Sales

  • Most Topular Stories

  • How Data, Alignment and Customer Experience are Inextricably Connected

    Radius
    Chris Bucholtz
    27 Jan 2015 | 7:00 am
    What we’re really in is the era of “big analytics” and, perhaps more importantly, “big data strategy:” you have to know what you’re looking for and where to look to discover anything of value to your business. And, even when you’ve narrowed and refined your search to extract valuable information from an ever-expanding pool of data, you must then put that information to use. That’s the sticking point – knowing how to use information in a smart way. That sounds like a purely academic concept, but it’s not – it affects most of us every day. You see it in customer support:…
  • Everyone Leads: A Goal and a Reality

    People First
    Deb Calvert
    25 Jan 2015 | 7:00 am
    Like it or not, believe it or not, everyone leads. The things we say and do have an impact on others. We influence others with our words and behaviors each and every day. It doesn’t require a formal title or a hierarchy to be in place. You lead, they lead, everyone leads. The real question […]
  • GB Ep 45: How I Lost Multi-Million Dollar Deals Due to This Mistake

    Growth Everywhere
    Eric
    27 Jan 2015 | 6:30 am
    Today we’re going to talk about how not to lose multi-million dollar deals by taking advantage of strategic planning. To give a little context, we would be on the short list for companies looking for a good agency, but for some reason we’d always lose the deal. Because I didn’t have a background in doing sales, I asked why we weren’t chosen. [01:20] Potential clients felt we lacked salesmanship and data. [02:35] I found out from someone in my EO forum that I should be doing strategic planning. [02:47] I discovered that strategic planning means providing lots of data to a prospective…
  • Time to Stop Making Sales & Marketing Excuses in 2015

    ViewPoint | The Truth About Lead Generation
    27 Jan 2015 | 6:00 am
    “If only I had a qualified lead!” “I get too many leads!” “I don’t get enough leads!” “Salespeople never close out the leads!” “No one likes the CRM system, so no one uses it!” From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Excuses from both employees and managers can fill a book, and most are bogus.
  • Seven LinkedIn Mistakes That Kill Sales and What to Do Instead, and, What to SAY to Get Through, Get In, and SELL!

    The Sales Leader
    Colleen Francis
    26 Jan 2015 | 6:37 pm
    I don’t promote very many external events but this one is worth the exception! On Wednesday, January 28 at  2:00 pm Eastern My good friend Art Sobczak, author of the best selling book Smart Calling-How to Eliminate the Fear, Failure, and Rejection from Cold Calling,” will be teaming  up with THE go-to expert on using LinkedIn for sales, […]
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    Heavy Hitter Sales Blog

  • Top Sales Team Research-Harvard Business Review

    Steve Martin
    20 Jan 2015 | 8:11 am
        What separates high-performing sales organizations from average and underperforming sales organizations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were asked to share their opinions on their sales organization and personal details about their own quota performance. The study results reveal there are 15 significant differences between how high-performing, average, and underperforming sales organizations perceive themselves, measure performance, staff their organizations, and operate. This…
  • Sales Organization Performance Gap: Research on Key Attributes That Separate High-Performing From Underperforming Sales Organizations

    Steve Martin
    16 Jan 2015 | 6:09 pm
      What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations?   The answer to this question is exactly what Steve W. Martin, well-known sales author and sales organization researcher, set out to find. To do so, Martin conducted extensive surveys with top-level sales leaders, mid-level sales managers, and salespeople. The resulting research, The Sales Organization Performance Gap, provides detailed insights on the characteristics of high-performing sales organizations, quota analysis measurements, and key sales performance metrics.
  • The 7 B2B Sales Books To Read in 2015

    Steve Martin
    19 Dec 2014 | 8:12 am
        The team at RingDNA just released their list of the top seven B2B sales books you should read in 2015. I am very excited that my new book Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople was at the top of their list.  Here’s their comments about the book from their INSIDE SALES BLOG ….    "If you want to learn how top salespeople sell software, this book is the place to start. Heavy Hitter IT Sales Strategy is one of the most well-researched…
  • 2015 Sales Industry Predictions

    Steve Martin
    25 Nov 2014 | 12:04 pm
      What Should Sales Leaders Expect in 2015? 20 Top Sales Experts Share their Predictions in This eBook              
  • ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR

    Steve Martin
    1 Nov 2014 | 12:59 pm
    ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR   Please join Steve W. Martin has he discusses his revolutionary new account penetration strategies from his just released book, Heavy Hitter I.T. Sales Strategy: Competitive Insights from interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. One of the toughest tasks in all of sales is to penetrate new accounts. Take a moment to put yourself in the position of the I.T. executive you are trying to contact. You are incredibly busy fulfilling your daily job duties and have a long list of…
 
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    Score More Sales

  • My Takeaways from Rainmaker Sales Development Event

    Lori Richardson
    19 Jan 2015 | 9:58 am
    If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit –  but didn’t give it the detail it deserved, so here is part 2. When asked why create a new B2B live sales event when so many are out there, Salesloft CEO Kyle Porter told me the following: Sales development is the biggest innovation to happen to the sales process in the last decade. We wanted to launch the Sales Development Summit to give Sales Dev leaders their community to connect, to learn more, do more,…
  • Rainmaker 2015 – The Year of the SDR

    Lori Richardson
    14 Jan 2015 | 4:48 am
    I’m in Atlanta thrilled to be at an event with a fresh perspective. Before I say anything, monitor tweets from #Rainmaker2015 and you’ll learn a lot about sales from my smart colleagues who will be presenting all day. Salesloft, a very successful and fast-growing Atlanta startup is a company with two products and they BOTH help you sell and be more productive. So when they decided to put on their first-ever Rainmaker conference – I knew I had to be here. If you don’t know what an SDR is, it is a sales development rep – the person who finds the leads all day every…
  • Must See Sales Webinars

    Lori Richardson
    9 Jan 2015 | 5:47 am
    In sales, time is money. Time is your ONLY currency until products and services are sold. With the spirit of working to ADD value in your sales career, or to help sales leaders with their teams, I wanted to share to extremely valuable webinars that are happening on 1/12 and on 1/15. A powerhouse line-up of my sales colleagues Iannarino, Hunter, Weinberg, Blount, and Miles Austin all present on 1/12 (11AM Eastern) discussing sales topics in a TED-like format. It is an on-line #SalesKickoff you won’t want to miss.  Click HERE for info and to attend.  I’ll be there. That will…
  • Successful Sales Offsite Tips

    Lori Richardson
    8 Jan 2015 | 2:54 am
    Image courtesy of Vorsight This is the time of year that if you haven’t had your sales offsite for your sales team, you are probably working to pull it together quickly and simply. Since we are all about simple and effective here at Score More Sales, I wanted to give you a few do’s and don’t when it comes to your sales offsite – and offer you a tremendous resource to give you more ideas. Key takeaway about having a sales offsite is that it MUST be valuable to the participants. At the beginning of the year, everyone should have hope and optimism for a bigger and better…
  • 3 Ways to Grow Sales in 2015

    Lori Richardson
    5 Jan 2015 | 4:13 am
    It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. If you are working on a calendar year, than January 5th is a fresh start. Doesn’t it feel good to get a fresh start? Doesn’t it also feel stressful because we’re back at zippo and zilch in many cases? Is this your situation? Hopefully you have been working in Q4 to set up meetings, demos and conversations in January. This is a…
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    Smart Selling Tools » Blog

  • Is a Gemba Walk the New Sales Ride-Along?

    Nancy Nardin
    20 Jan 2015 | 6:00 am
    Do you want to increase sales in 2015? You have a few choices. You can: Deliver more or better product training Enact more or better Sales Skills training Hire more salespeople Run Sales contests Introduce more products Increase prices What if you’re already doing all of these things? Then what? Well, you just might want to go on a Gemba walk. Gemba is Japanese word that comes from lean manufacturing and it refers to “the real place” or the “place of action.” Performing the Gemba walk is a key part of the Lean culture. If you want to improve something (sales results or call…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Adam Hollander, CEO of @FST_Games

    Nancy Nardin
    13 Jan 2015 | 7:39 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 Adam Hollander, CEO of Fantasy Sales Team.   Nancy: What does FantasySalesTeam do? What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps.  Most traditional sales contests have three…
  • International Innovation: Five proven apps worthy of consideration for your sales team in 2015

    Nancy Nardin
    7 Jan 2015 | 10:21 am
    Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results. What you might not be aware of is the innovation that’s taking place outside of the U.S. In this post, I’d like to shine the spotlight on and give well-deserved recognition to several of those we consider to be the best. A full 10% of our top 50 Sales Tools of 2014 are international. I…
  • Countdown to 2015: Top 5 Smart Selling Tools posts of 2014

    Nancy Nardin
    29 Dec 2014 | 9:38 am
    As we close out the year, I thought I’d put the spotlight on some of your (and my) favorite posts.  There’s a little something for everyone. 2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. Thanks for being a loyal reader. Enjoy…   Most ReTweeted (500 retweets) 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14 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…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

    Nancy Nardin
    16 Dec 2014 | 9:59 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 Al Lieb, CEO of ClearSlide.   Nancy: What does ClearSlide do? What problem/s are you solving for sales and/or marketing organizations? Al: ClearSlide is an enterprise SaaS platform that enables sales and marketing teams to better engage with their customers.   We focus on driving sales productivity – helping…
 
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    Openview Labs

  • Convert New Customers in 2015

    jminton
    27 Jan 2015 | 9:00 am
    Take advantage of people’s excitement and the influx of traffic you’ll see in the New Year to convert new customers. The post Convert New Customers in 2015 appeared first on Openview Labs.
  • How to Write Effective Job Descriptions Candidates Can’t Resist

    Brandon DeWitt
    27 Jan 2015 | 8:00 am
    Attracting the best candidates starts with writing effective job descriptions that won't get lost in the crowd. The post How to Write Effective Job Descriptions Candidates Can’t Resist appeared first on Openview Labs.
  • Discover the Must Have Hybrid Marketing Skills

    jminton
    26 Jan 2015 | 9:00 am
    Successful marketers have to be a jack-of-all-trades. Start by mastering these must have hybrid marketing skills. The post Discover the Must Have Hybrid Marketing Skills appeared first on Openview Labs.
  • Practice Does Not Make Perfect: 7 Hard Truths about Building an Inside Sales Team

    OpenView Guest
    26 Jan 2015 | 5:00 am
    Thinking of adding an inside sales team to your company's roster? Sales trainer Mike Brooks shares the make-or-break considerations and preparations you need to make. The post Practice Does Not Make Perfect: 7 Hard Truths about Building an Inside Sales Team appeared first on Openview Labs.
  • How to Build a Remarkable Talent Brand in 3 Steps

    Meghan Maher
    23 Jan 2015 | 9:00 am
    Find out how RealPage built a world-class talent brand by encouraging their recruiters to think like marketers. The post How to Build a Remarkable Talent Brand in 3 Steps appeared first on Openview Labs.
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    Jill Konrath's Fresh Sales Strategies

  • Performance-Based Goals vs. Getting Better Goals

    22 Jan 2015 | 4:00 am
    It‘s time for more straight talk today on goal setting. So let me ask you this: What IS your quota this year? How about your revenue goal? I‘ll bet it hasn‘t gone down. Performance-Based Goals Can be motivating – if you have the skills to achieve them. In sales we‘re usually dealing with performance-based goals like, achieving 120% of quota or earning $200,000. Sometimes these types of goals can be extraordinarily motivating – especially if you‘re confident that you have the knowledge and skills to achieve them.
  • How to Avoid Falling Short of Your Sales Goal This Year

    13 Jan 2015 | 6:27 am
      You know, everyone wants to achieve their goals, and everyone expects that they will. But let’s be honest here: Typically about 50 % of salespeople fail to meet their sales quota. And as for you entrepreneurs, I’d suspect that an equal percentage aren’t bringing in the revenue you’d like. So why do we so often fall short of reaching our sales goals and what can we do to change this?
  • No One Talks About This Key Factor in Sales Goal Achievement

    8 Jan 2015 | 6:39 am
    It’s that time of year again when we all have a fresh start. And, everyone’s talking about goal setting – which is why I thought I’d chip in with a series of videos about what it takes to achieve them. Right now, you might be thinking about how much money you’d like to earn. Or, you may even be staring at a comp plan that looks incredibly challenging to achieve. But what no one talks about is one factor that can be a total game changer.
  • My Top 6 Sales Blog Posts in 2014

    6 Jan 2015 | 10:46 am
    At the end of each year, I always take a look back to see what content really resonated with my readers. Here's a summary of the most viewed and commented on blog posts in 2014. Enjoy!
  • Is This Really Good Service?

    31 Dec 2014 | 2:56 pm
    I'm trying to get my newsletter done so I can send it early next week. Unfortunately, I'm having trouble. No internet service at our condo. We got here yesterday -- and my husband immediately called to get hooked up.  Ha ha! The earliest they can do it is NEXT Thursday. A week from today. It reminds me of this Brian Regan video.
 
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    Radius

  • How Data, Alignment and Customer Experience are Inextricably Connected

    Chris Bucholtz
    27 Jan 2015 | 7:00 am
    What we’re really in is the era of “big analytics” and, perhaps more importantly, “big data strategy:” you have to know what you’re looking for and where to look to discover anything of value to your business. And, even when you’ve narrowed and refined your search to extract valuable information from an ever-expanding pool of data, you must then put that information to use. That’s the sticking point – knowing how to use information in a smart way. That sounds like a purely academic concept, but it’s not – it affects most of us every day. You see it in customer support:…
  • Why Millennials Distrust Marketers

    Orinna Weaver
    23 Jan 2015 | 7:00 am
    Finding the right marketing recipe to target millennials is a challenge that B2C marketers have been grappling with for some time now. As more members of this elusive generation enter the workforce, B2B marketers must follow suit. Millennials currently make up 50% of the workforce, and by 2020 they’ll make up 75% (source). The impending majority of millennials in the workplace means that B2B marketers need to quickly become experts in capturing this unique generation’s attention as they target decision makers within prospective businesses. Marketers Don’t Engage Millennials are digital…
  • When Funnels Fall Apart – Horror Stories from the Front Lines

    Lisa Fugere
    22 Jan 2015 | 10:32 am
    “One of the very first emails I sent through Marketo addressed every single user in our customer base as ‘First Name,’” admits John Hurley, Radius’s Product Marketing Manager. “I had scheduled the email to send at 7 AM on a Tuesday, and I got an email from our CEO at 7:03 AM asking me what I had done.” The email, which was signed from the CEO, hadn’t been tested or proofread before it was scheduled to run. We all have stories like this. Sometimes the best processes emerge from the biggest mistakes, and funnel horror stories point out the areas where our marketing and sales…
  • Beyond Vanity Metrics: 5 Key B2B Metrics You’re Getting Wrong (And How to Get Them Right)

    Amy Abascal
    20 Jan 2015 | 9:20 am
    Reporting on vanity metrics can be very seductive for B2B marketers. By trade, we like painting pretty pictures. The reality is that if a company is growing, chart lines will naturally move up and to the right. While it’s useful to monitor trending data on things like web hits and database growth, those numbers are seldom actionable, give little insight on quality and don’t paint a real picture on the impact of your team’s efforts. I’m calling on my fellow marketers to step up and make their KPIs actionable and tied to revenue. To help get the conversation going, I’ve provided some…
  • The 10 Most Marketing Friendly Data Blogs

    Neha Jewalikar
    19 Jan 2015 | 7:00 am
    A recent survey from Bizo reports that while most marketers have embraced some form of data-driven marketing, they still face several hurdles, including the absence of team members with applicable data skills. To address this problem, we collaborated with several data scientists, statisticians, and online bloggers to put together a list of the most relevant data blogs to help marketers solve their most difficult problems. Click here to follow these blogs on Twitter. Acxiom The Acxiom blog explores the convergence of marketing and data. Whether you need advice on building your first prospect…
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    C-Level, Relationship Selling Blog

  • The Process of Networking to C-Levels and C-Suite Executives

    Sam Manfer
    27 Jan 2015 | 12:33 pm
    The Process of Networking” from Sam Manfer's book, Take Me to Your Leader is a systematic approach you can follow to get yourself RIGHT IN FRONT of C-Levels and C-Suite executives - the decision makers, who approve your sales.
  • Focus on the C-Levels Executives in the C-Suite, Not Just the Subordinates

    Sam Manfer
    31 Dec 2014 | 2:42 pm
    Today's sales nugget from Sam Manfer's book, Take Me to Your Leaders, will help you learn who truly holds the reins when sales interest wane and sales decisions stall.
  • 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.
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    Bill Caskey

  • Prospecting System

    Travis
    23 Jan 2015 | 11:48 am
    Have you ever heard of system thinking or checklist thinking? I think you should have a checklist for everything meaningful in your life. What more powerful tool can you have than the effective mechanics of how to do something? The post Prospecting System appeared first on Bill Caskey.
  • Are You In Your Element?

    Travis
    21 Jan 2015 | 10:57 am
    Sir Ken Robinson wrote a book called “Finding Your Element” that I recommend to all sales leaders I work with. You can find it here.   The essence of it is that all of us have that specific area that we are uniquely competent in. (Dan Sullivan, The Strategic Coach, calls it your “unique ability.”) Robinson says it’s where “natural talent meets personal passion.” This notion came to mind recently, when I watched a series of sales presentations given by a sales team. They were presenting their 2015 Business Plans, which by the way, is an awesome way to give people practice at…
  • Off Track Thinking

    Travis
    12 Dec 2014 | 10:39 am
    Have you ever felt derailed? What is the track you are on? What do you want out of life? If you can determine what your track is, it is much easier to obtain your goals. The post Off Track Thinking appeared first on Bill Caskey.
  • Why Do You Do The Work You Do?

    Bill Caskey
    10 Dec 2014 | 2:57 am
    In my training and coaching practice, I have frequent occasions to question new clients as they’re on-boarded into my program. A question that I always ask – and am never quite satisfied with the answer – is “Why do you do what you do?” Usually, I get answers like: “I want to build my assets for ‘retirement.'” “My family is important and I want to provide for them.” “My father taught me to work hard so that’s what I do.” “I’m afraid to be unemployed.” “I needed a job and they needed a…
  • Fallen Short Of Your Vision

    Bill Caskey
    5 Dec 2014 | 7:15 am
    As you look at your life, have you fallen short or gone beyond the vision you had for yourself? If your vision is clear, you are much less likely to fall short. It’s time to take charge of your life. The post Fallen Short Of Your Vision appeared first on Bill Caskey.
 
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    Sales and Sales Management Blog

  • Do You Talk To Your Prospects and Clients or Do You Talk At Them?

    Paul McCord
    27 Jan 2015 | 11:03 am
    Knowledge should be one of the most powerful tools in our toolbox.  Knowing how to use specialized industry vocabularies should also be one of our basic and power tools. In reality, for many of us, knowledge and specialized lingo are powerful—in costing us business. Naturally a great many new salespeople are tempted to try to impress prospects and clients by demonstrating their product knowledge and slinging their newly learned industry vocabulary around.  They tend to oversell, answer questions no prospect has ever had, dazzle with words the prospect and client may not be familiar…
  • A Sermon on Selling: The Sin of Hearing Without Listening

    Paul McCord
    21 Jan 2015 | 7:12 am
    We wicked sinners must beg forgiveness and change our sinful ways if we want to build sold relationships with our prospects and have them sign those sacred documents, our contracts. A reading of much of the Old Testament sounds like a modern day sales meeting—a great deal of hearing, very little listening of what is being said. When we read those passages where the Israelites hear the words being spoken but understand nothing because they don’t really listen, we self-righteously tend to think “oh, those evil Israelites, they deserve all the wrath that descends upon them.”   And in…
  • Guest Article: “The Most Underutililized Strategic Advantage,” by Lee Salz

    Paul McCord
    15 Jan 2015 | 11:15 am
    The Most Underutilized Strategic Advantage By Lee B. Salz You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to her by the end of the day. In a panic, you send a company-wide email in search of these referenceable clients. At 4:58pm, you get the three references from your colleagues and quickly send them out to the Procurement Agent. Whew! Mission…
  • The “Prospecting” Disease

    Paul McCord
    14 Jan 2015 | 7:43 am
    During my three decades in the sales industry I’ve worked with, met, coached, and observed thousands of sellers from a multitude of industries.  They’ve been new and experienced, inside and outside sellers, big ticket and small, specialized products and services as well as common, commodity products, some very successful and a great many barely holding their own or failing. Some have been hail fellow well met types, others have been shy introverts.  Some pound the phones, others pound the pavement.  Some are highly attuned to technology, others can barely turn their cell phone on. …
  • Take Action Now to Create the Success You Want this Year

    Paul McCord
    12 Jan 2015 | 8:05 am
    Are you in control of your sales career or are you simply going with the flow hoping that you’ll end up somewhere on the plus side? If you haven’t done so already, here are some things you need to do now to insure that this year is the year you not only meet your annual goals but that you exceed them–that, if fact, you blow them completely away. 1. Flush out all of the tail chasing “prospects” in your system. We all have “prospects” in our pipeline that take up time and energy but that we know in our hearts will never buy. Get them out of your system…
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    Inside Sales Experts Blog

  • Your Inside Sales Metrics for 2015

    22 Jan 2015 | 5:12 am
    One afternoon in the summer of 2007, I was waiting in the dentist's office. This was pre-Android and only a month after the iPhone launched, so I had no screens to scroll and no feeds to skim. Looking around the waiting room, I noticed a 'brush more, fewer cavities' poster on the wall. I distincly remember thinking, "That is basically a Crest ad hung up as as piece of wall art. Why doesn't that happen in B2B?" When I got back to the office, I decided to try to make something worthy of being hung up. Six months later, we published Rev 1 of The Periodic Table of Inside Sales. We are…
  • How 2015 Ready Are You?

    10 Dec 2014 | 4:55 am
    I opened my email this morning and was bombarded by advice on how to end the year with a bang. For most of us, those with longer sales cycles, that horse has left the barn. Trying to course correct now is too little, too late. I'm sure you've spent countless hours on strategy and planning for next year. I'm asking you to spend 5 more minutes. As inside sales leaders, the next few days and weeks are the perfect time to assess your readiness for 2015. I've created a 2015 Readiness Scorecard to make it easy for you. With the scorecard you can assess your team's readiness for 2015 against: Group…
  • 3 Salesforce Hacks Your Inside Reps Will Be Thankful For

    25 Nov 2014 | 9:07 am
    Happy Thanksgiving to all my American friends. I want to share 3 quick changes to CRM that will most certainly make your reps thankful. None of these are my original ideas and I'm thankful to the amazing Salesforce community for sharing them with me. 1) Display the timezone of a phone number This one comes from my good friend and Salesforce mentor, Becka Dente. You can add this formula field to accounts, contacts, and/or leads. Reps can then build and sort lists based on timezone. It's unbelievably useful for bunching calls together. if( ISBLANK(Phone),"--",  if( CONTAINS( "206:…
  • Participate in 2015 Inside Sales Research

    6 Nov 2014 | 4:56 am
    ISRs, AMs, AEs - whatever you call them, the metrics that drive the closing function are always in demand.  Every eighteen months we conduct this research project, I'm asking for your help as we begin our 5th round. The key themes we hope to uncover and share include: SaaS versus On-Premise: where are groups similar, where do they differ Compensation: base + ote, pay on what/how/when, accelerators and decelerators Quotas: $ quotas, other components, % attainment Rep Profiles: experience, tenure, ramp, career path We worked hard to make this year’s survey easier and…
  • Outbound Prospecting Benchmarks for 2015

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

  • Considerable Aspects When Selecting A Rubbish Removal Firm

    John McKartey
    19 Jan 2015 | 8:13 pm
    Trash generation on a day to day basis is normal for any project or business that is meant to last for a number of years. This hence requires that the trash being generated are disposed on a daily basis so that the problems related to pilling trash can be averted. It is possible to do the job by oneself, but the process of handling the trash to the appropriate bins and ensuring there collection is a time consuming task and at times expensive. The rationale of hiring a professional to handle the rubbish removal in Perth work for a firm is based on this fact. This approach is supported…
  • Comparison between a cleaning contractor and an individual home cleaner

    John McKartey
    10 Dec 2014 | 8:23 pm
    A person who has decided to contract the services of professional cleaning contractors has got two options at their disposal. They could opt to contract the services of the professional cleaning company, or they could get the services of an independent individual home cleaner. Each of these service providers has got their own benefits and demerit which might make one to be more appealing over the other in different circumstances. It is up to the house owner to compare and differentiate how the two service providers are, and then determine whom among the two to contract. The first variable…
  • How Do You Install an Intercom System?

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

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

  • Seven LinkedIn Mistakes That Kill Sales and What to Do Instead, and, What to SAY to Get Through, Get In, and SELL!

    Colleen Francis
    26 Jan 2015 | 6:37 pm
    I don’t promote very many external events but this one is worth the exception! On Wednesday, January 28 at  2:00 pm Eastern My good friend Art Sobczak, author of the best selling book Smart Calling-How to Eliminate the Fear, Failure, and Rejection from Cold Calling,” will be teaming  up with THE go-to expert on using LinkedIn for sales, […]
  • Sales Tip: The Best Year Starts with a Great Q1

    Colleen Francis
    23 Jan 2015 | 12:13 pm
    Nonstop Sales Boom is your guide to greater sales success in 2015. Get your copy today!
  • Fresh Start in a Fresh Year?

    Colleen Francis
    22 Jan 2015 | 7:00 am
    Is this the start to 2015 you wanted? We’re quickly approaching the last week of January. By now, you can probably gauge your start to 2015. Have you accomplished your goals for January? Are you hitting weekly sales targets at a better pace than in 2014? If you aren’t off to the start that you […]
  • Be Prepared!

    Colleen Francis
    20 Jan 2015 | 7:00 am
    Be honest…how prepared are you for every sales call, presentation and meeting? Do you have a “general idea” of the topics you would like to cover, or do you have a detailed strategy, on paper, that outlines exactly what needs to be discussed?Have you run through everything that could go right and wrong and developed […]
  • Sales Tip: How to Raise Prices Successfully

    Colleen Francis
    16 Jan 2015 | 6:41 am
    Get 2015 off to the right start. Nonstop Sales Boom teaches you exactly what you need to know to create your best sales year yet.
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    Marketo Marketing Blog

  • A Seat at the Biggest Table: Digital Guru Gavin Heaton on the Next Era of Marketing

    Sanjay Dholakia
    27 Jan 2015 | 7:30 am
    Author: Sanjay DholakiaAs we reach our final interview in a series of conversations the EIU has held with six visionaries on the next era of marketing, I hope you’ve learned as much as I have along the way about the importance of finding a truth and sharing it, judging your brand as you would judge a healthy relationship and the power of narrative. This week, we sit down with Gavin Heaton, digital strategist for IBM, Fujitsu, and McDonalds, and now the founder of the Disruptor’s Handbook, a network that helps companies unlock the potential of disruptive business models. In this interview,…
  • MarTech Momentum Continues into 2015

    Lou Pelosi
    26 Jan 2015 | 5:30 am
    Author: Lou PelosiA number of my colleagues have recently asked whether the pace of innovation driving the marketing technology boom is subsiding or showing signs of fatigue. My answer—not yet, and I don’t think we should expect it to in 2015. By almost any measure—including the growth in the number of companies focused on selling to marketers and the number and size of investments flowing into this category—the story remains as it has been over the last several years…MarTech is hot. Organizations large and small are adopting more marketing technology to identify, engage, acquire…
  • Traditional vs. Digital: The Super Bowl Ad Grey Space

    Shanna Cook
    22 Jan 2015 | 5:30 am
    Author: Shanna CookWho wants to, or better yet who can afford to, spend $4.5 million on any one line item in their marketing budget? But that is the price of a 30 second TV commercial spot during this year’s Super Bowl. It could be argued that it’s less of a football game and more of a game for marketers; it’s the one television event of the year where people tune in and turn up the volume during commercial breaks. Yet, with the advent of digital media and the shift toward hyper personalized marketing, does it still make sense to mass market? The dividing line has been drawn—where do…
  • Negative SEO: Does It Really Exist?

    Joe Cox
    21 Jan 2015 | 5:30 am
    Author: Joe CoxThe term ‘negative SEO’ has been thrown around with increasing frequency over the last few months. Negative SEO negatively impacts rankings by acquiring bad links, blatantly purchasing links, or creating an otherwise unnatural and manipulated looking link profile. Some companies even go so far as to try and negatively impact the rankings of rival websites by scraping and duplicating freshly posted content, in the hopes that their bots will catch the content before the search spiders so, and therefore get the competing website flagged for duplicate content. Scary right?
  • Flaunt your humanity: P&G’s former CMO Jim Stengel on the Next Era of Marketing

    Sanjay Dholakia
    20 Jan 2015 | 8:05 am
    Author: Sanjay DholakiaHow different would our world be if we judged brands the same way we judged our healthy personal relationships? Let’s say you compare your relationship with a brand to your relationship with a dear friend—would you look forward to seeing them? Would you care about what they had to say? Do you both share the same values? Do you praise them around others, even when they’re not around? It’s a thought-provoking analogy from Jim Stengel, CEO of the Jim Stengel Company and former Global Chief Marketing Officer of Procter & Gamble. Jim sat with the Economist…
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    The Sales Blog

  • America Needs More Entrepreneurs

    S. Anthony Iannarino
    26 Jan 2015 | 3:45 pm
    Read this article called How Capitalism Dies. There are a bunch of interesting statistics here, like how many people now receive aid from the federal government. But more interesting is the long trend of businesses closing without a greater number opening to replace these businesses. I do believe that business is more difficult than it has ever been. I also believe it is more competitive than ever. I also believe that in this Disruptive Age, there are tons of systemic challenges. But it isn’t so difficult that anyone with a good idea and the intestinal fortitude can’t start and run a…
  • Stop Making Assumptions Around 57%

    S. Anthony Iannarino
    25 Jan 2015 | 6:15 pm
    If you aren’t seriously into all things business-to-business sales, this post and the other post I wrote about buyers being 57% into their buying journey might need a little context. Corporate Executive Board produced research that indicates that buyers are 57% or 65% into their buying journey before they engage with a salesperson. I like the people I know at CEB, especially Brent Adamson and Matt Dixon, authors of The Challenger Sale. But so many people have taken this statistic and massively distorted its value by suggesting that inbound marketing and social selling are the only way to…
  • The Hustler’s Playbook: Hustlers Create Their Own Wealth

    S. Anthony Iannarino
    24 Jan 2015 | 6:44 pm
    This isn’t about money or being acquisitive. There is nothing wrong with either. This is about the mindset of the hustler. The hustler isn’t jealous of what someone else has. They aren’t green with envy. The hustler looks at someone who has what she wants and thinks to herself, “If he can have that, there is no way I can’t do the same.” She isn’t jealous; she’s inspired. The non-hustlers and the slackers look at someone who has a certain level of wealth with envy. They don’t necessarily want what that person has as much as they don’t want them to have it. They don’t…
  • 10 Reasons I Don’t Believe 57% Matters

    S. Anthony Iannarino
    23 Jan 2015 | 7:03 pm
    I don’t believe that most buyers have a linear process. Just like your sales process isn’t linear, and just like you might go over the same ground a few times, your buyer’s process isn’t a straight line from point A to point B, even if we sometimes illustrate it that way to teach some point. If your buyer does have a linear process, it doesn’t benefit you, and probably doesn’t benefit them as much as they believe it does. There is no way to determine how far a complex organization is into their buying process. I don’t believe suggesting that buyers are 57%, 65%, or 117% into…
  • This CEO Will Not Hire You To Sell

    S. Anthony Iannarino
    22 Jan 2015 | 4:57 pm
    Read this: This CEO is never hiring another VP of sales or another commissioned salesperson. Mistakenly, he believes that access to information and peer feedback are the only thing people are going to use to make their buying decisions. And he just may be correct when the cost of acquiring something is low and the risk minimal. But this isn’t true in a complex sale. Where greater value can be created and risk is significant, the Internet isn’t terrific at creating the right level of value. He also believes the data (data which I believe to be deeply flawed, self-serving, and erroneous)…
 
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    Sales Sales Management Expertise

  • Why Your Sales Team Isn't Performing As Expected (Pt.5) - WIT

    Tony Cole
    27 Jan 2015 | 9:22 am
    WIT = Whatever It Takes! Successful selling is a WIT profession. Now, before you get sideways, I want you to assume that I am always working and speaking from a legal, ethical and moral standard.  So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone.  If you work strictly on referrals or introductions, that task is easier.
  • Why Your Sales Team Isn't Performing As Expected - Part 4

    Tony Cole
    19 Jan 2015 | 9:58 am
    Sales teams perform based on two inputs - effort and execution.  If your sales team isn't performing as expected, you must ask the question - Why?  Chances are you won't know for sure but you can describe the symptoms: Anemic pipeline Not closing enough Sales taking too long Not consistent in our prospecting Chasing too many of the wrong deals Etc. This can be a very long list - you get my point. Speaking of points - let's get to the point! As a senior sales executive, your job is to get to the root of the problem and then begin the process of addressing/fixing the problem.
  • Get More Sales Opportunities With These 5 "Go To Green" Activities

    Tony Cole
    19 Jan 2015 | 8:41 am
    By Tony Cole, President, Anthony Cole Training Group One of my favorite expressions is “You are tomorrow what you are planning for today.” My favorite thing to do is accomplish goals and I’ve learned over the years that the best way for me to accomplish goals is to plan for them first. Hello, this is Tony Cole, LIVE from WWHQ and welcome to another edition of Tony Cole Unplugged. Business planning as a sales professional has several components.  But, there isn’t a component that is any more important than using your calendar system to plan for your “green” activity. Now, what…
  • The Next 'Can't Miss' Game Changer for Salespeople

    Tony Cole
    14 Jan 2015 | 7:10 am
    I just read the following blog post by Dave Kurlan and I immediately asked for his permission to repost it here.  I've known Dave for 20 years and have represented his product and service all those years.  He started blogging when blogging wasn't cool.  His organization is a marketing and product machine.  Dave is truly a subject matter expert when it comes to hiring better sales people (link to our site), assessing sales organizations to answer 17 critical business questions (link to his site for download of sample) and he is an expert at helping sales managers get their…
  • Why Aren’t Your Sales People Selling as Expected? (Part 3)

    Pam Courts
    14 Jan 2015 | 7:09 am
    Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product.  Dave, (Dave, correct me if I’m way wrong) had developed this product and had been working on distributing it for about 5 years.  My distributor # is 64 which means that I was not in the initial group of distributors in his network.  So, Dave, on our initial call did not want to contract with me because he already had a distributor in Cincinnati… and that person had an exclusive contract. Not to be…
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Most Important Click Of The Year!

    Miles Austin
    8 Jan 2015 | 1:07 pm
    Most important click of the year? Pretty strong statement and I am comfortable making it. Listen to John Spence explain why you should attend this free event and what to expect. You would have to spend into six figures to get these speakers on the same stage at one time, yet each will be sharing their most focused, hard-hitting sales thinking during this live broadcast for free. S. Anthony Iannarino - @iannarino Catalyst. Instigator. Agitator, and the author of TheSalesBlog.com Mike Weinberg – @mike_weinberg New Business Dev & Sales Management Consultant, Coach, Speaker &…
  • Lifelong Learning Is A Choice

    Miles Austin
    24 Dec 2014 | 10:59 am
    Lifelong learning is a choice I make. The week between Christmas and the new year is one of my most anticipated times of the year. My private consulting clients are mostly unplugged. It used to create an awkward void due to the lack of business needs. That is no longer the case. I am off to school. Lifelong learning is a choice worth making. I have discovered this “down-time” is a perfect time for me to upgrade my skills and explore new areas of knowledge. This year I will be learning more on two topics important to my growth. The first course I am taking is on video production. I…
  • Website Analytics Can Tell You If You Are Winning Or Losing Future Customers

    Miles Austin
    22 Dec 2014 | 3:19 pm
      Website analytics can tell you if you are winning or losing future customers. Whether an individual blog or a business website, understanding website analytics is a crucial skill. Your website analytics can tell you whether people understand what you’re offering, whether people like your brand and whether or not your website is helping you make money. Google Analytics is the first tool that you should have installed and be reviewing on a minimum of once per month. There is quite a bit of information presented to you within your account and it can be intimidating when you first…
  • My Clients Made Me Do It-Web Tools For Everyone

    Miles Austin
    18 Dec 2014 | 9:07 am
    Web Tools have been good for my clients this year. The end of the year is always an extra busy time for me. In addition to the holiday activities and responsibilities I always enjoy taking time to look back over the year to review how I did against my goals. Only after I am satisfied that I understand how I did in the past year do I get to consider what I want to tackle over the next twelve months. It might be my favorite business activity. Do you have a similar routine? I had a significant revelation occur about 2 months ago, triggered by one of my consulting clients when he asked me this…
  • Attitude And It’s Impact On Your Success

    Miles Austin
    11 Dec 2014 | 4:50 pm
    Attitude impacts every aspect of your life. Most people agree with that statement and yet your attitude can be limiting the possibilities, opportunities and results you achieve. In the last week, I have had two conversations that highlight the upside and downside of attitude and it’s impact on our activity. I wrote earlier this week about a tool that I called a “game-changer” called Authority Spy. I also shared it with my subscribers in my monthly Web Tools update. Many people have jumped on the special offer and grabbed a great value. Most are in sales but many are small…
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    Social Media Podcast for Social Business by Shane Gibson Speaker and Author

  • LinkedIn For Business

    Shane Gibson
    14 Jan 2015 | 7:43 am
      A big thanks to the BMO Financial Group for inviting me to speak at your business development conference. LinkedIn as I mentioned is not a strategy, it’s a great tool IF you have the right processes and disciplines in place. The key components of a great LinkedIn in strategy includes: Having a complete profile with a current professional looking picture. (No phantom hands on your shoulder from the person you cropped out of your photo) Include as much of your work history, personal interests, memberships and rewards as possible – people buy from real people and also want to…
  • How Intent Can Empower Your Sales Conversations

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

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

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

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

  • Lost Sales and the Bottleneck Boss

    Keith Rosen
    10 Jan 2015 | 9:19 pm
    In the time it takes you to read this article, your sales manager may have caused the death of a sale. Here’s how to avoid it. When your direct reports approach you with a question or problem, the easiest, most visceral reaction and path of least resistance is to leverage your experience and provide what you perceive as value in the form of an answer or solution. This way, you can get back to the prior reactionary task or responsibility you were dealing with that got dumped on you at the last minute which needs to be handled immediately and as such, becomes your ever-shifting priority.
  • How to Make the Right Hiring Decision Every Time

    Keith Rosen
    21 Dec 2014 | 5:10 am
    Costly hiring decisions that are doomed from the start can easily be avoided if you simply make the choice to do so. Firing someone is never easy. Even when it’s glaringly apparent that it’s the right choice, I’ve never met a manager who likes letting someone go. Sales managers often wait until the very last possible moment before coming to that often painful, almost shocking realization that they need to terminate someone’s employment, hoping that they’ve done everything in their power to turn that person around and make them successful in their role. But even after this difficult…
  • This Manager Found a Top Salesperson Using This Email Simulation

    Keith Rosen
    14 Dec 2014 | 11:11 am
    How often do you and your salespeople use email throughout your sales process? Learn how to avoid hiring salespeople with the writing acumen of a five-year-old. The day starts like any other day. You open your inbox to check your emails. Maybe it’s from your boss or from the CEO of the company. Maybe it’s from a peer, direct report, customer or a vender. It could also be an email from customer service or a friend. Or, maybe it’s from someone you respect, even admire. After reading the email, you think to yourself, “A five-year-old can write a more articulate email than…
  • Honoring the Great Zig Ziglar

    Keith Rosen
    30 Nov 2014 | 5:07 am
    It’s been 2 years since the passing of Zig Ziglar, but his message continues to be a timeless reminder of what it means to be extraordinary. When Zig died two years ago, the world suffered a great loss  – and I lost a mentor, a role model and a friend. It was a privilege and honor to spend a day with Zig Ziglar, one on one at his corporate office in Dallas. We did this series of interviews back in 2009, which I never aired until last year. In honor of Zig Ziglar, I’m dedicating these ten videos in his memory. We are forever grateful for Zig’s wisdom and the gifts he has given…
  • The Secret to Being Happy at Work and Home

    Keith Rosen
    15 Nov 2014 | 9:08 pm
    Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness “Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” Here’s a teaspoon of reality for you. For how long? Imagine, for a moment, it’s the end of the quarter. You hit your sales quota. Congratulations! High-five! Let’s celebrate! And then what happens? The counter resets back to zero. It’s time to begin…
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    Get Clients: How to Attract and Win More Professional Service Clients

  • Bonus Market Leadership Strategy: Value Leadership

    Ian
    13 Jan 2015 | 11:23 am
    Here’s my bonus “Market Leadership for 2015″ video looking at Value Leadership.   To get access to my best client winning tips by email, sign up below. Get Free Instant Access »   You can catch the previous videos here: Thought Leadership Relationship Leadership Marketing Leadership Transcript Hi, it’s Ian here: welcome to the fourth, bonus video in my Market Leadership series. So far I’ve talked about Thought Leadership, Relationship Leadership and Marketing leadership as being three key drivers to standing out in your market place, attracting clients to you…
  • Market Leadership Strategy #3: Marketing Leadership

    Ian
    8 Jan 2015 | 10:02 am
    Here’s the third of my “Market Leadership for 2015″ videos, this time looking at Marketing Leadership. You can catch yesterday’s video on Relationship Leadership here. And the first video on Thought Leadership here.   Get notification of the next Market Leadership video and my best tips and strategies to help you attract and win more clients. Sign up below. Get Free Instant Access »   Transcript Hi, Ian here again. This is the third of my market leadership videos, this one is about market leadership through marketing leadership. What do I mean by that? Well…
  • Market Leadership Strategy #2: Relationship Leadership

    Ian
    7 Jan 2015 | 8:23 am
    Here’s the second of my “Market Leadership for 2015″ videos, this time looking at the second big strategy for insulating yourself from competition and establishing yourself as the preferred partner for clients: Relationship Leadership. You can catch yesterday’s video on Thought Leadership here and the next video on Marketing Leadership here.   Transcript Hi, it’s Ian here again. In yesterday’s video I talked about the importance of establishing market leadership to insulate yourself from from the increased competition and price pressure we’re seeing in…
  • Market Leadership Strategy #1: Thought Leadership

    Ian
    6 Jan 2015 | 11:58 am
    At the start of every year I like to set out the big themes I’ll be focusing on during the year, and I share those themes in the hope that you’ll find them useful in some way. In 2015 my big overarching theme is Market Leadership. As I’m sure you can guess, future blog posts, emails and video will focus on some of the practical details on how to achieve market leadership in your market. This first video of 2015 looks at the first of three big strategies I believe work the best to achieve market leadership for service and information based businesses: Thought Leadership. You…
  • The Best Email Subject Lines To Get People To Open Your Emails

    Ian
    25 Nov 2014 | 5:05 pm
    Your primary goal in email marketing is to get results. That might be sales, client enquiries, offers to come and speak. And, of course, the first step to getting people to take action is that they have to open and read your emails. In today’s overcrowded world, that’s no easy task. Once you’ve established a reputation for sending valuable emails, your subscribers will begin to open them by habit. A bit like they might always open emails from friends and colleagues. But until that happens, and to catch the “swing voters” who might or might not open your emails t…
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    Dealmaker365 Blog

  • 8 Steps to the Good Side

    Donal Daly
    10 Jan 2015 | 5:11 am
    > They say that a child laughs on average 300 times a day, and an adult just 5 times. If that is true, it is pretty sad. I get how life can catch up with us; but at the end of the day what you see in the mirror is what other people see. If you smile, others are more likely to smile back. It’s an example of positive engagement. Most successful people smile. Cause and effect. I have nearly always worked for myself so I’ve never had the benefit of a senior in-company role model (though I have learned a lot from the people who worked with me in the various companies). So, when I started my…
  • 5 Steps to a Great Sales Insight

    Donal Daly
    29 Dec 2014 | 7:59 am
    Much has been said about the need to bring insights to your customers. In today’s world of more informed buyers, it is clear that you need to do more than just communicate the capabilities of your product. However, not much has been written about how to do this well or consistently. Sellers are struggling to know where to start, and some sales and marketing organizations flounder when trying to build an ‘insight machine’ that scales. How can you ensure that your insight machine (a) delivers insights that customers appreciate and (b) guides them to your solutions? According to Forrester…
  • What Customers Should You Pursue in 2015?

    Donal Daly
    22 Dec 2014 | 1:21 am
    > In business, there are really only two things that you control; who you call on, and what you say when you get there. If you put the effort into deciding what customers you call on, you are much likely to be effective when you get there. This applies as much to individual sellers as it does to those responsible for developing the company’s strategic sales or marketing approach. So, how do you decide where to spend your selling time in 2015? You need to decide where to prioritize your time, because not all account or opportunities (or markets) are equal. How to Get Started In the simple…
  • (Sales) Interaction Design

    Donal Daly
    14 Dec 2014 | 4:53 am
    I had an interesting discussion just the other day about the [putative] rise of social selling; increase in virtual, rather than physical, sales engagement; and the rush to redeploy field sales resources to inside sales. The topic being discussed was how, or if, a company should adjust its sales strategy to accommodate or leverage these new capabilities. I have a few thoughts about this and I would welcome your opinion. There is a growing body of opinion that these “trends” (social, virtual, inside) are the ‘new normal’, and unless you quickly adopt them, and switch your investments…
  • A Sales Story for Our Time: Part 2

    Donal Daly
    12 Dec 2014 | 3:21 am
    … This is not the way it’s meant to be. It’s far too complicated. Christy Dignam’s plaintiff voice crept out from the Bang and Olufsen surround sound system in Jack Swenson’s new 7 Series. Jack always felt that Dignam, the lead singer of Irish rock band Aslan, was one of the world’s undiscovered singers. “Damn right, it’s far too complicated” Jack mused as he nudged the BMW forward on San Francisco’s Montgomery Street. As CMO of JKHiggs, Jack was thinking about his conversation with Matt Langton, one of JKHiggs’ star sales performers. Or, perhaps better said, one of…
 
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    Jonathan Farrington's Blog

  • Whatever Happened to the Lone Ranger?

    Jonathan Farrington
    26 Jan 2015 | 3:29 pm
    The Lone Ranger is dead. Instead of the individual problem-solver, we have a new model for creative achievement. People like Steve Jobs or Walt Disney headed groups and found their own greatness in them.  Professor Warren Bennis, Distinguished Professor of Business Administration, Marshall School of Business, USC, provides a blueprint for the new model leader: “He or she is a pragmatic dreamer, a person with an original but attainable vision. Inevitably, the leader has to invent a style that suits the group. The standard models, especially command and control, simply don’t work. The…
  • The Fine Art of Intuitive Management

    Jonathan Farrington
    19 Jan 2015 | 4:20 pm
    As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself very fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened – not unlike the way a master piano-tuner listens. He was using his well-trained ear to identify the slightest imperfection. I knew him well…
  • Are You Really Up to the Challenge of Change?

    Jonathan Farrington
    13 Jan 2015 | 2:21 am
    Becoming a Top 5% sales performer requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders. You are faced with new ways of thinking, many of which directly challenge what you have been taught and believe. When faced with significant innovations in thinking, we tend initially to find ourselves in one of the following three characterizations: The “Authoritative Critic” The “Authoritative Expert” The “Enthusiastic Apprentice” We can think about these three characters as being on…
  • Je Suis Charlie, Tu Es Charlie ….Nous Sommes Charlie

    Jonathan Farrington
    8 Jan 2015 | 2:20 pm
    Unsurprisingly, here in Paris the mood has been incredibly sombre. Everyone I have met in the past 24 hours has wanted to share their despair, their shock, their incredulity. This is all to be expected, but my real concern is that now I am witnessing that initial numbness being replaced by anger, and a thirst for revenge. These are emotions which will not, under any circumstances, provide us with a long term solution. Whatever our faith, be it Muslim, Christian, Jewish, Hindu or even Atheist, we absolutely must try to discover the key to co-existence and mutual respect, which is quite simply,…
  • Sales Process – Help or Hindrance?

    Jonathan Farrington
    15 Dec 2014 | 5:08 pm
    Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making. Typically, their judgment is based on gut reaction and is purely subjective i.e. “Oh yes, I’ll get that order, he likes me” because salespeople have to be optimistic by nature. They end…
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    Inside Sales Thought Leadership Blog

  • Virtual #SalesKickoff- 50 Experts Predict 2015

    Josiane Feigon
    26 Jan 2015 | 1:13 pm
    This is the time of year when everyone is either leaving or coming back from their annual sales kickoff – they fly to places like Vegas and sit in air conditioned or overly heated hotel conference rooms, watching tons of slides and people competing for center stage. It’s no wonder that Millennials behave badly at kickoff. That’s why virtual sales kickoffs make the most sense – no traveling, no long presentations, no sandwich boxes with stale bread. Tomorrow is the largest sales kickoff of the year – 50 sales experts will gaze into their crystal balls and…
  • Book #3 – Would You Like to Join My Tribe?

    Josiane Feigon
    14 Jan 2015 | 3:44 pm
    My writing momentum is underway. As I begin to write Book #3, Smart Selling to the Right People (AMACOM 2016), I find that I need a little help from my friends. My days are filled with words, sentence structures, chapter outlines, and predictions.  There are days when the last thing I want to hear is a question from a well-meaning friend who asks, “So . . . how’s the book coming along?” The good days are when my trusted editor, Naomi Lucks, emails her edits and says, “You are definitely on track with this chapter.” But its awfully quiet here, just me and my…
  • Rethink Quitting Your Job in 2015

    Josiane Feigon
    9 Jan 2015 | 7:45 am
    We are still sitting on 6.1% unemployment, and the student loan debt increased to $1.13 trillion (an increase of $8 billion) as of September 30, 2014. People should feel lucky they are employed, right? So why has quitting your job become such a drama these days? Maybe you remember last year’s angry, disturbing rant from a San Francisco tour guide on her last day of work on a double-decker tour bus. She decided to quit with bang, going off — WAY off, on her loudspeaker, in the middle her Chinatown tour — about how much she hated Chinatown (whaaat?). Her disturbing rant went…
  • Resolution for 2015: The Year of Birthing the “Yes”

    Josiane Feigon
    6 Jan 2015 | 10:59 am
    I just got back from my personal retreat up on a mountaintop — the Mount Madonna Center, where I focused on pouring out the basic ideas for Part 1 of my new book. Off to a good start! I highly recommend personal retreats for everyone — especially if you are already a person who regularly evaluates the past and present and lays the groundwork for the future. Quiet retreats are your personal time to think, dream, organize, and assemble your life’s purpose (and also: Nature!).  I came back feeling not just refreshed but at peace with welcoming a new year and trying out some…
  • 10 Ways to Sell to Millennial Decision-Makers

    Josiane Feigon
    19 Dec 2014 | 2:39 pm
    Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. This ambitious and driven group simply doesn’t see any boundaries when it comes to moving into management roles — in fact, almost 30% of them have already climbed to management positions. And they have SERIOUS spending power — they are expected to outspend Baby Boomers annually within five years, and their spending will climb to $200 billion by 2017. These are your customers: Now what? These digitally savvy natives are motivated for success, and on track to be our…
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    EyesOnSales.com

  • How to Get Referrals from Your Existing Clients

    editor@eyesonsales.com
    27 Jan 2015 | 10:00 am
    Sales Question: "What’s the Best Way to Get Referrals from Your Existing Clients? Our sales team is calling and asking the “WHO DO YOU KNOW?” question but we aren’t having much success." SalesBuzz Answer: By Michael Pedone I’m not a fan of the “Who do you know?” question for two reasons: 1.It puts your client on the spot when they weren’t prepared for it; 2.Even when you get a few names, in most cases, they are just about an inch above the quality of opening a phone book and randomly picking out a name. Your clients may be a great fit, but that…
  • 3.5 BIG Questions and 3.5 BIGGER Answers

    editor@eyesonsales.com
    26 Jan 2015 | 10:00 am
    1. How come people don’t call me back? People not calling you back is not a problem, it’s a symptom. Here are some of the real reasons people don’t call you back: Boring message.  Insincere message. Sales message not a value message. Self-serving message. No humor employed. Non-compelling message. How should you leave a voicemail? Answer: Give your name and number first Offer facts and valuable information on what they want to hear (not what you have to sell) – 30 words or less and ASK for a callback or text Give your name and number AGAIN  NOTE: If you have…
  • Six Steps for Creating a Successful Inside Sales Team

    editor@eyesonsales.com
    19 Jan 2015 | 10:00 am
    Inside sales – already an important component for many company’s sales efforts – is expanding as more companies develop or add to this valuable sales channel.  Here are six things to consider to insure your new sales team is effective and profitable. #1 Define the role of your inside sales team.  When considering building or adding onto your inside sales team, defining their role will guide every decision you make, including who to hire, how to compensate, and how much training and supervision will be needed.  Ask yourself: Is your inside sales team going to…
  • Proper, pointed, precise, purposeful response shortens the sales cycle.

    editor@eyesonsales.com
    16 Jan 2015 | 10:00 am
    How do you respond to your customer’s words and barriers? The answer is: CAREFULLY, TRUTHFULLY, and with AUTHORITY. Whether it’s a bold statement in response to a challenge, or a it’s promise you make in order to gain buyer confidence, or it’s a guarantee that provides the prospect with peace of mind, whether it’s an irrefutable fact to prove your point, or it’s your ability to communicate passionately to the perspective buyer, the right words can create a buying atmosphere and complete a sale in a very few minutes. The challenge to you, the salesperson, is…
  • This year’s success is hidden in these numbers

    editor@eyesonsales.com
    15 Jan 2015 | 10:00 am
      It’s that time of year again when we all turn to goal setting. And it’s not just because it’s the beginning of the year and people are setting New Year’s resolutions to exercise more, eat more healthily, and spend more time with family. In our business lives, the start of a new fiscal year causes us to look ahead to what we want to accomplish in the new year. I’m not one to set New Year’s resolutions. It won’t surprise you to learn that I don’t believe you have to wait until January 1st to set resolutions that will change your personal or…
 
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    The Accidental Negotiator

  • When You Are Negotiating, It’s All About The Bottom Line

    drjim
    22 Jan 2015 | 1:00 am
    The bottom line is what drives most negotiations Image Credit: Philippe Put So how is that negotiation going? Generally, speaking, no matter what negotiation styles or negotiating techniques are being used, we judge our negotiating success with how the bottom line is looking. The bottom line is more often than not evaluated in financial terms. This is how most of us have been trained to evaluate a bottom line and therefore a negotiation. However, it turns out that we might be doing this all wrong. There are other things that we need to be considering… A Financial Bottom Line Has Many…
  • Every Negotiating Issue Has Multiple Solutions

    drjim
    16 Jan 2015 | 1:00 am
    When it comes to solving negotiating issues, there are always multiple optionsImage Credit: Rilind Hoxha Although I’m sure that many of us have heard about negotiations that got hopelessly deadlocked, it turns out that in most cases a negotiation can always be kept on track so that you can reach a deal with the other side no matter what negotiation styles or negotiating techniques are being used. The key is to understand that you always have the power – you could walk away from the deal if you had to. Since we never want to do that, what we need to do is to understand how to work…
  • In A Negotiation, It’s Not What You Know, But What People Think You Know

    drjim
    9 Jan 2015 | 1:00 am
    In a negotiation, not everything is as it seems…Image Credit: Vector Hugo I wish that I could tell you that I know everything that has to be known in this world. However, the truth is that I actually know very little when you consider all that there is to know. What this means is that when I walk into a negotiation, I’m really at a bit of a disadvantage – there are things about the negotiation that I don’t know. What can I do to turn this disadvantage into an advantage for me? The Power Of Apparent Knowledge Apparent knowledge is all about making the other side of the…
  • The Power Of Actual Knowledge

    drjim
    18 Dec 2014 | 1:00 am
    In a negotiation, knowledge is powerImage Credit: tellatic Rarely do negotiations just happen. Instead, they are planned well in advance and you’ve got plenty of time to get ready to participate in them and to deal with all of the different negotiation styles and negotiating techniques that you’ll encounter. What this means for you as a negotiator is that you need to make use of the (limited) time that you have in order to show up well prepared for the negotiation. Great concept, but just exactly how are we supposed to go about doing this? What Is Actual Knowledge? There are two…
  • In A Negotiation, Information Is Power

    drjim
    12 Dec 2014 | 1:00 am
    In a negotiation, the more information you have, then the more power you haveImage Credit: Heath Brandon Every negotiation is about power. Who has it, who wants it, and where did it all go. As negotiators, we are always looking for negotiation styles and negotiating techniques that we can use to become more powerful. It turns out that there is one simple way that we can make this happen: get more information. How To Get An Advantage In Your Next Negotiation When we walk into our next negotiation, we’d like to be in the strongest position possible. In order to do that, it all comes down…
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    Paul Castain's Sales Playbook

  • Are You Losing Opportunities Because You’re Boring?

    Paul Castain
    27 Jan 2015 | 7:50 am
    You might be losing opportunities simply because you’re boring . . . I know, Ouch but please read on! You bore potential clients when you . . . Keep trying to reach them on the same channels that are completely flooded like; Phone and Email Want to bore them at an even higher level? Keep […]
  • I Don’t Like Missing A Sale For The Wrong Reason!

    Paul Castain
    26 Jan 2015 | 5:57 am
    There’s is nothing worse than losing a sale for the wrong reason and believe me, I’ve had my share of those! As a matter of fact, I bet you I’ll lose several tomorrow evening (and get some snotgrams from my readers too) when we cut off registration for Wednesday’sHow To Hunt More Effectively program. People […]
  • Are You Trying To Beat Prospects Into Submission?

    Paul Castain
    20 Jan 2015 | 5:32 am
    Somehow, unbeknownst to me, I opted in to receive emails from 1-800-Flowers after I ordered some holiday gift baskets. I realized it mighty fast when I received (and I’m not exaggerating) 8 emails in a 3 day period. In their defense, it was the weekend before Christmas so there was a bit of a deadline […]
  • 92% Of Us Will Probably Miss The Mark This Year

    Paul Castain
    19 Jan 2015 | 5:24 am
      According to research from University of Scranton, 92% of us WON’T achieve our goals this year! This could be for a variety of reasons. 1) Maybe we set something that resembled more of a prayer than a goal. In other words, the goal wasn’t realistic in the first place. Kind of like me setting […]
  • A Quick Tip To Start Your Week Strong!

    Paul Castain
    18 Jan 2015 | 1:05 pm
    This week’s quick tip addresses something that many of us disregard and yet. it can make a huge difference in our day. Sound like I’m exaggerating? Well then you might want to give this a quick listen (especially to the study I reference) Go ahead, I triple dog dare ya and it will only take […]
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    SALESPRACTICE.COM

  • Disqualifying automobile sales opportunities

    22 Jan 2015 | 9:19 am
    What criteria do you suggest salespeople at retail automobile dealerships disqualify/qualify against? [...] http://www.salespractice.com/forums/t-11111.html
  • I am boring people, I am boring myself! lol

    17 Jan 2015 | 5:59 am
    Ok, i am the kind of person that once i get the message right i just go for it, but there is a message i just cant get [...] http://www.salespractice.com/forums/t-10467.html
  • Common causes for lackluster sales performance

    13 Jan 2015 | 12:21 pm
    Is there any pattern or common problems you see that account for lackluster sales performance from salespeople like not [...] http://www.salespractice.com/forums/t-9225.html
  • The Science and Practice of Personal Selling

    9 Jan 2015 | 9:35 am
    Out of curiosity, which topics would you expect to find in a book titled, "The Science and Practice of Personal [...] http://www.salespractice.com/forums/t-11181.html
  • Software business is hard to approach!

    2 Jan 2015 | 11:16 pm
    Hi, A lot..a lot.. a lot of organization really do not purchase the software to enchance their current situation. [...] http://www.salespractice.com/forums/t-8873.html
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Business Culture and Introverts

    the_alen
    27 Jan 2015 | 5:56 am
    Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t it? On the surface, this sounds like an automatic recipe for success for the extrovert, and disaster for the introvert. But as you’ll soon read, introverts can excel in this culture, by making the most of their unique attributes. Since the early part of the 20th century – along with the rise of corporations – extroversion has been favored over introversion as a way of doing business.
  • Four Obligations Every Insurance Agent Has

    the_alen
    21 Jan 2015 | 7:02 am
    The members of any profession, since they constitute a specifically trained group of people, are looked upon to assume the responsibility of leadership in work allied to their own. The doctor is looked upon as the leader in public-health campaigns, and the lawyer in campaigns for civic betterment. You, like every other successful insurance agent, should be interested in any movement which works toward human betterment; but there are certain fields in which your profession enables you to do particularly valuable work: 1. As a Promoter and Teacher of Thrift. The social significance of this…
  • Two Types of Objections When Selling Insurance

    the_alen
    19 Jan 2015 | 5:43 am
    It would be out of the question, of course, to assign any objection to a definite group and to prescribe a way of meeting that objection. When your prospect says, “I can’t afford it,” he may mean, “I don’t want to waste time talking to you” — in other words, your prospect can use this statement as a way of ending the conversation with you either over the phone or when you meet them face to face. He may, on the other hand, wish the insurance, but raise the objection because of a mortgage on his home which must be lifted, not realizing the important part…
  • Meeting Objections When Selling Insurance

    the_alen
    12 Jan 2015 | 3:48 am
    There are only two topics upon which you may speak authoritatively with a free imagination and without the possibility of being controverted. You may talk of your dreams and you may tell what you heard a parrot say. Both Morpheus and the bird are incompetent witnesses; and your listener dare not attack your description of events. The average insurance agent can remark that he or she can never launch forth into a presentation without fear of encountering some opposition, and that no sale is made without meeting objections. If there were no objections it wasn’t a sale at all; it was an…
  • 7 Reasons Why People Don’t Buy Insurance

    the_alen
    5 Jan 2015 | 11:00 am
    It is an important fact in human nature that each person’s mind tends to construct and live in its own mental world and to resist invasion. Hence, there exists in most people a strong predisposition to object to proposals which they think will commit them to an unaccustomed course of action, or which will necessitate a rearrangement of ideas. The person who is being solicited for any sort of proposition almost instinctively takes a defensive attitude. The more experience a person has had with salespeople, the more this defensive attitude is developed. In the language of the army, the…
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    Your Sales Management Guru

  • The Soft Edge; where great companies find success

    kenthoreson
    19 Jan 2015 | 6:22 am
    The Soft Edge Where Great Companies Find Lasting Success This week’s blog is a book review, The Soft Edge by Rich Karlgaard, published by Jossey-Bass. This is an excellent management book for any level in any company, I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! In the first chapter the author discusses the 3-sided triangle of business; the bottom is the Strategic Base, the left side is the Hard Edge and the right side becomes the Soft Edge. The hard edge is the traditional operations, ratios, measurements and…
  • Increasing Velocity is a Critical Success Factor

    kenthoreson
    13 Jan 2015 | 6:02 am
    Increasing Your Velocity is a Critical Success Factor   It’s normal.  After any keynote presentation members of the audience will approach me to ask further questions on my program or make more in-depth comments on related topics, frankly I truly enjoy these kinds of give and takes. Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could  use to drive increased levels of sales pipeline values and revenues.  A portion of what I spoke about was from a recent blog:  The One Must Do Action…
  • The One Must Do Action Step to Ensure a Great 2015

    kenthoreson
    29 Dec 2014 | 5:27 am
    The One Must Do Action Step to Ensure a Great 2015 What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company.  We call it the Annual Client Audit Review. The objective of this meeting is actually made up of many sub-steps. This will reinforce in the mind of the salesperson the benefits the products/services that…
  • AMP UP Your Sales

    kenthoreson
    15 Dec 2014 | 5:43 am
    Amp Up Your Sales Powerful Strategies that Move Customer Fast, Favorable Decisions By Andy Paul I kept nodding my head and saying; Yes, Yes, Yes as I turned the pages. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. He has broken his 40 chapters into eight (8) parts that range from; Simplifying your sales Accelerating responsiveness Maximizing value Selling…
  • NON STOP SALES BOOM

    kenthoreson
    9 Dec 2014 | 12:18 pm
    NONSTOP SALES BOOM Powerful Strategies to Drive Consistent Growth Year After year by Colleen Francis Time for a new book review-that must be added to your sales library! (Ken Thoreson) I finished this book by Colleen Francis, published by AMACOM on my flight back from San Diego.  I could tell that the person next to me kept looking as I kept underlining various paragraph’s, drawing circles around bullets and folding over the corners of the book.  As I worked my way through the book he finally had to ask the question: “What do you find so interesting? My answer: This book is the closest…
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    Meeting to Win's Blog

  • Sales Managers, Know the Cost of an Open Territory

    admin
    9 Jan 2015 | 4:31 am
    Open territories can devastate a year for a sales manager, but sometimes there is not a sense of urgency to fill these positions.  A territory left unattended is open to the competition or just a decline in sales due to lack of attention.  One of the best and most eye-opening exercises I did as a Sales Manager was to analyze the rate of sales decline in open territories in my region.  It was shocking how much sales declined within 30 days.  We were in a highly transactional business, but still with contracts.  Without the attention from the salesperson, the customer didn’t keep the…
  • Don’t Waste January

    admin
    6 Jan 2015 | 11:09 am
    I love the start of a new year in sales.  Everyone seems to be ready to get back to work, refreshed from some time off, but also more willing to take a new approach to achieve results or fix problems.  This is a great time to be a salesperson.  Customers are examining how to make the new year better than the previous one and if you can help them do that, then it’s a great time to reach out for a conversation. Don’t waste the golden moment which is January.  The excuses for not calling customers during January are (1) “I’ll call them after my kick-off…
  • End of Year… and Beyond… with Meeting to Win

    admin
    15 Dec 2014 | 10:11 am
    This has been a great year for Meeting to Win.  We’ve been providing our subscribers with weekly sales team training topics since 2008!  I really can’t believe it.  So much has changed in the business world during our 7 years in business and the flexibility and “real time” of our model has allowed us to provide relevant topics every week during whatever is going on in the economy, business environment and selling season.  It is truly our privilege to start another year with our subscribers. This year, we redesigned our weekly sales team meeting topics to flexibly…
  • Upcoming Sales Team Meeting Topics

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

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

  • Data-Driven Content Marketing: An Introduction

    23 Jan 2015 | 10:50 am
    Your content marketing is responsible for building awareness and generating trust while it finds new prospects for your company. Learn how to drive efficiency into your content marketing efforts by letting big-data answer four critical questions:What should you write about?Who are the influencers you should target and partner with?Where should you distribute and promote your material?How effective is your overall program at generating attention and reactions?Learn how Fortune 1000 marketers are boosting their results and justifying their growing content marketing budgets!Request Free!
  • 2015 Sales Success Kit FREE Now for a Limited Time!

    23 Jan 2015 | 8:50 am
    America's #1 salesman shows you how to send sales soaring. The eBook focuses on field-proven strategies for selling:Stop thinking like an employee and start thinking like an entrepreneurSurround yourself with positive peopleKnow your product, yourself, and your clientUnder-promise, over-deliverTurn problems into opportunitiesThis exclusive kit offers a wide range of Sales resources and research for Sales professionals:52 Weeks of Sales Success, 2nd Edition eBookE-Signatures and Sales: How IT Can Enable the Business to Close Sales Deals Faster10 Ways Sales Benefits from Marketing…
  • What Does Customer Experience Mean for Your Social Business?

    23 Jan 2015 | 12:00 am
    These are all the actions businesses must take to deliver a seamless customer experience. However, one person can't do it. It is even too much for one department. Customers interact with brands across all company functions, such as marketing, sales, and service, as well as across social channels. So marketers must include colleagues across the organization to accomplish a consistent and responsive engagement approach for customers and prospects.Watch this on-demand webinar to learn how to:Understand each customer's specific situationDeliver personally relevant and rewarding experiencesFind…
  • Customer Experience Management Best Practices for e-Businesses

    23 Jan 2015 | 12:00 am
    Find out the five ways to increase conversion and adoption rates for today's e-Businesses.Request Free!
  • Understanding Your Customer's Lifecycle Journey

    23 Jan 2015 | 12:00 am
    Read this white paper to discover how you can gain a better understanding of your customer's lifecycle journey.Request Free!
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    Salesjournal

  • 11 Health And Fitness Apps That Achieve Top Results

    caitlinhoward
    22 Jan 2015 | 8:33 am
    By Jennifer Cohen (Forbes) Need some end of month inspiration for your 2015 fitness goals? Then keep reading to learn about 11 different health and fitness apps that will help you achieve your goals and results! 11 Health And Fitness Apps That Achieve Top Results 
  • 5 Productivity Tips for Your Next Business Trip

    caitlinhoward
    22 Jan 2015 | 8:19 am
    By Ritika Puri (HubSpot Blog) Business travel is often a perk for many salespeople, but it can also set you back on tasks and priorities if you’re not careful about how you manage your time. Keep reading to learn about 5 tips to use on your next business trip in order to stay productive and efficient. 5 Productivity Tips […]
  • Sales Leaders, Are You Micromanaging the Wrong Metrics?

    caitlinhoward
    22 Jan 2015 | 8:06 am
    By Scott Edinger (Pipeliner CRM Blog) Did you make it your goal to spend more time coaching and mentoring your sales reps this year? Then make sure you’re focusing your efforts on the right things. Learn what sales activities you should focus on that will have the greatest impact for your sales reps. Sales Leaders, Are You […]
  • 5 Things You Can Do in 2015 To Make Your Sales Quota

    caitlinhoward
    22 Jan 2015 | 7:48 am
    By Jim Hopes (The Center for Sales Strategy) Looking to make 2015 your best sales year yet? Then start by learning to control these 5 things and you will be on your way to achieving your sales quota this year. 5 Things You Can Do in 2015 To Make Your Sales Quota
  • 2015 Fast Start Guide for Salespeople [SlideShare]

    caitlinhoward
    23 Dec 2014 | 5:44 am
    By Emma Snider (HubSpot Sales Blog) 2015 means a new quota and new goals for salespeople, but it can often be hard to know where to begin. Keep reading to learn what salespeople should do during the first 30 days of 2015, best practices they should adopt, and the best advice from top salespeople. 2015 Fast […]
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    Peak Sales Recruiting | Sales Recruiter

  • Six Sales Onboarding Tools to Welcome and Train New Hires

    Susan Halliwell
    21 Jan 2015 | 7:57 am
    Each year, the Aberdeen Group surveys more than 200 companies to ask them about their new hire onboarding efforts. The report finds that best-in-class companies that offer dynamic onboarding programs enjoy a much higher employee retention rate – and employees reach their goals faster than those at companies without strong programs. Companies that show a commitment to onboarding use tactical and strategic initiatives, a structured approach, in addition to technology throughout the onboarding process. These efforts pay immediate dividends by working to protect an investment in recruiting and…
  • B2C vs. B2B Sales Recruiting: Establishing the Differences

    Eliot Burdett
    16 Jan 2015 | 12:00 am
    When we launched Peak Sales Recruiting many years ago, we looked at the market and recognized the under served need for companies to recruit high achieving sales people. While it is was overly common at the time for recruiting companies to specialize their services outside of a geography, we saw an even more acute need for B2B companies to recruit and hire top performing sales people. Over the years, Peak Sales has been engaged in thousands of successful B2B sales recruiting searches. Those outside the sales profession might wonder why the business to business (B2B) matters. Aren’t all…
  • Is the Extrovert Always Right for Sales?

    Keith Johnstone
    12 Jan 2015 | 2:00 am
    It’s interesting to note that a paper in the American Psychological Association titled “Introverts and Extroverts” published in 1924 ends with a question about whether introverts and extroverts belong to personality types at all. The paper provides definitions of both terms – an introvert being “an individual in whom exists an exaggeration of the thought processes in relation to directly observable social behavior, with an accompanying tendency to withdraw from social contacts.” An extrovert, conversely, is “an individual in whom exists a diminution of the thought process in…
  • 17 Statistics To Improve Cold Calling In 2015

    Susan Halliwell
    6 Jan 2015 | 6:59 am
    Debate rages between sales experts that advocate cold calling is “dead” or “dying”, and those who see it as  “rising from the dead”, “not dead”, or only “semantically dead.” The truth is, sales tactics traditionally referred to as cold calling are still very much alive and is an important strategy utilized by sales management in high-growth companies (Profit Guide, June 2013). (In fact, within a day of downloading one of the studies mentioned below we received a call from a sales rep!) To help you keep up to date, we’ve…
  • Handling Counter Offers in Recruiting

    Eliot Burdett
    15 Dec 2014 | 12:00 am
    Having to deal with counter offers is one of the most difficult challenges facing successful companies looking to grow and attract great talent. Great employees are hard to find, highly sought after and almost always gainfully employed. No employer wants to lose people like this without a fight, so when an employer learns that one of the their best employees is intending to resign, in all probability there is going to be a strong effort to prevent them from going (although this is not always the case To Counter Offer or Not to Counter Offer?). In our business, which is based entirely on…
 
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    Sharon Drew Morgen

  • Assumptions: Why Being Right Is Wrong

    Sharon Drew Morgen
    26 Jan 2015 | 8:39 am
    While researching my new book What? I discovered that when listening to others, we naturally assume we understand what’s meant and don’t question our assumption. Yet the filters our brain uses to hear what others mean to convey preclude accuracy, leading to faulty assumptions. Essentially, here’s what happens that makes accuracy so difficult (for more detail and research references read my free digital book What? Did you really say what I think I heard?): We only retain words we hear for approximately 3 seconds. On direct listening, our brain automatically and haphazardly deletes…
  • Avoiding Resistance or Why New Year’s Resolutions Fail

    Sharon Drew Morgen
    20 Jan 2015 | 10:35 am
    Every year, with the best will in the world, we make New Year’s resolutions to make some sort of change, like exercising more or eating healthier. We start off with great gusto and determination, yet by February we begin making excuses to avoid the gym, or convince ourselves pizza would be great for dinner. What happens? We’re approaching change in the wrong way. But we can easily make it right. BELIEFS DEFINE BEHAVIORS Here’s the problem. Within each of us are long-held rules and principles, created and maintained by our idiosyncratic belief structure. I call this internal,…
  • Getting To Agreement

    Sharon Drew Morgen
    12 Jan 2015 | 8:39 am
    We all theoretically recognize that everyone has the right to their own beliefs. But in situations where we have great passion (or the moral high ground, as we would like to believe) we have difficulty being generous with those who disagree with us. Wouldn’t it be nice to persuade others to see the world as we see it? What’s causing the disparity between ideas, goals and convictions?   BELIEFS People’s viewpoints, values, and world view come from their core beliefs, acquired through the experiences of our lives: from parents and education; religion and what we do for a living; what…
  • The Business of Kindness

    Sharon Drew Morgen
    9 Jan 2015 | 5:35 am
    With little ability to read during my bout with the flu over Christmas, I listened to NPR. What I heard was hopeful: programs discussing kindness. Kindness – not a word historically associated with corporations, those bastions of male verve – is now being equated with the bottom line. How times have changed. In the 90s when I gave keynotes titled ‘Sales as a Spiritual Practice’ I would get asked: “Yes, but how would we make money?” Imagine embracing the desire to be helpful and considerate, compassionate and generous as part of accepted business practice. We all know what happens…
  • Sharon Drew Morgen is on the cover of SSE/HR magazine

    Sharon Drew Morgen
    9 Jan 2015 | 4:53 am
    Click the SSE Magazine Cover to read the entire article.       Sharon Drew Morgen is on the cover of SSE/HR magazine is a post from: SharonDrewMorgen.com
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    A Sales Guy | A Sales Blog | Sales Consulting

  • Can You Sell Like This?

    Keenan
    26 Jan 2015 | 1:31 pm
    There is no question selling is both art and science. Like most things where art and science collide, science gets all the attention. Why? Science is measurable. It’s data-driven. We can touch and feel the science of sales. It’s black and white and as humans, we love that shit. How many times have we heard the phrase; “If it can’t be measured it doesn’t count?” I think there’s some truth to that statement, but to me sales goes a lot further than the science. The art of sales is very hard to measure. It’s hard to put our finger on the delivery of…
  • You’re NOT an Employee, You’re A Product

    Keenan
    22 Jan 2015 | 12:05 pm
    How’s that title make you feel? Are you feeling a little minimized? I get it. Saying you’re not an employee can sting a little, but why play games, why pretend? As much as we like to think we’re an employee, that should be cared for and respected; we are the product before we are anything else. Here’s why? It breaks down like this. When a company is hiring for any position, they have a problem. Something isn’t getting done that needs to get done. The company needs more sales. They need someone to do payroll. They need an application built. They need help on the…
  • Martin Luther King Day — Is The Equality Glass Half Empty or Half Full?

    Keenan
    19 Jan 2015 | 9:16 am
    I have been doing a lot of thinking about what to write today. The events of 2014 and Ferguson andMichael Brown, Eric Gardner and I can’t breathe, Tamir Rice and the toy gun, and John Crawford and Walmart have pushed many people to question how far has this country really progressed when it comes to race? To many, we’ve come a long way and racism is a non-factor. To others, we’ve barely moved an inch and racism is still the ugly scourge it has always been. It has just found a home hiding under the surface. So which is it? For me, I think we’ve come a long way. I think…
  • Who Wants to Go Skiing With Me?

    Keenan
    13 Jan 2015 | 7:54 am
    OK, who wants to go skiing with me? As most of you know, I’m an avid skier. Last year I logged over 1 million vertical feet. I’m also a PSIA Level 2 ski instructor. I love skiing. It is a phenomenal experience. It’s challenging and relaxing. It’s cerebral and ethereal. It’s great alone or with a group. You can do it when you’re young or old. It’s fun on AND off the hill.  It truly is one of the most inclusive, holistic sports there is and we at A Sales Guy want to share it with our badass community. Therefore, this year we’re rewarding one…
  • Do You Seriously Believe You Can Do That . . . Seriously?

    Keenan
    12 Jan 2015 | 3:29 pm
    Do you seriously believe you can exceed 200% of quota? Do you seriously believe you can be the CEO? Do you seriously believe you can get into that account? Do you seriously believe you can raise 100 million dollars? Do you seriously believe you can get a job with Warren Buffet? Do you seriously believe you can have your bosses job in a year? Do you seriously believe your idea can change everything for your company? Do you seriously believe you can be the top sales rep? Do you seriously believe you can grow your company 100% year over year? Do you seriously believe you can help Bill…
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    Sales Motivation and Sales Training

  • How Much Value Do You Personally Bring to Your Customers?

    TheSalesHunter
    27 Jan 2015 | 8:04 am
      Do you bring value? How do you know you bring value? Do your competitors bring more value than you? These aren’t flippant questions. They’re serious and they deserve some real thinking. Your customers are looking for value. They expect it not only from what they’re buying from you, but also from you.   If you […]
  • How to Identify High-Value Prospects and Accelerate Your Results

    TheSalesHunter
    26 Jan 2015 | 7:41 am
      Do you want to know what it takes to identify the prospects who will dramatically impact your bottom line? Of course you do! I will be presenting on this topic in the Washington, DC, area on February 27, for the Institute for Excellence in Sales & Business Development (IES&BD). Accelerating the Prospecting Process: Isolating […]
  • Sales Motivation Video: Who You Must Not Overlook as Profit Boosters

    TheSalesHunter
    25 Jan 2015 | 10:29 pm
      We are cruising through January, and it’s a perfect time to dig into your customer list from the last few years. You don’t want to overlook customers and prospects who could be big profit boosters for you this year.  Reach out to them today!! Check out the video to see what I mean:   Copyright […]
  • VIDEO SALES TIP: Are You Freaked Out by NOT Discounting?

    TheSalesHunter
    24 Jan 2015 | 7:23 am
      Have you come to believe you can only sell if you offer a discount? That’s crazy.  You need to stop relying upon the discount. A better approach is a policy of NO discounting.  What?!  That’s right… make it a policy that you don’t offer a discount. You don’t need to be freaked out about […]
  • Smart People Make Dumb Leaders

    TheSalesHunter
    23 Jan 2015 | 2:19 am
      You read the title right. Smart people make dumb leaders and here’s why… Smart people think they know it all, so what they would rather do is manage. Sorry, but managing isn’t anything close to leading.  Smart people don’t feel they need to ask questions, and on the surface they don’t, because they know […]
 
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    Partners in EXCELLENCE Blog -- Making A Difference

  • Creating Low Effort Customer Experiences — A Conversation With Dione Hedgpeth Of Apptio

    David Brock
    27 Jan 2015 | 8:36 am
    Low effort for the customer, that is!  Too often, we get customer experience design wrong–focusing on minimizing our work and effort, while we may create a horrible experience from the customers’ points of view.  If we want to drive customer engagement–for the life of our relationship with them, if we want to drive customer loyalty and retention, we have to focus on low effort customers experiences–for the customer. Join me in listening to a terrific conversation with Dione Hedgpeth, Vice President of Customer Success for Apptio. In this 25 minute conversation, Dione…
  • Powerful Email Marketing

    David Brock
    26 Jan 2015 | 8:34 am
    I wish I were smart enough to make up these stories.  Today, I received an unsolicited email titled, “Would you like to blog about sales automation.” Here is the text, the only thing I have changed is the company/product name (I’m calling it Company X).  I did highlight the spelling errors.  I started to highlight the grammar errors, but when the entire first sentence was RED, I stopped. Hi David, I’ve been reading your blog for several month now, especially I liked the article on [ARTICLE NAME]. I happenned to use these ideas when I built my own business, so thanks…
  • Our Customers Can’t Afford For Us To Wait Until They Are 70% Through Their Buying Cycle!

    David Brock
    25 Jan 2015 | 2:07 pm
    It’s that time of year again, there are lots of posts around the popular research that indicates, “Customers aren’t engaging sales until they are, 57, 70, 90 (depending on the research you read) through their buying cycle.” As usual with the posts, there are the usual doom and gloom announcements about the future of selling and the “death of the traditional sales person.”  Depending on the point of view being promoted and the services or tools being sold by the writer, things are shifting to social, marketing automation, content, inbound inside sales,…
  • Sales People, We Have A PR Problem

    David Brock
    23 Jan 2015 | 5:24 am
    Sales people, we have a PR problem, …..it’s Real,…… and we probably deserve it, ….  and we need to do something about it. I just read this post by Brian de Haaff, CEO of Aha, This CEO Will Never Hire A Sales Person.  My initial reaction was, “This guy is clueless about professional sales.” He spoke about displacing sales with a Customer Success team, people dedicated to making sure customers are successful.  People on a profit sharing plan, but with no quota, not prospecting, without commissions, dedicated to the customers’ success. He went…
  • The Product Focused Company

    David Brock
    22 Jan 2015 | 10:45 pm
    I spend a good amount of time calling on the customers and prospects of my clients.  Recently, I was doing some win reviews.  We were very interested in learning more about why these customers bought from my client.  The key competitor was much larger and the dominant force in the industry.  Winning against them was a real coup, we wanted to learn more about how we could repeat that. The competitor, like my client, had a very broad product line.  There were significant overlaps between the product lines, both those of the competition and those of my client.  So the customer was slightly…
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    Media Sales Today

  • Warc: U.S. Ad Market to Gain 3.5% in 2015

    MST Staff
    27 Jan 2015 | 11:38 am
    London-based advertising/marketing service Warc says this year’s advertising spending will dip from the 5.3% level reached in 2014, and will resume a faster pace at 6.0% in 2016. Read Warc: U.S. Ad Market to Gain 3.5% in 2015 at Media Sales Today.
  • Do Your Franchisee Clients Know The Secret to Successful Search Marketing?

    Kathy Crosett
    27 Jan 2015 | 10:00 am
    If there’s one marketing format that confuses small business owners, it’s search. In addition to that confusion, some types of SMB owners – especially franchisees – have to get search just right. Read Do Your Franchisee Clients Know The Secret to Successful Search Marketing? at Media Sales Today.
  • Are You Selling to Your Client’s Dedicated Mobile Marketing Team?

    Kathy Crosett
    27 Jan 2015 | 8:00 am
    Will this be the year mobile takes off or not? The 2015 State of Marketing report from Salesforce points to the increasing investment businesses are making in mobile and to the best way for you to increase your sales. Read Are You Selling to Your Client’s Dedicated Mobile Marketing Team? at Media Sales Today.
  • Report Finds Growing Email Lists A Top Marketing Objective in 2015

    Jessica Helinski
    26 Jan 2015 | 11:00 pm
    While marketers’ email lists continue to grow, that growth is coming slowly. Because of this slow growth, marketers are focusing on boosting those lists in 2015. Read Report Finds Growing Email Lists A Top Marketing Objective in 2015 at Media Sales Today.
  • 5 Tips on Home, Garden News Readers

    Courtney Stone
    26 Jan 2015 | 7:45 am
    They love gettin’ their hands dirty. They’re sharpening shears and wielding picks with glints in their eyes. They’re lying in wait, patiently biding their time, for the first rays of sunlight to break through the gray morning fog. That’s when they’ll make their move. Read 5 Tips on Home, Garden News Readers at Media Sales Today.
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    Star Results » Sales Management Blog

  • Sales Management Tip #27: Manage Your Own Motivation

    Steven A. Rosen
    11 Jan 2015 | 1:23 pm
    Happy New Year. To start the year I thought I would share one of my favourite Sales Management Tips. Whether you are a new or tenured sales managers it is critical that you manage your own motivation. Welcome to management. As a rep you lived in a highly supportive environment. In management the environment is less supportive and filled with stress. It is incumbent on you to stay inspired so you can inspire your sales people. The word inspiration comes from the Latin word “spiarae” which means to breathe, to live. I have found that there are many ways to keep oneself motivated. You can…
  • Don’t Make New Year’s Resolutions

    Steven A. Rosen
    1 Jan 2015 | 12:49 pm
    Happy New Year! Don’t waste your time making New Year’s resolutions. Set Goals and Put Them to Paper Chances are you have had some time off to reflect and make resolutions for 2015. The only problem is that you will probably forget all your “New Year’s” resolutions by next week. You are not alone. Like most busy executives you are focused on your business. Yet we all get sucked into the daily minutia. The day to day demands of business, emails, meetings and phone calls gets the best of us. This constant flow of “stuff” coming at us often interferes with that “good”…
  • How to Amp Up Your Sales By Keeping It Simple And Direct

    Andy Paul
    8 Dec 2014 | 4:59 am
    What buyers want from sellers? It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us? What can we do to speed their decision? My friend Andy Paul has written a new book on exactly how to deliver what your customers want. It is called Amp Up Your Sales:  Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. I highly recommend it. It’s already climbing the charts at Amazon. To learn more about it and get a sample of Andy’s insights, check out his guest article in today’s blog. By: Andy Paul You’ve all undoubtedly…
  • Sales Leaders – What is your biggest priority in 2015?

    Steven A. Rosen
    3 Dec 2014 | 10:12 am
    Early results are showing that sales leaders are most concerned about improving the performance management skills of their sales managers. 50% of sales leaders who have taken The 2015 Sales Management Survey have identified performance management as their #1 priority in 2015. Over 97% respondents agree or strongly agree with the statement “One of the sales manager’s most important responsibilities is to proactively manage and address performance issues”. When asked if their company utilizes a proven, performance management approach that teaches our managers how to effectively…
  • Are YOU An Effective Sales Coach?

    Steven A. Rosen
    2 Dec 2014 | 9:38 am
    By Steven A. Rosen Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Highly effective sales managers drive 19% more sales than their less effective colleagues. Coaching was the skill that sales managers did least well at. The Coaching Effectiveness Snapshot™ helps sales executives determine the sales coaching effectiveness of their entire front line sales management team. Six Dimensions of…
 
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    Dave Stein's Blog

  • Does Your Sales Trainer Make THEIR Number?

    Dave Stein
    9 Jan 2015 | 7:47 am
    During my earliest days as a sales rep, my performance was inconsistent. I quickly learned a lot. I performed better.As a manager, the same process occurred.It did again as VP of sales. At one point, during a meeting, one of the VC’s on our board told me to, “stop the self-flagellation and start delivering some numbers.” Ouch.I learned a lot from that point going forward about selling, targets, pipelines, forecasts, hiring, channels, partners, demand generation, and all the rest.In some ways a self-employed consultant has it easy.Targets are self-imposed. No investors…
  • Twitter Chats: The Weekly #SSHour

    Dave Stein
    15 Dec 2014 | 8:05 am
    #SSHour’s weekly group chats harness the power of social media to empower the social selling community to harness the power of social media. In the eight years since Twitter’s launch, tech savvy members of the online business community have overwhelmingly embraced yet another a new way of communicating (140 or fewer typed characters), a new vocabulary (Think “tweet,” “Twitterverse,” and “hashtag.”), and yet another dynamic new medium for promoting a product, service, or message. Still, countless other (unquestionably competent) sales and marketing professionals may find…
  • Which Article Hits You The Hardest?

    Dave Stein
    17 Nov 2014 | 12:59 pm
    A short while ago, I mentioned that I am writing another book. In that same post, I questioned the amount of free information being provided by sales experts (and, unfortunately non-experts).With that as the backdrop, you might have notice I’m churning out less content these days. It’s not from a lack of interest or important things to communicate. I’m just wrestling with the right balance of content that I need to publish between now and when my new book launches.Those of you who follow me on LinkedIn have noticed some content that I published only there and not on this…
  • 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…
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    Renbor Sales Solutions Inc. » Blog

  • 3 Reasons To Stand Up To Sell Better – Sales eXecution 283

    Tibor Shanto
    26 Jan 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Not only is standing up healthy, especially for a profession that spends a lot of time on its ass, but there are some specific ways why selling on your feet will help you sell better. While Prospecting – Most people will prospect sitting behind a desk, some although less and less, will have the phone in one hand, and a pen in the other, or one hand on the keyboard. Leaving them in an awkward position and unnatural position. Better to get a headset, ditch the chair and stand up, walk around, use your hands, and speak as though the person was…
  • Why Are You Still Doing Pipeline Reviews?

    Tibor Shanto
    22 Jan 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Why? While this long entrenched ritual has some utility, it more often than not ends up being a painful and torturous waste of time. Reps are rarely truly prepared and while this is not excusable, it is usually because they feel that regularly these are a CYA exercise their managers go through. Numerous times I have seen mangers schedule their pipeline reviews just in advance of their review with their higher ups in the hierarchy, not much in that for the rep but the stress. The whole concept of a pipeline “review” is flawed and a practice…
  • How To Lose A Sale With Your First Response – Sales eXecution 282

    Tibor Shanto
    19 Jan 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong. They will usually tell me things like: I sell hardware – software – any kindaware Systems, or “high end” systems Blah blah blah services MFP Printers Print solutions These are all good, but in the end these are things that you deliver, literally, in most cases they are a means to an entirely different…
  • Forget Social Selling, and Sell Socially

    Tibor Shanto
    15 Jan 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  There are two trends unfolding of in sales which to date have accidentally intersected, which should be proactively encouraged and facilitated by B2B sales organizations. The first not so new, but gaining and likely to continue to gain momentum in the coming years, is the migration by many to inside sales teams, especially types of sales that only a few years ago may not have been seen as feasible for a number of reasons. However given the advances in technology, specifically web meeting and collaboration related apps, it is now more…
  • Does Length Matter? – Sales eXecution 281

    Tibor Shanto
    12 Jan 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Does length matter, or is it more a question of how you do it? Get your mind out of the gutter for a second, and thing length of sales cycle. I was recently approached to write a piece examining how to reduce the length of the sales cycle, or as some like to say increase the velocity of a sale, something I have written about in the past. But I am convinced that this is a red herring, a false premise or trap many in sales fall into. Right off the top I will tell you that shorter cycles are not better, the goal is to understand your…
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    MindOnMedia[Sales]

  • “Play To Win, But Enjoy the Fun”

    MindOnMediaSales
    14 Jan 2015 | 7:59 am
    Truer words were never spoken, and it’s fitting they would come from none other than David Ogilvy, in his Confessions of An Advertising Man, one of the great Ad books of all time. The full quote from David: “But I regard the hunt for new clients as a sport. If you play it grimly, you […]
  • Isn’t It Ironic? The ‘Spot’ Divergence of TV vs. Digital

    MindOnMediaSales
    11 Jan 2015 | 10:19 am
    ...it struck me, natch, that borrowing our title from the woman artist who first broke big at the Bottom of the Hill club in my old neighborhood of Potrero Hill in the day...worked.
  • Sorry, YP: Say Hello, Facebook Juggernaut

    MindOnMediaSales
    28 Dec 2014 | 6:15 pm
    How the Digital Age has upended things in the traditional, “normal” world. I believe ‘Disrupted’ is the term in recent vogue, and the one appropriate to this state of being. Nowhere is this more apparent than in the seeming twilight of the once-ubiquitous Yellow Pages, still delivered to nearly every doorstep in America. Why would […]
  • RIP, Mr. Allen…

    MindOnMediaSales
    26 Nov 2014 | 11:44 pm
    Doug hired me at a time when I had no idea that I could sell, and no idea it could turn into a lifelong career...
  • 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.
 
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    Jonathan E Brickman

  • Content Marketing, yes, but…

    Brick
    18 Jan 2015 | 6:38 am
    We are bombarded with the virtues of content marketing and social selling, but what happens when some of the information flow is faulty? I want to share an interesting example (a mini-case study) where the invisible hand of content marketing and social selling went awry and how good old-fashioned selling saved the day..well at least the opportunity. I was asked to chase down an inbound lead this week on behalf of a solution provider that went silent, so I did with my normal approach. Research Read CRM notes Did some on-line research about the prospect Checked personal network for any…
  • More on product messaging

    Brick
    16 Jan 2015 | 6:35 am
    Yesterday, I went on a rant about poor product messaging.  Well, this is a really, really good example of product messaging  done right. There is no mistaking why this company is in business and what problem they will attempt to solve.  And, if they are as good as their messaging is, well…they may be able to help you with your product messaging.     Not sure I need to add much more to this.  Nice job www.inturact.com. Well done. The post More on product messaging appeared first on Jonathan E Brickman.
  • Product Messaging

    Brick
    15 Jan 2015 | 4:44 pm
    I don’t know about you, but my head spins most times when I look at a website and try to understand what the company does. I frequently go to a website, open up the products tab and start to read…only to get utterly confused most of the time, not being able to truly understand what the problem is and how the product is supposed to be solving the stated problem…This is especially true in crowded markets where there are lots and lots of competitors all with slightly different angles on the same problem. Take the broad category of marketing solutions, for example: Have you ever…
  • Hang a shingle…

    Brick
    14 Jan 2015 | 7:52 am
      As the old expression goes…“hang a shingle” and business will follow.   It’s true, without doing much else, by virtue of just starting a business there will most likely be demand for your product or service. Now, whether you have what it takes to build a successful enterprise is an entirely different story. Thanks to social media, particularly this platform – LinkedIn, we are thrust into business, so to speak, with our digital shingles. So we all share the similar challenge in business – how do we create and maximize our personal shingles? Most…
  • A corollary to “talk is cheap”

    Brick
    17 Dec 2014 | 5:17 pm
    For all of the discussion around social selling and sales 2.0…there is no escaping (I repeat), no escaping the very basics and tenets of sales. These persist… I like to call this – Blocking & Tackling… That’s right, the simple, low-tech stuff matters and ultimately drives results and business for all of the high-tech tools we continue to create to make our jobs easier. I used to have a sales colleague – let’s call him “John Doe” to protect the innocent. He had a classic opening line (which we used to chuckle at) when he sent and email…
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    ViewPoint | The Truth About Lead Generation

  • Time to Stop Making Sales & Marketing Excuses in 2015

    27 Jan 2015 | 6:00 am
    “If only I had a qualified lead!” “I get too many leads!” “I don’t get enough leads!” “Salespeople never close out the leads!” “No one likes the CRM system, so no one uses it!” From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Excuses from both employees and managers can fill a book, and most are bogus.
  • 7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

    22 Jan 2015 | 7:00 am
    Todd Schnick is a stellar individual. He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book. I found myself doing a whole lot of head nodding while reading this one. I don’t know about you, but for me, it wasn’t until my early 20s when I realized that like it or not, most people are more alike than not. We all have shortcomings. Most, if not all, people have areas where they lack confidence. We…
  • Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

    20 Jan 2015 | 7:26 am
    You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific! In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air. They didn’t give an outright “no,” but they aren’t jumping up and down for you either. So, maybe you put these contacts in your “I’ll get to them later” folder … or perhaps you just delete them altogether. After all, when you have your nose…
  • Digital Relevance: Developing Marketing Content and Strategies that Drive Results

    13 Jan 2015 | 6:37 am
    Ardath Albee’s new book Digital Relevance: Developing Marketing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). I was privileged to review an advanced copy this past October and absolutely loved it. I will break up this review into three sections: What Buyers Want Developing Marketing Content Strategies that Drive Results What Buyers Want Ardath states that “buyers want to buy.” And, they want to buy faster than they do now. The problem is that companies are driven by campaigns that are not in alignment with the buyers’ tempo…
  • Stunning Study Reveals How to Increase Sales by 29-49%

    17 Dec 2014 | 11:41 am
    Stephen Covey said, “The key is not to prioritize what's on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report”i published by Velocify (A Sales Optimization Study).
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    Results Count ... everything else is conversation.

  • “Not in the biz of selling books but helping people buy …”

    Chris Petersen
    21 Jan 2015 | 1:03 pm
    5 ways retailers can actually sell more by helping us buy Image Credit: Stock Images; Freedigitalphotos.net While you can find a lot of things on the internet, sometimes you can't find everything. That certainly applies to searching for sources of quotations. I have tweeted the headline of this blog and received questions on where to find: "Not in the biz of selling books but helping people buy …" One would assume that Jeff Bezos said that. He probably did, but I can't find it anywhere on the glorious internet. Maybe it's another urban legend? The source does not matter. What matters is…
  • 5 Ways Omnichannel is already changing the future of retail

    Chris Petersen
    15 Jan 2015 | 9:34 am
    It's not a question of whether or when … but one of how I was recently challenged by one of our readers about my prophecies on omnichannel and its importance in changing retail. Essentially, his argument is that if omnichannel is so compelling and important, why is 90% of retail sales in the US still in stores? Great question! In my view, omnichannel is not about the place of the final purchase. It is all about the consumer journey and how our behaviors are changing as shoppers. It is also about rising expectations on the part of us as consumers, and what retail stores must do to continue…
  • A quantum leap in store visit conversion … from Google?

    Chris Petersen
    9 Jan 2015 | 12:35 pm
    Google begins rolling out store visit conversion data to retailers Image Credit: Cool Design We have posted previously on the lack of sophistication of tracking what happens with shoppers in retail stores. Our blog post on "Footfalls - The single greatest miss in retail metrics" still receives a lot of interest. There is no doubt that the future of retail stores will require more sophisticated ability to track shopper behaviors and flow within stores. But in today's omnichannel world, the even bigger misses are metrics and tools that track whether online behavior results in a store visit.
  • Top 5 Most Popular blog posts for 2014

    Chris Petersen
    30 Dec 2014 | 12:13 pm
    What you, the reader, found most interesting in the past year Image Credit: Basketman It is interesting to publish a blog of any sort. What do you write about? Do you expound on topics that interest you, or do you write for your "audience"? In the case of IMS Results Count, our audience is definitely retail oriented, but it is also worldwide and diverse. Some of your best comments come from blog posts that are not about retail at all. In the spirit of Results Count, we did some analytics on what you voted as the top blog posts of this past year. Based upon page views, the results were a bit…
  • Top 10 Lessons and Reasons for the Season

    Chris Petersen
    22 Dec 2014 | 11:32 am
    A wonderful time of the year to pause, reflect and soak it all in I started writing about the year-end in retail and quickly decided that the last thing people need this week is another blog on retail! In much of the world, many are racing to close the week in order to celebrate Christmas and the other holidays of the season. While there are many cultures and holiday traditions, it seems that the last two weeks of year are one time when much of the world takes some time to hit the pause button, celebrate and share quality time with family and friends. So in that spirit, I wanted to share my…
 
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    Top Sales Dog

  • What ‘Deflate-Gate’ can teach salespeople about building trust

    Michael Boyette
    27 Jan 2015 | 8:35 am
    As I write this post, it’s still not clear how the New England Patriots ended up with 11 out of 12 underinflated footballs in the AFC championship game. Was it the coach? The quarterback? Was it really a lowly locker-room attendant, as the latest leaked reports suggest? Or was that story planted?I don’t know whodunit, but I have my suspicions.And therein lies a lesson for salespeople.I don’t know Tom Brady or Bill Belichick or the locker-room guy. I’ve never hung out with them, lent them money or done business with them. So how do I decide whether they’re stand-up guys or a bunch of…
  • If you think your salespeople can’t be trained, you’re right

    Michael Boyette
    20 Jan 2015 | 9:35 am
    I’ve yet to meet a sales manager who believes that all of his or her salespeople are the best at what they do.Most can point to a handful of stars and a lot of pretty good reps (plus maybe a few fixer-uppers who won’t be around long if they don’t improve their game).But while every manager believes that there’s room for improvement when it comes to the selling skills of most reps, they tend to fall into two camps about the possibility of improvement. Some believe that reps can get better with training and coaching. Others believe that what you see is pretty much what…
  • How to get new reps up to speed more quickly

    Michael Boyette
    13 Jan 2015 | 7:18 am
    In a recent survey, sales managers said their biggest challenge is getting new salespeople up to speed.In the survey, sponsored by the sales automation company Velocify and conducted by USC professor Steve W. Martin, 79% of respondents said that the long ramp-up time for new reps was their number-one sales challenge.If a costly problem, which will only get worse if the economy continues to accelerate and companies hire more reps to keep up. I’ve heard estimates that a new salesperson — even one with prior sales experience — takes about six months to reach full productivity.
  • Three simple sales techniques that deliver a big bang for the buck

    Michael Boyette
    6 Jan 2015 | 10:21 am
    It’s no wonder that sales training often leaves salespeople reeling. We tell reps: Do this! Do that! If the buyer says x, you say y — unless, of course, the buyer also said z, in which case you should say…Sales training gets complicated because Sales is complicated. As a trainer, you can never cover all the variety and complexity of even a single sales conversation. And even if you could, reps wouldn’t remember it all anyway.So if you can’t cover everything, obviously it makes sense to focus on the things that deliver the biggest bang for the buck. But…
  • Hiring: Do extroverts make the best salespeople?

    Michael Boyette
    17 Dec 2014 | 5:00 am
    File this one under the category of things everyone knows that happen not to be true: Extroverts make the best salespeople.There are all kinds of reasons to think so: Extroverts, by definition, are comfortable not only interacting with others, but at initiating relationships. They’re confident and enthusiastic. They’re forceful and less likely to take no for an answer. Those skills are practically a job description for sales. Therefore, extroverts must be the ideal personality for sales.Alas, research says otherwise. In a report in the journal Psychological Science, Wharton…
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    Sales Training Blog

  • Jan 26, It's Now Easier to Get the Latet Sales Training Updates

    26 Jan 2015 | 3:36 pm
    Get the latest sales training updates with our weekly newsletter ezine, the Sales Buzz. We've updated our website page and made it even easier for you to get the free weekly sales training ezine. Each week we send you a brief article on sales tips, techniques, and skills that are unique becasue they come from real experiences. You can try the Sales Buzz with no commitment and get 2 sales training eBooks as a gift from us at Provensalestraining.com. I guarantee you will not have seen the sales and training techniques presented in the 2 eBooks. To try the Sales Buzz and get your free eBooks…
  • Jan 23, Boost Sales Motivation when You Need It

    23 Jan 2015 | 5:31 am
    Free Unique Sales Training EBook Has Been Updated Boost your motivation levels when you need it most and use a unique sales technique to link customer needs to the features and benefits of your products with the updated free sales training eBook course Need to Close Chains. Use this free sales training course: As a sales training technique. As a motivational state changer. To learn new product knowledge. To train your teams. And as an ice breaker in meetings. The training connects the needs, wants, and desires of your customers to the features and benefits of your products and services.
  • Jan 15, How’s Your Sales Appointment Diary Looking

    15 Jan 2015 | 3:01 pm
    It’s January , you’ve been back at work at least a week, and you want to set the tone for the rest of the year, so how’s your sales appointment diary looking? If you’re diary isn’t as full as you want it to be. You don’t seem to have enough time to prospect and make those appointment calls. Or maybe you keep meeting with buyers who can’t really buy from you. Then take some action now before the months start slipping by again and it’s too late to make an impact on this quarter’s results. I’ve spent my career managing and training sales teams and one of the actions I put in…
  • Jan 14, Sales Appointments Training Course Updated and Improved

    14 Jan 2015 | 4:39 pm
    Our best selling course, Making Sales Appointments by Telephone, has been updated and improved with 30 additional pages of tips and techniques. There's more on how to create your own personalised appointment cold calling script. More on how to physically make the calls. More on preparing and maintaining your calling list. And lots more on that important first contact and getting past gatekeepers. Whether you want the training course to increase your sales appointments, or to present to your sales teams, take a look at the new and improved Making Sales Appointments by Telephone
  • Jan 8, Sales Questions for Self Coaching to Increase Your Results

    8 Jan 2015 | 3:23 pm
    Learn to coach yourself to increase your sales results by using questioning techniques that top trainers and coaches use. Many sales people don’t get the support they should have from their managers. Few managers I’ve come across know have had training in sales coaching skills, and many are under so much pressure they just don’t have the time to spend analysing the performance of individuals. Coaching often becomes a box ticking exercise with no real effort applied or results gained. If you’re self employed, or work for a small business there may be no one there to offer support. So…
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    TopLine Leadership » Sales Leadership Blog

  • How to Determine ‘Coachability’ in the Sales Rep Candidate Interview

    Kevin Davis
    22 Jan 2015 | 9:20 am
    Why waste time and resources hiring sales people who can’t or won’t grow on the job and end up taking up valuable space on your sales team? Unfortunately, that happens far too often. It’s true that some reps are naturals … The post How to Determine ‘Coachability’ in the Sales Rep Candidate Interview appeared first on TopLine Leadership.
  • Hiring the Right Salesperson

    Kevin Davis
    6 Jan 2015 | 6:13 am
    Perhaps no decision is more important for a sales manager to “get right” then the decision to hire a salesperson. Mistakes are very costly. Here are some suggestions for making your next new-hiring decision one that you will one day … The post Hiring the Right Salesperson appeared first on TopLine Leadership.
  • 3 Daily Decisions Effective Sales Managers Make

    Kevin Davis
    17 Dec 2014 | 12:03 pm
    We’re near the end of 2014, which makes it a great time for self-reflection. What can you learn about how you managed yourself and your time this past year that could help you better manage your time and your team … The post 3 Daily Decisions Effective Sales Managers Make appeared first on TopLine Leadership.
  • What Kind of Sales Manager Would Abraham Lincoln Be?

    Kevin Davis
    17 Nov 2014 | 3:38 pm
    The Thanksgiving Holiday in the United States was passed into law by President Lincoln in 1863 so now is as good a time as any to reflect on our 16th president. I recently read a couple of books on Abraham … The post What Kind of Sales Manager Would Abraham Lincoln Be? appeared first on TopLine Leadership.
  • 7 Ways to Drive Your Sales Coaching Culture (Free eBook)

    Kevin Davis
    10 Nov 2014 | 9:17 am
    Implementing a formalized approach to sales coaching – a sales coaching culture – is proven by research to drive up sales performance. The link between the ability of your sales managers to coach sales reps and your reps’ willingness and … The post 7 Ways to Drive Your Sales Coaching Culture (Free eBook) appeared first on TopLine Leadership.
 
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    VanillaSoft Blog

  • Black Belt Techniques to Combat the 6 Most Common Sales Objections

    Genie Parker
    26 Jan 2015 | 6:25 am
    One of the most challenging parts of an inside sales call is overcoming the many objections that the prospect may come up with to dodge your sales pitch. Look at these objections, not with dread, but as an opportunity to close the deal. Think about it this way, if the prospect didn’t have any objections and just hung up, you wouldn’t have any chance of getting the deal. Here are some of the common objections and black belt techniques for overcoming them: I Need Some Time to Think It Over Strategy: Uncover what the prospect wants to think about. There may be unanswered questions that…
  • 7 Easy Inside Sales Tips to Catapult Your Closing Ratio

    Genie Parker
    12 Jan 2015 | 6:50 am
    Would you like to double your close ratio? Ask fifty different sales reps and the chances are you’ll get fifty different answers on how to close a sale. There are many subjective factors involved in closing the deal, like the prospect’s personality and company situation. Your goal is to convince the prospect to buy your product or service, whether the prospect is considering a competitor’s offer, indecisive, or has internal issues. While closing techniques vary, some practices remain true. Follow the tips below to catapult your closing ratio. Earn the Right to Ask for the Sale…
  • Sales Trends for 2015

    Kevin Thornton
    8 Jan 2015 | 11:00 am
    It seems like only yesterday that I wrote the first post of 2014 and that year’s challenges and opportunities. The issues, for the most part, are unchanged: The necessity to respond rapidly Adoption of the new buying process where buyers self-educate The need to simplify the process for buyers What’s the 2015 spin on these issues? Here are my thoughts and predictions. Rapid Response Time 2014 was the year of marketing automation. Marketing automation is a great solution that can help your marketing team track prospects’ visits through the website, create lead nurturing emails, and help…
  • New Year’s Resolution: Get Your Sales & Marketing Teams Together

    David Hood
    5 Jan 2015 | 5:06 am
    We are hearing a lot about the importance of Sales and Marketing alignment lately. Most have probably read this statistic from The Aberdeen Group: Highly-aligned organizations achieve an average of 32% year-over-year revenue growth – while their less aligned competitors saw a 7% decrease in revenue. That’s a pretty powerful statistic, and it begs the question: how do I align marketing and sales? First, it’s important to look at what the functions of marketing and sales are individually, and what their driving motivations and perspectives are when it comes to buyers. Second, it’s…
  • The Scoop on Effective Inside Sales Scripts

    Genie Parker
    17 Dec 2014 | 6:39 am
    While it’s clear that successful sales calls are the goal of all inside sales teams, believe it or not many do not have a dynamic script to handle different call scenarios. Dynamic scripts branch out to effectively handle different call interactions to increase the possibility of a sale. They allow sales reps to have the right tools at their fingertips for different situations. So, why do companies let their sales reps wing it by making up their own sales pitch on-the-fly? In many cases this is because of a lack of knowledge about the effectiveness of a good sales script, or an inside sales…
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    contact.salesforcesearch.ca

  • 3 Reasons Why Your Sales Recruiting Techniques are Outdated

    Brett Evans
    23 Jan 2015 | 6:05 am
    Sales recruiting has changed greatly over the years, and if you’ve not updated your process recently you’re likely missing some great innovations—and in turn, missing some great potential recruits. Having the right sales people on your side can make or break a company, so it’s vitally important that you get your sales recruiting up-to-date and grabbing you the best of the best. In this article, we’ll discuss three ways your sales recruiting techniques are likely out-of-date, and what you can do to get yourself up to par and picking up the candidates you need. Tools The tools of the…
  • How to Close More Sales

    Justin Proctor
    21 Jan 2015 | 6:05 am
    Generating and nurturing leads is important to any sales organization. However, it will get you nowhere if you don’t know how to close the sale at the end of the day. In order to close more sales and bring in revenue, try changing the way your conversations are going during your sales calls with the steps below so you can close more sales. Be Personable Being aggressive was a tactic used in the good ol’ days of selling because it worked. But it doesn’t work now. In order to close more sales, you’re going to have to switch your style. Be personable instead of aggressive.
  • 5 Reasons Why Your Sales Hiring Process Needs Improvement

    Scott Lombardi
    19 Jan 2015 | 6:05 am
    Few things impact the bottom line of a company so dramatically as the sales hiring process, yet many companies are happy to let their sales hiring process become dated while improving every other aspect of their company. Leaving your recruiting to non-specialists, forgoing the use of the latest tools, relying solely upon personal connections and interview-chair charm, using dated incentives to secure and retain talent…any one of these can result in a dearth of true talent on your sales floor, but many companies allow every single one of these problems to go unchecked. Fortunately, we’re…
  • How to Build a Greater Sales Team for 2015

    Justin Proctor
    16 Jan 2015 | 6:05 am
    Building a greater sales team takes more than just a harsher hiring process and bigger paychecks. In most situations, those two things will do little for your overall team quality, in fact. The key to perfecting a team lay in a top-to-bottom approach, beginning with skilled recruiting and moving through four other key areas: training, team building, leadership, and retaining talent. When you consider the lowered performance possible with even the greatest individuals, the potential to pay wildly different salaries for the same quality recruit, and the myriad other ways one might go astray…
  • How to Become a Great Sales Manager

    Alex Traynor
    14 Jan 2015 | 6:05 am
    A sales manager has the responsibility of getting products sold by managing their sales team and setting sales strategies. With many sales managers promoted from the ranks of the sales team for their personal sales performance with little experience in management many find there is a significant learning curve before they can call themselves a great sales manager. Despite this, any person who has excelled in sales has a strong grounding to become a great sales manager - the same work ethic, strong interpersonal skills and aptitude for sales are all qualities that can help you lead your team…
 
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    Business Coach - Derek O'Dwyer » Business Coach - Derek O'Dwyer

  • HELP! I own the business but I’m poor at managing people

    Derek ODwyer
    16 Jan 2015 | 1:45 pm
    Recently, I met a frustrated business owner who felt that her business would be so much more successful if she was not in charge. She cried “I could not work for me, I’m a perfectionist, I’m never happy with anyone’s work, I’m never happy with my own work, all my team are afraid of me and I’m afraid they will leave. I know I need to change but can’t seem to let go of what I know. And our customers think we are great! And this was part of the problem, from the outside looking in, all was rosy. The whole team did deliver an excellent service but it was…
  • Get Your Business Year Off to a Flying Start

    Derek ODwyer
    1 Jan 2015 | 1:56 am
    Online event registration for Midlands Business Growth Club 2015 powered by Eventbrite
  • Setting Expectations for New Team Members

    Derek ODwyer
    15 Dec 2014 | 3:03 pm
    We are entering a time in Ireland where it is getting trickier to find the right people. The entry level jobs are harder to fill. Correction – they are easy to fill, but not so easy to fill with a candidate that is right for the role. Employers are fearful that if they take on new team members, they will leave as soon as the going gets tough or the first minute they have a challenge in their role. Employers are reluctant to invest time and money into new starters for this very reason. From an SME business standpoint, this is easy to understand. Taking on an extra team member when you…
  • The difference between value and price…

    Derek ODwyer
    25 Nov 2014 | 5:22 am
    Business owners continue to be challenged to reduce their prices and in many cases reduce their margin. When the product you are selling is not a commodity, it is your responsibility So actually what is this value, how would you define this concept? The Value Formula: Value = Benefits – Cost Please note this down somewhere prominent and when a member of your team asks you if they can discount – point this out to them. As a business owner, it is important for you to add VALUE for your customers. You can achieve this by reducing the cost or you rcan do it even more by increasing the…
  • I would be quicker doing it myself…

    Derek ODwyer
    16 Nov 2014 | 2:53 am
    If you, as a manager or as a business owner ever find yourself say, “I would be quicker doing it myself”, you have a problem on your hands. Either you are not good at delegating, you are not prepared to take the time to train your team, you do not trust your team or you simply have the wrong team. While “doing it yourself” may be the only option available to you in the moment, the problem will remain with you forever, unless you decide to resolve the problem. Thinking that “you would be quicker doing it yourself” will lead to the following: 1. You being…
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    Daily Sales Thoughts

  • Sales Thought: As you forward, set a Goal to become a Greater Asset to Your Company and Customers!

    Daily Sales Thoughts
    25 Jan 2015 | 3:09 pm
    While this may sound silly. I can tell you that it is not.  It is all about being able to Focus on the right things at the right time. If you are asked what you do for a Living, how do you Answer: “I am in Sales.” That is the typical Answer.  I will suggest some other words, and it does not matter what you Sell: “I Solve Business Problems in the (Insert Industry Here).” OR “Learn what people need in the  (Insert Industry Here) and address those issues.” I am suggesting that you recommit yourself to focusing on the Issues your Product can solve FROM the…
  • Sales Thought: Relationship Management is Better Executed WITHOUT an Opportunity in Play!

    Daily Sales Thoughts
    23 Jan 2015 | 4:37 pm
    When do most companies send in their best People?  When there is a Big Deal on the Line! The problem with this strategy is it leaves the Customer always wondering: “If I go forward with them, How will I Be Treated when the Deal is Done?” So, although it may seem to be a mistake, I think it is best if we send in Our Best Resources when there is NO opportunity at Play. When you Consider working with a Customer, there are 3 things at Play: 1.  Relationship: Who do you know and who do you Want to know? 2.  RoadMap to Revenue or MORE Revenue: If they are success with the first…
  • Sales Thought: Always Be Learning – The New Mantra in a Fast Changing World

    Daily Sales Thoughts
    22 Jan 2015 | 4:09 pm
    With all due Respect to Glengarry Glen Ross – which was and still is the All Time Great Sales Movie!  It was said that it is “ABC – Always Be Closing.”  For the year 2015, for all Sales People, Support, etc, it is “ABL – Always Be Learning!” Given the pace of Technology Change, the companies and Sales People I see struggle are the ones who think “I have been doing this for a long time.  I know my Stuff.”  No offense to anyone, but whatever “Stuff” thought you knew is likely no longer the “Stuff” you need to…
  • Sales Thought: Sales Process Updates are the Most Critical for Second Generation Sellers!

    Daily Sales Thoughts
    20 Jan 2015 | 5:30 pm
    For most companies that are starting up, they get the Best of the Best out of the Gate.  The “Unconscious competent” are always in search of the next Hot Start Up.  They are the First Generation of Sellers at each Company.  They are good and Figure out how to be successful at Start ups despite Lack of a lot of things: Resource, Marketing, Support, Messaging, etc.  That is why the First Generation is at the Hot Start Up.  They just “Get It.” Not so for the Second Generation of Sellers at these Hot Companies.  Companies are still Hot, but the Sellers often come in…
  • Sales Thought: Territory Execution Requires Discipline FIRST, then Actions!

    Daily Sales Thoughts
    19 Jan 2015 | 3:01 pm
    As an add-on to my prior Blog entry on Territory Planning, now comes some of the Tough Calls to make. All Sales is, in most cases, a numbers game.  However, too many people make it all about Quantity and not about Quality of Numbers.  It is about quality of Actions which will lead to the Right Numbers Game being played! It is all about trying to ensure that as you divided up your 168 hours per week, how are you going to spend it?  You Must Prioritize your Accounts based on up to 3 Criteria, and recognize you will likely miss some along the way. The most Frequent Metric I see used is: A, B,…
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    Kelley Robertson: Fearless Selling Blog

  • You Need a Great Hook to Catch a Fish

    Kelley Robertson
    26 Jan 2015 | 4:53 am
    Last week at a conference I was presenting at, I overhead a few sales guys talking about fishing. They were engaged in a very spirited discussion about rods, lines, lures, flies, and other fishing related stuff. Even as a non-fishing person, I was intrigued. I also could not help but think how some of their comments related to prospecting. In today’s highly competitive business world you need a great hook to capture a prospect’s attention—whether it’s an email, cold call or voice mail. Unfortunately, the majority of prospecting messages I hear focus on the seller’s company, products…
  • Don’t Give Away the Farm!

    Kelley Robertson
    12 Jan 2015 | 4:55 am
      Last week I had the opportunity to visit several dairy farms with a sales rep in the agricultural industry. The rep was a dairy farmer himself and his knowledge was clearly evident as he met with the farmers, toured their properties, and looked at, and discussed the cows. During our final sales call of the day, the rep was talking to a customer with whom he wanted to secure more business. However, instead of using this knowledge to increase his value proposition, he made the fatal mistake of quickly offering a significant discount to capture the business. What really stood out to me…
  • Don’t Overlook This Topic in Discovery Calls

    Kelley Robertson
    15 Dec 2014 | 4:55 am
    Last week I had the good fortune of watching five sales people from five different companies conduct conversations with new prospects. I was impressed that all five people invested time asking good questions at the outset of the meeting in order to gain a better understanding of their prospect’s situation. However, what surprised me is that not one of them broached the topic of the decision making process in their prospect’s company. I found this even more interesting since each prospect indicated that they would need to consult with someone else in their organization. One person even…
  • Guts and Determination

    Kelley Robertson
    8 Dec 2014 | 4:45 am
    Succeeding in sales and winning in life takes more than talent, knowledge and skill. It also takes guts and determination. One person who has exemplified this recently is my wife, Louise. We’ve been married for more than 30 but it has really been the last 6 weeks that she has demonstrated exactly how determined she is. You see, at 11:30 pm on Sunday October 26th she suffered a stroke. She was rushed to the hospital and less than 2 hours later she was being treated with a drug to dissolve the clot that had formed in her brain and that had caused the stroke.  The next 2 weeks were really…
  • Don’t Cross the Line Between Persistence and Impatience

    Kelley Robertson
    1 Dec 2014 | 4:45 am
    A sales person recently reached out to me to see if I was interested in learning about a product that he felt would help my business. His email was interesting enough to catch my attention so I agreed to a telephone call. I mentioned that it would be several weeks before I had time to speak with him so he replied and said, “Send me a few days and times and we’ll set it up.” Like most people, business took over and so I did not respond immediately. That was on Tuesday. Thursday, he sent me an email that looked like the previous one. On Friday, he sent me another email requesting that I…
 
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    Sales Coaching Blog

  • Sales Management Training: Leave your Ego at the door please

    26 Jan 2015 | 5:00 am
    People in powerful positions, such as Sales Managers, tend to dismiss others' advice when making decisions,  a management study finds. Don't let your ego go to your head. Rather, welcome ideas from all levels of your sales organization by embracing a collaborative leadership style.
  • It's What You Do When You Fail that Counts

    21 Jan 2015 | 4:36 pm
         It was a rough day by all accounts for Green Bay Packer, #86 Brian Bostick. During Sunday’s NFC championship, Brian now famously missed an onside kick that bounced right off the top of his head. This then locked down a drive by the Seahawks in which the scored the touchdown that allowed the championship game to go into overtime. This is singularly considered one of the biggest mistakes in an NFL game since Ray Finkle of the Miami Dolphins where they missed a field goal in the 1984 Superbowl.  Seattle recovered and proceeded to complete one of the greatest comebacks…
  • How Your Briefcase Can Make You A Better Sales Coach

    20 Jan 2015 | 8:21 pm
    A colleague recently directed me to an article titled “The Trick to Being More Virtuous” by Arthur C. Brooks, a contributing writer for the New York Times. The author discusses the idea of moral elevation, or “an emotional state that leads us to act virtuously when exposed to the virtue of others.” In Brooks’ case, he found that carrying a BYU briefcase gifted to him influenced his thoughts, behaviors and interactions with others. While this article’s thesis revolves mostly around the political world, it did create connections to sales coaching and to our place in the world at…
  • 5 Facts About Our Sales Coaching Summit

    16 Jan 2015 | 4:30 am
    I’m constantly bombarded with emails about going to this and that yearly summit. Some sound interesting while some get deleted instantly. I used to think they were overrated and not a necessity. I’m also really terrible at committing to something so far in advance let alone a week in advance. I’ll admit it, I have commitment issues….to registering for events in the future that is.             I went to my first summit this summer in Orlando, Florida for an organization I’m in. It’s amazing how those two or three days are…
  • Sales Coaching: Do You Walk the Talk?

    15 Jan 2015 | 7:44 am
    EcSell Institute partners with a variety of organizations to help them improve their sales results. Although our members vary by industry, size and sales team structure, they have something important in common – they all believe more effective coaching of their sales reps can lead to better sales results. However, how much they believe in this idea and, most importantly, what actions they’re willing to take to support this believe can differ widely. This difference in belief and action makes a huge impact of how effective sales coaching becomes in their organization.
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    Sales Enablement Perspectives

  • What Are the Main Investments in Sales Productivity?

    Tamara Schenk
    22 Jan 2015 | 2:59 am
    “Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort.” –Paul E. Meyer “Where have you or do you plan to invest to improve sales productivity?” That’s what we asked the participants of our 2014 MHI Research Institute Sales Performance and Productivity Study. Investments in improving process, skills or competency training (81%) and investments to improve product knowledge, market and competitive intelligence (82%) are the leading investments for 2014 and 2015. We will focus today on the enablement…
  • 10 Ways to Gain a Competitive Edge in 2015 ― Your Customers’ Success is your Success

    Tamara Schenk
    14 Jan 2015 | 12:22 am
    LiveHive and leading sales community, Top Sales World, have put together an eBook of best practices from prominent industry sales experts. This eBook will help you: Learn best practices on working smarter Get tips on relationship building Find out how to speed up your selling process Understand how a fast start gets you to a big finish Click here or on the image and get your free copy of “10 Ways to Gain a Competitive Edge in 2015”. I’m happy to be in such great company with Joanne Black, Jonathan Farrington, Joe Galvin, Barbara Giamanco, Jill Konrath, Dave Kurlan, Linda Richardson,…
  • Why World Class Sales Performers Are Always Keen To Learn

    Tamara Schenk
    6 Jan 2015 | 2:47 am
    It rarely happens that I’m impressed by motivational speakers. Too often, they cannot build a bridge that enables people to tap into their wisdom right after the conference. Steve Backley, English javelin athlete and three-time Olympic medalist, offered a very different experience at our Miller Heiman Sales Performance Summit, based on his book, The Champion in All of Us. “Clever people, like you, value relationships and develop a team of people around you whom you trust. You will understand the power of perspective and, therefore, will be keen to understand the ideas of others.”…
  • Thank YOU For An Amazing 2014!

    Tamara Schenk
    22 Dec 2014 | 3:40 am
    Last year at this time, I made an amazing announcement – it was the beginning of changing perspectives from a practitioner and executive role to an analyst role at the MHI Research Institute. This change was also driven by the ambition to take the specific topic of sales enablement to a more strategic next level, to connect the dots between experience, research and strategic thinking. And here we are – one year later! 2014 was a truly amazing year. Changes are always a great opportunity to reflect, to learn and to grow.  I’m glad that I had the opportunity to enjoy a few weeks for…
  • Connecting The Dots Between Sales Enablement And Coaching

    Tamara Schenk
    8 Dec 2014 | 11:09 pm
    How do you learn a new sport? You attend regular training sessions to learn techniques and methods, you practice regularly and you figure out what works and what doesn’t. You get coaching sessions to adjust your practice based on specific lessons learned and your individual progress, and you get coaching to focus on specific skills that are complemen-ting the practice to leverage your potential. And all these elements of practice, training and coaching are well connected to each other. In sales, people are sent to training sessions that are perceived as events rather than elements of an…
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    Margie Albert

  • Today’s remark – Breaking News / Trust

    Margie Albert
    14 Jan 2015 | 9:23 am
    TRUST. Now there’s a word that ignites emotion! It’s defined as “firm belief in the reliability, truth, ability, or strength of someone or something.” We hear this word all the time. “I trust her.” “I don’t trust that station.” “Trust me.” “Develop trust.” OK, let’s talk about developing trust. There are many definitions but the one I like best is “to bring into being or activity; generate, evolve.” We talk about developing trust but somehow we expect that to happen within the first three encounters with a client. Really? Think of your personal friendships.
  • Today’s remark – not Breaking News

    Margie Albert
    7 Jan 2015 | 5:53 pm
    Over these past couple of weeks I, probably like you, went on mental vacation and coasted through the holidays. But while “coasting” a funny thing happened. I became more observant of the people around me and more aware of the marketing messages catapulted my way. People everywhere want attention and, more importantly, connection. We want to be noticed for who we are. We want to be recognized, appreciated, connected and celebrate each other. This is very apparent during the holidays. People smile at each other, wish strangers a happy holiday and even open doors for one another! Why not…
  • Today’s remark – not “Breaking News”

    Margie Albert
    4 Dec 2014 | 8:17 am
    Confession time – I have been studying your behavior. You may have noticed I have changed my title to include the phrases “Breaking News,” “While You Were Sleeping,” “This Just In,” “Overnight News,” and “Happening Now.” This was in response to every newscast opening with one of these phrases and how much it bugs me! A small house fire doesn’t qualify as “Breaking News” to me!! I wanted to see if it made a difference in my open rate – a newscast may compare that to ratings. Findings – it appears “Breaking News” wins BUT I posted 4 in a row using that…
  • Today’s remark – personal

    Margie Albert
    20 Nov 2014 | 9:27 am
    Today I’m going off topic. I will keep it short and sweet but very personal and, yes, a bit self-indulgent. I’m aware. Next Thursday is Thanksgiving and I will be with family in Minneapolis. I will not be writing so this is my Thanksgiving note to all of you and it is about me. Today marks the 3rd anniversary of my brother’s death. It is a hard day filled with ups and downs. I am reliving that day second by second and combining those memories with all the past we shared. It is also a day of deep thinking – who am I really, how am I perceived and what will my legacy be? I remember…
  • Today’s remark – this just in

    Margie Albert
    13 Nov 2014 | 8:04 am
    Seems everyone makes predictions for the next year but Gordon Borrell recently outdid himself with predictions for the next 10 years! I found all of them interesting but the one that stood out to me is “95% of all advertising is bought through programmatic networks. A few ad sales reps exist but not many.” Well, that’s a punch in the gut for some! And this is within 10 years but it will happen gradually over the three to seven years (IMO) and so gradually it might lull you into the reality like falling asleep slowly. If we continue selling products like TRPs, impressions, SEO, etc. as…
 
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    Theresa Delgado

  • The Entrepreneur’s Complete Guide To Better Focus and Increase Productivity

    Theresa Delgado
    20 Jan 2015 | 7:00 am
    Has your focus and productivity completely gone out the window? Every entrepreneur I know is forever searching for tools to gain better focus and increased productivity.  In our lives today, we are busier than ever before. We think technology has streamlined many tasks, but instead we are given more tools that give us more and more to do with less time to do it. We are stressed and overwhelmed. The phrase “time management” has become taboo, since it implies there are different ways to cram even more into our already overflowing lives. We have been lead to believe that if we don’t…
  • A Beginner’s Guide to Get More Clients Online

    Theresa Delgado
    13 Jan 2015 | 7:00 am
    If you work as a coach, consultant, graphic designer, virtual assistant or other type of business that serves other business owners, you’re involved in a potentially very lucrative area. Working with other business owners gives you the ability to charge what you’re worth for your knowledge and expertise. But, without a steady stream of clients, you can get stuck in a feast or famine situation where sometimes you have a lot of money coming in, and other times you don’t. It’s important to be aware of how to get more clients online, so that you have a steady income to avoid the situation…
  • How to Dramatically Change the Quality of Your Life and Find a Clear Path

    Theresa Delgado
    18 Dec 2014 | 7:00 am
    Our lives are largely the logical result of our habits. By making small, intentional changes in your thoughts, words, and actions, the quality of your life can change dramatically. Are you frustrated with your life and intimidated by the changes you might have to make? There are many quick and easy things anyone can do have a more fulfilling and successful life. Small Changes Have Many Advantages 1. They’re much less intimidating to implement. If you’ve ever thought about completely changing your diet or adding any other huge commitment to your life, you know how challenging it can be to…
  • How a Success Coach Expanded Her Practice with Facebook Groups

    Theresa Delgado
    17 Dec 2014 | 7:00 am
    In a recent article we talked about how to step up Facebook groups to create a community to help you serve your customers better.  Today, we get to hear from Business Coach Jackie Harder, who is going to share why she decided to create her first group and how that community has helped her serve others better. As you read her answers I’m sure you’ll pick up on the passion Jackie has to help people recognize and develop their own strengths, talents and abilities. The passion to help others is one of the reasons she is so successful. Let’s get going with our questions……
  • How to Start, Grow, Engage & Monetize Facebook Groups

    Theresa Delgado
    16 Dec 2014 | 7:00 am
    How to Monetize Facebook Groups It’s no secret any more that Facebook Groups are as active as a grade-school party. There’s a simple reason—groups are the only Facebook vehicle that automatically shares every post with every member. When you consider that everywhere else in Facebook, organic reach has plummeted, that leaves Facebook Groups the center of marketing attention, as well as the center of activity. But along with Facebook users catching onto the fact that Facebook Groups are the only vehicle for making sure your posts are seen by all “friends” (i.e. Group members),…
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    Yesware Blog

  • 5 Counterintuitive Cold Calling Strategies (That Really Work)

    Christine Georghiou
    22 Jan 2015 | 8:10 am
    You’ve felt it, haven’t you? That nervous feeling clawing at your stomach when you pick up the phone and start ... Read More » The post 5 Counterintuitive Cold Calling Strategies (That Really Work) appeared first on the Yesware Blog.
  • How To Sell Nonstrategic Products (Hint: Forget About Price)

    Lydia Dishman
    13 Jan 2015 | 7:09 am
    If you’re selling “a nice to have” rather than a “need to have” product, you might have convinced yourself there ... Read More » The post How To Sell Nonstrategic Products (Hint: Forget About Price) appeared first on the Yesware Blog.
  • 3 Easy Ways To Get To “No” Faster And Radically Improve Your Sales Results

    Timo Rein
    4 Dec 2014 | 7:53 am
    How long should you let a prospect “think about it” before they make a decision about your proposal? It’s a ... Read More » The post 3 Easy Ways To Get To “No” Faster And Radically Improve Your Sales Results appeared first on the Yesware Blog.
  • The Best Times To Send Email For Replies (Backed By Data)

    Bernie Reeder
    3 Dec 2014 | 7:17 am
    What’s the best time to send an email?Whenever there’s less competition.According to Yesware’s analysis of over 500,000 sales emails sent ... Read More » The post The Best Times To Send Email For Replies (Backed By Data) appeared first on the Yesware Blog.
  • The Complete Sales Email Frequency Guide: Why It Pays To Follow-Up

    Bernie Reeder
    19 Nov 2014 | 8:09 am
    It takes just one day for an email to be a lost cause. Drawing on data from over 500,000 sales ... Read More » The post The Complete Sales Email Frequency Guide: Why It Pays To Follow-Up appeared first on the Yesware Blog.
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    Jeffrey Gitomer's Sales Blog | Sales Training

  • In My Own Words, and Their Own Words

    Gitomer
    5 Jan 2015 | 5:03 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Guest blog: 8 Questions with New York Times Bestseller Joe Sweeney

    Gitomer
    4 Dec 2014 | 6:40 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Are you the “Toast” of your meetings?

    Gitomer
    1 Dec 2014 | 7:56 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • What do you do when workplace “change” happens?

    Gitomer
    20 Nov 2014 | 10:41 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • A personal “thank you” letter

    Gitomer
    10 Nov 2014 | 9:20 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
 
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    Star Results

  • Sales Management Book of the Month

    Ken Thoreson
    22 Jan 2015 | 6:29 pm
    Slammed: For the First Time Sales Manager I wanted to share a new eBook “SLAMMED!! For first time sales managers” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:” I know that sales managers can use all the help they can get. With a lack of on boarding and training for new sales managers it is sink or swim. New sales managers are feeling like they have gotten SLAMMED! Ken was gracious and shared one chapter from his book; there are 56 additional chapters in this book. I…
  • Sales Management Tip #27: Manage Your Own Motivation

    Steven A. Rosen
    11 Jan 2015 | 1:23 pm
    Happy New Year. To start the year I thought I would share one of my favourite Sales Management Tips. Whether you are a new or tenured sales managers it is critical that you manage your own motivation. Welcome to management. As a rep you lived in a highly supportive environment. In management the environment is less supportive and filled with stress. It is incumbent on you to stay inspired so you can inspire your sales people. The word inspiration comes from the Latin word “spiarae” which means to breathe, to live. I have found that there are many ways to keep oneself motivated. You can…
  • Don’t Make New Year’s Resolutions

    Steven A. Rosen
    1 Jan 2015 | 12:49 pm
    Happy New Year! Don’t waste your time making New Year’s resolutions. Set Goals and Put Them to Paper Chances are you have had some time off to reflect and make resolutions for 2015. The only problem is that you will probably forget all your “New Year’s” resolutions by next week. You are not alone. Like most busy executives you are focused on your business. Yet we all get sucked into the daily minutia. The day to day demands of business, emails, meetings and phone calls gets the best of us. This constant flow of “stuff” coming at us often interferes with that “good”…
  • How to Amp Up Your Sales By Keeping It Simple And Direct

    Andy Paul
    8 Dec 2014 | 4:59 am
    What buyers want from sellers? It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us? What can we do to speed their decision? My friend Andy Paul has written a new book on exactly how to deliver what your customers want. It is called Amp Up Your Sales:  Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. I highly recommend it. It’s already climbing the charts at Amazon. To learn more about it and get a sample of Andy’s insights, check out his guest article in today’s blog. By: Andy Paul You’ve all undoubtedly…
  • Sales Leaders – What is your biggest priority in 2015?

    Steven A. Rosen
    3 Dec 2014 | 10:12 am
    Early results are showing that sales leaders are most concerned about improving the performance management skills of their sales managers. 50% of sales leaders who have taken The 2015 Sales Management Survey have identified performance management as their #1 priority in 2015. Over 97% respondents agree or strongly agree with the statement “One of the sales manager’s most important responsibilities is to proactively manage and address performance issues”. When asked if their company utilizes a proven, performance management approach that teaches our managers how to effectively…
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    Sales Engine

  • Sales Engine’s Top Posts of 2014

    Jenny Poore
    20 Jan 2015 | 10:02 am
    We’re nearing the end of January, which means salespeople all over Chicago, the country, and the world are almost a third of the way into the first quarter. (We know that may be a scary thought to some of you. This is precisely why we mention it!) Your time is valuable and you want actionable advice on how to close that big deal by the end of Q1, so we’ve rounded up the top posts from 2014 to help you do that. Not all of these posts will apply to you, your company, or your customer. Take what is most useful to you and forget the rest. Be disciplined in your approach to learning…
  • You Never Wanted to Be a “Salesperson”, But Here You Are

    Jenny Poore
    14 Nov 2014 | 9:00 am
    The funny thing about sales is that, for the most part, no one wanted to be a salesperson growing up. When your grade school teacher asked you “what do you want to be when you grow up?”, your answer probably landed somewhere between a fearless fire fighter and a glamorous celebrity – not “salesperson”. And when you were in college & trying to figure out what you actually wanted to do with your life (and there was greater urgency in making this decision), your answer probably still didn’t involve any type of selling. Or at least that’s what you thought. The reality today is…
  • 6 Effective Time Management Techniques for Success in Sales

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

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

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

  • The Most Important New Year’s Resolution for Your Enterprise Sales Team

    Bob Sanders
    21 Jan 2015 | 12:19 pm
    It’s that time again! From eating better, to getting more exercise to spending more time with loved ones, people everywhere begin the new year with the intent of creating new healthy habits or abandoning old unhealthy ones.   Seems like the perfect time to take a similar view of your enterprise sales team, and the good news is that just one simple change in 2015 could change everything about your sales performance now and for many years to come. Keystone Habit for Sales In his book, ‘The Power of Habit’, Charles Duhigg describes the power and importance of Keystone Habits.
  • Learning from the Sales Training Students

    Lisa Pool
    28 Aug 2014 | 1:12 pm
    At AXIOM Sales Force Development, at the end of any sales training exercise we always ask, “What was the most significant thing you learned?” These are just a few of the recent responses: “Closing cannot be the objective of a meeting.” “How to handle objections during negotiation.” “How businesses make decisions.” “How to communicate the positive impact [of our products] and how they deliver a positive impact to the [client].” “There is a process for sales.” “Everything I learned I can apply to my growth in the company.” “Elimination of pain is a strong…
  • Father Sarducci on Sales Training

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

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

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

  • Why Leave Revenue Growth to Chance in 2015?

    Robert Kear, CMO
    21 Jan 2015 | 5:00 am
    Between their beautifully conceived offerings and the buyer exists that interesting collection of people known as “the sales force.” And in the majority of companies, the human capital costs of the sales organization comprises a significant share of corporate operating expenses. Investing in sales performance improvement solutions isn’t inherently a bad idea – some offerings might actually work well for your organization. For example, if your organization has no coherent “framework” for selling – by all means move from ad hoc behavior to some semblance of order and…
  • Change Your Daily Selling Habits. Become a Micro-Marketer

    SPI
    8 Jan 2015 | 1:55 pm
    Get started with Social Selling in 2015 by identifying goals against which you can measure your success and building a routine of activities that you can repeat often and track results against.
  • Happy Holidays from SPI!

    SPI
    23 Dec 2014 | 1:15 pm
    At this special time of year as we celebrate the Holidays, SPI wants to say thank you to all of our past and current clients, to our partners, and to the individuals and teams we collaborate with daily in the pursuit of success. Thank you for a great 2014. We have had the great pleasure to work with the world’s best and most dedicated professionals, from all parts of the globe, for over 25 years. It is our collaborative spirit, and mutual partnerships that make our jobs a joy and keep our passion for sales success and transformation alive. From the SPI family to yours we wish you Happy…
  • Healthcare's Changing Business and Practice Models...Implications?

    Brad Ansley, Director of Life Sciences, SPI
    21 Nov 2014 | 6:36 am
    In today’s healthcare environment both the business model and practice model for healthcare providers have changed. In keeping with the law of cause and effect, these changes have forced practitioners to re-calibrate their expectations of sales professionals in the healthcare market. Successful sales teams align themselves with these new expectations to deliver credible solutions to critical practice or patient issues that are based on the best available clinical evidence.
  • Clinical Conversations Matter!

    SPI
    3 Nov 2014 | 5:54 am
    If you’re a patient suffering from Type II Diabetes, which statement would you trust more to increase your quality of life? “My drug is the best because it stimulates the body to produce insulin,” or “In a clinical study titled, ‘Effects of a dietary supplement A on abnormal glucose levels in Type II Diabetes patients…,” published in New England Journal of Medicine, Dr. Houser found that dietary supplement A effectively regulates blood sugar levels with fewer side effects than therapies X, Y, and Z in patients suffering from Type II Diabetes.”…
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    RAIN Selling Blog

  • 5 Keys to Maximizing Sales in Existing Accounts

    27 Jan 2015 | 10:00 am
    How many of your accounts take advantage of your full suite of products and services? How much more could you be selling to your existing accounts? 10%? 20%? 50%? More? What effect would that have on your bottom line? Growing existing accounts is a huge, untapped opportunity. In our research, we found that high performers in strategic account management have significantly higher revenue growth, profit growth, and client satisfaction compared to the rest. In 5 Keys to Maximizing Sales in Existing Accounts, RAIN Group Presidents Mike Schultz and John Doerr share what high performers do…
  • 5 Ways to Get the Most Out of B2B Sales Training

    21 Jan 2015 | 10:00 am
    There's one question I wish I got asked more when working with leaders looking to invest in B2B sales training. That question is, "What will it really take to get the best results?" If you're a seller, you can probably relate to the experience of a well-meaning trainer giving examples from an industry that had nothing to do with yours. Or maybe they didn't have a credible track record to back up their claims. And when the training was over, it was back to business as usual the next morning. No learning. No change in behavior. No results. Ask the average trainer what business they…
  • Buyers Want to Talk to You

    14 Jan 2015 | 10:00 am
    57% of the purchase process is complete before buyers have their first interaction with a seller.1 This is one of the most cited statistics in the sales world these days—as if it's some kind of big news. Wait...so you mean buyers do research and talk internally before they bring in outsiders? No way, dude! That's, like, revolutionary! Puh-leez... In fact, all it says is that thoughtful buyers explore ideas with their internal colleagues. They discuss what they want to do, what they want as an outcome, and what the options are to get them there. They get their ducks in a row to an…
  • 3 Rules for Building a Value Proposition

    6 Jan 2015 | 9:00 pm
    Ask 100 sellers at 100 companies why their customers buy from them, and you're likely to hear 100 answers with the same underlying theme: the value we provide. Sellers describe their value to us in a number of ways: we get results. Our relationships are very close. They get from us what they've always wanted (but never gotten) from other companies. We bring innovative solutions to the table. And so on. Pretty obvious, right? To win sales you have to maximize value. In practice there's no denying that sales winners are much better at getting buyers to perceive maximum value than the rest. In…
  • Top 10 Most Popular Content Pieces from 2014

    17 Dec 2014 | 10:00 am
    At RAIN Group it's our mission to help you unleash your sales potential. Through the RAIN Selling blog we strive to bring you the freshest sales research, tips, and strategies that will help you make breakthroughs in your sales results. In 2014 we did just that and we did it with gusto. We produced more webinars and blog posts than ever and even found time to publish a new book. But if you didn't have a chance to read through all of the new sales content this year, don’t worry. Below are the top 10 most popular pieces from 2014.
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    The Richardson Sales Excellence Review™

  • Overcoming Obstacles to Prospecting

    James A. Brodo
    26 Jan 2015 | 5:35 am
    Overcoming Obstacles to Prospecting In a recent post regarding making referrals part of your prospecting, we highlighted the importance of overcoming obstacles. The point was that, while seeking referrals is one of the best ways to secure warm leads, too many sales reps fail to pursue them due to real or perceived obstacles in their way. Overcoming those obstacles will undoubtedly lead to greater success, so let’s take a deeper look at prospecting obstacles and ways to manage or avoid them. Most Obstacles to Prospecting Are Behavioral There are several reasons  for obstacles that stand…
  • How to Make Referrals a Winning Part of Your Prospecting

    James A. Brodo
    23 Jan 2015 | 5:32 am
    How to Make Referrals a Winning Part of Your Prospecting Of all of the possible sources of leads, referrals are often the hottest and most desirable. Brokered by someone who knows you first-hand and trusts your work, there’s an implicit recommendation instilled, which carries considerable weight. The problem is that sales reps too often fail to pursue these opportunities. Here’s a four-step process to bolster your long-term success by getting your sales reps to take a proactive approach to gaining referrals. 1) Timing There are always busy business cycles to avoid when approaching your…
  • New Research, Best Practices in Design and Delivery of Sales Training Programs

    James A. Brodo
    16 Jan 2015 | 7:58 am
    Richardson and Training Industry, Inc. Release New Research, Best Practices in Design and Delivery of Sales Training Programs  Philadelphia, PA—January 16, 2015— Richardson, a leading global sales training and performance improvement company, and Training Industry, Inc. announced that it has launched a new research report, Best Practices in Design and Delivery of Sales Training Programs. The report researched the sales training programs and initiatives that organizations are using and any patterns in how these organizations leverage external providers to assist in achieving performance…
  • Social Selling Made Easy

    James A. Brodo
    15 Jan 2015 | 5:17 am
    Social Selling Made Easy Social networks represent a huge lead generation opportunity for sales professionals. But taking full advantage of this opportunity – using the right social sites, connecting to the right people, posting with proper etiquette, and following company policies – can seem overly complex and overwhelming. That’s why I’m so impressed with PeopleLinx. It makes the process so easy that I’m happily bestowing a Richy Award on it for Best Social Selling Tool. At Richardson, we test drive a lot of sales support and enablement tools; and, as a leader in sales training…
  • Content Marketing: How the Sales Team Should Work with Marketing

    James A. Brodo
    12 Jan 2015 | 5:27 am
    Content marketing: How the Sales Team Should Work with Marketing In Part I of this series, we talked about the rising popularity of content-based marketing. A reported 93% of B2B marketing teams in North America are using a content-marketing approach, according to B2B Content Marketing 2014 research. While that’s an impressive number, only 9% of survey respondents felt it was “very effective,” while 33% said “effective.” That tells me people are jumping on the bandwagon without clear strategies, tactics, or implementation. I shared a definition used by Joe Pulizzi, founder of the…
 
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    Lattice Engines

  • Why Five9 Chose Lattice

    Amanda Maksymiw
    26 Jan 2015 | 3:06 pm
    Watch this video to learn how Five9 is innovating with predictive marketing to improve its lead scoring program. The post Why Five9 Chose Lattice appeared first on Lattice Engines.
  • How to Get More from Marketing

    Amanda Maksymiw
    21 Jan 2015 | 1:17 pm
    A Sales Manager’s Guide to Decoding Marketing In the past 10 years we’ve seen a tremendous amount of change in the marketplace. The communications revolution has changed the way we receive and share information. Buyers have changed the way they buy products. Marketers are fighting for their audience’s attention. Alignment between marketing and sales is paramount. These changes have brought on a new slew of challenges and opportunities for companies and alignment between marketing and sales is paramount for tackling the top issues. We collaborated with The 56…
  • 3 Interesting Ways to Use your Predictive Lead Score

    Amanda Maksymiw
    5 Jan 2015 | 8:16 am
    Improving Your Go-To-Market Strategy with Predictive Lead Scoring We firmly believe that the value of predictive lead scoring is more than just a number. Instead, it’s about what you do with the score, and that’s not always about sales prioritization. For example, it might be about changing your nurture program, or uncovering a new segment of accounts to proactively target. Almost every week we hear of some really inventive things that our customers are doing with the Lattice score. Here are three ideas: Direct Mail Done Right Who said direct mail was dead?! One of our customers sent a…
  • How Do You Know If Your Predictive Scoring Test Works?

    Amanda Maksymiw
    29 Dec 2014 | 12:00 am
    Most marketing and sales leaders think of lift measurement when comparing the performance of two prediction models. While lift is ideal for segmenting good leads from bad, it is not the best approach for comparing two scoring models. Ideally you want to focus on success criteria specific to the goal at hand. For instance, if you are trying to sell to more customers, train the test measurement on an increase in revenue rather than an increase in leads. After all, it’s possible that a single customer could generate a significant increase in revenue; your focus should be on identifying the…
  • How to Rank Sales Opportunities

    Amanda Maksymiw
    23 Dec 2014 | 12:00 am
    Every salesperson wants to work the hottest leads but they’re hard to come by and unfortunately, salespeople often weed out leads that might be appropriate because they’re looking for perfection. That’s not a bad thing — it’s all you can expect if your sorting or scoring model amounts to hunches. Understanding customer buying motivations and using analytics to sort through the data that customers provide can get you ahead of the game. But how do you begin? A/B testing is a great approach though it is underused in business-to-business outreach because it requires some modification…
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    Grow My Revenue

  • Critical Sales Issues That You Can’t Afford To Ignore

    Ian Altman
    20 Jan 2015 | 8:42 pm
    As published on Forbes.com While preparing for a recent corporate training workshop, I recommended to the company’s management team that we conduct a pre-survey with their participants. The results pointed to two critical sales issues that you cannot afford to ignore. The company’s management team asked, “Why do we need to do a survey? We know what issues we have.” I explained that responses from the survey help me to prepare for the workshop and focus on what matters most to the participants. After some discussion, the management team reluctantly agreed to the survey. In the survey,…
  • What Shark Tank Fails to Realize About American Ingenuity

    Ian Altman
    13 Jan 2015 | 9:13 pm
    As published on Forbes.com I recently had the pleasure of meeting with Jerommie Smith and Ryan Bradley, the pair of entrepreneurs behind a United States watch company, Smith and Bradley. If they were on ABC’s Shark Tank, Kevin O’Leary (one of the investors/sharks) would certainly tell them to move manufacturing to China or India. Thankfully, not all of the sharks on the show react in the same manner as Kevin. Perhaps after reading their success story, even Kevin will have a different perspective. Maybe people have told you to shift the manufacturing (along with the labor and much of the…
  • Top 3 Excuses Of Underperforming Companies

    Ian Altman
    6 Jan 2015 | 9:00 pm
    As published on Forbes.com I often meet professionals who are a part of companies with tremendous potential for success. But, when presented with an opportunity to seize the moment, they come up with one of three classic excuses. Do these sound familiar to you? If so, be sure to lock them away and throw away the key. 1) “Our Business Is Different” I speak around the world about how to help businesses stand out and grow with integrity. Most of the participants take notes, internalize the concepts, and try to see how to apply the ideas to their business. Recently, I was speaking at an…
  • Five New Year’s Resolutions Every Business Person Should Make

    Ian Altman
    30 Dec 2014 | 10:00 pm
    As published on Forbes.com As we approach the New Year, it is natural to make resolutions about how you want to improve yourself in the coming year. This is the most common time for people to resolve to improve fitness, stop vices, or change behavior. This is also the time that business people consider their path going forward. Here are five New Year’s resolutions that every businessperson should make to ensure you thrive. Know How To Describe Why People Might Need Your Help Whether you provide a service to your external customer or an internal customer (like a coworker), it is easy to get…
  • How To Grow Your Business In A Challenging Market

    Ian Altman
    23 Dec 2014 | 11:03 pm
    As published on Forbes.com After speaking at a recent event, a few executives approached me to discuss challenges in their respective businesses. Judy was the most vocal. She explained that over the past several years, she feels it has become more challenging to capture the attention of their market. If they want to succeed, they have to discover how to grow their business in a challenging, competitive market. It’s not about being seen as an ambitious seller, but instead have your clients see you as a trusted advisor, expert resource, and thought leader. Here are the steps to help you…
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    LeadManagement.com

  • Black Belt Techniques to Combat the 6 Most Common Sales Objections

    Stacy Jackson
    26 Jan 2015 | 6:36 am
    One of the most challenging parts of an inside sales call is overcoming the many objections that the prospect may come up with to dodge your sales pitch. Source: blog.vanillasoft.com When cold calling prospects, it can be tough to break through the typical objections that prospects have as their wall of defense against sales pitches. Do any of these objections sound familiar to you? I need some time to think it over Can you send me more information We don’t need your product It costs too much Will you call me back later? We are happy with what we have now Check out Genie Parker’s…
  • Starting an Inside Sales Team? See These Six Tips

    Stacy Jackson
    16 Jan 2015 | 5:49 am
    “Inside sales – already an important component for many company’s sales efforts – is expanding as more companies develop or add to this valuable sales channel. Here are six things to consider to insure your new sales team is effective and profitable.” Source: mrinsidesales.com Inside sales is a sales role that is increasingly expanding due to a variety of factors such as the expense of travel, the improvements and value of screen sharing and other online communication tools. If your organization is considering bringing your field sales in or adding an inside…
  • 5 Untapped Resources to Help Your Company Find More Leads

    Contributor
    14 Jan 2015 | 8:27 am
    Most companies have a sales funnel that is wider at the top than it is at the bottom. Finding the leads that you need to fill the sales funnel into your organization can be an exciting, yet challenging process, but a process that needs to be done regardless of how you feel about it. After a while, you might feel like all your methods for finding leads are stale and ineffective. If it is time to change up your methods, there might be a few untapped resources that can give you the wealth of leads you are looking for. Here are some resources for finding sales leads that you might not have…
  • 2015 Market Budget Trends by Channel

    David Dodd
    14 Jan 2015 | 5:00 am
    This month, I’m featuring posts that describe a few of the many published predictions about what will happen in marketing during the coming year. In my last post, I discussed a recent webinar by the Aberdeen Group regarding what best-in-class B2B marketers are planning to focus on in 2015. This post deals with marketing budget and spending trends in 2015. In late November and early December of last year, StrongView Systems surveyed business leaders from a wide range of industries regarding marketing spending plans for 2015. The StrongView survey generated 377 responses, mostly from…
  • Tips for Building a Channel Business Abroad

    Contributor
    13 Jan 2015 | 11:33 am
    Buying/Selling business products abroad requires a lot of time, efforts, planning, and money to cover the extra expenses incurred. This business is very demanding and requires you to make sacrifices in order to succeed. Creating good channels can be an added advantage to your business as this means huge returns. That’s why you should first familiarize yourself with the business tactics before fully investing in it. There are important considerations that you should take into account. Failure to do so can compromise everything that you have worked so hard to build. Below are some helpful…
 
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    Base | Baseline - Base CRM Blog

  • Real-Time Answers From Your Sales Pipeline – Say Hello To Smart List

    Josh Bean
    13 Jan 2015 | 10:34 am
    Introducing Smart List, a new way to get answers to the questions you have about your sales pipeline. We’ve built an experience that you can’t find anywhere else, and we can’t wait for you to give it a try. We work with salespeople non-stop, whether it’s customer interviews, prospects, recruiting, or even our own internal team. Every time we speak with a sales professional, there’s always the same recurring theme, export to Excel to evaluate the sales pipeline. Sales reps and managers turn to Excel to find simple insights to questions like “What deals are going to close…
  • Email view notifications, the smartest way to send email

    Josh Bean
    6 Jan 2015 | 6:26 am
    When you are prospecting, are your emails cruise missiles, or arrows? Send intelligent prospecting emails and get notified the second one of your leads or contacts opens an email with Base email notifications. Imagine being able to call a prospect at the exact moment she is reading your email. These brand new custom notifications add even more firepower to your sales email arsenal. Creating View Notifications Email view notifications can be customized so you’re only alerted about the conversations that matter most to you. The notifications are created in Settings. Navigate to the…
  • New Reporting Center, Email Templates and Lead Sources Now On Mobile

    Josh Bean
    23 Dec 2014 | 9:00 am
    As the year is winding down, we’re releasing one final iOS and Android update, and it’s a big one! This release aims to help you track sales performance and sell more efficiently when you’re away from your computer. Read on, to learn more about the latest updates. Mobile Reporting Center The new interactive reporting center brings the numbers that matter most, straight to your reporting dashboard. The mobile reporting center delivers real-time insights into goal attainment, sales forecasting, and even the Sales Funnel analysis, to name a few. Tap any report for more detail,…
  • Mobile Email Templates – The Fastest Way To Email On The Go

    Josh Bean
    17 Dec 2014 | 9:44 am
    Mobile email templates and merge tags are now available to help you quickly send concise email on the go. Those of you who have been using merge tags and email templates on the web know how much of a time saver templates can be. On mobile, it’s worse. The keyboard is smaller, the screen is tiny (sometimes) and you’re on the go. The new email templates are here to change that and make your life easier. We’re releasing email templates for Android today, iOS users will see templates later this week. The latest version of Base with email templates lets you pull from your template library…
  • Smarter Classifications for Prospects and Customers

    Josh Bean
    10 Dec 2014 | 2:52 pm
    We’re releasing a smaller update to Associated Contacts for Deals that brings a little more intelligence to who is classified as a Prospect and Customer in your Base account. Until now, only the main contact and company associated to a Deal was marked as either Prospect or Customer. Now, all contacts from that company, who are attached to the Deal will also be marked as either Customers or Prospects. This results in a more accurate Prospect and Customer view. Prospect: The primary Contact & Company associated to an active deal in your sales pipeline, along with any of the primary…
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    Altus Lift trucks Blog

  • 2010 Hyster H30FT 1032 hr $11,500

    Alex Pereira
    23 Jan 2015 | 9:06 am
    Fortis Package Complete truck equipped with: Mazda® 2.0L LP 3,000lb. load capacity Finger tip hydraulic control handle with fully adjustable armrest Light packages – Two front, one rear halogen work light and two brake/tail/back-up high intensity LED lights Electronic powershift transmission – Electronic inching – Electronic shift control – Neutral start switch Anti-restart protection 2-Stage [...] The post 2010 Hyster H30FT 1032 hr $11,500 appeared first on Altus Lift trucks Blog.
  • How can you maximize Forklift Battery Life?

    Alex Pereira
    30 Jan 2014 | 6:33 am
    The battery is the life of your Forklift. Once the battery is dead, your equipment will be dead and will not be able to work. Usually new  and non-experienced workers handle forklift battery in rough manner or don’t inspect the battery in timely manner, hence shorting the lift of the battery. If they follow a few guidelines they [...] The post How can you maximize Forklift Battery Life? appeared first on Altus Lift trucks Blog.
  • Hybrid vs. Hydrogen Fuel Cell Forklift – Possible Future

    Alex Pereira
    6 Jan 2014 | 12:14 am
    With the rise of unique technologies in forklifts and lift trucks, a debate is going on all over the world about choosing among the two most exclusive and economic technologies for forklifts, Hybrid or Hydrogen fuel cells. Many people are now familiar with the new hybrid technology, which has been discussed here on my blog [...] The post Hybrid vs. Hydrogen Fuel Cell Forklift – Possible Future appeared first on Altus Lift trucks Blog.
  • Hydrogen Fuel Cell Cars: Welcome to the Future

    Alex Pereira
    18 Dec 2013 | 9:00 am
    Have you ever heard of Hydrogen Fuel Cell technology? In the future, your vehicle will run on this incredible technology known as the Hydrogen Fuel Cell (FC). This technology can be applied to electric cars, and the major advantage of this technology is low emission and its contribution to climate change. Toyota, Honda and Hyundai [...] The post Hydrogen Fuel Cell Cars: Welcome to the Future appeared first on Altus Lift trucks Blog.
  • Which License Suits You as a Forklift Operator?

    Alex Pereira
    12 Dec 2013 | 12:55 pm
    For a forklift operator, a license is not only a sign that he or she is an equipment operator, but it is also a safety badge. However, different states have different offices for registration and requirements may vary from area to area. Yet there are generally two types of licenses available to applicants – LO [...] The post Which License Suits You as a Forklift Operator? appeared first on Altus Lift trucks Blog.
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    RAIN Selling Blog

  • 5 Keys to Maximizing Sales in Existing Accounts

    27 Jan 2015 | 10:00 am
    How many of your accounts take advantage of your full suite of products and services? How much more could you be selling to your existing accounts? 10%? 20%? 50%? More? What effect would that have on your bottom line? Growing existing accounts is a huge, untapped opportunity. In our research, we found that high performers in strategic account management have significantly higher revenue growth, profit growth, and client satisfaction compared to the rest. In 5 Keys to Maximizing Sales in Existing Accounts, RAIN Group Presidents Mike Schultz and John Doerr share what high performers do…
  • 5 Ways to Get the Most Out of B2B Sales Training

    21 Jan 2015 | 10:00 am
    There's one question I wish I got asked more when working with leaders looking to invest in B2B sales training. That question is, "What will it really take to get the best results?" If you're a seller, you can probably relate to the experience of a well-meaning trainer giving examples from an industry that had nothing to do with yours. Or maybe they didn't have a credible track record to back up their claims. And when the training was over, it was back to business as usual the next morning. No learning. No change in behavior. No results. Ask the average trainer what business they…
  • Buyers Want to Talk to You

    14 Jan 2015 | 10:00 am
    57% of the purchase process is complete before buyers have their first interaction with a seller.1 This is one of the most cited statistics in the sales world these days—as if it's some kind of big news. Wait...so you mean buyers do research and talk internally before they bring in outsiders? No way, dude! That's, like, revolutionary! Puh-leez... In fact, all it says is that thoughtful buyers explore ideas with their internal colleagues. They discuss what they want to do, what they want as an outcome, and what the options are to get them there. They get their ducks in a row to an…
  • 3 Rules for Building a Value Proposition

    6 Jan 2015 | 9:00 pm
    Ask 100 sellers at 100 companies why their customers buy from them, and you're likely to hear 100 answers with the same underlying theme: the value we provide. Sellers describe their value to us in a number of ways: we get results. Our relationships are very close. They get from us what they've always wanted (but never gotten) from other companies. We bring innovative solutions to the table. And so on. Pretty obvious, right? To win sales you have to maximize value. In practice there's no denying that sales winners are much better at getting buyers to perceive maximum value than the rest. In…
  • Top 10 Most Popular Content Pieces from 2014

    17 Dec 2014 | 10:00 am
    At RAIN Group it's our mission to help you unleash your sales potential. Through the RAIN Selling blog we strive to bring you the freshest sales research, tips, and strategies that will help you make breakthroughs in your sales results. In 2014 we did just that and we did it with gusto. We produced more webinars and blog posts than ever and even found time to publish a new book. But if you didn't have a chance to read through all of the new sales content this year, don’t worry. Below are the top 10 most popular pieces from 2014.     Related Stories5 Ways to Get the…
 
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    People First

  • Everyone Leads: A Goal and a Reality

    Deb Calvert
    25 Jan 2015 | 7:00 am
    Like it or not, believe it or not, everyone leads. The things we say and do have an impact on others. We influence others with our words and behaviors each and every day. It doesn’t require a formal title or a hierarchy to be in place. You lead, they lead, everyone leads. The real question […]
  • Common Sense Selling: Tell the Truth

    Deb Calvert
    21 Jan 2015 | 6:00 am
    On a 4-legged sales call last week, I witnessed a seller tell a blatant lie to a buyer. The buyer knew the seller was lying, and the buyer shut down immediately after the lie was told. While debriefing the call with the seller, I asked about her rationale for saying what she did. Her response […]
  • The Most Important Part of Your Job

    Deb Calvert
    18 Jan 2015 | 8:00 am
    If you are tasked with supervising or managing others, the most important work you do is people building. While the formal definition of a manager’s role focuses on getting work done through others, that overly simplified definition leaves out the longer-term necessity of people development. As you are getting the work done through others, you […]
  • Common Sense Selling: Every Interaction Counts

    Deb Calvert
    14 Jan 2015 | 6:00 am
    It may be obvious, but it’s often forgotten. Every interaction with a customer counts. There is no free pass for a lapse in judgment. You won’t get a mulligan because you were in a bad mood. There are no second chances to preserve the image you initially constructed and conveyed. A single misstep can be […]
  • Who Are You?

    Deb Calvert
    11 Jan 2015 | 7:00 am
    The #1 most important thing people who might follow you want to know is this: Who are you? Your resume and accolades and experience matter less than this does. Your skills and abilities and knowledge pale in comparison. Your network and education don’t do the job either. Neither does your title, regardless of how much […]
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    Witty Blog

  • Identifying the Elusive "Return on Investment" of Human Resources

    Anand Deshpande
    23 Jan 2015 | 9:00 am
    Human Resources may not immediately come to mind when you think about ROI. Why not? Because HR typically falls in the “soft” category -- meaning its successes and failures can’t be easily quantified in terms of financials. If you’re holding back from investing in HR because you think you can't produce tangible results to back up your investment, think again.
  • 4 Things to Keep in Mind for Your First Prospect Meeting

    21 Jan 2015 | 9:00 am
    Post excerpt: Getting prepared for your first prospect meeting? It's not as simple as you think. Here are a few tips to put you on the track to success.
  • A Day in the Life of a Talent Scout

    Anand Deshpande
    19 Jan 2015 | 6:00 am
    Post excerpt:  Wondering what goes on during a talent manager's average day? The answer is....A LOT!  
  • 5 Reasons Social Recruiting Beats Traditional Hiring

    16 Jan 2015 | 4:56 am
    Post excerpt: Still stuck in the dark ages of hiring? We've got five reasons why you should integrate social media into your recruiting toolbox.
  • 100 Content Marketers to Follow on Twitter in 2015

    13 Jan 2015 | 7:00 am
    We at WittyParrot aim to help you produce and efficiently use content that sells your strengths, getting you the business you need to flourish. This dedication to helping you look good extends beyond our product and into our own content.
 
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    C. Rice Global » Blog

  • Hiring Women Helps Car Dealerships Better Serve Customers

    Danielle Cook
    14 Jan 2015 | 5:29 pm
    Hiring Women Helps Car Dealerships Better Serve Customers Hiring women helps car dealerships better serve customers on several levels. To begin with, 2014 was the year that saw generation Y take control of the car sales industry. Generation Y is hugely different than any generation before, seeing women emerge as the fastest growing segment of the work force. This is especially true within the auto industry. “A recent survey indicates 74% of Generation Y women feel misunderstood by automotive marketers, yet they account for the purchase of 65% of all new cars and 53% of used cars. They…
  • The Growing Demand For Bilingual Employees in the Auto Industry

    Danielle Cook
    9 Jan 2015 | 4:01 pm
    The Growing Demand For Bilingual Employees in the Auto Industry The growing demand for bilingual employees in the auto industry is on the rise. In the last few years auto dealerships have turned their attention towards hiring bilingual employees more than they ever have before. Latinos and Spanish speaking employees are especially becoming more and more in demand as dealerships realize the growing influence of Latinos in the car buying market. It is important to make every single customer in any business feel comfortable. It is especially important when you involve as big of a purchase as…
  • Why You Should Choose a Career in Car Sales

    Cliff Rice
    18 Dec 2014 | 11:00 pm
    A career in car sales might just be the solution to your job search difficulties. Whether you are a college graduate just starting out, or someone who is just ready for a change it’s time to understand exactly what a career in car sales can offer you. With the financial crisis of 2008 long in the past and confidence returning to the auto industry, car sales is reclaiming its spot at the top of the list for best career choice. Car sales is not just a career choice for any one demographic. In fact it is exactly the opposite. Car sales as a career is perfect for both men and women, as…
  • 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 professionals without experiencing a sharp spike in stress.   While there are a lot of benefits to working with this type of partner, there is one big caveat. Taking advantage of everything that a great dealership staffing services provider has to offer requires choosing the right one. When dealerships get stuck with a provider that’s great at making…
  • 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 into a deeper discussion of exactly why this type of recruiting is so hard.   The Reality of Auto Sales Recruiting In order to keep up with the demands of the modern selling environment, it’s important to have people who are very comfortable with technology. And while there are still valid reasons to read a print newspaper, most savvy individuals…
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    Salesjournal

  • 11 Health And Fitness Apps That Achieve Top Results

    caitlinhoward
    22 Jan 2015 | 8:33 am
    By Jennifer Cohen (Forbes) Need some end of month inspiration for your 2015 fitness goals? Then keep reading to learn about 11 different health and fitness apps that will help you achieve your goals and results! 11 Health And Fitness Apps That Achieve Top Results 
  • 5 Productivity Tips for Your Next Business Trip

    caitlinhoward
    22 Jan 2015 | 8:19 am
    By Ritika Puri (HubSpot Blog) Business travel is often a perk for many salespeople, but it can also set you back on tasks and priorities if you’re not careful about how you manage your time. Keep reading to learn about 5 tips to use on your next business trip in order to stay productive and efficient. 5 Productivity Tips […]
  • Sales Leaders, Are You Micromanaging the Wrong Metrics?

    caitlinhoward
    22 Jan 2015 | 8:06 am
    By Scott Edinger (Pipeliner CRM Blog) Did you make it your goal to spend more time coaching and mentoring your sales reps this year? Then make sure you’re focusing your efforts on the right things. Learn what sales activities you should focus on that will have the greatest impact for your sales reps. Sales Leaders, Are You […]
  • 5 Things You Can Do in 2015 To Make Your Sales Quota

    caitlinhoward
    22 Jan 2015 | 7:48 am
    By Jim Hopes (The Center for Sales Strategy) Looking to make 2015 your best sales year yet? Then start by learning to control these 5 things and you will be on your way to achieving your sales quota this year. 5 Things You Can Do in 2015 To Make Your Sales Quota
  • 2015 Fast Start Guide for Salespeople [SlideShare]

    caitlinhoward
    23 Dec 2014 | 5:44 am
    By Emma Snider (HubSpot Sales Blog) 2015 means a new quota and new goals for salespeople, but it can often be hard to know where to begin. Keep reading to learn what salespeople should do during the first 30 days of 2015, best practices they should adopt, and the best advice from top salespeople. 2015 Fast […]
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    aayuja

  • I’am I congruent with my work and life?

    admin
    9 Jan 2015 | 8:30 am
    Off late I kept wondering why these getaway hotels, resorts, spas & adventure trip planners catching so much heed and minting moolah?! why would anybody spend dollars on going to the outskirt of the city and swipe for slumber?! Why would coffee at an exclusive lounge be hotter than the regular sunrise at home?! They say, the only way to know is to “do” which is to keep our scampering feet in the world of the corporate ball game, this way you do the “do”. The commencement of the strive for competition, growth, recognition, money & tracing one’s own path towards his thought…
  • Tips to Use Slide Share More Effectively

    admin
    25 Nov 2014 | 6:27 am
    Tips for effective usage of slideshareAll checks incomplete without having a substantiated presence on slideshare. Needless to say that it is perhaps the best tool for fiddling with the creative nerve of the perceived monotonous content creators. Presentations have become the undisputed winners of not only knowledge transfers but transcending that into content marketing. No longer are newsletters, blogs and articles are considered to be impactful enough to be kept on the same pedestal for creating an image. Slides are not only more convenient to make but also lets the reader and target…
  • Top 5 Sales Tools

    admin
    13 Nov 2014 | 7:30 am
    By Neil SmithSubstantiating and optimizing are the inseparable twins to sales process and development. Proficiency of a sales person and planner is preferably gauged on tangibility of results and quantifiable elements. However, this may sound very simple and single point reference task. Unfortunately, it’s not. Months of planning, analytics and decision making goes in to just designing the outlay of the objectives to be achieved. Definition of a tools cruxes that which suffices the need to complete a task. Tools have been helping man kind since eternity, whenever a need arises discovery of…
  • B2B Marketing and Pinterest

    admin
    17 Sep 2014 | 6:38 am
    Social media is the new and the most lucrative platform for promotion of content, information, ideas, networks and exchange of mutual interests between individuals, organizations, communities and groups. This platform has been a sure hit in gaining maximum visibility, viewership and virality on the internet. When talking in terms of reach through individual efforts, social media acts as a life size billboard for all the passing by viewers to see what you are displaying for them to witness. The question here is, where do you place your billboard? Facebook, Twitter, My space, LinkedIn, Google…
  • Why You Need Lead Scoring

    admin
    16 Sep 2014 | 5:26 am
    By Neil SmithAs the name suggests lead scoring is simply ranking the leads or prospects against a preset-valued scale, which quantifies the priority of each and every lead being scored up. Here priority refers to the parameters set by an organization and generally include factors like demography, authority, budget, behavioral dependencies, time-line and adequacy of data profile. The same is done using rankings like A B C D and divisions like HOT  COLD WARM and NURTURING.Lead Scoring and Lead ManagementLead scoring is inevitably a part of the lead management process specifically to rate and…
 
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    xoombi

  • Social Media Marketing and the Value of Relationships

    27 Jan 2015 | 6:00 am
    Social media marketing (SMM) utlizes social media sites as a marketing tool. Because social media platforms are interactive by nature, the exchanges that take place there tend to be less formal. But make no mistake: you're still building professional relationships with social media marketing.
  • Want Higher Lead Conversions? Fish Where the Fish Are

    23 Jan 2015 | 6:00 am
    Leads convert faster when your salespeople engage with prospects who are already predisposed to your company's products and services. But, most of us are used to working for sales organizations where target accounts are assigned to us based on a set of search criteria. For example, the sales manager will go into a database like Hoover's or InfoUSA and filter a list based on industry, zip code, company size, revenue, etc. They dump the list into your CRM and you're off to the races...right?
  • Marketing Online: How to Mine for Internet Leads

    20 Jan 2015 | 10:38 am
    The Internet has provided businesses with an opportunity to sell their product or service to a global audience. However, selling online encompasses a whole new set of rules than that of traditional selling. Given the importance of inbound marketing and having a digital presence nowadays, it’s essential that businesses learn the art of marketing online. After all, combining inbound marketing techniques with traditional outbound marketing methods will only increase your sales and success.
  • 4 Essential Traits of Successful Inbound Marketers

    16 Jan 2015 | 6:00 am
    The days of having one person master and perform one specific skill in the marketing world are long gone. Nowadays, marketers must wear many different hats in order to be successful.  With the ever-evolving digital world, inbound marketers must be the most flexible and adaptable marketers in the game. As new Google algorithms pop up and content marketing trends change, inbound marketers must be able to recalculate and reorganize strategies seamlessly.
  • How to Become a Sales and Marketing Rockstar in 2015

    31 Dec 2014 | 2:54 pm
    Want to become a sales and marketing rockstar in 2015?!!! Start by catching up on the best Sales and Marketing posts, and Infographics we published this year...
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    Latest blog entries - JobFLEX

  • JobFLEX Announces New Pricing in Response to Labor Shortage [News Release]

    21 Jan 2015 | 7:40 am
    JOBFLEX™ ANNOUNCES NEW SOFTWARE PACKAGE PRICING IN RESPONSE TO THE SKILLED TRADES & SALES LABOR SHORTAGE JobFLEX estimating software helps speed and simplify the quoting process to close more business, even when staffing is low January 21, 2015, Rockford, MI – JobFLEX™, a Midwest software company, announces changes to its software pricing structure, responding to the needs of small-to-mid-size businesses in the wake of the current construction industry labor shortage. Both Basic and Pro JobFLEX Plans can now be paid on a monthly basis, without an up-front investment. The latest…
  • 5 Questions to Determine if Estimating Software is TRULY Easy to Use Before You Buy

    3 Dec 2014 | 4:12 pm
    Construction Estimating Software MUST Be Easy to Use or It Is Worthless Usability has to be top of mind when shopping for estimating software, because, quite simply, if it’s not easy to use for your least tech-savvy salesperson who suffers from fat finger syndrome, it’s not going to help him or her sell more jobs because they will not use it. Implementation time for a new piece of software is a good indicator of its ease of use. Remember, all time spent actually implementing the system and getting your staff trained on it presents an opportunity cost. The longer it takes to integrate the…
  • The 7 Personality Traits of Top Sales Performers

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

    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 Software WON’T Tell You About Their 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,…
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    CRM in Outlook to Help Businesses Grow

  • Avidian Sales Roundup, Jan. 26

    avadminwp
    26 Jan 2015 | 7:48 am
    Productivity is in the eye of the beholder. At least, that’s what it seemed like when we did our research for this week’s roundup. Whether you ask the biggest names in the sales game (like Paul Castain and Jason Jordon) or cutting-edge sales and management researchers, everyone has a different secret for better sales and productivity. Fortunately, we gleaned the finest responses from all over the web, making this week’s roundup the perfect catalyst to help you reevaluate the effectiveness of your sales and management strategies. 4 Omnichannel Tips to Improve Customer Experience and…
  • Getting the Most Out of Sponsoring Events and Individuals

    avadminwp
    22 Jan 2015 | 10:44 pm
    Sponsoring an event – or in certain cases, an individual such as an athlete – is one of the best ways to generate goodwill for a brand and extend the reach of advertising money, provided the sponsorships are handled smartly and carefully. Depending on the size of a business and the size of its target audience, even small sponsorships can lead to a big return on investment. Here we touch on some considerations when sponsoring other organizations and individuals as well as some ways to measure the effectiveness of your sponsorship efforts. Considerations When Sponsoring Some organizations…
  • Developing a Winning Company Philosophy

    avadminwp
    20 Jan 2015 | 8:12 am
    A company philosophy can help both customers and employees understand what a business’s core values and strengths are, and in turn help a business close more sales and make more money. While company philosophies are generally informal and unwritten, taking some time to determine what your organization values and how it conducts business can go a long way toward more coherent decisions, better long-term planning, and more effective management. What Is a Company Philosophy? A company’s philosophy can be described as the reasons behind the goals that organization pursues, and the…
  • Avidian Sales Roundup, January 16

    avadminwp
    16 Jan 2015 | 6:02 pm
    If effectiveness, productivity, and sales inspiration are your goals, we’ve found the fodder to keep your team motivated. This week, we reviewed fantastic articles from powerhouses like Ian Narino, Diana Booher, and Michael Pedone, who share insights about everything sales. Whether you’ve got cold calling, leadership refinement, or email marketing strategy on your mind, we’ve got fresh information to keep your sales team on their toes. 4 Resolutions for Sales Managers (LifeHealthPRO) Sales pro Ian Narino pens this motivational article for new ways to inspire sales teams this year. He…
  • Are You a Customer-Driven Business? Find Out With This Quiz!

    avadminwp
    14 Jan 2015 | 3:50 pm
    Inspirational business leader Harvey Mackey said, “No business can stay in business without customers. How you treat – or mistreat – them determines how long your doors stay open.” There has never been a time when this is a more pertinent business lesson than in the 21st century. According a recent white paper from Webby, customers are expecting a higher level of customer service, transparency, and engagement with their brands. Customers don’t just want good service, though. They want to be personally involved with the companies they buy from. According to the recent…
 
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    Growth Everywhere

  • GB Ep 45: How I Lost Multi-Million Dollar Deals Due to This Mistake

    Eric
    27 Jan 2015 | 6:30 am
    Today we’re going to talk about how not to lose multi-million dollar deals by taking advantage of strategic planning. To give a little context, we would be on the short list for companies looking for a good agency, but for some reason we’d always lose the deal. Because I didn’t have a background in doing sales, I asked why we weren’t chosen. [01:20] Potential clients felt we lacked salesmanship and data. [02:35] I found out from someone in my EO forum that I should be doing strategic planning. [02:47] I discovered that strategic planning means providing lots of data to a prospective…
  • 8 Unforeseen Benefits of Podcasting

    Eric
    26 Jan 2015 | 10:30 am
    I’ve been podcasting for about a year and a half and it’s been a fun journey so far. From being able to interview the guy who invented the magnetic credit card stripe to guys that have built businesses that have sold for hundreds of millions or billions, the learning experience has been invaluable. But along the way, I started seeing unforeseen benefits from the process. I originally started interviewing other entrepreneurs so I could a.) learn and b.) give back to the community. The results have been great and the podcast continues to grow: There’s a podcast renaissance…
  • GE Ep 65: How Steve Chou Launched 2 Six-Figure Businesses… & Why He Still Has A 9-5 Job

    Eric
    26 Jan 2015 | 6:30 am
    Today’s interview is with Steve Chou of MyWifeQuitHerJob.com. We’ll learn the story behind his funny domain name, how he and his wife built an ecommerce company that did over $100k in revenue in the first year, and how he’s adjusted his website’s email funnel for bigger profits resulting in more than $300k. He also talks about despite all this success from his own businesses, why he keeps his day job as an engineer. Laying the Foundations: How His Wife’s ‘Hell Hole’ Job Boosted Them Into Ecommerce Living in Silicon Valley, Steven and his wife both…
  • GB Ep 44: 6 Sales Interview Questions to Ask

    Eric
    23 Jan 2015 | 6:30 am
    Today we’re talking about six effective sales interview questions to ask if you’re trying to hire a new sales person. These questions work for both junior and senior-level candidates. What is your biggest sales win? [01:42] For an entry-level job candidate, you can ask them what their biggest win in life has been so far, and you can see how it relates to sales. With their answer, you can dive deeper and continue down the rabbit hole. Have you even been part of a sports team before? [02:24] Whether it was in high school, college or whenever, it is good if they have some accomplishments to…
  • GB Ep 43: Why You Should Be Setting Up an Ideal Client Profile (and How to Do It)

    Eric
    22 Jan 2015 | 6:30 am
    Hello and welcome to another edition of Growth Bites. Today we’re going to talk about why and how you should create an ideal client profile. Whether you’re in the service business or have a product, you need to know who your target audience is, rather than going the “easy” route of targeting everyone. This should even happen before you do any prospecting, sales or marketing. Your client profile needs to be 100% defined, otherwise you’ll be shooting all over the place and your team will be unorganized. [01:55] It gets demotivating when your conversion rates are low and you feel like…
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    SalesTactics.org

  • FIT In Selling: Interview with Jason Kanigan

    Jason Kanigan
    27 Jan 2015 | 9:30 am
    Fit In Selling is a word commonly used–“Let’s jump on a phone call and find out if we’re a fit”–but poorly understood and badly used. Fellow sales pros Hugh Liddle and Jim Hamlin interview Jason Kanigan on Fit in this incredible discussion on Sales Chalk Talk. A typical radio host simply would not have the sales knowledge to dig deep into the nature and content of Fit in the way these three did! You won’t find a sales primer like this anywhere else. In this interview on Fit In Selling with Jason Kanigan, you’ll learn: What “Fit” really means…
  • Sales On Fire Fireside Chat No. 1

    Jason Kanigan
    19 Jan 2015 | 7:50 am
    One of my fellow Coastal Carolina Network tv producers has been pushing me to make a Sales On Fire “Fireside Chat”. We did this as a proof of concept for a branding piece we’ve been kicking around for many months, but have been putting off because I thought we needed a Frank Kern-looking fancy office for the environment. Well, that theory has been disproved. I’m quite happy with how this turned out visually. It’s tv-ready. After eight straight hours of shooting, editing and producing, it should be! As to the content, it’s the kind of stuff I share in my blog posts…
  • Join the Chamber of Commerce?

    Jason Kanigan
    4 Jan 2015 | 6:44 am
    Join the Chamber of Commerce: are you considering this? Yesterday on an expert platform I answered the question, “Is it necessary to join the Chamber of Commerce?” The person asking wanted to connect with established professionals. Should You Join the Chamber of Commerce? My Answer: No. Good question. The quality varies from town to town, but in my experience the larger the city the more valuable it is. Here’s the issue: newbies to business don’t know where to find good customers, and so they join networking organizations like this because they believe it will help…
  • 2014 In Selling

    Jason Kanigan
    31 Dec 2014 | 4:20 am
    2014 In Selling was all about transformation. Most of the people who visited SalesTactics.org, however, were looking for advice on how to sell. Proven methods. Here are the five most popular posts at SalesTactics.org in 2014: Copywriting Case Study: $600K In One Week The Dummy Curve In Selling How To Get To the Decision Maker Become The Influential Expert: Book Review Simple Plan for Sales Success The Dummy Curve one is a surprise to me. But my question to you about 2014 In Selling is this: What is your focus in sales? The past? Or the future? 2014 In Selling: Looking Forward Instead of Back…
  • Tax Time Is Coming

    Jason Kanigan
    18 Dec 2014 | 6:51 am
    “Tax Time is coming,” he said as ominously as a Stark announcing the impending onset of White Walkers. As a business owner, you must learn how to talk about money. As self-employed business owners, that’s the game we’re in now: to earn as much as we can, and then apply as many expenses dollars against that revenue to minimize our taxable income. If what I just said is gibberish, it’s time for you to get some basic business accounting and tax education. Local colleges will offer these and guess what: that’s an expense. Right now is a great time to start…
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    HappyFox Blog

  • Top 5 Customer Peeves

    Lavanya Donthamshetty
    22 Jan 2015 | 9:00 am
    Have you been in this situation before? “Hi, I am X, a buyer of the truly awful product sold by you and after months of pure misery, I want a refund.” “I am so sorry for your pain. However, it is only my manager that can deal with this. Let me connect you…” Start Muzak. Annoying as hell, right? I read this on an LinkedIn Pulse article the other day and it struck a major chord in me. “We are all customers to each other” – that is simply the best thing I have read about customer service, in a grand total of seven words. How true! The simplest of…
  • Social Media Customer Service: Friend Or Foe?

    Lavanya Donthamshetty
    13 Jan 2015 | 9:30 am
    Time was, a disgruntled customer had to beat his head uselessly against the wall of indifference raised by his various service providers. Limited avenues for voicing opinions and lack of viable options meant that one was stuck with a subpar phone company / utilities company / department store / (insert your choice here), with no alternatives in sight. The big companies held all their power and everyone knew it. Popularity of social media has more than levelled the playing field, with the customers now in the enviable position of being touted for their custom. The explosion of the digital…
  • Customer Service, 2015: What Lies Ahead

    Lavanya Donthamshetty
    6 Jan 2015 | 9:00 am
    Do you know what year this is? It is the year Marty McFly visited from his present (i,e, 1985) in the second part of Back to the Future; to a future full of hover boards and Google Glass-like gadgets! Hover boards may not be here yet but here are some predictions for the year that just might! Time This is going to be the year of Live Chat and of customer support that is on all day / every day / 24 x 7 x 365. One of the biggest trends of the coming year is that waiting has becoming passé and so, instant is in. Remember the time when a customer sent in a complaint / email about an issue that…
  • Best Customer Service Articles of 2014 – Part II

    Lavanya Donthamshetty
    29 Dec 2014 | 9:00 am
    Last week, we listed six of some of the most diverse and interesting articles written on Customer service and engagement over the past year. Here we are with six more. 7. We start this week’s list with a podcast. I love podcasts especially because they are so suited to multi-tasking. In this one from The Social Media Examiner, John Dijulius, author of Secret Service: Hidden Systems That Deliver Unforgettable Customer Service explains to the author of this article the “importance of customer service and why the first experience counts.” With a wealth of experience spanning over two…
  • Best #CustServ Articles of 2014 – Part I

    Lavanya Donthamshetty
    23 Dec 2014 | 9:00 am
    2014 saw plenty of articles filling up the virtual space with bytes and bytes of data. Most have gone past us, without leaving a mark. But some have stuck long in our memory cells and have gone on to have an impact on the way we do business. The following list of articles are those that we consider some of the best ones written on the subject of customer service, in 2014. Written by different writers, they all share one trait in common: they help us become better at providing customer service. 1. One of my favourite Custserv exponents, Micah Solomon opened the year at Forbes magazine, with…
 
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    ClearSales

  • Are Salespeople Irrelevant to Startups?

    Ash Patel
    22 Jan 2015 | 9:28 pm
    I recently came across one of the most compelling article headlines ever written. It was titled ‘Why This CEO Will Never Hire Another Salesperson’. Like with most LinkedIn Pulse articles, I expected it to be a sensationalist piece more than anything else. In all honesty, I expected and only wanted to read a recount of a CEO’s bad experiences with a salesperson. Instead I was pitched the usual laundry list of reasons why salespeople are relics of a bygone era. Since the author’s the CEO of a relatively new startup, I was intrigued to see if he had a good answer to…
  • 11 Sales Lessons with Donnie Bryant

    Ash Patel
    13 Jan 2015 | 8:47 pm
    Earlier this month, I got together with Donnie Bryant, an elite copywriter to talk about his experience and ideas involving sales. You can listen to the think session and read the 11 key lessons below:   Lesson #1: Personalize Your Sales Emails We forget that email is a personal medium. It’s not the same thing as your physical mailbox or the radio waves or the television. We kind of expect something that’s for us – it’s personalized for us. It’s relevant to where we’re at in our lives and in our careers or what have you. So we shouldn’t send out generic messages. We…
  • Trello As A Sales CRM

    Ash Patel
    11 Jan 2015 | 12:28 am
    A lot of people have recently asked me how I’ve used Trello as a sales CRM in the past. This interest came about from a discussion in the Sales Hacker LinkedIn group. I casually mentioned how I successfully used Trello in the past to manage leads and followups. Lo and behold, I got a bevy of private messages asking me to explain more. Here’s the article to explain why I chose Trello and how I used it. My use case for Trello Early last year, I was looking for a CRM after outgrowing my archaic (but still working) spreadsheet system for tracking leads. We sell dataroom services to…
  • 4 Steps To Get a Busy Prospect’s Attention

    Ash Patel
    3 Jan 2015 | 9:46 pm
    The Curse of Buyer Status Quo Most of your prospects are engrossed in their day-to-day work. Unless you’re helping them with an urgent problem, their mind will be focused on putting out their everyday fires. If your solution doesn’t give instant gratification, it has to queue up behind everything else happening in their life. Fighting Doesn’t Help A lot of salespeople try to push harder to get prospects to take urgent action. They fight the inertia by calling and emailing often to ‘check in’. They often keep going until they realize months later that they’ve wasted time…
  • How to Make Your Prospect Want to Buy

    Ash Patel
    29 Dec 2014 | 4:40 am
    “Where do I sign?” Those are the words you want to hear at the end of your hustle with a prospect. The reality often looks different for a start-up salesperson. You’ve finished the cold (or lukewarm) call. You were charming, personable, and really hit it off. But time passes and your prospect loses interest. Why? It seemed to be going so well! You ask yourself: where did I go wrong? Increasing your prospect’s desire to purchase doesn’t require any fancy tricks or techniques—a lot of it comes down to sensible business practices: following up, listening, asking…
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    CustomerCentric Selling® Sales Training Blog

  • Sales Tips: Funding "Maybes"

    21 Jan 2015 | 8:00 am
    Sales Tips: Funding "Maybes" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stuart Miles at FreeDigitalPhotos.net Sales is a challenging occupation. Over time many sellers must learn how to execute product sales, sell professional services, sell desired business outcomes and manage buying committees. Selling intangible offerings raises the bar.  A very challenging situation is asking buyers to spend money on things that might happen. I suppose for B2C life insurance decisions, major barriers sellers face is that people…
  • Sales Tips: How to Skillfully Handle Objections

    14 Jan 2015 | 5:00 am
    Sales Tips: How to Skillfully Handle Objections By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Early in my career I received training in handling objections. The primary tactic was to empathize (I understand how you feel), let the person know he or she wasn’t alone (Others have felt the same way) and then dismissing it (But they found that …..). It was ridiculous to think buyers could be so easily manipulated. A fundamental question is: Why do sellers get objections? My belief is that there are times when sellers get into “tell mode”…
  • Sales Tips: How to Start Your New Year Right

    4 Jan 2015 | 3:25 pm
    Sales Tips: How to Get Your 2015 Started Right By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company I hope 2014 was a good year. Sellers face a new year that likely includes higher quotas. Many take comfort in having large numbers of opportunities in their pipelines. Inadvertently their focus is on quantity rather than quality. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. Proposals, like radioactive material, have half-lives. Probabilities of closing fade with every…
  • Sales Tips: Do You Know the Difference Between Buyers and Researchers?

    31 Dec 2014 | 5:00 am
    Sales Tips: Know the Difference Between Buyers - and Researchers By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. For complex B2B transactions I struggle to accept this statistic and wanted to suggest two (2) separate and distinct activities that must be completed before B2B buying decisions are made:  Product/offering research and evaluation Cost vs. benefit or ROI…
  • Sales Tips: Minimize the Expensive "Four-Legged" Sales Calls

    24 Dec 2014 | 5:00 am
    Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stock Images at FreeDigitalPhotos.net In my first sales management position I soon noticed that one of my salespeople seldom made calls alone. He called on mid-level IT staff and whenever possible brought our Systems Engineer (SE) with him on his calls. He was a mediocre performer and we only had one SE in our office that supported eight salespeople. As a manager I wanted to optimize the usage of this valuable…
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