Sales

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  • Get a Call Back This Week for Halloween

    Score More Sales
    Lori Richardson
    27 Oct 2014 | 4:56 am
    Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply? Sure, it’s very possible your buyer just really isn’t into you – or your products and services. On the other hand, they just might be really busy and need a gentle reminder that you can help them solve their issues or help them accomplish something they want and need in their career or company. The month of October – and especially THIS week is a great time in North…
  • What 200 Calories of Your Favorite Halloween Candy Looks Like

    Salesjournal
    caitlinhoward
    30 Oct 2014 | 11:26 am
    By Paige DePaolis (The Huffington Post) Just because it’s Halloween, doesn’t mean we should give into every temptation. Take a minute to read this article before you open up your next piece of candy. You might be surprised just how many calories you’re consuming. What 200 Calories of Your Favorite Halloween Candy Looks Like 
  • Lead Response Arms Race: Ready, Fire, Aim.

    Inside Sales Experts Blog
    2 Oct 2014 | 4:41 am
    Lead response time is a hot topic lately. Companies have published research highlighting findings such as ‘calling inbound leads in under a minute delivers 3-4X conversion rates’ and ‘calling within 5 minutes vs. 30 minutes drops the odds of qualifying by 21X.’ I believe those studies are well done and their findings are true. But the question remains: for those of us with fairly complex B2B sales processes, do they matter?  My hypothesis is that contact and conversion rates rarely equal quality of conversation (and ultimately revenue). I see two big problems in…
  • The Walking Dead Marketing Tactics: 13 Outdated Tactics We Should Bury for Good

    OpenView Labs
    Jonathan Crowe
    29 Oct 2014 | 7:00 am
    13 of today's top marketers let loose on the tactics they wish would go bump and disappear in the night. via OpenView Labs ↬ The Walking Dead Marketing Tactics: 13 Outdated Tactics We Should Bury for Good
  • 5 Tools I Wish I Had When I Became a Sales Rep feat. @MarkRoberge

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

  • 2015 Annual Sales Kickoff Meeting Planning Guide - New Themes, Agenda Ideas and Best Practices

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

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

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

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

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

  • 3 Reasons to Keep Refining Your Company Digital Brand

    Lori Richardson
    30 Oct 2014 | 7:30 am
    Is your company’s virtual presence as robust as it is in person? Knowing that your online brand exists through whatever is written and posted about your company online – does it represent how great your business is? Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Midsized companies who have not invested in resources to enhance and improve your online brand are leaving money on the table. Big money. Company executives tell me they are moving too fast to stop and improve their image online. Here are three reasons you…
  • My Sales Horror Story

    Lori Richardson
    29 Oct 2014 | 4:23 am
    I was sure-footed and confident as I arrived and then waited outside a meeting room at my client’s office. They were having an annual type of planning meeting and the executives of the company – a manufacturer – had flown into this regional office. My contact arranged a meeting for me with the division president, CEO and others to discuss the idea of rolling out a training program nationally. I’d met with my contact who loved the results of our program for them and he’d coached me with an overview of the company and all the players in hopes that we could roll it…
  • Get a Call Back This Week for Halloween

    Lori Richardson
    27 Oct 2014 | 4:56 am
    Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply? Sure, it’s very possible your buyer just really isn’t into you – or your products and services. On the other hand, they just might be really busy and need a gentle reminder that you can help them solve their issues or help them accomplish something they want and need in their career or company. The month of October – and especially THIS week is a great time in North…
  • 3 Ways IBM Watson Will Solve World Business Issues

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

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

  • Trick or Treat? Dreamforce Goodies for B2B Marketers

    Rebecca Bell Ellis
    22 Oct 2014 | 8:42 am
    Note from Nancy: In case you missed it, we sent our a Dreamforce wrap-up and cool tool report in our newsletter this Sunday. In today’s blog post,  Rebecca Bell Ellis weighs in on the goodies she found at Dreamforce. Rebecca is a Sr. Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. - This week I’m at the CEB conference in Vegas (yes, I know, but somebody has to do it). Follow me on twitter @sellingtools to hear what’s happening at the…
  • Save Some Walking at #DF14: Walking Trail of Must-See Tools #Infographic

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

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

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

    Nancy Nardin
    8 Sep 2014 | 7:00 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview Umberto Milletti, CEO of InsideView. Nancy: What does InsideViewdo? What problem/s are you solving for sales and/or marketing organizations? Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. In today’s world, companies need to develop targeted, engaging…
 
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    Jill Konrath's Fresh Sales Strategies

  • A Simple Strategy to Increase Win Rates

    29 Oct 2014 | 6:52 am
    What would it take for you to double or even triple your win rates? According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account. Can it really be that simple? Not exactly ... Winning isn't simply a function of having lots of LinkedIn connections. It requires a well-thought-out strategy. If you're only well connected to one or two people at a company, you're vulnerable if something happens to them. Also, since most decisions today involve 4+ people, it's essential to establish relationships with all of…
  • Powerful Sales Brain Trust Speaks on #1 Competitive Edge

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

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

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

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

  • How to Use Segmentation to Revive Zombie Leads

    Orinna Weaver
    30 Oct 2014 | 8:00 am
    Your CRM system contains hidden opportunities that you may not be aware of. Finding and capitalizing on these leads will save considerable resources and reduce the need and frequency with which you invest in new data. This is increasingly important as marketers are pressured to stretch their marketing dollar to improve ROI. Carving New Segments Rethinking your leads in their respective segments will provide new ways of looking at unique insights on your prospects. You can use a data segmentation tool to create different recipes of attributes that represent your best customers. Segmentation…
  • Are Content Marketing and Social Media the Same? An Interview with Joe Pulizzi of CMI

    Neha Jewalikar
    27 Oct 2014 | 8:10 am
    As content and social media become increasingly important, it’s critical to understand the role they play in the modern marketing mix. To better understand their relationship, we sat down with Joe Pulizzi, founder of the Content Marketing Institute. How did you go about building a unique channel strategy? Do specific types of content perform better on one channel than another? The key is to ask “Why?” you are in each channel from a business perspective. If you don’t do this, you’ll end up producing content for a myriad of channels without a real purpose behind it. I come from…
  • The Modern Marketer’s Guide to Buyer Personas

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

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

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

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

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

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

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

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

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

  • Sales Management III - What Works

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

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

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

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

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

  • The One Question that Will Solve Every Sales Problem You’ve Ever Had

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

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

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

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

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

  • 8 Tips-Administrative Assistants and Getting to the Decision Maker

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

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

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

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

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

  • Outbound Prospecting Benchmarks for 2015

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

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

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

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

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

  • How Do You Install an Intercom System?

    John McKartey
    26 Oct 2014 | 11:31 pm
    You’ve just forked out quite a large chunk of change on an alarm system that comes with all the bells and whistles but you have no idea how to get it installed – what do you do? This is quite a common problem when it comes to alarm systems as they can be very complicated and confusing, especially if you are going for a regular intercom system or video intercom system. These have to be hooked up pretty good and everything has to be tip top if you want it working to the best of its ability to safeguard your home. So how do you do it? A Great Site to know more information on how to…
  • Where Ever You Are

    John McKartey
    27 Jul 2014 | 5:08 pm
    If your planning has been denied then you have around a month to get back in there and make planning appeals, in doesn’t matter what state you are in this generally means getting involved with the state government appeals tribunal, get advice from your local council on how to go about this or hire a company that will do all the dirty work for you and can get you set to make a comprehensive argument as to why you should be able to put another storey on your house or why a gazebo and a pool are essential additions to your home. To help you with your plans, this hyperlink can guide and…
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    The Sales Leader

  • Preventing Sales Whiplash: How Marketers Can Help Drive the Sales Boom

    Colleen Francis
    31 Oct 2014 | 6:07 am
    Big thanks to Marketing Thought Leadership and Linda Popky for having me on their podcast. I discuss Nonstop Sales Boom and why even top performing organizations have boom and bust cycles in their sales forces. I also talk about understanding the four stages of sales engagement and how they can help break the cycle. Click here to listen […]
  • Pick Up The Pen!

    Colleen Francis
    30 Oct 2014 | 7:00 am
    Believe it or not, the answer to more sales could be as simple as picking up a pen. That’s right, you may simply need to write a letter to a prospect or a decision maker in order to get a response. What I’ve been noticing about the top sellers and sales teams is that they […]
  • Top Performance: A Reminder

    Colleen Francis
    30 Oct 2014 | 6:06 am
    The smartest sales people are discriminating: They target only their ideal buyer They protect their time and discriminate against time sucking activities They sell only to the best buyers and discriminate against unprofitable opportunities They network with only the best buyer and influencers for their target market Sales is not a free country. You don’t […]
  • Expanding Your Sales Force – The Pre-Steps

    Colleen Francis
    29 Oct 2014 | 6:00 am
    Don’t rush into interviewing and hiring! Success starts with planning in advance. In today’s podcast I share the six steps you MUST take before hiring a sales team.
  • Surround Yourself With Success

    Colleen Francis
    28 Oct 2014 | 7:00 am
    Do you want to be successful? Alright – that was obviously a rhetorical question. Since I know you want to be successful, it’s imperative that you surround yourself with success. You’re probably familiar with the following quote: “You are the average of the five people you spend the most time with.” If you want to […]
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    Marketo Marketing Blog

  • The Do’s and Don’ts of Holiday Email Marketing

    Lizzy Funk
    30 Oct 2014 | 5:30 am
    Author: Lizzy FunkIt’s finally here! The crisp smell of fall, the crunchy leaves, pumpkin spice everywhere, and it can only mean one thing…it’s officially holiday season! I have to admit; this is my favorite time of year. I am counting down the days until after Thanksgiving so I can blast my Christmas music without shame, anywhere and everywhere. It’s also that time of the year where marketers plan to send holiday-themed emails with silly subject lines. But do they work? Unfortunately, the answer is often vague, it can depend on many factors, sometimes they do and sometimes they…
  • Marketing Horror Stories

    Phillip Chen
    29 Oct 2014 | 5:30 am
    Author: Phillip ChenIf clowns or ghost stories get your heart racing with fear, then you haven’t experienced the panic that ensues when marketing goes wrong. Here are real life marketing horror stories and some suggestions about how to overcome them. Warning: These may be scarier than a haunted house, so proceed with caution. Happy Halloween everybody, and enjoy! Horror Story 1: The Email Nightmare Nothing is worse than getting an email from your boss at 3:00 a.m. in the morning telling you that an email can no longer go out because some of the information it contains has changed. This is…
  • 4 Content Marketing Productivity Killers

    Dayna Rothman
    28 Oct 2014 | 5:30 am
    Author: Dayna RothmanBeing a content marketer is hard. I know that first hand! There is a ton of content to create, your strategy needs to be coordinated with various teams and internal customers, you need to know exactly the right content to create for the right buyer, and you need to provide it to that buyer at the right time.  Plus, content creation can be a manual and creative process that simply takes time. In my experience and in speaking to numerous content marketers over the years, here are some top content marketing productivity killers: 1. Too Much Guessing When creating content, a…
  • To Prefer or Not to Prefer: You Must Ask The Question

    Letty Ernst
    27 Oct 2014 | 5:30 am
    Author: Letty ErnstAdmittedly, I am a salesperson for Marketing Software, but I’m also a consumer just like you, so I have a feel for what works and what doesn’t on the internet. Recently I spoke with a company that insisted they were successfully implementing the “conversations, not campaigns” approach with their customers. So, I decided to check out what it looked like in action. I subscribed to their loyalty program; I jumped around their site; I opted-in any and every way possible in order to learn how they would market to me. To my surprise, I received only one email, four days…
  • Your Dream Team: The Marketing Trifecta

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

  • Your Dream Client Is a Generalist

    S. Anthony Iannarino
    30 Oct 2014 | 5:35 pm
    Your Dream Client Is a Generalist is a post from: The Sales Blog | S. Anthony Iannarino Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to raise your game. Your dream client is only a generalist if you are a specialist. The contacts in your industry, regardless of how educated and savvy they are, don’t work in your industry. They haven’t sold what you sell. They haven’t helped the number of…
  • How to Reconcile Your Divided Mind

    S. Anthony Iannarino
    29 Oct 2014 | 7:15 pm
    How to Reconcile Your Divided Mind is a post from: The Sales Blog | S. Anthony Iannarino Have you ever been so focused on an outcome that you weren’t able to pay attention to the person sitting right in front of you? You can’t focus on two things at the same time. That is to be unfocused or distracted. If you want to stop your divided mind from focusing on what you want to sell instead of what your dream client is saying, then close the call during your opening and allow your dream client to do the same. Look, you know you are going to need to ask your dream client for some commitment to…
  • How To Create Compelling Content

    S. Anthony Iannarino
    28 Oct 2014 | 6:22 pm
    How To Create Compelling Content is a post from: The Sales Blog | S. Anthony Iannarino At Dreamforce, a member of the audience asked:“How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?” It’s an excellent question. How do you create compelling content? What do you do to bring attention to your company, your brand, or yourself now that the social web has gotten so crowded? How do you stand out in a world of content shock. Here’s a framework for thinking about content creation for sales and marketing. What…
  • Your Greatest Investment Is the One You Make In Yourself

    S. Anthony Iannarino
    27 Oct 2014 | 6:30 pm
    Your Greatest Investment Is the One You Make In Yourself is a post from: The Sales Blog | S. Anthony Iannarino There is no greater investment that you can make than the investment you make in yourself. There is no greater return on investment on Earth that is greater than the ROI on books. I don’t care what the price of gold, oil, water, real estate, or pork bellies is right now, the return on investment from a single book outstrips all others. On the shelf behind me are a half-dozen books, let’s call it $150 worth of books in hardcover when I bought them. Those half-dozen books have…
  • Don’t Quit Your Day Job

    S. Anthony Iannarino
    26 Oct 2014 | 6:00 pm
    Don’t Quit Your Day Job is a post from: The Sales Blog | S. Anthony Iannarino You don’t have to quit your day job to begin working on going solo, a second income, or a second career. You might believe that you don’t have time to do these things, but it’s more likely that you don’t have time not to. It is 100% certain you will have to want what you want bad enough to start making different choices with your time and energy. Early Hours You have time before you start your day job. The hour between 5:00 AM and 6:00 AM is an awful lonely hour. No one else is awake. No one wants your…
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    Sales 2.0 Blog

  • How to A/B Test Your Sales Voicemails to Improve Response Rates

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

    Nigel Edelshain
    27 Oct 2014 | 9:51 am
    If you’ve read my stuff before, you’ll know I love handwritten notes–because they work! So I love this tip from Lori Richardson at Score More Sales. It’s a note that has a great seasonal flavor. So cool (and effective)! I’m sure if you thought about this for a while you could come up with similar (ly effective) concepts for other seasons. (Personally I’m a big fan of November the fifth.) Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a…
  • Sales for Startup Slideshare from Matt Heinz

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

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

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

  • PRO, FUN & MON: 3 Really Good Things to Manage To in Selling

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

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

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

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

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

  • Your Next Sales Hire Shouldn’t Be a Sales Person

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

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

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

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

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

  • Your Company Just Blacklisted Coaching

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

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

    Keith Rosen
    23 Aug 2014 | 8:43 pm
    We’re always being encouraged not to quit. But not today. There’s one role I’d encourage you to walk away from right now. Your role as Chief Problem Solver and Decision Maker. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. It’s time to abandon toxic thinking. It’s time to look at the inner game of coaching. Not just what we do when we’re engaging with a customer or one of our direct reports, but how we need to think. Holistically, this is…
  • Profit Builders Named Top 20 Sales Training & Coaching Company for 4th Consecutive Year

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

    Keith Rosen
    12 Jul 2014 | 10:10 pm
    Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and a keen, observant eye. Enhanced Video Transcript:  This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. How do you assess the talent on…
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    Dealmaker365 Blog

  • 12 Steps to Account Planning in 2015

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

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

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

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

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

  • Activity Based Planning Leads to More Consistent Results – Fact!

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

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

    Jonathan Farrington
    28 Oct 2014 | 3:36 pm
    We are already well into the final “selling phase” of 2014 and, at this time of the year, I always urge a total focus on “closable opportunities” for a really big finish. It takes courage, and a real sense of realism to focus in on what is probable – not just possible. This is not a time to be optimistic. We need realistic. You can’t manage what you can’t measure, and if you can’t measure your pipeline, then you can’t improve your productivity. There are a number of Key Performance Indicators (KPI’s) that can be measured, monitored and managed to ensure achievement of…
  • Do We Really Need Marketing?

    Jonathan Farrington
    27 Oct 2014 | 3:38 pm
    I have a very long commercial memory, and I remember with considerable clarity that in days long ago, the “marketing function” was a sideshow, almost an after-thought, or an add-on to the real engine room within most companies – the sales force. Typically, the inhabitants of the marketing department – yes, that was way before they became divisions, or even functions – were either failed salesmen or women, who had lost the appetite for full on daily competitive skirmishes, or they were returning mothers looking for some part-time income. Their days typically began at 8.55 am on the…
  • They Are Still Marching – But Not to Our Drum!

    Jonathan Farrington
    26 Oct 2014 | 3:07 pm
    Yes, it is true, customers and prospects are still marching, but they are no longer marching to our drum – by “our” I mean us sellers. They have wrestled the drum away from us and they are now organizing their own marches. They decide if, and when, we are invited to join them – except at the very top end of selling, where it is a very different scenario altogether. The elite top 20% actually help plan the march, whilst the other 80% are lucky if they manage to squeeze into a place along the route. How often have you read that prospects and customers are coming into the…
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    Inside Sales Thought Leadership Blog

  • What am I afraid of?

    Josiane Feigon
    31 Oct 2014 | 7:35 am
    Halloween is when ghosts, goblins, witches, skeletons, zombies and all scary things surface. They POP out of creepy haunted houses with blood-curdling screams and noises intended to frighten us. So when I read the article in the New York Times called “What are you so afraid of?” I felt like Halloween was the perfect time to come out of hiding and share some of my real fears and how I deal with them. I am afraid of living in a world where we have all forgotten to see each other because our eyes are glued to the screen — the brightly lit laptop, iPad, or smartphone, or the Google glass…
  • From Booth Babe to Thought Leader

    Josiane Feigon
    29 Oct 2014 | 5:17 pm
    Last week was my 7th year at Dreamforce. I felt like the “thought leadership slut” as I bounced from one vendor to another, sat on panel discussions, shared my 2015 predictions, and answered the ONE THING that Salesforce has done to make my life easier, brighter, sexier, and richer. I felt honored. And I also noticed that being a thought leader is sometimes the next step up from being a booth babe. We both drive traffic while being brilliant and persuasive and looking damn good as we are doing it. But seriously, folks . . . Being a thought leader comes with bigger responsibilities…
  • Will the Real Decision Makers Please Stand Up . . . ?

    Josiane Feigon
    27 Oct 2014 | 2:38 pm
    Having trouble making a decision? According to a recent survey, 90% of CIOs and CTOs feel so much pressure from making decisions when it comes to their IT security needs that they end up abandoning or delaying at least 1/3 of these decisions. Hmmm, could it be that most of these execs are men? Women are prime for decision-making roles! According to a number of recent studies,  neuroscientists are finding that when it comes to making decisions under stress, women are much better at it than men. Women tend to make more advantageous decisions and look for smaller, surer successes, while men …
  • Can I just LIVE STREAM it instead?

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

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

  • 5 Basic Steps for Developing People

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

  • Sales Pipeline or Pipe Dream

    editor@eyesonsales.com
    30 Oct 2014 | 7:04 am
    Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can run a company when the sales department isn’t able to accurately forecast sales.  So what’s the answer?  There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations.    #1:  No defined sales process.    A few years ago, I worked with a company included giving tours of their warehouse as…
  • Surround Yourself With Success

    editor@eyesonsales.com
    29 Oct 2014 | 7:04 am
    Do you want to be successful? Alright – that was obviously a rhetorical question. Since I know you want to be successful, it’s imperative that you surround yourself with success. You’re probably familiar with the following quote: “You are the average of the five people you spend the most time with.” If you want to be a successful salesperson, you must do your best to learn from and work with successful salespeople. If you’re learning tips and strategies from poor salespeople, you’re not going to achieve great results. If you don’t currently work…
  • How to Have a GREAT Sales Day, Everyday!

    editor@eyesonsales.com
    28 Oct 2014 | 7:00 am
          SALES QUESTION:   "How do you stay motivated, day in and day out?"           SalesBuzz Answer:   Back in the late 80's and early 90's there was a popular mantra being touted by Motivational Speakers: P.M.A. P.M.A. Stands for: POSITIVE. MENTAL. ATTITUDE. The pitch was, that having a POSITIVE MENTAL ATTITUDE (P.M.A.) would lead you to higher sales and success.  In theory, having a positive attitude should generate better results than having a negative attitude would.  The problem, however, with the whole "P.M.A." thing was that…
  • Is Your Email Prospecting Hyper-Focused or Haphazard

    editor@eyesonsales.com
    27 Oct 2014 | 7:00 am
    Recently, I had a conversation with a client that echoed an increasingly common refrain I’ve been hearing from salespeople and sales managers. “Kendra,” the client started, “we’ve been executing email prospecting for a while and we’ve been experiencing great results, but suddenly we’re finding it very difficult to generate responses. I think we’re doing everything we need to do, but our response rate is dropping and we’ve only secured three new appointments in eight weeks. Has the strategy for email prospecting changed? Is there something…
  • “Business is Good” Syndrome and How it Destroys Business

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

  • Don’t Let Your Shortcomings Affect Your Next Negotiation

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

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

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

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

    drjim
    4 Oct 2014 | 7:19 pm
    To get what you want out of your next negotiation then you need to know how to prepare. Get the book that tells you how to do this: Click here for Paperback, Kindle, or Audiobook Download. Click here for epub, mobi, pdf, rtf, lrf, pdb, txt, or html.
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    Paul Castain's Sales Playbook

  • Uncle Paul And His Graveyard Lesson

    Paul Castain
    31 Oct 2014 | 5:38 am
    It was almost 28 years ago to the day that I agreed to meet my guitar teacher at a local cemetery! I thought it was a tad odd, but I was really into Ozzy at the time and thought  communing with the dead might give me some musical insight. I was wrong! In fact (pinkie held [...]
  • Could You Imagine A Sports Team Doing This?

    Paul Castain
    30 Oct 2014 | 7:54 am
    So imagine if you will, turning on your TV to watch your favorite sports team but they aren’t playing. At first you think there’s some kind of minor glitch but the camera shows you something that shocks you. Some of the players are reviewing plays. Others are still warming up. Some are even pissing and moaning about their contracts [...]
  • 4 Things To Do If You Suck At Cold Calling

    Paul Castain
    29 Oct 2014 | 4:46 am
    My first suggestion is so important that you can literally take this advice and throw out the other 4 and still get amazing results. It also comes with an all caps warning . . . THIS IS NON NEGOTIABLE! 1)   Make A Decision Already And Stop Stalling! Dr Piers Steel conducted a 10 year study on procrastination [...]
  • Is Your Email Getting The Attention It Deserves?

    Paul Castain
    28 Oct 2014 | 4:47 am
    Most emails are DOOMED at the subject line! Do you have any idea, how many of those emails you’re sending to potential, clients go UNREAD? Care to guess! Gold star if you said “60-80%” Yep, open rates are only about 20%-40% . . . and that’s on a good day! Now if you’re fortunate enough to have your email opened, [...]
  • A Salesman Walks Into A Networking Event . . .

    Paul Castain
    26 Oct 2014 | 5:16 pm
    A salesman walks into a networking event and approaches someone. He doesn’t say a word, no greeting, no “Hi my name is ______” he simply hands the person a piece of paper with one sentence written on it and walks away. He approaches someone else and does the same thing! He continues doing this for the duration of [...]
 
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    SALESPRACTICE.COM

  • Company Call Script, Any Improvements

    26 Oct 2014 | 4:56 am
    Sales Pitch: Hello, how are you today? (Pause, Build Rapport with Gatekeeper) I want to speak to the travel [...] http://www.salespractice.com/forums/t-6554.html
  • Rookie needs advice on B2C health product cold calling

    21 Oct 2014 | 1:36 am
    Hi guys, Mike from Sweden here. I'm 21 years old and I've been looking for a good sales forum for a while. I love what [...] http://www.salespractice.com/forums/t-10777.html
  • When life gives you lemons, make lemonade

    17 Oct 2014 | 7:58 am
    It's no secret. The economy is down. Sales are down. What are we to do? Most of us were selling before the economy [...] http://www.salespractice.com/forums/t-9970.html
  • Is success in selling all about Sales Process?

    13 Oct 2014 | 5:12 am
    Some people would have others believe that success in selling is all about "Sales Process". This process-centric [...] http://www.salespractice.com/forums/t-11748.html
  • Pay Minumum get Minimum

    6 Oct 2014 | 6:53 pm
    I saw an ad for a chain Farm Store. Willing to pay sales "associates" $7.25 (that's minimum wage) per hour. I can't [...] http://www.salespractice.com/forums/t-10588.html
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Feel, Felt, Found Technique

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

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

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

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

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

  • It’s a Scary World Out There!

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

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

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

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

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

  • Upcoming Sales Team Meeting Topics

    admin
    29 Oct 2014 | 10:46 am
    Whew!  It has been a busy, busy Fall selling season so far.  I’ve started a new business, www.smijbyjill.com, and am learning so much.  Not to mention, selling my new products is giving me a never-ending supply of sales team meeting topic ideas along with those I already gather from talking with sales and management professionals daily.  So, hopefully, you’re with us because, even though we’ve been in business since 2008,  we are just getting started! Upcoming sales team meeting topics include Spark Performance, Three Ways to Thank Customers and Don’t Lose…
  • Next Sales Team Meeting Topics – July 25 and August 1

    admin
    23 Jul 2014 | 10:34 am
    The Back to School commercials have started, people are on their final vacations of the summer and kids are getting their last few mornings to sleep in. Once that bell rings, it’s back to work for all of us, it seems.  I love summer breaks and even the slower pace of business for a few weeks, but I’m always ready to get back in action. Two upcoming meeting agendas will help you and your team do just that.  It is time to stop wasting time and focus, focus, focus. The next two topics will help you with that. July 25th – the sales team meeting topic is about focusing on what…
  • Next Sales Team Meeting Topic – Updates and Other Customer Service Magic Tricks

    admin
    11 Jul 2014 | 6:03 am
    It is not that hard to stand out during a sales process and after you’ve won the business.  This topic will share 5 powerful ideas to help salespeople stand out and then challenge them to share their own experiences. Better relationships with customers will begin immediately following this meeting. Subscribe to get this topic being delivered to Meeting to Win subscribers July 18th at 6am.  www.meetingtowin.com/subscribe
  • Next Sales Team Meeting Topic – When To Stop Calling On Your Dream Prospect

    admin
    4 Jul 2014 | 6:00 am
    The sales team meeting agenda going out to subscribers’ inboxes July 11th at 6am will challenge sales teams to determine when to stop calling on those dream prospects that just aren’t responding with enthusiasm.  It’s so frustrating because you know you could help them, their needs are in your sweet spot and you have great solutions, but they just aren’t jumping at the idea. We’ll share three ideas for moving forward with these prospects and ask the teams to share their own experiences and debate ideas to try with current dream prospects.  Each team member will…
  • Next Sales Team Meeting Topic – Pay Attention When Vultures are Circling

    admin
    20 Jun 2014 | 6:00 am
    This Sales Team Meeting Topic will be delivered to subscribers on Friday morning at 6am, June 27th: There are times when a salesperson has a sense that a deal or an account is dying in front of them, but they plow through ignoring the “signs” and hoping for the best.  The thing to do is acknowledge the signs and take action to stay in control. This sales team meeting topic will lead a discussion on how to keep control when vultures are circling a deal or an account and give 3 actions to take the moment the signs are seen. This may sound like a morbid topic… The truth is…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • From Silence to Brilliance: How to Kick Off a Compelling Presentation

    30 Oct 2014 | 12:00 am
    Grab attention from the get-go.Lights! Camera! Crickets? Don't let the deafening silence of a disengaged audience derail your presentation. Join this webinar with Stanford Graduate School of Business educator and coach Matt Abrahams to learn how to immediately capture attendees' attention by dazzling them with a wow-worthy introduction.Attend this live, interactive webinar to discover:Confidence-building techniques to help kick-start presentations Prework that will increase the likelihood of engaging openings How to structure introductions that really motivate participation And moreRequest…
  • Lessons from the Leading Edge of Customer Experience Management

    29 Oct 2014 | 12:00 am
    But many new ideas are emerging for how to create both unique and superior customer experiences that make a difference. This Harvard Business Review research paper examines how forward-looking organizations take a strategic approach to the customer experience, including how to design, implement and manage the customer experience in a disciplined way; overcome channel and data challenges; and develop best practices around customer understanding, measurement, design and strategy.Request Free!
  • PLM Best Practices for Medical Device Manufacturers to Ensure Quality

    29 Oct 2014 | 12:00 am
    In the medical device industry, the success of a company is driven by its ability to bring innovative, cost-effective products to market quickly.In this eBook "PLM Best Practices for Medical Device Manufacturers to Ensure Quality", discover why the Food and Drug Administration (FDA) and other regulatory bodies see the concept of total product lifecycle (TPLC) management as the gold standard for ensuring quality and guiding a medical device from concept to completion.You’ll also learn how a product life cycle management (PLM) solution enables medical device companies to predict…
  • Got CRM, Why You Need Marketing Automation, Too

    29 Oct 2014 | 12:00 am
    CRM systems transform sales through organization; marketing automation completes the picture by generating leads and managing lead engagement. Learn how the systems complement each other, and why you need bot. Discover how marketing can manage leads and scale using automation, and what to look for in a marketing automation system. And why sales benefits from integrated CRM and marketing automation from being able to deliver sales-ready leads.Request Free!
  • Lead Management with Call Tracking

    29 Oct 2014 | 12:00 am
    The National Efficiency Systems (NES) lead management system tracks and captures every lead for property management companies in Canada. They provide metrics for Conversation Analytics and call tracking for their clients. The data is pushed into NES dashboards via Webhooks and API. NES marries calls and conversions to specific ads. They have used other call tracking providers but switched to LogMyCalls in 2013.Download to learn:How NES is using Conversation AnalyticsWhy NES tracks conversion, lead score, and sales readiness dataStep-by-step API and Webhook implementationWhy NES chose…
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    Salesjournal

  • What 200 Calories of Your Favorite Halloween Candy Looks Like

    caitlinhoward
    30 Oct 2014 | 11:26 am
    By Paige DePaolis (The Huffington Post) Just because it’s Halloween, doesn’t mean we should give into every temptation. Take a minute to read this article before you open up your next piece of candy. You might be surprised just how many calories you’re consuming. What 200 Calories of Your Favorite Halloween Candy Looks Like 
  • Gmail’s Inbox App Makes Managing Work Email Easy

    caitlinhoward
    30 Oct 2014 | 8:41 am
    By Brett Nuckles (Business News Daily) Managing your inbox can cause a lot of stress and take up a lot of time. A new app from Google aims to take the burden out of checking emails. Learn what new features and tools come with this app that will help you manage your emails more efficiently. […]
  • The Sales Manager’s Quick Guide to Social Selling

    caitlinhoward
    30 Oct 2014 | 8:22 am
    By Olivia Perek (blog.hubspot.com) The concept of social selling isn’t new, but less than half of frontline salespeople are still not using social media in their daily sales activities. Learn why you should start implementing social selling with your sales team and the best way to begin the process! The Sales Manager’s Quick Guide to Social […]
  • 40 Ways To Hunt For Business More Creatively

    caitlinhoward
    30 Oct 2014 | 7:40 am
    By Paul Castain (Your Sales Playbook) Don’t let prospecting for new business take a back seat to other necessary, but mundane sales tasks. Learn about 40 different ways to hunt for new business that will inspire you to include prospecting into your daily routine. 40 Ways To Hunt For Business More Creatively 
  • How to Master the Elevator Pitch

    caitlinhoward
    23 Oct 2014 | 11:08 am
    By Geoffrey James (Inc.com)  Your elevator pitch is essential when trying to develop new business or speak with prospects. Learn 3 tips for writing and delivering your elevator pitch like a pro. How to Master the Elevator Pitch 
 
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    Peak Sales Recruiting | Sales Recruiter

  • Top 10 Factors for a Successful Sales Recruiting Project

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

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

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

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

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

  • What is Resistance? (Part 4)

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

    Sharon Drew Morgen
    21 Oct 2014 | 11:52 am
    CHANGE: WHAT IS IT? Every decision we make, every new job we tackle, every new idea we have, involves changing the old with the new. But what is change? And what we need to do differently to make it easy? Change is more complex than we realize: it involves an essential system problem that we too often ignore – the core reason why change incurs resistance. And too often we kick off our change initiatives with a specific goal and vision for an outcome that invites bias, resistance, buy-in, and decision making. It’s possible to facilitate change, get the outcomes we seek, and have a…
  • The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

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

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

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

  • You Can Hide in Video, But You Can’t Get Lost (Why Video Hiring Rocks!)

    Keenan
    30 Oct 2014 | 8:47 am
    We’re hiring at A Sales Guy. It’s been a VERY painful process. Finding good people is hard. A Sales Guy has a very unique culture in that we look for and embrace the gritty, cool, nerd who can SELL! And, when I say nerd, I mean nerd, not dork. There are way too many dorks in sales. We’re not interested in the dork or the douchebag. We’re looking for something special.  It’s hard for us to find people that have the tenacity of honey badger, the creativity of Madonna, the coolness of Jay-Z and the smarts of Steven Hawkins. What? Too high of a bar? Yup, we’re…
  • What To Do When A Prospect Goes Dark

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

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

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

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

  • Negotiating Tips: Are You Dealing with the Decision Maker?

    TheSalesHunter
    31 Oct 2014 | 2:30 am
      I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Here is the 3rd tip: 3. Determine if you’re dealing with the decision maker. Negotiating with someone other than the decision maker never works. A key part of your […]
  • How to Set Goals Quickly

    TheSalesHunter
    30 Oct 2014 | 12:16 am
      How are you doing with your goal-setting process? In the book I co-authored with Matthew Hudson, Advisor Selling, we discuss a quick way to get your quarterly goals in place. Below is the quick process you can use: Start each quarter by defining your goals for the quarter. Begin with the end in mind […]
  • 6 Tips for Using Text Messaging to Sell

    TheSalesHunter
    28 Oct 2014 | 11:13 pm
      I am often asked whether it’s appropriate to use text messaging with a customer or a prospect. Times are changing, and as much as I would have said never a few years ago, today I’m saying that using text messaging is appropriate — but with restrictions. Here are 6 tips: 1. Text messaging an […]
  • How to Respond to “Can You Just Give Me a Price?”

    TheSalesHunter
    28 Oct 2014 | 1:54 am
      How many times have you received a phone call or an email from a prospect who says something like, “All I’m looking for is a price. How much?” Admit it! We’ve all had calls like this and wow are they tempting.  We think the quick quote will result in the quick sale.  Quit kidding […]
  • Sales Motivation Video: Why You Should Call Your Best Customer

    TheSalesHunter
    27 Oct 2014 | 2:09 am
      Let’s start the week off on a high note.  Call your best customer. Why? Because your best customer will pump you up, possibly give you some more business and definitely help you build momentum for your day and week. Check out the video to see what I mean:   Copyright 2014, Mark Hunter “The […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • How To Ruin A Great Customer Experience

    Dave Brock
    31 Oct 2014 | 8:28 am
    I took my car in to be serviced the other day.  The dealership has done a fantastic job in designing a great customer experience. I made my appointment online, it was easy to choose a time that was convenient for me.  The day before they sent me a reminder and introduced me to “Dale,” my service advisor. I showed up at the appointed time.  Since my car is web-enabled, apparently it had been “talking” to the service department even before I arrived. Dale met me, greeted me pleasantly, then said, “This is what we need to do to the car today, are there any other…
  • Marketing And Sales Alignment Or Integration?

    Dave Brock
    29 Oct 2014 | 11:45 pm
    I’m fascinated about a lot of the discussion about marketing and sales alignment.  Inevitably, the discussion narrows to MQL’s and SQL’s.  The alignment discussion inevitably focuses on gaining agreement on the definition and metrics surrounding these two metrics. Some of the things discussed are, agreement and alignment around the definition of lead quality and lead volume.  Usually marketing is saying “sales isn’t following up on our leads, consequently we’re losing lots of opportunity.”  Sales takes the position, “The leads we get are…
  • Teaching Our Customers To Sell

    Dave Brock
    29 Oct 2014 | 7:53 am
    I recently wrote about Teaching Our Customers To Buy.  In the article I mentioned the importance of customers selling within their own organizations.  To many, that’s an unnatural, detestable act.  After all, if they wanted to sell, they’d be sales people, wouldn’t they? “Selling,” internally, is critical to people getting things done and moving their initiatives, strategies, programs forward.  Within organizations, there’s always selling going between people and groups, but people don’t tend to think of it that way. Too often, also, people are…
  • Prognostications And Wild Ass Guesses For 2015

    Dave Brock
    27 Oct 2014 | 11:49 pm
    We’re officially into the fourth calendar quarter of the year.  It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015.  It’s also the time, various publications ask my views–even though at times I think my crystal ball is a little murky, I’ll contribute to those. I worry that I start showing my age, that I start looking old/crotchety, or that I appear slightly cynical.  But every time I read these articles and start discussing the big issues for the…
  • Teaching Our Customers To Buy

    Dave Brock
    27 Oct 2014 | 7:46 am
    By now, at least if you’ve been reading the literature on selling, we know the importance of Insight, Commercial Teaching/Learning, or whatever you call it.  The focus of these are to help the customer realize there are opportunities they may be missing.  There are opportunities to grow, to improve their businesses, to reduce costs, to improve their customer experience, to respond more quickly to competition   —- to recognize the need to change. If we’re successful at this, we get the customer all hot and lathered to change.  To do something different, to take action.
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    Media Sales Today

  • Christmas-Themed Email Open Rates Peak Early

    Kathy Crosett
    31 Oct 2014 | 8:12 am
    Email marketing should be a big part of any advertiser’s strategy, especially during the holiday season. The timing of holiday-related email releases can be as important as the deals these pitches contain. Read Christmas-Themed Email Open Rates Peak Early at Media Sales Today.
  • Cable Rep Uses AdMall to Boost Client Spend from $1,500 to $36,000

    Faye Oney
    30 Oct 2014 | 11:00 pm
    Debra Brown shared AdMall data with a cosmetic surgeon who was close to going out of business. She turned a one-time $1,500 sale from him into a $36,000 campaign – and kept him from closing his doors. Here is how she did it. Read Cable Rep Uses AdMall to Boost Client Spend from $1,500 to $36,000 at Media Sales Today.
  • 3 Tips for Building Relationships on LinkedIn

    Faye Oney
    30 Oct 2014 | 10:00 am
    Are you using LinkedIn to its fullest potential? A recent survey by Jill Konrath and Ardath Albee found that Top Sellers are having great success with this sales tool. Here are 3 tips to help you leverage LinkedIn for building relationships. Read 3 Tips for Building Relationships on LinkedIn at Media Sales Today.
  • Marketer Facebook Engagement Increases Sales

    Kathy Crosett
    30 Oct 2014 | 8:00 am
    Marketers like to obsess about the lifetime value of a customer. The value of customer interaction with specific marketing channels is also a key piece of information necessary for calculating ROI Read Marketer Facebook Engagement Increases Sales at Media Sales Today.
  • A Negative Attitude Can Be Toxic To Your Sales Team

    Jessica Helinski
    29 Oct 2014 | 10:28 pm
    A positive attitude is a winning attitude. So what do you do when a member of your sales team is a real downer? Read A Negative Attitude Can Be Toxic To Your Sales Team at Media Sales Today.
 
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    Star Results » Sales Management Blog

  • New Survey Highlights Sales Management Skills and Development Priorities

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

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

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

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

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

  • Can You Really Measure Sales Culture?

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

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

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

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

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

  • The Best Day To Prospect Is Not Someday!

    Tibor Shanto
    30 Oct 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  I was talking to a rep the other day, he was telling me about his approach to structuring his week to help him succeed. He set certain activities to specific days, and filled in the rest of the time with things that were dependent on the buyers’ calendars. He had time set for writing account reviews, Thursday afternoons, this way if he had to get something from the clients he still had time in the week. Proposals were done on Wednesdays and Mondays, all he had to do is set the right expectation from the buyer. And so it went. But when it…
  • So Listen – – Sales eXecution 273

    Tibor Shanto
    27 Oct 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  There are certain universal concepts and sayings in sales that everybody just nods to, “sure, of course, that’s hockey, motherhood and apple pie, of course.” And then they go in about selling like they always have whether they implement the concept or not. One of these concepts is around listening. “Come on Tibor, everyone knows you gotta listen, this is nothing new.” Then they double down and tell me “Tibor, I am all about active listening.” But what does that really mean? Especially given the fact that…
  • Why You Need Full-Circle Sales at Every Stage in the Buy Cycle

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

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

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

  • Saying Goodbye, Bay Guardian…

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

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

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

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

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

  • It’s all connected

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

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

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

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

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

  • Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)

    31 Oct 2014 | 6:43 am
    The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! You’re weak!”
  • Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

    29 Oct 2014 | 10:04 am
    The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! You’re weak!”
  • Top B2B Marketing Blogs: Key Ingredients

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

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

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

  • Disrupting disruptors - Will Amazon suffer the fate of Redbox?

    Chris Petersen
    27 Oct 2014 | 8:27 am
    Even Amazon is not immune to disruption … or death Image Credit: Redbox.com Kevin Coupe's Eye-Opener on Disruption reminded me of Redbox. It seems like only yesterday that I was posting about Redbox as the innovator and disrupter of the movie rental business. Redbox kiosks and $1 movie rentals totally disrupted the movie rental giants like Blockbuster. In less than a decade, Redbox has been disrupted by services streaming movies. In an effort to compete with the likes of Netflix, Redbox teamed with Verizon to create Redbox Instant service. Just this month, it was announced that service…
  • Technology is stealing your soul … 5 tips to fight back

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

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

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

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

  • Research offers an effective model for sales training

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

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

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

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

    Michael Boyette
    1 Oct 2014 | 5:00 am
    In an earlier post, I reported on a list of the top seven excuses for not training salespeople. Here’s the one that gets my blood boiling the most: “My reps don’t want to learn.” Or, as it’s sometimes phrased: “My reps don’t need to learn.”The argument usually goes something like this: “We hire experienced reps and pay them top dollar. They’re professionals, so we don’t need to train them on selling skills. And if we tried, they’d be insulted.”That argument might make more sense if other professionals — you…
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    Sales Training Blog

  • Oct 30, Sales Training – Over 240 Pages all Free for You to Use

    30 Oct 2014 | 12:34 pm
    Over 240 free pages of tips, techniques, ideas, and topics, for meetings, training, and your own career development, use them, adapt them,share them. The Sales Buzz is the free e-zine that we send out from the website sales-training-sales-tips.com. In each edition you’ll find sales tips, techniques, and viewpoints and discussion topics from the perspective of a working sales manager. Selling tips Objection handling Selling techniques Appointment setting Motivation And lots more... You can see over 240 back issues, no charge, no leaving your details, and we don’t even ask for your email…
  • Oct 28, Prospect Pipeline Reality Check

    28 Oct 2014 | 6:37 pm
    Check that your prospect pipeline is working for you and take actions to get the results that an effective working list of real prospects should give you.
  • Oct 27, Tips on Cold Calls – Stop Objections on Your Sales Appointment Calls

    27 Oct 2014 | 8:51 am
    Tips on stopping objections at the Introduction stage of cold calls for making sales appointments by adding 3 actions to your script that grab your prospect’s attention.
  • Oct 23, Exceptional Customer Service Ideas

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

    23 Oct 2014 | 4:38 pm
    Your customer service levels can increase sales or lose them. Look at how small actions can have a big effect with an example of walking the dog.
 
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    Revenue-IQ

  • 3 Steps to Sales Creativity

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

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

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

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

    Chris Arlen
    15 Aug 2014 | 8:39 am
    In this 21st century, social media, Internet of everything world I still hear and read about “closing” as a valid sales technique. Or “overcoming objections” or “probing” prospects with questions. Are you kidding, isn’t that 1989? Yet this legacy thinking  still exists. Obviously there are advancements in sales thinking, but can you honestly tell me you haven’t said the word “closing” sometime in the last 6 months? Maybe you haven’t, and that’s a good thing. But sweeping away those sales artifacts from our collective…
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    TopLine Leadership » Sales Leadership Blog

  • 5 Ways to Prevent Sales Reps from Saying “I Quit!”

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

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

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

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

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

  • Write Your Sales Message Like a Zombie Show Script

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

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

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

    Kevin Thornton
    12 Sep 2014 | 11:31 am
    By now you have surely seen – maybe even been challenged to – the ALS Ice Bucket Challenge. It has been a great effort that has raised awareness for a debilitating disease. This zero-cost awareness program has generated over $100-million in two months for the Amyotrophic Lateral Sclerosis Association. That’s an almost 3500% increase over donations for the same period last year. What an amazing surge in donations! Unfortunately, it’s not a sustainable way to raise money. People are already cooling on the Ice Bucket Challenge. In our short-attention span society, you have to keep it…
  • Crafting Your B2B Telemarketing Campaign

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

  • The Hidden Messages in Business Logos

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

    Peter Blute
    14 Aug 2014 | 9:44 am
    The OnTarget Partners Volunteer Team was out in force again on Friday, August 8th, this time volunteering with the 31st Annual “Friends of the Plano Library” Book Sale at the Plano Centre. This is the second year OnTarget has partnered with the Friends to set up and organize thousands of books leading up to two weekends of book sales. Hundreds of boxes of donated books were brought in on pallets as OnTarget and other volunteers organized the nearly 100,000 hardbacks, paperbacks, DVD’s, CD’s and records. All proceeds from the annual event benefit the Plano Public…
  • When Should B2B Marketing Hand Leads Over to Sales?

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

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

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

  • 5 Sales Scenerios Every Sales Person Is Afraid Of

    Brett Evans
    31 Oct 2014 | 6:05 am
    Being a successful sales person takes a balance of persistence, quick thinking, and social skills. It's one of the most difficult jobs. Many unexpected sales scenarios can occur, and it takes a great sales person to know how to handle them. Here are five sales scenarios that every sales person dreads, and what they can do to address them. 1. Losing a Sale at the Last Step As a sales person, you know that the buying cycle has many steps. You first have to take the time to nurture your lead. You have to answer his questions, give him information, and nudge him into buying. This takes a lot of…
  • 3 Secrets to Sales Recruiting

    Alex Traynor
    30 Oct 2014 | 10:05 am
    Sales positions are the most difficult jobs to fill for any business. Sales people are vital to a company's bottom line and it takes just the right personality traits and the right moderation and balancing of these traits to make a successful sales person. Of course, this means that sales recruiting can be a difficult task. You might think you have found the perfect sales reps to hire on at your company, but once they start, they turn out to be duds, leave quickly, or just aren't cut out for the business. Luckily, we have three secrets to make your sales recruiting mission a success. 1.
  • The 5 Sins of Sales People

    Brett Evans
    30 Oct 2014 | 6:05 am
    Being a sales rep is a difficult job. Not everyone is cut out for it. Many sales people try but fail. It takes a delicate balance of very specific personality traits to truly succeed. Although some sales people are great, and some are mediocre, others have one or a combination of five deadly sins that simply won't allow them to be successful in the sales business. Here are the five sins of sales people to look out for, so you don't become guilty of any of them. Inattentiveness Sales people need to be aware of everything around them-from eye contact to subtle changes in body posture. A sales…
  • What You Need to do at Your Next Sales Meeting

    Alex Traynor
    29 Oct 2014 | 10:05 am
    At any company, the sales meeting is the time and place to brainstorm new sales techniques, discuss what's working and what isn't, and look over the sales plans for the future. These meetings can be an invaluable source of knowledge for sales reps, and for you, too, but you need to do it right. In order for your sales reps to leave a sales meeting feeling like it was useful, there are key issues that you should address and ways to lead the meeting that provide the best results for your sales force. Here's what you need to do at your next sales meeting: Be Encouraging Your employees will…
  • 3 Things Your Sales Team Should Be Doing Right Now

    Doug O'Grady
    29 Oct 2014 | 6:05 am
    Your sales team should always be working to improve their sales results. Sales is such a competitive field. Sales professionals need to continually update their selling strategies in order to stay ahead of the competition. Here are three things your sales team should be doing right now. 1. Your Sales Team Should Be Updating Their Skills. Whether your sales team is made up of fresh, young talent, or seasoned sales professionals, every sales rep should be continually updating their skills and developing their talent. In today's digital market, it's imperative that your sales reps…
 
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    amacus.net

  • Are Your B2B Sales Reps Passionate In Their Work?

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

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

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

    John
    21 Jul 2014 | 4:01 pm
    In recent months, I’ve written guest posts elsewhere on what savvy firms are doing to out-perform expectations. Here’s a summary, from successes being observed: PERFORMANCE ANALYTICS MATTER Pro sports teams are increasingly using performance analytics to find ways to succeed, … Continue reading →
  • B2B Sales Gets a Needed Nudge from Canada’s New Anti-Spam Law

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

  • Sales Thought: There are Key Points to uncover in ANY Sales: Who Owns It, How Important and How Urgent

    Daily Sales Thoughts
    31 Oct 2014 | 8:15 am
    I talked about the financial services customer with the goal of reducing costs. Understanding the customer’s business drivers, the goals, and the strategies was the first part of the sales process. Next, through effective questioning, I was able to link my products and services to the customer’s business drivers. But the link to the business drivers, while essential for making the sale, was not sufficient to ensure a speedy close. Moving the sale forward expeditiously requires an understanding of additional information about the customer’s organizational dynamics. To get there … The…
  • Sales Thought: Understand the “Whole” Customer: Do you take a Holistic view?

    Daily Sales Thoughts
    30 Oct 2014 | 12:21 pm
    Sales Thought: Do you have a “holistic” view of your customers’ business needs? Or do you just “respond” to the customer request, as presented to you? Your position, even with your best customers, is variable and at the whim of changes within your customer’s world that you don’t control. New management, new business directions, new processes, and new philosophies at the account, all equal account risks. Understanding these account risks can ensure you are not just “responding” to a request, but are also providing background context for understanding the…
  • Sales Thought: Sellers Rarely get in trouble asking good, well thought out questions

    Daily Sales Thoughts
    29 Oct 2014 | 8:47 am
    If you have done the proper advance work, and you are asking questions that demonstrate your understanding of the customer’s business, you are now in a great position to being positioning the capabilities of your products and services. Demonstrate how the capabilities you are discussing will help achieve part or all of the customer’s goals. Sales Thought: What experienced sales people do well, is ask questions of the Customer; questions based on prior learning and research. Example: I regularly monitor press releases from my key customers. From a recent press release I learned a customer…
  • Sales Thought: The Moment the First Sale is closed, the next Sales Cycle Begins

    Daily Sales Thoughts
    28 Oct 2014 | 7:00 am
    How you handle the transition from the close of the sale to the next sales cycle is critical to setting up a long-term relationship with the client. Clearly, the most important sales step is to get the initial sale completed and closed. Closing the Initial sale is hard work. From the close of the deal, the relationship transitions from buyer- seller to customer-account. Good sales people know that to become truly successful, it is more important to stay connected to the new customer and clearly define the long-term relationship. The best way to do this is to focus on the Big Picture and set a…
  • Sales Thought: Strategic Listening – A Sales Skill that seperates Good From Great Sales Pros!

    Daily Sales Thoughts
    27 Oct 2014 | 9:31 am
    Great sales people are strategic listeners. They work hard to be viewed in a strategic light. • They ask great in-depth questions about the customer’s problems and needs. • They demonstrate knowledge about the customer’s business via the quality (not quantity) of the questions they ask. Great sales people are focused on learning by first asking questions about the customer’s business. This is not about using the same list of questions for every customer. It is about… • Doing advance research. • Determining the customer’s most current list of strategic projects. • Asking…
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    Kelley Robertson: Fearless Selling Blog

  • To Succeed You Need to Be a Student

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

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

    Kelley Robertson
    13 Oct 2014 | 4:55 am
    Today is Thanksgiving in Canada. For my readers in other parts of the world, it is a national holiday intended as a day of giving thanks for the blessing of the harvest and of the preceding year. Therefore, I thought I would look at some of the things sales people should be grateful for. Also, for my American friend, colleagues and readers, I know your celebration is on November 27th; however, I still thought this would be an appropriate topic as your holiday approaches. When you get down because selling is a tough career choice. Be grateful that your earning potential is only limited by your…
  • How to Stay Relevant When You’re 88

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

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

  • Does Emotional Intelligence Impact Your Success?

    30 Oct 2014 | 6:46 am
    The theory of emotional intelligence made it's first appearance in 1995, it served as the missing link in a peculiar finding: people with average IQs outperform those with the highest IQs 70% of the time. This new realization threw a huge wrench into what people had always assumed was the sole source of success—IQ. After decades of research, findings point to emotional intelligence as the partnering critical factor that sets high performers apart from everyone else. Emotional intelligence is that  “something” in each of us that slightly intangible. It affects how we…
  • Four Critical Sales Coaching Metrics Nobody Measures

    29 Oct 2014 | 4:34 am
    It’s not that they are not tracked, but they are not even thought of.  Sales departments focus too much on what the sales people do or don’t do as opposed to focusing on those who coach them.  I can write (and have many times) more about this issue, but if sales leaders believe the performance of a team is a reflection of how that team is coached, why don’t they measure if coaching is occurring and if it is being done well?  Or more broadly, why don’t sales teams measure overall sales manager effectiveness?
  • Sales Coaching: Simple Start - Listen

    28 Oct 2014 | 9:57 am
    Listen. Take a moment to ponder through your last 24 hours. Think about the conversations you had, the meetings, you attended, and the information you heard. For a sales professional, you probably spent a large portion of your day taking in information in some sort of auditory form. Now, think about it one-step deeper. How much of those interactions did you hear and to what portion of them did you listen? From our Through the Eyes of the Sales Rep survey, reps tell us that listening is a highly important trait of an effective sales coach.   In fact, rep agreement that their…
  • The Kansas City Royals and the Power of the Collective

    27 Oct 2014 | 7:57 am
    I live in Kansas City and, as you can imagine, this town is baseball crazy right now.  Last week, I went to the grocery store on the opening day of the World Series and you would’ve thought everybody was heading to Kauffman Stadium. Absolutely EVERYBODY was decked out in their Royals gear.  It’s been 29 years and the Royals are finally playing in the post-season again, having made it all the way to the World Series!
  • Sales Coaching: 4 Leadership Traits of Sales Managers

    23 Oct 2014 | 5:00 am
    Sales Organizations are unique in ways that create unique challenges. According to Harvard Business Review contributor Scott Edinger, and noted in this previous blog post by Kristi Shoemaker, the most difficult leadership position is head of sales.    First of all, in most cases, sales reps are often spread out physically all over the place, since sellers tend to stay close to customers, not to headquarters. Not being all together makes substantive interactions between sales producers, management staff and sales team leaders difficult.
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    Sales Enablement Perspectives

  • Is Sales Enablement Making Salespeople Stupid? Auto-Pilot Versus Strategic Thinking

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

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

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

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

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

  • Should you work harder or smarter in sales?

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

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

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

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

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

  • Today’s remark – overnight news

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

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

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

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

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

  • 10 Success Tips for Providing Business Services

    Theresa Delgado
    29 Oct 2014 | 8:00 am
    What skills do you have? More than ever before, businesses are looking for virtual help. Online business service providers meet this demand by offering services such as web design, bookkeeping, data entry, transcription, and content writing. Sometimes a number of these services are bundled together under the title “virtual assistant” or VA. All you need is an internet connection and an in-demand skill. Here are 10 tips to help you earn money providing business services. 1. Specialize Your Skills If you have any certain specialized skill that’s rare, use it to get clients.
  • 4 Crucial Steps to Building a Successful Side Business

    Theresa Delgado
    27 Oct 2014 | 8:00 am
    Have you been tossing around the idea lately of starting a side business? Does the mere thought of doing more than you already have on your plate sound frightening, at best? Well, if you answered yes, you are not alone in this. A successful side business doesn’t just happen, you have to be committed to it and be willing to let it grow and evolve. Of course, any business, whether full-time or part-time, starts with a dream and a desire. However, sometimes that is simply not enough. Having a good business plan set in motion is the key to success. If you are serious about starting a side…
  • 5 Forgotten Reasons Your Business Will Profit by Publishing on Kindle

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

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

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

  • How to Deliver a Knock Out Sales Meeting

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

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

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

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

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

  • Could The iPad Kill Solution Selling?

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

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

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

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

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

  • A Smartwatch That Can Call & Text, Salesforce1 Lightning : Dreamforce News Roundup

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

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

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

    Bernie Reeder
    7 Oct 2014 | 7:52 am
    It’s go time for Dreamforce 2014. With Salesforce’s annual conference a mere week away, we’re busy gearing up for what’s ... Read More » The post Where To Find Yesware (And A Yeti On The Run) At Dreamforce 2014 appeared first on the Yesware Blog.
  • How To Improve Your Email Subject Lines: The Top Performing Words Other Sales Reps Are Using

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

  • New Survey Highlights Sales Management Skills and Development Priorities

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

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

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

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

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

  • Could The iPad Kill Solution Selling?

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

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

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

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

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

  • Analytics, analytics, analytics!

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

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

    SPI
    18 Sep 2014 | 10:52 am
    Sales managers are holding onto under-performing reps because they’d rather deal with the certainty of what they have, rather than the uncertainty of trying to hire a replacement rep. Although SVP’s know this doesn’t make good business sense, we understand that hiring talented sales professionals is indeed a daunting task for managers. First, there’s a global shortage of sales talent…
  • B2B Nurture and Follow-up Strategies

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

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

  • How to Lead a Masterful Sales Negotiation

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

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

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

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

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

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

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

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

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

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

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

  • Let’s Be The Best Damn Marketers We Can Be! #LeadLoveBoston

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

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

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

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

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

  • The Best Way to Win Business on Value Not Price

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

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

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

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

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

  • Why The Oldest Form Of Learning Still Works A Treat

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

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

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

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

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

  • Attack of the Software! – VanillaSoft Blog

    Stacy Jackson
    30 Oct 2014 | 7:28 am
    Are you haunted by your current lead management software? Then it’s time to take your VanillaSoft free trial! VanillaSoft has Source: blog.vanillasoft.com Check out this frightful list of lead management software monsters! Does your current solution fall into creepy categories? If so, it’s time to think about a queue-based lead management solution! The post Attack of the Software! – VanillaSoft Blog appeared first on LeadManagement.com.
  • Try This: This 30-Minute Exercise Doubles Sales

    Stacy Jackson
    29 Oct 2014 | 6:20 am
    Creating a shorter sales message increases your sales pipeline and makes opportunities easier to close. Source: www.inc.com When you master the art of a great sales email, you can double your sales according to Geoffrey James’ latest post on Inc.com. He identifies three things a “killer sales message” should accomplish: Causes a potential customer to respond to your email Gets the potential customer to self-qualify themselves as a sales lead Opens a dialog that leads to a sales opportunity Do your email marketing and email drip campaigns accomplish these three things? The…
  • Is There a Crisis of Confidence in Content Marketing?

    David Dodd
    29 Oct 2014 | 5:00 am
    There’s no longer any doubt that content marketing is playing a central role in the marketing efforts of most B2B companies. The annual content marketing surveys by the Content Marketing Institute and MarketingProfs have consistently shown that about nine out of ten B2B companies are using content marketing in some form. Research also shows that the use of content marketing is continuing to grow. In the 2015 “B2B Content Marketing Benchmarks, Budgets, and Trends – North America” survey by CMI and MarketingProfs (the “2015 CMI survey”), 70% of respondents…
  • Facing Fear When Selling? Check Out These 5 Tips

    Stacy Jackson
    27 Oct 2014 | 7:57 am
    Fear is one of the most debilitating emotions a human being can experience. It can stop you emotionally and physically from carrying out even mundane tasks Source: www.mtdsalestraining.com If you have been in sales for a long time, maybe you don’t experience fear anymore while doing your job. For the new sales reps and entrepreneurs out there, selling may still be a fear-inducing activity. Sean McPheat of MTD Sales Training outlines 5 steps to overcoming fear when selling: Think through “worst-case scenarios” Be realistic — fears are often worse than the reality.
  • Do You Suffer from the “3 Signs Of Bad Phone Breath”?

    Stacy Jackson
    27 Oct 2014 | 7:38 am
    The last thing you want to do on a cold call is stink the other person out, practice good phone hygiene using the following things. Source: www.sellbetter.ca Tibor Shanto has some great advice for those with “bad phone breath.” “What is ‘bad phone breath’?” you may ask. It’s when you “stink a call out” with the wrong cold calling approach. Shanto covers three areas we need to work on to make better sales calls: Speaking TO people, not AT them  Being too soft — confidence counts Sending the signal on voice mails that it’s…
 
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    Base | Baseline - Base CRM Blog

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

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

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

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

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

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

  • How to Lead a Masterful Sales Negotiation

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

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

    15 Oct 2014 | 10:00 am
    Sales negotiation can be a nerve-wracking process. Without the right knowledge or tools at your disposal, getting to the best agreement can be elusive. In this podcast, RAIN Group's President Mike Schultz discusses how to overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation. Click through to read a summary and listen to the full sales podcast...     Related StoriesHow to Lead a Masterful Sales Negotiation7 Price Objections and What's Behind ThemSlideShare: Common Sales Negotiation Mistakes to Avoid 
  • 7 Price Objections and What's Behind Them

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

    1 Oct 2014 | 10:00 am
    Last month we released a complimentary white paper, 5 Common Sales Negotiation Mistakes. In this new SlideShare presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals. Click here to view the SlideShare now.     Related StoriesHow to Lead a Masterful Sales NegotiationPodcast: How to Negotiate Sales Like a Pro7 Price Objections and What's Behind Them 
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    The Business Growth Zone » Blog

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

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

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

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

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

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

  • Dr. Ali

    PFPS
    31 Oct 2014 | 6:00 am
    Personal transformation never happens without help. Thank you, Dr. Ali, for helping me help myself 12 years ago.
  • What Defines YOU as a Sale Professional?

    PFPS
    29 Oct 2014 | 6:00 am
    What do you stand for? What are your values? What is your philosophy? How do you want to be described by others? The best sales professionals are the ones who can answer these questions. In fact, they can answer these questions in exactly the same way they would respond whether talking about their professional life […]
  • The Epic Odyssey of Thomas McLean

    PFPS
    27 Oct 2014 | 9:00 am
    How about a diversion during your workday? Check out this comic by animator Renee Calvert http://www.theepicodyssey.com/
  • Five Steps to Finding Your Voice

    PFPS
    26 Oct 2014 | 6:00 am
    In order to lead, you need a voice. Finding your voice is the real challenge. In my executive coaching work, I frequently find leaders who have no trouble verbalizing but still don’t have a voice. Finding and using your voice is absolutely essential because, without it, you aren’t effectively leading. What’s the difference? Let’s look […]
  • Innovation is your Competitive Advantage

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

  • The Greatest Cold Call Opener Ever

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

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

    22 Oct 2014 | 10:16 am
    For a quick reminder of some essential sales tips, here are 25 classic lines from guy movies that translate quite well into the world of professional selling.
  • How Long Should One Cling to the Current Sales Process?

    15 Oct 2014 | 7:19 am
    Regular intervention and adjustment to the sales process is key to strong sales performance. Ask yourself these questions for a fair evaluation of your process and whether or not it's time to reevaluate.
  • How Extraordinary Salespeople Outsell Their Competition

    14 Oct 2014 | 9:13 am
    Developing good questions is vital to professional selling. But great salespeople know that good questions aren't enough to separate themselves from their competitors. What they do is ask their questions within a framework of logic that elevates the sales conversation and buyer experience. Here's how you can do it too.
 
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    Exceed Sales

  • Sales Resistance: How to Respond When Prospects Are Putting You Off

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

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

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

    Elisa
    21 Jul 2014 | 2:13 pm
    Many organizations rely on list sources when developing B2B leads. I recently joined other sales professionals at the AA-ISP New York Chapter Meeting, hosted by Ed Linde II, to hear about LinkedIn’s new tool, the Sales Navigator.  The meeting was well organized, quite informative and offered a friendly environment to network and get to know others interested in the development of inside sales. The guest speaker that evening was John Mayhall from LinkedIn. Mayhall introduced the LinkedIn Sales Navigator, a sales intelligence tool for building an inside sales lead list.  This…
  • Inbound Marketing Strategies: Don’t Let The Good One Get Away

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

  • How to Find the Best Dealership Staffing Services Provider

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

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

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

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

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

  • What 200 Calories of Your Favorite Halloween Candy Looks Like

    caitlinhoward
    30 Oct 2014 | 11:26 am
    By Paige DePaolis (The Huffington Post) Just because it’s Halloween, doesn’t mean we should give into every temptation. Take a minute to read this article before you open up your next piece of candy. You might be surprised just how many calories you’re consuming. What 200 Calories of Your Favorite Halloween Candy Looks Like 
  • Gmail’s Inbox App Makes Managing Work Email Easy

    caitlinhoward
    30 Oct 2014 | 8:41 am
    By Brett Nuckles (Business News Daily) Managing your inbox can cause a lot of stress and take up a lot of time. A new app from Google aims to take the burden out of checking emails. Learn what new features and tools come with this app that will help you manage your emails more efficiently. […]
  • The Sales Manager’s Quick Guide to Social Selling

    caitlinhoward
    30 Oct 2014 | 8:22 am
    By Olivia Perek (blog.hubspot.com) The concept of social selling isn’t new, but less than half of frontline salespeople are still not using social media in their daily sales activities. Learn why you should start implementing social selling with your sales team and the best way to begin the process! The Sales Manager’s Quick Guide to Social […]
  • 40 Ways To Hunt For Business More Creatively

    caitlinhoward
    30 Oct 2014 | 7:40 am
    By Paul Castain (Your Sales Playbook) Don’t let prospecting for new business take a back seat to other necessary, but mundane sales tasks. Learn about 40 different ways to hunt for new business that will inspire you to include prospecting into your daily routine. 40 Ways To Hunt For Business More Creatively 
  • How to Master the Elevator Pitch

    caitlinhoward
    23 Oct 2014 | 11:08 am
    By Geoffrey James (Inc.com)  Your elevator pitch is essential when trying to develop new business or speak with prospects. Learn 3 tips for writing and delivering your elevator pitch like a pro. How to Master the Elevator Pitch 
 
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    aayuja

  • Boosting Sales Confidence

    admin
    28 Oct 2014 | 7:33 am
    By Neil SmithHarder we try to build our resistance against rejections and failed sales closures, harder it gets to keep the efforts and confidence in the right place to get up and move up again. More than, it being a professional set back it is a personal jerk which takes a back pull on all of us. The question is whether it can be totally eradicated or steps should be taken to simply boost it for damage control. We are of the thought process that sales confidence is something which is highly volatile in terms of conditions and situations and highly human emotion bound in nature. Nevertheless…
  • Pre Call Sales Planning

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

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

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

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

  • Build Street Cred with Inbound -AND- Outbound

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

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

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

    23 Sep 2014 | 10:13 am
    What response do you get when you talk to your salespeople about "following the process"? Follow the Process Let Me Do It My Way PROCESS: a systematic series of actions taken in order to achieve a particular result.
  • Sales Thoroughbreds: The Key to Winning New Business

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

  • The 7 Personality Traits of Top Sales Performers

    28 Oct 2014 | 6:23 am
    Just a few weeks ago, we detailed the ways in which sales performers have been required to adapt in order to evolve and stay at the top of the sales game. Some of these came down to the salesperson themselves (having a natural affinity for helping people), some pertained to management (top salespeople are enabled by company executives), and others were based on what salespeople are equipped with (hint: the top-performing players use technology to sell.) But in order to adapt, top sales performers had to have a foundation of characteristics that allowed them to excel. We set out to find out…
  • Combating a Labor Shortage: A Different Take on Hiring During a Labor Shortage

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

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

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

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

  • Actions: Getting Your Sales Team to Adopt Your CRM Solution

    avadminwp
    29 Oct 2014 | 12:42 pm
    Some teams resist change, especially when it’s technological, so encouraging members of a group to adopt relationship management software solutions that aren’t what they are used to can be tough. Fortunately for you, no resistance is insurmountable–and in fact, most sales teams can be convinced to give a new CRM solution a chance with the right incentives. The CRM industry is expected to grow significantly well into the next five years, and that only means adoption patterns and processes are going to be important to refine. In 2013, Gartner predicted that the CRM industry…
  • Dealing With Difficult Customers

    avadminwp
    27 Oct 2014 | 9:53 am
    Whether it’s by upsetting your staff on phone calls, putting up bad reviews online, or telling their friends about their negative experiences with your product, certain customers present a problem that your sales team will have to solve. Dealing with such customers can be difficult, but the cost of doing nothing is high. According to the White House Office of Consumer Affairs, those who feel a company has done them wrong will usually tell at least nine people, with about one in seven telling more than 20 people. Though some difficult customers cannot be pleased, there are some steps to…
  • Avidian Weekly Sales Roundup, Oct. 23

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

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

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

  • Sales Tools – Turn Molehills Into Mountains

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

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

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

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

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

  • Ep 52: How Techstars provides real value through a strong network of entrepreneurs, mentors and investors

    Eric
    27 Oct 2014 | 6:30 am
    Join me as I talk with Techstars founder David Brown. David is a serial entrepreneur and helped found Techstars along with David Cohen, Brad Feld and Jared Polis in 2006. The Co-founders wanted to leverage what they had learned in their previous startups to help entrepreneurs avoid those same mistakes. Techstars’ startup accelerator offers a three-month bootcamp and surrounds entrepreneurs with mentors to help you navigate everything from choosing the right product and testing it. Today the accelerator runs 13 different programs in Boulder, New York and Boston among other…
  • Ep 51: InsideSales.com CMO Mick Hollison Talks About How To Increase Your Lead Response Rate By 400%

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

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

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

    Eric
    2 Oct 2014 | 6:30 am
    Note: Infographic is at the bottom of the post. “Culture” has been a buzzword in the corporate world for several years, but what does it mean and why is it important? Entrepreneur.com defines company culture as “a blend of the values, beliefs, taboos, symbols, rituals and myths all companies develop over time.” In other words, company culture is the personality of an organization from the employee perspective, and includes the company’s mission, expectations, and work atmosphere. Whether it’s written down, symbolized in the business logo, or simply an unspoken but understood…
 
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