Sales

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  • Sales Management III - What Works

    C-Level, Relationship Selling Blog
    Sam Manfer
    17 Oct 2014 | 11:19 am
    Learn from this article what works in sales management and how to implement it, one piece at a time. What works in sales management is making your sales process efficient and effective. It allows you to use your time and your CRM (if you have one) proactively to control your sales team and always know what’s about to happen, rather than learning after the fact occurrences.
  • Considering Going International? 10 Tips for Success

    OpenView Labs
    Brandon Hickie
    16 Oct 2014 | 12:00 pm
    Your plans for global domination will be much more likely to work if you take into account these 10 tips to help you look before you leap. via OpenView Labs ↬ Considering Going International? 10 Tips for Success
  • 3 Rules of Thumb for Selling to Buyers from Hell

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

    Paul Castain's Sales Playbook
    Paul Castain
    20 Oct 2014 | 5:23 am
    There’s quite a debate going on these days in sales cubicles, conference rooms, classrooms and of course, Linkedin groups on everyone’s favorite subject . . . Cold Calling! For the most part, I now avoid these debates much like I would religion or politics. Not because I’m worried about offending anyone, but because much like religion and [...]
  • Funnelholic, The Video

    the funnelholic
    Craig Rosenberg
    17 Oct 2014 | 2:05 pm
    A huge thank you to Switch Video for this incredible video. This video is self-promotion which is a little uncomfortable for me but I think it’s great. I am excited to think of the different ways I will use it going forward. Enjoy:
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    Heavy Hitter Sales Blog

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

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

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

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

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

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

  • Money Monday – Keep it Simple

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

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

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

    Lori Richardson
    13 Oct 2014 | 4:23 am
    I am convinced sales reps are making key mistakes when it comes to sending email messages. The email I receive weekly from sales “professionals” serve as great examples. I was inspired to write this after reading my colleague Mark Hunter’s post Preparing for Dreamforce and the Stupid Emails I’ve Been Getting. I think he summarizes my thoughts well on this – sales pros need to do a BETTER job, putting in MORE effort to do some research, and then PERSONALIZE a message to me, your potential buyer! Like Mark, I am also heading to Dreamforce (see my previous post) so…
  • See Dreamforce 14 Virtually

    Lori Richardson
    8 Oct 2014 | 6:46 am
    Next week is the annual Dreamforce mega conference for Salesforce.com users and those in their CRM community – let’s face it, anyone growing a serious business today is using Salesforce.com. has used it, uses another CRM but knows of it, or plans to use it. It is the 800 pound gorilla in the customer relationship management world. 100,000+ people will be  there in and around San Francisco next week. If you ARE going to be at Dreamforce, please consider introducing yourself to me or saying hello if we already know each other at one of the three places I’ll be speaking or…
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    Smart Selling Tools » Blog

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

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

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

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

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

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

  • Choosing the Best Sales Compensation Plan for Your Business

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

    OpenView Guest
    20 Oct 2014 | 9:00 am
    Having trouble breaking through to a prospect? Sometimes the best move is going straight to the top. via OpenView Labs ↬ The Perfect Playbook for Cold Calling the C-Suite
  • The Surprisingly Simple Formula for Building Habit-Forming Products

    OpenView Guest
    17 Oct 2014 | 5:00 am
    Want to hook your users? Nir Eyal, author of Hooked: How to Build Habit-Forming Products, shares a simple framework for building a product users love and can’t put down. via OpenView Labs ↬ The Surprisingly Simple Formula for Building Habit-Forming Products
  • Considering Going International? 10 Tips for Success

    Brandon Hickie
    16 Oct 2014 | 12:00 pm
    Your plans for global domination will be much more likely to work if you take into account these 10 tips to help you look before you leap. via OpenView Labs ↬ Considering Going International? 10 Tips for Success
  • Bursting the Social Selling Bubble

    OpenView Guest
    16 Oct 2014 | 9:00 am
    There's plenty of hype around social selling these days and, frankly, Mike Weinberg is sick of hearing it. Learn why he's dead set on dispelling social selling myths that aren't just misleading, but flat-out dangerous. via OpenView Labs ↬ Bursting the Social Selling Bubble
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    Jill Konrath's Fresh Sales Strategies

  • I Hate LinkedIn Profiles Like This ...

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

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

    5 Oct 2014 | 9:59 am
    If you're planning on being at Dreamforce this year, I'll be speaking there. This event is huge. Last year 130,000+ people came from around the world. Put on by SalesForce.com, it is THE EVENT for people in the sales space.  I'm speaking on Wednesday morning. Here are the details: #1 Competitive Edge in Today's Sales World October 15th, 9 am PT (Wednesday) Marriott Marquis, Yerba Buena Salon 7 With today's escalating buyer expectations and ever-changing business environment, it's tough to stay at the top of your game. I kick off the session with a focus on the singular skill…
  • The New Sales Competitive Advantage

    2 Oct 2014 | 5:30 am
    Constant change. As a seller, that's your life these days. New products and services. Changing market conditions. Evolving buyer expectations. New positions. Promotions. To be successful, the new master skill for salespeople is rapid learning – of both skills and information. That's what I'm speaking about at lots of conferences these days. Recently, I gave a talk at HubSpot's big INBOUND14 conference with over 10,000 attendees. Graphical notetaker Kelly Kingman drew up my speech. It starts and ends with elephants. And, there's a ton of good info in-between. 
  • Want a Nonstop Sales Boom?

    30 Sep 2014 | 9:49 am
    If you've struggled with some ups and downs in your sales results, check out my recent interview with Colleen Francis. She's the author of Nonstop Sales Boom as well as a highly respected colleague. In our conversations, she shares some insightful ideas that are guaranteed to get you thinking.  JILL: Why did you decide to write Nonstop Sales Boom now? COLLEEN FRANCIS: Over the last years, I've seen an increasing trend that is impacting most businesses I work with. Time and time again, prospects and clients will say to me, "We don't need you or any consulting help. We're having our best…
 
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    Radius

  • What We Learned About Marketing Funnels at Dreamforce

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

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

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

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

    Lisa Fugere
    9 Oct 2014 | 8:00 am
    This article was originally published on VentureBeat. In a world in which Amazon can predict which books you’ll read and online dating sites presume to predict racial dating preferences, it seems completely absurd that we still receive marketing emails and targeted ads that are completely irrelevant to our lives or interests. The technologies and applications we use track enormous stores of data about our activities, connections, and preferences, but marketers still struggle to connect the dots between messages, products, and customers. Predictive tools have emerged as the marketing…
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    the funnelholic

  • Funnelholic, The Video

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

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

    Craig Rosenberg
    21 Sep 2014 | 8:17 am
    Earlier this week, I had a call with an old friend. She is a sole practitioner and wants to drum up business so she called me for advice. I told her: “The single best decision I ever made was to start creating content.” It’s true. I started this content journey in 2006. (I have been telling everyone 2008…oops) – My first post was produced on December 27, 2006:  “Why the Funnelholic?” (And yes, the post has zero tweets, zero shares, etc).  I didn’t know what I was doing. My boss (and still my boss) Scott Albro told me to start blogging and I…
  • Where Deals Go to Die: 5 Sales Administration Steps You Should Automate Today

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

    Craig Rosenberg
    10 Sep 2014 | 6:04 am
    The Funnelholic is content marketing themed again this week. We have an amazing webinar, 3 Steps to Creating Content that Converts Like Crazy,  with Cosmo Mariano from GetLift and Jason Miller from LinkedIn on September 24, 2014 10AM Pacific Standard Time. Whenever we have an event like this, my mind starts going…in this case, one of my favorite topics — content marketing. Back to business — one of my favorite pieces on content is the case story aka the case study aka the use case. It is the most powerful opportunity for content marketers that is often wasted aka…
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    C-Level, Relationship Selling Blog

  • Sales Management III - What Works

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

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

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

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

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

  • 5 Must-Do’s To Begin a First Call

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

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

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

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

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

  • How to Shorten Your Sales Cycle

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

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

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

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

    Al Turrisi
    30 May 2014 | 3:57 am
    If you are looking to improve your sales process and increase your appointments, shorten your sales cycle try these eight sure fire ways for getting around the gate keeper. 1-Call before regular business hours before the gate keeper arrives at work. You may catch the owner answering the phone thinking it is a customer calling. 2-Call after hours after the gate keeper has left. You may catch the owner answering the phone thinking it is a customer calling 3-Join a country club and play golf.This will give you the opportunity to meet potential business owners. 4-Go to golfing events as a single…
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    Inside Sales Experts Blog

  • Lead Response Arms Race: Ready, Fire, Aim.

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

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

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

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

  • 5 Ways You’re Sabotaging Your Content Marketing

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

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

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

    Ellen Gomes
    15 Oct 2014 | 5:30 am
    Author: Ellen GomesAs the end of year approaches, marketers try to predict the future of their programs and campaigns for the coming quarter and year. This is not a small task — today’s marketers juggle more than ever: documenting plans, balancing stakeholder buy-in, creating and adjusting deadlines, targeting the right audience and more. Without a system, this level of activity quickly gets out of hand, leaving marketers with lackluster campaigns that failed to meet their expectations In light of this, we decided to dust-off our crystal ball and interview over 400 marketers to…
  • The Real Cost of Sending Bad Email

    Neej Gore
    14 Oct 2014 | 5:30 am
    Author: Neej GoreBehavioral personalization is fundamentally shifting the landscape of customer communication. It’s giving marketers an unprecedented level of control over the levers that drive The Big 4: user acquisition, engagement, retention, and monetization. One of the biggest beneficiaries of this new technology is email marketing. It’s not uncommon to see case studies reporting transformative results like100-150% increases in click thru, 10-20% decreases in churn, and 2X or 3X increases in average revenue per customer. So what’s the real cost of sending bad email? How much harm…
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    The Sales Blog

  • If You Already Know Everything

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

    S. Anthony Iannarino
    19 Oct 2014 | 6:00 pm
    It Isn’t Supposed to Be Easy is a post from: The Sales Blog | S. Anthony Iannarino If reaching your goals were easy, you wouldn’t appreciate the struggle. If it were easy to reach your goals, there would be no reason to chase them. They wouldn’t be goals; they’d just be something that you do. If it were easy to accomplish something worthwhile, then everyone would be doing the same. There wouldn’t be anything special about the accomplishment. The fact that your goals stretch you, that they force you out of your comfort zone, that makes them worth experiencing. It’s these…
  • The Hustler’s Playbook: Hustlers Persevere

    S. Anthony Iannarino
    18 Oct 2014 | 6:47 pm
    The Hustler’s Playbook: Hustlers Persevere is a post from: The Sales Blog | S. Anthony Iannarino Hustlers persevere. The hustler is determined to achieve their goals. It doesn’t matter how difficult the goal is to obtain. It doesn’t matter how many obstacles they need to overcome to reach their goals. The hustler keeps at it, chipping away, relentlessly taking action until they succeed. The non-hustler most of all seeks comfort. If something makes them uncomfortable, they’ll do everything in their power to avoid it. If the primary tasks that would allow them to reach their goal is…
  • 7 Ideas About Creating Content

    S. Anthony Iannarino
    17 Oct 2014 | 6:18 pm
    7 Ideas About Creating Content is a post from: The Sales Blog | S. Anthony Iannarino All content isn’t created equal. The best content is helpful. The worst content is not helpful. You want to produce content that benefits people in some way, whether it is by entertaining them, educating them, persuading them, or inspiring them. The very best content serves the consumer. Negative content may get you a bit of attention for a very short while, but it isn’t a long-term strategy. Over the longer term, the trail you are leaving behind you defines you, and a wake of negativity isn’t going to…
  • How Long Does It Take To Win?

    S. Anthony Iannarino
    16 Oct 2014 | 6:00 pm
    How Long Does It Take To Win? is a post from: The Sales Blog | S. Anthony Iannarino It takes time to nurture and develop your prospects. It isn’t easy to be known for the value you create or to prove you have ideas. The longer it takes you to prove you have the ideas and the ability to help, the longer it takes to create and win an opportunity. It takes time to work through the discovery process with your dream client once they agree to meet with you. Trying to spend less time working to understand your client’s needs–and helping them to understand them–only increases the time…
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    Sales 2.0 Blog

  • Where can I get the best prospect list?

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

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

    Nigel Edelshain
    14 Sep 2014 | 9:49 am
    “Dude, the future of this startup is so bright you better bring shades.” Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why. Entrepreneurs by definition need to be super passionate about their product. They would not have a product if they were not. They believe down to their bones that what they are making is really needed in the world. At launch it’s an essential trait to be so convinced that what you are doing is valuable…
  • 40 Ways To Hunt For Business More Creatively

    Nigel Edelshain
    4 Sep 2014 | 9:48 am
    Mr. Paul Castain demonstrates his creativity with this excellent list of 40 ways to be more creative in prospecting. Super-practical stuff. You know, I could be way out of line in this assumption but prospects need creative solutions to the challenges they face in their world. More specifically they need your creativity. Million dollar question coming atcha in 3,2,1 . . . Do you demonstrate your creativity? I took the liberty of putting together 40 ways for you to hunt more creatively. I won’t insult your intelligence by telling you that these are the definitive creative answers to your…
  • New Nimble app–much needed. Thanks!

    Nigel Edelshain
    26 Aug 2014 | 12:33 pm
    Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing when things happen on my schedule (not too often)! If you’re into social selling and have not checked out Nimble, you should. I run my Rolodex from it. It’s the CRM that best aligns with a social selling approach (that I know of). Here’s the Nimble post about their new…
 
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    Sales Sales Management Expertise

  • THE Secret – Just One Secret To Getting Sales People To Sell More

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

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

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

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

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

  • Important LinkedIn Action To Take Now

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

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

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

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

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

  • Your Company Just Blacklisted Coaching

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

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

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

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

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

  • Cold Emailing to Generate Leads and Win Clients

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

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

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

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

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

  • 12 Steps to Account Planning in 2015

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

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

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

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

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

  • Brick Walls, Competitor Activity, and Customer Focus

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

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

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

    Jonathan Farrington
    16 Oct 2014 | 4:22 pm
    Recent studies have confirmed the obvious, that is to say that “fear of calling” in sales can contribute to a significant proportion of lost sales revenues. One study that I read recently found that as many as 40 % of established salespeople experienced periods of fear of calling severe enough to threaten their future in sales. Stemming the ever-increasing costs of the fear of calling syndrome cannot be addressed by training alone. It requires an experienced coach or mentor to work with each salesperson’s particular set of beliefs, so that they feel truly empowered to break through…
  • What Will Distinguish The Top Sales Professionals of Tomorrow?

    Jonathan Farrington
    15 Oct 2014 | 3:56 pm
    It is common knowledge that even today in most industries, a very high percentage of training budgets are spent on product knowledge workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge?” That statement is guaranteed to produce a lot of blank faces, and considerable head scratching! But, if we are highly motivated, and we have received on-going skills training, and we are using the very best process tools, and we are totally au fait with the benefits of social selling etc. we are…
 
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    Inside Sales Thought Leadership Blog

  • Agile Body = Agile Mind

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

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

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

    Brock Heath
    30 Sep 2014 | 5:57 pm
    I keep telling my friend it isn’t a good idea to continue doing her senior college student’s homework for him. Because it won’t end there: Today’s parents continue to play a big role in negotiating, advising, and guiding their Millennial darlings when it comes to careers. CNBC recently reported on a survey of 22- to 26-year-old college graduates by the Adecco staffing agency: 8% reported that a parent had accompanied them on at least one job interview, and 3% said a parent actively joined the interview. According to Dan Schawbel, founder of Millennial Branding, 37%…
  • #Millennials Work on a Different Rhythm than Other Generations

    Brock Heath
    26 Sep 2014 | 7:00 am
    For a generation brought up in a multi-tasking culture, it’s no wonder that managers and media are often scratching their heads and venting their frustration and confusion as to the work habits and rhythms of this newest working generation. It’s a common preference among Millennials to be shifting attention between quick digital tasks, especially when the easy and familiar nature of technology comes into play. The habit can often seem shifty and unfocused, but recent studies have shown that a lot of our old expectations about workplace productivity are changing with the times.
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    Home

  • 5 Basic Steps for Developing People

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

  • Relationship Science: Building Connections Without Being Touchy Feely

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

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

    editor@eyesonsales.com
    14 Oct 2014 | 7:00 am
    SALES QUESTION: "I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?" SalesBuzz Answer: "Data Dumping" (relaying all of your capabilities and hope something hits home) on your prospect has a very low % rate of working. To come up with the right opener, you have to start with the lead source. Where did the lead come from? Was it a trade show?
  • The Art of Enthusiasm

    editor@eyesonsales.com
    8 Oct 2014 | 7:12 am
    The first definition I was given of selling was transference of feeling about a product, idea or service.” I was told nobody will be more excited than you are about your products or services. If we got to profile who we did business with we would all pick someone who’s enthusiastic over someone’s who’s not enthusiastic.  And yet this very important “sales technique” is widely ignored. In my training classes I try to get people to be more enthusiastic. It’s like pulling teeth. Yet, I know what Zig Ziglar said is right. “For every sale you…
  • 6 Email Personalities to Avoid if You Want People to Like You

    editor@eyesonsales.com
    6 Oct 2014 | 7:00 am
    For those of us who have been in sales for longer than a decade, it’s easy to sometimes long for the days when customers waited until they met you (or conducted several phone calls with you) to decide whether they liked you. Back then, we had more control over how prospects perceived us. A firm handshake or warm smile went a long way toward building a strong customer relationship. Today, we don’t have that luxury. In fact, many customers now assess a salesperson’s likability, knowledge, and authenticity based purely on electronic interactions and that person’s digital…
 
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    The Accidental Negotiator

  • The Power Of Favors During A Negotiation

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

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

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

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

    drjim
    26 Sep 2014 | 2:00 am
    You have to know what is going on in the other side’s brainImage Credit I can only speak for myself, but as of yet I have not figured that whole “mind reading” thing out. What this means is that if I want to understand how the other side of the table is viewing the negotiation that we are currently involved in no matter what negotiation styles or negotiating techniques are being used, I’m going to have to make sure that I understand human psychology. This means that there are three key motivators that I’ve got to know how to use during my next negotiation. Aim…
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    Paul Castain's Sales Playbook

  • But Will You Put In The Work To Finish The Year Stronger?

    Paul Castain
    21 Oct 2014 | 7:58 am
    A little over a week ago, I sent a free audio sales tip, talking about how you need to start increasing your efforts NOW before everything comes to a grinding halt in a few short weeks! Truth be told, the time to pick up the pace was actually a few months ago, but here we are! [...]
  • Should We Thank A Prospect? Please Read And Weigh In!

    Paul Castain
    21 Oct 2014 | 5:15 am
    Today’s post is a little different because you don’t get to just read it and remain silent as many of you often do. Today, I’m asking you to answer a simple question. There are some who feel that thanking a prospect for their time demonstrates good manners and proper business etiquette. There are others who feel that it [...]
  • “If You Don’t Cold Call You Shouldn’t Be In Sales!” And Other Bullsh*t!

    Paul Castain
    20 Oct 2014 | 5:23 am
    There’s quite a debate going on these days in sales cubicles, conference rooms, classrooms and of course, Linkedin groups on everyone’s favorite subject . . . Cold Calling! For the most part, I now avoid these debates much like I would religion or politics. Not because I’m worried about offending anyone, but because much like religion and [...]
  • A Quick Tip To Help Strengthen Your Phone Skills

    Paul Castain
    19 Oct 2014 | 2:29 pm
    This week’s quick sales tip will help you get better at the phone without spending what experts refer to as “Mucho time” Think I’m kidding? Well why don’t you call my bluff and have a quick listen! One More Thing . . . When it comes to hunting for more business, what else do you utilize besides the [...]
  • Do You Ask Your Prospects For A Tour?

    Paul Castain
    18 Oct 2014 | 5:46 am
    Here’s a new play for your playbook . . . Ask for a tour when you meet with prospects! Why? Here are 5 reasons! 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty freakin cool too because it’s the first step towards getting someone off [...]
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    SALESPRACTICE.COM

  • Automotive Training in Sales

    16 Oct 2014 | 8:28 am
    I've been in sales for about 20 years and have moved into car sales management about 8 years ago. The money is good [...] http://www.salespractice.com/forums/t-3645.html
  • Appointment setting; what works best?

    11 Oct 2014 | 5:08 am
    Hey all. I am after some advice on cold calling (phone, letter and door knocking) and the best way to secure some [...] http://www.salespractice.com/forums/t-11248.html
  • The Ghosts of Christmas Past, Present and Future

    7 Oct 2014 | 11:30 am
    Christmas is coming which made me think about "A Christmas Carol" and the ghosts of Christmas Past, Present and [...] http://www.salespractice.com/forums/t-10851.html
  • Sales 6.0 and The Future of Selling: Same As It Ever Was

    3 Oct 2014 | 8:45 am
    It seems like the bulk of predictions regarding the future of selling suggest that personal selling is heading towards [...] http://www.salespractice.com/forums/t-11843.html
  • Why Don't They Buy...

    26 Sep 2014 | 10:25 pm
    The most common reasons are: No money No caring No understanding No need No trust No hurry Which one do you find gets [...] http://www.salespractice.com/forums/t-10437.html
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Guest Post: About Arrogant Salespeople

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

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

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

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

    the_alen
    1 Sep 2014 | 7:21 am
    Those who have spent any amount of time in the business world at all are probably fairly familiar with the term “POS system.” Those who are unfamiliar with the term have probably heard it at least once due to the sheer popularity of the system within small businesses and restaurants. POS, also frequently referred to by its longer name “Point of Sale,” is a type of system that is typically used by restaurant owners and retail shop owners. It is typically comprised of technology that makes it possible for restaurants to keep track of food inventories and simplify bookkeeping…
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    Your Sales Management Guru

  • Do You Know Your A, B, C’s?

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

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

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

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

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

  • Customer Experience from the Outside In: Tivoli's Customer Experience Director on Customer Journey Mapping

    21 Oct 2014 | 12:00 am
    In this Customer Management IQ interview Stine Ringvig Marsal, Customer Experience Director for Tivoli, shares her experiences of rolling out the customer journey mapping process in a large organisation. Ringvig Marsal reveals how the company is effectively using customer journey mapping to successfully engage their seasonal employees and deliver the best customer experience at all touch points. She also highlights the 4 skills that employees absolutely need to deliver excellent face to face customer service within their organisation.Request Free!
  • B2B Guide to VoC: Delighting the Customer in a B2B Environment

    21 Oct 2014 | 12:00 am
    Managing the customer experience means going beyond the product itself and ensuring the overall experience – from researching, ordering, using, and even replacing or renewing the product/service – both delights the customer and provides exceptional profits.Request Free!
  • A Beginner's Guide to Launching a Customer Experience (CX) Program

    21 Oct 2014 | 12:00 am
    A ‘101-level’ guide to understanding why customer experience strategies matter, how to get started – including pitfalls to avoid – and what results to expect from your efforts. For line of business managers in operations, marketing, support, and customer service, and any businessperson interested in understanding more about improving the customer experience.Request Free!
  • Would You Fire a High-Performing Sales Jerk?

    21 Oct 2014 | 12:00 am
    Much as popular athletes and movie stars are often forgiven for bad behavior, superstar salespeople often seem immune to the professional standards to which the rest of us are held accountable. Is this the right way to manage our revenue stream? Does it optimize the customer's experience?Report Highlights:Do you know how your actual cost-of-sale measures up against individual sales performance?Best-in-Class firms are 36% more likely to have “fired a high-performing sales jerk.”Top sales organizations are 12x less likely to consider cash a top motivator than just one year ago.The…
  • Web Marketing For Dummies, 3rd Edition -- eBook (usually $16.99) FREE for a limited time!

    21 Oct 2014 | 12:00 am
    The rapidly changing landscape of web marketing requires those in the field to quickly adopt new technologies as they emerge. This updated edition provides the basics that every web marketer needs to know, including how to create web properties, exploit search engine optimization (SEO), and create effective e-mail campaigns. This new edition offers a broad revision in order for the content to catch up to the latest tools and trends in web marketing.This fun-but-straightforward guide explores trends in search engine, mobile, location-based, and consumer site marketing and examines ways to…
 
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    Salesjournal

  • 14 Hidden Tricks and Tools in iOS 8

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

    caitlinhoward
    16 Oct 2014 | 11:19 am
    By Chris Gaborit (FastCompany.com) We all have the same amount of time in the day, but the way we manage that time can be the difference between being productive, and feeling overwhelmed. Learn 3 time management tips from the world’s busiest people to help you manage your time better. Time Management Tricks From The World’s Busiest […]
  • How to Manage Sales People: Activity Based Management vs Results Based Management

    caitlinhoward
    16 Oct 2014 | 11:04 am
    By Jim Keenan (Forbes.com) Activity based management and results based management are two methods for coaching salespeople. There is not a right or wrong method, but there are pros and cons to both. Keep reading to find out which method will work best for you and your sales team. How to Manage Sales People: Activity […]
  • 10 Fitness Apps: Which Is Best for Your Personality?

    caitlinhoward
    8 Oct 2014 | 6:19 am
    By Marshall Honorof (LiveScience.com) Different exercises work for different people and it’s important to find the one that works best for you! Find out which one of these 10 fitness apps works best for your personality so you can achieve your personal fitness goals and get in shape. 10 Fitness Apps: Which Is Best for Your Personality?
  • Why You Need More Art in Your Life (and 5 Ways to Get It)

    caitlinhoward
    7 Oct 2014 | 2:24 pm
    By Michael Hyatt (michaelhyatt.com) Art doesn’t have to be something reserved only for a museum. We can find art all around us and enjoy the many benefits it brings to our lives.  Learn why you need more art in your life and 5 ways to find it. Why You Need More Art in Your Life (and 5 Ways […]
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    Peak Sales Recruiting | Sales Recruiter

  • What Priority Should Sales Recruiting Be for a Sales Manager?

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

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

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

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

    Eliot Burdett
    29 Sep 2014 | 5:27 am
    We see it all the time. A great sales candidate meets with a prospective employer who rejects the candidate and elects to hire someone else. Oftentimes the reasons are legitimate – such as poor cultural fit – but many times, there are no logical reasons for the decision not to consider the candidate who would in all likelihood otherwise be a strong producer. When reliable sales talent is in such high demand because it is so important to the success of any business, excluding great sales candidates from the hiring process for the wrong reasons is a real issue. There are several…
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    Sharon Drew Morgen

  • What is Resistance? (Part 4)

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

    Sharon Drew Morgen
    21 Oct 2014 | 11:52 am
    The material in this article comes from a six part podcast series called Making Change Work that appeared in StrategyDriven Magazine. In it, the magazine publisher and former partner at Deloitte Consulting Nathan Ives interviews Sharon Drew Morgen, a noted thought leader and author on facilitating change and buy-in. Links to each of the six podcasts are within the article. CHANGE: WHAT IS IT? Every decision we make, every new job we tackle, every new idea we have, involves changing the old with the new. But what is change? And what we need to do differently to make it easy? Change is more…
  • The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

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

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

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

  • Vail Gives Us a Lesson on “Product vs. Sales” With It’s New Epic Mix Feature

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

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

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

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

    Keenan
    30 Sep 2014 | 7:13 am
    Watching the Dallas Cowboys, New Orleans Saints game the other night reminded me of the Drew Breeze trade from the San Diego Chargers back in 2005. For you non-football fans or those of you who don’t remember, Drew was traded to New Orleans after the 2005 season in which he broke his shoulder. As a result, San Diego ships him off to New Orleans and Philip Rivers becomes San Diego’s new starting quarterback. Since the trade, no QB has thrown for more touchdowns, yards or 300 yard games. That includes Tom Brady, Aaron Rogers, Payton Manning and Philip Rivers. In addition to being…
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    Sales Motivation and Sales Training

  • Price is All About You (It’s Not About Your Product)

    TheSalesHunter
    21 Oct 2014 | 5:08 am
      What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it. It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. They think if they […]
  • Sales Motivation Video: Who Should You Really Spend Time With Right Now?

    TheSalesHunter
    20 Oct 2014 | 2:13 am
      We are moving toward the end of the year.  This begs the question, “Who should you really spend time with right now?” You need to concentrate on the people who can help you make your numbers.  You must budget your time wisely to focus upon the customers and prospects who have the greatest potential […]
  • VIDEO SALES TIP: Grab the Attention of a Prospect This Way

    TheSalesHunter
    18 Oct 2014 | 10:32 am
      We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest.  I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me. Check out this video to see […]
  • Dreamforce Day 5: 10-Year Planning

    TheSalesHunter
    17 Oct 2014 | 8:25 am
      Thursday was the final day for Dreamforce ’14. By midday Thursday, the streets of San Francisco were already beginning to return to normal…or at least normal for SF. Discussions Thursday with peers were all focused around sharing the key insights picked up from Dreamforce. Not an unusual topic at all, but what struck me […]
  • Your Price Reflects Your Confidence

    TheSalesHunter
    17 Oct 2014 | 7:08 am
      Cheap price = Cheap salesperson. Confident salesperson = Higher margins. When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference. What you’re saying is there is no difference in what you’re offering than what your competitors […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • “I Have To Speak To You In Bullet Points…….”

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

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

    Dave Brock
    12 Oct 2014 | 11:45 pm
    Dreamforce is an incredible event.  In addition to being probably the largest conference focused on sales and marketing, it has a tremendous impact on San Francisco and on SalesForce.com Charities!  Take a look at Dreamforce 2014 by the numbers.  (Click on the image to enlarge it.) Related Posts:Observations On Dreamforce 2013Technology Is Wonderful, But……The “Remora Fish” Of Sales 2.0 ToolsDon’t Get Distracted By The NumbersWhat’s Your Special Number? No related posts.
  • The Complete Sales Professional

    Dave Brock
    12 Oct 2014 | 2:00 pm
    Dreamforce is coming up  next week.  As a result, I’ve been inundated with emails from people and companies inviting me to one of their presentations or to their display or for any other type of meeting. They leverage data to help entice me.  For example, I see LinkedIn data that says, “Sales professionals who use social selling are 51% more likely to exceed their quotas.”  Or CEB data saying “Sales reps who challenge customers’ assumptions make up 54% of high performers in a complex sales environment.” The data point are all interesting, absolutely…
  • The Manager’s Real Job Isn’t Making The Number

    Dave Brock
    9 Oct 2014 | 7:46 am
    I wrote “Sales Managers Only Have One Real Goal.”  It stimulated a lot of thoughtful conversation.  Christian Maurer shared a particularly astute, and troubling observation: “I am afraid though that many high level executives might not share this view. In the name of shareholder value they are still chasing after the number and forcing first level sales managers to do the same.” Sadly, I think Christian’s right.  Too often, we’re focused on chasing the number.  We define everything we do as managers around the number.  But this focus shows a real…
 
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    Media Sales Today

  • Auto Dealers Conquesting with Paid Search

    Kathy Crosett
    21 Oct 2014 | 10:34 am
    Earlier this month, we posted some top level data from Kantar Media about reduced ad spending during the first part of 2014. Advertising Age, in conjunction with Kantar Media, has provided detailed information in a report that shows exactly what’s happening in the auto ad spending sector and where to find the best media sales […] Read Auto Dealers Conquesting with Paid Search at Media Sales Today.
  • Store Circulars Migrating to Mobile

    Kathy Crosett
    21 Oct 2014 | 8:00 am
    Today’s shoppers are likely to be wandering the aisles with their smartphone in hand. They’re checking product reviews and price comparing. They’re increasingly accessing store circulars, especially in the mobile format, according to a new report from Relate. Read Store Circulars Migrating to Mobile at Media Sales Today.
  • Social Media Engagement Peaks Within 24 Hours of Major Events

    Jessica Helinski
    20 Oct 2014 | 11:23 pm
    Timing is most certainly of the essence when it comes to engaging with social media users after a major event. According to the “Q3 2014 Consumer Sharing Trends Report” from ShareThis, consumer sharing on social platforms peaks within 24 hours of major events. Read Social Media Engagement Peaks Within 24 Hours of Major Events at Media Sales Today.
  • Mobile Overtakes Banner Ads, First Half of 2014

    MST Staff
    20 Oct 2014 | 9:42 am
    Internet ad revenues climbed to an historic first half-year high of $23.1 billion, according to the IAB Internet Advertising Revenue Report released today by the Interactive Advertising Bureau (IAB) and prepared by PwC US. This marks a 15 percent rise over 2013’s first-half ad revenues of $20.1 billion. Read Mobile Overtakes Banner Ads, First Half of 2014 at Media Sales Today.
  • 5 Stats to Share with SMBs to Reach Bing Searchers

    Courtney Stone
    20 Oct 2014 | 8:12 am
    Well, it would appear that there are in fact some people out there not bowing down to the Google overlords. These web searchers do not use “google” as a verb. According to the latest AudienceSCAN report, 29.6% of U.S. adults often use Bing as a search engine. Read 5 Stats to Share with SMBs to Reach Bing Searchers at Media Sales Today.
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    Dave Stein's Blog

  • Can You Really Measure Sales Culture?

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

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

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

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

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

  • 3 Signs Of Bad Phone Breath – Sales eXecution 272

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

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

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

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

    Tibor Shanto
    7 Oct 2014 | 12:33 am
    How to Shift the Conversation from Product to Objectives Join us on Thurs., Oct. 9th, 2014 at 2:00PM ET / 11:00AM PT for this free webinar Most salespeople are taught to look for pain and needs. However, 75% of customers who switch from one vendor to another say they were satisfied at the time that they switched. There was no pain, and no needs, so what was the catalyst? Objectives! In this webinar, sales expert, Tibor Shanto, covers how to shift the conversation from your product to your prospects’ objectives. Areas addressed include: Breaking down “value” to core…
 
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    MindOnMedia[Sales]

  • Saying Goodbye, Bay Guardian…

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

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

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

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

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

  • This member chose to be shown as anonymous

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

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

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

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

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

  • 4 Great Reasons to Take the Sales Performance Optimization Survey Today

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

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

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

    23 Sep 2014 | 6:21 am
    A clever and accurate answer to a disciple’s question of the great Hindi sage, and not too distant from a question I ask marketers today. “What are you,” I ask, “in this incarnation? Are you a marketing manager who likes bling or accountability? Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”
  • Building an Inside Sales Lab: 10 Essential Tips for Success

    16 Sep 2014 | 6:30 am
    Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. He’s got some tips you’ll want to know about.
 
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    Results Count ... everything else is conversation.

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

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

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

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

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

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

  • Training sales reps on pipeline management

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

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

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

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

    Michael Boyette
    17 Sep 2014 | 12:47 pm
    I’ve blogged before about the challenges of delivering effective sales training. They’re the same challenges facing anything worth doing in business: Tight budgets. Competing priorities. Knowledge gaps. In organizations that truly believe trained salespeople deliver more value than untrained ones, these challenges are viewed as problems to be solved, not reasons to do nothing.Unfortunately, other “challenges” are really excuses, not obstacles to be overcome. You can tell the differences, because these generally are presented as problems that can’t be solved.
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    Sales Training Blog

  • Oct 16, Overcoming Objections with the Feel Felt Found Sales Technique

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

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

    13 Oct 2014 | 3:21 pm
    How a builder accidently had prospects queuing up to get on to his sales pipeline. What if you could do the same? What happened to this builder is a sales person's dream. It would give any seller enough prospects to fill their appointment diary for a month. A true story that I saw when having some work done on my house. The latest of our articles to be published on Linked In explains what happens and gives you ideas to consider so that you could use these same techniques to build your pipeline and increase sales. See what happened and what you could use at Linked In articles...
  • Oct 8, Sales Training Free eBook is Now Even Better

    8 Oct 2014 | 4:46 pm
    The free sales training eBook course Need-to-Close Chains has now been updated and is even more effective. This sales training tool is used by successful sellers and managers worldwide. It’s unique to our website so you can’t get it anywhere else. The sales training process will show you how to build new neural pathways that focus your mind on how to sell. Give you the ability to think on your feet when you’re with customers. Put you into a powerful motivated selling state in seconds whenever you need it. And help you to create a benefits based sales pitch for any product or service.
  • Oct 1, A Quick Sales Objection Tip

    1 Oct 2014 | 1:57 pm
    A simple and effective technique for handling sales objections that you’ve probably seen before but like me need reminders now and again. In this week’s free sales training ezine we give you a technique that makes your existing sales objection handling even more effective. Add this to your repertoire of skills and it will give you that extra percentage on your closing rate. It allows you to make the best possible use of your best responses to objections. And, it helps you deal with multiple objections. Learn this quick and simple technique by clicking the image above or opening this…
 
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    TopLine Leadership » Sales Leadership Blog

  • 5 Ways to Stop Sales Rep Attrition

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

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

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

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

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

  • Write Your Sales Message Like a Zombie Show Script

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

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

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

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

    Kevin Thornton
    21 Jul 2014 | 11:06 am
    Many companies have attempted to add a B2B telemarketing component to their existing sales & marketing efforts. Often times, poorly planned initiatives lead to mixed results leaving some people to believe that telemarketing is dead. Not true! Telemarketing can be an incredible sales & marketing tactic when appropriately planned and executed. Follow these steps for a successful telemarketing campaign. Define your objective Before you start telemarketing, you need to define your objective. Randomly calling prospects with no clear objective is pointless. Before you start dialing, figure…
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    web2.salesforcesearch.com

  • How to Adapt Your Business to the New Sales Culture

    Matthew Cook
    21 Oct 2014 | 10:05 am
    As the years go by, technology becomes more integral to business success. Companies need to adapt to the new circumstances and the new sales culture or get out of the way for emerging businesses that are ready to use technology to their advantage. It's a hard truth to hear, but one that must be understood if you intend to succeed in the new sales culture that is taking over the world today. Buying behaviours have changed, so your business plan, marketing strategies, and selling tactics need to change to keep up. It might seem daunting, but it can be done. Here's how you can adapt…
  • 5 Sales Coaching Tips to Lead You to Success

    Doug O'Grady
    21 Oct 2014 | 6:05 am
    As a sales leader, it's your responsibility to motivate your sales team and drive sales results. You need to build a talented team of sales professionals and provide ongoing sales coaching and training. You should continue to develop your team's talent. Many sales leaders and managers insist they don't have the time for sales coaching, they're not sure how or what to coach, or they don't have the right tools and resources for effective sales coaching. These excuses are the reasons your sales team isn't getting the results you want. Stop making excuses and make sales coaching a…
  • How Sales Recruiters Help You Hire a Sales Person

    Scott Lombardi
    17 Oct 2014 | 10:05 am
    Whether you own a small, medium, or large business, you're a busy person, and the thought of looking for a new sales person can be overwhelming. You want to find the right person for the job and that can be time consuming. Plus, with everything else you have on your mind, it might be difficult to focus on the hiring process and to make an informed decision when it comes to selecting the right candidate. At the same time, you know this is an important decision, and you might not want to give another employee the responsibility of hiring someone new. Engage a professional to help you hire a…
  • How Top Sales People Build Meaningful Relationships

    Justin Proctor
    17 Oct 2014 | 6:05 am
    Vital, meaningful business relationships can turn average sales people into the top sales people in their industry. Lasting success in sales is more dependent on building and maintaining long-term business relationships than on acquiring specific prospecting, selling, and closing strategies. Although it may seem like some people are just more fortunate than others when it comes to developing meaningful relationships, there are concrete things you can do to start building better business relationships today. When you train your sales people to make habits of the following actions, you will…
  • How Top Sales People are Changing the Way They Sell

    Brett Evans
    16 Oct 2014 | 10:05 am
    Times are changing, and top sales people are changing the way they sell. As technology changes the way people research and buy products and services, it's imperative that sales people keep up with these changes. Your clients and customers need to see you as an industry leader, and if you seem to be behind the times, they'll wonder if they're safe in your hands. Below you'll learn about the ways top sales people are changing the way they sell. Begin with just one or two of the changes, and you'll soon find that you're reaching more prospects and making more sales. Recognize That Sales Reps Get…
 
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    amacus.net

  • Gritty Efforts Improve Your Odds of Success in B2B Sales

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

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

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

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

  • Sales Thought: Without Perfect Information, Perfect Sales Execution is impossible.

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

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

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

    Daily Sales Thoughts
    15 Oct 2014 | 4:14 pm
    Try not selling – I know that probably got your attention! Instead of selling, think about how you can help the person you are talking with – your customer – solve a real business issue. If you can do this, you will take an important first step towards bringing value, because you recognize who is helping who. You are helping the customer, not the other way around! You must show how your products and services help the customer if the customer is to help you by placing an order. Simply looking at your products and services may not fire up the customer enough to place an order. Your…
  • Sales Thought: 2 Key Points to always uncover: “WHO is responsible for achieving the goal within the customer’s organization?” and “How urgent is it?”

    Daily Sales Thoughts
    14 Oct 2014 | 1:09 pm
    I talked about the financial services customer with the goal of reducing costs. Understanding the customer’s business drivers, the goals, and the strategies was the first part of the sales process. Next, through effective questioning, I was able to link my products and services to the customer’s business drivers. But the link to the business drivers, while essential for making the sale, was not sufficient to ensure a speedy close. Moving the sale forward expeditiously requires an understanding of additional information about the customer’s organizational dynamics. To get there … The…
 
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    Kelley Robertson: Fearless Selling Blog

  • Why Your Slide Deck is Killing Your Sales

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

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

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

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

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

  • Two Critical Sales Coaching Questions

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

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

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

    10 Oct 2014 | 11:47 am
    “Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude” – Thomas Jefferson   Executive sales leaders have a huge opportunity to grow more revenue, build a world-class sales department, and be the envy of their competitors. However, it is not going to be easy and therein lies the problem. Not too long ago I heard from an EVP of sales that he did not want to bring the same level of accountability to his sales management team that he has in place for his sales producers. What? How…
  • The #1 Threat to Your Company...Ineffective Leadership

    2 Oct 2014 | 1:52 pm
      Business leaders spend an inordinate amount of time these days trying to understand, maintain and enhance an organization to protect it's 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.  
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    Sales Enablement Perspectives

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

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

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

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

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

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

  • Should you work harder or smarter in sales?

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

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

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

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

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

  • Today’s remark – while you were sleeping (2)

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

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

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

    Margie Albert
    25 Sep 2014 | 11:28 am
    Happening now – some Broadcast Account Executive is with an advertiser rationalizing rate increases against diminished ratings based on increased costs to run a TV station – cost of cameras, programming, utilities, gas, etc. In fact, it’s probably being said in your Sales meetings as well! While most businesses are facing the same dilemma they really don’t care about your problems. Most advertisers still think TV stations are cash cows and there’s really no point in trying to convince them differently! Trying to do so further antagonizes them and they just don’t care! Our…
  • Today’s remark – happening now (2)

    Margie Albert
    18 Sep 2014 | 9:51 am
    While you are putting last minute Sports packages together to get rid of MLB, College Football, NASCAR and Golf inventory your customers, happening now, are thinking about their 4Q sales, their 2015 forecast and achieving their goals. Remember, they don’t care about College Football. Customers care about reaching their current and potential customers and igniting them to action Period. That’s the main reason they advertise (along with TOMA). I know – that’s an “oh-duh!” Yet, I just reviewed several Sports “packages” (I hate “packages” but that’s another writing!) all of…
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    Theresa Delgado

  • Are Press Releases Still Worth the Time and Effort? 8 Benefits They Bring to Your Online Presence

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

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

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

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

    Theresa Delgado
    13 Oct 2014 | 8:00 am
    Social Newsrooms…are they right for your business? Traditionally, a newsroom was the place where journalists, reporters, editors, staffers and others worked together to craft the news. Today, social newsrooms work about the same except they are designed to work online instead of a physical location. Now websites have media centers. (Wikipedia) The social newsroom is set up online to help people find information to craft their stories. Every newsroom has its own personality and set-up, but generally offers a variety of information. You can visit newsrooms or create one of your own to…
 
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    Tactical Sales & Business Blog

  • How to Deliver a Knock Out Sales Meeting

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

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

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

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

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

  • Could The iPad Kill Solution Selling?

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

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

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

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

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

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

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

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

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

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

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

  • New Survey Highlights Sales Management Skills and Development Priorities

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

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

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

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

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

  • Could The iPad Kill Solution Selling?

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

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

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

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

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

  • Thriving in a Sea of Change; Selling in the Post ACA World

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

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

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

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

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

  • 6 Business Development Tips for Professional Services

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

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

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

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

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

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

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

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

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

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

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

  • From the Eye of a Dreamforce Sponsor: #DF14 Expo Floor Recap

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

    Amanda Maksymiw
    13 Oct 2014 | 1:15 am
    Recently, VentureBeat dropped news that Salesforce.com is rumored to announce its Analytics Cloud at Dreamforce in a few weeks. Data and predictive analytics are our lifeblood, so we thought it would be interesting to round up commentary from the industry. Here’s what our sales and marketing experts had to say.   Jason Lemkin, Storm Ventures “I don’t think anyone should be surprised about Salesforce getting more deeply into analytics — or really anything related to the customer relationship.  Salesforce long ago ceased to be primarily about ‘SFA’ or…
  • #MPB2B Recap: What’s Next in B2B Marketing?

    Amanda Maksymiw
    10 Oct 2014 | 12:51 pm
    This week marked the eighth annual B2B Forum, hosted by MarketingProfs, and my third MPB2B. The overall theme of the event was centered on looking forward for 2015, which was spot on as many B2B marketers are starting to hunker down and plan for the coming year. As always, there was an amazing selection of sessions for marketing nerds to attend with some of the best speakers in the industry. Here were my highlights from the event, in case you missed in. In the Present and Future of Marketing Automation panel, Scott Brinker of ion interactive led a discussion with Jon Miller of Marketo, John…
  • Thank you, HubSpot

    Amanda Maksymiw
    9 Oct 2014 | 5:28 am
    Today, Boston-based HubSpot became a public company trading as “HUBS” on the New York Stock Exchange. A lot has been written about its economics, growth and potential as a public company. But I think the enduring legacy of HubSpot, even overshadowing its impressive financial performance, is the central role it has played in educating a new generation of marketers. In 2008, I became the CMO of Eloqua. Shortly after starting my new job, I read Inbound Marketing, a book written by HubSpot founders Brian Halligan and Dharmesh Shah. Actually, I devoured it in a single night. It shook up…
  • Killer B2B Demand Generation Campaign Tips

    Amanda Maksymiw
    8 Oct 2014 | 8:05 am
    When it comes to B2B demand generation, a lot of success rides on the ability to plan and execute killer campaigns. We caught up with Elle Woulfe, our director of demand generation, to learn about her process for brainstorming, planning and carrying out demand gen programs. Here’s an overview: Think through what action you want your audience to take Define your goals for the campaign based on the who and the what Learn from past mistakes Keep it simple Here is a collection of more best practices from other experts in the field. How to Effectively Measure B2B Demand Gen Campaigns –…
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    Grow My Revenue

  • The Right and Wrong Way To Price Your Services for Growth

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

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

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

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

    Ian Altman
    17 Sep 2014 | 6:00 am
    Article as seen on Forbes.com I had the honor of conducting a workshop at Content Marketing World in Cleveland this past week. Joe Pulizzi and his team at Content Marketing Institute put on a wonderful event. Joe trusted my good friend and content marketing guru, Marcus Sheridan, enough to allow Marcus to invite me to co-present with him. Marcus and I have been working closely together on an approach to break through the barriers between sales and marketing. Our goal is to help organizations solve the disconnect between Sales and Marketing. Though I typically speak to groups of senior…
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    LeadManagement.com

  • The Best Sales Pitches Don’t Try To Sell

    Stacy Jackson
    21 Oct 2014 | 7:27 am
    The sales pitches that result in the most sales in the least amount of time are the ones that don’t try to sell anything to anyone. Source: www.inc.com When assessing your prospecting emails and scripts, take a minute to figure out whether or not your pitch is trying to “sell something.” If it is, the likelihood of progressing is low according to Geoffrey James. James states that the most effective pitches aren’t about “talking someone into buying or doing something.” Rather they are about creating connections and starting conversations that move people…
  • The 8 Essential Skills You Need To Become A Perfect Listener

    Stacy Jackson
    17 Oct 2014 | 10:51 am
    We speak many times about key skills required to become an expert salesperson, and we always keep coming back to being able to listen effectively. Source: www.mtdsalestraining.com Although listening is a critical skill for sales professionals, it’s funny how often sales people aren’t always using and honing that skill to it’s fullest. When you are in sales — especially inside sales or telemarketing — listening is even more important. You don’t have the luxury of reading body language or facial expressions.  So, how do you become a better listener? Use…
  • The True Definition of Selling

    Stacy Jackson
    16 Oct 2014 | 5:19 am
    Many people define selling as manipulating people into buying. In reality, selling is something altogether different. Source: www.inc.com What’s your definition of selling? Geoffrey James lays it out for us in a wonderful way that sums it all with this definition: “Selling is the process of making dreams come true.” Sound corny to you? On it’s face, maybe. However, take a little time to read his article. You may come to see things his way. After all, selling shouldn’t be about manipulating people or pulling a fast one. It should be about providing value that…
  • Why Your Content Marketing Should Alienate (Some) Prospects

    David Dodd
    15 Oct 2014 | 5:00 am
    Recently, I attended a webinar presented by Doug Kessler titled Insane Honesty in Content Marketing. If you’re not familiar with Doug Kessler, he’s one of the co-founders of Velocity Partners, a content marketing agency based in the UK. Velocity consistently publishes great resources regarding content marketing, and this webinar is a must-see for B2B marketers. According to Kessler, insane honesty in content marketing consists of: Actively seeking out your weaknesses and sharing them openly; and Strategically putting your worst foot forward. Obviously, this approach runs counter…
  • Ways To Improve Your Sales Management Team

    Contributor
    14 Oct 2014 | 8:59 am
    While there are many things business owners can do to improve their conversion rates, improving the quality of their sales management team is one of the most efficacious strategies to implement. Unfortunately, however, many business owners do not know where to start with this enterprise. If you’re a company leader who is in search of proven strategies that can help you improve the performance of your sales team, the following tips and tricks will work for you: Stop Micromanaging As many psychology experts know, micromanaging is one of the worst business practices that a leader can…
 
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    Base | Baseline - Base CRM Blog

  • Base Adds Profile Images For Users

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

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

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

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

    Josh Bean
    20 Aug 2014 | 8:23 am
    We’ve added additional functionality to email, with the release of our new rich text editor. Any time you are composing an email in Base, you will find the ability to make text in your email Bold, Italic, Underlined or Bulleted. You can also add in-line images and hyperlinks. The new rich text options can be found any time you’re composing an email in Base. Give it a try today! For additional power, combine rich text with email templates and send beautiful emails quickly. If you don’t have your email connected to Base yet, log into your Base account and open the…
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    Base | Baseline - Base CRM Blog » Sales and Productivity

  • The Future of Sales Technology

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

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

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

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

    Geoffrey James
    22 May 2014 | 9:09 am
    Of all the metrics in the sales and marketing world (and there are a lot of them) probably the most misunderstood is cost-of-sales.  Many sales managers view cost-of-sales as a labor cost; pay smaller commissions and your cost-of-sales goes down. That’s naive, though, because sales costs are only meaningful insofar as they affect profitability.  Cutting costs in a way that cuts into revenue (a more common situation than you’d think) is stupid.  Your goal is to make sales costs more efficient, not just smaller. More important, much of a company’s sales costs are hidden…
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    RAIN Selling Blog

  • 6 Business Development Tips for Professional Services

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

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

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

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

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

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

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

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

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

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

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

  • Attracting New Clients & Customers with Questions

    PFPS
    21 Oct 2014 | 12:43 pm
    Originally broadcast on Business Creators Radio Show Being in business means you have to sell. Without sales, you have no income, no customers, no business. When you think of sales, what image comes to mind? For many, it’s the greasy, car salesman looking to wheel and deal them into an overpriced car. In order to […]
  • People Development Magazine

    PFPS
    20 Oct 2014 | 9:00 am
    Leadership & People Development Fantastic must-read magazine! http://peopledevelopmentmagazine.com/
  • When Good Groups Go Bad

    PFPS
    19 Oct 2014 | 6:00 am
    In last week’s CONNECT2Lead post, we touched on how to belong to a group without giving up your own voice. This week, we’ll be talking about the opposite extreme – what happens when group members put too much of themselves into a group. You’ve probably seen this happen. A group develops splinter factions that polarize […]
  • Has your Value Proposition Been Neutralized?

    PFPS
    18 Oct 2014 | 10:13 am
    Too many sales organizations are very good at a game no longer being played. They have perfected the ability to consistently hit the target, but the target has changed. The Internet has essentially marginalized and neutralized their traditional value proposition. In this interview with Rick Farrell, president of Tangent Knowledge Systems, learn how to differentiate […]
  • Brent Miller

    PFPS
    17 Oct 2014 | 6:00 am
    Candid feedback isn’t always easy to take. We’re thankful for the people in our lives like Brent Miller who are willing to give us feedback.
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    xPotential Selling Insights Blog

  • How Long Should One Cling to the Current Sales Process?

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

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

    8 Oct 2014 | 5:34 am
    Here are three habits you can replicate from the masters to improve your sales results.
  • How To Coach Your Sales Reps In 3 Easy Steps

    3 Oct 2014 | 6:21 am
    Should you invest the same amount of time coaching your top performers that you do with underperformers? Here are three quick and easy steps to help you coach both and still make the most of your time.
  • How Can I Prevent Objections?

    2 Oct 2014 | 5:33 am
    Objections appear to be a big part of professional selling. In reality, people want to buy and don’t always want to haggle over issues with a salesperson. Here are three ways to reduce objections when selling.
 
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    Exceed Sales

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

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

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

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

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

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

  • How to Find the Best Dealership Staffing Services Provider

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

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

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

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

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

  • 14 Hidden Tricks and Tools in iOS 8

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

    caitlinhoward
    16 Oct 2014 | 11:19 am
    By Chris Gaborit (FastCompany.com) We all have the same amount of time in the day, but the way we manage that time can be the difference between being productive, and feeling overwhelmed. Learn 3 time management tips from the world’s busiest people to help you manage your time better. Time Management Tricks From The World’s Busiest […]
  • How to Manage Sales People: Activity Based Management vs Results Based Management

    caitlinhoward
    16 Oct 2014 | 11:04 am
    By Jim Keenan (Forbes.com) Activity based management and results based management are two methods for coaching salespeople. There is not a right or wrong method, but there are pros and cons to both. Keep reading to find out which method will work best for you and your sales team. How to Manage Sales People: Activity […]
  • 10 Fitness Apps: Which Is Best for Your Personality?

    caitlinhoward
    8 Oct 2014 | 6:19 am
    By Marshall Honorof (LiveScience.com) Different exercises work for different people and it’s important to find the one that works best for you! Find out which one of these 10 fitness apps works best for your personality so you can achieve your personal fitness goals and get in shape. 10 Fitness Apps: Which Is Best for Your Personality?
  • Why You Need More Art in Your Life (and 5 Ways to Get It)

    caitlinhoward
    7 Oct 2014 | 2:24 pm
    By Michael Hyatt (michaelhyatt.com) Art doesn’t have to be something reserved only for a museum. We can find art all around us and enjoy the many benefits it brings to our lives.  Learn why you need more art in your life and 5 ways to find it. Why You Need More Art in Your Life (and 5 Ways […]
 
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    aayuja

  • Pre Call Sales Planning

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

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

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

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

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

  • Is Your CEO Bought In or Bummed Out About Inbound Marketing and Sales?

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

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

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

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

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

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

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

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

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

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

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

  • Get the Most Out of Meetings

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

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

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

    avadminwp
    14 Oct 2014 | 9:10 pm
    Businesses have been moving steadily towards teleworking arrangements for the last ten years. According to Global Workplace Analytics, more than 3 million Americans considered home to be their main base of work operations last year. Robust online meeting tools have become an essential part of this developing work culture, especially since they connect professionals from all over the globe together to do efficient business. If you’re interested in expanding the scope of your operations remotely, our list of online meeting tools provides a place to start looking. Some of these products…
  • 7 Ways to Relieve Stress and Sell Happy

    avadminwp
    13 Oct 2014 | 7:21 am
    A job in sales is not the most stable, accommodating, or easy career path. In fact, at 26%, it has one of the highest turnover rates of any industry. And, some sectors, like car sales, soar as high as 35%. The question is: Why are so many sales people leaving the business? In a recent report in the Journal of Selling and Major Account Management, researchers found that 26% of employees quit because of long work hours, working conditions, and workload. In addition, the Journal of Personal Selling and Sales Management stated that, “Salespersons develop turnover intentions when they find their…
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    The Sales Catalyst

  • Sales Tools – Turn Molehills Into Mountains

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

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

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

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

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

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

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

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

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

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

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