Sales

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  • If You're Not Using This Email Prospecting Tool, You're Missing Out

    Jill Konrath's Fresh Sales Strategies
    15 Jul 2014 | 7:00 am
    You know what I hate? Not knowing if my prospect has opened my emails ... wondering if they disappeared into a black hole ... and never being able to catch them on the phone. I suspect you feel the same way. That's why I wanted to let you know about Signals, a new, free and easy email prospecting tool that I'm loving. Here's why:
  • Increase Conversion with Basic Psychological Principles

    OpenView Labs
    jminton
    28 Jul 2014 | 9:30 am
    You’ll do anything to increase conversion, so why not look at some angles you might not have considered yet. via OpenView Labs ↬ Increase Conversion with Basic Psychological Principles
  • 6 Effective Time Management Techniques for Success in Sales

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

    Web Tools and Strategies to Increase Sales - Fill the Funnel
    Miles Austin
    8 Jul 2014 | 10:14 am
    Insist on a Video Meeting. Insisting that sales calls be done via video meeting brings many benefits to the busy executive including shorter meetings, more control of the meeting, and the ability to size up the sales person’s value to your organization without having to deal with meeting logistics. Video meetings can be extremely effective for all participants in this type of meeting: It is easier to view a demo on your own screen vs. that from the laptop or tablet of the salesperson. Finding a place to have the meeting is never a problem, whether in your office or on the road from your…
  • What Are The Leading Investments In Sales Productivity?

    Sales Enablement Perspectives
    Tamara Schenk
    3 Jul 2014 | 12:30 am
    In our 2013 Sales Performance and Productivity Study, the following investments in sales productivity 2013 and 2014 emerged as the top three: Process, skills and competencies cover the “how to sell” dimensions, whereas the second initiative is focused on the “what to sell” dimension. The third initiative on sales manager training and development covers two dimensions at the same time: The first is to train sales managers on the skills and competencies they need to perform their role most effectively, and the second one is to develop their coaching excellence. Front line sales…
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    Heavy Hitter Sales Blog

  • 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…
  • Know Your Sweet Spot and Target Your Sales Zone

    Steve Martin
    31 May 2014 | 8:26 am
      One of the most important questions to ask yourself before you start working on a deal is, who’s zone is it in: yours or your competitors’, or is the business up for grabs?       Basically, every deal is in one of three zones: your zone, a competitor’s zone, or open business that is up for grabs. Typically, fifteen percent or so of business is in your zone, meaning it’s yours to lose. Most likely, your competitor’s zone is similar in size to yours. However, you cannot win there, so you shouldn’t even try. The remaining deals, representing the lion’s…
  • Harvard Business Review: Win More Sales With An Indirect Strategy

    Steve Martin
    7 May 2014 | 8:17 am
        THE ART OF SALES “WARFARE” STRATEGY     All salespeople must must be generals who create a strategy to win their wars long before the first battle begins. The successful military leader painstakingly plans how and where he will attack in accordance with the troops and weapons at his disposal. When the fighting starts, the victorious commander achieves his objective through battlefield maneuvers to gain the advantage and countertactics to neutralize his enemy’s advance.   If you are in sales, you are perpetually in a state of war. All salespeople are…
  • New Book: Agile Selling by Jill Konrath

    Steve Martin
    26 Apr 2014 | 6:42 am
      I first met Jill Konrath in South Africa three years ago while were speaking at the same sales conference (that’s our picture on the sign along with Nick Read). She’s smart, talented, and we hit it off famously. She’s written some of the best-known books on sales and her body of work speaks itself. Her new book is titled “Agile Selling” and click here to order your copy from Amazon.         Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World   “Being an agile seller in today’s business environment virtually…
 
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    Score More Sales

  • How To Be Social In Sales – Listening

    Lori Richardson
    31 Jul 2014 | 3:43 am
    We have written about social sales relationship building and social sales research. Let’s stop and think for a minute about the most simple form of integrating social into your selling with listening. It sounds so simple, yet good social listening is an art and science. Social listening is an art because of nuances you are looking for, and patterns to see. Social listening is a science because you must have a cohesive plan in place and be methodical for the greatest success. If you approach listening in a haphazard way you will get poor results. Create some social listening goals. It could…
  • How To Be Social In Sales – Relationship Building

    Lori Richardson
    30 Jul 2014 | 1:53 am
    For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. I was one of LinkedIn’s first 30,000 members way back in the early 2000’s. My number is 29,426 and am now among 300 million members. There has been a lot to learn over the years – much of it the hard way. If I can share some strategies that could help sellers be successful, and…
  • Money Monday How to Focus on Buyers

    Lori Richardson
    28 Jul 2014 | 4:23 am
    It is easy to get distracted in a sales career. One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. Have you lost track of a pending sales opportunity?  Does your focus shift? On one hand, I’d like to say that there is no excuse for this, however, I know it happens all the time because of poor tracking. You have this “lead” in a spreadsheet, not a CRM system, and you can’t set a next action in a…
  • Where to Find Women B2B Sales Experts

    Lori Richardson
    24 Jul 2014 | 7:06 am
    I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. I sent her an e-mail about the post, we had a phone conversation, and that conversation began a wonderful friendship and mentorship that I treasure. Jill, and other women have spoken up over the last 10 years about the small showing of female role models in professional selling – especially in technology sales, where I have spent much of the past…
  • Understand The Power of Social Sales

    Lori Richardson
    22 Jul 2014 | 4:44 am
    Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. When Google launched in 1998 none of us in professional selling had any idea how it might change the way the world of business-to-business selling worked.  I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool –…
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    Smart Selling Tools » Blog

  • Smart Selling Visions: Up-Close with Top Revenue Leader Darren Chamberlin, CEO of @Perenso

    Nancy Nardin
    29 Jul 2014 | 11:30 pm
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. 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 Darren Chamberlin, CEO and President of Perenso. Nancy: What does Perenso do? What problem/s are you solving for sales and/or marketing organizations? Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. It’s an easy to use product that…
  • Announcing: Call for Submissions for the Top 40 #B2B Marketing Tools

    Nancy Nardin
    22 Jul 2014 | 11:30 pm
    If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. In 2011, the map contained approximately 100 companies. In 2012 it grew to around 350. He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. Even with nearly 1,000 companies listed, this landscape, according to Brinker, is not comprehensive. It’s hard enough for large enterprises to…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Geoff Rego, CEO of @myHushly

    Nancy Nardin
    16 Jul 2014 | 9:04 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry. Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. This week I interview Geoff Rego, CEO and Co-Founder of Hushly. Nancy: What does Hushly do? What problem/s are you solving for sales and/or marketing organizations? Geoff: Hushly is a software tool that helps B2B marketers to amplify content reach by up to 5,000% and…
  • Rebellious Buyers: Selling to People that Don’t Want to be Sold

    Nancy Nardin
    9 Jul 2014 | 8:29 am
    Let’s be real. No one likes to be sold. Today’s buyers are no different in that regard but there is one difference; they’re more rebellious than ever before. That’s because the Internet has sped the dissemination of information at an unimaginable rate and the information has emboldened buyers with a new level of purchasing control. The availability of paper and the invention of movable type spread the dissemination of ideas from the 15th century and on helping to spawn the European Renaissance. And today, because of the invention of the Internet, we’re experiencing a Renaissance…
  • Is Automation the Key to Modern Selling?

    Nancy Nardin
    2 Jul 2014 | 12:24 pm
    The article that follows is a reprint from my column in the July Top Sales World magazine, the one online magazine I never miss. The July issue includes a number of articles I found to be quite interesting including but not limited to:  Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen. Top Sales World will soon be published as a smaller, weekly periodical which will make it all the more timely and manageable.
 
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    omghub.com

  • Rejection: Does Selling Cause More Anxiety Than Dating?

    Dave Kurlan
    29 Jul 2014 | 3:21 am
    Understanding the Sales Force by Dave Kurlan Do you remember dating?  Back in the day, when you couldn't hide behind a text or an email, the three most common questions that teenagers would ask their friends were, "What if she says 'no'?", "What if he doesn't call?" and "What if she doesn't call back?"   When those teenagers entered sales, I can assure you that no prospect ever wondered, "What if he doesn't call?"  But some salespeople did continue to remain anxious over, "What if he/she says 'no'?" and "What if he/she doesn't call back?"  That was classic fear of…
  • Does Efficiency or DNA Help to Increase Sales?

    Dave Kurlan
    24 Jul 2014 | 12:38 pm
    Understanding the Sales Force by Dave KurlanThe Salesforce Blog published a new article of mine today - Read How to Create Perfect Sales Conditions.  It's really an article about how to use tools and efficiency to increase your focus and sales.  Speaking of efficiency, Kyle Dougherty, from Prialto, sent me this very cool video today.  Talk about a tool that helps you to be efficient! Some people have efficiency in their DNA.  Matt Heinz wrote this article for the Hubspot Inbound Sales Blog, asking whether great salespeople are born.  I usually like what Matt writes,…
  • Look for Potential in the Next Generation of Sales Hires

    Dave Kurlan
    22 Jul 2014 | 7:57 am
    Understanding the Sales Force by Dave KurlanThe Harvard Business Review finally published a relevant article that I agreed with!  Yeah HBR.  Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. 21st Century Talent Spotting points to coming talent shortage and the importance of hiring for potential.  The article also instructs readers to evaluate using a predictive tool.   Resumes tell you where a candidate has been, how long they stayed, and what they did.  References verify that…
  • What Percentage of Sales Candidates Are Hired?

    Dave Kurlan
    20 Jul 2014 | 6:07 pm
    Understanding the Sales Force by Dave Kurlan   Do you know what percentage of sales candidates eventually get hired?  I posed that very question to Google search and none of the results, that appeared on the first page, answered my question.  Two results pointed to my article from earlier in 2014 that answered the question, "How Many Sales Candidates are Worthy of Being Hired?" That article addressed several classifications and roles and revealed that, on average, 28% of all sales, sales management and sales leadership candidates assessed were recommended using…
  • Top 10 Sales Recruiting Lessons to Hire Great Salespeople

    Dave Kurlan
    17 Jul 2014 | 5:21 am
    Understanding the Sales Force by Dave KurlanOne of the first emails I came across this morning was a LinkedIn update telling me that 16% of my network had started new jobs.  16%.  That's one of every 6.25 people I am connected to. That brings us to this question.  Who's in a LinkedIn network? I'm very selective about who I connect to on LinkedIn.  Some would suggest that you should connect with as many people as possible.  I'm of the belief that you should connect with people who you know and who know you.  I believe that you should also connect with those who…
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    OpenView Labs

  • Does Your Sales Playbook Need a Makeover?

    CeCe Bazar
    30 Jul 2014 | 6:00 am
    Is your sales playbook bringing your reps down? Is it cluttered with arbitrary documents, stored on some random hard drive? In this post, OpenView's CeCe Bazar and HighSpot's Jeff Boissoneault share tips for giving your playbook the makeover it deserves. via OpenView Labs ↬ Does Your Sales Playbook Need a Makeover?
  • Inbound Marketing Essentials from the Founder of HubSpot

    jminton
    29 Jul 2014 | 9:30 am
    Startups at any stage would do well to familiarize themselves with these inbound marketing essentials. via OpenView Labs ↬ Inbound Marketing Essentials from the Founder of HubSpot
  • How to Conduct Win/Loss Analysis to Drive Strategic Growth (Part II)

    OpenView Guest
    29 Jul 2014 | 6:00 am
    In her previous post, marketing strategist Sue Duris tackled how to conduct the pre-interview and interview phases of a Win/Loss Analysis. In this post, she explains what to do once you have your data. via OpenView Labs ↬ How to Conduct Win/Loss Analysis to Drive Strategic Growth (Part II)
  • 3 Reasons Your Next Hire Should Be a Millennial

    OpenView Guest
    28 Jul 2014 | 12:00 pm
    Millennials often get a bad wrap for being lazy and self-absorbed. In this post, HubSpot Sales Director Dan Tyre and OpenView Sales & Marketing Associate CeCe Bazar offer 3 arguments for hiring millennials. via OpenView Labs ↬ 3 Reasons Your Next Hire Should Be a Millennial
  • Increase Conversion with Basic Psychological Principles

    jminton
    28 Jul 2014 | 9:30 am
    You’ll do anything to increase conversion, so why not look at some angles you might not have considered yet. via OpenView Labs ↬ Increase Conversion with Basic Psychological Principles
 
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    Jill Konrath's Fresh Sales Strategies

  • The Challenges of 1st Time Sales Managers – And How to Overcome Them

    30 Jul 2014 | 4:00 am
    Recently I sat down to talk with Ken Thoreson, president of Acumen Management. He just came out with a new book called, SLAMMED!!! For the First Time Sales Manager.   I'll never forget when I was first promoted into management. It was a real wake-up call – and very frustrating. I was working harder than ever, but barely seeing the results. If you've recently moved into a sales management position, or are hoping it'll be your next career move, read on. There's some good advice ahead.
  • Competitive Differentiation Is Easy if You Do This

    29 Jul 2014 | 7:00 am
    When your prospect has decided to change from the status quo, they start seriously considering their options. How can you differentiate yourself from others who are also competing for their business? Most salespeople feel compelled to brag about their company's service or talk about all the awards their company won. Everyone does that. It's not differentiation. True competitive differentiation comes from helping your prospect make a good decision. Here's the most effective thing you can say:
  • How to Leverage Trigger Events for Faster Sales

    22 Jul 2014 | 7:00 am
    Have you ever heard of trigger events? If not, you're in for a wonderful wakeup call. A trigger event is a sudden change in a company's priorities. Your prospect may have been happy with the status quo yesterday, but these new circumstances create or deepen business issues that can no longer be ignored.  Here are some examples of events that can potentially create sales opportunities for you:
  • If You're Not Using This Email Prospecting Tool, You're Missing Out

    15 Jul 2014 | 7:00 am
    You know what I hate? Not knowing if my prospect has opened my emails ... wondering if they disappeared into a black hole ... and never being able to catch them on the phone. I suspect you feel the same way. That's why I wanted to let you know about Signals, a new, free and easy email prospecting tool that I'm loving. Here's why:
  • How to Know if Your Prospecting Email Message is Effective

    10 Jul 2014 | 8:39 am
    Salespeople spend an inordinate amount of time developing cold call emails, hoping they'll create the perfect message that will get prospects to say, "Yes! I want to meet with you immediately." That would be great, but it takes a lot of practice to find the best way to pique your prospects' interest. Here are 3 ways to evaluate the effectiveness of your prospecting email: 
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    Radius

  • Breaking Down the Myth of Big Data for B2B Marketing

    Lisa Fugere
    30 Jul 2014 | 9:00 am
    What Are Marketing Data Marketing data refer to business and contact information on target prospects. Before the explosion of data brought on by the Internet and social media, the data to which marketers had access about their customers were limited to broad firmographic categories. Because of limited data, marketers segmented customers based on vague attributes, including region, industry, and company size. Today’s marketers can access detailed, real-time insights about millions of businesses around the world. As access to data grows, so too do the segmenting options available to…
  • How RelateIQ Generates Leads with Organic and Sponsored Tweets

    Lisa Fugere
    29 Jul 2014 | 7:00 am
    There’s no question that social media networks have earned a spot on the modern marketing strategy’s starting team, but their role within the marketing organization remains vague. Building a social media strategy isn’t as simple as outlining post frequency and topic guidelines. Many marketers invest valuable resources in social media management, but can’t prove greater successes than basic vanity metrics. Hubspot’s 2013 State of Inbound Marketing Report found that 25% of marketers are more concerned with proving ROI than any other challenge they face. To uncover a successful recipe…
  • Millennials Are Not Impressed with Your Content Marketing

    Lisa Fugere
    25 Jul 2014 | 7:00 am
    This article was originally published on the Newscred Blog.  Millennials – also referred to as digital natives or Gen Y – created the art of consuming copious amounts of content across multiple devices at all times. Despite this ongoing consumption, 45 percent of Gen Y simply are not impressed with the content that marketers are serving up. That according to a new study, “Content Marketing Best Practices Among Millennials,” by Yahoo and Tumblr, in partnership with Razorfish and Digitas While the oft-ridiculed generation may seem easy to dismiss, millennials have a lot…
  • B2B Marketing Tips: 6 Ways to Incorporate Viral Emotions into Your Content Strategy

    Kelsey Libert
    23 Jul 2014 | 6:00 am
    64% of B2B marketers list engagement as one of their organizational goals for B2B content marketing. But what drives engagement? Is it different for men versus women? What about for different age groups? In an effort to expand my research on viral emotions, I conducted a study of more than 800 men and women between the ages of 18-54 to discover the which emotions were evoked from both viral and non-viral images. via research by Fractl The research revealed several important takeaways for B2B marketers: The number of positive feelings strongly correlated with total content views. When…
  • How Benchmark Reports Doubled Lead MD’s Pipeline in 2 Months

    Lisa Fugere
    16 Jul 2014 | 7:00 am
    Meeting A Growing Marketing Need LeadMD offers marketing consulting services to businesses of all sizes and revenues to help marketers achieve the greatest value from their investments in marketing technology. As sales data applications, content management solutions, marketing automation systems and customer relationship management software piles on the Chief Marketing Officer’s plate, technology implementation can loom threateningly over the CMO’s list of to dos. LeadMD helps customers identify the gaps in their technology setups, as well the solutions available to fill those gaps.
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Tip for Busy Executives To Get the Most Out Of Sales Calls

    Miles Austin
    8 Jul 2014 | 10:14 am
    Insist on a Video Meeting. Insisting that sales calls be done via video meeting brings many benefits to the busy executive including shorter meetings, more control of the meeting, and the ability to size up the sales person’s value to your organization without having to deal with meeting logistics. Video meetings can be extremely effective for all participants in this type of meeting: It is easier to view a demo on your own screen vs. that from the laptop or tablet of the salesperson. Finding a place to have the meeting is never a problem, whether in your office or on the road from your…
  • You Are Losing New Customers Before You Ever Talk To Them

    Miles Austin
    30 Jun 2014 | 10:37 am
    Are you spending your sales and marketing efforts in the wrong area? Are your prospects clicking away without action? How are you delivering your messages and information to those most important to your business success? The majority of sales and marketing efforts are based on outdated thinking and assumptions that these same executives are viewing your emails and online information from a desktop or laptop computer. The truth is that these people who hold the key to your sales success are not at their desks while viewing your emails or even doing research about you or your company. They are…
  • Have You Become The Kim Kardashian Of Your Profession?

    Miles Austin
    19 Jun 2014 | 3:27 pm
    Just hearing or reading the name Kim Kardashian is guaranteed to create a reaction in everyone. Some positive and some negative but everyone has a reaction. Are you concerned about becoming the Kim Kardashian in your industry? Constantly promoting you, you and you. Self-promotion is not a bad thing. I know people that don’t do enough of it. There is even a book about how to do self-promotion the right way (Show your Work! by Austin Kleon). But can you over do it? I’ll bet if I ask you to name someone in your business that is near or has reached that point that you could give me a…
  • Time To Upgrade Your Webinar Tools?

    Miles Austin
    26 May 2014 | 11:57 am
    Is it time to upgrade your online meeting tools and capabilities? The most popular tool has been GoToMeeting, developed in July 2004 by the Online Services division of Citrix in Santa Barbara, California, using the remote access and screen sharing technology from GoToMyPC and GoToAssist to allow web conferencing. The later release of GoToWebinar (GTW) in 2006 and GoToTraining in 2010 expanded GoToMeeting capabilities to accommodate larger audiences. Do you have any other technology tools ten years old? Most likely no, and for a reason. Technology improves at a rapid pace and…
  • 2 Slideshare Tips For Best Results

    Miles Austin
    12 May 2014 | 4:45 pm
    After two months of testing different approaches to get improved results with Slideshare, I have found that using these two tips in creating and uploading slide presentations can make the difference between pro and rookie. We both know which one you want. Tip #1 – Create your presentation using the 4:3 format (square) that has been around since the beginning. The alternative layout is the 16:9 format (wide-screen). Don’t use that format if you are going to upload your presentation to Slideshare. It will cut off the tops and bottom of many of your slides. The frustrating part of…
 
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    the funnelholic

  • Amplify Your Twitter Marketing Campaigns with Azuqua

    Craig Rosenberg
    30 Jul 2014 | 6:00 am
    Editor’s Note: Today’s Post is from Claire Koerner, marketing manager at Azuqua With CRM, social media, cloud services, SaaS tools and more, marketers have access to vast quantities of customer information. That’s the upside. The downside is it can be a time-consuming task analyzing all that data in order to identify and act on the most important and relevant content. Creating simple business process to address this issue can be a challenge, and usually require a dependency on already stressed IT departments. After years of suffering through the old enterprise integration…
  • Quality Fuel for Your Sales Engine Using Compile

    Craig Rosenberg
    10 Jul 2014 | 10:47 am
    At Compile, like most companies these days, we prefer an open office where engineering, sales and operations sit side-by-side. As a result, I am now spending a lot of time with developers (they will helpfully point out that this keeps me grounded in reality!). In some ways it’s the classic yin and yang: methodical programmer versus instinctive marketer. But moving beyond the stereotypes, it seems to me that sales and marketing has evolved from a “gut-driven” discipline to a more “data-driven” science. Whether it’s A/B testing your outreach, measuring lead conversion or tracking…
  • When Ari Gold Sells “Silo” – A Sales Lesson From Entourage

    Craig Rosenberg
    6 Jul 2014 | 3:18 pm
    I took a break this weekend. I don’t watch movies that much anymore. I am one of those people that when I have time, I binge watch TV. So this weekend I watched some Entourage on HBOgo. There was a scene (Season 4, Episode 10) that caught my eye where Ari Gold, the agent for the star of the show, Vincent Chase, has to go sell a movie to the studio boss where he has absolutely no chance in hell. I don’t want to bore you on too much background. Just focus in on how he sells the movie. Warning:  There is cursing in this scene so if you are cool with that, wear headphones. If you…
  • 4 Habits of a New Generation of Top Sales Performers

    Craig Rosenberg
    1 Jul 2014 | 5:54 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. What does a top performing sales person look like? Seriously. Picture him or her in your mind. How do they dress? Are they attractive? Are they eloquent speakers? What do they do in their free time? Well, in my experience, the profile of the top performing salespeople is changing. And fast! As I built the HubSpot sales team over the last 6 years, I probably hired close to 200 salespeople. It amazes me, even in that short period, how the…
  • The Secret to Supercharging Your Content Production

    Craig Rosenberg
    26 Jun 2014 | 9:54 am
    Editor’s note: Today’s post is from Liz O’Neill from Kapost. Her last Funnelholic guest post knocked it out of the park. She’s back and appreciate the value Kapost is trying to deliver to the content marketing world with the templates they are offering. See more below! Marketers today are under a lot of pressure. They’re responsible not only for engaging leads, but also for converting prospects, driving revenue and retaining business. The major tool at their disposal? High-quality content at every stage of the funnel. And to beat the competition, they need to…
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    Caskey Sales Training - Sales Strategy - Leadership - Indianapolis

  • Pricing Part I: Inner Game

    Travis Collins
    28 Jul 2014 | 2:18 am
    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss a client inspired topic, Pricing. This is part 1 of a 2 part series. This week is all about the mentality side of pricing also know the Inner Game. Whether you are an experienced vet or brand new to sales, this is valuable advice. Be sure to tune in next week to hear part 2 which is all about the Mechanics! Also mentioned in this podcast: Pheonix - DH Lawrence Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • Sales Management Training: Achievement Culture

    Bill Caskey
    24 Jul 2014 | 2:00 am
    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online.  As an added bonus during Sales Leadership Month, I’m offering my free ebook, “The Sales Leader’s Checklist.” Download by clicking below:     What’s an average day in your office feel like? What’s the mindset of your people when they come in every day? In short, what’s the culture of you and your team? These questions may be tough to answer with certainty, but workplace culture is an absolutely vital (yet often overlooked) aspect…
  • The Sales Leader’s Cadence: Personal Learning

    Bill Caskey
    22 Jul 2014 | 2:00 am
    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online.  If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:     How much time have you blocked off this month for Personal Learning? None, you say? You say you didn’t have time? What could be more important in your professional growth than your personal learning time? This is part 2 of 2 videos on The Leader’s Cadence, a new way to look at time-blocking just for sales leaders. Enjoy.
  • Interview with Jay Mohr

    Travis Collins
    21 Jul 2014 | 3:00 am
    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fine line between egomania and high intent. During the interview Jay talks about how we are all show-off’s and we have a desire to be the best. He has some great perspectives on success and life that you won’t want to miss. Also mentioned in this podcast: Jay Mohr – http://jaymohr.com Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • The Sales Leader’s Cadence: An Overview

    Bill Caskey
    17 Jul 2014 | 2:00 am
    This is part of an ongoing series of posts that previews the launch of The Sales Leadership Academy, online.  If you’d like to make sure you are notified when these are released, and if you want a copy of “The Sales Leader’s Checklist,” go here:     Get out your calendar for next month. What do you see? Lots of blank spaces? Well, you shouldn’t. In this video (part 1 of 2), I share how every sales leader (that means YOU) should be organizing his/her calendar to make sure they’re blocking out “high pay” activity each month. I call it The Leader’s Cadence. And…
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    Sales and Sales Management Blog

  • Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

    Paul McCord
    30 Jul 2014 | 1:06 pm
    The Proven Best Way To Gain New Customers by Miles Austin Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like Yelp have emerged to leverage this truth. It is a recognized fact that our customers are active in the selection process before sales ever gets involved.  There is disagreement about how far the customer typically has progressed down the buying path, but they…
  • Is Your Employer Knowingly Destroying Your Career?

    Paul McCord
    28 Jul 2014 | 10:24 am
    If you work as an outside, commissioned salesperson, think about what your employer does: Your employer pays for: virtually 100% of your training virtually 100% of your marketing your gas, your cell phone, your prospect and client lunches and coffee meetings Your employer is investing hundreds of dollars per month in your career.  Yet they: knowingly allow you to waste time knowingly allow you to blow off work knowingly allow you to go home early knowingly allow you to come in late knowingly allow you to stand around and complain and moan with the other salespeople in the office knowingly…
  • Guest Article: “No Problem, No Need,” by Jim Keenan

    Paul McCord
    24 Jul 2014 | 9:55 am
    No Problem, No Need By Jim Keenan As sales people we are taught to find a need and sell to it. Needs based selling is what many of us have been taught from the early days. In almost every conversation I have with sales people on how to sell, the word “need” comes up. It’s without a doubt the most common term I hear sales people use when discussing how they sell and what sales is all about. In almost all cases it’s explained as the “thing” a sale must be attached to. Need, is what sales people need to ferret out. Good sales people find need. The best sales people dig and search…
  • Is There More to Social Selling than Just Hype?

    Paul McCord
    22 Jul 2014 | 7:59 am
    Are you sick of the social selling hype yet?  Have you had your fill of the unrelenting BS that bombards you day in and day out about the miracle of social selling and how it makes selling so much easier, how it eliminates the horror of cold calling, the expense of advertising, the time consuming drudgery of attending networking events? Or, have you bought into the hype and discovered that in reality it is nothing more than quicksand that will drag you down and destroy your business slowly? The truth is there is a great deal of hype and BS going on about social selling.  There are promises…
  • Guest Article: “Don’t Wait for a Bone,” by Tibor Shanto

    Paul McCord
    21 Jul 2014 | 10:42 am
    Don’t Wait For A Bone by Tibor Shanto Nothing bothers me more than when a rep uses any expression relating to selling that includes a variation of “throw me a bone”. You hear this a lot especially in industries that are highly competitive, the buyers have viable options, and the risk of commoditization looms large. Usually while discussing their prospecting efforts with an account currently serviced by a competitor, reps tells me how they follow up with and touch the client, in the hope that the buyer will “throw me a bone, and I can prove myself.” You may say this is not prevalent,…
 
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    Inside Sales Experts Blog

  • 2 Quarters In, Grade Your Sales Team

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

    9 Jul 2014 | 4:33 am
    The strategy of dividing inbound qualification and outbound prospecting into separate roles has crossed the chasm. In our 2014 SDR Metrics report, we identified that nearly 40% of companies have implemented SDR role specialization. On paper, I love this approach as it creates focus and accountability. In practice, it takes careful planning and diligent monitoring to reap the full benefits. I recently chatted with 3 high-growth companies on their lessons learned. GoodData: Distinct Model, Distinct Goals Casey Corrigan, Director of Inside Sales at GoodData, segmented roles for three…
  • How to Track Attempts per Lead in Salesforce

    26 Jun 2014 | 4:34 am
    If you lead an SDR team, or are in Marketing and deliver them leads, I'm sure you've been involved in debates about how many times a rep should attempt to reach a prospect. You have a process. But are you able to accurately track it in Salesforce?   For years, I've been tweaking reports trying to get an accurate picture and I think I've finally buttoned it up. Here's how you can too: (you might want to involve your Salesforce Admin) Step 1 - Choose the right report For most orgs, Activities with Leads will be the best report type. Step 2 – Focus on a subset of leads…
  • A Strategy for Dealing with Open Territories

    4 Jun 2014 | 4:45 am
    What happens when your top rep gives notice? Or an A-player goes on maternity leave? Or that amazing candidate takes another offer? Turnover and open territories are a sales reality. They also take a big bite out of your revenue. The other day, I was talking to a SaaS VP of Sales with a team of 34 closing reps. Internally, she was facing 28% attrition (both voluntary and not). Externally, a tough hiring market made positions harder and harder to fill. She told me filling open spots was like a never ending game of whack-a-mole and put her ability to make the number at risk. I offered this:…
  • 5 SDR Metrics You Should Know

    22 May 2014 | 4:35 am
    At long last, we are publishing our  2014 SDR Metrics & Compensation Report. I want to thank the 222 technology companies that participated. In this report, we compiled 37 pages of data, insight & trends. For those of you who don’t have the time or energy to read the full report (and I hope you find both at some point), I thought I’d share a few snippets with you. 1. SDR specialization hits 40% adoption! Companies are splitting inbound & outbound roles. We expect role specialization to continue along the adoption lifecycle following an earlier shift on the…
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    John on Sales

  • 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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    ZoomInfo Blog

  • Improve Your Email Campaigns by Removing Zombies from Your Marketing Database [infographic]

    Lauren Barber
    29 Jul 2014 | 6:34 am
    Marketers are always looking for ways to improve their email campaigns and generate quality leads. But if you’re emailing unengaged leads, known as email zombies, you could actually be hurting your deliverability rates and Sender Score. An email zombie is defined as a lead that engaged with your organization at some point by opening your […]
  • How to Increase Sales Productivity & Drive More Revenue

    Lauren Barber
    28 Jul 2014 | 8:07 am
    How much time are you wasting Googling phone numbers and contact information or calling stale leads? Imagine how much your productivity would increase if you had the contact information for all of your leads right at your fingertips. Use these 5 ways to increase the productivity of your sales team: Convert stale or incomplete records […]
  • Get More Out of Prospecting! ZoomInfo Will Tell You How at RecruitaCon – Amazon

    Avanti Bhat
    28 Jul 2014 | 6:32 am
    Come see James Hannoosh present ‘Dodging the Recruiting Roadblocks!’ on August 12, 2014 at RecruitaCon – Amazon! Hiring the right candidate can be difficult. James will explain how to avoid the common roadblocks of recruiting to get more of the right prospects in your pipeline. You’ll learn: The effect of direct dials and emails – […]
  • How to Identify Buyer Personas & Send Targeted Messages to Leads

    Lauren Barber
    25 Jul 2014 | 8:28 am
    Do you ever feel like your approach to targeting your best possible buyer is like flinging spaghetti on a wall and seeing what sticks? You’re not alone. Despite the massive amount of analytics available to companies today, many marketers are still misfiring and sending the wrong content to the wrong prospects. Buyer Personas: Know Your […]
  • Sales Emails: How to Get Your Leads to Respond

    Lauren Barber
    22 Jul 2014 | 9:00 pm
      Sales emails are an important part of the sales cycle. So how do you get leads to read and respond to the emails your sales reps are sending? Keep Your Sales Emails Short and to the Point Sales emails need to be short and to the point. No one is going to spend time […]
 
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    Marketo Marketing Blog

  • Lessons on Locations From Our New Atlanta Office

    Bill Binch
    30 Jul 2014 | 5:30 am
    Author: Bill BinchLately, Marketo’s had Georgia on our minds — specifically, we’ve been thinking about Atlanta, where we’ve just opened a new office. With 40 employees, a great location, proximity to our customers, and an expert team of Marketo veterans, this marks an exciting moment for our company. But a lot happened between the first time we thought of Georgia and today’s grand opening in Atlanta. If you’re ready to open a new office (or if you’re just starting to consider the possibility), here are four lessons we learned along the way: 1.
  • Pin for the Win: How to Market Your Brand on Pinterest

    Noah Abelson
    29 Jul 2014 | 5:42 am
    Author: Noah AbelsonIf you’re marketing on social (and we hope you are!), your primary goal should be to connect with users. But this isn’t just for its own sake – ultimately, it’s so that when someone makes a purchase, your product or service is what they buy. Pinterest gives users a format to engage with your content and become brand advocates, but it also helps them connect directly to your products. Keep reading to learn more about building your Pinterest audience, and creating content to keep that audience engaged. To take an even deeper dive, check out our ebook “Pin for the…
  • 4 Ways to Invest in Your Marketing Career

    Phillip Chen
    28 Jul 2014 | 5:30 am
    Author: Phillip ChenAs our recent ebook about marketing career paths proves, you don’t need an expensive MBA to become a great marketer.  You don’t need to read a pile of career advancement books, or spend every weekend at seminars, or update your LinkedIn profile every day. As you invest in your marketing career, the important thing is to spend your time in the places it will count the most. And, just as you would with a stock portfolio, be sure to diversify — if you can manage multiple investment, all the better. So if you’re looking to advance your skillset, your knowledge, and…
  • Summer Must-Reads: 10 Marketing Books to Throw in Your Beach Bag

    Jessica Langensand
    24 Jul 2014 | 5:30 am
    Author: Jessica LangensandThere are three things that symbolize summer for me: watermelon, warm nights, and a very full Kindle. And while I’m not opposed to classic beach reads (murder mysteries, romance novels, etc.), I feel twice as proud of myself when I’m enjoying books I can apply back at work — it’s the best of both worlds. So whether you’re up for a summer get-away, or just a relaxing weekend at home, here are my ten picks for books that will help you return to your desk both refreshed and inspired: 1. The New Rules of Marketing and PR The New Rules of…
  • Marketo Goes to College

    Jesse Finn
    23 Jul 2014 | 5:30 am
    Author: Jesse FinnGood marketers are hard to find. In fact, many organizations today are facing huge gaps in their marketing team roster – there just aren’t enough people to do the job. Take Sears, for example. If you go on to their job listing page, you’ll see they’re currently looking for more than 250 marketing professionals alone. Run a quick search of “marketing automation manager” on popular job site Indeed.com – it yields over 3,700 openings! The reason? In a digital marketing age, the skills and talents that make marketers successful have shifted dramatically – leaving…
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    The Sales Blog

  • The Real Story Goes Unreported

    S. Anthony Iannarino
    30 Jul 2014 | 6:00 pm
    The Real Story Goes Unreported is a post from: The Sales Blog | S. Anthony Iannarino Your attitude is important. You have to protect yourself from negativity, lest you become infected. If you turned on the news today, you heard divisive political stories, frightening news about the spread of a dangerous virus, the horrors of war, an earthquake, and problems on the United States border. If you looked at some stories that didn’t make the top of the fold, you’d have likely found a story that the Sun’s activity didn’t damage Earth, even though it might have. If this is your picture of…
  • On Seemingly Adversarial Questions

    S. Anthony Iannarino
    29 Jul 2014 | 6:00 pm
    On Seemingly Adversarial Questions is a post from: The Sales Blog | S. Anthony Iannarino The contact sitting across from you appears to be adversarial. She’s asking the toughest of tough questions. She’s incredulous when you respond, even though you are giving her the pure, unadulterated truth. When you explain your answers further, clarifying your responses, she jumps to the next question. You have to be fast on your feet, and it feels like a battle of wills, a test. Your temperature rises, and you feel pressured. In the end, your prospect agrees to take the next step with you, and you…
  • Translating Price Objections

    S. Anthony Iannarino
    28 Jul 2014 | 6:00 pm
    Translating Price Objections is a post from: The Sales Blog | S. Anthony Iannarino Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection. Your price is higher than your competitors. Translation: I don’t perceive the value and you haven’t differentiated that value. If you are creating more value than your competitors, you need to be able to help your dream client perceive that value. If they don’t perceive the value, it’s likely you have not differentiated your offering from your…
  • The Leadership Playbook: Relentless Accountability

    S. Anthony Iannarino
    27 Jul 2014 | 6:00 pm
    The Leadership Playbook: Relentless Accountability is a post from: The Sales Blog | S. Anthony Iannarino I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him in his pocket. It was handwritten, and he carries it with him at all times. The list is pages long, and it is a record of everything that any of his direct reports owe him at that time. Whenever one of Dimon’s direct reports sits down to meet with him, out comes the list. Dimon holds them accountable to their commitments by reviewing the list with them. It can’t be…
  • The Hustler’s Playbook: Hustlers Put Themselves First

    S. Anthony Iannarino
    26 Jul 2014 | 6:00 pm
    The Hustler’s Playbook: Hustlers Put Themselves First is a post from: The Sales Blog | S. Anthony Iannarino Hustlers take care of themselves before they take care of other people. This sounds selfish, doesn’t it? It’s not selfish; it is necessary. Keep reading. Hustler’s put their personal health first. They make time to exercise each morning, knowing that the body that carries around that brain full of ideas has to be cared for. If the body is polluted, so is the brain. And if the body lacks energy and vitality the hustler won’t be able to accomplish as much. The non-hustler…
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    Sales 2.0 Blog

  • Trigger event types

    Nigel Edelshain
    7 Jul 2014 | 9:41 am
    This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog, you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out of interviews with sales and marketing leaders. I took a quick look and I recommend you grab a copy. (Oh, I’m it, hopefully that’s a plus.) Louis asked about the usefulness of Sales 2.0 tools, like Sweetspot, the tool I wrote about in my last post, to highlight trigger events when not all…
  • This may hit your Sweetspot

    Nigel Edelshain
    29 Jun 2014 | 8:20 am
    If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. My prospecting framework has 3 elements: Define your prospects and get their basic data: for example what industry are they in, how big they are and then data like decision-makers’ emails and direct dial phone numbers Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and…
  • Don’t just check in

    Nigel Edelshain
    27 Jun 2014 | 9:25 am
    Nice post by David Brock. I went on about “just touching my base” here. It drives me nuts. I’m glad David agrees (smart dude!) “Checking In,” Is Not A Next Step! For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience.  I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table).  I’ve learned to count to 10–well maybe 100, before jumping in on a review.  But my tolerance level  for waiting is virtually non-existent. So in…
  • A sales book that will save your bacon

    Nigel Edelshain
    8 Jun 2014 | 12:30 pm
    Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. Actually if you know what’s really good for you, you’re going to want to read this book now and learn the skills in the book before you need them in a hurry–and one thing is for sure when you need these skills it will be in short order. When you’re in a new sales job you will have a very limited amount of time to produce results or you’re going to end up looking for new gig. This book shows you how to deal with that…
  • Working to automate your social selling emails

    Nigel Edelshain
    26 May 2014 | 6:55 am
    Sales people have had automation for a long time but the traditional form of automation aligned with the traditional view of the sales job. It was “phone automation”. It took the form of auto dialers and click-to-dial solutions. But now email has become an incredibly popular sales tool (maybe too popular but that’s a discussion for a different post.) Prospecting by email is the norm these days. I’ve written a lot before about how to improve the quality of prospecting emails but driving sales requires a certain quantity of emails as well. There is a natural tension between quality…
 
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    Sales Sales Management Expertise

  • 3 Critical Rules of Prospecting

    Pam Courts
    28 Jul 2014 | 9:17 am
    Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting.  I must honestly tell you that there is a fine line between a rule and a gotta and it gets a little fuzzy sometimes. But, that’s a whole other discussion. Today, I want to talk with you about 3 of the 5 rules that we cover in that session.   1) You don’t have to LIKE prospecting; you just have to do it. – I learned this rule from David Sandler. It comes into play every day when you go to your office and there on the desk is the 800lb gorilla…
  • How To Increase Your Sales By 67%

    Tony Cole
    18 Jul 2014 | 10:38 am
    As sales people, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% difference to equal a 67% return on investment? Let’s start with the easy answer – you must put in 10% more effort. That does not mean that I am accusing you of not working hard or not exerting great effort. However, by observing many over the years, I have seen sales people who in reality have already “retired” and just haven’t told anyone. At least, not yet. Now, having thrown THOSE people under the bus, I will now address the REST of those sales…
  • How to Avoid a Sales “Choke”

    Walt Gerano
    15 Jul 2014 | 11:19 am
    Guest Post By Walt Gerano, Sales Development Expert When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next. But, I must admit, that sometimes, I get excited or upset during a sales call because I get caught off guard by with a question or response from a prospect. When was the last time you asked yourself, “Why did I do that? Why did THAT happen?” Do you know how to respond to critical sales moments… or do you choke? The moments I described earlier are what we call “choke situations”. You know, situations…
  • Smart Numbers & Success Formulas Drive Successful Sales Plans

    Mark Trinkle
    8 Jul 2014 | 10:16 am
    Guest Blog By Mark Trinkle, Sales Development Expert How smart are you? Actually, how well do you know your smart numbers? I’m always amazed at the number of sales people I meet who either have no idea what their key indicators or smart numbers are or who have no idea why tracking them is important to begin with. By smart numbers I mean those activities that are essential to your sales success and that, when done consistently, predict new business. While there are only a few critical tasks in a sales person’s world, it is shocking how few of us actually know our numbers. That would be…
  • Why Success Formulas and Sales Plans Fail

    Tony Cole
    7 Jul 2014 | 9:35 am
    If you have followed my blog, read our sales newsletters or listened to our audio sales brews, then you’ve heard me talk about success formulas.  The concept that is, if you follow the steps and execute the required activities to the required standards, you will be successful. Well, guess what? It doesn’t always work that way... if you are missing critical pieces of the process. For most people, the success formula is a new exercise designed to create a logical and systematic approach to their sales process. It requires that one has clearly mapped the sales process and has some idea…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Tip for Busy Executives To Get the Most Out Of Sales Calls

    Miles Austin
    8 Jul 2014 | 10:14 am
    Insist on a Video Meeting. Insisting that sales calls be done via video meeting brings many benefits to the busy executive including shorter meetings, more control of the meeting, and the ability to size up the sales person’s value to your organization without having to deal with meeting logistics. Video meetings can be extremely effective for all participants in this type of meeting: It is easier to view a demo on your own screen vs. that from the laptop or tablet of the salesperson. Finding a place to have the meeting is never a problem, whether in your office or on the road from your…
  • You Are Losing New Customers Before You Ever Talk To Them

    Miles Austin
    30 Jun 2014 | 10:37 am
    Are you spending your sales and marketing efforts in the wrong area? Are your prospects clicking away without action? How are you delivering your messages and information to those most important to your business success? The majority of sales and marketing efforts are based on outdated thinking and assumptions that these same executives are viewing your emails and online information from a desktop or laptop computer. The truth is that these people who hold the key to your sales success are not at their desks while viewing your emails or even doing research about you or your company. They are…
  • Have You Become The Kim Kardashian Of Your Profession?

    Miles Austin
    19 Jun 2014 | 3:27 pm
    Just hearing or reading the name Kim Kardashian is guaranteed to create a reaction in everyone. Some positive and some negative but everyone has a reaction. Are you concerned about becoming the Kim Kardashian in your industry? Constantly promoting you, you and you. Self-promotion is not a bad thing. I know people that don’t do enough of it. There is even a book about how to do self-promotion the right way (Show your Work! by Austin Kleon). But can you over do it? I’ll bet if I ask you to name someone in your business that is near or has reached that point that you could give me a…
  • Time To Upgrade Your Webinar Tools?

    Miles Austin
    26 May 2014 | 11:57 am
    Is it time to upgrade your online meeting tools and capabilities? The most popular tool has been GoToMeeting, developed in July 2004 by the Online Services division of Citrix in Santa Barbara, California, using the remote access and screen sharing technology from GoToMyPC and GoToAssist to allow web conferencing. The later release of GoToWebinar (GTW) in 2006 and GoToTraining in 2010 expanded GoToMeeting capabilities to accommodate larger audiences. Do you have any other technology tools ten years old? Most likely no, and for a reason. Technology improves at a rapid pace and…
  • 2 Slideshare Tips For Best Results

    Miles Austin
    12 May 2014 | 4:45 pm
    After two months of testing different approaches to get improved results with Slideshare, I have found that using these two tips in creating and uploading slide presentations can make the difference between pro and rookie. We both know which one you want. Tip #1 – Create your presentation using the 4:3 format (square) that has been around since the beginning. The alternative layout is the 16:9 format (wide-screen). Don’t use that format if you are going to upload your presentation to Slideshare. It will cut off the tops and bottom of many of your slides. The frustrating part of…
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    Social Media Podcast for Social Business by Shane Gibson Speaker and Author

  • How Intent Can Empower Your Sales Conversations

    Shane Gibson
    21 Jul 2014 | 3:39 pm
    Many variables can impact our chances of closing a deal, they include but are not limited to: industry, geography, financial situation of the customer, product quality, the customer mood or sentiment and a variety of other influences. When comparing sales people within the exact same company very few things influence the level of one person’s success over the other more than the quality of conversations they have with future and existing customers. Too often sales training is focused on telling people what to say. What we need to really focus on is how to think and have great conversations.
  • Living with F.E.A.R

    Shane Gibson
    26 Jun 2014 | 11:39 am
    Fear can often be our friend. It’s what has kept us alive as humans for many millennia. We are wired to be full of fear when we sense a threat in our environment. It’s what makes us think twice about climbing a rock face without a rope or jumping off a bridge just for the fun of it. As a sales person, a little bit of fear can give you an edge and make sure you prepare for your big presentation or pitch. Being afraid is natural part of life. In many cases it’s healthy, but fear can also burn up a lot of energy and stop us from realizing our true potential. A number of years ago I found…
  • 11:59:59 – The Will to Win

    Shane Gibson
    26 Jun 2014 | 11:26 am
    This weekend I watched my girlfriend’s all women’s team play in a baseball tournament. I sat on the sidelines (not the easiest thing for a guy who likes to be moving constantly) and watched them compete. They played some great ball and ended up 2nd overall in the tournament. What I want to focus on today is something their coach Chad had to say to the team. One of the players asked what the score was. Chad’s response was “the score doesn’t matter – play like you’re behind by 5 in the last inning.” (The team was leading 12-9 at that point) That one line resonated with me a lot.
  • Online Professional Sales Certification Program Launches May 5th

    Shane Gibson
    23 Apr 2014 | 7:47 pm
    On May 5th the next Professional Sales Certificate Program starts. For many of our graduates it has helped boost their company revenues and personal career in a matter of months. It’s said that nothing happens until someone sells something. We may have all kinds of great gadgets and amazing tools like Twitter and LinkedIn but someone still needs to know how to close the business. Working with Langara College, international speaker Bill Gibson of Knowledge Brokers (South Africa) and myself (Shane Gibson) have put together the ultimate sales training program for new sales professionals…
  • Why Sales People Need to Stop Googling and Start Nimbling

    Shane Gibson
    8 Apr 2014 | 8:25 am
    Social CRM and social selling are two terms which I have seen go from obscurity to mainstream business topics in the past 24 months. Jon Ferrara CEO and Founder of Nimble, an early innovator in social CRM and social selling technology, took time out of his schedule to share with us the latest innovations in the space. “Social selling is about inspiring and educating the customer as a trusted advisor.” - Jon Ferrara, CEO and Founder of Nimble In this podcast Jon Ferrara talks about his new “Nimble Everywhere” plugin and tool for the Chrome browser. This plugin can…
 
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    Keith Rosen

  • 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…
  • [Video] Positive Change Starts With You

    Keith Rosen
    29 Jun 2014 | 2:23 pm
    Why does sales training fail? Why don’t people make the changes they need to become more successful? The fact is, sales training doesn’t create champions. Leaders do. It’s the coaching and reinforcement from the manager that makes any sales training stick. So, if you want to build a team of top performers, first make your managers world class coaches. Take a look in the mirror. Your team is a reflection of you. Like it or not, every team takes on the complexion of their manager; their strengths as well as weaknesses or, their opportunities for improvement. And that’s the good…
  • Your Sales Culture is Killing You – Part 7 (Coach Up! – The eBook)

    Keith Rosen
    1 Jun 2014 | 2:55 pm
    “If my boss only cares about results, I can’t coach my team without his support. All he wants to know is that we’re hitting our sales targets.” Enough already. Let’s all agree to stop the excuses and instead, coach our boss to coach us. To fully leverage your personal power, it’s time to learn how to Coach Up! It’s inevitable, predictable, yet unavoidable. It’s the human condition. During any two-day program I facilitate, every sales salesperson, sales manager or anyone who’s responsible for managing people, gets coached safely and…
  • Your Sales Culture is Killing You – Part 6 (The Illusion of Control)

    Keith Rosen
    11 May 2014 | 5:56 am
    Managers and salespeople claim how they’re always creating solutions for other people when in fact, they’re just trying to control the outcome. Trying too hard to control the outcome actually prevents you from achieving the results you want. Here’s why. What is your relationship with control? An interesting question. I’m going to go on a limb here and suggest that you have never asked yourself this question. So, what’s the answer? “If you mean I’m a control freak, then the answer is a resound yes and proud of it.” A common response from both salespeople and…
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    Get Clients: How to Attract and Win More Professional Service Clients

  • How to Partner with Procurement to Win More Clients

    Ian Brodie
    23 Jul 2014 | 5:57 am
    If you’re selling your services to corporates or even mid-sized companies, chances are you’ll bump into procurement. You may need to submit proposals, take part in formal tender processes, get onto the approved supplier list, or just have them OK your letter of engagement. And you’ve probably discovered that sometimes working with client’s procurement teams isn’t easy. Sometimes it feels like their only goal is to drive down your price. Or keep small suppliers like you out of the equation. In this podcast I interview Stephen Ashcroft of BrianFarrington.com.
  • How I Grew My Email Sign Up Rate By 91% With One Simple Technique

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

    Ian Brodie
    1 Jul 2014 | 4:54 am
    A couple of years ago a load of emails dropped in my inbox proclaiming “Social Media Doesn’t Work”. It was one of those big product launches. You know the ones where a bunch of gurus cross-promote each other’s products in turn to create the sense that everyone is talking about the product and that this is the one you must buy (until the next one comes along). This one was being promoted with the line that “social media doesn’t work” and a link to a video that would explain why. So, of course, I clicked. Who could resist a controversial subject line…
  • 3 Simple Mistakes Which Stop People Reading Your Emails

    Ian Brodie
    23 Jun 2014 | 12:10 pm
    A lot of focus gets put in Email Marketing on subject lines. After all, if no one opens your email, no one is going to take action or buy. But after opening it, if they then don’t read it or they scan it and just close it without properly reading; it’s the same end result. No action and no sales. And frankly, making your emails readable is something even marketing experts screw up regularly as we’ll see in a few moments. But let’s open with a critical statistic. Take a look at this chart from Litmus on which devices are used to open emails. It shows that back in…
  • Why Great Proposals Don’t Win You More Clients

    Ian Brodie
    18 Jun 2014 | 3:25 am
    Love them or hate them, for many businesses competitive bids are unavoidable. You know the ones. You have to send in a proposal, present your plan to a gathering of the great and good. Answer a bunch of tricky questions. Here’s my experience: You don’t win by doing great proposals. You don’t even win by doing great presentations. You can lose by having a rubbish proposal and a rubbish presentation of course. But it’s unlikely that a brilliant proposal and presentation will snatch victory from the jaws of defeat. You win in these competitive situations by going in…
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    Dealmaker365 Blog

  • Looking forward to Dreamforce?

    Donal Daly
    23 Jul 2014 | 2:59 pm
    As you know Dreamforce is coming up in October.  Part conference, part rock concert, part hysteria – it is arguably the biggest event in the technology conference calendar.  Over the past few years we have seen big names on the conference stage; Marissa Meyer, Richard Branson, Sheryl Sandberg, and Colin Powell, to name a few, and this year Hilary Rodham Clinton and Al Gore will be part of the show. On the music front, bands in recent years have included Metallica, Blondie, Greenday and Red Hot Chili Peppers.  This year the artist is a few years younger than past years.  This time…
  • Sales Metrics That Matter

    Donal Daly
    23 Jul 2014 | 10:09 am
    The best sales professionals are constantly looking for help.  Winners are honest in their self-assessment of the skills and competencies – or at least as honest as they can be. Only 61% of sales reps think they are good at uncovering customer problems. Until they can do that they can’t know how to apply their solutions to help. Just over half (54%) know how to access Key Players in the buyer’s organizations. The Key Players are critical in the buying decision. 80% of sales reps think are good at qualification. But 51% of forecasted deals don’t close. Sellers who…
  • Battling the 57% – Part 3: Getting Ahead of the Curve

    Donal Daly
    15 Jul 2014 | 7:59 am
    Much has been written about the research that suggests that a buyer is 57% through their buying process before they engage with a vendor. I have written about this how I think the ‘57%’ is sometimes misinterpreted. Sometimes buyers engage with you early, and sometimes the call you after they have done their own research. Strong patterns exist that correlate the level of awareness that a buyer has of a need to act as he rushes headlong to that 57% Point, directly with his propensity to buy something. That is really no surprise. The parallel pattern however is that his level of…
  • 5 Abilities That Help to Predict Success

    Donal Daly
    10 Jul 2014 | 7:55 am
    We are all born with a certain set of skill or abilities. As we grow and develop we get the opportunity to maximize the contribution we make to the world and to each other, in work and in our personal lives. I have been extremely fortunate to have encountered so many gifted, compassionate, driven and capable individuals over the years. What is it that separates the great from the good? While I am sure there are many others, here are 5 attributes that I have observed as factors that seem to exist in most of those who manage to separate themselves from the pack. 1. Preparedness and Hard Work…
  • Battling the 57% – Part2: Flanking to Win

    Donal Daly
    5 Jul 2014 | 7:41 am
    I have written before about the statistic that is out there ‘buyers have progressed 57% through their buying process before they engage a salesperson’ – is in fact an average and that how you act before and after ‘the 57%’ is a matter of choice, not a function of averages. It really comes down to whether you engage first with the buyer, or react to their engagement with you. In this post I will set out some guidelines on how you might react ‘after the 57% point’ if you find yourself in that situation. Let’s first consider the whole spectrum of engagement – the Sales &…
 
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    Jonathan Farrington's Blog

  • Pregnant Pipelines Do NOT Win Prizes!

    Jonathan Farrington
    30 Jul 2014 | 4:01 pm
    The ability to leverage your probability for converting potential business in your pipeline is a vital part of the sales process – it helps to focus your mind onto getting each prospect to the next milestone. Speed of follow-through is really important, because it helps to create a momentum that consolidates your relationship with potential new customers. The following suggestions might help you accelerate your prospects through your pipeline and increase the probability for winning more deals: Agree the next steps with your prospect. Ensure that you are clear on the actions that will…
  • The FIVE Most Significant Challenges Facing Every Company, Everywhere …

    Jonathan Farrington
    29 Jul 2014 | 3:59 pm
    I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. My intention is to produce a new white paper, which will be ready for distribution shortly – “The FIVE Most Significant Challenges Facing Every Company Everywhere” and today, I can give you a flavor… Challenge One: Finding the Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we throw enough mud at the…
  • Isn’t Selling Both an Art AND a Science?

    Jonathan Farrington
    28 Jul 2014 | 4:05 pm
    The dichotomy facing sales leaders now is how they reconcile the fact that most corporations today provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development? This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in their people on an on-going basis. You see, an organization’s investment in their human capital, in the form of training and other forms of education, is not separable from general expenditure – it therefore appears as a cost on the…
  • Are You Up to the Challenge of Change?

    Jonathan Farrington
    27 Jul 2014 | 4:07 pm
    Becoming a strategic and consultative Sales Superstar requires significant changes in your “world view” -how you think about yourself, and how you think about your relationships with key stakeholders. You are faced with new ways of thinking, many of which directly challenge what you have been taught and believe. When faced with significant innovations in thinking, we tend initially to find ourselves in one of the following three characterizations: The “Authoritative Critic” The “Authoritative Expert” The “Enthusiastic Apprentice” We can think about these three…
  • The Key to Why Your Customers Buy From You?

    Jonathan Farrington
    24 Jul 2014 | 4:24 pm
    I want to end the week by looking at buyer motivation, because all meaningful actions are performed for some reason or purpose – this is commonly called motivation. Success in selling requires an understanding of these basics of motivation: a) Your motivation, both as a person and as a salesperson b) The other person’s motivation, both as a person and as a buyer The most important fact to remember in influencing the behaviour and decisions of others is that people do things for their reasons – not ours… Every successful sale then is made, not so much because of the excellence…
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    Inside Sales Thought Leadership Blog

  • 3 Ways to Become More Patient in Your Sales Routine

    Josiane Feigon
    30 Jul 2014 | 2:19 pm
    My dad is one of the most impatient people I know. He thinks nothing of cutting to the front of the line and finding some compelling reason why that’s okay. It was so humiliating growing up and watching him barge his way to the front of the line and scream out our names and motion for us to join him.  “Never Wait” is a value I grew up with. “If you wait too long, nothing will happen” was another. This holds true in sales — in my training I emphasize that value. Never let a deal stand still, never take your eyes off the ball. The alpha-personality traits…
  • The End of Car Dealerships? Customer 2.0 Changes the Way We Sell

    Josiane Feigon
    29 Jul 2014 | 8:35 am
    My cousin let me drive his Tesla recently and it was so majorly cool. It was a custom made beauty that had all the right stuff and it fit him and his wife and family perfectly. The most important part about his purchase is he never dealt with a salesperson, never went into a car dealership, never haggled on pricing with the “closing” team. He made his entire $120K Tesla purchase all online. Tesla is not only changing the way people drive but the way people shop. Car dealerships may become a thing of the past — just as much as the old B2B sales tactics are outdated and no…
  • Your Biggest Social Selling ROI = Your Reputation

    Brock Heath
    23 Jul 2014 | 7:00 am
    Fewer and fewer salespeople are taking responsibility these days, throughout the sales cycle and in decision-making situations. Some of this is because Customer 2.0 is so elusive and unpredictable, but there’s another reason: salespeople place more value on protecting or enhancing their reputation than on owning something throughout the sales cycle. Thomas Friedman explains this concept in his article “And Now for a Bit of Good News . . . “ He writes about how our world is becoming hyper-connected, and provides the amazing stats that Airbnb-rented rooms in Brazil for the…
  • Millennial Inside Sales Teams Are Doping with Red Bull

    Josiane Feigon
    22 Jul 2014 | 7:00 am
    On a sunny summer Friday afternoon, I looked around my training room and glanced out at a small sea of Millennials. Thirteen of them, 85% men, sat in classroom-style seating, and all — men and women alike — were clearly showing signs of Red Bull doping: jittery, minds racing, eyes bulging. I had to repeat instructions at least seven times. And when it was time for a role-play, the few that I asked to demo the exercise practically attacked each other like two pit bulls. Is this a post about never delivering training to Millennials? Or never delivering training on a Friday…
  • Millennials Are SO Over Talking-Head Training

    Brock Heath
    21 Jul 2014 | 3:54 pm
    I’m scaling my training down, down, down these days — two days is too much, one full-day is still too much, and a half-day still seems challenging. I regularly get requests for a one-hour training. But what I’m realizing is that it’s not the length of the training, but how it is delivered. As I continue to tailor my TeleSmart training to meet the needs of Millennials, I reference the psychologists and educators who are tailoring educational systems for maximum impact in this new generation. Millennials are currently flooding inside sales organizations, and their…
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    EyesOnSales.com

  • The Smartest Guy In The Room---That No One Likes

    editor@eyesonsales.com
    30 Jul 2014 | 7:00 am
    You’ve met this person.  They are brilliant.  Their ideas creative.  And---no one wants to work, interact or ‘hang’ with them.  This high IQ person doesn’t show empathy when a colleague shares a vulnerable story or concern.   He is aggressive rather than assertive.  She looks and sounds arrogant, even if she’s not.  Lots of brains and little ability to connect and build relationships with others.   Top business schools such as Notre Dame, Yale, Dartmouth and Sloan business schools recognize that IQ is important.  For…
  • 10 Communication Tips to Boost Your Sales

    editor@eyesonsales.com
    29 Jul 2014 | 7:00 am
    Want to accelerate your sales motivation and get on a path to high-profit selling?  Start doing all of the below: 1.    Make eye contact as a means of showing confidence and conviction. 2.    Allow passion to come through your voice and body language. 3.    Listen not only to the words that are spoken, but also to what is communicated through body language. 4.    Use hand gestures and body language to support your spoken word. 5.    Watch for obvious body language signals that either support or refute what the person is saying. 6.  …
  • Speak Your Way to Success

    editor@eyesonsales.com
    28 Jul 2014 | 7:00 am
    Salespeople and business owners often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects.  Most salespeople and small business owners are all too familiar with cold-calling; purchasing leads; sending out mass direct mail and email pieces; and using print, radio and TV advertising and other common methods of lead generation.  However, becoming a niche expert and taking that expertise on the road in the form of speaking to groups and organizations is seldom considered.  The natural…
  • Will Your Customer Leave if You Raise Their Prices? 10 Questions to Ask Yourself.

    editor@eyesonsales.com
    25 Jul 2014 | 7:06 am
    Nothing sends fear through a salesperson more than when a customer says something along the lines of, “We are going to take our business elsewhere if you insist on raising our price.” There are many variations of this and we’ve all heard them. I can’t begin to tell you the number of times I’ve heard such statements from customers in my 30 years of selling. Far more often than not, it’s a bluff, but when the customer says it, you can’t help but react. Whether you’re selling a commodity or a custom designed/built component, the fear is the same.
  • Common Referral Mistakes

    editor@eyesonsales.com
    24 Jul 2014 | 7:00 am
    Referrals are powerful selling tools when used correctly and as a part of an overall plan to increase your sales results. However, there’s a proper way to ask for referrals and another way that can leave your current clients annoyed and thus hurt your sales in the long run. Far too often, salespeople will commit to making classic mistakes when asking for referrals and assume (based on their disappointing results) that referrals aren’t a worthwhile method to create more sales. However, referrals do work. They have the potential to connect you to new opportunities via your current…
 
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    The Accidental Negotiator

  • Negotiating With Iran: How Was A Deal Reached?

    drjim
    25 Jul 2014 | 2:00 am
    Negotiators made the impossible possibleImage Credit It is through negotiation that the impossible can be made possible no matter what negotiation styles or negotiating techniques are being used. A deal has been brokered between Iran and the rest of the world in regards to their work on creating an atomic bomb. For more than a decade Iran has been willing to put up with crippling international sanctions in order to continue to pursue its goal of creating an atomic weapon. However, recently everything has changed. How were the negotiators able to create a deal? Change Opens New Doors In…
  • The Power Of Delays In A Negotiation

    drjim
    18 Jul 2014 | 2:00 am
    Sometimes a delay can be a good thingImage Credit We all hate delays, right? No matter if it is when we are in traffic, waiting in a line at a store, or waiting for the next web page to load, any sort of delay is a bad thing. Or is it? It turns out that in a negotiation, sometimes a delay can be a very good thing. We just have to learn how best to deal with them. How To Use A Delay In A Negotiation Every negotiation has its own timeline. Every negotiation follows a somewhat standard path of starting, wandering around for a while, and then moving towards either a successful conclusion or…
  • How To Use The Critical Path Tool In Your Next Negotiation

    drjim
    11 Jul 2014 | 2:00 am
    Take the time to determine your next negotiation’s critical path Image Credit As negotiators we are always looking for a better way to conduct our next negotiation. What we’re looking for is are things like negotiation styles or negotiating techniques that we can use to gain the upper hand during the negotiation. It turns out that one of most powerful tools that we can use is something that we can use even before the negotiation starts. This tool is called the “critical path” and it can lead you to the deal that you want to reach. What Is A “Critical Path”…
  • 4 Ways That Negotiators Can Use A Deadline To Get What They Want

    drjim
    27 Jun 2014 | 2:00 am
    Make deadlines work for you, not against you…Image Credit Life is filled with deadlines and negotiations are no different. What this means for us negotiators is that we need to find a way to make deadlines work for us, not against us. In order to make this happen, we need to know just a bit about how deadlines work and I know 4 ways that we can make deadlines work for us… How Deadlines Work As negotiators we have a tendency to look at deadlines as being a bad thing. It turns out that this is not correct. What we need to do is to look at deadlines as being just like negotiation styles and…
  • 3 Ways To Be A Pace Master In Your Next Negotiation

    drjim
    20 Jun 2014 | 2:00 am
    He who controls the pace, controls the negotiationImage Credit In your next negotiation, no matter what negotiation styles or negotiating techniques are being used, there will be a pace at which the negation moves. One or the other side of the table will be controlling this pace. The big question is will it be you? If you can agree with me that it would be a good thing for you to be in control of the pace of your next negotiation, then we quickly find ourselves moving on to dealing with the question: how can you control the pace of a negotiation? Take Your Time Novice negotiators believe that…
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    Chiropractic Coach

  • Chiropractic Success Tips

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

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

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

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

    Drew
    24 Feb 2014 | 1:20 pm
    Monday Momentum What to Focus On This Week – Customer messages are like a song. There is a certain pitch, harmony and tone that either brings pleasure or reeks of pain. Too often we believe our own story enough we do not want to listen to another. Yet at the end of the day it is the customer’s contentment with our brand, our service, our culture and our interaction that gets them signing like a bird.   Birds like customers need encouragement, which requires you to go out of your way to service them well. There are times when a lack of familiarity will discourage singing so the…
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    Paul Castain's Sales Playbook

  • Is The Cold Call Dead Or Is It Just Lonely?

    Paul Castain
    31 Jul 2014 | 4:36 am
    If there’s one thing you see lot’s of in sales, it’s extremes! Take this business of the cold call for example . . . There are some who believe you have no business being in sales if you aren’t going to make cold calls. There are others who will do everything they can NOT to pick up a [...]
  • Our Problem Is That We Scroll Too Much!

    Paul Castain
    30 Jul 2014 | 1:30 pm
    When you live in a world with too much information being consumed and then you marry that with an attention span that hovers about 9 seconds . . . You tend to scroll through things! That’s great from a time management perspective but . . . It may also mean that you are missing things. And when you miss [...]
  • How To Hunt More Effectively!

    Paul Castain
    29 Jul 2014 | 6:43 pm
    If there’s one thing I’ve seen in 31 years of sales it’s people who cling to one or maybe two types of “touches” and meanwhile there’s a whole other world of options out there. Let me be a tad more specific . . . Beyond the phone and beyond email . . . What else do [...]
  • Dissecting Some Common Prospecting Mistakes

    Paul Castain
    28 Jul 2014 | 9:16 pm
    I thought it might be useful to dissect a recent attempt by a sales rep to sell me advertising on one of the social networks. And don’t worry, I don’t name names nor do I attack it in a way to make someone feel like an idiot. Instead . . . I talk about some serious mistakes that [...]
  • They Don’t Know You Well Enough To Buy!

    Paul Castain
    28 Jul 2014 | 5:21 am
    Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects (clients too). Are you? This is why your calls have to be scheduled  . . . so you stay up on that “nearness” thing! Are you doing that or [...]
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Sales Pitfalls: Lack of System and Lack of Head Work

    the_alen
    30 Jul 2014 | 11:29 pm
    Sloppy methods in any business produce failure. Lack of system may not make a person fail entirely, but unless a person is systematic she is subject to a tremendous waste of energy and money. System means success; saving time; carrying out your resolves; having a definite time each morning to start to work, and starting; planning your work for a day, a week, or a month ahead; establishing regular habits of diet; doing things when you are not busy; keeping a personal cash account; having no time or strength to waste in dissipation of any kind. Try to find a good source of information…
  • Sales Pitfalls: Giving Up

    the_alen
    24 Jul 2014 | 10:21 am
    Another pitfall (besides fear) in sales is lack of energy – indifference, disinclination. Lack of energy is lack of integrity. A person of great integrity is capable of enduring great hardship, and is therefore worthy of great reward. Integrity means hard work, it means head work, it means success. Weak people get cold feet, and cold feet make weak people. The sad thing is they could and would have succeeded if they had but known and paid the price. Most of the failures would have been successes if there were just a little more grit and patience and wide-awake zeal, a little more…
  • Sales Acceleration: Email Tracking and Sales Collateral Analytics Answer the Prospect Engagement Question

    the_alen
    7 Jul 2014 | 11:54 am
    B2B selling today has completely changed, notably because customers just don’t need you the way they used to.  Buyer behavior has largely evolved in adaptation to the Internet and as a consequence they are more impatient and more elusive.  With that set of unfavorable qualities, how does a sales person even know if the prospect is even engaged from the get-go and figure out where they are in the sales process?  But now, owing to increasingly sophisticated tracking technology for email and sales collateral, sales people can now readily control and monitor buyer behavior. LiveHive has…
  • 10 Ways to Grow Your Business

    the_alen
    2 Jul 2014 | 12:10 pm
    When people first think of selling, they get an unsatisfactory image of a car salesman. However, selling represents a critical business growth strategy that keeps businesses alive, keeps revenue coming in, and pays bills. So everybody to some extent depends on businesses performing good selling. A customer also needs a reason to buy. He needs to be told that the product or service solves his problem and does so effectively. To effect a good business growth strategy via sales, a business needs to practice ten rules regularly: Know your product and industry – Consumers aren’t stupid. They…
  • Salespeople have done more for progress than anyone imagines

    the_alen
    9 Jun 2014 | 6:30 am
    Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the commodity, remarking to the clerk that it is just exactly what we needed for the past twenty years. It is not true that new products are manufactured to supply the demand. There is no demand. Both the demand and the goods have to be manufactured. The public has always held fast to its old-fashioned discomforts,…
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    Your Sales Management Guru

  • Life Enrichment: Passion

    kenthoreson
    28 Jul 2014 | 6:39 am
    Life Enrichment: Passion During the weekend a friend asked me where I had been recently, when I mentioned that in July I had been in San Diego, Washington DC, Ft. Lauderdale and that I was leaving this week for Las Vegas he just shook his head and said: “I don’t know now how you do it!.” On Saturday after working outside for almost 4 hours and then grocery shopping I started thinking about his comment-I seem to have a lot to juggle, as do many people but what keeps me on a fairly busy travel schedule is more than simply working-it’s a passion. It has been 16 ½ years since I started…
  • Partner Hiring and Training

    kenthoreson
    21 Jul 2014 | 5:16 am
    Partner Hiring and Training Lessons from Sage Summit Non-productive partner companies often hire the best, but fall short at training their talent. Don’t make that mistake. By Ken Thoreson You see it in college sports — the top teams tend to recruit the top performers. In building a channel as a vendor or building a partner organization, that’s the No. 1 job of management. What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and…
  • 2014-15: Thought Leadership

    kenthoreson
    14 Jul 2014 | 3:34 am
    2014-15: How will you stand out in the marketplace? In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Our Master the Cloud Business Builder series we built for Microsoft provided a prescriptive approach to accelerating revenues as partners built Cloud/Mobility practices. Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Another aspect of the…
  • Creativity for Sales Leaders

    kenthoreson
    7 Jul 2014 | 7:21 am
    Creativity for Sales Leaders One of the traits sales managers must have or develop is a mind that is creative. The day to day pressures and various situations that you face are ever changing and appear at a rapid pace, the need to consider various options, offer unique perspectives or provide your team with fresh ideas is a critical to your success. In many of my keynote programs I discuss creativity and the need to ‘break out and grow” as you build a “Gourmet Life”-the great news is that you can develop your ability to be creative. One factor that is well known is rather than work on…
  • Slammed!!! for the first time sales manager: chapter 24

    kenthoreson
    23 Jun 2014 | 11:21 am
    Slammed!!! for the first time sales manager, chapter 24 Traits of Highly Successful Companies New EBook: This week I thought I would share with my reader’s one chapter from my new book:SLAMMED!!! For the first time Sales Manager, there are 56 additional chapters in this book. I hope you enjoy this chapter. You can download a free sample or order your book at: http://www.acumenmgmt.com/Books When employees feel that the company’s president and its management team are in alignment, a natural energy will begin to filter throughout the organization Over our many years of consulting,…
 
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    Meeting to Win's Blog

  • 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…
  • Next Sales Team Meeting Topic – Implement the Laws of Sales Success

    admin
    13 Jun 2014 | 6:22 am
    Meeting to Win subscribers will have some fun discussing a selling expert’s ideas on sales success during our Summer of Expert sales team meeting series topic being delivered Friday, June 20th at 6am. At the end of the meeting, they’ll have their own list of the laws of sales success and a commitment to implement one of those laws in the coming weeks.  They will also know what differences they expect to see in their sales results. Explore, Decide, Implement for better results that week.  Become a Meeting to Win subscriber and get energetic, positive topics delivered to your…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • 30 Minutes to Maximizing LinkedIn

    30 Jul 2014 | 12:50 pm
    Neal Schaffer is a leading social me­dia strategist who was recently chosen as a Top 30 Social Media Power Influ­encer by Forbes Magazine. The author of two social media books, Maximizing LinkedIn for Sales and Social Media Marketing and Understanding, Leveraging & Maximiz­ing LinkedIn, and frequent speaker for corporations and associations on a wide variety of social media for business top­ics.Request Free!
  • Maximizing LinkedIn for Sales and Social Media Marketing: An Unofficial, Practical Guide to Selling & Developing B2B Business on LinkedIn

    30 Jul 2014 | 12:50 pm
    Thought LinkedIn was just for job seekers? Think again. LinkedIn is the most important destination for your sales and social media marketing efforts if your company is selling products and services to other businesses. When looking at LinkedIn's extensive functionality from a sales and marketing perspective as presented in this book, you'll soon understand how you can create new business from your LinkedIn activities. After reading this book you'll learn how to master the LinkedIn platform to develop business, including how to create a sales-oriented profile and connections policy to attract…
  • Social Marketing: How to Build an Employee Advocacy Program

    30 Jul 2014 | 12:50 pm
    Most social media strategies focus on the brand entity and overlook the power and influence of employee use of social networks. That’s a huge oversight. According to one recent global survey, 88% of employees use at least one social media site for personal use, of which 50% are already posting about their brand. This eBook includes the following topics:Employee advocacy expands reach and creates trustSocial media holds special benefits for salesPeopleLinx shares stream dashboardThe evolving relationship between marketing and salesAnd much moreRequest Free!
  • Understanding, Leveraging & Maximizing LinkedIn -- Free 42 Page Excerpt

    30 Jul 2014 | 12:50 pm
    Imagine finding the perfect job and developing several thousand new business and social networking contacts by simply maximizing your presence on an online network! With Neal Schaffer's comprehensive and unique Understanding, Leveraging & Maximizing LinkedIn, you can formulate and reach those career and professional objectives. It's all about creating and implementing your own LinkedIn Brand—which means branding yourself as if you were your own company! In this book:Learn fundamental social networking concepts and how to apply themCreate and confirm your objective for using LinkedIn…
  • Rescue your content from the portal black hole

    30 Jul 2014 | 12:00 am
    You're looking for a specific piece of content on your company's portal or intranet. You were told that's where it is."Just search for it," they said. So you've searched, but you still can't find it. It's as if your company portal has become a black hole.Documents go in, and they're never found again.If this happens to your sales and marketing content, you're not alone. Studies have shown that sales reps spend up to 12% of their time recreating content. And that doesn't count the time and money spent by marketing to create documents, slide decks, and videos. If you were…
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    Salesjournal

  • 6 Tech Traps We All Fall Into (And How To Avoid Them)

    caitlinhoward
    25 Jul 2014 | 11:30 am
    By Lindsay Holmes (The Huffington Post) You might have a smartphone addiction if you find yourself constantly checking emails and texting during dinner.  Learn what other technology traps we fall into and how you can avoid them. 6 Tech Traps We All Fall Into (And How To Avoid Them)
  • How to Find Balance Between High Productivity and Overworking

    caitlinhoward
    25 Jul 2014 | 11:10 am
    By Joelle Steiniger (lifehacker.com) It’s easy to get into an always-on-the-move routine where checking off to-dos on your checklist becomes habit. But how long can you really sustain this behavior? Learn what it means to really be productive and how you can avoid feeling stressed and burnt out. How to Find Balance Between High Productivity and Overworking
  • Sales Coaching Practices That Get Big Results

    caitlinhoward
    25 Jul 2014 | 10:48 am
    By Mike Kunkle  (LinkedIn.com) One of the most important jobs a sales leader has is to find ways to get better results from your team.  Learn how to maximize the results of your sales team and how to avoid getting caught up in the whirlwind of daily activity. Sales Coaching Practices That Get Big Results
  • What Makes a Job Posting Successful?

    caitlinhoward
    22 Jul 2014 | 10:06 am
    There are many ways to craft an appealing job post. You can vary the subject line by location or job title, write a magnetic description, or even use bullet points to highlight certain aspects of the position. However, you won’t achieve great success by only posting job ads. The real success comes from combining multiple […]
  • 7 Questions to Ask When Interviewing Sales People

    caitlinhoward
    21 Jul 2014 | 12:14 pm
    By Caitlin Howard (Naviga Business Services) Use these 7 questions during your next interview to determine if a potential sales candidate is a fit for the open position and your company. 7 Questions to Ask When Interviewing Sales People 
 
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    Peak Sales Recruiting | Sales Recruiter

  • 3 Reasons Not to Trust Your Gut When Hiring Sales People

    Eliot Burdett
    23 Jul 2014 | 11:02 pm
    Many sales managers and recruiters are proud to say that they trust their gut instincts when making hires, but with the number of sales people hitting quota hovering around 58% (CSO Insights), it is worth questioning whether the “gut” helps that much in selecting great sales hires. Ultimately the hiring manager has to live with a hiring decision – make a mistake and the lack of output from a poor performing sales rep has to be made up somewhere else – so sure, it is natural for instincts to be a component to any hiring process, but based on our experience in…
  • Interview Legal Landmines: How HR Can Help

    Jennifer McFarlane
    21 Jul 2014 | 7:16 am
    Your team has found what look like some great candidates for your open sales position. You have planned your interview questions to help filter out the mediocre and find the top performers. You have reviewed your compensation package and are certain it is competitive. You feel you are ready to hire the company’s next super star. STOP. Before you sit down at your desk to interview candidates, make a stop at HR, or you may be risking a law suit. Many questions that seem innocuous can land you in legal hot water, and the laws may have shifted without your realization. It is part of HR’s job…
  • (The Most) Unacceptable Excuses From Sales Reps

    Eliot Burdett
    16 Jul 2014 | 12:48 pm
    From time to time all sales managers will have at least one rep who is under-performing and not demonstrating the right attitude. Considering the amount of time and money it takes to find and develop each rep, it serves to be patient with a slumping rep especially when they are demonstrating the right behaviors (see Giving a Boost to Failing Reps), but successful sales leaders are vigilant in attacking excuses, since a culture of excuses is kryptonite for sales performance (see also The Language Used by Leading Sales Teams). Over the years I have certainly heard every excuse in the book…
  • How Your HR Department Can Help Drive Sales Success

    Jennifer McFarlane
    7 Jul 2014 | 12:25 am
    For high powered sales vice presidents and sales managers, there is often not enough time in the day. They are busy developing strategies and implementing tactics to drive their companies to the next level, and sometimes the necessary minutiae of managing their staffs can come in second. But there is help, and it is close by in your company’s human resources department.  Yet, many sales vice presidents do not want interference from HR, and only look to them for tactical, not strategic, support. Take the time to teach HR what your department really does.  Consider taking one or more key…
  • How to Hire a Great Sales Person on Full Commission

    Eliot Burdett
    25 Jun 2014 | 11:00 am
    If you want to hire a great sales person on a full commission sales compensation plan or with a very low base, here’s the short answer on how you can: You can’t. We get literally hundreds of requests from companies each year that want to hire sales reps on full commission.  The requests often sound something like these (all details have been modified): Seeking a superstar sales person. We are a startup so need commission only, but right right person can easily achieve six-figures. We need an experienced sales person, with strong contacts. Commission only with other…
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    Sharon Drew Morgen

  • Why Aren’t Buyers With Needs Buying?

    Sharon Drew Morgen
    28 Jul 2014 | 7:49 am
    Do you know why so many prospects that need your solution don’t buy?  If ‘need’ were the only buying criteria, you’d be closing a lot more. First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider is purchasing an external fix and will do all they can to avoid the money, time, resource expenditure. Next, regardless of the type of solution or cost, buyers have an idiosyncratic, private, and confusing process of decision making that includes assembling the right folks for buy-in/consensus, considering all…
  • Steps along the Buying Decision Path

    Sharon Drew Morgen
    21 Jul 2014 | 6:40 am
    The buyer’s route to a purchase starts before they consider a solution. Idea stage. Fred has an idea that something needs to change. Fred discusses his idea with colleagues. Fred invites colleagues to meet and discuss the problem, bring ideas from online research, consider who to include, possible fixes, and fallout. Groups formed. Consideration stage. Group meets to discuss findings: how to fix the problem with known resources, whether to create a workaround using internal fixes or seek an external solution. Discuss the type/amount of fallout from each. Organization stage. Fred…
  • It’s the Consensus, Stupid*

    Sharon Drew Morgen
    14 Jul 2014 | 8:00 am
    Buying decisions happen well before buyers consider your solution regardless of their need or the efficacy of your solution, marketing, or content. In fact, a purchase is the very last thing that occurs in a string of events buyers must handle as they seek to solve a business problem. One of the first things they must do is assemble the complete Buying Decision Team to garner the consensus necessary for change. Studies from the CEB show that a Buying Decision Team includes approximately 6 decision makers and untold influencers who must achieve consensus before considering how to resolve…
  • A Purchase Is Not An Isolated Event

    Sharon Drew Morgen
    8 Jul 2014 | 10:47 am
    Why does the sales model merely focus on placing solutions when it’s last step buyers take during the buying decision process? Would you ever jump up out of bed and say, “Geesh! I think I’ll just go out and buy a new car today! Maybe I’ll go to that dealership around the corner and see if there’s a pretty one!” Would you ever come into work and announce: “Guess what! I had an inspiration last night and bought all 1500 of us new CRM software from an ad I saw! They’re installing it next week! Hope you tech guys and users like it!” If you were going to buy a new car, you’d…
  • Cold Calls Can Be Effective, But Not Like This

    Sharon Drew Morgen
    26 Jun 2014 | 12:35 pm
    I recently got this cold call: D: Hi. I’m David, with Keller Williams. I’m calling to inquire about your property. Are you still looking to sell your place? SD: Do you have a buyer for me? D: Possibly. How did you determine your sale price? SD: How do you know what price I determined? What is the context of this call please? Are you looking for a listing? Or do you have a buyer? D: As I said, I’m David, from Keller Williams. I just want to know about your place. SD: But before we discuss my place, I need a context. Are you seeking a listing or a property for a specific buyer? D: I just…
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    A Sales Guy | A Sales Blog | Sales Consulting

  • The Subtle Art of Follow-up

    Keenan
    25 Jul 2014 | 3:30 am
    Guest Post by Kelly Riggs Everything that happens afteryour customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or even months to secure a piece of business; a process that likely includes several meetings, a number of presentations, and a host of additional sales calls before he/she finally reaches the finish line and wins the sale. Then, of course, the real work begins: delivering on your promises. You have likely made many commitments along the way, and your future credibility hinges upon your ability to deliver…
  • When We Stop Calling It “Social Selling”, We’re Finally Doing It Right

    Keenan
    24 Jul 2014 | 3:30 am
    Guest Post by Matt Heinz Frankly, I’m getting a little tired of hearing people talk about social selling.  Somewhat ironic, I know, given how much I talk about and use social sales efforts today. But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy. You can’t execute social selling in a vacuum. It’s not something you can do separate from your core selling activities and process. If you’re doing it right, everything is integrated.
  • Align Sales Compensation With Your Goals: 
A Compensation Plan That Works

    Keenan
    23 Jul 2014 | 3:30 am
    Guest Post by Ken Thorenson Note: This blog post is an excerpt from my new book: “Creating High Performance 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 any company that is diverse. Each has its own business, margins and 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…
  • Is All The Sales Noise Keeping You From Active Listening?

    Keenan
    22 Jul 2014 | 3:30 am
    Guest Post by Leanne Hoagland-Smith There is a lot of noise within the sales advice world. Each month if not week, sales professionals are bombarded with the latest “sales flavor”  from this or that small business consultant, sales coach or author. All this sales noise can be a barrier to the basics of the buying/selling process. Zig Ziglar said it best: “Sales is the transference of feelings.” If all that noise is a barrier to the transfer of those feelings, then maybe it is time to rethink about returning to the basics of active listening. In business and in life, we hear, we…
  • 64 WAYS TO LIVE A KICK ASS LIFE.

    Keenan
    21 Jul 2014 | 3:30 am
    Guest Post By Dan Waldschmidt Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters. Lead by example. Lead when no one is following. Open your mind to the possibility that there is an option you haven’t considered. Reduce the amount of time you spend “thinking about doing” instead of doing. Settle your differences with class, maturity, and dignity. Teach those who want to learn. Account for how you spend your money, your time, and your passion. Carry your emotions on your sleeve and…
 
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    Sales Motivation and Sales Training

  • The Slow Death of a Business

    TheSalesHunter
    31 Jul 2014 | 2:33 am
      Not long ago, I was sitting in a restaurant known for its breakfast. It’s 7:40 AM and I am the only customer. Ten years ago, you couldn’t find a seat in this place at this time of day. Now it’s a question of how much longer can the restaurant hold on. What changed?  Everything, […]
  • 5 Ways to Network via Email in the Summer

    TheSalesHunter
    29 Jul 2014 | 11:48 pm
      It’s summer and schedules are going crazy. Between vacations, holidays and changes in the school year, it seems like trying to stay connected with people can be harder than ever. Challenge is you don’t want the network of people you try to stay in contact with to grow even more distant. Here are 5 […]
  • Best Sales Books for Your Summer Reading List!

    TheSalesHunter
    29 Jul 2014 | 3:27 am
      What’s on your list of books you’re reading this summer? Below is what I’ve read the last few weeks or will be reading shortly. And at the bottom of this post is a link to a much longer list of excellent sales books, thanks to my friends at Top Sales World. I have no doubt many […]
  • Sales Motivation Video: What’s Your EASY Goal for Monday?

    TheSalesHunter
    28 Jul 2014 | 2:27 am
      Want to start the week off with some great momentum? Make sure you have an EASY goal you can achieve by about 10 a.m.   Key to this is to set the goal some time over the weekend. If you can begin your week with an easy goal, it will be a boost to […]
  • VIDEO SALES TIP: HOW You Bail on a Customer Matters!

    TheSalesHunter
    26 Jul 2014 | 3:36 am
      I know. We all have sales calls that occasionally don’t go well. We start to get the sense early in the sales call that this person is not going to be a good customer or even going to buy at all. How do you end a call like that?  Do you end it with respect […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • Learning To Teach

    Dave Brock
    30 Jul 2014 | 11:45 pm
    I’ve been writing about “teaching our customers” these days.  To often, what I see of teaching is a more advanced form of a pitch. Rather than pitching our products, we are now pitching business issues the customer should be concerned about.  Perhaps they are trends in the industry, opportunities they may be missing, opportunities for them to improve their operations. I suppose there is some merit to this, at least we are talking about the customers’ issues and not about our products.  But too often, they don’t translate to collaborative discussions,…
  • Creating Crap At The Speed Of Light!

    Dave Brock
    29 Jul 2014 | 11:45 pm
    Everyone is talking about social selling!  We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before.  Social selling dominates many conversations. Many would have you think social selling (social media, social marketing, social business, or whatever you call it) is the silver bullet.  Just do thing socially, prospects will come out of the woodwork, they’ll engage, they’ll pull out PO’s–pre-empting your twitter stream, blog posts, LinkedIn outreach. Often, it seems to be a Field of Dreams approach, “If we…
  • Are You ‘Pissed Off’ Enough To Be A Top Performer?

    Dave Brock
    29 Jul 2014 | 7:42 am
    I saw a brilliant video by Tom Peters, Innovation:  Angry People Make Change, be sure to watch it. Being pissed off, angry, impatient is an important concept around success–particularly in sales. Now before some of you jump all over me, these concepts represent a double edged sword.  We have to harness the positive, or constructive aspects of these characteristics if we are to be successful.  The negative, destructive aspects are a sure path to failure. I think so much of what causes us–and our customers to fail to achieve our potential is that we aren’t pissed off.
  • Do You Know How Your Customer Is Measured?

    Dave Brock
    28 Jul 2014 | 6:55 am
    As sales people, we’re used to being measured.  We have pipeline metrics, quotas.  We may have weekly call or meeting goals.  We have prospecting goals, and on and on and on. Metrics are important to knowing how we are doing in achieving our goals.  Some of those metrics are critical in evaluating performance or to our compensation plans.  Every sales person understands how they are measured and are driven to achieve their goals. Our customers are no different, they have goals for which they are accountable.  They have metrics that let them know how they are doing. Do you know…
  • Before We Can “Teach” Our Customers, We Have To First Learn From Them

    Dave Brock
    24 Jul 2014 | 5:23 am
    Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice.  We want to help our customers learn.  It’s actually not that new a concept–we’ve always taught our customers something.  It used to be about our products, or our solutions, or our companies. Now the context of teaching has changed–really for the better for both customers, sales and marketing.  Today, the teaching that customers value is teaching them about their businesses, customers, markets.  What could they do better?  What could they do differently? …
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    Media Sales Today

  • Leaders Program Helps AdMall Clients Develop Consultative Sales Skills

    Faye Oney
    30 Jul 2014 | 11:00 pm
    Are you interested in becoming more successful in your career? AdMall introduces its Leaders program, created to help AdMall clients develop their leadership skills and expand their knowledge of consultative sales.
  • Sales Managers: Are You Authentic?

    Jessica Helinski
    30 Jul 2014 | 10:45 pm
    As a sales manager, it’s up to you to give your sales team what it needs. According to Karin Hurt, salespeople need authenticity from their manager.
  • Manage Social Comments to Boost Client BTS Sales

    Kathy Crosett
    30 Jul 2014 | 10:00 am
    Most marketers have a love-hate relationship with their customers’ social media comments. They love positive feedback and dread seeing the negative remarks. For the most part, the relationship is also reactionary. But, what if your clients used comments for a proactive purpose, such as predictive marketing. Writing for Quirk’s, Amy Hayes, vice president of global brand at Bazaarvoice, covered this topic and it’s worth a look.
  • Increased Auto Insurance Industry Competition Drives Ad Sales

    Kathy Crosett
    30 Jul 2014 | 8:50 am
    As a media sales rep, you might be accustomed to seeing big ad budgets linked to new product categories, especially in consumer electronics. But, on occasion, ad spending can soar in quiet and low-growth sectors. Ad spending has been booming in the auto insurance sector for a few years now and 2014 looks to be another big year according to a new report in Insurance Journal.
  • Talking Trash: Have Better Sales Conversations

    Courtney Stone
    30 Jul 2014 | 2:00 am
    Let's talk about conversations. Sales conversations. Between you and your prospects, you and your clients, you and your managers. Think, for a minute, about the QUALITY of the conversations you're having on a daily basis. Are you conveying what you want? Or are you finding a lack of confidence in what you're saying? It looks like you're not alone. I just read a report about B2B salespeople admitting that they're not having the types of closing conversations they need to be having. But part of these concerns stems from inadequate training or lack of appropriate tools. I'm wondering if you feel…
 
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    Star Results » Sales Management Blog

  • 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…
  • Everything you think you know about success is WRONG!

    Steven A. Rosen
    2 Apr 2014 | 5:16 am
    Edgy Interview with Dan Waldschmidt By: Steven A. Rosen I had the pleasure of interviewing my friend, Dan Waldschmidt, about his new book titled EDGY Conversations: How Ordinary People Can Achieve Outrageous Success. Dan is an edgy guy and his personal story helps you understand what true success is. Dan lives on the edge and has almost fallen over. He is a true believer in sharing successes and has done extensive research over the last 4 years looking at what high performers were doing in business, math, science, sports and politics. He put together 1,000 stories of ordinary people who…
  • Coaching A Talented/Unmotivated Rep?

    Steven A. Rosen
    25 Mar 2014 | 7:52 pm
    Stories From The Field By Steven A. Rosen Janet is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Janet’s in all companies. Janet is performance-driven, a very good coach and a people person. Each month Janet is put to the test with different sales reps she must coach to success. IBZ is a mid-sized technology company that has had some tough years but has turned the corner. It pays its reps a combination of salary and bonus for achievement of targets. This year the bonus plans have a super bonus portion,…
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    Dave Stein's Blog

  • 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…
  • #SSHour – Are You Ready to Participate in this Kind of Discussion?

    Dave Stein
    24 Jun 2014 | 12:47 pm
    Yesterday I was featured on my second social selling chat in two weeks. The first, sponsored by KiteDesk was actually a panel discussion. There were a dozen or so “social selling experts.” Questions were thrown out by Sean Burke, CRO at KiteDesk. Each of us wanted, or rather were expected to, provide our expertise to the audience. With a dozen or so of us panelists and a virtual auditorium full of others, it was fast and furious. Thanks to the @KiteDesk folks and Jenna Dobkin for including me.Yesterday’s session, tagged with #SSHour was significantly smaller in scope, and…
  • Why Does Your Sales Team Lose Opportunities? AskForensics Will Tell You.

    Dave Stein
    5 May 2014 | 9:46 am
    If you’re in sales leadership or management and you aren’t learning why you won or lost deals directly from your customers, you’re squandering a significant opportunity to improve sales effectiveness.I had the opportunity to chat with Rick Reynolds, CEO of AskForensics, about this subject. Rick and I discussed his company’s most recent report. I thought an interview with Rick would provide some real value for you.Here is the interview:Dave Stein: What are the differences between losing a new sales opportunity and losing a rebid on an account you have had for several…
  • I’ll Never Make That Mistake Again. Ever.

    Dave Stein
    27 Mar 2014 | 7:54 am
    A number of years ago a situation developed which left me embarrassed and questioning my capabilities. The story is simple. I was consulted on the hiring of a sales rep for a client. I interviewed the candidate using a structured hiring process and gave him an enthusiastic thumbs up. Within six months the candidate was arrested for engaging in sex with a juvenile male in the parking lot of a regional sales office. He had been in jail for the same offense prior to applying for a job with my client.From that day forward, I insist on background checks for sales (and any other) candidates. I…
  • ESR

    Dave Stein
    15 Mar 2014 | 2:05 pm
    As of March 15, 2014, ES Research Group, Inc. has ceased operations.Although I have attempted a number of times to pass the company on to a new owner, I was unable to identify an individual or firm that, without me, could take the company forward in a way that would build on all we had accomplished.We did accomplish a lot since we founded the company in 2005:We published the first evaluations and comparisons of (initially) 15 sales training providers. That number increased to more than three dozen firms during the past few yearsWe pressed a number of companies in sales training community to…
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    Renbor Sales Solutions Inc. » Blog

  • The Present Has Been Delegated

    Tibor Shanto
    31 Jul 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Earlier in the week I wrote about the need for sales people to be “multilingual” in order to better understand and communicate with the types of buyers they may not have prospected or sold to in the past. A common example of this is when sales people accustomed to selling to users or front line managers, are instructed by their leadership to go ‘upstream’, and sell to senior decision makers, executives or the ‘C’ suite. It is important to remember that language and meaning are not the only thing that…
  • Focus On The Why – The How Will Follow – Sales eXecution 261

    Tibor Shanto
    28 Jul 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  The headline seems simple enough, I bet most a nodding with familiar approval, yet when you watch many sales people in action, you see them focusing much more on the How, not the Why. This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek. Leading with the how is good if you are approaching users or implementers, they want to know “How it works”, or “How you do that”. The challenge…
  • Summer Sales Reading

    Tibor Shanto
    26 Jul 2014 | 12:33 am
    A Relaxed Way To Sell Better! Things may slow down a bit in the sales world during summer, but you don’t need to let that slow your success. It is a great time to pick up a book and improve some aspects of your execution. The good folks over at Top Sales World, have made it even easier, they have pulled together The Top 50 Summer Reads. Click the link, get the book, sit back with a cold one, and soak up the knowledge. Check out as many as you can, below are three of my favourites. Happy reading!!! Tibor Shanto              
  • Using Referrals and Affiliate Links in Online Business

    Tibor Shanto
    24 Jul 2014 | 12:33 am
    The Pipeline Guest Post - Megan Totka In the past, word of mouth was always considered the best form of advertising for business. The same is absolutely true now, but I’d say that the definition of word of mouth has shifted significantly. Word of mouth now consists of online reviews and ratings rather than actually talking to your neighbor (though that certainly does still happen). Another way that companies have been able to generate revenue from word of mouth type advertising is through referral and affiliate programs. While affiliate programs are probably what you would think of a more…
  • An Inclusive Approach to Prospecting – Sales eXecution 260

    Tibor Shanto
    21 Jul 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  You know sales is a lot like politics, some are isolationists, others realize we live in a big world with plenty of room for all to thrive, and not always at the expense of others, I guess these would be the inclusionary camp. The way it plays out in sales is you have those zealots who will proclaim things dead, “never cold call again”, telling their unsuspecting followers that there is only one way to Nirvana, their’s, and no other, “all other roads will lead you to hell and financial ruin”. Sort of like the “Referral Über…
 
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    Talking Media Sales

  • TGIF

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

    Josh Easby
    7 Jul 2014 | 5:00 pm
    A quick exercise. Write down today’s date. Now, subtract five years – and think about the month of that year. Try to remember everything about that month to bring it back to you. Recall what you were doing in terms of your work – the job you were doing, and what was happening at the time. What were the highlights of your efforts that month? And what were the things that were worrying you – the stuff that was stressing you out at the time? Chance are you’ve found it easier to remember your positive achievements from that month so long ago … and struggled to bring to mind the things…
  • Five Things You Need To Know If You’re a Sales Manager

    Mike Brunel
    15 Jun 2014 | 8:06 pm
    Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your problems on a one-to-one basis. Always show your boss respect in front of your sales staff. Never hire a friend. PHOTO – Alan via Flickr
  • Effective Communication – The Rule of Three

    Stephen Pead
    10 Jun 2014 | 4:02 am
    Heard of the rule of three? The rule of three states that concepts or ideas presented in threes are inherently more interesting, more enjoyable, and more memorable. Three is also the smallest number to make a pattern, a pattern that is remembered. It’s no coincidence that there are “Three Blind Mice” or “Three Amigos” or “Three Little Pigs”. Most stories have three parts; a beginning, middle and end. In music, films, books the magic number pops up all the time in three word titles – “Men in Black”, “Eat, Pray, Love” and “Saturday Night Fever”. Even the…
  • 5 More Intriguing Things About Sales

    Mike Brunel
    29 May 2014 | 3:57 am
    Price is not the primary reason why a product is purchased Your Product addresses their problem and not yours. Sales is not just a numbers game Selling is simply helping your potential client that the value is greater than the price People buy people first then product. Photo – Michael Ruiz
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    MindOnMedia[Sales]

  • 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 […]
  • LinkedIN Influencer Interviews: Sir Martin Sorrell, Founder & CEO of WPP

    MindOnMediaSales
    12 Jun 2014 | 5:18 pm
    None other than Sir Martin, head of WPP, talks about the very theme of our blog, in this excellent LinkedIN interview segment. His views & comments on Right Brain/Left Brain elements of advertising, and the ‘Art’ and ‘Science’ of the business, start at around the 3:00 minute mark. Enjoy! See more over on SlideShare: Influencer […]
  • Diligence Displayed…Details…Determination

    MindOnMediaSales
    9 Jun 2014 | 8:00 pm
    Oh, and where were you, the Sales talent? YOU, that works with all sides, to ensure a campaign that makes your client look GREAT?
  • 5 Years It Is…

    MindOnMediaSales
    27 May 2014 | 1:30 pm
    5 years later...we write about what interests us. What propels us. And we also write about many things that others never have prior to us, making MoM[S] a Sales Thought Leadership destination and voice of a different order...
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    Jonathan E Brickman

  • Make it easy to buy

    Jonathan Brickman
    29 Jul 2014 | 6:37 pm
    I don’t really care how they get there, but when someone shows up, ready to buy, make it easy for them. Have you been into your local grocer lately to buy your pound of Boar’s Head turkey?  Have you noticed how inefficient the process is and how difficult they make it to buy your stuff and keep moving?  Does it have to take 15 minutes and 3 arguments to get through the line?  Do they really have to ask me how thick I like my turkey sliced? Have you heard of web enabled devices to allow consumers to pick what they need and enter an order? Queue all wrong Inefficient No…
  • There still is room for old fashioned “selling”

    Jonathan Brickman
    27 Jul 2014 | 7:36 am
    I was having a laugh with my wife about today’s view on sales in the B2B world. We no longer refer to the process of persuading someone to exchange money for your product or service as “selling”.  Rather, we now guide someone through their buying process.   Heaven forbid we rely on the old-fashioned sales process. However…in the world of less complex business – retail, apparel, stuff…old fashioned selling is alive and well.  In fact, if your business is less than complex and if you have read too many modern-day sales books, I would argue all those…
  • Conference Calls

    Jonathan Brickman
    22 Jul 2014 | 3:50 pm
    This is a very entertaining illustration of the way most conference calls go…I just finished one with similar results. This is also a wonderful example of how to use social media to advertise, in this case for Intercall. Technology is great, but it also has its own efficiency shortcomings.
  • Go Big or Go Home!

    Jonathan Brickman
    16 Jul 2014 | 6:55 am
    This resonates for me.  I have always been the “little guy” in business competing against large, established players.  So what? Thanks @PamMktgNut - great post for start-up folks.   Even though I spent the first 15+ years of my career in corporate America working for primarily Fortune 50 brands, I am want many would call a “corporatepreneur!” From the first days of my career and helping GE launch a first ever, internet delivered service for the mortgage and insurance industry, I enjoyed taking on the projects that lacked budget, resource or anything close to a plan…
  • Wow, that was fast!

    Jonathan Brickman
    14 Jul 2014 | 6:35 pm
    I heard this again, today, from someone I called back in response to an inquiry.  This person, like others, was surprised to hear from someone so “quickly”. Quickly? I am a salesman…someone sends in an inquiry indicating an interest in buying my product…what would you do?  I told this particular person today, that I should have been faster and apologized for taking more than a second to respond.  She thought it was comical and we then discussed how unusual it is to get a timely response and yet how powerful the impact is when someone is responsive. I have always…
 
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    ViewPoint | The Truth About Lead Generation

  • He said, “One of us is wrong, and it surely isn’t me!”

    29 Jul 2014 | 5:30 am
    The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Not to put too fine a point on it, but you’re giving us crap more than 50% of the time; they’re students, prisoners and competitors.” Was he right?
  • 2014 B2B Marketing Trends That Work

    22 Jul 2014 | 9:05 am
    As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive.
  • 5 Keys to Becoming a Sales First Company

    15 Jul 2014 | 6:30 am
    By Chris Tratar, vice president of product marketing, SAVO I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve…
  • Marketing and Old Cameras: An Exercise in Composition

    8 Jul 2014 | 6:30 am
    Recently I bought an antique camera on eBay. I don’t know why, maybe just a desire to recapture something from my youth. Or perhaps to find craft in a world largely absent of it. Anyway, when it came in the mail I wanted to quickly load it with film and shoot something. Anything. Given the camera’s age and limitations, I opted for a roll of slow (100-ISO) black-and-white film and waited for a sunny day. That took a while, given our balky Northeast spring. And I was paranoid about selecting subjects. What should I shoot … landscapes, buildings, flowers, elderly blues singers…
  • Half of all sales inquiries are good. The challenge is finding which half.

    24 Jun 2014 | 6:00 am
    In the distant past (30 years ago)We figured out through research that 45%f of all inquiries turn into a sale for someone. In the not too distant past (15 years ago)We realized that salespeople cannot or will not follow-up on 100% of their inquiries. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs.  In the recent past (5-6 years ago) we started using programs that grade people who visit your website, score them by what they click on…
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    Results Count ... everything else is conversation.

  • Which retailers can survive on a 1% conversion rate?

    Chris Petersen
    30 Jul 2014 | 11:41 am
    3 Reasons why traditional retail metrics need to be re-examined Image Credit: CoolDesign; Freedigitalphotos.net For decades, retailers have been focused on two survival metrics: traffic and conversion rate. Retail marketing and promotions were designed to get people off the couch and into the store. But, traffic means nothing without conversion in terms of a sale based on who is in shopping today. So, who can survive on converting just 1% of traffic into sales? Amazon and the e-tailers would be the logical guess. But, there is in fact a retailer with stores, who is not only surviving, but…
  • 7 Ways vending machines are a model for retail innovation

    Chris Petersen
    22 Jul 2014 | 7:02 am
    How the smallest of retail venues are innovating for the future Before there was the convenience of the internet, there was the humble vending machine. Vending machines were literally on every traffic corner standing ready to serve of a cold soda, or snack. Today, the vending companies are literally having to think outside of the box in order to survive. Instead of just offering bags of chips, today's vending machines are serving up hot French fries, cold champagne and even caviar. But, the real story is not the sexy new vended offerings, it's all about the innovation behind the scenes, which…
  • Omni-channel requires retailers to learn “Pumphy” to thrive

    Chris Petersen
    14 Jul 2014 | 8:26 pm
    Personalization is the new P that matters most in omni-channel I continue to be astounded by retailers' response to "omni-channel". Many store based retailers are rushing to "become omni-channel" by suddenly focusing on websites or mobility marketing. Omni-channel is NOT about retailer's channels of selling … It is about how today's consumers shop. The omni-channel consumer shops anytime and everywhere. With a couple of clicks, they can get all their answers to the 4 Ps – Product, Price, Promotion and Place. What consumers can't get online is the new 5th P – Personalization. The…
  • Stores need to stop selling & create CX “sandboxes” to thrive

    Chris Petersen
    9 Jul 2014 | 8:29 am
    5 ways retail stores can leapfrog both competitors and e-tailers! Image Credit: imagerymajestic; FreeDigitalPhotos.net Recent studies indicate that 88% of US consumers webroom (shop online but purchase in store). However, if retail stores merely remain showrooms to display products for sale, they are doomed to showrooming (view in store but purchase online). Todays' omni-channel consumers are expecting new levels experience in retail stores, engagement and service that they can't get anywhere online. This simultaneously represents the biggest threat and challenge for retailer stores. In this…
  • 7 Critical things retailers must learn from hotels to survive

    Chris Petersen
    2 Jul 2014 | 7:52 pm
    Hotels win loyal guests while retailers still try to sell shoppers Image Credit: Stock Images; Freedigitalphotos.net While I have traveled internationally for many years, working in foreign countries can be a logistical challenge. And, there is nothing worse than getting sick while working halfway around the world. When I came down with pneumonia last week in India, I encountered the most amazing "knock your socks off" service experience in my career. Through this amazing experience at the ITC Gardenia, I rediscovered why hotels are premier examples of how great customer experiences earn…
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    Top Sales Dog

  • To win more sales, teach salespeople how to wing it

    Michael Boyette
    30 Jul 2014 | 8:37 am
    At first glance, it would seem that the last thing you’d want is for salespeople to be winging it. After all, isn’t the whole point of sales training to teach them what to do — to provide a clear path from the initial approach to the final signature?If only life were that simple.In the real world, customers haven’t seen your sales script, so they don’t respond the way they’re supposed to. Instead of asking the questions your reps are prepared to answer, they ask new ones that nobody could have anticipated. They don’t know which objections you’ve…
  • A cautionary tale, part II: When good training goes bad

    Michael Boyette
    23 Jul 2014 | 5:00 am
    In last week’s post, I related the unfortunate tale of an organization that was really good at transferring bad information into the heads of salespeople. This week, I’d like to share a particularly glaring example that’s making the rounds on the Internet. A hapless Comcast customer called in to cancel his service. The customer service rep asked why he was canceling, and the customer declined to answer.From there, the conversation went downhill fast.After ten minutes of back and forth, the customer started recording the call, and we’re treated to an Orwellian exchange.
  • Training transfer: A cautionary tale for sales trainers

    Michael Boyette
    16 Jul 2014 | 5:00 am
    The Holy Grail of sales training — indeed, any kind of training — is what learning professionals call “training transfer”: Did the learner actually apply the knowledge and skills that you taught them?A new study out of Midwestern State University, University of North Texas and Purdue University took an in-depth look at what promotes sales-training transfer. It confirmed much of what you might expect. But it found a few surprises as well — including one that offers a cautionary tale for sales managers and trainers.First the good news: The study found several…
  • Sales training for everyone?

    Michael Boyette
    9 Jul 2014 | 11:14 am
    I was recently reminded of Daniel Pink’s book, To Sell Is Human, and his central premise: We’re all in sales now. More than 10% of U.S. workers are directly engaged in some sort of sales. But that’s just the tip of the iceberg. If you define sales as Pink does — the art of moving other people — then everyone sells at some point or another. (In fact, every time you get a paycheck, you’ve just made a repeat sale to your most important customer.)That fact may be obvious, but it suggests that there may be a broader role for sales skills training in your…
  • Self-directed sales training: Does it work?

    Michael Boyette
    2 Jul 2014 | 5:00 am
    If you provide your people with self-directed sales training — that is, training materials that they can access on their own as they see fit — will they take responsibility for improving themselves? Or do you have to make them take their medicine? And, more to the point, if you do offer self-directed sales training, will you see an improvement in performance?Research from the University of South Florida (Tampa, FL) and Bryant University (Smithfield, RI) offers some insight into these questions, as well as the larger question of what makes self-directed sales training effective.A…
 
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    TopLine Leadership » Sales Leadership Blog

  • 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 nature doesn’t mean they are coachable. At one level, determining coachability is simple: if a sales rep changes what they are doing based on feedback and your constructive suggestions, then they are coachable. If they smile and nod and thank you for the great advice but don’t subsequently make any changes, they aren’t coachable. However, that…
  • 3 Habits of a Great Sales Coach

    Kevin Davis
    9 Jul 2014 | 4:18 pm
    A lot of companies approach us with the question of how they can develop great sales coaches. Among other ideas we discuss, I focus on three sales manager habits that I know constitutes “great” coaching because I see the positive results afterwards. Sharing their real-life experiences A common complaint I hear from salespeople is that their manager is good at pointing out problems with what the salesperson is doing (or not doing), but then doesn’t help the rep work through a solution. As the reps tell me, “I don’t mind being told what I do wrong, but If I already knew how to do it…
  • Boost Sales Team Morale in 3 Weeks

    Kevin Davis
    12 Jun 2014 | 10:13 pm
    How do you boost sales team morale in just 3-weeks? Recently a Sales VP who had just attended one of my Sales Coaching & Leadership Workshops asked me that very question. He was under a lot of pressure from his CEO to improve sales team health and increase sales, so he needed some concrete steps he could implement immediately. Here’s what he and I came up with for his 3-week plan. Week 1: Update Roles & Responsibilities The company this VP worked for had undergone some major shifts in recent years. Their market was expanding, partly through increased specialization of…
  • Why Salespeople Don’t Use CRM & What to Do About It

    Kevin Davis
    27 May 2014 | 10:08 am
    Albert Einstein had a sign on his office wall: “Not everything that counts can be counted, and not everything that can be counted counts.” Albert should have been in Sales Operations, because his sign explains why so many companies who make huge investments in CRM systems like SalesForce.com and others can be totally frustrated with low sales rep adoption rates and inaccurate forecasting results: Not everything that can be counted counts. Why do so many salespeople resist the usage of CRM systems? One reason is that because of flawed CRM funnel structure, sales managers are unable to…
  • A Tale of Two Sales Funnels

    Kevin Davis
    6 May 2014 | 2:27 pm
    This is a story about two companies’ sales funnels. One company has a sales funnel that improves win rates, the other doesn’t. “Company A” uses the most common approach, orienting its sales funnel to the steps of its sales process: qualifying, solution identified, quotation provided, demonstration delivered, etc. You know the drill. Company B uses a funnel based on the customer’s buying process. Each stage of the funnel identifies specific actions that customers take when they are moving forward in their buying process. It is these “customer go forward actions” that salespeople…
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    VanillaSoft Blog

  • 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 […] The post Crafting Your B2B Telemarketing Campaign appeared first on VanillaSoft Blog.
  • What’s On Your “To Don’t” List?

    Kevin Thornton
    15 Jul 2014 | 7:39 am
    This week I read a post on SellingPower.com about the importance of a “to don’t” list. That got me to thinking about creating a list of “to don’ts” that inside sales professionals should use.  Here’s my list: Don’t Do This . . . Instead Do This . . . Wing it. Prepare for your call […] The post What’s On Your “To Don’t” List? appeared first on VanillaSoft Blog.
  • Preparing for Your Tele-Fundraising Volunteers

    Kevin Thornton
    7 Jul 2014 | 1:20 pm
    It is almost time for your big Fall Phonathon.  Last month, I shared with you a checklist to help you plan your phonathon campaign.  This month, I want to touch on ten important tips for preparing your tele-fundraising volunteers.   Before Your Phonathon Campaign; Recruit volunteers. Volunteers are a major piece of the phonathon puzzle.  […] The post Preparing for Your Tele-Fundraising Volunteers appeared first on VanillaSoft Blog.
  • Phonathon Fundraising Check List

    Kevin Thornton
    23 Jun 2014 | 5:08 pm
    Are you already preparing for your Fall Semester Phonathon? Check out these tele-fundraising campaign tips to make your initiative a success. Need tele-fundraising software? Start your VanillaSoft free trial today! The post Phonathon Fundraising Check List appeared first on VanillaSoft Blog.
  • Trigger Events Warm Up Cold Calls

    Kevin Thornton
    6 Jun 2014 | 6:35 am
    Savvy sales people have learned to harness the web for social selling.  There are great tools for listening to and monitoring prospects online.  However, don’t just stop at social interactions.  Set up a trigger event monitoring system to help you build and qualify your prospect list. What is a Trigger Event? A trigger event is […] The post Trigger Events Warm Up Cold Calls appeared first on VanillaSoft Blog.
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    Sales & Marketing Effectiveness Blog

  • Can Your Marketing Team Implement Your Vision?

    31 Jul 2014 | 3:45 am
    As a marketing leader, you have a revenue contribution goal.  We are more than half way thru 2014. The question you should be asking yourself is – are you going to hit it? Has your team been able to execute your vision and contribute to revenue?
  • How Top Sellers Keep Winning

    30 Jul 2014 | 3:45 am
    Great sellers repeatedly grill themselves with two questions: How much more time does this opportunity merit? How can I be more certain of my judgment?  Use the Buyer Alignment Guide to create razor-sharp execution.  Protect yourself from hope, the great thief of your valuable time.    
  • Can You Trust the Data in Your CRM?

    29 Jul 2014 | 3:45 am
    You depend on your CRM system to give you actionable insight. Leading and lagging indicators tell you how well the Sales team is performing. Dashboard reports give you ‘at a glance’ visual cues throughout the week. But is your CRM getting insight from other systems? Is it connected to Marketing, Support, or Finance databases? If it isn’t, your data may be incomplete and, potentially, unreliable.
  • Does Your Personal Brand Stack Up?

    28 Jul 2014 | 3:45 am
    If I were to do a search on your name what would I find?  Would I find industry accolades?  Would you have a complete LinkedIn profile?  Or would I see a picture of you doing a keg stand on vacation? Most sales leaders today aren’t thinking about their personal brand.  What you do socially and at work has an impact on your career.  If you don’t have a strong personal brand, you may not get promoted.
  • How to Leverage Field Marketing to Make the Number

    27 Jul 2014 | 3:45 am
    Field Marketing has become a corrupted role. Sales often under-utilizes their capabilities and Marketing doesn’t provide adequate support. By reading this post you’ll recognize if this is happening in your organization. You’ll also find out what to do to correct it.
 
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    Jim Logan

  • Is your company the logical choice in your market?

    Jim Logan
    15 Jul 2014 | 1:04 pm
    I come into contact with a number of companies who are great at the things they do, but aren’t the logical choice in their market. They want to be, but aren’t. And they’re frustrated with the thoughts of why they don’t have more sales opportunities, why sales opportunities take so long to mature, why there’s so much price pressure in every deal, and why they don’t close more business. They’re not the logical choice. The logical choice is the company it makes perfect sense to work with. Buyers know it when they see it. Competitors can take shots at…
  • Jim Logan, Copywriter

    Jim Logan
    14 Jul 2014 | 6:35 pm
    It’s obvious I’m a copywriter. But for many of my clients, it’s a weird kinda secret — I have two personas online :) Many of my clients know me as a sales consultant providing coaching and traditional consulting services. Other clients know me as a copywriter, never having experienced the consulting services I provide. Truth is, copywriting is something I’ve provided as a service for over a decade, but until recently, I never marketed myself in that vein. Copywriting is a natural outcome of many of the consulting projects I undertake — re-positioning a…
  • Cost reduction has nothing to do with revenue growth, except maybe killing it

    Jim Logan
    13 May 2014 | 8:54 am
    If you’ve been following my writing, you’ve probably read more than once there are only three way to grow revenue – get more new customers, increase the value of your average sale, and increase the frequency and volume of repeat business. I wish I would have thought of that first, but it’s been known for a long time. And it’s true. There are no other ways to grow revenue. I’ve been asked why I don’t include cost reduction in the revenue growth equation. When you think about it, the answer is obvious. Cost reduction has nothing to do with revenue growth. Cost…
  • Example of a huge and unnecessary sales risk

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

    Jim Logan
    9 May 2014 | 9:02 am
    It somewhat amazes me I don’t receive more coupons or gift certificates when receiving goods and services I’ve purchased. It’s the perfect time to offer an add-on, upgrade, or cross-sell to a new product. Stuffing a few offers in the envelope alongside your invoice can result in considerable money to your business. And your cost of sale is effectively nothing — you already absorbed the cost of winning the new customer. Think about it. Someone just purchased from you, they’ve made a decision to be a customer. They made a purchase and are waiting for its delivery. They’re in…
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    web2.salesforcesearch.com

  • 5 Ways to Improving Your Sales Letters

    Justin Proctor
    30 Jul 2014 | 10:05 am
    No matter what type of sales presentation you are doing, you need to grab and hold the attention of your potential buyers right from the start.  This is especially true when you are writing sales letters.  If you do not gain the attention of your buyer within the first few words, it is more than likely that your letter is going into the recycling pile. There are several ways to make sure that your sales letters are noticed and read by your potential buyers. What is your objective? Even before beginning to write the letter, make an outline of what you hope to accomplish. You…
  • 3 Reasons Why You Might Fire Your Whole Sales Force

    Matthew Cook
    30 Jul 2014 | 6:05 am
    One of the most difficult tasks of any sales manager, or anyone in a managerial position, is having to terminate members of the staff.  Firing people is not only difficult, it can be time consuming, have legal implications, and can leave remaining staff upset and out of sync for some time.  Situations where you need to fire one staff person are fairly common.  You can find that there may also come a time when you find yourself in the position of having to fire your entire sales force. 1. Technology has made your sales force obsolete. Not too long ago it was common for companies…
  • 3 Tips to Not Losing a Sales Client

    Justin Proctor
    29 Jul 2014 | 10:05 am
    Landing a sales client is only half of the game. The other part, that is even more important, is making sure you keep that client. Losing a sales client can throw off the whole game plan for your business, requiring time and employee hours to regain what was lost. As with most other things, prevention is the real name of the game. Here are 3 tips to not losing a sales client. Listen Closely Keeping a sales client involves more than just listening before the sale. Avoid losing a sales client by continuing to work to maintain the relationship after the sale. Customer needs change and evolve…
  • Take the Stress Out of Hiring a Sales Person

    Doug O'Grady
    29 Jul 2014 | 6:05 am
    Hiring a sales person can be stressful. Not only does the hiring process take you away from your day-to-day responsibilities, but it also creates another level of anxiety: if you don't choose the right person for the job, your team could take a hit in decreased sales and lower morale. Fortunately, there are specific things you can do to take the stress out of hiring a sales person.  Hire Some Help You have a lot on your plate, and delegating some or all of the hiring process can make a huge difference in your daily schedule and your overall stress. Hiring a sales person is a lengthy…
  • Cold Calling: Do's and Don’ts

    Scott Lombardi
    28 Jul 2014 | 10:05 am
    Sales reps might put cold calling in the same category as visiting the dentist, but that's probably just because they haven't been taught the Do's and Don'ts. By giving your sales reps some valuable tips and training, you can help them to become experts at cold calling. Not only will their calls go better, but also they'll feel more comfortable with assignment. Let's get the Don'ts out of the way first. The Don'ts of Cold Calling Don't call a company, client, or agency without first checking to see if your company already has an established relationship with them. Cold calling an…
 
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    amacus.net

  • 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 →
  • The Drain on B2B Sales Productivity of Politely Impolite Buyers

    John
    26 Jun 2014 | 4:10 pm
    A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading →
  • Bob Thompson’s Guide to Being Top Performing + Customer-Centric

    John
    3 Jun 2014 | 3:03 pm
    In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading →
  • Some Nuggets of Wisdom [from Jill Konrath] on Agile Selling

    John
    26 May 2014 | 3:41 pm
    Jill Konrath’s perspectives on selling with impact are always worth noting. In an on-line interview, a few years ago, she was asked: ‘what’s the one thing Reps need to do more of to be successful.’ Her answer: ‘think’. She had … Continue reading →
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    Kelley Robertson: Fearless Selling Blog

  • Take Off Your Watch

    Kelley Robertson
    28 Jul 2014 | 4:51 am
    Let’s face it. Sales people don’t always get the respect they deserve and rightfully so sometimes. If you read last week’s newsletter, you that some salespeople deliberately mislead prospects in order to get them on the phone or schedule a face-to-face meeting. However, assuming this is not your approach and you are meeting with a new prospect for the first time, here is sure-fire way to not only capture their attention but to instantly earn their respect. Take off you watch and place it on the table or desk in front of you. Then say, “Mike, I know your time is valuable and I don’t…
  • If You Need to Leave Voice Mails Like This Maybe it’s Time for a New Career

    Kelley Robertson
    21 Jul 2014 | 4:59 am
    Last Thursday I was working in my office and received a voice mail message that said, “Hi it’s Dan. I was just looking at your website and I’m interested in learning about your training.” As you can imagine, I returned that call pretty quickly and here’s how it played out… “Hi, Dan speaking.” “Dan, it’s Kelley Robertson returning your call.” “Hey, thanks for getting back to me. I was on your website and saw that you do training. I work for (a company who provides online printing services) and wondered if you have heard of us.” “Sure have. A couple of people from…
  • When a Prospect Misses a Scheduled Telephone Appointment

    Kelley Robertson
    14 Jul 2014 | 4:52 am
    Last week I wrote about how to eliminate the “I’m just following up” call. Not surprisingly, several people emailed me and asked, “What happens when my prospect misses that scheduled call?” A tough dilemma and one that frequently happens to everyone in sales . Here’s what I do when this happens to me. I hang up. Wait two minutes. Call again. More often than not, my prospect answers the call and opens with an apology. “I’m sorry, I was on another call, my meeting ran late, I had someone in my office, I had a problem to deal with, etc.” However, in the event I get their voice…
  • The Secret to Eliminating the “I’m just following up” Call

    Kelley Robertson
    10 Jul 2014 | 4:45 am
    A few weeks ago I was coaching a sales team and one of the senior reps asked, “How do I get someone to respond to my calls or emails? I’ve sent him information but now I can’t get in touch with him.” The short answer…you don’t. You can’t force anyone to reply to an email or return your call. However, if you set it up properly, you will never have to say, “I’m just following up.” The key is to establish a day and time for a subsequent conversation BEFORE you send your prospect any information. And, just as a FYI, if you’re sending corporate brochures, you…
  • Do This During Your Next Sales Call and Increase Your Credibility

    Kelley Robertson
    30 Jun 2014 | 4:57 am
    During a sales training workshop I co-facilitated last week, several participants expressed surprise when a colleague took notes during a practical application session (aka role play). During the debriefing, one of the individual’s said, “I had never thought about taking notes during my sales calls.” I found that surprising especially since the average meeting for these sales reps ranges between 30 minutes and 2 hours. Upon further investigation and discussion, a few reps acknowledged that they thought prospects and customers might feel awkward, uncomfortable or offended if they took…
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    Sales Coaching Blog

  • Sales Coaching: Does Your Team Inspire You?

    30 Jul 2014 | 4:30 am
    Sarah left yesterday.  Her husband’s company moved its HQ’s down interstate 35 about three hours, so she, the kids (Miles and Emmett), and their two dogs (Essie and Murphy) are starting a new home life in a bordering Big 12 state.  No, she is not leaving the EcSell team, our members, and her role has not changed.  She will do everything she’s always done for our members and our team.  So, why am I melancholy today? Her departure really caused me to think.  Not about how we will make it happen with her working remotely, not about the impact it will…
  • Average Leadership...the #1 Threat to Your Company Today

    24 Jul 2014 | 7:02 am
    Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.
  • A preliminary glimpse at the Sales Manager Activity Survey results

    22 Jul 2014 | 10:00 am
    My blog today ushers in what I believe will be one of the most unique and valuable research ventures we conduct here at the EcSell Institute.  Over the past few months, many of our team discussions have seemed to meander to a point were we ask ourselves questions about the sales coaching world where having empirical data would be quite useful. To help us expand, explore, and improve, we have created a plan for periodically releasing web-based surveys designed specifically for sales managers.  These surveys will be extremely precise containing only a handful of questions on very…
  • Sales team motivation: sales people can be like children!

    18 Jul 2014 | 12:30 pm
    Often times at EcSell Institute coaching summits and on sales calls I will hear senior sales leaders speak to the similarities between parenting and coaching sales people. Sometimes jokes are made at the sales reps expense, but it is light hearted and much to my chagrin generally these leaders are fair with their assessments. At times, sales people can be like children, and this includes me as well. I was reminded of this point recently when I was doing some reading from my late grandfather, who was quite literally, the smartest and most profound person I have ever spent time with; he was…
  • Sales Coaching: Mindset Number 2 of Superstar Coaches

    17 Jul 2014 | 5:00 am
    Mindset Number 3  last week showed us that Superstars can work backwards.   Many people approach life with the thought that others can help them solve their problems.  Superstars however reverse that thinking and instead wonder how they might be helpful in solving others.
 
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    Sales Enablement Perspectives

  • Performance Accountability – A Behavior of World-Class Sales Performers

    Tamara Schenk
    23 Jul 2014 | 4:42 am
    If a taxi driver delivers excellent services, then you are a lucky person. In case your taxi driver also helps you out with coins that were part of his tip just to make sure you can pick up a baggage cart and catch your flight – then you have a taxi driver who cared more about your outcome than about his own. That’s one aspect of performance accountability. Performance Accountability—a behavior of world-class sales performers The 2014 MHI Global Sales Best Practices Study identified three individual behaviors that drive world-class sales performance. One of them is performance…
  • Conscious Collaboration—A Behavior Of World Class Sales Performers

    Tamara Schenk
    16 Jul 2014 | 6:13 am
    Look at a couple of your won deals and analyze the criteria that made the difference. There will be tangible criteria such as the vision of future success, the compelling business case, a specific solution whose value outweighed the perceived risk of change, etc. There is one intangible criterion that empowers all the tangible criteria, and that is collaboration. Conscious collaboration—a behavior of world-class sales performers The 2014 MHI Global Sales Best Practices Study identifies the individual behaviors that drive world-class sales performance. One is conscious collaboration. It’s…
  • What Are The Leading Investments In Sales Productivity?

    Tamara Schenk
    3 Jul 2014 | 12:30 am
    In our 2013 Sales Performance and Productivity Study, the following investments in sales productivity 2013 and 2014 emerged as the top three: Process, skills and competencies cover the “how to sell” dimensions, whereas the second initiative is focused on the “what to sell” dimension. The third initiative on sales manager training and development covers two dimensions at the same time: The first is to train sales managers on the skills and competencies they need to perform their role most effectively, and the second one is to develop their coaching excellence. Front line sales…
  • Why Being A B2B Buyer Is Different – Consumerization Is A Poor Comparison

    Tamara Schenk
    1 Jul 2014 | 2:24 am
    When buying a personal laptop, you know what you want, your budget, and your brand preferences. Then you make your online research to come up with a short list. Your best options get compared and you make a decision, placing the order online. That’s consumerization in the IT space. Reflect how you bought your first laptop and compare with how you do it now. Figuring out what you needed was maybe a time consuming process, often with iterations and mistakes. But having done that more than once, with more information available online, you know where to go, and who to trust when making your…
  • The Biggest Inhibitors To Sales Success

    Tamara Schenk
    20 Jun 2014 | 9:00 am
    Consider this scenario: The first physical meeting with a new customer has been scheduled. To prepare, the account manager invited a colleague from solution sales and an industry expert. A few emails were exchanged and they finally meet for the first time in the customer’s lobby. A quick discussion ensued on who is saying what. All three had a story to tell, but these stories were neither well aligned nor tailored to the customer’s context and concepts. The sales team talked about products and services without having a real conversation with the customer about their issues. Did they…
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    Pipedrive blog » Sales Tips

  • 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…
  • Empty your pipeline regularly to keep deals flowing

    Timo Rein
    27 May 2014 | 8:03 pm
    Although emptying your sales pipeline sounds counter-intuitive, it’s necessary for most of us. When I say empty your pipeline, what I’m really talking about is being choosey about who you keep in and when it’s time to clean house a little. Bigger isn’t always better There’s such a thing as too big.  When it comes to your sales pipeline, you must be careful about not letting it get overstuffed with prospects. Think of it this way. If your goal is to have 20 deals in your pipeline at any given time, and it turns out you’ve got 50, this seems like a good thing, doesn’t it?
  • How to build a sales pipeline? The 4-step guide.

    Urmas Purde
    11 Mar 2014 | 7:17 am
    If you’ve ever looked at your diary, notebook, sticky notes, and Inbox in the middle of a busy sales period and thought ‘this isn’t working’, then you’re not alone. I used to try to organize my thoughts and ideas without structure and the result was that I kept missing opportunities and sales forecasts. Then, I found the answer – the concept of sales pipeline. I now had order where there had been chaos; I could take the initiative and take control of the entire sales process. Here are a few of the ideas that worked for me when I was building my pipeline. 1. Decide what your ideal…
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    Margie Albert

  • Today’s remark – why LinkedIn?

    Margie Albert
    10 Jul 2014 | 4:00 pm
    I get asked more questions about LinkedIn than any other SM site. Most frequently, “Why, when I already have a TV Sales job, should I care about LinkedIn?” I’m afraid those people are missing the point completely! It’s not a job board! Here’s why you should be on LinkedIn and why your profile should be complete: Valuable information is shared daily in industry groups. Media Sales Professionals is a good one as well as BEMCON (Broadcast and E-Media Consultants). You can make great connections within the Media Industry Learn about your largest clients’ industries! Growing your…
  • Today’s remark – GETTING the job

    Margie Albert
    1 Jul 2014 | 7:58 am
    The NABEF Media Sales Institute recently concluded and I was able to work with 21 extremely bright recent college grads interested in entering the Broadcast Sales profession. At the conclusion they had the opportunity to meet with many Broadcast Company Recruiters, which was an amazing opportunity unlike any other I have seen. Hearst, Raycom, Scripps, COX Media, Clear Channel, Bonneville, Gannett, Meredith, Sinclair to name a few. WOW! But here’s my surprise. Many of the candidates didn’t know how to GET the jobs. Many thought once they interviewed it was up to the Company to pursue them!
  • Today’s remark – “you’re not #1”

    Margie Albert
    23 Jun 2014 | 7:50 pm
    I’ve been doing a series of Selling Mobile webinars recently for Broadcast Media Sales teams and I always ask what objections the sellers face. It appears the #1 objection is their competition’s mobile delivery is greater than theirs. Let’s look at that. First, how many retailers are you calling on are in the #1 position in their category?! Does that make them less worthy? NO! In fact, it may make them try harder to satisfy their customers and may deliver better, more personalized service. Second, why should that matter to sellers? You’re probably not #1 in every daypart on your TV…
  • Today’s remark – is media sales ready?

    Margie Albert
    17 Jun 2014 | 10:17 am
    Recently I was privileged to be the Curriculum Director for the NABEF Media Sales Institute at the Cronkite School of Journalism and Mass Communication in Phoenix. 21 brilliant recent college grads that expressed an interest in Broadcast Media Sales as a career were selected among many applicants. They spent 10 days immersed in training and meeting broadcast experts from across the country experienced in radio, TV and cable sales that culminated in student presentations and meetings with Broadcast Company Recruiters. Many have been offered positions already or are in various stages of deeper…
  • Today’s remark – an email about email

    Margie Albert
    29 May 2014 | 9:37 am
    Last week we talked about voicemail. This week, let’s talk about email. Do you have a love/hate relationship with email?! Most of us do and that includes your advertisers. So much of what we get either is “salesy” (YUCK), long, drawn out and unreadable, SPAM (interesting read how it came to be called SPAM) and an occasional well-written email with a point! How can you make sure your emails fall in the last category? Here are a few suggestions: Subject line tells receiver what is in the email. No guessing but provocative. If your email doesn’t get opened it doesn’t matter how…
 
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    Theresa Delgado

  • Simple Tricks That Work Like a Charm to Win Others Over

    Theresa Delgado
    28 Jul 2014 | 8:00 am
    When I called on doctors and medical facilities a major part of what I did was to win others over.  If I didn’t get throught the “gatekeeper(s)”, I’d never get to the decision maker.  Frequently I had to go through more than one person.  Because I interacted with so many people, I had plenty of opportunities to try different techniques to see what worked the best and the quickest (emphasis on quickest), so I could get to the person I needed to speak with. The nice perk to learning these techniques is that I started to use them in social gatherings and they worked…
  • Cultural Body Language: Master Greetings, Hand Gestures and Touch

    Theresa Delgado
    14 Jul 2014 | 6:00 am
    In the last article about cultural body language we reviewed facial expressions. This time we’re diving in a bit more. Communication is not only about the words that you use; it is also about your gestures, body language, posture, greeting, and touch. More importantly, communication has a lot to do with how well received a particular gesture or touch. For example, certain cultures considering pointing a major and unforgivable offense while other cultures regard personal touch as invading one’s personal space and an insult, at best. We come across so many people from different…
  • Cultural Body Language: Facial Communication Tips for Success

    Theresa Delgado
    8 Jul 2014 | 6:00 am
    There are so many factors involved in cultural body language and human communication, for that matter. Of course, there is the written word, but moreover there is eye contact, facial expression, tone of voice, and body language. It seems a bit complicated at best and then throw in trying to master all these things for different cultures, as well, and you have a lot to learn. However, once you get the hang of the different expectations of different cultures when it comes to body language and facial expressions, remembering a few key points will keep you moving along smoothly. Let’s…
  • Create Your Own Sales Funnel: Key Elements of Your Attractive Offer

    Theresa Delgado
    30 Jun 2014 | 6:00 am
    Your initial offer, your “Opt-In” offer is the entry-point of your sales funnel. This is a free product or service that entices the visitors to your site to sign up for your mailing list. Most people are reluctant to give away their name and email address for nothing more than the promise of quality content. Your opt-in offer is an incentive for doing so. What Are the Best Types of Opt-in Offers? When considering what type of product to offer as an opt-in incentive, you have several options. EBooks and Reports EBooks and reports are some of the easiest products for you to create.
  • How to Plan Your Sales Funnel and Get It Right!

    Theresa Delgado
    23 Jun 2014 | 6:00 am
    The term ‘sales funnel’ is an important concept for all types of businesses. Your sales funnel is what leads customers to purchase your products or services. As they pass through the funnel, they transform from random prospects to qualified leads and, finally, to buyers. As the funnel narrows and prospects get to your sales team, they are already primed to make a purchase. YAY! What Is a Sales Funnel and Why Is It Important for Your Success? The sales funnel is a sieve that leads prospective customers through your sales process. It casts its net wide and then gradually weeds out…
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    Tactical Sales & Business Blog

  • 10 Ways Sales People Lose Customers

    30 Jul 2014 | 5:00 pm
    One day you’ve got a hot lead, the next they’ve decided to stop returning or even acknowledging your calls. What happened? Here’s 10 ways you can understand what could have just gone wrong.
  • How to Make Your Salesforce CRM Trial a Success

    23 Jul 2014 | 5:00 pm
    Salesforce.com, the powerhouse of the CRM world. Have you considered it? There's a chance you have thought about it but for one reason or another you went against it, or it could have been for a multiple list of reasons - cost, implementation time, complexity and so on.
  • Here’s How CRM is Helping Small Business Growth

    23 Jul 2014 | 5:00 pm
    So you’re a small business owner and probably looking to find effective ways to grow and expand your power, right? Whilst the process is still a lengthy one filled with hard work, blood, sweat and tears you’ll find that the world of CRM has made it that little bit more easier.
  • How to Choose the Right CRM System

    22 Jul 2014 | 5:00 pm
    An overflowing rolodex mixed in with missed data and information are all the signs of a need for a CRM system. Trouble is how do you choose one? How do you overcome the initial fears of implementing a system?
  • What Does a Top Salesperson Do Differently?

    16 Jul 2014 | 5:00 pm
    Have you ever wondered why the good sales people are just that good? Why they can close deals and get huge commission and others can't. Here's the difference between the two.
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    Yesware Blog

  • 5 Informative Infographics To Guide Your Sales Strategy

    Bernie Reeder
    24 Jul 2014 | 9:20 pm
    Don’t even think about reading this blog post. Let’s face it — if you had hours to pour over must-reads, you ... Read More » The post 5 Informative Infographics To Guide Your Sales Strategy appeared first on the Yesware Blog.
  • The 3 Pillars of Sales Team Success

    Ritika Puri
    22 Jul 2014 | 12:39 pm
    It’s no secret that a sales team’s biggest strength can also be its greatest weakness: Your top business development reps ... Read More » The post The 3 Pillars of Sales Team Success appeared first on the Yesware Blog.
  • One Simple Question That Will Help You Get to Yes

    Lydia Dishman
    14 Jul 2014 | 4:16 pm
    Andy Paul learned something critically important about sales right at the beginning of his career: A manager told him selling ... Read More » The post One Simple Question That Will Help You Get to Yes appeared first on the Yesware Blog.
  • Mail Merge: Now with Automated Follow-Ups

    Bernie Reeder
    10 Jul 2014 | 8:58 am
    It’s no secret that maintaining a prospect’s attention from first contact to signed contract can be a tricky proposition. B2B ... Read More » The post Mail Merge: Now with Automated Follow-Ups appeared first on the Yesware Blog.
  • 3 Unlikely Words That Can Make You a Top Salesperson

    Lydia Dishman
    8 Jul 2014 | 2:38 pm
    There are three words that can make you a top salesperson, and they’re likely not what you think. Indeed, sometimes ... Read More » The post 3 Unlikely Words That Can Make You a Top Salesperson appeared first on the Yesware Blog.
 
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    Jeffrey Gitomer's Sales Blog | Sales Training

  • Are You a Sales Rock Star, or Just a Member of the Band?

    Gitomer
    30 Jul 2014 | 6:49 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • The Digital Science of Selling

    Gitomer
    28 Jul 2014 | 9:59 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Is It Satisfied Customers You’re After? NO! It’s Customer Loyalty or Nothing

    Gitomer
    25 Jul 2014 | 10:33 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Sales Words and Phrases to Avoid at All Costs!

    Gitomer
    23 Jul 2014 | 11:41 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Jeffrey Gitomer Featured in Forbes on Social Media

    Gitomer
    21 Jul 2014 | 11:42 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
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    Star Results

  • 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…
  • Everything you think you know about success is WRONG!

    Steven A. Rosen
    2 Apr 2014 | 5:16 am
    Edgy Interview with Dan Waldschmidt By: Steven A. Rosen I had the pleasure of interviewing my friend, Dan Waldschmidt, about his new book titled EDGY Conversations: How Ordinary People Can Achieve Outrageous Success. Dan is an edgy guy and his personal story helps you understand what true success is. Dan lives on the edge and has almost fallen over. He is a true believer in sharing successes and has done extensive research over the last 4 years looking at what high performers were doing in business, math, science, sports and politics. He put together 1,000 stories of ordinary people who…
  • Coaching A Talented/Unmotivated Rep?

    Steven A. Rosen
    25 Mar 2014 | 7:52 pm
    Stories From The Field By Steven A. Rosen Janet is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Janet’s in all companies. Janet is performance-driven, a very good coach and a people person. Each month Janet is put to the test with different sales reps she must coach to success. IBZ is a mid-sized technology company that has had some tough years but has turned the corner. It pays its reps a combination of salary and bonus for achievement of targets. This year the bonus plans have a super bonus portion,…
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    Sales Engine

  • 6 Effective Time Management Techniques for Success in Sales

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

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

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

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

    Jenny Poore
    16 Jun 2014 | 10:00 pm
    Good news. If you develop the skill and discipline of preparing and inserting impact questions into your conversation, you will begin to learn how to listen. Impact questions allow someone to provide you with insight into how they think or what they think. If you don’t take the time to listen to the response to your own impact questions, however, you’re missing the most valuable part of a conversation. It takes discipline to pause. Let it happen. By listening, you provide ‘breathing room’ or ‘thinking space’ in a conversation. (And honestly, couldn’t…
 
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    The AXIOMs of Selling Blog

  • Father Sarducci on Sales Training

    Mike Bybee
    28 Jul 2014 | 10:06 am
    Yesterday I spent over two hours perusing the richest mother lode of entertaining time-wasters ever gathered into a single assemblage – YouTube. What began as a search for a certain clip from a political speech devolved into a delightful, meandering sojourn through my past in the form of two-minute snippets from sitcoms, sports moments, concerts, and comedy routines. Rainy Saturdays haven’t been the same since the invention of broadband. It was while watching some old Saturday Night Live clips that I came across several featuring my favorite SNL character, Father Guido Sarducci. The…
  • Your CRM is Only as Good as the Data You Gather

    Bob Sanders
    10 Jun 2014 | 11:31 am
    Recently I have had a spate of discussions about information and a general lack thereof in the typical CRM. To be clear, neither I nor the people I have been speaking with are suggesting that CRM solutions inherently lack information. What everyone seems to agree on is that most CRMs have only a fraction of the prospect/customer information they could or should, Further, the consensus appears to be that this is because most sales people can’t or won’t populate information about their opportunities and accounts. For the most part, I am not the one taking this position. In my various…
  • The Case for No Sales Training This Year and Every Year After

    Bob Sanders
    5 May 2014 | 9:19 am
    Your SPM and Training Investments Won’t Give You A Sustainable Advantage According to Gartner, the SPM (Sales Performance Management) space will grow at more than 25% per year between now and 2018. This means that, by then, companies will be spending roughly $5 Billion on tools to help their sales people deliver better results – this in addition to the approximately $35 Billion they will be spending on CRM solutions. It’s a massive investment that will only yield a return commensurate with the competitive advantage gained, and therein lies the problem. Better Tools Don’t Always…
  • The Role of Sales is Not to Sell

    Ray Bonis
    1 May 2014 | 7:08 am
    I travel a lot. Many of you reading this do. It’s the nature of the beast in sales. As I type this I’m on a flight to Melbourne Australia, on the first leg of seven countries on three continents this month alone. Two weeks ago I was in Hong Kong and a month before that I was in Bali. Bottom line…I spend a great deal of time in airports. As such, I spend much of that time in airport bookshops. What I see in every single airport, in dozens of countries, is very similar. Books on How to Do Things There seems to be a pattern around the world of B2B and B2C sales literature. 10 Ways to do…
  • Is it Time to Get Proficient with Your Sales Activity?

    Ray Bonis
    29 Apr 2014 | 4:01 pm
    I have a very common request from sales leaders. Recently I was speaking with a client in Beijing.  This manager said they really needed our help in the area of time management. The four key areas most sales professionals have to focus on are: Prospecting or Developing Opportunities Qualifying Presenting Negotiating/Handling Objections Of course, there are plenty of other things we have to do, but I think we can all agree that these four areas cover the basic framework of a sales professional’s day-to-day activities. However almost 100% of the time, when we begin to investigate where time…
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    Solution Selling Blog

  • Your Leading Indicators are Lagging

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

    SPI
    23 Jul 2014 | 4:00 am
    92 out of 96 Fortune 500 CEOs said that they are most interested in learning the business impact of their L&D programs, but only 8% see that happening at their companies now. There are proven approaches that leverage Sales Talent Analytics, and they absolutely help organizations prove the business impact / ROI of sales training.
  • Sales Assessments: from Snake Oil to Predictive Analytics

    SPI
    18 Jul 2014 | 6:00 am
    The sales assessment industry has changed dramatically over the past few years. From the types of assessments that are used, to what they are being used for, the market looks very different today than what it did just 5-10 years ago. The purpose of this article is to really help shed a little light on how sales assessments have evolved, and how we visualize them being used moving forward.
  • Guest Blog: Discrepancies – Women in Sales

    SPI
    1 Jul 2014 | 6:00 am
    Sales and business development roles have traditionally been male-dominated and a competitive job function. Historically, a big part of the workplace diversity dilemma came down to a matter of resources: simply put, there weren’t enough women in the job market. But, while many companies are taking positive steps to improve diversity, it’s important to recognize that much work remains to be done. Last week, LinkedIn released its workforce diversity data report, and the employee makeup is mostly male. In the wake of this report, we wanted to get visibility into our own network and how women…
  • Succeed with Social Selling in a Buyer 2.0 World

    SPI
    25 Jun 2014 | 4:00 am
    There is a plethora of information, data, and product reviews at everyone’s fingertips. In order to be successful in today’s B2B sales marketplace, sellers need a new approach to aligning with your buyers. In the recently published book, The Collaborative Sale (by Keith M. Eades and Timothy T. Sullivan, Wiley 2014) sales people are presented with three key roles
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    RAIN Selling Blog

  • Should Buyers Take You Seriously?

    30 Jul 2014 | 10:30 am
    What do James Franco, Daniel Craig, and Mo'Nique all have in common? They're described as actors who bring gravitas to their roles on the big and small screens.* Another is Sir Patrick Stewart, who embodied gravitas as Capt. Jean-Luc Picard on Star Trek: The Next Generation. Picard had power and authority. He commanded respect. When he spoke, the Enterprise—and everyone else in the universe—listened. Gravitas is rooted in Latin, meaning heavy, serious, having gravity. In the sales world, gravitas means you're someone to be taken seriously. When buyers take you seriously, they're…
  • Do You Have What It Takes to Become an Insight Seller?

    16 Jul 2014 | 10:00 am
    There’s a revolution underway in sales. What used to work, even just a few years ago, is no longer enough to win major sales today. As a result, a new breed of seller, who's beating out the competition and winning the sale, has emerged: the insight seller. Insight sellers share new ideas and perspectives with their buyers, and they collaborate with buyers to develop the best solutions. They don't just sell the value of their products and services, they become the value. To succeed as an insight seller, we've identified 12 key attributes, which we divide into tendencies and qualities…
  • Neil Rackham's Foreword from Insight Selling

    9 Jul 2014 | 10:00 am
    Perhaps the most respected voice of all time in sales is SPIN Selling author Neil Rackham. John and I were honored to have him write the foreword for Insight Selling. It's a great commentary on the state of and changes occurring in the world of modern sales. We hope you find it as insightful as we did. Without further ado... A mixed blessing of my job is that I get to review a lot of sales books. Roughly once a week I receive a manuscript from a hopeful author or publisher, asking me for comments and feedback. Of course, what they are really asking for is a rave review that will help the book…
  • 5 Ways to Make It Easy to Buy from You

    2 Jul 2014 | 10:00 am
    A couple of years ago, I was involved in a major rebranding effort for a Fortune 100 financial services firm. Based on extensive research, their chief marketing officer decided their new brand positioning should be focused on "easier." Easier to do business with. Easier to conduct banking transactions. Easier to get a mortgage, car loan, or business investment from. Sounds great, right? Problem is they weren't easy to do business with. I knew, because I happened to be a client of the firm. When I walked in to do a simple thing like get a new debit card, I was told the process could…
  • Is Relationship Building in Sales Dead?

    25 Jun 2014 | 10:00 am
    There's been a lot of noise the last couple years declaring relationship selling dead. "The Internet has changed everything." "Personal connections don't matter anymore." "Selling is not about relationships." "Throw out everything you thought you knew about sales, Armageddon is coming!" Blah, blah, etc. As we've discussed before, we strongly disagree with the idea that selling is not about relationships. Relationship building is still critical to winning sales. But it has changed. We wanted to know exactly how—from the buyers' perspective. So we…
 
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    The Richardson Sales Excellence Review™

  • Sales Reps Need to Earn Their Clients’ Trust — And Keep It

    Dario Priolo
    30 Jul 2014 | 7:02 am
    Sales Reps Need to Earn Their Clients’ Trust — And Keep It Trust is tough to build and easy to lose. Buyers in the process of making a purchasing decision consider many factors, but none might be more important than trust. When hiring or renewing a contract with a product or service provider, a lack of trust can undermine any other variable and isn’t likely something that can be haggled over, such as price or delivery dates. This is especially true of large, long-cycle, complex sales typically found in sectors, such as financial and professional services, IT, HR, and accounting.
  • Why Customized Sales Training for “Strategic Relevance” Drives the Best Results

    Dario Priolo
    28 Jul 2014 | 5:40 am
    Why Customized Sales Training for “Strategic Relevance” Drives the Best Results In order to achieve desired training outcomes, adults have to be willing to actively participate in the training and take advantage of those opportunities for learning. People have to decide to be open and receptive to learning, and to engage in the experience. One of the biggest determinants of active disengaged participants is the relevance of the training content. Sounds simple enough, but many sales managers and training leaders fail to connect those very basic dots. There are a few reasons that sales…
  • New Research – Best-in-Class Sales Training Reinforcement

    Dario Priolo
    23 Jul 2014 | 5:07 am
    New Research from Aberdeen Highlights Best-in-Class Sales Training Reinforcement Most of us appreciate that ongoing professional development is essential to success in this rapidly changing and ultra-competitive market. Basic skills need to be reinforced, and new knowledge, skills, and experience must be acquired to stay at the top of your game. Training is important but must be reinforced and sustained to make a lasting impact. We’ve heard it all before, but we don’t always invest the necessary time and effort into sustainment to really make a difference. However, according to a recent…
  • The Ultimate Checklist for Mission Critical Group Sales Presentations

    Dario Priolo
    21 Jul 2014 | 5:04 am
    The Ultimate Checklist for Mission Critical Group Sales Presentations “Mission critical” is a term that you see in many different activities, up to and including military operations. When mission critical aspects do not go well, barring an extraordinary piece of luck, the mission fails. If your group sales presentation does not go well, barring an extraordinary piece of luck, your sales effort will fail and you will not get the contract. What follows is the structure of virtually all group sales presentations — the phase for which you have to prepare. Preparing for the presentation…
  • Insight Selling: The Next Frontier of Sales and Marketing Alignment

    Dario Priolo
    16 Jul 2014 | 6:29 am
    Insight Selling: The Next Frontier of Sales and Marketing Alignment If you think back five or ten years, the focus of sales and marketing alignment at that time was on the sales process. The emergence of usable CRM systems like Salesforce.com and marketing automation platforms like Eloqua and Marketo enabled tracking across the customer lifecycle from lead to close and beyond. As companies made investments in these sales and marketing platforms, it made sense to agree on a single integrated process enabled by the integrated systems and operationalized through concepts like the “lead…
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    Grow My Revenue

  • Top 4 Questions to Increase the Reliability of Your Sales Pipeline

    Ian Altman
    28 Jul 2014 | 9:06 pm
    Recently I listened to Brad, the CEO of a $20 million technology company, conduct his pipeline review with his sales team. It might sound odd that the CEO was running the sales meeting, but it is not uncommon to see CEO’s running the sales organization in companies as large as $40 million in revenue. Brad had their CRM (Customer Relationship Management) tool projected on the wall. He sorted the opportunities by salesperson. As he went through each opportunity, Brad asked the designated salesperson, “This one says it’s closing by the end of the month. Anything new? OK. How about this…
  • The Inseparable Connection Between Customer Service and Sales

    Ian Altman
    21 Jul 2014 | 9:49 pm
    Last week, the Internet was a buzz with the recording between Ryan Block, former CEO of Engadget, and the representative from Comcast. Mr. Block and his wife called to terminate their Comcast service. The Comcast representative kept trying to switch the conversation and get them to stay. This interaction demonstrates how customer service and sales are forever connected. Where Did It Go Wrong? It’s OK for a customer service representative to see if there is a way to salvage the account. However, as Comcast noted in their reply, you must always treat the customer with respect. There are a few…
  • The Top 3 Misconceptions About Social Selling for B2B

    Ian Altman
    14 Jul 2014 | 9:52 pm
    Enough already about social selling. I had an audience member last week ask me whether or not I thought they could shift from selling to social selling. I asked him what was social selling. He said “You know. Using social media to do the selling for us.”  If that’s your definition of “social selling,” then the answer is a big, fat “no!” It’s Not New – Just Faster Does social selling work for Business to Business (B2B) companies? Whether or not social selling can be effective depends on how you define social selling. In a workshop I delivered to a group of CEOs last month,…
  • What To Do When Your Best Customer Says Goodbye

    Ian Altman
    7 Jul 2014 | 9:33 pm
    Uh Oh. Your best customer just sent you an email or left a voice message saying that they are not happy and are taking their business elsewhere. What do you do next? Before we answer that question, let’s reflect on what led up to this point with the customer. Most of the proactive interaction with your customer probably involved things that you would never think of doing when they are unhappy. For example, you might regularly send them group emails via BCC saying that you hope they are doing ok. You might have another department call them to upsell additional services. Perhaps you may even…
  • Social Media Requires Being Human

    Ian Altman
    30 Jun 2014 | 10:34 pm
    While on a trip to California to speak at an event last month, I took the opportunity to see how hospitality and travel companies respond (or don’t respond) using Twitter. I hope you enjoy the lessons I learned from my interaction with the various companies. If you have not already figured it out, Twitter is another channel your clients and partners can use to communicate with you. For those who think of it as just 140 characters, realize that Twitter allows for instant communication to address and resolve issues with your customers quickly and efficiently. If done properly, you can create…
 
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    Leader's Digest

  • VIDEO: Women in Leadership & Sales - Part 4

    tlsa
    24 Jul 2014 | 3:37 pm
    Against the Odds: Women in Leadership and Sales Rachel Webster, Recruitment Manager at Goodman Masson This is the fourth video in our five-part 'Against the Odds' series. We recognise that women are often under-represented both in leadership and sales positions, which is why we are actively celebrating women leaders and inviting them to share their expertise, opinions and advice on how to make leadership boards and sales teams more gender-equal. Rachel is a successful leader at Goodman Masson. She spoke to us about what good leadership looks like, how to ask for a pay rise and how to progress…
  • Are You As Good A Manager As You Think You Are? 13 Ways To Tell

    tlsa
    23 Jul 2014 | 1:35 am
        By Brett Lyons Accountability is a vital part of management and the best managers are constantly questioning their own performance, not just the performance of their people. To answer this big, scary question, see our checklist compiled from different studies on best management practice. Are you losing top talent? People don’t leave companies, they leave managers. If you have lost top talent in the past year, this could be a sign that your management practice needs some revision. Talented people won’t stay in a company where their talents are being wasted or if they feel they are…
  • What Does Power Mean In Leadership?

    tlsa
    22 Jul 2014 | 7:26 am
            By Angela Stephenson All leaders want to be powerful. The key to being a powerful manager is to be a catalyst, not a dictator. Common conceptions of power usually involve having “power over” something. A government or monarch has power over their country; a parent has power over their child. Managers typically are seen to have power over their teams. However, is this the type of power that we should be encouraging in the workplace? The right type of power for managers to have is “power with” instead of “power over". The power of a leader can be assessed through the…
  • Customer Loyalty: Lessons From Airbnb

    tlsa
    22 Jul 2014 | 6:35 am
        By Brett Lyons Customer loyalty is key to sustainable business practice. Loyal customers come back again and again. Through the rough times, they are the customers that will keep you afloat. The most devoted customers become your advocates, spreading the good word amongst their friends and encouraging them to support you too. So how do you achieve customer loyalty and, consequently, customer advocacy? Your first step is to look at your products and services from a customer perspective. What do your customers want? Don’t just think about the product or service itself, but how they want…
  • VIDEO: Women in Leadership & Sales - Part 3

    tlsa
    14 Jul 2014 | 1:32 am
    Against the Odds: Women in Leadership and Sales Deborah Ring, Director of Operational Risk & Support at Lombard This is the third video in our five-part 'Against the Odds' series. We recognise that women are often under-represented both in leadership and sales positions, which is why we are actively celebrating women leaders and inviting them to share their expertise, opinions and advice on how to make leadership boards and sales teams more gender-equal. Deborah is a successful leader at Lombard. Over 25 years with the company, she has worked her way up from a position as sales advisor to…
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    LeadManagement.com

  • Initial Customer Meetings: 3 Planning Steps

    Stacy Jackson
    29 Jul 2014 | 5:52 am
    The better you prepare for that all-important first meeting, the more likely it is that you’ll eventually make the sale. Source: www.inc.com When you go into an initial meeting with a new prospect, do you wing it or have you really prepared for the conversation? Many of us take time to prepare, but a lot of that preparation is centered on what we plan to say about our company. Instead, try focusing your preparation as follows: Research the company — check out the latest press releases for trigger events, read case studies, review the job openings. Research the decision maker.
  • The Key Business Communication Channels in 2014 and Beyond

    Contributor
    28 Jul 2014 | 7:59 am
    Business communication channels have drastically changed over the years. Now that tablets, smart phones and Cloud-based IT solutions are readily available at little cost, physical communication is no longer a necessity. In fact, for the ‘modern business’ it could even be deemed a hindrance. As of 2014 over 75% of UK phone owners have a smart phone; 80% of which use it for work-related activities. Almost everyone is hooked up to the Internet, 24 hours per day. Therefore, business owners, managers and HR representatives who are interested in improving their business’s communication…
  • How to Nurture Prospective Clients

    Contributor
    27 Jul 2014 | 8:06 am
    You may not recognize a poorly placed sales call when you’re the one making it, but it’s certainly easy to spot when you’re on the receiving end. Whether it’s a case of poor timing, a lack of listening skills, or an overly aggressive pitch, it tends to end in the loss (not the gain) of a customer. Many (if not most) sales calls fail because businesses fail to properly nurture their prospective clients before attempting a pitch. Do you want to improve your customer relations as well as your sales efficiency? While there are certainly nuances to nurturing clients, you can’t go wrong…
  • 4 Steps to Content Curation for Inside Sales Reps

    Stacy Jackson
    25 Jul 2014 | 5:59 am
    David Howe of Sales 4 Life shares proven content curation strategies for B2B inside sales reps. Source: www.agsalesworks.com Think content curation is for the marketing team? Not so according to David Howe of Sales 4 Life. Content curation is a great way to assemble and share valuable information with potential customers. Become a source for information means you become the go-to source for solutions (and your product is one of those solutions, right?). Are you using content curation as part of your inside sales efforts? The post 4 Steps to Content Curation for Inside Sales Reps appeared…
  • 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting

    Stacy Jackson
    23 Jul 2014 | 11:03 am
    What are the most crucial factors to look for in an outsourced inside sales teleprospecting team? Source: www.agsalesworks.com Check out these four big questions you need to ask when outsourcing teleprospecting. The post 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting appeared first on LeadManagement.com.
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    Base | Baseline - Base CRM Blog

  • Manage Prospects and Customers with Base

    Josh Bean
    24 Jul 2014 | 7:03 am
    Back in April, we introduced the concept of Accounts in Base. Since the release, we’ve received some great feedback and as a result, we’re adding some updates today. One of the biggest pieces of feedback from Base customers was that there needed to be a distinction between Contacts you’ve won Deals with (Customers) and Contact’s you’re actively selling to (Prospects). They are both important, but they need to be separated. You will now find the Accounts tab has been replaced by a brand new Prospects and Customers tab. Who are Prospects and Customers? The Prospects and Customers…
  • New Feature: Base Notification Center

    Josh Bean
    23 Jul 2014 | 2:38 am
    Alert! Introducing the Base Notification Center – the best way to stay updated on the Leads, Contacts and Deals that matter most. Beginning today you will notice a bell icon in the top right corner of the Base web app, this is your new Notification Center. With Base notifications, you can specify how you’d like to be notified, when you’d like to be notified and even create custom alert triggers.  Preset Notifications To help get you jump started with Notifications, we’ve included a few preset alerts. With these preset alerts you will be notified about new assignments,…
  • Sync ALL Calls and Texts from Android with Base

    Josh Bean
    7 Jul 2014 | 10:45 am
    Tracking communication with customers is critical. We’re taking communication tracking forward today with a full GSM integration for Android. Base can now track all Calls and Text messages that are made from your Android phone and match the conversations to the relevant Leads, Contacts and Deals. If you’ve used Base Voice, you’ve likely noticed how nice it is to see when you last spoke to someone and track the call outcomes. Yet, the existing Base Android call logging fell short, because it only tracked existing Base Contacts. Now, if you use your Android phone to call or text someone,…
  • New Feature: Email Templates and Merge Tags now available

    Josh Bean
    1 Jul 2014 | 8:11 am
    Today we’re introducing Email Templates and Merge Tags to give your email a productivity boost. You’re now able to create unlimited email templates on all plans. The addition of merge tags lets you personalize all of your emails pulling information from the Contact, Lead or Deal card. Unlimited Templates If you find yourself sending the same email over and over, it may be useful to create email templates. Once you create a template, you’re able to send emails in a matter of seconds. Follow these instructions to create your first email template. After you create a template, click on…
  • Add a Face to the Name – Introducing Avatars in Base

    Josh Bean
    10 Jun 2014 | 10:50 am
    Your CRM is getting a little more personal today. Profile images are now being pulled from Twitter, Facebook, Linkedin and Skype profiles. All you need to do is supply a social profile for any of your Leads or Contacts and Base will display their profile picture. With over 500 votes on the idea board, this is by far the most requested feature in Base, and we’re excited to deliver it to you. We’re not stopping at social profiles, next up we will be working on giving you the ability to upload profile photos for your Leads and Contacts. Stay posted to the blog for more updates. If…
 
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    RAIN Selling Blog

  • Should Buyers Take You Seriously?

    30 Jul 2014 | 10:30 am
    What do James Franco, Daniel Craig, and Mo'Nique all have in common? They're described as actors who bring gravitas to their roles on the big and small screens.* Another is Sir Patrick Stewart, who embodied gravitas as Capt. Jean-Luc Picard on Star Trek: The Next Generation. Picard had power and authority. He commanded respect. When he spoke, the Enterprise—and everyone else in the universe—listened. Gravitas is rooted in Latin, meaning heavy, serious, having gravity. In the sales world, gravitas means you're someone to be taken seriously. When buyers take you seriously, they're…
  • Do You Have What It Takes to Become an Insight Seller?

    16 Jul 2014 | 10:00 am
    There’s a revolution underway in sales. What used to work, even just a few years ago, is no longer enough to win major sales today. As a result, a new breed of seller, who's beating out the competition and winning the sale, has emerged: the insight seller. Insight sellers share new ideas and perspectives with their buyers, and they collaborate with buyers to develop the best solutions. They don't just sell the value of their products and services, they become the value. To succeed as an insight seller, we've identified 12 key attributes, which we divide into tendencies and qualities…
  • Neil Rackham's Foreword from Insight Selling

    9 Jul 2014 | 10:00 am
    Perhaps the most respected voice of all time in sales is SPIN Selling author Neil Rackham. John and I were honored to have him write the foreword for Insight Selling. It's a great commentary on the state of and changes occurring in the world of modern sales. We hope you find it as insightful as we did. Without further ado... A mixed blessing of my job is that I get to review a lot of sales books. Roughly once a week I receive a manuscript from a hopeful author or publisher, asking me for comments and feedback. Of course, what they are really asking for is a rave review that will help the book…
  • 5 Ways to Make It Easy to Buy from You

    2 Jul 2014 | 10:00 am
    A couple of years ago, I was involved in a major rebranding effort for a Fortune 100 financial services firm. Based on extensive research, their chief marketing officer decided their new brand positioning should be focused on "easier." Easier to do business with. Easier to conduct banking transactions. Easier to get a mortgage, car loan, or business investment from. Sounds great, right? Problem is they weren't easy to do business with. I knew, because I happened to be a client of the firm. When I walked in to do a simple thing like get a new debit card, I was told the process could…
  • Is Relationship Building in Sales Dead?

    25 Jun 2014 | 10:00 am
    There's been a lot of noise the last couple years declaring relationship selling dead. "The Internet has changed everything." "Personal connections don't matter anymore." "Selling is not about relationships." "Throw out everything you thought you knew about sales, Armageddon is coming!" Blah, blah, etc. As we've discussed before, we strongly disagree with the idea that selling is not about relationships. Relationship building is still critical to winning sales. But it has changed. We wanted to know exactly how—from the buyers' perspective. So we…
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    The Business Growth Zone » Blog

  • Book Review – Outliers by Malcolm Gladwell

    Mike Ames
    29 Jul 2014 | 12:15 am
    Title:  Outliers Author:  Malcolm Gladwell Who is it for:  People who genuinely seek success for themselves and for those with children who want to see them do well in life. What’s the book about:  Why do some people achieve so much more than others?  Can they be so extraordinary? In this provocative and inspiring book, Malcolm Gladwell looks at everyone from rock stars to professional athletes, software billionaires to scientific geniuses, to show that the story of success is far more surprising and far more fascinating than we could ever have imagined. He reveals that it’s…
  • LinkedIn Tip: make your headline work for you

    Mike Ames
    25 Jul 2014 | 1:06 am
    My LinkedIn Headline You have 120 characters in your LinkedIn Headline so why not use them? Many people just use their job title but I suggest you include a little more: - Job Title Who you work with The outcome of using you As you can see from mine when your name appears in a LinkedIn or Google search it’s your headline that stands out most and many people will decide whether to look at your profile (or not) based upon what it says. To change it just click on Edit Profile (displayed when you move your cursor over Profile on the LinkedIn menu bar) and then click on the pen next to your…
  • 7 Handy tips for making your meetings more effective

    Mike Ames
    21 Jul 2014 | 9:59 pm
    There’s more unproductive time spent in meetings than any other form of business activity. A recent survey by Management Today suggests that at least a quarter of the time you spend in meetings is a waste. Here’s a few ideas to make your meeting’s more effective.   Not the best time to start a meeting. 1. Start them at quarter past the hour. Ever heard somebody say “I’ve got back-to-back meetings all day”. Very commendable but when will they prepare for the next meeting or make sense of the last one or actually get any work done? Start meetings at…
  • 10 things you really need to know about the new flexible working law

    Mike Ames
    16 Jul 2014 | 11:50 pm
      Blair Adams This is a guest post written by Blair Adams of DMH Stallard and specifically aimed at my SME readers although anybody who employs staff should give it a read. To read more pieces written for SMEs by Blair click here. Here are 10 tips for dealing with flexible working requests. Remember that employees have the right to request a different working pattern, not a right to have it.  It’s probably best to remind employees of that at the beginning of the process. There are eight statutory reasons for refusing a request and they are broad enough to encompass most…
  • 2 Approaches To Lifting Client Satisfaction Levels

    Mike Ames
    17 Jun 2014 | 1:00 am
    Guaranteed!!! This formula shows how people calculate their satisfaction with what you’ve done for them. Satisfaction = Reality – Expectation Obvious, I know, but all too often forgotten. So here are two ways to lift your clients satisfaction levels . Make whatever you deliver for them much better. Promise them less. Option 1 is by far the best but if you’re a bit short of time I’d probably go for option 2. Hope this helps.
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    People First

  • Why Should I?

    PFPS
    30 Jul 2014 | 8:57 pm
    This is the last blog in our series this month about connecting in the workplace. In our previous posts, we examined how to make the most of sales meetings, ways to improve interactions with support team members, how to focus your individual and team efforts externally instead of competing internally, and the importance of managing […]
  • Working on Your Sales Performance

    PFPS
    26 Jul 2014 | 10:35 am
    No, not that sales performance — you and and your sales manager are undoubtedly working on the numbers every single day. This is a radio show about working on your performance in selling. You know, the way you perform… the way you act. That’s right! We’ll be talking about acting, and how you can use […]
  • Seven Tips for Establishing the Boundary Between Boss and Buddy

    PFPS
    26 Jul 2014 | 6:00 am
    It’s a common refrain, especially for those who are new to management and those who have risen through the ranks and already have established friendships with those they will now supervise. What is the appropriate boundary between being a boss and being a buddy? Use these seven tips to keep yourself on the right track. […]
  • Managing Up instead of Kissing Up

    PFPS
    23 Jul 2014 | 6:00 am
    Your sales manager has a lot to offer you. You’ll miss what your manager offers if you are overly focused on “kissing up” to your manager to try and gain favor instead of managing up in a way that gives you learning opportunities. Because so many sellers prefer to work autonomously and have a high […]
  • A Different Way of Looking at Your Sales Performance This Week on CONNECT! Online Radio for Selling Professionals

    PFPS
    22 Jul 2014 | 9:45 pm
    Tune in to CONNECT! Online Radio for Selling Professionals this Saturday at 9:00 a.m. PDT for an enlightening and entertaining interview with sales author and actress Julie Hansen to learn how performing can enhance sales performance. San Jose, CA (PRWEB) July 22, 2014 Sellers are under a lot of pressure to improve their performance. But […]
 
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    My Blog / Website

  • The Legends Network Review From A Top Leader And Six Figure Income Earner

    Sean Agnew
    17 Jul 2014 | 9:31 am
    Have you ever wondered what it would be like to hangout with the LEGENDS of marketing?Well you’ve come to the right place!In this blog post I am going to walk you through a review of a new company called The Legends Network.What you are going to learn in The Legends Network Review is what it is all about and how hanging out with LEGENDS can take your income to the next level.The Legends Network Review – Video ReviewBefore I keep writing I recently did a video review of The Legends Network. Check it out belowCHECK OUT OUR YOUTUBE CHANNEL HERE You can also get more of The…
  • DS Domination Scam Review

    Sean Agnew
    10 Jul 2014 | 7:38 pm
    Someone ripped into me the other day about how there was this huge DS Domination Scam and that only people who know how to market well or have lots of money to invest can make money with DS Domination.Well…I called BS on that lol!In fact I made this video about this so called DS Domination Scam that you can check out right here: This “DS Domination Scam” Got Me Out Of Overdraft! As you can see quite clearly the so-called “DS Domination Scam” got me out of a mess where I had literally less than zero dollars in my bank account.And now I have earned over…
  • Top MLM Companies In 2014 To Join For Beginners

    Sean Agnew
    16 Jun 2014 | 12:06 pm
    With so many top MLM companies pushing to have you join, it can get confusing when you’re looking at MLM products, compensation plans, founders and so on. What you need to remember, is that the best MLM to join for you is going to come down to one where you are most comfortable with the PERSON you are joining with.People who have failed at MLM or network marketingin the past wonder why it doesn’t work. That being said, I would submit that they have likely also never joined the best MLM for them at the time nor did they have great upline support with a team around them to get through…
  • MandG Home Business Review – 13 Cent Leads Online

    Sean Agnew
    14 Jun 2014 | 1:50 pm
    People always ask me what’s the best way to generate leads online? After all without leads you have no business…The money is in the list right?Well… I don’t keep it a secret…I have 4 ways that I generate 99% of my leads and that is through Video Marketing, Facebook Marketing, Solo Ads and MandG Home Business.I will be providing the best MandG Home Business Review you will find and show you exactly how I generate 13 cent leads!MandG Home Business Review - Online Lead GenerationMandG Home Business is a relatively new company that launched in 2014. They provide you…
  • Best Affiliate Programs In 2014 That Make YOU Money TODAY!

    Sean Agnew
    10 Jun 2014 | 10:17 am
    Affiliate marketing is a really simple way for bloggers and other website owners to earn money online. In fact, I would submit that affiliate marketing may be one of the best ways to make money online… PERIOD!Typical affiliate marketing programs involve you signing up to places like jvzoo or clickbank and finding an offer to promote. With these affiliate programs you will earn a commission (without having to purchase the product) for selling the product to a buyer. As the affiliate you can now sit back and collect a commission.The best affiliate programs on the web pay you 50%…
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    Witty Blog

  • Never Set Down the Phone

    Guest Blog By Anthony Iannarino
    30 Jul 2014 | 8:00 am
    Note from the Editors: Anthony’s contrarian advice will not appeal to those waiting for marketing leads to show up so they can call them… but it will make them a lot more money in a lot shorter time.
  • Forget Tips. Develop a Customer Focused Prospecting System

    Guest Blog By Mike Kunkle
    29 Jul 2014 | 6:30 am
    Note from the Editors: Mike is not so much interested in tips, rather the opposite. This is deep insight into discovering what your ideal customer cares about, equipping yourself to create value and understanding how they buy.
  • 35 Days to Great First Sales Meetings

    Guest Blog By Jim Burns
    28 Jul 2014 | 7:03 am
    Note from the Editors: Jim’s article uses a fishing metaphor to explain how to use new media in combination with traditional techniques to earn the right to speak with your prospect.
  • Do You Visualize Sales Success?

    Guest Blog By Andy Paul
    25 Jul 2014 | 6:00 am
    Do you dream about being successful in sales? Or do you visualize your sales success? Do you dream about winning the order? Or, do you visualize the actual steps you will take to help your prospect make the winning purchase decision?
  • 7 Rules to Increase Sales Prospecting Success

    Guest Blog By Ken Krogue
    24 Jul 2014 | 7:19 am
    Note from the Editors: Either you can pay a small price to read this article or you can pay a big price for ignoring this advice.
 
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    Exceed Sales

  • 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…
  • Outbound Prospecting: 3 Tips To Keep You Moving Through the Tough Times

    Elisa
    15 Mar 2014 | 5:11 am
    Outbound prospecting — or reaching out to prospects — can be tough. For those of you who have never had the experience of outbound prospecting, I can tell you it is not easy. In fact it is hard to pursue outbound prospecting after being rejected more than you’d like to admit.Yet after all those calls and constant rejection, there are few things more gratifying than getting that yes. It’s great to hear: ‘Yes, I’m interested in what you are saying, offering selling.’ Suddenly you forget all those agonizing moments spent outbound prospecting and you are energized to…
  • Inside Sales and the Trouble With Double Duty Expectations

    Elisa
    1 Mar 2014 | 5:06 am
    Should the same inside sales representative perform both outbound prospecting and inbound marketing functions? Last month we visited the topic of inside sales: when it is used, and what models are typical. A very typical inside sales position is one that generates leads for the organization.  Then, either the inside or outside sales representatives handle, manage and close these leads. The field reps focus on selling larger, more expensive products or services, while inside sales representatives selling smaller, lower cost or ancillary products or services. Inside Sales Is Often…
  • Inside Sales: 3 Ways It Can Work for You

    Elisa
    21 Feb 2014 | 12:00 pm
    Inside sales is becoming a popular sales model for many companies today.  Ken Krogue of Inside Sales.com defines inside sales as “remote sales,” most lately called “virtual sales,” or professional sales done remotely. Where Outside Sales or traditional Field Sales is done face-to-face. To take it a step further, inside sales can be comprised of: 1. Sales – those that sell products or services in their inside sales position and/or 2. Lead Generation – those who generate leads for the inside sales team or field sales team. Is it complicated? Not really. How Inside Sales…
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    Senator Club

  • 48-Hour Survival Guide for When You Get Laid Off from Sales Job

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

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

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

    Ian Adams
    12 May 2014 | 6:59 am
    Awesome event last night! Thanks for coming out. I always enjoy hanging out with you guys. As promised, here are the slides from Alex Salazar’s  presentation about how to run a sales call. Also, thank you again Vera (Buyer’s Best Friend) for contributing those delicious organic snacks. I honestly cannot stop eating those chewy fruits. Check out the video recording of the event if you weren’t able to attend. PRE-EVENT ANNOUNCEMENT I’m sitting here, trying to figure out whether I should publish the next local Senator Club event on the global Senator Club member…
  • 101 Greatest Sales Quotes

    Ian Adams
    21 Apr 2014 | 8:10 am
    I needed a little inspiration yesterday. So, I went looking for the greatest sales quotes of all time. Since it took me awhile to find them, I figured I’d share them with you today. Every entrepreneur and sales professional needs a little inspiration at times. Throw one of these sales quotes into your next presentation, webinar, or eBook. Tweet them, like them, poke them. Whatever you want, they’re all yours. Here are the 101 greatest sales quotes of all time: To me, job titles don’t matter. Everyone is in sales. It’s the only way we stay in business. – Harvey…
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    Salesjournal

  • 6 Tech Traps We All Fall Into (And How To Avoid Them)

    caitlinhoward
    25 Jul 2014 | 11:30 am
    By Lindsay Holmes (The Huffington Post) You might have a smartphone addiction if you find yourself constantly checking emails and texting during dinner.  Learn what other technology traps we fall into and how you can avoid them. 6 Tech Traps We All Fall Into (And How To Avoid Them)
  • How to Find Balance Between High Productivity and Overworking

    caitlinhoward
    25 Jul 2014 | 11:10 am
    By Joelle Steiniger (lifehacker.com) It’s easy to get into an always-on-the-move routine where checking off to-dos on your checklist becomes habit. But how long can you really sustain this behavior? Learn what it means to really be productive and how you can avoid feeling stressed and burnt out. How to Find Balance Between High Productivity and Overworking
  • Sales Coaching Practices That Get Big Results

    caitlinhoward
    25 Jul 2014 | 10:48 am
    By Mike Kunkle  (LinkedIn.com) One of the most important jobs a sales leader has is to find ways to get better results from your team.  Learn how to maximize the results of your sales team and how to avoid getting caught up in the whirlwind of daily activity. Sales Coaching Practices That Get Big Results
  • What Makes a Job Posting Successful?

    caitlinhoward
    22 Jul 2014 | 10:06 am
    There are many ways to craft an appealing job post. You can vary the subject line by location or job title, write a magnetic description, or even use bullet points to highlight certain aspects of the position. However, you won’t achieve great success by only posting job ads. The real success comes from combining multiple […]
  • 7 Questions to Ask When Interviewing Sales People

    caitlinhoward
    21 Jul 2014 | 12:14 pm
    By Caitlin Howard (Naviga Business Services) Use these 7 questions during your next interview to determine if a potential sales candidate is a fit for the open position and your company. 7 Questions to Ask When Interviewing Sales People 
 
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    aayuja

  • 10 Posts That Help Drive More Traffic To Your Blog

    admin
    30 Jul 2014 | 6:14 am
    The whole hue and cry is about creating that “something” worth those clicks that are on their way, those which are going to help us fetch our prospective dollars. What is it that makes people choose one link over other, one write up over the other and one snap over the other? We may have very juicy and magnetic content totally out of the league, but there is a cent per cent possibility that it may not draw expected traffic to the site or the blog. All because it lacks the basic essentials or new age factors that drives the audience towards you. The plethora of articles and blogs flashing…
  • Why Inside Sales is the Future of Sales

    admin
    29 Jul 2014 | 3:58 am
    By Neil Smith The most pragmatic and logical definition of Inside Sales is: Inside Sales is “remote sales,” most lately known as “virtual sales,” also the kind of professional sales that’s done remotely. On the contrary, Outside Sales or traditional Field Sales is done face-to-face and in person. More and more companies now have an inside sales based component to their sales structure. And this component is gradually growing when compared to outside sales. The major reasons for the drastic change in the form and method of sales are dependent on 5 factors.  Globalization…
  • 10 Tools for the B2B Blogger

    admin
    23 Jul 2014 | 8:32 am
    Blogging tool is a software hosted on the internet which allows anyone to easily produce content for  blogging and posting it on the internet in a standard XML blog format. It also runs all the categorization, allows you to add functionality like tags, comments or search, organizes posts, and  functions we have come to associate  .The million dollar stake is to identify the one best suited for you which shall ultimately get you the “attention” the majority of time our distribution strategy needs to be more thorough and wide-spread, these days the ones catching fire are :…
  • Eight Must Use Sales Tools

    admin
    22 Jul 2014 | 4:18 am
    By Neil Smith A sales funnel can be broken down broadly into three parts: Top funnel – lead generation and identification of buying intent Mid funnel – lead qualification, scoring and nurturing Bottom funnel – opportunity management and closing Technology can aid you in all three parts of the funnel. Some recommended software tools that could help refine your sales process are mentioned below. Top funnel SalesLoft – this software can be utilized to search social profiles online and help you extract prospects. It’s backed by Google’s search engine and adding prospect to a list is…
  • Social Media Marketing Lessons From FIFA World Cup

    admin
    16 Jul 2014 | 5:50 am
    Consider the following numbers: Over 1 billion people engaged with World Cup content through FIFA’s website, social media accounts and mobile app There were 672 million tweets relating to the 2014 World Cup as per twitter On Facebook 350 million people posted more than 3 billion interactions (posts, comments, and likes) related to the games FIFA world cup has been one of the biggest events ever on social media and brands were vying with each other to utilize this opportunity. Some succeeded, a lot failed. There are some key lessons marketers could derive out of this: Generate creative and…
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    xoombi

  • 5 Ways to Develop an Unoffendable Attitude

    30 Jul 2014 | 10:30 am
    Can Sales and Marketing develop an "unoffendable" attitude? Sales and marketing people have to be thick-skinned. "There's no crying in baseball," and there's no crying in sales. I recently told a few people that I have been working on developing an unoffendable attitude. Needless to say, the most common response I'm getting is a funny look. I'm pretty good at reading people, but in this case, I'm not quite sure what the funny look means...
  • 5 Lessons I Learned From Zig Ziglar

    28 Jul 2014 | 12:31 pm
    I learned five important lessons from Zig Ziglar that helped shape my thinking. Early in my career, I met with leaders at the Zig Ziglar Corporation to learn about their business and to understand what made them great in the sales and business training industry. I remember Zig’s son Tom, now the CEO of Ziglar, Inc. saying “we are in the business of helping people develop the correct attitude about business and life. Attitude is more important that Aptitude!" The idea stuck with me, and I applied it while observing people throughout my career. The most successful people I’ve…
  • Value Based Selling: How to Talk About Your Customer's Problem

    18 Jul 2014 | 11:37 am
    How you talk about a customer’s problem makes all the difference. The best salespeople understand how to leverage value based selling tools to provide business reasons for a customer's need to buy. The next time you want to justify your solution and build business case, try one of these three advanced selling techniques.
  • Do Sales Leaders Believe Asking for Leads is a Sign of Weakness?

    15 Jul 2014 | 8:19 am
    We need more leads! But... I've spent most of my career in sales, and think back to several conversations that made a big impact on the way I think. As a salesperson, I used to cringe when I heard a teammate complain about not having enough leads. I'd think to myself, "You don't need leads, just pick up the phone and hammer!" When I moved into management, I expected everyone on my team to have the same mentality. "Stop complaining and crank the phones!" I remember my boss intercepting me in the hallway to ask, "Are we going to hit quota this month?" "We're behind, and it doesn't…
  • Social Media Marketing and SEO Aren't Just Different, They're Opposites!

    11 Jul 2014 | 7:33 am
    Sales and Marketing teams are constantly looking for ways to generate leads that are going to close faster. Search engines and social media are the two main drivers for capturing an audience and driving traffic. Each has it's own strategy and they come from opposite ends of the spectrum. How do you succeed with both? Ironically, a great social media strategy can get you in front of large audiences in a hurry, but the sales cycle is longer. With SEO, getting to your audience is more difficult and takes more time, but the sales cycle is shorter.
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    Latest blog entries - JobFLEX

  • “Aging in place”: an opportunity for contractors

    24 Jul 2014 | 5:54 am
    There’s a significant change taking place in our country: retirees are no longer seeking solace in a nursing home or gated community; they’re looking to stay right where they are, in the comfort of their own home. This shift in living patterns is called “aging in place”, and it’s a well-known term amongst the construction, distribution, and service industries, as it presents an unmistakable opportunity. An aging population The focus on the influential Baby Boomer generation coming to retirement age has largely been placed on the potential pitfalls of industries such as insurance and…
  • Using Technology to Sell to Baby Boomers

    11 Jul 2014 | 6:40 am
    Baby boomers. We hear a lot of about this generation, but who are they? Demographically, it’s easy. The generation is made up of adults who were born between 1946 and 1964, in a Post-WW II era that produced massive change throughout the country. Boomers are named such because of the population “boom” at the time, but they’re deserving of the bold name for another reason: Boomers don’t rest. They are characterized as a hard-working, trailblazing generation, and rightly so. As of March, 2014, there were approximately 77 million Baby Boomers in the United States. If that isn’t enough…
  • How to Tame the Construction Billing Cycle with Software

    11 Jul 2014 | 12:17 am
    Well-managed. Quick. Easy. Not the terms that come to mind when you think of your construction billing processes? Then what you’ve got on your hands is a bit of good news, bad news situation. The bottomline is that construction billing is complicated and unwieldy. But at least it’s an equal opportunity pain-in-the-neck. Your competitors have to deal with it too! If you are struggling with your billing processes, the bad news part is that you’re facing a significant issue that’s driving up costs and hurting your ability to satisfy customers. But the good news is that once you’ve…
  • How Tablets Improve Sales Effectiveness (Part 2)

    8 Jul 2014 | 10:53 am
    By now, you know JobFLEX’s stance: firms that aren’t equipping their sales staff with mobile technology are missing out on an enormous opportunity for gains in efficiency, productivity, retention, and revenue. But so far, we’ve spoken about the benefits to your firm and your employees. We’re missing a key beneficiary. Who else does your implementation of tablets and mobile technology impact? Your customer. Instant gratification You might remember this from last month’s post on empowering the sales team with mobile tech: consumers crave instant gratification. So the first obvious…
  • Four Ways Mobile Tech Empowers Your Sales Staff

    26 Jun 2014 | 12:15 am
    Digital Disruption: The Big Opportunity defines digital disruption as "changes enabled by digital technologies that occur at a pace and magnitude that disrupt our established ways of value creation, social interactions, doing business, and more generally, our way of thinking." Spot on. The pace at which technology develops has been absolutely astounding, and the rate at which it has impacted contractors? Even more so. Employers, employees, and consumers are more connected digitally than ever before, and companies across the globe are implementing mobile solutions that allow staff to become…
 
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