doing something: talking about yourself and your product. Every salesperson has been told to talk less and listen more. And yet research shows that salespeople continue to dominate sales conversations. In an average sales situation, they’re talking 81% of the time, according to one study. The reason they can’t shut up, according to researchers from Harvard University, is because of brain chemistry. In a series of experiments, they offered people two…
  • Do tough buyers make lousy sellers?

    Michael Boyette
    14 Jul 2015 | 5:00 am
    One of the most intriguing pieces of research I’ve encountered related to sales performance comes from Dave Kurlan, whose company has an assessment tool for hiring sales talent. For many years, Objective Management Group has tracked what happens after the hire to candidates who took the assessment. From there, they’ve isolated key factors that predict whether someone is likely to be successful in sales. One of the strongest predictors is also one of the most counterintuitive: According to OMG’s research, people who like to comparison shop, take their time and think things…
  • Should we train salespeople to be less pushy?

    Michael Boyette
    7 Jul 2015 | 7:07 am
    A recent survey by the American Management Association asked buyers what they dislike most about salespeople. (Hey, AMA, when are we going to see a survey of what buyers like about salespeople?) The results, in order, are as follows: Being too pushy (24% of respondents) Not taking no for an answer (23%) Not listening (18%) Talking too much (9%) Baiting and switching (8%) Reading from a script (7%) Using meaningless jargon (5%) Upselling (4%) Impatience (2%) Before we conclude that the profession is doomed, let’s keep in mind that the survey didn’t ask how often customers…
  • Study: ‘Thin slices’ predict sales manager effectiveness

    Michael Boyette
    30 Jun 2015 | 8:48 am
    Next time you’re in the market for a new sales manager, try this test to judge their interpersonal skills: 1. Record an interview with candidates. It doesn’t much matter what you ask — their educational background, their greatest success, biggest challenge, whatever. 2. Take three random 20-second clips from the interview. 3. Ask a bunch of people who know nothing about sales to listen to the clips and tell you what they think of the candidate. Sounds crazy, right? But when researchers tried this approach, they found that assessments by these “naive” listeners…
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    Sales Training Blog

  • Jul 30, Test Your Sales Prospect Pipeline - This Could Really Surprise You

    30 Jul 2015 | 2:53 pm
    Test the effectiveness of your sales prospect pipeline and the results could really surprise you. Want to increase your sales results? Not happy with the conversion rate of your current sales pipeline? The answer could be simple and right in front of you. Your pipeline might not be as hot as you thought it was. In this week's free sales training ezine, The Sales Buzz, we look at how to test your prospect pipleline and make sure it's working for you. Your prospect list is the foundation of your sales process. If it isn't full of hot qualified leads then no matter how good your sales skills are…
  • Jul 27, Latest Opportunities for Sales Agents in the UK

    27 Jul 2015 | 1:21 pm
    See the latest opportunities for self employed sales agents in the UK from Salesagents.co.uk . At Salesagents.co.uk we advertise new opportunities for sales agents from principals looking for self employed agents in the UK. Here are some of the latest opportunities, click the image to see the details: Brand new to the UK market – Tiling adhesive now available in A4 sheets. We are looking for sales agents, national account managers and distributors across the UK to present this to major DIY chains, major grocers, specialist retailers, online trade and high street independents. Click the…
  • Jul 23, A Great Sales Technique for You to Use

    23 Jul 2015 | 2:54 pm
    Want to see a great sales technique that is currently being used by a national Cable TV and Broadband provider? A technique that works by getting a great customer response. You could also gain: A pre-sale ready-made hot prospects list. A way to create desire for your products and services. A competitive reaction that makes people want your attention. Use of the scarcity to create value sales technique. All you have to do is adapt this great sales technique so it will work for you and your marketplace. And I'll give you some examples on how to do that. To see more go to our latest business…
  • Jul 20, Sales Appointment Calls – Try this to Prevent Early Objections

    20 Jul 2015 | 3:43 pm
    When you next make Sales Appointment calls try this unique technique that prevents objections at the Introduction Stage. This one simple, unique technique will: Keep prospects talking to you and not hanging up. Stops hesitation and excuses. Motivate prospects to move forward with you. Gives a reason why they should answer your sales questions. Smoothly connects the first two stages of the sales appointment call script and quickly gets you into the important part of the call. If you lose prospects in the early stages of your call, as you are about to ask them questions to see if they qualify…
  • Jul 17, Sales Agents – Earn £100k Commission - Are you up to It?

    17 Jul 2015 | 6:33 am
    Sales agents earn £100k commission with this new opportunity with the Institute for Management studies. The company: The Institute for Management Studies. Founded in 1974 and operating in London since 1984. IMS is a members-only world-class leadership development organization. Their world-class faculty would be difficult, expensive, and in some cases even impossible, to access for in-house programs. The service: At The Institute for Management Studies our focus is to provide employees with opportunities to interact with - and learn from - some of the world’s leading management thinkers on…
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    Revenue-IQ

  • Naked and Afraid in Team Presentations

    Chris Arlen
    24 Jul 2015 | 2:57 pm
    Real life. Reality shows. Nothing’s more entertaining than watching drama unfold before your very eyes – oh, the pain, the suffering, the humanity. Except when it’s you. Team presentations, whether a sales pitch or a corporate report out, have the potential to make you feel naked and afraid. Unfortunately, that humiliation doesn’t happen alone in the wild but in public, in front of those you want most to impress or persuade. Even more humbling is when it happens to those of us who believe we’re good at leading presentations. We don’t need training; we…
 
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    VanillaSoft Blog

  • Hospitality Sales Happen Year Round

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

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

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

    Kevin Thornton
    15 Jun 2015 | 8:03 am
    Lead management is a vital part of the sales process for the solar energy industry.  According to the Solar Energy Industries Association (SEIA), 2014 was a great year for the industry.  Installations of solar photovoltaics (PV) in Q3 were up 41 percent over the same period in 2013.  Third quarter 2014 was also the second largest quarter ever for PV installations (source: http://www.seia.org/blog/us-solar-installations-soar-q3-total-capacity-hits-175-gw). There are terrific opportunities for solar energy sales professionals. So, how can your sales team be ready to meet the growing…
  • How to Hire and Produce a Top-Performing Inside Sales Team

    Genie Parker
    2 Jun 2015 | 9:00 am
    It’s no secret that one of the most painstaking tasks of inside sales managers is hiring and keeping top-performing sales talent. In the revolving door of inside sales, this can be challenging. Good talent is hard to find, and even harder to keep. Your company has to get inside the mind of talent to discover what makes them tick. Are candidates right for the job? How do you create a positive selling environment? What can you do to make them sale more, faster? You want to keep the top performers on your team, rather than your competitors. To make your inside sales team thrive, you will need…
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    ontargetpartners.com

  • OnTarget Partners Second Quarter, 2015 Announcement

    Ed Trachier
    17 Jul 2015 | 7:33 am
    by OnTarget Partners CEO & Founder Ed Trachier, and President Scott Bratcher, hosted a 2nd Quarter meeting on July 16, 2015 in Frisco, Texas, with all employees and owners in attendance. During the meeting, Mr. Trachier expressed continued success in the transition of the organization to a full service B2B marketing, research and sales outsourcing company, siting twelve new customers in 2015, with four new customers closed in the 2nd Quarter, and a total of six current digital marketing customers in the B2B space.  In addition to the 31 current B2B customers of…
  • 3 Benefits of a PPC Advertising Campaign

    Marcus Trachier
    20 Mar 2015 | 11:56 am
    by By: Marcus Trachier, Digital Marketer at OnTarget Partners For OnTarget Partners, Pay-Per-Click (PPC) Advertising has acted as a foray into the expanding realm of Digital Marketing. Digital Marketing has truly changed OnTarget’s business for the better, and we love to share the experience we have gained with others. Through managing online advertising for clients, and managing our own campaigns, we have developed a keen understanding of the potential benefits of a PPC campaign to a business. In our opinion, the benefit of a PPC campaign is three-fold.  Firstly,…
  • OnTarget Partners Receives Stevie Award

    Marcus Trachier
    3 Mar 2015 | 2:27 pm
    by Sheila Rogers Trachier, Partner, and Ed Trachier, CEO, accepting OnTarget’s Bronze Stevie at the 9th Annual Stevie Awards banquet gala at the Bellagio in Las Vegas, February 27, 2015. LAS VEGAS, NEVADA – February 27, 2015 — OnTarget Partners was presented with a Bronze Stevie® Award in the Business Development Achievement of the Year category in the ninth annual Stevie Awards for Sales & Customer Service. The awards were presented by the Stevie Awards, which organizes several of the world’s leading business awards shows including the…
  • Why can’t I get sales to call these leads?

    Ed Trachier
    17 Feb 2015 | 11:13 am
    by Some questions that often comes up in discussions with clients and prospects at OnTarget Partners are from the CMO or other B2B marketing executive:  “Why can’t I get sales to call these leads?” or “Why can’t I get my sales team to follow-up on my leads?” Marketing creates leads via online, tradeshow, conference, research or other, and they go nowhere – they are not followed-up on by sales.  We all know that salespeople tend to be busy people, and tend to focus on deals ‘closer to the cash’.  So, what to do? The solution…
  • Dollar Cost B2B Marketing

    Ed Trachier
    9 Feb 2015 | 11:57 am
    by Dollar Cost Averaging is defined as an investment strategy which "reduces the risk of incurring a substantial loss resulting from investing (an) entire 'lump sum'" by "dividing the total sum to be invested in the market into equal amounts put into the market at regular intervals." (Wikipedia)  In essence, the technique works in markets undergoing temporary declines because it exposes only part of the total sum to the decline. The technique is so-called because of its potential for reducing the average cost of shares bought. As the amount of shares that…
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    RainToday RSS Feed

  • 5 Reasons You Should Improve the Customer Experience

    31 Jul 2015 | 4:00 am
    Few things have as great an impact on sales performance as customer experience. A good buying experience leads to loyal customers, more referrals, shorter sales cycles, increased up-selling and cross-selling, and trusted advisor status for salespeople.
  • The Dirty Little Secret about Subject Matter Expertise in Sales

    30 Jul 2015 | 4:00 am
    It just may be the dirtiest little secret in professional sales: that subject matter expertise is the key to sales success. Yes, you have to have it, but whether a buyer hires you depends on much more. In this article Charles H. Green explores what goes through buyers' minds during the decision process.
  • The Buying Experience Key to Winning Sales

    29 Jul 2015 | 4:00 am
    Having a great product or service is not enough to win a sale or create customer loyalty. That’s a given—an expectation. Today, the customer’s experience determines if a person buys from you. Given that, sales teams need companywide support. Provide an environment that enables sellers to provide the best possible buying experience.
  • Sales Enablement Critical to Sellers' Effectiveness

    28 Jul 2015 | 4:00 am
    Buyers want personalized messages and conversations with salespeople. Generic selling just won't do. To have those conversations, companies must enable their sales teams. They must give sellers the tools, content, and support that allow them to speak to a specific persona, vertical, or even company, says Aberdeen Group's Peter Ostrow.
  • 4 Secrets the Best Salespeople Need to Know

    27 Jul 2015 | 4:00 am
    Buyers behave differently today than they did years ago, and selling tactics have to evolve with those differences. Star sales performers understand that and have adjusted their approach accordingly. Here's a look at four things they do that less-successful salespeople don't do.
 
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    amacus.net

  • 7 Deadly Sins in B2B Sales Productivity

    John Cousineau
    14 Jul 2015 | 5:32 pm
    Top performing reps are endlessly finding ways to improve their performance. The rest? They’re ‘performance sinners’. Often unknowingly. Their 7 deadly performance sins [and some proof that it's worth repenting]: 1/ NOT TALKING WITH STRANGERS It’s hard to meet strangers, … Continue reading →
  • Brian Grazer’s 3 Keys to Having More Value-Creating Conversations

    John Cousineau
    31 May 2015 | 11:27 am
    Brian Grazer is an award-winning film producer and author of A Curious Mind. In this excerpt from a recent interview, Grazer notes his 3 keys to having perspective-yielding, value-creating, conversations with folks he’s keen to meet: 1. Ask for the … Continue reading →
  • 6 Keys to Conquering B2B Sales Uncertainties with Rookie Smarts

    John Cousineau
    31 May 2015 | 8:31 am
    As the pace of change at work quickens, it gets harder and harder to execute with impact. Experience becomes a curse. It traps us in old ways of working. Pressures abound. Exhaustion prevails. In her book Rookie Smarts, Liz Wiseman … Continue reading →
  • Malcolm Gladwell’s 8 Keys to Having High-Value Conversations

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

    John Cousineau
    1 May 2015 | 4:56 pm
    In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have implications both for how to get buyers to ‘better’ their situations [by buying into a change … Continue reading →
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    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • You are not the boss of me!

    Derek ODwyer
    22 Jul 2015 | 8:12 am
    Small businesses with flat structures often suffer from this phenomenon. As a business gets bigger, it is impossible for one person to mange the entire team, nor is is feasible to introduce too may layers into the business. When one person may be involved in multiple functions of a business, they may sometimes be required to ask or give an order to a fellow team member. This is often met with resistance in the cry of “You are not the boss of me, I only report to the owner” And trouble ensues And as the business owner, this is your problem So how to address it? Firstly, this is a…
  • Who is responsible for sales in your company?

    Derek ODwyer
    21 Jun 2015 | 4:20 pm
    Every business relies on sales to survive. Whether your business depends on existing customers or you are out looking for new ones, sales are the lifeblood of any business. And while there may not be the same fanfare when an existing customer buy some more, they are equally important. The challenge in many small businesses is that there is not enough focus on sales: There is no one responsible for driving sales at the right margin There is little or no measurement on sales activity There is no sales plan for the business There is an over – reliance on existing customers for sales There…
  • Are you hibernating for the Summer?

    Derek ODwyer
    7 Jun 2015 | 10:49 pm
    By now, you will have experienced the all too regular response from prospective customers… “Call me back after the summer holidays”. With this response you are effectively being told not to call back until September. That’s 3 months away. Are you pushing back deals until after the summer or have you decided yourself that no business is conducted during the summer so you have given up marketing? Yes, it can be more difficult to connect with business owners in the summer, and yes, sometime decisions are deferred to a later date. But this is not true for everyone. Here…
  • Your business RESULTS reflect your MINDSET

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

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

  • Sales Thought: 21st Century Prospecting is based on: Message, Delivery, & Repetition

    Daily Sales Thoughts
    31 Jul 2015 | 9:29 am
    Prospecting is the topic that get me both the highest number of questions as well as the most Groans from Sales People. Some think Prospecting is beneath them, and some think that is not a good use of “Their” Valuable Time. My comment has consistently been that the Best Sales People Master all parts of the Process- and that includes Prospecting. This will not be a Repeat of all of those posts that talk about how: -Prospecting is Dead – No, it is not – People are still looking for Products and Services -It is all about Warm Leads – Never Hurts! -Certain number of…
  • Sales Thought: Don’t Fight Sales Battles Alone. It is not a sign of Strength to Not ask for help!

    Daily Sales Thoughts
    28 Jul 2015 | 10:50 am
    In working with Sales People from around the world one of the most difficult things to do is to get them to Ask For Help. Why?  Because Sale People are typically “A” Types and Feel that asking for help means they may not be completely in control of their Sales Situation. Here is a News Flash for Everyone, In Sales Or Not: “Control is an Illusion.  The most you can achieve in the Sales World we Live in today is Coordination” I have said it before: Great Sellers Muster Resources on behalf their Clients.  To not do so, because you, as the Person, have all the Answers…
  • Sales Thought: A Sales Process is not Static. It should be Updated regularly. But you can’t be successful if you are always doing a One Off

    Daily Sales Thoughts
    26 Jul 2015 | 7:01 am
    I know that Sales Process is not a very popular topic with many people in Sales.  There a variety of Opinions, but it ranges from: -“I don’t need a Process.  I just do what i do.” -“The Process is too complicated.” -“Our Process Does not Help us Sell.” I am sure you have your own views on this.  The Reality is that when Process Fails, it most often does so because it is outdated.  People Put a Process in, execute for a while, and then Things Change: The Business Changes, as they most often do, or Competition changes.  The Pace of Change today is…
  • Sales Thought: In 2015, It is about PPL: Process, Product, and Learning that Seperates Good from Great Sellers

    Daily Sales Thoughts
    23 Jul 2015 | 9:01 am
    There are 3 elements here, and non are Unimportant: Process – Is your Process Consistent, Repeatable, and Sustainable?  If you cannot “Check Off” on all 3 of these, 1 will come back to be your undoing in Sales.  Check off where you are in Each Sales Cycle.  “Reinventing” the Wheel will keep you busy, but rarely leads to Long Term Success Product – Knowing what you sell and how it benefits the Customer is key. The Connection between knowing the Product and understanding the Singular Benefits to Each Customer you are engaging with is important.  This is…
  • Sales Thought: To expand your presence in an in an Account, Change your “Angle of Attack!”

    Daily Sales Thoughts
    20 Jul 2015 | 4:09 pm
    It’s not good enough to focus your attention on the same people over and over again. You have heard the old adage – doing the same things and expecting different results is the definition of insanity. Once the current buyer makes it clear there is “no opportunity” at an account, you should work with your management team to determine if you can afford to walk away from the account. If your leadership deems it necessary to proceed with the account and make additional investment of time, talent and resources, the next set of questions that your organization must ask are: • “To…
 
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    Sales Coaching Blog

  • You DO have time to coach... you just have to take it

    14 Jul 2015 | 12:10 pm
    In talking with hundreds of sales managers, there are many reasons why they don’t spend more time coaching their sales teams. Sometimes they don’t know how to coach effectively. Sometimes they don’t know which coaching activities to do. Sometimes they don’t enjoy coaching as much as they enjoy other aspects of their work. Yes, there are certainly lots of reason for not coaching more. However, there seems to be one reason that I hear most often… “I don’t have enough time to do all this coaching.”
  • Five Coaching Tips that Drive Sales Growth

    14 Jul 2015 | 5:53 am
    Not a lot of set-up or fluff to introduce these research supporting coaching activities and behaviors.  So, in that spirit, here you go… Treat everyone uniquely: There used to be a school of thought that everyone on a team has to be treated the same way, which has now proven to be a bogus approach to sales team motivation.  If you have eight people on your team you have eight unique individuals, at least eight different motivators, eight different goals, and as a result, eight different ways to coach. This is not to say those on your team don’t adapt to you as well, for there…
  • Sales Managers: Stop Waiting for the “Right” Time

    14 Jul 2015 | 4:30 am
    Do you ever “know” you should do something but it’s just not the “right” time? Maybe it’s that project your significant other is nagging you to finish, trying a new hobby or maybe starting a business. Either way, it’s just not the “right” time to accomplish it. So when is the perfect time? You’re not alone. I’ve been meaning to write a blog about this specific picture from our 2015 Sales Coaching Summit two months ago. Clint Longenecker, one of America’s leaders in the area of rapid performance improvement and the Stranahan Professor of Leadership and Organizational…
  • Sales Coaching Research: What Five Words Are You?

    7 Jul 2015 | 4:30 am
     Tell me something. As a sales leader, what’s your job? If you had to sit down and briefly tell someone what you do and what you are responsible for, what would you say? Better yet, think of it in even more direct manner. If you had to describe your role as a sales leader/sales manager/sales coach in only five words, which five words would you choose? Because I’m a nerdy social researcher and I love a good data collection effort, I’ve even made a little survey spot where you can tell me. Click here to anonymously tell me the five words that describe your role.
  • Sales Coaching: Be the C-Factor

    2 Jul 2015 | 1:11 pm
    As we embark on the 4th of July let us take time to remember one of the most memorable catalytic events of all time, The Boston Tea Party. When the Sons of Liberty decided they were not going to stand for the Tea Act, and decided to throw chests of tea into the Boston Harbor, it forever changed the world and began shaping the great Country we live in today. I am a bit of a history geek so I will spare you the rest of the details and pivot to this statement; almost all meaningful and systemic change is a result of a catalytic event or catalytic individual that drove the change. These events…
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    Sales Enablement Perspectives

  • Redefining Enablement In A Dynamic, Strategic And Holistic Way

    Tamara Schenk
    28 Jul 2015 | 4:39 am
    “The beginning of wisdom is the definition of terms.” ― Socrates Imagine a group of people in a business meeting who are discussing a certain topic that seems to be familiar to everybody. But somehow, the meeting goes on and on. Then it ends with – no decision. We all know those unproductive scenarios. People assume that all others have the same (their own) understanding of a certain term. But this is often not the case. Then meetings end nowhere, the time has been wasted, and no decisions have been made. This is why definitions are so important. Definitions are a productivity booster…
  • First CSO Insights Sales Enablement Survey Launched: Help Us Help You!

    Tamara Schenk
    22 Jul 2015 | 12:20 am
    In a complex, ever-changing world of rising buyer expectations, the business need for sales enablement is growing every day. There is no sales leader’s agenda without enablement challenges. In our customer-centric era, selling means creating value at each stage of the customer’s journey. That requires sales professionals to know their prospect’s industry, their business, and their specific roles and challenges as well as their relevant metrics. Only with this customer knowledge can sales professionals create value for them at each stage of their customer’s journey; and not waste…
  • How To Get From Cost Savings To Business Value

    Tamara Schenk
    30 Jun 2015 | 11:47 pm
    This application management deal is a “must-win” deal. We have the best solution, we have a great relationship with the customer and we save them a lot of money with this new cloud-based service. We all know overconfident sales statements like this one, don’t we? But then, all of a sudden, the deal goes south. The customer makes a decision for a competitor. Why? Because this competitor offered a much bigger business impact, connected to the customer’s relevant financial metrics. It’s a disaster for the sales team, the funnel and the quarter. Cost savings are a translation of…
  • Coach, Leader And Business Manager: Frontline Sales Managers Need Enablement | See You In London, June 18!

    Tamara Schenk
    12 Jun 2015 | 12:36 pm
    Frontline sales managers (FSMs) are the most important role in any sales organization when it comes to sales execution and driving sales force transformation. Just think about their span of control in your organization. This role can decide what sales professionals sell, where they sell, to whom they sell, and how they sell. This is why frontline sales managers have such a huge leverage effect, why it makes good sense to invest in developing their effectiveness and their productivity. However, our research shows that developing frontline sales mangers is still not a high-priority investment…
  • How To Avoid Seller And Buyer Misalignment: The Customer’s Journey Matters

    Tamara Schenk
    8 Jun 2015 | 12:43 pm
    A few weeks ago, I signed up for a video conferencing service. The reason was simple: I was invited to a video meeting based on this service, so I needed an account. I signed up for a two-week free trial, the only option I had. I loved the service; the setup was easy, and the video service during the meeting worked pretty well. So far, so good. But then, the situation became strange. I got a message from a salesperson beginning with “Hey there” which is not my name, obviously. If the salesperson knows to whom he or she sends a message, why making it as impersonal as possible? Then, a few…
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    Pipedrive Blog » Sales Tips

  • An Actionable Guide to Key Sales Activities

    Timo Rein
    16 Jul 2015 | 1:31 am
    Key sales activity – an action under your direct control which has the highest possible positive effect to achieving your sales goal. A key sales action will set other preparatory and consequent actions in motion, thus taking you closer to your sales goal. Here’s a universal triad of success in sales – if you want to make revenue, then you need to: approach, meet, and demo prospects. Those three make up your key sales activities. Your ability to constantly deliver a certain number of these actions determines how many dollars or euros you put in your pocket. Wouldn’t you need…
  • How To Lose Better In Sales

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

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

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

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

  • Find Ideas For Your Business and Set Yourself Up for Success

    Theresa Delgado
    30 Jul 2015 | 7:00 am
    One of the most fun, and often most overwhelming, aspects of starting a business is coming up with ideas for your business. There are different ways that aspiring entrepreneurs approach this step. People often have a broad idea of what they want to do, but not necessarily how to do it or who their real audience is. Others know what type of business model they want to own, but no real idea about what kind of business. For example, they might know they want to provide a service, but aren’t quite sure what service exactly or how to position it. And a third group just knows they want to start a…
  • How to Define Your Unique Selling Proposition in No Time

    Theresa Delgado
    28 Jul 2015 | 7:00 am
    Define Your Unique Selling Proposition What is a Unique Selling Proposition (USP)? Let’s first define USP so that we’re on the same page. Your Unique Selling Proposition is essentially a statement that tells everyone what makes you different from all others in your industry. On this #MICROminutes  Show you will learn the “3 Essential for Creating Your USP” : http://theresadelgado.com/what-makes-your-services-unique If your USP is not resonating with your potential customers, then it’s time to change your tactics. Learn how to craft a message that resonates with your target…
  • Double Your Business Productivity With One Element

    Theresa Delgado
    23 Jul 2015 | 7:00 am
    No one wants work to be boring. If you’re bored and lost your enthusiasm, you’ll never do your best, much less above and beyond.  As an entrepreneur it’s crucial that your business productivity be at its best and one element can keep your enthusiasm going and  help you serve your customers much better. So let me ask you, how much fun do you have in your business? What about your contractors, employees, and team members? Do they have fun? Consider integrating some fun into your business. It can provide tremendous benefits, not to mention increased productivity. Not…
  • No Online Sales? This Could Be Why…

    Theresa Delgado
    21 Jul 2015 | 7:00 am
    Help for No Online Sales If you’re looking for a remedy for no online sales, the fastest way to grow your business online, then the MICRO-Minutes Show would recommend you start with … TRUST! We all have heard that we need the “know, like, and trust” factor online, but what are the steps to make it happen? “It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.” – Stephen Covey When you communicate online, do you think in terms of trust? Your customers do, and so do the people who may think of…
  • Business Systems Made Easy

    Theresa Delgado
    16 Jul 2015 | 7:00 am
    How familiar are you with the concept of a business system? Let’s start with the formal definition, a system is a series of steps or a process that operate automatically. A simple example of a system may be automatic bill pay. For example, you set your mobile phone bill to be paid at the same time every month and the money is automatically charged to a credit card or deducted from your bank account. You don’t have to bothered and you can focus on other things … right? Once you’ve set up your system, you don’t have to do anything. It happens without you. It makes your…
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    Star Results

  • Unconventional Ways to Get Your Salespeople Out of a Rut and Closing More Deals

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

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

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

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

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

  • 5 Things You Must Do The Day After Meeting With a Prospect

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

    Jenny Poore
    22 Jul 2015 | 10:00 pm
    In many ways, measuring performance is simple.  You are either getting it done or you’re not.  If you’re a salesperson, you are either putting up the numbers or you are not. But that measurement can be misleading and unclear. It doesn’t tell you why and how the numbers are appearing (or not). You need to figure out why and how certain factors lead to success or failure, as opposed to focusing on whether or not you’re successful (the what). Focus on the why and how and forget about the what. Measuring sales performance should start with your “zoom level”. Like a zoom lens on a…
  • My Start In Sales: Will Brooks

    Jenny Poore
    19 Jul 2015 | 10:00 pm
    Current location: Greensboro, NC Current gig: EVP and Director of Marketing at The Brooks Group One word that best describes how you work: Results Current mobile device: iPhone 6 Plus Favorite to-do list manager: Evernote Tell us a little bit about what you do now & whether or not you currently work as part of a sales function at your company.  I oversee our marketing department, which is focused mostly on inbound lead generation.  We’re heavily digital and rely to a large degree on content marketing to generate demand for our sales training initiatives. How did you get your…
  • I’m Craig Wortmann, and This Is How I Work

    Jenny Poore
    13 Jul 2015 | 10:00 pm
    Sales Engine’s CEO, Craig Wortmann, answers questions about how he gets his work done, day in and day out. LocationI *mostly* work out of Chicago, as that’s my home and where many of our clients and my students are based.  But, as soon as I say that I realize that Starbucks is my real home.  I spend a lot of time traveling all over the world and working out of cafes.  I love it, as it keeps me on the move! Current computer:MacBook Air.  Best thing ever.  Light, reliable, and all you need when everything is in the cloud. Current mobile device: iPhone 6 Plus.  The biggie. …
  • Sales Genius Roundup From Top Sales Blogs: July 10, 2015

    Jenny Poore
    9 Jul 2015 | 10:00 pm
    As salespeople, we know it can be difficult to stay on top of the trends in the industry. You’re hustling from one meeting to the next and working diligently to meet your sales quota for the quarter. Hang in there. We’ve saved you some time by selecting sales, management, and productivity genius from the world of the internet. Read through our short summaries or dive deeper into the article by clicking the link. Take what’s important and applicable to your goals, apply those lessons, and forget the rest. Here’s your monthly sales genius from top sales blogs: How to Win A Sale In 7…
 
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    Solution Selling Blog

  • The Doing and Being of Solution Selling

    SPI
    29 Jul 2015 | 5:35 pm
    By Andy Smith, Senior Consultant, SPI I recently attended a conference where 35 executives introduced their company in thirty seconds or less. Interestingly, two-thirds of them introduced their company as a provider of a product or service, with no reference to their customer.  Only 12 introduced their company in terms of the problems they solve for customers. This makes me wonder: how many salespeople introduce themselves as representatives of a product, service, or technology, instead of solvers of customers’ problems and challenges? After more than 25 years of working with some…
  • Aligning Sales Teams with Healthcare Buyers

    SPI
    27 Jul 2015 | 4:44 pm
    Improving Life Sciences Sales How to Align with How Healthcare Organizations Buy Today By Brad Ansley, Director, SPI Life Sciences Industry Practice All over the world, there is a growing middle class that expects better health care, and an aging population that requires increasing medical attention. Governments are taking action to control healthcare expenditures as a percentage of GDP. These are significant demographic and policy shifts that will dramatically affect suppliers of pharmaceutical products, medical devices and capital equipment. To survive, they must understand these changes…
  • Planning for Sales Collaboration

    SPI
    22 Jul 2015 | 10:48 am
    How Value Drivers help buyers overcome fear By Tim Sullivan, Director, Business Development, SPI In our latest book, The Collaborative Sale, Keith Eades and I explored what sellers need to do to sell successfully to today’s well-informed and empowered customer, whom we call “Buyer 2.0”. In our research, we discovered that even if buyers agree on the estimated value of a proposed solution, they may still delay making a purchase decision. Their hesitancy arises from concerns about fully realizing the value of a potential solution, or even worse, about the potential for…
  • Developing Life Sciences Sales Teams

    SPI
    20 Jul 2015 | 7:02 am
    Learn how to prepare your sales force to succeed in the era of the Affordable Care Act.
  • Making a Comeback

    SPI
    13 Jul 2015 | 6:46 am
    How to Recover from a Weak First Half By Keith M. Eades, Founder and CEO, Sales Performance International, Inc. The first half of the year is now behind us. For those of you who are on track to achieve your annual goal, congratulations. For those of you who need to play catch-up in the second half of the year, do not despair – you can still make this a successful year. First, realize that despite some geopolitical instability, most of the world’s economies are growing. Spending is up slightly, with the S&P 500 sales growth rate hovering around 4 percent annually. These are not…
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    RAIN Selling Blog

  • 6 Ways to Build Client Loyalty

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

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

    15 Jul 2015 | 9:00 am
    Client loyalty is tough to earn. Fred Reichheld, author of The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year. It's not surprising. It isn't easy to achieve the highest levels of satisfaction and relationship strength needed to keep clients loyal at a higher clip than average. There's a lot of research out there supporting the link between overall client satisfaction after they buy and their loyalty. It's not, however, just about what happens…
  • Risky Business: 4 Areas Buyers Perceive Risk in Sales

    8 Jul 2015 | 9:00 am
    I worked with a company recently whose sellers had to drive their own demand. In one case, a seller engaged a buyer in a discussion about an opportunity, and the buyer was interested. They had a few meetings, but then the sale fizzled out. When the seller asked why, the buyer told him that they simply weren't going to pursue it further. The seller said to me later, "The business impact story here was tremendous; more than a 10 times return on investment was easy to see. That this sale didn't move forward...I can't believe they just didn't see it." We then talked to the buyer as a…
  • Take the New Survey: The Top-Performing Sales Organization

    1 Jul 2015 | 12:00 pm
    In this RAIN Group Center for Sales Research survey, we set out to answer the following question: What do the top-performing sales organizations—those with better proposal win rates, attainment of sales plan, and overall revenue growth—do differently than the rest? But we need your help. Please take 15 minutes to complete the Top-Performing Sales Organization survey. As a thank you for participating, you'll receive a free report summary.
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    Richardson Sales Enablement Blog

  • The Art of Asking Sales Questions to Engage Prospects

    Beth Eames
    29 Jul 2015 | 6:57 am
    The Art of Asking Sales Questions to Engage Prospects “If you fail to plan, you are planning to fail.” — Benjamin Franklin Salespeople who call on prospects or clients without well-researched, well-prepared sales questions are likely to walk away knowing little more than when they began. The four main objectives in any initial sales dialogue should be these: To establish yourself as a credible professional and partner by being prepared and thoughtful in the sales questions that you ask To seek to understand the prospect’s current situation, which includes an effort to validate what…
  • Aligning Key Stakeholders in Rolling out Global Sales Training Programs

    Rosalie Pope
    27 Jul 2015 | 5:41 am
    Aligning Key Stakeholders in Rolling out Global Sales Training Programs “Not invented here” is probably the leading challenge facing the rollout of global sales training programs. What happens in too many cases is that someone or some group in corporate headquarters says, “We need a training program for all our locations. We will develop it here, in our home country, and then roll it out around the world.” It doesn’t matter where that corporate headquarters is located. If a training program comes solely from any one place, the rest of the world will say, “That won’t work in our…
  • Three Easy Steps in Building your Mobile User Persona

    James A. Brodo
    23 Jul 2015 | 6:41 am
    Today’s blog post was exclusively submitted and written by The Online Expert Three Easy Steps in Building your Mobile User Persona The digital boom has helped marketing and sales reach new heights. From conventional print, radio, and television, to the viral, social selling activities, online marketing, and now mobile, the pattern of business development strongly suggests that it will follow the type of medium most used by people. Smart Insight reported that mobile marketing will be vital in the success of marketing and demand generation campaigns for businesses this year. However,…
  • Richardson Named to Selling Power’s 2015 Top Sales Training Companies List

    James A. Brodo
    20 Jul 2015 | 5:38 am
    For the Third Consecutive Year, Richardson has been Named to Selling Power’s 2015 Top Sales Training Companies List Philadelphia, PA—July 20, 2015 — Richardson, a leading global sales training and effectiveness company, announced that it has been included on Selling Power’s 2015 list of the Top Sales Training Companies for the third consecutive year. The Selling Power Top 20 Sales Training Companies list identifies leading companies that excel in helping sales leaders improve the performance of their sales teams. Selling Power editors say that the firms included on the 2015 Top Sales…
  • 5 Key Elements for Rolling out a Global Sales Training Initiative

    Rosalie Pope
    17 Jul 2015 | 5:21 am
    5 Key Elements for Rolling out a Global Sales Training Initiative I am an American who has lived outside the US for 27 years. I’ve worked in 42 countries, lived in the Far East for eight years, in Europe for the last 19 years, and am now based in the UK. At Richardson, Europe Limited, I am a consultant, facilitator, trainer, and coach. I work with European firms, FTSE 100 global companies, and many, many foreign subsidiaries of US companies around world. It is from this vantage point that I see how parent companies often approach the rollout of global sales training initiatives. Some get it…
 
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    Lattice Engines

  • Are You Ready for Predictive Marketing?

    Amanda Maksymiw
    29 Jul 2015 | 8:58 am
    Introducing Lattice’s Predictive Marketing Maturity Model A few weeks back I blogged about the difference between predictive marketing and a predictive marketing organization. This was to spur marketers to think past predictive as a singular use case and to focus on building a systematic or solutions-oriented approach to marketing as a whole. Why the difference? From our conversations with customers and prospects we’re learning that predictive is all about driving towards the goal of revenue predictability. This differentiation is really just step one to maximizing the effectiveness…
  • Customer Marketing Ideas: Tami Monahan Forman of Return Path

    Amanda Maksymiw
    24 Jul 2015 | 3:00 am
    “When done well, customer marketing benefits everyone.” For most organizations new customers represent less than 20 percent of total revenue, while existing customers drive the remaining 80 percent. So why aren’t more companies focused on customer marketing? To help drive focus on customer marketing, we connected with several leading practitioners and picked their brains on how to hire and lead customer marketing efforts. Check out the previous interviews here.  Here’s more about Tami: Tami Monahan Forman is the VP of Corporate Marketing & Communications at…
  • Customer Marketing Ideas: Jessica Cooper of Alfresco

    Amanda Maksymiw
    23 Jul 2015 | 3:00 am
    Customer success, customer marketing, customer experience, customer advocacy. These are just some phrases to describe the shift in focusing on the customer. For the past week, we’ve been all about customers and syncing up with experts in our network. See all of our interviews with customer marketing smarties here. Up next is Jessica Cooper of Alfresco. Here’s a little bit more about Jessica: Jessica Cooper is an Atlanta native and proficient in global strategic marketing and program management and has worked for multiple high technology companies in her career. She most…
  • Customer Marketing Ideas: Amy Bills of Blackbaud

    Amanda Maksymiw
    22 Jul 2015 | 3:00 am
    “It’s Evolved Marketing” Customer success and customer advocacy go hand in hand. We been syncing up with some of the best customer marketers we know to help share ideas and insights on making and keeping customers happy in order to achieve growth. See our previous interviews with customer marketers from Acquia, Egencia and Vision Critical and subscribe to our blog to ensure you see the next interview! Here’s a little bit about Amy: Amy Bills is director of customer marketing for Blackbaud, the leading developer of software that enables the missions of nonprofit…
  • The New Horizons of Predictive Marketing: What We Can Learn from the Journey to Pluto

    Amanda Maksymiw
    21 Jul 2015 | 10:21 am
    For the past week I haven’t been able to scroll through Twitter or Facebook without seeing a picture or two of Pluto, and the news is inundated with more stories from the New Horizons voyage. This exciting time in space exploration is history in the making and the story has been in development for a long time. For the past nine years New Horizons has been on its journey to reach a five-month-long flyby of Pluto and its moons. According to NASA, “the New Horizons mission will help us understand worlds at the edge of our solar system by making the first reconnaissance of the dwarf planet…
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    Grow My Revenue

  • Stop Begging For Business: Align Sales And Marketing For Today’s Customer

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

    Ian Altman
    22 Jul 2015 | 12:37 am
    As published on Forbes.com I received a cold-call this week that I just had to share. The caller, who I’ll call Ashton, called from a company that sells business development services to speakers and authors (like me). I’m sure they are a fine company. Perhaps he used slightly different words, but what I heard Ashton say was “We’re connected on LinkedIn, and I see you are a speaker. What’s the biggest challenge you’re facing and we can see how we might be able to do business together.” Perhaps you know people who take a similar approach when they call a potential client. Let me…
  • How To Attract A Merger, Or Acquisition

    Ian Altman
    14 Jul 2015 | 7:37 pm
    As published on Forbes.com I have the honor of working with many CEOs and managing partners to grow their business. As someone who successfully sold his companies years ago, I often get asked “What should we be doing to make our firm a good acquisition target?” Ironically, what you might think would be important, might not be the same things that the acquiring company would see as important. Keep reading if you want insight into how to attract a merger, or acquisition. The Big Mistakes When I ask CEOs what they think they need to do in order to be an attractive acquisition target, they…
  • Establish A Niche To Quickly Grow Your Business

    Ian Altman
    7 Jul 2015 | 9:30 pm
    As published on Forbes.com One of the most common complaints I hear from businesses executives is about the competitive nature of their business. They’ll often say to me “We offer the same service as our competitors. So, if we don’t offer the lowest price, we’ll be in trouble.” While on vacation in the United Kingdom, I experienced some businesses that figured out a way to establish a niche to quickly grow their business. How Businesses Can Stand Out In the UK’s Lake District, there are several quaint towns – Each with its own character. Some are for partying, and others for…
  • What To Do When Customers Only Care About Price

    Ian Altman
    30 Jun 2015 | 9:22 pm
    As published on Forbes.com Susan runs a successful business consulting company. She shared that while her top-line revenue has grown by almost fifty percent over the past two years, her net revenue or profit has grown less than ten percent. I asked Susan why her new business was less profitable than the prior business. Susan said “My clients keep pressuring us on price. We have to stay competitive, so even though we are doing more business, our margins are slim. I don’t’ know how long we can keep this up?” Susan overlooked an important lesson about when price matters most. In one of…
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    Base CRM Blog

  • Unlimited Stages In Your Sales Pipeline

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

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

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

    Tina Gholami
    17 Jun 2015 | 9:11 am
    First of all, a big thank you from all of us at Base to everyone who came to the Forecast Sales Conference last week in SF! It was great to hear about the latest developments in sales, and to learn from the top thought-leaders from every point on the sales spectrum. If you were unable to attend this year’s conference, check out what people thought at #Forecast2015 and keep reading as I break down the highlights of the day. “It’s not about Will.i.am and Hillary Clinton, it’s about learning.” These words by our CEO, Uzi Shmilovici, set the tone for a great day of learning about…
  • Set Bias Aside With Base Data-Driven Sales Forecasting

    Tina Gholami
    9 Jun 2015 | 11:00 am
    It’s hard to believe that three years has passed since we introduced Sales Forecasting, a premium feature for our Professional and Enterprise customers. Since then we’ve been working hard to improve the accuracy of Forecasts and remove the subjectivity from the forecasting process. Today, our Big Data team is proud to introduce two revolutionary Sales Forecasting features: Intelligent Close Date and Intelligent Win Likelihood. These intelligent forecasting features aim to help you and your team create objective data-driven forecasts. There’s no question that Sales Forecasting brings…
 
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    Velocify: High Performance Sales

  • 3 Things Lenders Should Do to Target Today’s Mortgage Buyer

    Chris Backe
    30 Jul 2015 | 6:15 am
    Are you doing enough to attract mortgage buyers in today’s market? As the summer mortgage season hits full stride there is a great deal of optimism about the housing market. Rates are holding steady, and still near historic lows, allowing first time mortgage buyers to afford more. In this new mortgage sales environment, the same old tactics won’t work. To successfully target first time home buyers and millennials, lenders need to change things up, because what worked for other generations may not work so well for this one. What follows is a short list of where to start: 1. Get Online…
  • 4 Technology Must-Haves for the Modern Sales Team

    Nick Hedges
    28 Jul 2015 | 6:15 am
    Today, many technology companies have a sales structure that includes a greater mix of inside sales professionals than outside sales professionals. While this trend is particularly dominant within the tech space, there is significant evidence that this shift is occurring much more broadly. In fact, a study conducted by Steve W. Martin, professor at the University of Southern California, found that 46 percent of sales leaders reported a move within their sales organization from field sales to inside sales. In this new modern sales era, CRM solutions are no longer enough. In fact, according to…
  • Infographic: Mind the Insurance Technology Gap

    Chris Backe
    23 Jul 2015 | 11:52 am
    There is a widening technology gap in the insurance market. In fact, Direct agencies lead adoption in four of six technology categories, leaving independent agencies in the dust, according to a new study, “The State of Techsurance 2015.” Independent agents run the biggest risk of falling behind in the market if they do not re-think how they use technology to gain competitive advantage. A new infographic summarizes key findings from our newest study, providing insight for agencies on what technologies provide the greatest return.
  • Study Reveals Strategies to Grow and Scale your Inside Sales Team

    Jorge Jeffery
    22 Jul 2015 | 6:15 am
    Find out what processes the fastest growing inside sales teams are using in this new study. Traditionally, sales has involved face-to-face conversations, but the world of sales is rapidly evolving. More often than not, your sales reps are interacting with buyers remotely. Adapting to this new way of selling isn’t easy. There are many challenges you face as a sales leader to build out a successful inside sales organization. To help, we decided to partner up with our friends over at the American Association of Inside Sales Professionals (AA-ISP) to better understand what really sets…
  • Dreamforce 2015: What You Need to Know

    Natalie Jacks
    30 Jun 2015 | 6:15 am
    Inspiration. Imagination. Innovation. It’s all inside Dreamforce – and it will be here before you know it! Have you registered? If not, visit Velocify.com/Dreamforce2015 for a discount code good for $100 off your registration. Dreamforce season is only just getting started, but we’re already excited for the big event. Whether you’re a seasoned veteran or it’s your first time attending, you’re guaranteed to discover something new at Dreamforce 2015. But you don’t have to wait until September – start your Dreamforce experience today! Here are a few tips to get you started:…
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    RAIN Selling Blog

  • 6 Ways to Build Client Loyalty

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

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

    15 Jul 2015 | 9:00 am
    Client loyalty is tough to earn. Fred Reichheld, author of The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year. It's not surprising. It isn't easy to achieve the highest levels of satisfaction and relationship strength needed to keep clients loyal at a higher clip than average. There's a lot of research out there supporting the link between overall client satisfaction after they buy and their loyalty. It's not, however, just about what happens…
  • Risky Business: 4 Areas Buyers Perceive Risk in Sales

    8 Jul 2015 | 9:00 am
    I worked with a company recently whose sellers had to drive their own demand. In one case, a seller engaged a buyer in a discussion about an opportunity, and the buyer was interested. They had a few meetings, but then the sale fizzled out. When the seller asked why, the buyer told him that they simply weren't going to pursue it further. The seller said to me later, "The business impact story here was tremendous; more than a 10 times return on investment was easy to see. That this sale didn't move forward...I can't believe they just didn't see it." We then talked to the buyer as a…
  • Take the New Survey: The Top-Performing Sales Organization

    1 Jul 2015 | 12:00 pm
    In this RAIN Group Center for Sales Research survey, we set out to answer the following question: What do the top-performing sales organizations—those with better proposal win rates, attainment of sales plan, and overall revenue growth—do differently than the rest? But we need your help. Please take 15 minutes to complete the Top-Performing Sales Organization survey. As a thank you for participating, you'll receive a free report summary.     Related StoriesWant Loyal Clients? It Starts in the Buying ProcessFree Ebook: The One Piece of Advice You Need to Exceed…
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    People First

  • Insight Alone Isn’t Challenging Enough

    Deb Calvert
    29 Jul 2015 | 6:30 am
    In selling, the latest rage is “customer insight.” Consider what leading sales experts have to say about this emerging essential. From Changing the Sales Conversation by Linda Richardson: “Client insight is a marketing term that refers to the data that is gathered about clients to predict their future needs and shape their current ones… You […]
  • For Leaders, What Does Caring about Others Look Like?

    Deb Calvert, President of People First Productivity Solutions
    27 Jul 2015 | 7:15 am
    I know a leader who doesn’t care about her staff. She genuinely believes that workplace relationships should be all business. She doesn’t talk about her family, her hobbies, her past or her personal life. She doesn’t ask others about theirs. She compartmentalizes her life, and she wishes everyone else would do the same. A few […]
  • The Importance of Asking Questions When Challenging Your Buyer

    Deb Calvert
    22 Jul 2015 | 7:00 am
    That’s a good question. These four little words are magic to my ears in any conversation. When someone replies to a question I’ve asked by saying “That’s a good question…” I know I’ve just added something of value, something they didn’t have before that moment. Usually, when someone pauses and says “That’s a good question,” […]
  • 5 Differences between Leaders and Parents

    Deb Calvert
    20 Jul 2015 | 6:45 am
    I know a leader who mothers and smothers the people she works with. She thinks she’s helping them, but she’s not. In actuality, she’s compromising their effectiveness. She’s popular with some employees because she “takes care” of them. The don’t make any decisions without consulting her first. They mistrust others who give them less “support” […]
  • How to Challenge Buyers without Pushing Them Away

    Deb Calvert
    15 Jul 2015 | 6:15 am
    Not all sellers are comfortable with the idea of challenging their buyers. For some, this discomfort stems from a preference for building relationships and currying buyer favor with a “nice guy” approach. For others, the idea of challenging a buyer seems disrespectful or overly aggressive. There’s a fundamental misunderstanding in both responses. Sellers who shy away from […]
 
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    Witty Blog

  • WittyParrot Now Available in the Oracle Cloud Marketplace.

    30 Jul 2015 | 5:00 am
    Oracle Sales Cloud Customers Can Use WittyParrot to Help Find Relevant Content Faster and Improve Efficiencies When Delivering Targeted Content to Prospects and Customers
  • 25 Best Social Recruiting Blog Posts

    27 Jul 2015 | 6:00 am
    This blog is a collection of 25 best blog posts on how social media influences job seekers as well as recruiters. 
  • Build Long-Term Relationships via Value Selling

    Guest Blogger Japjot Sethi
    10 Jul 2015 | 6:00 am
    This article is reprinted, with the author Japjot Sethi's permission, from the WittyParrot "My Best Tip for Sales Success" eBook published in May 2015.
  • Motivate People To Buy Now

    Guest Blogger David Ny
    8 Jul 2015 | 6:00 am
    This article is reprinted, with the author David Ny's permission, from the WittyParrot "My Best Tip for Sales Success" eBook published in May 2015.
  • Personalize Your Email Campaigns

    26 Jun 2015 | 6:00 am
    WittyParrot’s new automated email campaigns allow you to send one to one, individualized emails to your network. Unlike marketing campaign systems, WittyParrot sends emails directly from your email server. This keeps your messages out of spam filters and makes your audience members feel like you took the extra time to personalize their email and send it to them individually. You don’t have time to send everybody a personal email, but you can’t afford not to make your audience feel special- now you don’t have to choose!
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    xPotential Selling

  • How to Make More Money on Every Sale Starting Now

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

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

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

    Barrett Riddleberger
    9 Jun 2015 | 9:12 am
    Losing a sale can sting. Learning from it, however, can change the trajectory of your career. One of the most underutilized opportunities for growth is the “lost sale.” Failure to make a sale is common. Failure to evaluate why you lost a sale is foolish. To be clear, a lost sale means that you had … Continue reading 3 Pivotal Questions To Help You Benefit From Lost Sales →
  • Smart Salespeople Aren’t Afraid To Do This With Their Customers

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

  • Great Reviews for C Rice Global

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

    Danielle Cook
    21 Jul 2015 | 6:17 pm
    How To Answer The Most Common Interview Questions Can you estimate how many windows there are in New York City? Do you know how many cows reside in Canada? Chances are you don’t, and you will never need to. But, in reality any question can come up in an interview. Granted, these questions will likely be much more conventional than the previous examples, but you will still need to be prepared to answer anything that comes your way. Luckily, Forbes.com has put together  list of the 50 most common interview questions and has some advice on how to answer the most common interview…
  • How To Make More Car Sales

    Danielle Cook
    11 Jul 2015 | 11:39 am
    How To Make More Car Sales Every auto salesperson, no matter how successful they are all share the same burning question. They all want to know how to make more car sales. After all, the more you sell, the more you make, and there is always room for more. These tips will help to ensure that you will find those additional sales, and continue to grow your sales goals. Give customers lifetime value as well as immediate value. When a customer realizes that they are getting a good deal and a high value vehicle they will start to see long term benefits of a good decision. When they see their long…
  • Nationwide Car Sales Jobs

    Danielle Cook
    30 Jun 2015 | 5:04 pm
    Nationwide Car Sales Jobs C. Rice Global has several nationwide car sales jobs from dealerships now looking to hire automotive sales consultants. C. Rice has partnered with these dealerships to find the best candidates to fill the open positions. These are not simply jobs, but careers with lots of opportunity for growth, a high income potential, and terrific benefits. The positions are perfect for anyone with a general sales background, retail background, mobile phone sales background, veterans, recent college graduates, and anyone willing to work hard for a rewarding career. C. Rice Global…
  • Toyota of Olympia is Hiring Automotive Product Specialists

    Danielle Cook
    18 Jun 2015 | 1:32 pm
    Toyota of Olympia is Hiring Automotive Product Specialists. Looking for an exciting new career in the automotive sales industry? Toyota of Olympia is Hiring Automotive Product Specialists.  If you are interested in an exciting career with a high income potential, we are seeking you. Previous experience is not required. we are looking for career minded individuals who want to learn and succeed. As the nation’s top automotive recruiting and training company, C. rice Global has partnered with Toyota of Olympia to find the best candidates for the job. C. Rice Global will also provide a…
 
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    Salesjournal

  • How To Clear Your Mind And Your Inbox And Actually Take A Vacation

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

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

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

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

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

  • What Minions Taught Us About Sales

    admin
    29 Jul 2015 | 8:24 am
    The despicable creatures who made us go aww in wonder and shake a leg on the banana beat dance, also gave us a lot of take away apart from their life size spectacles and blue dungarees. To be precise on our learning and lessons from these cute little minions, yes, we are talking about what we as sales guys can trick out of them to facilitate smooth sales and carry a goggled looking bullet eyeWhat we loved the most about these insanely adorable creatures was their integrity and fellowmen ship. A army is never made of a single warrior what defines its strength is its unity and integration. Our…
  • Turning emails to lead generation tools

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

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

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

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

  • How to Keep Your Sales Emails from Going to Spam

    31 Jul 2015 | 6:00 am
    We know how important email marketing and follow up emails are, but there’s no point in crafting sales email subject lines and opening lines if the recipient never even sees your email! Focus on both value and email deliverability—implementing best practices to ensure your email ends up in recipients’ inboxes as opposed to their spam folders. Here are a few tactics you can use to give your email a fighting chance at landing in the primary inbox!
  • Reader Q&A: How to Keep Deals from Stalling

    29 Jul 2015 | 5:59 am
    Deals have an uncanny way of stalling after the demo. When salespeople follow-up with prospects, they lead with the same old tired questions, “Have you made a decision? Where are you guys in the process of coming on board?”
  • 6 Conversion Rate Optimization Tips to Enhance Your Landing Pages

    27 Jul 2015 | 6:00 am
    How can you enhance your site's landing pages to turn more prospects into qualified leads? We recently attended Unbounce's Conversion Road Trip Chicago and learned a lot about enhancing landing pages from conversion rate optimization experts Oli Gardner, Michael Aaagaard, Angie Schottmuller and David Kadavy. Here are six of the most important lessons we took away and how you can implement them on your own site.
  • Why Creating Gated Assets Is Important

    24 Jul 2015 | 6:00 am
    Are you using your blog posts to funnel readers to a gated asset or downloadable offer and capturing their information? If you’re not capturing that lead, then you’re wasting your time on blogging. You’re right, blogging isn’t solely meant for lead capture. It also provides value to your audience, builds brand awareness and helps improve your organic ranking. But if you’re not capturing the traffic that’s driven to your blog through all of your content marketing and social media marketing efforts, you’re missing out on a great opportunity.
  • 10 Sales Email Subject Line Best Practices

    22 Jul 2015 | 6:00 am
    You spend a lot of time crafting your sales emails to be well written and effective. But what if those emails never get opened? That’s where subject lines come in. If you can craft a subject line that captures your recipient’s attention and piques his or her interest, your hard work will pay off. It’s an incredibly important aspect of the sales email, as 35% of email recipients open email based on subject line alone and 69% of email recipients report email as spam based solely on the subject line. 
 
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    CRM in Outlook to Help Businesses Grow

  • The Importance of Positivity in Business

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

    avadminwp
    21 Jul 2015 | 8:40 am
    At its core, customer relationship management is a strategic approach to understanding, measuring, and extending the customer-business lifecycle. As much as it involves technological innovation in the way customer transactions are monitored and in the way sales teams perpetuate the use of new data, CRM is typically implemented by mid to upper-level managers whose main concern is profit, which is sometimes treated as an outlying force that is disconnected from the subtle intra-business communications and interactions that make it possible. Profit is important. But there is something even more…
  • Treating CRM As a Business Strategy

    avadminwp
    12 Jul 2015 | 8:20 pm
    Customer relationship management is often discussed as a technological solution to an essential business problem: How do I make my customers happier and keep them with my product longer? The discourse often turns to the newest applications and software advancements that make it easier to obtain business insights, blend workflows, and keep salespeople focused on maintaining relationships rather than on tracking the metadata associated with customer interactions. But CRM doesn’t just comprise the fancy technology–it’s also the business strategy that demanded the software in the first…
  • Why is CRM Software Sometimes Difficult to Implement?

    avadminwp
    29 Jun 2015 | 8:24 pm
    A strong customer relationship management (CRM) system is often an indicator of a business that is highly efficient. Why? Because data in such a system is so cleanly kept that it can be analyzed and fed back to people responsible for selling a product. And good selling can be boiled down to three things: Utility to the customer Fulfilling your product’s promise Establishing trust From the moment that a salesperson establishes contact with a new lead, data is generated that is relevant to future business, including all the nuances that help you establish trust. How does your potential client…
  • Convention Selling — Swag That Will Turn Heads

    avadminwp
    21 Jun 2015 | 8:28 am
    The conference is coming up and your team is finalizing the game plan to hype your brand to the perfect crowd. Bad Idea Steve suggests the innovative idea of handing out logoed pens to the unsuspecting conference attendees. The question: What is the right amount of awkward silence for this kind of meeting? Is your eye twitching because of rage or caffeine? In order to keep the Bad Idea Steves from ruining a potential smorgasbord of conference leads, you need to take action fast. With a little good advice and a small investment of creative funds, you can end up being the talk of your…
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    Business & Personal Growth Tips

  • GE 103: How Adam Fleischman Built Umami Burger & 800 Degrees Pizza Into Thriving Restaurants That Generate $70M A Year

    Eric
    29 Jul 2015 | 6:30 am
    Hi everyone, today we’re talking with Adam Fleischman, a self-taught food innovator and entrepreneur who’s founded Umami Burger and 800 Degress Pizza, both of which I really love. (He also made Fast Company’s Top 100 list for creative people in business.) Today we’ll talk about the struggles Adam faced with growing his restaurant business to $70 million per year, and how he uses physics to make better business decisions. Background -> Passion -> Business Adam started out his career by studying liberal arts, and then by came to LA to work in different jobs to try…
  • GE 102: How Ankur Nagpal Made 7 Figures Selling Facebook Quizzes & Grew Online Education Platform Fedora from 3 to 12,000 Teachers Quickly

    Eric
    27 Jul 2015 | 6:30 am
    Hi everyone, today we’re taking to Ankur Nagpal, founder of Fedora. Fedora’s an online tool that lets you create beautiful classes and schools, put them on your website or any url, and takes care of the file hosting for you. But before Fedora, he started a million dollar business in college just from creating Facebook quizzes. What Do You Do When You’re 18 Without a Fake ID? Start a Business. After Ankur moved to the US for college, he found himself with a lot of extra time on his hands the summer after his Freshman year… he didn’t know many people…
  • GE 101: LessAccounting Owner Allan Branch on the Bookkeeping Mistakes Most Startups Make

    Eric
    22 Jul 2015 | 6:30 am
    Hi everyone, today we’re talking to Allan Branch, Owner of LessAccounting. Allan’s got an interesting background in marketing and design that led to freelance designing and web consulting that eventually evolved into an accounting software that’s remained strong over the years despite it’s slow initial growth. What LessAccounting Is LessAccounting is a SaaS product for business owners that hate accounting… which is almost every business owner. It’s not like QuickBooks, in that it’s got an easy-to-use interface, and it’s meant for businesses who…
  • The Numbers Behind Entrepreneurial Growth Worldwide [INFOGRAPHIC]

    Eric
    21 Jul 2015 | 9:00 am
    Despite the fact that the U.S. economy has been growing steadily since 2009 (as measured by gross domestic product adjusted for inflation), some studies suggest that 59% of entrepreneurs believe that it is harder to open and run a business in today’s economy than five years ago. But are these “Debbie Downer” predictions accurate? Does the economy, the challenge of finding new customers, and pressure from direct competitors actually make business-building harder today than during the country’s Great Recession? If you take…
  • GE 100: Derek Halpern Drops Knowledge On How He Built A 300,000 Subscriber E-mail List

    Eric
    20 Jul 2015 | 6:30 am
    Hi everyone, today I’m talking to Derek Halpern of Social Triggers, a popular online marketing blog. In today’s interview, we talk about how Derek went from being a celebrity gossip columnist to a corporate employee in a Fortune 100 company, to striking it out on his own again as an entrepreneur and the content strategy he used to grow Social Triggers from nothing to 70,000 subscribers in just 16 months. (Today his website claims 300,000.) An Online Ad Sparks College Entrepreneurship When Derek was in college, he was a fan of a website of a guy around the…
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    SalesTactics.org

  • SaaS Sales Problems

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

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

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

    Jason Kanigan
    6 Jun 2015 | 10:25 am
    What is a funnel? In sales and marketing terminology, a funnel is a series of steps to filter and bring your many prospects to becoming a few qualified buyers. That's it, at the funnel's most basic level. We can add… Continue Reading → The post What Is a Funnel? appeared first on SalesTactics.org.
  • Expanding Your Influence [Business Newbie Guide Part 5]

    Jason Kanigan
    3 Jun 2015 | 8:14 am
    Expanding your influence is a key factor in increasing your business. If no one knows who you are, or what problems you solve, they won't know to get ahold of you for help. This is why those who jump from… Continue Reading → The post Expanding Your Influence [Business Newbie Guide Part 5] appeared first on SalesTactics.org.
 
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    CustomerCentric Selling® Sales Training Blog

  • Sales Tips: What Happens When Inmates Get the Keys?

    28 Jul 2015 | 1:21 pm
    Sales Tips: What Happens When Inmates Get the Keys? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net There is an enormous spectrum of selling approaches and skills being used in B2B sales today. It is disturbing to me that this statement applies within many companies. How odd would it be if members of a vendor’s accounting or manufacturing staff were given the latitude to get creative in how they performed their jobs? Chaos would reign. Bankruptcy would loom. Having owned the keys to…
  • Sales Tips: Another Way to Engage with Senior Executives

    23 Jul 2015 | 5:00 am
    Sales Tips: Another Way to Engage with Senior Executives By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company Image courtesy of Vichaya Kiatying-Angsulee at FreeDigitalPhotos.net Are you having difficulty engaging with the senior executives you would like to speak with? If so, here is something you can immediately put into action to improve your engagement rates. If you weren’t already aware, the most effective means of engaging with a senior executive with whom you want to speak to is through a referral or an introduction from…
  • Sales Tips: How to Make the Most of Your 168 Hours

    22 Jul 2015 | 5:00 am
    Sales Tips: How to Make the Most of Your 168 Hours Every Week By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Hin255 at FreeDigitalPhotos.net Time is a precious commodity for everyone. It’s especially critical for sellers to make good use of their time. They’re under pressure to achieve revenue targets each quota year. As sellers become more competent they understand the difference between activity and progress. They start more stringently qualifying “opportunities.” At a high level, one of the primary responsibilities…
  • Sales Tips: Buyers Are NOT Always Right?

    19 Jul 2015 | 7:26 pm
    Sales Tips: Buyers Are NOT Always Right By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net When I started in Sales, a common phrase was that "the customer/buyer is always right." While I’ve always believed sellers should respect buyers, nobody I know is right all of the time. I’d like to share a situation where it was appropriate to challenge a buyer’s opinion. Several years ago a new CCS® Business Partner asked me to make a call with him on a VP of Sales that he had known a long time. He felt…
  • Sales Tips: How to Avoid Slide Decks Executives Despise

    15 Jul 2015 | 5:00 am
    Sales Tips: How to Avoid Presentations Executives Despise By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net It seems incredible to me, but when invited to make a presentation to a group of people, most salespeople get very excited, download the latest standard slide deck and think their presentations will go well. They fail to realize that an introductory presentation is actually a sales call that should have a brief company introduction, some potential issues the prospect is facing and a high…
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    Pipeliner CRM Blog

  • The 15 Minute Meeting: Improve Sales Results with Shorter Prospecting Calls

    Dimitar Popov
    30 Jul 2015 | 10:00 pm
    Long meetings that drone on are rarely productive. This is especially true when having an initial meeting with an unqualified lead. Unlike an actual selling conversation, a prospecting or qualifying conversation needs to be short and to the point. You just got a referral from a client or an inbound lead that came from your […] The post The 15 Minute Meeting: Improve Sales Results with Shorter Prospecting Calls appeared first on Pipeliner CRM Blog.
  • How to Converse with Prospects Without Sounding “Salesy”

    Lori Richardson
    30 Jul 2015 | 2:08 am
    There is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. Asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. The goal here is to […] The post How to Converse with Prospects Without Sounding “Salesy” appeared first on Pipeliner CRM Blog.
  • New! Unique Pipeliner CRM Feature: Sales Stage Checklists (To-Do’s)

    Radoslav Ciglansky
    29 Jul 2015 | 8:05 pm
    Executing the right sales activities at the right time is the hallmark of successful sales teams. With the latest Pipeliner CRM Software release, Pipeliner keeps salespeople focused and on task. You now have an optional way to augment each Sales Stage in your Pipeline with our new feature — a Checklist of Sales Activities (To-Do’s) […] The post New! Unique Pipeliner CRM Feature: Sales Stage Checklists (To-Do’s) appeared first on Pipeliner CRM Blog.
  • The Power of Empathy in B2B Sales and Marketing

    Matt Heinz
    28 Jul 2015 | 8:08 pm
    Your B2B sales prospects don’t want to hear about you.  They want to hear about themselves.  We all do. They don’t necessarily need compliments and platitudes.  But they do want to know that you understand their issues, their needs, their priorities. You may or not have a solution for them, that they need right now. […] The post The Power of Empathy in B2B Sales and Marketing appeared first on Pipeliner CRM Blog.
  • What to Ask Salespeople in a Job Interview: Andy Paul Talks with Jill Konrath

    Alyson Stone
    28 Jul 2015 | 7:43 am
    Editor’s Note: As part of our ongoing Sales Innovators Interview series, we are very pleased to include video interviews of eminent sales leaders by Andy Paul. Andy is a sales acceleration expert and sales strategist, and is the author of the best-selling sales books, Amp Up Your Sales: Powerful Strategies That Move Customers to Make […] The post What to Ask Salespeople in a Job Interview: Andy Paul Talks with Jill Konrath appeared first on Pipeliner CRM Blog.
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    CloserIQ

  • How A Good, Persistent Followup Can Work For You

    David Greenberger
    30 Jul 2015 | 6:30 am
    This post was originally published on David Greenberger’s sales blog. Photo Credit: Pixabay A little story: In 2008 I had no money. I was living in a 10-person apartment in Chinatown, NYC. It was everything I could do to get my rent under $1000/month. I had my first real job out of school: cold calling gyms and health clubs. And I was looking to make and save money in any way possible. My company was called Gymticket.com and I was selling gyms $5 leads of people interested in a free one-week pass to their club. Being the resourceful entrepreneur that I am, I decided that through this…
  • How Providing Qualitative Support Improves Sales Team Performance

    Justin Welsh
    28 Jul 2015 | 6:30 am
    This is a guest post by Justin Welsh, the VP of Sales at PatientPop Inc. — the first all-in-one practice growth platform for healthcare providers. Their web based marketing tools are transforming the way every doctor promotes and advances their practice. Photo Credit: StockSnap.io A good sales manager knows that to ensure their team is working at a certain caliber they have to track performance using quantitative metrics. A great sales manager recognizes that providing hands-on support with qualitative measures is just as vital as the numbers. In my case, I use Monday morning meetings as an…
  • 16 SaaS Experts You Need To Follow On Twitter

    James Meincke
    23 Jul 2015 | 6:30 am
    Photo Credit: Flickr (Shawn Campbell) You can find a lot of buzz about SaaS and sales on Twitter, but it’s easy to get lost. If you’re trying to follow SaaS authorities, then look no further! We’ve created a list of some of our favorite experts – from startup founders and venture capitalists to inside sales pros – that have a great presence on Twitter. These experts may vary in their background but what they have in common is they share quality content and insights with the startup community (or they’re just really funny).   Jason Lemkin @jasonlk Jason Lemkin is a partner at…
  • 5 Halftime Speeches From Top Sales Coaches

    Jeremy Boudinet
    21 Jul 2015 | 6:30 am
    This post was originally published on Ambition, a sales operations platform that drives CRM adoption, KPI performance, team accountability and cultural alignment. Photo Credit: StockSnap.io Ever had a manager or coach give a speech that resonated more powerfully than most? The answer, of course, is yes. The best speeches combine passion and insight to drill into our psyche and dig out new levels of energy, savvy, and determination. It’s halftime of 2015. Your sales team just finished a quick 4th of July breather. With half of the year behind you, now is the perfect opportunity to give…
  • How To Build A Sales Development Team

    CloserIQ
    16 Jul 2015 | 6:30 am
    This is a guest post from Building The Sales Machine, a platform and event series designed to help and connect people who are building sales teams, sales operations, and revenue operations mainly within startups.  You’ve decided to start a lead gen team to help make better use of your closer’s time, but now what? While bringing SDRs on board is very simple in theory, the reality is that it’s complicated to coordinate and incentivize two or more teams in a rapidly changing startup environment. Here are some basic tips to get things started on the right foot: Set clear expectations by…
 
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    QuotaFactory

  • How SDRs can Qualify Leads Without Using BANT

    Kim Staib
    31 Jul 2015 | 6:00 am
    I have been a client success manager for over a year now and I’m still running into sales professionals discussing BANT. I’ll be open when saying that has become the bane of my existence. There are pieces of BANT that are valuable but despite how good the lead is from your sales development rep, chances are that one or more of these components will be missing. So I began thinking – what is it I really want to know when I’m reviewing a lead from one of my sales reps, and how do I communicate that to a client to get them to modify their opinion of “BANT qualified?” I’ve been…
  • The Value of Key Performance Indicators for Tracking Sales Growth

    Colleen Francis
    29 Jul 2015 | 6:00 am
    Sales Wars is pleased to bring you a guest blog post from Sales Jedi Colleen Francis, best-selling author and founder of Engage Selling.  Too often when looking at a sales team’s success, managers only focus on the actual sales — aka the closing of the business. Of course this is important, but the sale is a lagging indicator. If you have no sales closing today, it indicates that your team hasn’t been performing well for months. By the time you’re at the stage of no business, you’re already well into trouble. In fact, you’ve reached the point of no return. So how, as sales…
  • 7 Issues that Affect Sales Campaign Success

    Craig Ferrara
    27 Jul 2015 | 6:00 am
    For the last 13 years I would argue that every single campaign we’ve run is different than the rest, very few are exactly alike. While there may be many similarities, we’re always faced with some kind of unique challenge. Believe me, the differences are something we’re passionate about taking on with everyone of our clients…otherwise we would have run for the hills long ago. We could be calling on the same product that we have in the past, with similar messaging and end up seeing an entirely different result. I understand it makes sense to go back to the well on the things that have…
  • 3 Signs You Need a Sales Development Process

    Paul Alves
    24 Jul 2015 | 6:00 am
    Fourteen years ago my business partner and I identified a big problem with many sales/marketing teams.  A gap existed between the two that was dramatically affecting the productivity of both teams and as a result, the growth of the organizations whose teams had this dysfunction. Over the years the problem has been identified by the sales and marketing community as a whole so many organizations have attempted to address this issue with limited or little success. The gap to which I refer is the Sales Development function.  The function which qualifies MQL’s  generated from marketing as…
  • 4 Foolproof Must-Haves for Great Sales Performance

    Pipeliner CRM Team
    22 Jul 2015 | 6:00 am
    The intense, focused effort expended by sales managers, sales consultants, sales bloggers, sales authors, and sales trainers is aimed squarely at one thing: the steady and successful performance of the sales force. It is obviously of prime interest to any company. Nobody could possibly cover everything there is to know about such a subject in one article. But here are four key elements which, if implemented, will mean that a sales force is at the very least moving squarely in the right direction. Some of these factors may seem like “givens”—but don’t brush them off. Have a look at…
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    LiveHive

  • 7 Things I Learned from Inside Sales Boot Camp with Sally Duby

    Jennifer Dignum
    29 Jul 2015 | 11:50 am
    I attended my first boot camp this morning.For nearly an hour, Sally Duby, sales expert and GM for The Bridge Group, Inc., led participants through a high intensity fitness program that stretched all of our prospecting muscles to the fullest. Well, the boot camp was actually an online sales webinar, but Sally delivered a total “sales workout” that included core exercises and training to improve every part of the sales organization, such as:Creating a more aligned sales and marketing partnershipImproving lead processesDefining a contact modelRefining sales qualification…
  • Simple Ways to Make Your Sales Shape Up a Team Effort

    Jennifer Dignum
    26 Jul 2015 | 7:52 pm
    #FitTips4SalesFitness experts say working out with a partner increases your chance of success. When you set up an exercise program with a friend, you’re more likely to stick with it – plus it’s more motivating and fun! It’s a great way to connect and do something healthy at the same time.Getting the whole team involved in a sales shape up plan can also be a great way to strengthen relationships while building better sales processes. Top sales leaders know that it’s essential to understand performance (successful or not) in order to mentor and develop the team.Some tips to get your…
  • The Lazy “Sales” Days of Summer

    Suresh Balasubramanian, CEO
    21 Jul 2015 | 9:38 pm
    As we approach mid-summer, many people – myself included – are taking time away from the office for family vacations or long weekend getaways. This downtime is vital to our health and productivity. Research shows that downtime replenishes the brain and spurs creativity.For sales people who feel that they always need to stay “on” for customers, taking a real break can seem challenging. How can you nurture prospects? Can you afford not to engage with prospects while you’re on vacation? What if you miss an opportunity?New sales analytics and automation capabilities are giving sales…
  • Three “Smarter” Choices to Help Shorten Your Sales Cycle

    Jennifer Dignum
    19 Jul 2015 | 7:18 pm
    #FitTips4SalesIf you want to shape up, you need to make smarter choices. It’s no different for sales. By swapping out some poor behaviors with good ones, your sales team can get an immediate fitness boost. In fact, by making just a few small changes, new research shows that your sales team can shorten sales cycles up to 18% and increase lead acceptance and conversion rates.Here are three “smarter” sales choices that have been proven to deliver big sales results for today’s organizations:#1. Automate routine tasks!Take a look at the routine tasks that are eating up all of your team’s…
  • Don’t Reinvent the Sales Wheel

    Jennifer Dignum
    15 Jul 2015 | 5:20 pm
    LiveHive’s Email Templates and Group EmailI’ve already shared how customers use LiveFeed, our top prospect ranking, and our content engagement analytics.I thought today I would share with you some feedback our customers have been giving us on why they love email templates and group email capability so much:“It puts back time in my day.” With the ability to send one email to a group of people, it’s like giving them back precious minutes to further prospect. A recent Aberdeen Group study found that 75% of best-in-class sales organizations use templates for specific selling…
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    Don on Selling

  • From IQuantum Digital, 15 Digital Marketing Tips and more

    DononSelling
    28 Jul 2015 | 11:39 am
    Want a quick lesson on the key tips you need to create an effective digital marketing plan? Check out IQuantum Digital’s presentation offering 15 Digital Marketing Tips on YouTube. Here are some key takeaways – 1). Look at your website first to see if you are attracting enough traffic and obtaining good qualified leads. 2). Examine your social media sites, including Twitter, YouTube, Facebook, etc. and ask yourself – Do you need them? Which ones do you need? 3) Do you have Consistent Branding across the board? 4). How many unique visitors are coming to your website per month? 5).
  • What are some key Cold Calling Techniques?

    DononSelling
    27 Jul 2015 | 8:15 am
    While some sales experts argue that cold calling is dead, I believe that cold calling is very much alive and well – and needed, if you are going to increase your sales. While it’s great to receive inbound calls, or make warm calls to prospects who are already familiar with your company, at the end of day, you have to make your share of cold calls in order to survive. Gavin Ingham, sales motivational speaker, argues that cold calling will make you feel more control of your destiny and more empowered. I agree. Sure, you can sit around waiting for the phone to ring. But really, is…
  • 3 Tips for building Trust and Rapport

    DononSelling
    24 Jul 2015 | 5:05 pm
    Michael Bernoff, a sales and business coach, makes 3 key arguments about developing better trust and rapport over the phone with prospects – 1). Tone matters – are you excited when you are on the phone, or do you sound exhausted? I once received a phone call from a sales person who was selling financial services. He sounded very exhausted and I could tell that he had been making too many phone calls. I advised him to take a break, drink some water and relax for a few minutes. He told me he couldn’t because he was required to make between 80 to 100 calls a day! I told him good luck…
  • Interesting Song – “Sell it All” by Kelly Anne Howard

    DononSelling
    19 Jul 2015 | 7:41 am
    I came across this song on YouTube that I would like to share with you. It’s called “Sell it All.” It is written and performed by Kelly Anne Howard, a musician and designer. From a sales point of view, we would all love to sell it all. And on the surface, maybe you could interpret this song like that. But the song has an almost hypnotic quality to it. Is it criticizing rampant consumerism? Is it a commentary of today’s disposal here today, gone tomorrow attitude? Is it condemning sleazy sales tactics with offers of guarantees? You be the judge. Please let me know what you think.
  • How do you handle Rejection in Sales?

    DononSelling
    18 Jul 2015 | 5:26 am
    Rejection. We all face it. Your girlfriend rejects you. Your favorite college rejects your admissions application. Your bank rejects your car loan. In sales, we all know so well what rejection is. We deal with on a daily basis. You make phone calls, send out emails, mail out marketing pieces, and leave voicemails, and what do you get for your efforts? Rejection. Well, most of the time. Sometimes you do get some wins – some orders or sales. As a result, you are motivated to move forward. But after receiving rejections on a daily basis, you are bound to become frustrated and angry. However,…
 
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  • 5 Ways To Prevent Sales and Marketing Mishaps

    Dan Thompson
    29 Jul 2015 | 1:33 pm
    Sales and Marketing. The two should go together like peas and carrots, but sometimes it tastes more like pickles and ice cream. This article outlines some of the common mishaps that can occur between even the best of sales and marketing teams, and what to do about them once they’re identified. A brief word of caution – don’t assume these mistakes don’t occur in your own organization. Even the most finely tuned sales and marketing machine needs regular maintenance, and keeping these pitfalls top of mind may prevent it from going unchecked and falling into disrepair. Over-Reliance on…
  • Why Did 33% of Prospects Reply to This Cold Email?

    Mohit Garg
    27 Jul 2015 | 1:38 pm
    Editors Note Guest Post by Mohit Garg, co-founder and chief customer officer of MindTickle Cold emails have earned a bad reputation. Prospects see them as a nuisance, and most just hit delete without even a casual read. Even when the message is highly targeted, the open rate ends up being less than 10% on average. I call it the “Rhino effect”. Most of us have developed a thick skin over the years as a result of the constant barrage of irrelevant email. Not willing to settle for “status quo”, we worked hard to crack the code of email copy that would put a smile on our prospect’s…
  • Persistence vs. Harrassment: Community Roundup July 24th

    Jessie Barnes
    24 Jul 2015 | 1:20 pm
    Happy Friday Sales Hackers! Cheers- You’ve made it through another week! I’ve put together some of the highlights from our LinkedIn Community this week. We round up the best content that we can for the blog, but we’ve realized there are so many good discussions going on in our community that we don’t want overlooked! Please let me know if you have any feedback, or have something to contribute to next weeks Community Round Up. I look forward to hearing from you! Enjoy the weekend… you earned it! Best, Jessie Barnes This Week’s Question: Clark Kasheta: I am a firm believer…
  • How to Be a Championship Sales Coach

    Richard Harris
    22 Jul 2015 | 11:32 am
    One of our favorite daily emails (that we actually read) is The Harvard Business Review Management Tip of The Day. At least 60% of them are very relevant to what we have experienced as sales managers or see our clients experiencing in their realm of sales leadership. In fact, one of their most recent tips struck a chord with us and we felt it so compelling we thought it deserved additional attention. We know as sales leaders it is a lot about the numbers. However in the 21st century it’s no longer just about the numbers. “Dials! Talk-time! Dials! Talk-time!” are no longer the only…
  • How To Avoid SDR Burnout Q&A

    Jessie Barnes
    20 Jul 2015 | 12:23 pm
    Editors Note: Panelists Jon Birdsong, Ralph Barsi, and JM Hood from the How To Avoid SDR Burnout Webinar answer questions on the topic. 1. What types of follow-through steps would you take if a SDR is not meeting metric expectations? Jon Birdsong: First step is to be very proactive and monitor performance weekly. The worst is not communicating with the rep when they are underperforming. Many managers throw them on the chopping block with mismanaged expectations and a lack of communication. Follow-through steps include: questioning them about their performance so they understand why they are…
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