Sales

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  • 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You Don’t Feel Like It)

    Salesjournal
    caitlinhoward
    19 Feb 2015 | 7:35 am
    By Amy Morin (Forbes) Whether you’re still going strong with your New Year’s resolutions, or you’re starting to lose steam, these 3 tricks for sticking to good habits will help you stay on track and maintain good habits for the long run. 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You […]
  • 6 Steps to Ensuring Your Salespeople Hit Their Goals in 2015

    Keith Rosen
    Keith Rosen
    15 Feb 2015 | 6:35 am
    Your salespeople may have their goals for the year, but are they open to having you coach them to success and being fully accountable for their results? This article isn’t about setting goals. It’s about the conversation that often goes overlooked which will determine whether or not that salesperson is truly positioned for success. It’s the deeper conversation between management and salespeople that needs to take place after the goals are set—a conversation that not only covers strategy, alignment of personal and business goals, and responsibilities but encapsulates everything to…
  • 15 Ideas for Selling with LinkedIn

    Salesjournal
    caitlinhoward
    19 Feb 2015 | 8:01 am
    By Mike Schultz (RAIN Selling Blog) LinkedIn is a valuable tool for sales reps and even 89.9 percent of top sellers view LinkedIn as an essential tool. Keep reading to learn 15 ideas for selling with LinkedIn that will help you build important business relationships and improve your social selling. 15 Ideas for Selling with […]
  • How to Rapidly Master LinkedIn

    Jill Konrath's Fresh Sales Strategies
    24 Feb 2015 | 9:19 am
    AGILE SELLING Mini-Course Video #2 Welcome back. Today we’re going to look at how to use agile selling strategies to quickly master LinkedIn. Now, we’re not going to turn you into an overnight expert. However, in just 30 days we can get you up-and-running, so that you’re getting some real value out of it. Why did I choose to tackle LinkedIn? Because whenever I speak to a group or do a workshop, I discover that the majority of reps only use a small fraction of what’s available – and they don’t do it very well. I believe that everyone needs to learn more about LinkedIn. It's a…
  • A Short List of Self-Limiting Beliefs

    The Sales Blog
    S. Anthony Iannarino
    26 Feb 2015 | 5:13 pm
    These are self-limiting beliefs. They will massively reduce your success and your happiness. I’m Not. There is no greater form of self-limiting belief than beliefs that start with “I’m not . . .” You might finish this sentence with any number of phrases, like “ready,” “smart enough,” “rich enough,” “good looking enough,” or “certified to . . . .” This self-limiting belief is an expression of your fears. I Am. This is belief that you use to absolve yourself of responsibility and rationalize whatever it is you are unwilling to change. It sounds like, “I am a . . .
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    Heavy Hitter Sales Blog

  • Top Technology Companies to Sell for in 2015

    Steve Martin
    17 Feb 2015 | 12:52 pm
      I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015. While it includes companies that range from startupsto billions in sales, all of these businesses provide fantastic technology-based solutions that dovetail to key trends taking place in the market.    Proofpoint – The movie “The Interview” proved that one data breach can shut down an entire company and the application-specific security market is red…
  • 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              
 
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    Smart Selling Tools » Blog

  • Smart Selling Visions: Up-Close with Top Revenue Leader Barry Nelson, CEO of @theFactorLab

    Nancy Nardin
    24 Feb 2015 | 6:30 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 Barry Nelson, CEO of FactorLab. Nancy: What does FactorLab do? What problem/s are you solving for sales and/or marketing organizations? Barry: After an executive team thoughtfully defines strategy, what do they do next? How can they transform that strategy into successful execution across the sales team? That’s…
  • Sales Leaders: How do You Compare to Others?

    Nancy Nardin
    18 Feb 2015 | 8:41 am
      With more than 1,000 sales tools on the market, everyone feels a little uncertainty. Not only do you have to decide what’s worthy and what isn’t, the sheer volume makes you wonder if you’re ahead or behind in the adoption of tools. You have vendors and peers speaking at events, conferences, and LinkedIn groups and it’s enough to make you feel that your company must be the only one that’s not keeping up. Or perhaps you’re on the other side of the fence. You feel you’re ahead of the game and want proper recognition for your initiative. How can you know where you fit and…
  • 10 Reasons Why Prospects Don’t Make the Best Choices

    Nancy Nardin
    10 Feb 2015 | 5:55 am
    You’ve heard the term “Decision Paralysis.” Heck you’ve probably encountered any number of prospects who suffer from the malady. Decision paralysis leads to long sales cycles and is the bane of most salespeople. But there is another phenomenon that affects the sales process in equal measure. It’s when buyers out-right make the wrong decision. Buyer’s all-to-frequently make sub-optimal choices. They might wait longer than they should. They might choose the competitor with the inferior product. They might decide to do nothing. The question has to be asked,…
  • 20 of Today’s Most Recognized Inside Sales Experts Under One Roof Next Week #IS2015

    Nancy Nardin
    4 Feb 2015 | 9:30 am
      One question I’m frequently asked is, “What are some good sales conferences to attend?” Fortunately, more and more sales oriented conferences are taking place. A few I like are CEB Sales & Marketing Summit, Sirius Decisions Summit (being held May 12th-15th in Nashville), and Dreamforce – Salesforce’s premier user conference (which garners around 140,000 registrations and is considered the largest sales conference in the world). Not incidentally, we’ll be hosting our own Smart Selling Tools lounge for 2 days during the September event. There is another, perhaps somewhat…
  • How High-Performing Sales Organizations Differ From Others

    Nancy Nardin
    28 Jan 2015 | 8:14 am
    What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? That’s what Velocify, along with Steve Martin, author of the “Heavy Hitter” series of books on enterprise selling, set out to discover. They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. The results of their study, which can be downloaded here, should be of interest to any sales leader. The report aims to show how high-performing organizations differ from average and underperforming…
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    Openview Labs

  • The One SaaS Metric That Drives All the Rest

    jminton
    27 Feb 2015 | 6:18 am
    If you had to abandon all the others, this is the one SaaS metric worth holding onto. The post The One SaaS Metric That Drives All the Rest appeared first on Openview Labs.
  • The #1 Secret to Channel Success: How to Align Your Goals with Your Partners

    Jonathan Crowe
    27 Feb 2015 | 6:00 am
    HubSpot VP Sales Peter Caputa explains how working together with resellers toward the same common goal has helped make HubSpot’s channel program one of the most successful in the industry. The post The #1 Secret to Channel Success: How to Align Your Goals with Your Partners appeared first on Openview Labs.
  • Social Recruiting Is Something You Can’t Ignore

    jminton
    26 Feb 2015 | 9:00 am
    Avoid social recruiting and you risk alienating the young, top tier talent you’re after. The post Social Recruiting Is Something You Can’t Ignore appeared first on Openview Labs.
  • How to Design a Quiz for B2B Lead Generation

    OpenView Guest
    26 Feb 2015 | 7:00 am
    Looking for a more creative and effective way to engage prospects? This quick-start guide to running online quizzes will have you generating more leads in a snap. The post How to Design a Quiz for B2B Lead Generation appeared first on Openview Labs.
  • A Big Sales Pipeline Isn’t Always Better

    jminton
    25 Feb 2015 | 9:00 am
    What’s the point of a big sales pipeline if it isn’t leading to better deals? The post A Big Sales Pipeline Isn’t Always Better appeared first on Openview Labs.
 
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    Jill Konrath's Fresh Sales Strategies

  • Use Chunking to Make Sense Out of LinkedIn Chaos

    26 Feb 2015 | 4:00 am
    Agile Selling Mini-Course Video #3 I’m glad you’re here. Our goal today is to make sense of all that LinkedIn chaos you created after reading my last article: How to Rapidly Master LinkedIn. But first, a quick story. For many years, I worked as a consultant, helping companies to jumpstart sales of their new products and services. In just three months, I had to learn about their offering, customer, sales process and more. Then, I created a special training program, playbooks and PPTs on “how to sell this new stuff.” There were some years that I did this a dozen times. Because of…
  • How to Rapidly Master LinkedIn

    24 Feb 2015 | 9:19 am
    AGILE SELLING Mini-Course Video #2 Welcome back. Today we’re going to look at how to use agile selling strategies to quickly master LinkedIn. Now, we’re not going to turn you into an overnight expert. However, in just 30 days we can get you up-and-running, so that you’re getting some real value out of it. Why did I choose to tackle LinkedIn? Because whenever I speak to a group or do a workshop, I discover that the majority of reps only use a small fraction of what’s available – and they don’t do it very well. I believe that everyone needs to learn more about LinkedIn. It's a…
  • What's Your Sales Acceleration Formula?

    23 Feb 2015 | 4:30 am
    Last February I was in serious discussions with Mark Roberge, Chief Revenue Officer at HubSpot, about co-authoring a book. At my request, he sent me several lengthy articles he’d written. The minute I saw them, I realized the man was brilliant – and needed to write a book of his own. And he has – The Sales Acceleration Formula just came out! Here’s the fascinating part. Mark’s an engineer and MIT grad. He’s never been in sales. Yet HubSpot’s two founders brought him in to develop “scalable, predictable revenue growth.” In just a few short years, this start-up grew to $100…
  • Crucial Sales Skill Every Salesperson Needs (It's Not What You Think)

    19 Feb 2015 | 4:31 am
    Agile Selling Mini-Course Video #1 Welcome to my new 7-part series on how to use agile selling strategies to master LinkedIn. This program is based on my newest book, AGILE SELLING – which is all about how to quickly get up to speed in today’s ever-changing sales world. After writing SNAP Selling, which reveals how to sell to today’s crazy-busy prospects, tons of salespeople came up to me (or emailed me) and said, “I’m crazy-busy too, Jill. Can you help me?” Initially, I didn’t have an answer for them. It sounded like they needed a time management course – which has never been…
  • #SocialHangout: Sales Queen Talks Industry Change

    18 Feb 2015 | 6:00 am
    Thought you might want to listen in to my recent interview with the #Fab4 SocialHangout team of Eric Mitchell, Kevin Thomas Tully, Gabe Villamizer and Jack Kosakowski. One after another, they grill me on what it takes to be successful today. And, I've been accused of dropping some #KonrathBombs. I don't know if that's good or bad! You can read about it here: Sales Queen Jill Konrath Talks Industry Change. Or, you can watch the video. It's fairly entertaining. Prefer listening? If so, it's on iTunes (#SocialHangout #11) or SoundCloud.
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    Radius

  • How to Find the Technologist Hiding in Your Marketing Team

    Orinna Weaver
    27 Feb 2015 | 7:00 am
    Note the Marketing Technology Deluge Marketing is quickly becoming one of the most technology-dependent departments in businesses today. We’ve all heard the infamous prediction by Gartner analyst Laura McClellan that by 2017, CMOs will spend more on technology than CIOs (source). It has been over three years since she made her widely cited forecast, and each day it seems more likely to come true with the dramatically changing marketing technology landscape. Looking back at Scott Brinker’s Marketing Technology Landscape from 2012, the year that McClellan made her provocative prediction,…
  • Talking Marketing Tech With Scott Brinker and David Lewis

    Neha Jewalikar
    26 Feb 2015 | 9:41 am
    Earlier this week, we sat down with Scott Brinker, Co-founder and CTO of Ion Interactive and author of the Chief Marketing Technologist blog, and David Lewis, CEO of DemandGen International to discuss the 2015 Marketing Technology Landscape. You can watch the full webinar here. Here are four questions that came up in our conversation along with their answers. What new categories are changing the way marketers approach marketing? These 4 categories are advancing rapidly and will play a larger role in 2015: The Platform Suite One of the big trends in marketing tech has been the emergence…
  • Why the White House Needs a Chief Data Scientist (and whether or not you do, too)

    Lisa Fugere
    25 Feb 2015 | 6:00 am
    “I keep saying the sexy job in the next ten years will be statisticians. People think I’m joking, but who would’ve guessed that computer engineers would’ve been the sexy job of the 1990s?”Hal Varian, Chief Economist, Google The McKinsey Quarterly, 2009 And to ice the cake, last week President Obama named former Silicon Valley data scientist, DJ Patil, the first Chief Data Scientist for the U.S. government. After making more than 138,000 data sets available to the public, the U.S. government is making a concerted effort to expand its ability to process enormous datasets…
  • How Marketing Technology Will Fuel Your Demand Generation in 2015

    David Lewis
    23 Feb 2015 | 9:00 am
    This article was originally published on the DemandGen Blog. After a decade of innovation in marketing technology and now ubiquity of Internet access, the convergence of digital buying and digital marketing will finally enable marketing to become the powerhouse of growth. Are you ready to be front and center? I hope so. All the progress and maturity taking place in marketing the past several years has been tremendous. Yet, I believe it’s time to paint a clear vision for how to think about operationalizing marketing automation and related marketing technology: it’s to build a…
  • Why Are B2B Brands So Obsessed with Native Advertising?

    Lisa Fugere
    17 Feb 2015 | 11:39 am
    B2B publishers outperform all other verticals 4 to 1 on native advertising (Polar.me) In a 2014 episode of his HBO series, Last Week Tonight, comedian John Oliver viciously rips apart native advertising and the brands that partake in it. He likens the rise in popularity of native advertising, thanks in part to new media models like Buzzfeed, which generates 100% of its revenue from sponsored posts, to the dissolution of freedom of the press in America. For a primer on the argument against native advertising, the rant is worth the 11 minute time stamp. Oliver makes a lot of good points. Namely…
 
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    the funnelholic

  • Key Findings from 6.4 Million Sales Emails

    Craig Rosenberg
    24 Feb 2015 | 6:26 am
    Have you ever had a sales person come up and ask, “what do you think about this new prospecting template I came up with Boss?” The answer is obvious. “I don’t know. Test it.” That’s the great thing about so many aspects of sales. Gut instinct is necessary; however, the data can be such a guide for best practices. Being a data geek myself, I got pretty excited when one of the data scientists here on the Signals team analyzed the results of 6.4 million sales emails. The full report is here.  Below are three observations I found to be interesting. Observation 1: What’s the best…
  • No Pain, No Gain: Another Tip from Stu Silverman

    Craig Rosenberg
    19 Feb 2015 | 10:17 am
    Another tip I learned from my mentor Stu Silverman.  In case you missed my previous Stu Silverman-ism and Stu’s background; please read Focus on the Nut of the Job. In sum, Stu has been one of the most influential people in my life. As CEO of our small consultancy, he was the primary sales person. He rarely if ever lost deals and he absolutely NEVER discounted. When you meet him, your first impression will not be that of a natural sales person. Passionate = yes. Sales person = not necessarily. We were selling very expensive consulting services to build sales development and inside…
  • Focus on the Nut of Your Job: A Lesson from Stu Silverman

    Craig Rosenberg
    28 Jan 2015 | 10:16 am
    From 2000-2005, I worked for a guy named Stu Silverman. He is one of the original thought leaders in inside sales and sales development and in my opinion, is the greatest in the business. His company, Sales Ramp, has worked with 100’s of companies in the valley over the last 30 years including Cisco, Sun, and Oracle. As the sales development revolution continues its upswing, remember the originals — Stu is one of them. On a personal level, he was my Dicky Fox, the fictional character in the movie Jerry Maguire. To remind you, here is Dicky Fox from Jerry Maquire: I learned so…
  • “Let Me Know How I Can Help”

    Craig Rosenberg
    11 Dec 2014 | 12:36 pm
    A couple months ago, a young sales person who I worked with a year ago asked for a call to re-connect. He kicks the call off with: “I am calling because I thought you might know some people who might need my service.” My reaction: Nice to hear from you too. He then goes through the entire call and finishes with: “So if you know anyone, send them over to me.” Pffft. Nice job dude. I not only have no reason to help you, but I like you a lot less. Let me go down the line: Never even asked what I was doing or how I was doing. Didn’t do any meaningful pre-call…
  • Always Be Recruiting

    Craig Rosenberg
    8 Dec 2014 | 6:40 am
    I am hoping over the next two weeks to do some quick blog posts. (I always say that). But, this time I am serious. I have been picking up great stories over the years and have been meaning to weave them into bigger posts. Now, I just have to get them out there. Today is one of those. Years ago, I went to a Giants game with Shawn McLaren, the Chairman of Connect and Sell. He has been a CEO for as long as I have been alive and has been really successful. I asked him if he could give me one piece of advice from years in business. Quick note: I always ask that question of people with more…
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    Bill Caskey

  • Making An Acquaintance

    Travis
    27 Feb 2015 | 8:46 am
    It seems like making another’s acquaintance is the ultimate in the beginning of the lead generation process. We can get really wrapped up in social media, LinkedIn, and all the other clever technologies but how does one make an acquaintance?   That is the question I’ll deal with in today’s audio tip. The post Making An Acquaintance appeared first on Bill Caskey.
  • When You’re in a Dip, Do These 7 Things

    Bill Caskey
    25 Feb 2015 | 7:08 am
    Since I coach people, I’m privy to their psychology. Often, my coaching clients come to me in a bad state of mind. They’re in what I call, “a dip.” Let’s get this straight, the dip is a signal that your state of mind is off. You are out of sync. There is nothing wrong with you. There IS something wrong with the conditions you’ve created. Oh, and something else – I am not a psychiatrist. If your dip lasts longer than a few weeks, probably should get professional help. But for most of us these few ideas can get us started. Here are seven ideas I gave to…
  • Always Begin Your Sales Meetings With This

    Travis
    20 Feb 2015 | 11:17 am
    I’ve been in three sales meetings in the last month where this very simple approach wasn’t used – and it caused the meeting to be ‘less than’ what it could have been. When you hear what it is, you’ll be shocked that not everyone does this. But even if you do it, I give you a couple of other ideas on how to make it even better! The post Always Begin Your Sales Meetings With This appeared first on Bill Caskey.
  • 7 Tips For Becoming The WORST Sales Person

    Bill Caskey
    18 Feb 2015 | 7:26 am
    OK, you caught me on a bad day. You caught me on a day where I don’t really want to give “tips on excellence.” I’d much rather give tips on how to be the WORST Sales Person. That’s right. How can you be mediocre at selling? Here they are: Have No Vision & No Goals. Stop with the goal setting. It’s all a scam. You don’t need goals. Just go out and do it, do it, do it. Pay no attention to your personal goals. Your prospect doesn’t care about your goals, so why should you? Just work extra hard. It’ll all work out. Be Overly Enthusiastic.
  • The 5 Human Needs Of Your Prospect

    Travis
    13 Feb 2015 | 9:48 am
    We talk a lot about “pain and possibilities” as a formula for selling. And how we must, before we propose, know a little about their buying issues. But there is more. In this audio, Bill reviews the 5 Human Needs that each of us have – yes, even our prospects. Or should I say, especially our prospects. Listen in as he reviews this and use it in your world beginning immediately! The post The 5 Human Needs Of Your Prospect appeared first on Bill Caskey.
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    Sales and Sales Management Blog

  • Objection? Buying Signal? Maybe Neither–Maybe You’re Being Put Under the Microscope

    Paul McCord
    5 Feb 2015 | 8:20 am
    A few years ago I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.”  In the course of the article I argued that it is natural for a prospect to ask about price–and often to do so too early in the sale, before the seller has had an opportunity to create real value for the prospect—because price is one of the factors prospects use as they seek to qualify the seller and the purchasing opportunity. In response to that article I received numerous emails and comments from salespeople and sales leaders that they had never thought about the idea…
  • The Myth of Selling as a Highly Paid Profession

    Paul McCord
    3 Feb 2015 | 10:53 am
    We in sales work in what we like to claim is one of the highest paid professions, yet statistics indicate we are, in fact, employed in one of the lowest paying professions.  In fact, we are engaged in a business that is unevenly divided between a relatively small group of highly skilled professionals, earning some of the highest wages in the world, and a huge group of unskilled and semi-skilled laborers, earning unskilled and semi-skilled wages. One of the Lowest Paid Professions Take a look at the following income statistics for some other professions (these are MEDIAN incomes gathered from…
  • 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…
 
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    Inside Sales Experts Blog

  • 2015 Research: SaaS and the AE/ISR Role

    10 Feb 2015 | 4:46 am
    What happens when 342 SaaS companies share key metrics for their inside sales closers (AE, ISRs, etc.)?Forty-six pages of analysis, metrics, comp data, and trends. I'm extremely happy to share our new research report: 2015 Inside Sales Metrics for SaaS. A huge thank you to the community whose participation made it possible.Here's a peek at what we cover in the report. Part 1: Group Structure If you spend any time reading sales blogs, you'd think nearly every SaaS company has implemented tripod role specialization: SDR, closer, and farmer. Turns out the reality is closer to 4 in 10. As you…
  • 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…
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    The Sales Leader

  • Sales Tip: Look (Carefully) Before You Leap

    Colleen Francis
    27 Feb 2015 | 12:59 pm
    Planning global expansion? Watch this first! Grow your business the right way. Learn top sales strategies in my new book. Get your copy of Nonstop Sales Boom!
  • Know Me Before You See Me

    Colleen Francis
    25 Feb 2015 | 5:00 am
    Buyers today demand a customized sales process. Today I’ll share why and how to leverage this trend to your greatest sales advantage.
  • Are You Managing This Important Resource?

    Colleen Francis
    24 Feb 2015 | 7:03 am
    Let’s face it – a salesperson constantly running out of time will likely become a salesperson that will soon run out of sales. It’s easy in this world of distraction to lose track of our time and lose focus on the daily tasks that bring us sales success. When you’re trying to manage multiple tasks […]
  • Sales Tip: Don’t Put Reps Where the Customers Aren’t

    Colleen Francis
    20 Feb 2015 | 12:46 pm
    Learn how a simple change in the hiring process (pleasantly) shocked a client of mine and learn the lesson that it can teach you! Create perpetual growth in your business and leave boom & bust sales cycles in the past. Get your copy of Nonstop Sales Boom!
  • Sales Leaders, Don’t make this Quota Mistake!

    Colleen Francis
    20 Feb 2015 | 9:00 am
    Most sales leaders I meet make this simple mistake when setting quota. They set individual sales quotas to equal their exact sales budget! Setting your quotas to hit your budget will always lead to under performance because you have not compensated for the under performers and new hires. And lets face it, all teams have […]
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    Marketo Marketing Blog

  • The Year of Engagement and Empowerment: TFM&A 2015 Highlights

    Raymond Coppinger
    27 Feb 2015 | 5:30 am
    Author: Raymond CoppingerWhat do you get if you cross a host of the most innovative marketing technology companies, a herd of Europe’s marketing thought leaders and a pack of knowledge-hungry marketers? Well, based on our experience over the last few days, it would look a lot like the TFM&A event (standing for ‘Technology for Marketing & Advertising’). Held at the impressive Olympia Conference Centre in London, this event was energizing, exciting and empowering for attendees. So, I’d like to share some of the key highlights and takeaways: Mind your Tone (of Voice) The content…
  • [Infographic] From Cost Center to Revenue Generator: SMB Marketers Predict The Future

    Mike Moeller
    26 Feb 2015 | 5:30 am
    Author: Mike MoellerOver the last few weeks we’ve been sharing insights from the results of a global survey conducted by The Economist Intelligence Unit (EIU) that explores the future of marketing. Now I’d like to take a closer look at the opinions of the SMB marketers who took part in this research and what they think the future of marketing looks like. Interestingly, their ideas about the future closely mirror those of their colleagues in large enterprises. SMB marketers are preparing for and expecting a lot more revenue responsibility. The research revealed that in the next three to…
  • 3 Ways to Be Your Customers’ BFF

    Amanda Nelson
    25 Feb 2015 | 5:30 am
    Author: Amanda NelsonThe first step to marketing automation success, or really just marketing success, is understanding your customers. It’s about putting yourself in the shoes of your customers, and having the empathy for your customers. I’m still surprised by how many marketers have never actually talked to a customer. Understanding your customers allows you to create accurate personas, which helps you target your customers based on specific categories. Being able to do this makes writing and sending those emails easier. I’ve put together a few tips to help you understand your…
  • Marketers Will Define Company Strategy

    Sanjay Dholakia
    24 Feb 2015 | 7:45 am
    Author: Sanjay DholakiaWe’re living in a Marketing First world. If you haven’t yet experienced this shift for yourself—bear with me; it’s coming. Over the past few weeks, I’ve dug deeply into the results of “The Rise of the Marketer,” a survey from the Economist Intelligence Unit on behalf of Marketo, to highlight some of the study’s key insights. Last week, we explored the changing attitudes towards customer engagement. This week, I’d like to explore another finding from the survey—how marketers will play a larger role in company strategy. This is a huge…
  • Demystify & Define Your Marketing Strategy

    Rajiv Kapoor
    23 Feb 2015 | 5:30 am
    Author: Rajiv KapoorWhen I recently visited Marketo headquarters, my buddy asked me what I was working on, and I told him enterprise consulting in a strategic role (as opposed to more of an implementation role)—to which he responded, “so, what exactly are you doing?” That encounter made me realize that sometimes, strategy is clear and other times it is hazy, like the fog that led my buddy to not really understand what I was doing in my current role. So I decided to write a post all about giving clarity to strategy—so it has a rightful place in both your mind and in your engagement…
 
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    The Sales Blog

  • If Only One Person

    S. Anthony Iannarino
    27 Feb 2015 | 6:00 pm
    Last week my Sunday newsletter [sign up here] was about making a difference for others. This newsletter struck a nerve with some readers. More than a few told me it reminded them of their higher calling and helped them deal with their burnout. One reader shared an amazing story of the values she learned from her parents. And one reader sent me a note about being disappointed in having helped only one person. This reader didn’t believe that making a difference for one person is enough. Starfish There is this old story about a child walking down a beach covered with starfish. The tide has…
  • A Short List of Self-Limiting Beliefs

    S. Anthony Iannarino
    26 Feb 2015 | 5:13 pm
    These are self-limiting beliefs. They will massively reduce your success and your happiness. I’m Not. There is no greater form of self-limiting belief than beliefs that start with “I’m not . . .” You might finish this sentence with any number of phrases, like “ready,” “smart enough,” “rich enough,” “good looking enough,” or “certified to . . . .” This self-limiting belief is an expression of your fears. I Am. This is belief that you use to absolve yourself of responsibility and rationalize whatever it is you are unwilling to change. It sounds like, “I am a . . .
  • Please Stop Doing This Right Now

    S. Anthony Iannarino
    25 Feb 2015 | 5:50 pm
    I had just turned off the freeway and on to the four lane road that leads to my neighborhood. It was a little before 5:00 PM, and there is always a good bit of traffic at this intersection. As soon as I turned, I stopped my car behind the line of cars built up behind the traffic light. Because I was looking ahead at the traffic, I didn’t see the car in my rearview mirror. I didn’t hear the tires squeal because the driver didn’t hit the brakes. Instead, he plowed straight into the back of my car. He probably hit me at 25 or 30 miles an hour. I had my foot solidly on the brake, and my car…
  • New School and Old School

    S. Anthony Iannarino
    24 Feb 2015 | 6:00 pm
    New school thinks prospecting is sending an email. New school doesn’t follow up on that email. Old school believes prospecting is cold calling and following up with an email. New school thinks social media is where relationships are made. Old school thinks that face-to-face meetings in real life are where relationships are made. New school spends time behind the screen. Old school spends time in front of clients. New school thinks that inbound marketing should drive lead generation. Old school doesn’t believe in waiting to have leads delivered. New school thinks the demo is the thing. Old…
  • How To Not Grow Up or Wake Up

    S. Anthony Iannarino
    23 Feb 2015 | 6:33 pm
    Human beings automatically grow older. But we don’t automatically grow up or wake up. These four things will prevent you from doing either. Only take in things that confirm your world view. The one thing that will prevent you from growing as an individual is to take in only information that confirms your existing worldview. You can pretend that there aren’t other ideas and other opinions, but that doesn’t mean there aren’t other truths that are every bit as valid as yours (or maybe more valid). If you are never exposed to new ideas, you are never going to grow beyond where you are…
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    Sales Sales Management Expertise

  • Who is Your Sales Competition?

    Mark Trinkle
    23 Feb 2015 | 12:42 pm
    A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question.  Who is your competition?  That is a question that we ask our clients from time to time and the answer usually comes back in one of two ways: The name of another firm that competes in the same space and/or the same geography. Something more introspective, with some salespeople saying the answer is that they are their own worst enemy…that they are the competition…kind of a “I have met the…
  • The #1 Reason Why Sales People Underperform - Taking Responsibility

    Tony Cole
    16 Feb 2015 | 7:34 am
    Without a doubt, Sales and Sales Management is an art and a science.  On January 13th, I posted the first article in the Series:  Why Isn’t Your Sale Team Selling As Expected?  In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshall – 80% (approximately) of your sales results come from JUST 20% of the team.   The 80/20 markers can slide to 60/40 but, in my recent research, I haven’t seen it move beyond that.  If this is true in your organization, then that means that 20% of the results are coming from 80% of…
  • Why Sales Team Isn't Performing As Expected (Pt.7) - Sales Management

    Tony Cole
    10 Feb 2015 | 9:30 am
    To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand. If they sell more, they make more money, leverage the comp program or qualify for the "President's reward" trip.  BUT... how about other aspects of performance and other sales people that have to perform in your company?  Time and again, I see organizations put together evaluation programs to determine the following: an employee's…
  • Reasons Sales Teams Perform Below Expectations #6 - The Challenger?

    Tony Cole
    9 Feb 2015 | 3:30 am
    My purpose for bringing The Challenger Sale into this series is to tie the concept of "Challenger" Sales People to this overall discussion of reasons why sales people do not perform as expected.  I read about The Challenger Sale book a couple of years ago in a Harvard Businss Review article and had forgotten about it until I "rediscovered" it recently. I remember finding it interesting back then, and I again find the book interesting now. I know that doesn't sound like a resounding endorsement, but I've read all the way through the book and, to be  honest, my purpose here isn't to…
  • 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.
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    Web Tools and Strategies to Increase Sales - Fill the Funnel

  • Tools Don’t Make The Carpenter

    Miles Austin
    19 Feb 2015 | 1:09 pm
    It’s intuitive. Tools don’t make the carpenter. Neither the doctor nor the musician. Nor do they make the sales person. I have had the privilege of watching my brother Paul grow into one of the premier custom interior carpenters in Colorado. He creates multi-million dollar home interiors that are the talk of Breckenridge, Vail, Aspen and more. He has spent almost 30 years learning his trade, investing in his craft and delivering masterpieces to his clients. He uses tools, both hand tools and some of the newest power tools to accomplish results. He knows which tool to use to…
  • Big Data, CRM, and Valentine’s Day

    Miles Austin
    13 Feb 2015 | 6:46 am
    Struggling with CRM and/or Big Data? Click the Play arrow to watch this 2 minute video. Anyone that has ever installed or used Salesforce.com or any other CRM will immediately connect to the many messages in this video. I hope you enjoy it and share it with all of those that you work with that use these tools every day. Special thanks to Tal Raviv, CTO from ecquire.com for sharing this creative piece with me. I will be sharing more about what his team at ecquire.com is up to in coming weeks. Share this one and bring a smile to your colleagues faces. Happy Valentine’s Day   Original…
  • Amazon WorkMail Joins The Email Provider Ranks

    Miles Austin
    3 Feb 2015 | 7:16 am
    Amazon.com has announced their new corporate email service to compete with Microsoft and Google. Beginning in the 2nd quarter of 2015, the company will begin offering Amazon WorkMail, an email and calendaring service through its Amazon Web Services (AWS) division. Pricing is planned at $4/user/month and comes with a mailbox and 50 GB of storage. There are options to upgrade storage and to add additional capabilities like file storage via the AWS account that you are required to create to use this new offering. Amazon WorkMail Features to Expect Outlook Compatible – Amazon WorkMail…
  • 6 Things To Consider When Choosing Email List Technology

    Miles Austin
    2 Feb 2015 | 6:34 am
    One of the most important choices you’ll make when you embark on adding email marketing to your plan is which email list technology to pick. There are many very good technologies available from which to choose. In order to find the right one for your business, you will need to answer some very important questions. 1. How Will You Use the Technology? Are you going to send out automatic messages to all subscribers such as an ecourse, or a regular, full-featured newsletter? Exactly what are your plans with your email list technology? You need to write down a list of the ways in which you…
  • Email – Show Respect For Current And Future Customers

    Miles Austin
    28 Jan 2015 | 9:44 am
    As effective as email is in growing your business, it can also be used with disastrous results.   Particularly at the beginning of the year, everyone is talking about cleaning out their email. All the spammy messages and wondering how they ever got in there in the first place. There are a few key things that you can do to keep your prospects and customers happy: Always use a “double opt-in” sign up process. What the heck is that? When you provide your email address to sign-up for a webinar, download an ebook or just receive more information, it is captured but put into a holding area. A…
 
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    Keith Rosen

  • 6 Steps to Ensuring Your Salespeople Hit Their Goals in 2015

    Keith Rosen
    15 Feb 2015 | 6:35 am
    Your salespeople may have their goals for the year, but are they open to having you coach them to success and being fully accountable for their results? This article isn’t about setting goals. It’s about the conversation that often goes overlooked which will determine whether or not that salesperson is truly positioned for success. It’s the deeper conversation between management and salespeople that needs to take place after the goals are set—a conversation that not only covers strategy, alignment of personal and business goals, and responsibilities but encapsulates everything to…
  • 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…
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    Get Clients: How to Attract and Win More Professional Service Clients

  • Building a Subscription Business: Interview With John Warrillow

    Ian
    10 Feb 2015 | 5:20 pm
    I’m sure it won’t have escaped your attention that more and more businesses are moving to subscription models. Whether that’s Microsoft and Adobe switching form selling software as one-off purchases to leasing access to their products through Office 365 and Creative Cloud. Or whether it’s HP’s “Instant Ink” subscription service, the Dollar Shave Club or the myriad of membership programs apeparing in almost every niche. Subscription businesses are hot property right now. When John Warrillow whote the bestselling book “Built to Sell”, one of…
  • 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…
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    Dealmaker365 Blog

  • The Blog has MOVED!

    Donal Daly
    5 Feb 2015 | 2:42 am
    Please note, this blog has been moved to http://www.thetasgroup.com/donal-daly-blog All future posts will be on this new domain, and all previous posts will redirect to there as well. Please update your bookmarks and links to direct to the new 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…
 
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    Jonathan Farrington's Blog

  • Today, It’s Not Who You Know, But How Many You Know …

    Jonathan Farrington
    23 Feb 2015 | 3:15 pm
    In practice, we can divide people who attempt to build networking relationships into four distinct types: the Loner (little or no networking), the Socializer, the User, and the Relationship Builder. Although a salesperson’s aim is to become the fourth option, the “Relationship Builder,” let’s briefly look at each of these types in turn. Loners like to do most things by themselves. They may feel that they can do it faster or better, or perhaps they don’t want to bother or worry other people. They feel that their knowledge and skills are often superior to most…
  • So What Exactly Makes a Great Sales Coach?

    Jonathan Farrington
    17 Feb 2015 | 7:58 am
    For managers, developing others’ abilities is critical indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counselling hinges on empathy and the ability to focus on our own feelings and share them. Research suggests the best ‘coaches’ show a genuine personal interest in those they guide, and have empathy for and an understanding of their employees. Trust is crucial – when there is little trust in the coach, advice goes unheeded. This also happens when the coach…
  • Setting Objectives to Win

    Jonathan Farrington
    9 Feb 2015 | 4:29 pm
    At the end of a recent keynote speech during which I was discussing the value of strategic planning in order to consolidate existing client relationships, I was asked what we at JFA do to lock-in our most important clients. This is an extract of my response. For a long time the only objectives I used for Major Accounts were very specific business objectives – “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%.” Then I began to understand that these business objectives were not enough. Multi-level objectives have proved…
  • Have Our Customers and Clients Become Irreversibly Promiscuous?

    Jonathan Farrington
    2 Feb 2015 | 4:55 pm
    I suppose another way of framing that question is to ask you if you think customers and clients still value long-term relationships? Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick of hearing that, but it’s true. We also know that customer service levels are at an all-time low, as companies of all sizes indulge themselves in a frenetic and sometimes indecent chase for new clients, leaving their existing ones to fend for themselves. (Lots of foreplay…
  • 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…
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    Inside Sales Thought Leadership Blog

  • Time’s Up! 5 Reasons Why You Need to Get Rid of Voice Mail

    Josiane Feigon
    27 Feb 2015 | 11:26 am
    How many of you listen to your voice mail messages on your cell phone? How many of you have that annoying family member who insists on leaving you that long 4-minute voice mail message asking you to call back to discuss the dinner plans for next week? How many of you ask people to leave you a voice mail message instead of asking them to text you or email you? How many of you are shortening your voice mail message so much now because you know that anything over 15 seconds will just get deleted? You are not alone. As phone companies are abandoning land lines, and they are projected to…
  • You Want to Be Standing Up When You Read This

    Josiane Feigon
    26 Feb 2015 | 2:13 pm
    Did you know that Sitting is the New Smoking? Lately, since I’ve been sitting more than usual while working on Book #3, I’ve been suffering tons of physical ailments — lower back, shoulders, arms, wrists — which has made the creative writing and research process more difficult. Another group that sits a lot are inside salespeople. No matter how much their roles have changed in the last five years, one thing that hasn’t changed is the fact that they sit for long periods of time. The solution: stand-up desks. I know this might be old news for some of you, but there…
  • Unpoachable: How to Create a Loyal Inside Sales Team

    Josiane Feigon
    19 Feb 2015 | 11:35 pm
    The hiring frenzy for inside sales talent shows no signs of slowing down — the competition for talent in a rapidly diminishing talent pool is challenging. Plus, CSO Insights predicts that voluntary turnover will be the highest in 10 years. It’s no longer just about recruiting but also about retaining. It’s time to keep them happy by showing them some appreciation and respect! Hire Boomerang Employees. There is a trend towards rehiring previous employees who were lost not because of poor performance but because you had to let them go to keep afloat. Hire these seasoned pros back any…
  • Gen M2 Is Coming!

    Josiane Feigon
    19 Feb 2015 | 7:26 am
    As the generations continue to collide, the M2’s (teens and tweens, ages 8 to18) are worth watching. Pretty soon they’ll be grown up and working in inside sales, so why not get to know them now? Enter Tavi Gevinson, voted one of the 25 most influential teens of 2014. Today, at 18 years old, she is prolific, spirited, fun, interesting, and so authentic.  I’m excited because I just signed up for her talk @ the Commonwealth Club next month. @tavtulle started writing when she was 12 years old, and today she is editor-in-chief of the online Rookie Magazine for teenage girls.
  • Birth Order Matters When Recruiting Inside Salespeople

    Josiane Feigon
    12 Feb 2015 | 11:58 am
    In my recent trend report, I warned everyone to Protect Your Sales Talent from Getting Poached. The hiring frenzy for inside sales talent shows no signs of slowing down — and the competition for talent in a rapidly diminishing talent pool is challenging. The good news is that the current job market is definately heating up. Managers are scrambling to figure out the best way to recruit and retain new talent and build their happy family. They are preparing sets of superhero questions that dig at more behavioral questions. How you ever considered asking questions about birth order? A new…
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    EyesOnSales.com

  • What Got You Where You Are May Not Get You Where You Want to Go…

    editor@eyesonsales.com
    26 Feb 2015 | 10:20 am
    Where do you want to be in 6 months? In a year? In 5 years? How are you going to get there? The reality is… Every week I work with clients who are looking to develop new business. Some of them are brand new sales representatives just starting out and needing to build their pipeline. Some of them are experienced sales professionals, business owners and/or entrepreneurs looking to increase their already good sales. The new sales representatives don’t know what works – they’re new. The experienced sales professionals are often successful – just not as successful as…
  • Are You Making Too Many Contact Attempts?

    editor@eyesonsales.com
    24 Feb 2015 | 10:00 am
    Are You Making Too Many Contact Attempts? Sales Question: "How many attempts should I make to connect with a prospect before moving on?"   SalesBuzz Answer: By Michael Pedone I’ve read statistics that says it takes 6, 12 even 18 attempts to reach a prospect. But here’s the thing, I don’t use one rule across all lead types. I believe it is best to analyze the lead to determine how much time and effort you will put into getting that prospect on the phone.  In order to make an educated decision in this area, you have to know a few KPI’s (Key Prospecting…
  • Can You Learn How to Sell - Or Do You Need Innate Ability?

    editor@eyesonsales.com
    23 Feb 2015 | 10:15 am
    I want to get you thinking today, so here’s my question: If research showed that sales was 100% a learned skill, how would that impact your perception of your own success – or lack of it – today? I know that sounds strange to ask, but bear with me. If it was true, how would it impact how you reacted to a competitive loss or when your prospect decided to not do anything? Would you be more curious in terms of where you blew it or what went wrong? Would you look at your own culpability in losing the deal? Would you have tried to figure out a better way to help your prospects…
  • The Two Most Important Qualifiers (And How to Ask For Them)

    editor@eyesonsales.com
    19 Feb 2015 | 10:30 am
    Based on my last article “A Fresh Prospecting Approach for You,” many people are wondering what the two most important qualifiers are for any given sale.  That’s a good question, and I’ll tell you that over the years I think they have changed.  In the past, budget was the big stumbling block and the issue that sales reps really needed to drill down on.  Now don’t think that budget isn’t important – it is! – but now with pricing being so transparent on websites and across social media, I don’t think that budget qualifies…
  • 2nd Sales Call “No-Shows” – Why prospects break their commitment

    editor@eyesonsales.com
    17 Feb 2015 | 10:00 am
    Sales Question: "I’m having issues with prospects not answering for our scheduled phone call. We have discussed initial information and because of the complexity of our services a follow up call is usually necessary. The number of people that do not answer the phone for that scheduled call is ridiculously high to me, any tips in fixing this?" SalesBuzz Answer: By Michael Pedone I have a couple of questions that may help you find the answer that will help solve this issue for you. COLD CALL or WARM LEAD? You mention you had an initial conversation. Was the lead type a warm lead (hand…
 
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    The Accidental Negotiator

  • When You Are Negotiating, It’s All About The Big Picture

    drjim
    27 Feb 2015 | 1:00 am
    In a negotiation, it’s seeing the big picture that countsImage Credit: Charlotte Carey A question that I am often asked by negotiators who are just starting out is what they should be concentrating on during a negotiation. Let’s face it, each negotiation that we are involved in consists of a lot of different moving parts and if you don’t know where your focus should be, your attention will end up being everywhere and nowhere at the same time. Where should your attention be? It’s All About The Big Picture Ironically the reason that we have such a challenge during a…
  • How To Not Be A Pushover In Your Next Negotiation

    drjim
    20 Feb 2015 | 1:00 am
    In a negotiation, you want to be flexible but not be a pushoverImage Credit: ron_n_beth In order to reach a deal with the other side of the table, you are going to have to be flexible. However, this brings up the interesting question: just exactly how flexible are you going to have to be? The one thing that you don’t want to allow to happen is for the other side to start to view you as being a pushover no matter what negotiation styles or negotiating techniques are being used. Hmm, looks like we’ve got a bit of a challenge here… How To Be Flexible When we exercise, the experts…
  • Flexibility Is The Key To Negotiating The Deal That You Want

    drjim
    13 Feb 2015 | 1:00 am
    When it comes to negotiating, how flexible are you?Image Credit: dollen Our goal when entering into a negotiation with anyone is to be able to walk away with the best deal possible. Just exactly how to get from the beginning of a negotiation to that deal no matter what negotiation styles or negotiating techniques are being used is what we don’t always understand. This is exactly where being flexible comes into play. Is Flexibility A Bad Thing? How do you want to be seen by the other side of the table during a negotiation? I’d be willing to bet that just like the rest of us,…
  • Marketing Is Really A Part Of Every Negotiation

    drjim
    6 Feb 2015 | 1:00 am
    Keep in mind that to get the deal that you want, you’re going to have to include some marketingImage Credit: Dennis Jarvis In most firms, the processes of negotiating is generally considered to be part of the sales arm of the company. However, if you want to be able to reach the best deals with the other side of the table it probably won’t be as a result of the negotiation styles or negotiating techniques that you use. Maybe you have this all wrong. Perhaps a better way to think about negotiating is to view it as being a part of the marketing department. Let’s take a look…
  • Learn To Think Long-Term In Your Next Negotiation

    drjim
    30 Jan 2015 | 1:00 am
    Thinking long term can get you the negotiation results that you are looking forImage Credit: Amancay Maahs When we enter into a negotiation, it can be very easy for us to focus our attention on the deal that is on the table before us. After all, this is why we are spending the time on this negotiation and getting the deal that we want is what we have spent our time on collecting information while we prepared. However, it turns out that if we can shift our thinking from the short-term to long-term we may end up walking away from the negotiations with a much better deal. The Power Of Thinking…
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    Paul Castain's Sales Playbook

  • Last Week In The Sales Playbook Communities

    Paul Castain
    28 Feb 2015 | 5:25 am
    Here are a few of the things you may have missed last week in our Sales Playbook communities. On Facebook Tell us about the most awesome place you’ve ever visited on business. What time is acceptable to start calling decision makers? As we wind down the week, I just have to ask “What are you grateful […]
  • Are You Dealing With The “Score” At The End Of The Week?

    Paul Castain
    27 Feb 2015 | 1:54 pm
    Sometimes we get so fixated on the total dollars sold at the end of the week that we take our eye (or eyes if you have two) off of the activity part of the equation. Results are obviously the number that we’re graded on and the number that affects our bank account in the near […]
  • How I Failed In 2011 And Turned It Around Completely By 2015

    Paul Castain
    26 Feb 2015 | 6:37 pm
    This week’s podcast is a very different one for me and I can promise  you’ll hear your “Uncle Paul” as you’ve never heard him before! I talk about a major failure I experienced when I first started Castain Training Systems back in 2011! It was a setback that humiliated me and made me second guess […]
  • An Alternative To Calling To “Check In”

    Paul Castain
    26 Feb 2015 | 5:15 am
    I hope you realize that unless you’re in the hotel industry, calling to “check in” is typical, clichéd and synonymous with “Hi I’m calling you with absolutely nothing today”. I also hope that you realize that if our message to our clients/prospects is always a variation of “I’m calling to sell you something” or “I’m calling […]
  • 100 Ways To ROCK Your Sales!

    Paul Castain
    25 Feb 2015 | 10:52 am
    I have over 100 sales tips I’m going to be sharing starting March 4th! Here’s The Deal . . . Starting March 4, 2015 we’ll meet once a week for 45 – 60 minutes (via webinar)  for 8 weeks. We deliver each session “live” (as opposed to dead) and record each session in case you can’t make […]
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    SALESPRACTICE.COM

  • Next 5 Years?

    23 Feb 2015 | 3:20 am
    If you keep thinking and acting the way you've been doing for the past 5 years where will that take you? If the [...] http://www.salespractice.com/forums/t-3707.html
  • Cold call for pest control service

    18 Feb 2015 | 12:00 am
    Hi everybody, I'm a newbie here in this forum and also a newbie in my industry, which as the subject said, is pest [...] http://www.salespractice.com/forums/t-12029.html
  • Fear of Rejection vs. Not Wanting Rejection

    14 Feb 2015 | 6:22 am
    Fear of rejection is a term that has a different meaning from "not wanting rejection", although certainly the two can [...] http://www.salespractice.com/forums/t-12124.html
  • Top Sales Awards

    10 Feb 2015 | 3:36 am
    It is not uncommon for organizations and businesses, large and small, to give out achievement awards and trophies for [...] http://www.salespractice.com/forums/t-11646.html
  • Need Help with Opening Script for Franchise Financing

    3 Feb 2015 | 5:17 pm
    I am working as a finance manager for a leasing company working with business owners to provide equipment financing or [...] http://www.salespractice.com/forums/t-11987.html
 
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

  • Myth: Introverts are not good team players

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

    the_alen
    11 Feb 2015 | 4:24 am
    Extroverts’ perception of introverts is based on some pervasive and faulty myths: Myth #1: Introverts are shy and insecure. “You can’t hide in your cubicle forever! Come out and talk to people!” Truth: Introverts are not afraid of social interaction – they just need a really good reason to interact. They dislike meaningless interactions – the “fluff” of small talk, social pleasantries and interaction for the sake of interaction. The introvert at work is drained by small talk and social pleasantries, not energized like the extrovert. Introverts like meaningful…
  • 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…
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    Your Sales Management Guru

  • Enhancing Your Executive Edge

    kenthoreson
    23 Feb 2015 | 6:37 am
    Enhancing Your EXECUTIVE EDGE How to Develop the Skills to Lead and Succeed It’s time for another book review!  Last week I was on vacation and I had the time to read three books, one of them written by Kim Zoller/Kerry Preston was on Enhancing Your Executive Edge. Published by McGraw Hill, it is a terrific read for all executives and any manager. In defining Executive Edge the authors quickly hook you in the Introduction, they set the stage showing their methodology by providing the reader an experience in self development and growth by providing an Online Assessment to first determine…
  • What Sales Compensation Trends Are in Store for 2015?

    kenthoreson
    12 Feb 2015 | 11:59 am
    What Sales Compensation Trends Are in Store for 2015? By David J. Cichelli, Sr. Vice President, The Alexander Group, Inc. This week while I am on vacation I am adding a Guest Blog, it should be of huge interest to the readers of this blog. A look into the Alexander Group’s “2015 Sales Compensation Trends Survey” reveals that companies plan to offer moderate pay raises of 3 percent for sales personnel in 2015. This comes after a blowout year in 2014 with payouts increasing 7 percent over payments from the previous year, widely exceeding the 3% increase planned for 2014. Sales departments…
  • Efficient Effectiveness: Sales Leadership

    kenthoreson
    9 Feb 2015 | 5:30 am
    Sales Management Thought Leadership:  efficient effectiveness As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility. Boom’s Day” the largest fireworks display in the U.S  occurs each Labor Day weekend in Knoxville, TN-so what does that mean?  An estimated 400,000 people flock to the river front to watch the event; boats on the river, people lined up on the docks,  roads and every home, parking lot and condo packed with friends and neighbors.  As this was my first time to witness 45 minutes of noise, color…
  • What is all this talk about added value?

    kenthoreson
    4 Feb 2015 | 6:44 am
    What is All This Talk about Added Value? A mind is like an umbrella, it must be opened to work….  During my keynote at a recent sales kickoff meeting I opened up the dialogue regarding how salespeople and organizations need to not only create value to separate themselves from their competition buy also the need for a company to prove their value proposition during the sales process.  Many organizations express their value on their website or marketing brochures, but fail in this important step of proof. At this highly “product” driven company the salespeople were really struggling to…
  • 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…
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    Free Sales & Marketing Magazines and Downloads from alltop.tradepub.com

  • 5 Ways to Integrate Social Marketing Across Marketing Channels

    27 Feb 2015 | 12:00 am
    Many times the social media team is siloed, outsourced, or even non-existent. But the only way to fully harness the power of social media marketing is to put it on the table with every other marketing channel and integrate it into a larger cross-channel marketing plan. Our eBook will give you five things you can do right now to integrate social media marketing into your current marketing strategy.Request Free!
  • Top Insights for the World's Leading Executives

    27 Feb 2015 | 12:00 am
    In CEB’s Top Insights Report, discover five critical trends that are shaping the business, and how the best companies are addressing key functional challenges to drive performance.This whitepaper addresses the five critical trends identified through research and conversations with thousands of executives in organizations around the globe:Changing Nature of WorkChanging Needs of Internal ClientsChanging Nature of the ConsumerChanging Nature of Business CustomersChanging Impact of InformationAll of these changes have significant implications for executives managing their functions. Many…
  • Best Practices for a Lead Management Strategy

    27 Feb 2015 | 12:00 am
    New customer acquisition is the lifeblood of many businesses, but it can be costly. Comprehensive lead management strategies have been developed to maximize lead value and bring order and efficiency to the top of the marketing funnel. Such strategies emphasize quality, precision, and the increased probability of conversion. When well-executed, lead management strategies can produce significant savings, reduce time spent in the funnel, and bring sales and marketing into closer concert.Request Free!
  • How to Make Any Content SEO-Friendly

    27 Feb 2015 | 12:00 am
    Content marketing has become an important piece of a modern digital marketing plan. Marketing teams are producing more content than ever, working closely with editorial teams, and pumping out blog posts – all to attract more potential buyers to their web properties. In this new digital landscape, writers and content marketers are key players in the search optimization equation, but most don't yet know the rules of the SEO road. In this eBook, we'll tell you everything you need to know to make your content SEO-friendly. SEO can be complicated, highly-technical, and full of nuance. We'll…
  • The Rules of Engagement on Facebook

    27 Feb 2015 | 12:00 am
    Learn Facebook’s Rules of Engagement so you can make your content more sharable and searchable – and avoid violating the terms of service. This eBook will give you a thorough understanding of Facebook principles, and the general rules that apply to content and behavior.Request Free!
 
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    Salesjournal

  • 15 Ideas for Selling with LinkedIn

    caitlinhoward
    19 Feb 2015 | 8:01 am
    By Mike Schultz (RAIN Selling Blog) LinkedIn is a valuable tool for sales reps and even 89.9 percent of top sellers view LinkedIn as an essential tool. Keep reading to learn 15 ideas for selling with LinkedIn that will help you build important business relationships and improve your social selling. 15 Ideas for Selling with […]
  • 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You Don’t Feel Like It)

    caitlinhoward
    19 Feb 2015 | 7:35 am
    By Amy Morin (Forbes) Whether you’re still going strong with your New Year’s resolutions, or you’re starting to lose steam, these 3 tricks for sticking to good habits will help you stay on track and maintain good habits for the long run. 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You […]
  • The Sales Manager’s Success Checklist

    caitlinhoward
    19 Feb 2015 | 7:14 am
    By Steven A. Rosen (StarResults.com) Sales managers, are you on track with your 2015 goals? Learn how to tell if you’re on track with your goals without looking at your sales numbers. The Sales Manager’s Success Checklist
  • 8 Time Management Hacks for Sales Reps

    caitlinhoward
    19 Feb 2015 | 7:06 am
    By Andrew Quinn (HubSpot Sales Blog) Sales reps often have to juggle many tasks and prospects at once and it can feel like there’s not enough hours in the day. Keep reading to learn 8 time management hacks that will help you boost your productivity and your sales! 8 Time Management Hacks for Sales Reps
  • 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 
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    Peak Sales Recruiting | Sales Recruiter

  • 2015 Sales Compensation Trends

    Susan Halliwell
    23 Feb 2015 | 6:42 am
    In January, the World Bank announced cautionary good news. The organization’s Global Economic Prospects Report (GEP) predicted growth for developing countries, soft oil prices, a stronger U.S. economy, and the continuation of low interest rates globally. As experts continue to talk about economic recovery, this positive outlook for the global economy is reflected in corporate earnings which are experiencing an uptick as well. The Alexander Group’s 2015 Sales Compensation Trends Survey Executive Summary, published in January of 2015, provides insights on how sales compensation strategies…
  • Sales Hiring: Culture and its Impact on Recruiting

    Keith Johnstone
    17 Feb 2015 | 11:30 pm
    Cultivating the right internal culture is an afterthought for many organizations and yet culture plays an enormous role in business success. What is Culture? A company’s “corporate culture” can be thought of as the general norms, traditions and assumptions that govern employee perceptions, thoughts and behaviours at work. The term “corporate culture” came into vogue in the early 1980s. Sociologists, communications professionals, and organizational behaviorists made the idea of cultivating the right corporate culture an important issue in academia, and as the term made its way into…
  • Hiring Solution Salespeople in an Evolving Sales Landscape

    Keith Johnstone
    5 Feb 2015 | 6:07 am
    One of the biggest shifts in selling approaches occurred in the mid-1980s when Mike Bosworth of Wang Laboratories popularized “Solution Sales.” Bosworth championed the idea of selling “expert to non-expert”, in which salespeople proactively uncover a customer’s business requirements and position offerings as a ‘solution’ to these business needs rather than simply waiting for purchase requests. In the early days of selling computer systems, this value-based approach empowered salespeople to develop a package of products and services that would benefit the prospect in a unique…
  • 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…
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    Sharon Drew Morgen

  • Boredom: A Route To Creativity

    Sharon Drew Morgen
    23 Feb 2015 | 7:40 am
    We live our lives, these days, with continuous stimulation – on-demand access to movies, articles, friends, books, games and music. With all possible, all the time, how can we hear ourselves think long enough for new and creative ideas to emerge? I don’t know about you, but my mental commotion from a week of stress causes interminable noise coming from where my ideas should be. And given I’m a thinker, hearing myself think is fundamental. I tried freeing up an hour or two during a week to sit quietly in hopes of hearing my creative voice, but that wasn’t sufficient. I needed a broader…
  • On Becoming 69 by Sharon Drew Morgen

    Sharon Drew Morgen
    16 Feb 2015 | 7:10 am
    Today I turn 69. As I look back over my life I feel quite gratified that I have used what I was given to make this world a better place. But I was merely following directions. Let me explain. By any objective standard, there was no path from where I started to being an authentic person and well-respected visionary/thought leader. I had one of those childhoods that would make a terrific movie (Friends say I was either going to be a saint or a serial killer). I had to get through unimaginable violence, Borderline Personality Disorder, and PTSD. The Asperger’s diagnosis didn’t come until I…
  • Consensus: From Biases to Buy-in

    Sharon Drew Morgen
    9 Feb 2015 | 8:21 am
    When groups seek change – when considering purchasing a new solution, shifting strategies, reorganizing, for example – they need consensus. When families discuss putting a family member in a home, or start-ups decide to seek funding, they need consensus. How do groups achieve an outcome acceptable to all when their beliefs, goals, or convictions may be disparate? While every group is different and each goal unique, the consensus meta-process is the same: the right people must be convened, approve the elements of the issue to be decided upon, find their way to agreement. There are problems…
  • Diversity And Bias: How to Hear ‘Different’ People Differently

    Sharon Drew Morgen
    2 Feb 2015 | 6:50 am
    We all recognize diversity is important yet difficult to attain. We recognize that with diversity we’re capable of creating all that’s possible; without diversity we limit who gets heard, who gets to lead, what knowledge we deem important, what we teach our children. Indeed, mis- and underrepresenting categories of people cost an unimaginable price in money, possibilities, and life. People much smarter than I have evaluated the high cost of the lack of diversity. But I’d like to offer a modest way to begin the process of overriding our biases: we can shift how we listen. BIASES ARE…
  • 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…
 
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    A Sales Guy | A Sales Blog | Sales Consulting

  • Top 3 Mistakes in Selling to Inbound Leads

    Keenan
    24 Feb 2015 | 3:25 am
    Today I’m droppin’ a guest post from my boy and Chief Sales Office over at Hubspot, Mark Roberge. Mark has written a new book and it drops today; The Sales Acceleration Formula. Mark has done some killer stuff over at Hubspot, growing them from 0-100M in revenue. I say that qualifies him on teaching the rest of us how to grow revenue. But, if 0 – 100M isn’t enough, Anthony Robbins reviewed his book and said this; A new breed of disciplined, data-driven leaders are re-shaping the field of sales. The Sales Acceleration Formula explains why. I love this post…
  • Sales Surge Summit

    Keenan
    17 Feb 2015 | 8:42 pm
    I did a 30 minute interview on sales people mistakes the other day as part of the Sales Surge Summit. You can see the entire thing here. I tackle the importance of empathy in selling, how to prioritize and a few other fun elements of selling. While you’re there be sure to check out the other speakers, they put together a good group of sales cats for this summit (Anthony Ianarino, Dan Waldschmidt, Matt Heinz, Ken Thoreson and more.) It will be well worth your time.  
  • To Build or Kill, That Is The Question

    Keenan
    13 Feb 2015 | 6:38 am
    What happens when one of your sales people loses a big deal? Do you kick the shit out of them by calling out everything they did wrong? Do you play Monday morning quarterback and point out all the mistakes that were made and how losing the deal could ruin the quarter or even the year? Do you make it readily apparent how they screwed up? If you do, don’t. Here’s the deal. As a sales leader, you have the power to build or kill. How you engage with your sales reps after a big loss goes a long way in their development as a sales person, their self-confidence and their role in your…
  • The Prospect Said Yes, Why It Doesn’t Mean Sh*t

    Keenan
    9 Feb 2015 | 1:51 pm
    I’m sitting in a pipeline meeting and I ask the rep if the deal is going to close. He says, “Yes!” Great I say, how do you know?  The rep responds with; “The prospect told me. She said they’re gonna go with us.” Do you know how many times I’ve hear a rep say the prospect said they are in and the deal never closes? Lemme give you a hint, more times than when it does close. Just ’cause a prospect says yes, it doesn’t mean the deal is gonna close. I have a client that shared this killer saying with me. The longest distance in sales is the…
  • Execution Quotes: Quota and Goals (A Sales Guy Book Club)

    Keenan
    6 Feb 2015 | 11:46 am
    The biggest gap in sales is quota and quota assignment. Quota is almost  always dolled out willy nilly, with little understanding of the market or what the organization is capable of doing. Usually, the organization has picked some arbitrary revenue number and pushes it down to the sales team with an edict that it must be made. We’ve all seen how this works out and what it does for moral. I love how Larry and Ram address this in the book. The gap between promises and results is widespread and clear. The gap nobody knows is the gap between what a company’s leaders want to achieve…
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    Sales Motivation and Sales Training

  • VIDEO SALES TIP: How to REALLY Get Things DONE

    TheSalesHunter
    28 Feb 2015 | 1:13 am
      Do you have goals you want to accomplish? Projects you want to get done?  More sales success you want to experience? Of course you do! As salespeople, we have to be diligent about how we break down those goals and projects so that we complete them.  This isn’t just about eating the elephant “one […]
  • The Customer You Attract with Low Price Will Be the Customer You Lose to Low Price

    TheSalesHunter
    27 Feb 2015 | 1:51 am
      Recently I was talking with a salesperson who had just been recognized by their company as being #1 salesperson for the past year. I’ve had the privilege to work with the company for several years developing and implementing their sales training program. Yes, you could say I have a vested interest in the results […]
  • 14 More Questions About Sales Prospecting (And Why Your Process Doesn’t Work)

    TheSalesHunter
    26 Feb 2015 | 12:48 am
      Yesterday I shared with you 10 questions you need to ask yourself about your prospecting process. Today I’m sharing 14 more questions! To be successful at prospecting, you have to be disciplined and have a desire to succeed. Challenge is getting everything to align.  When you do, you have a prospecting plan that matches […]
  • 10 Questions About Sales Prospecting (And Why Your Process Doesn’t Work)

    TheSalesHunter
    24 Feb 2015 | 11:00 pm
      Do you really know if your prospecting process matches your prospect? A key reason why prospecting fails to work is it’s not aligned with the target audience.  In order for a sales prospecting process to work, it has to fit the way the prospect thinks. Keep this in mind. What would happen if your […]
  • Quit Asking “Feature” Based Questions and You’ll Boost Your Sales

    TheSalesHunter
    24 Feb 2015 | 1:41 am
      That’s right! Quit asking “feature” based questions and start asking “outcome” based questions. This is the easiest way for you to increase your sales! If you want to significantly alter your sales results, here is one of the most powerful things you can do. I’ve talked for years about the need to be focused […]
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    Partners in EXCELLENCE Blog -- Making A Difference

  • I Signed Up For An eBook……..

    David Brock
    27 Feb 2015 | 10:50 am
    I saw an intriguing eBook being promoted by a company known for providing Sales Acceleration/High Velocity selling tools.  It was on a topic that I have huge passion for.  I respect the company and wanted to learn more from their research. I diligently filled out the form, hitting Submit, at 8:00 am. At 8:01, I had an email with the following: Thank you for downloading [Title Witheld] eBook. You can click here to access the eBook at anytime. (link deleted)   To see how companies like [Company A, Company B,  Company C] and others are using [Company Name] software to contact, qualify, and…
  • Sales Must Own And Solve The Content Marketing Problem!

    David Brock
    27 Feb 2015 | 5:12 am
    Now hold on, count to 10, take a deep breath.  For my marketing friends, I’m not betraying you and giving up on marketing.  For those of you who’ve read my posts railing against sales people blogging, I’m not changing my point of view. I’m talking about a very specific marketing/content problem that no one other than the sales person can address.  It’s marketing content for an audience of 1–at this very moment. It’s very unique.  It’s content, that addresses my specific problem, concerns, and priorities right now–because they may be…
  • Exceptional Pattern Recognition

    David Brock
    26 Feb 2015 | 5:57 am
    I wrote Obsessive Learning/Relentless Execution as a start of a series on what sets the very best performers apart from everyone else.  Periodically, I’ll be adding more articles, as well as video interviews of some of these people (so you can see what makes them tick.) Amy Chang, CEO of Accompany**, is one of those exceptional performers. On reading the article, she sent me a comment describing much of what connects the learning–execution pieces.  She described it as Exceptional Pattern Recognition. It’s an exceptional talent we see in the very top performers in any…
  • Slow Down, You Move Too Fast

    David Brock
    25 Feb 2015 | 4:47 am
    No, I’m not channeling Simon And Garfunkel’s Feeling Groovy I’m talking about your first 30 days as a new sales manager. It’s human nature, particularly if you are in sales and very action oriented, to start doing things. We feel compelled to take action, to start solving problems, to get things going—-after all, it’s that proclivity to take action that probably contributed to you getting the job in the first place. Sometimes, we feel we have to make a mark, to set a tone of some sort. Often, when we are hired as a new manager in a new/different company, we tend to think…
  • How Strongly Do You Believe In Your People?

    David Brock
    22 Feb 2015 | 8:01 am
    Do you believe in your people?  Do you believe in them, perhaps more strongly than they believe in themselves? If you don’t believe more strongly than they do, you will never be able to maximize their performance or fulfill their potential.  At most, you’ll get some improvement, but probably not sustainable improvement. Our jobs as leaders are to get our people to perform at the highest levels possible, fulfilling both their short and long term potential. Sometimes, I think it’s this absence of belief that impacts our effectiveness as leaders and coaches.  If we are…
 
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    Media Sales Today

  • 54% of B2B Businesses to Spend More on Social in 2015

    Kathy Crosett
    27 Feb 2015 | 8:00 am
    Your B2B customers aren’t so different from the other clients in your market. They want to increase revenue and reach  more clients. They may have been slower to embrace digital marketing but new Regalix research shows over half of  B2B companies will spend 52% of their budgets on digital this year. Should you be adjusting the way you approach these clients? Top B2B Digital Formats B2B marketers tell researchers the top digital formats in terms of reaching their goals are: Website 81% Email 71% SEO 54% Social media 41% Blog 39% Your B2B clients expect to increase their emphasis on SEO…
  • AE Sells $7K in Digital, Earns Franchisee’s Respect

    Courtney Stone
    27 Feb 2015 | 2:00 am
    You know you’ve got a client for life when he compliments you in front of a group of his peers. Allison Dollar of the Kansas City Star said it took a year to earn the trust of her new client, a franchise owner of a fast-food restaurant who had never advertised with the Star. She believes SalesTouch and AdMall helped her win the client over to the tune of $7,000. When Dollar first called on him, the business owner told her he already had his budget planned for the year. She knew it would take time to build the relationship. “I didn’t expect immediate revenue,” she recalled. SalesTouch…
  • 78% of Consumer Purchase Decisions Are Influenced by Marketer Social Media Posts

    Amanda Reardon
    26 Feb 2015 | 10:00 am
    Consumers are fickle. They love your client’s product or service, but they hate to open their wallets and make the buy. But hope is not lost! If used correctly, your client’s social media campaign CAN influence consumer purchase decisions! William Johnson states that consumers buy a product for one of two main reasons: (1) pleasure and enjoyment or (2) avoidance of pain or loss via solving a problem. Your client should make it their goal to figure out how their products resolve both of these needs AND communicate it to the customer. But what is the biggest influencer in consumer purchase…
  • Digital Media Posted 30% Increase in Ad Revenue for January 2015

    Amanda Reardon
    26 Feb 2015 | 8:00 am
    You’ve heard it before and you’ll continue to hear it: Digital ad spending will increase in 2015. If you needed validation on this topic, the results for ad revenue in January 2015 are in, and the proof is in the numbers! According to the Standard Media Index (SMI), the U.S. ad market saw overall growth of 5% compared to January of 2014. AND, credit for this growth is being awarded to the digital sector. TV is still a beast in terms of ad dollars spent, but a weak upfront, soft ratings and reduced spending from major advertisers is taking a toll on the sector, resulting in an overall…
  • Stick to Your Resolutions with These Three Tips

    Jessica Helinski
    25 Feb 2015 | 11:00 pm
    It’s nearly March…have your professional resolutions held fast, or have they slowly faded after the rush and excitement of the new year? It’s easy enough to come up with resolutions but making good habits stick is much more difficult—and dropping the ball can quickly lead to feelings of failure. “Resorting back to our old habits can cause us to prematurely abandon our goals,” writes Amy Morin in a Forbes article. “Struggling with self-discipline doesn’t mean you have to raise the white flag and declare your efforts to improve your habits a complete failure.” In the…
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    Star Results » Sales Management Blog

  • The Sales Manager’s Success Checklist

    Steven A. Rosen
    9 Feb 2015 | 11:50 am
    By Steven A. Rosen January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer. How can you assess if you are on track? It is far to early to look your at sales. Go through the checklist below and see how many items you have completed to ensure that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.               The STAR 10 Point Checklist 1. Have You Identified Your 2-3 Key Success Factors? As…
  • 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…
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    Dave Stein's Blog

  • Catch the GoSalesTrain for On-the-Go Sales Training

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

    Dave Stein
    6 Feb 2015 | 9:48 am
    Storytelling is a valuable tool for a salesperson to employ. I’ve little doubt about that. I use stories regularly.For this post, let me elevate the discussion to the keynote speech.One of the cornerstones of an unforgettable keynote is the signature story.When designing a keynote I’ll typically select one of the signature stories I’ve developed over the years in order to imprint a message on my audience so they remember it forever. The signature story is not an after-thought. It is strategic.Years ago, with the help of a speaking coach, I began writing these accounts of…
  • 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…
  • 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…
 
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    Renbor Sales Solutions Inc. » Blog

  • March Madness: 5 Small Business Lessons to Take Away

    Tibor Shanto
    26 Feb 2015 | 12:33 am
    The Pipeline Guest Post - Megan Totka There are not many events that compare with the excitement that is the NCAA College Basketball Tournament. The Super Bowl, Kentucky Derby and World Series are all great spectacles. However, something about March Madness draws in a wider audience and sparks excitement of people of all ages around the country- 181 million viewers tune in throughout the NCAA tournament each year to cheer on their favorite teams. Are you wondering if your small business can benefit from March Madness? It can, and you don’t have to run a popular sports bar; nearly any…
  • 3 Reasons You’ll Fail At Cold Calling – Sales eXecution 286

    Tibor Shanto
    23 Feb 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  I know, they told you cold calling is dead, but it’s not dead, it just smells funny, and those that tell you this, probably confuse Shinola with other matter. You Don’t Know Your Own Metrics – Many in sales fail to own and be accountable for specific aspects of their success, in the case of cold calling, it is their specific metrics. These same people often know the stats of their favourite hockey or baseball players, but when it comes to key metrics involving their success, they are in the dark. If nothing, else sales people should know…
  • Neither Either

    Tibor Shanto
    19 Feb 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  While I am all for having a sales process or road map, there is plenty of room for choice, and there are some elements of sales success that are achievable via many paths. You have choice within a defined structure, the result is pretty much the same regardless how of the path taken. As a seller, your success will not be adversely impacted by the choice. On the other hand, there are areas where you are presented with the option between two paths, but one does not deliver the same results, where one path may be easier but consistently yields…
  • 2 Reason To Always Leave Voice Mail – and Get Called Back – Sales eXecution 285

    Tibor Shanto
    16 Feb 2015 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. But if you’re a complete B2B sales professional, you’re probably making cold calls even if it is nice warm and sunny, cause that’s what pros do, not like those cheap plastic replicas that are afraid of picking up the phone and talking to a buyer. And if you are picking up the phone, you’re hitting voice mail, no two ways about it; and if you hit voice mail, you need to leave a message, again…
  • Sales Performance Summit

    Tibor Shanto
    15 Feb 2015 | 12:33 am
    Sales Performance Summit April 6, 2015 JOIN US AT The Rotman School of Management 105 St. George Street, Toronto, ON, Canada According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Nearly half of sales reps did not achieve quota over the past few years. The challenge and opportunity for sales leaders is to ensure that their managers can impact performance and that their front lines will follow. These two imperatives are key to developing a sales culture designed to succeed. Performance is no…
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    Jonathan E Brickman

  • The early bird gets the worm

    Brick
    23 Feb 2015 | 4:35 pm
    Even in the digital age, the early bird still gets the worm! If you want to improve your chances of reaching a decision maker, call early! Chances are the decision maker is in early before the chaos starts and they will pick up the phone, because no one else is in to do so. Here are some other basic, tactical skills that are still pretty handy as part of the overall sales and marketing strategy. Call before 8AM, 7:30AM or earlier is even better. Try the mobile number, this almost always works the first time so use it judiciously and make it count! Look for bounce backs with mobile numbers,…
  • Outbound or Inbound Marketing?

    Brick
    19 Feb 2015 | 8:43 am
    I don’t think it has to be one or the other, but there is no reason to not invest resources in a real inbound marketing strategy.  If done correctly, there is no better operating leverage. This video is entertaining and draws on the extremes for sure, but the point is well made. Don’t fight it, inbound marketing works.  Coupled with an outbound marketing strategy, it works wonders. The post Outbound or Inbound Marketing? appeared first on Jonathan E Brickman.
  • Social Selling – Connect and Pitch

    Brick
    4 Feb 2015 | 4:43 pm
    I have noticed a trend… Despite all of the content around the etiquette of social selling, I have seen the opposite behavior than what is being recommended as best practices. I am definitely seeing the benefits of my labor, building a personal brand and contributing to the social ecosystem, but it seems like I am seeing lots of noise too. I refer back to my recent post about hanging a shingle, and yes, it’s true. People will show up at your doorstep. But, will the right people show up? Well, I am learning that depends on the signage and how clear your messaging is. So, here is the…
  • 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.
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    Anne Miller

  • Killer Introductions

    25 Feb 2015 | 7:32 am
    Salesperson or Racehorse in sales? Training pro or a dopamine injection for you? How would you like to be described? Who would you want to meet? When it comes to getting new business or new jobs, referrals and introductions are the way to go. ...
  • A Gaffe to Avoid

    12 Feb 2015 | 8:42 am
    Unless you have been living under a rock, you have no doubt seen stories, read articles or gotten tweets about news anchor Brian Williams and how he lied, mis-remembered, about being shot at in a helicopter while reporting from Iraq. You have...
  • Use the News to Grab Attention

    6 Feb 2015 | 3:17 am
    Interested in learning more about the fallacy of composition? I didnt think so, but I bet you will, when you see the subject presented this way: The Super Bowl on Sunday presented a useful illustration of an economic term called the fallacy of composition....
  • When Too Much of a Good Thing is...Too Much

    30 Jan 2015 | 1:59 am
    Remember Aesop's story of the little shepherd boy who cried wolf? He cried wolf so often when there was no wolf that when one appeared and he cried for help, no one came and the wolf ate all the sheep. I was reminded of that story this week as...
  • How Stark Choices Sell

    21 Jan 2015 | 1:39 am
    I am not sure you would put Steve Jobs and Katie Couric in the same sentence, but an interesting similarity between them popped up in the last few days that is instructive for presenting and selling new ideas. Steve Jobs In 1983, Jobs was pursuing...
 
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    ViewPoint | The Truth About Lead Generation

  • When Bad Things Happen to Good Leads - Part 2

    26 Feb 2015 | 8:02 am
    In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Part of the problem is the misuse of valuable data that results from marketing contact. The first type of data we’ll look at is what we call the “pipeline” disposition*. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead.
  • When Bad Things Happen to Good Leads - Part 1

    24 Feb 2015 | 8:33 am
    There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing. More accurately, it’s a good thing being used badly by most companies. But that’s not what this blog is about.
  • Sales Lead Management Leads to the Most Efficient Media Buy

    18 Feb 2015 | 6:52 am
    Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential. They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs…
  • Why Social Media Doesn't Work [PowerViews LIVE Highlights]

    12 Feb 2015 | 5:30 am
    On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true. Marketing organizations today are using social media for business purposes—more now than ever before. However, the numbers show that only a small percentage of these organizations can attribute revenue to social activity. What’s going on? Why? And what can we do to change the momentum and leverage social media to drive more…
  • Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

    3 Feb 2015 | 5:30 am
    On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show. In the session, Paul encourages marketing executives to truly get to know their buyers by uncovering their emotional triggers and creating compelling content based on psychograhic personas. He goes on to explain how this approach translates into a more productive process for both buyer and seller. I'll highlight some of the key points from the webinar here, but trust me, you don't want to miss the wealth of information he has to share in the full show (below).
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    Results Count ... everything else is conversation.

  • The elephant in the room no one is acknowledging in retail

    Chris Petersen
    26 Feb 2015 | 8:56 am
    CX requires critical KPIs for performance and the performers Image Credit: Courtesy of Chris Petersen Everywhere you turn you see the term "omnichannel". And, for those of you following this blog, we have written several posts on how today's consumers are transforming their shopping behavior. Omnichannel shopping means that consumers have unlimited access to product information and pricing. Yet, the majority are still going to stores to make their final purchase. So, what does that mean for the future of retail? Consumers will increasingly have very different expectations for their store…
  • Millennials ditching TVs should be a “canary in the coal mine”

    Chris Petersen
    19 Feb 2015 | 10:53 am
    Do you have a "canary" or radar for predicting disruptive trends? Image Credit: Gualberto107; Freedigitalphotos.net Early coal mines did not have ventilation systems. So, miners would bring a caged canary into new mine shafts. The reason was that canaries are especially sensitive to methane gas and carbon dioxide. The canary's life was often short, but meaningful in terms serving as an early warning system for lethal conditions the miners could not detect. Retailers and brand marketers have been relying on the same metrics and "alerts" for many decades. But, the recent shifts in consumer…
  • A computer for every child in school can change everything

    Chris Petersen
    11 Feb 2015 | 5:33 pm
    Educating "digital natives" for the challenges of a diverse society Image Credit: StockImage; Freedigitalphotos.net The future of education is discussed and debated ad infinitum in countless journals and blogs. I had an opportunity to discover the school of the future last week on one of my photography adventures. This school system has literally made computers and tablets available for every student K-12. Every classroom is equipped with an ActivBoard, an electronic whiteboard designed to deliver and record instruction. The most amazing part of this school's educational innovation is not the…
  • Millions of apps for that … apparently you only use about 5

    Chris Petersen
    4 Feb 2015 | 8:19 am
    What your mobile app usage means for today's marketers Image Credit: KROMKRATHOG; Freedigitalphotos.net This year's Super Bowl was an interesting event to watch. If you are into American football, the game was exciting and went down to the wire. The Super Bowl ads, not so much! Many of the ads exhibited all of the tired clichés designed for past couch potatoes two decades ago. From where I watched the game, everyone was using a mobile device "while watching the game". Apparently, many of the Super Bowl marketers missed that fact. Many missed the mobile factor entirely. In this age of…
  • Why don’t retail staff use smartphones to help you in store?

    Chris Petersen
    27 Jan 2015 | 7:57 pm
    If stores are "living websites" why don't RSPs have a mobile portal? Image Credit: Mapichai; Freedigitalphotos.net Like most consumers today, you do your homework online. You find some attractive options, but you want to go to the store to touch, feel and try products in person. You are not sure about the style/size/color, so you search for an Associate in store. When you finally find one, you ask for options and they state that all of the store stock is on the floor … but you can search the website for more options. So, why doesn't that store Associate have a smartphone (or tablet) to show…
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    Top Sales Dog

  • Who’s the best person to coach sales skills?

    Michael Boyette
    24 Feb 2015 | 8:47 am
    Let’s suppose that one of your less-experienced salespeople is struggling with sales discovery. So who’s the best person to teach her how to do it? Is it:Her immediate boss — the front-line manager who signs her paycheck?Her boss’s boss — the VP Sales who knows everything under the sun?Your best discovery artist — the seasoned pro who is the recognized expert in your organization on sales discovery?Or her colleague in the next cubicle — who also struggled with discovery, but has gotten better at it lately?Research suggests that your best bet is her…
  • Sales training and corporate strategy: Isn’t it time they met?

    Michael Boyette
    17 Feb 2015 | 6:57 am
    Sales Training, I’d like to introduce you to Strategy. Strategy, meet Training. I know you’ve both been busy, but the two of you should have met a long time ago.Sales trainers will insist that their training is closely aligned with the company’s strategic vision. But often that alignment goes no deeper than training salespeople on the new products or showing them the new corporate logo and tagline.Meanwhile, salespeople and their bosses often view “strategy” as little more than the corporate idea-du-jour, which has little relevance to the day-to-day business of…
  • A simple way to make sales training stick

    Michael Boyette
    10 Feb 2015 | 8:49 am
    The last thing a sales trainer wants is to sound like a broken record.Let me say that again. The last thing a sales trainer wants is to sound like a broken record.Just about every trainer knows about the Forgetting Curve — that classic piece of 19th century research which shows that people forget 80 to 90 percent of what they’ve been taught within 24 hours. They also know the remedy: repetition. When learners revisit what they’ve learned, the knowledge eventually gets locked into their brains. Countless lab experiments have demonstrated the value of providing follow-up on a…
  • As sales forces change, is training keeping up?

    Michael Boyette
    3 Feb 2015 | 9:38 am
    In a post last week on Forbes.com, Rapid Learning Institute’s CEO Stephen J. Meyer discussed how the Sales Development function is profoundly transforming companies and the sales profession. It’s largely driven by the rise of online marketing, and is designed specifically around following up on Web-generated sales leads.The idea is to respond more quickly to Web activity (especially important because contact rates drop precipitiously in a matter of minutes for online leads) and to handle the qualification process efficiently and cost-effectively. When the Sales Development…
  • 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…
 
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    Sales Training Blog

  • Feb 27, Free Sales Training Newsletter Ezine

    27 Feb 2015 | 4:15 am
    See this week's Sales Buzz on Appointment Objections
  • Feb 24, Handling Sales Appointment Objections

    24 Feb 2015 | 1:40 pm
    Free sales training on how to handle sales appointment objections and give yourself more selling opportunities. See free sales training on handling objections at the beginning of your sales appointment calls. Understand why you get smoke screen objections that prospects use to stop your calls, and how to prevent them. Identify which objections to try to overcome and which are out of your control. Learn where to weave benefits into your appointment call Introduction Stage that will give the prospect a reason to move forward with you on your call. Make the best use of your cold calling sales…
  • Feb 22, Sales Appointment Cold Calls – Create your own scripts

    22 Feb 2015 | 2:31 pm
    Create your own sales appointment cold calling scripts in 5 easy stages. Have you got a sales appointment call script that works? Do you have a plan to follow of the stages of a call? Can you prevent early smoke screen objections? How do you check if the prospect you’re talking to is actually worth meeting? And, what’s your important closing line where you ask for agreement to a meeting, not got one prepared? If you can’t answer these questions without a pause then you will really benefit from our updated pages on the 5 stages of a sales appointment call. Make Your Sales Appointment…
  • Feb 18, Making Sales Appointments the Easy Way

    18 Feb 2015 | 9:28 am
    Make sales appointments by telephone using a simple 4 stage process to create a cold call script in your own words so you know what to say at all times from the Introduction through to gaining agreement to the meeting. In this week’s free sales training ezine, The Sales Buzz, see the 4 stages of an effective sales appointment call with links to the updated training pages of the website. The objective is to give all sellers, employed, small business owners, and part time sales people, access to training and ideas that have been proven to work in real selling situations. If you make sales…
  • Feb 11, Sales Appointment Calls – How to gain agreement to a meeting

    11 Feb 2015 | 8:46 am
    Fill your diary with potential selling opportunities by learning how to use a trial close to gain agreement to sales appointments. Understanding how to use a trial close for appointment cold calls will let you test the prospect’s agreement levels before asking for a meeting. If needed it will give you the opportunity to have several attempts at gaining agreement to a meeting. If there are objections waiting to be raised it will get them out of the way without you losing the appointment. On the latest page to be updated on the Provensalestraining website we give you sales training on how to…
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    Revenue-IQ

  • The End of the Two Channel Pony

    Chris Arlen
    16 Feb 2015 | 2:27 pm
    A client I’ve worked with for almost 20 years and continue to do so – never returns my phone calls. Rarely will he return emails. Yet often within 24 hours after receiving one of my blog subscription emails, he’ll contact me. Another long time client doesn’t return my phone, email, or text messages. But he will reply to my LinkedIn messages. And this is someone who I consider to be a friend too (OK, maybe I should re-think that friendship but that’s another story). Another client/friend will only respond to emails after long delays. Yet he will respond almost…
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    TopLine Leadership » Sales Leadership Blog

  • Sun Tzu’s Tip for New Sales Managers

    Kevin Davis
    4 Feb 2015 | 10:30 am
    Ann spent years developing into a stellar sales rep for her employer, a tech company. She had a well-earned reputation for producing results far beyond expectations. Six months ago, they rewarded Ann’s hard work by promoting her to the position … The post Sun Tzu’s Tip for New Sales Managers appeared first on TopLine Leadership. Related posts: Sales Coaching Should be a Sales Manager’s #1 Priority To Become a Better Sales Coach You Need to Think Differently How to Determine ‘Coachability’ in the Sales Rep Candidate Interview
  • 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. Related posts: Sales Coaching Should be a Sales Manager’s #1 Priority To Become a Better Sales Coach You Need to Think Differently Hiring the Right Salesperson
  • 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. Related posts: 5 Point Plan for Improving Your Sales Team 3 Daily Decisions Effective Sales Managers Make Great Sales Coaches Help Reps Learn from a Lost Sale
  • 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 as a sales manager that could help you better manage your … The post 3 Daily Decisions Effective Sales Managers Make appeared first on TopLine Leadership. Related posts: Great Sales Coaches Help Reps Learn from a Lost Sale Hiring the Right Salesperson What Kind of Sales Manager Would Abraham Lincoln Be?
  • 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. Related posts: 3 Daily Decisions Effective Sales Managers Make Hiring the Right Salesperson Sales Coaching Should be a Sales Manager’s #1 Priority
 
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    VanillaSoft Blog

  • 3 Ways to Simplify Productivity for Your Sales Team

    Genie Parker
    27 Feb 2015 | 9:49 am
    Does your inside sales team spend too much time on redundant tasks and not enough time selling? Automation drives productivity by making the sales process easy, saving your sales team time, and creating greater efficiency. In turn, your team will have higher quality and consistent interactions with your prospects. Consistent, automated processes also ensure prospects are contacted at the right time with a consistent message to build trust, promote your brand, and ultimately increase sales. Today there are many automation tools available to simplify the selling process while increasing…
  • Optimize Lead Management: Write Down Your Step by Step Process

    Genie Parker
    13 Feb 2015 | 12:14 pm
    Though managing leads is one of the largest expenses and most perplexing pains of inside sales teams, only few companies know how to do it successfully. Statistics show that a large portion of leads fall by the wayside because of inadequate lead management software, poor organizational skills, and varied levels of diligence among salespeople. If you’re looking for a way to increase inside sales productivity and successfully manage leads, then the buck stops here! Discover the best practices for leads – from cradle to grave, to ensure that they move smoothly through the pipeline at every…
  • The Right Approach for Sales and Marketing Collaboration

    Kevin Thornton
    9 Feb 2015 | 5:54 am
    We work in an era that is all about breaking down silos and creating transparency. You see it all around you: Some companies are literally breaking down walls to create “open office” layouts that foster collaboration. Many organizations are adopting cloud-computing systems to centralize tools and information across the organization. A few businesses are even attempting a structural move from hierarchy to holocracy – removal of the typical chain of command and creation of self-governing circles of employees. (source:…
  • The Three Bears of Auto Dialing: Which One’s is Just Right for You?

    Genie Parker
    3 Feb 2015 | 5:10 am
    Do you know which call center software is right for your inside sales team? Which one will give you the most dials per hour with the best quality? If you want to know the scoop on the different types of call center software, then let’s talk. There are three main types of auto dialing software currently available for live agents in today’s market: predictive, preview and progressive. We’ll call them the three bears, because each one has unique, yet powerful characteristics that may be just right for your call center. Here’s a breakdown of the calling systems and how they can work for…
  • No More Groundhog Grumbling

    Kevin Thornton
    2 Feb 2015 | 12:37 pm
    Punxsutawney Phil had his say this morning: six more weeks of winter. Ugh! Unless you like snow days and soggy shoes, that’s not a welcomed prediction. Before we get too worked up, though, how accurate is Punxsutawney Phil in his prognostications? 2014: Phil saw his shadow, and 2014 did have a long, cold winter that dragged on through March in many places. 1 2013: Phil did not see his shadow – early spring, right? No. The U.S. again saw wintery weather on through the end of March in various locations. 1 In his long career, Phil has reported seeing his shadow 102 times. His website insists…
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    ontargetpartners.com

  • Why can’t I get sales to call these leads?

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

    Ed Trachier
    9 Feb 2015 | 11:57 am
    Dollar Cost Averaging is defined as an investment strategy which "reduces the risk of incurring a substantial loss resulting from investing (an) entire 'lump sum'" by "dividing the total sum to be invested in the market into equal amounts put into the market at regular intervals." (Wikipedia)  In essence, the technique works in markets undergoing temporary declines because it exposes only part of the total sum to the decline. The technique is so-called because of its potential for reducing the average cost of shares bought. As the amount of shares that…
  • Superbowl Winning B2B Marketing

    Ed Trachier
    1 Feb 2015 | 9:56 am
    Before Jimmy Johnson was a football commentator, he was a football coach; a pretty good one, too. Jimmy led the Dallas Cowboys to two consecutive Superbowl wins, and he built the team that won its third in four years during the 90’s.  He was well respected, if not all that well liked. Part of the reason Jimmy was successful (and maybe part of the reason he was not all that well liked) had to do with his philosophy about players.  He believed not that all players should be treated the same – they should be treated differently. There was a running back in Dallas that was…
  • OnTarget Kicks Off 2015 in Superhero Style

    Ed Trachier
    5 Jan 2015 | 9:22 am
    OnTarget Partners today announces its new theme for 2015, MMXV: Be the Hero.   OnTarget employees and several special guests were in attendance for kickoff. In this kickoff meeting, Ed Trachier, Founder and CEO of OnTarget announced the Why, What and How of OnTarget: "We believe businesses should market and sell more intelligently.  This is the "Why" of OnTarget Partners.  Our "How" is we bridge the gap between marketing and sales, focusing on the unique buying cycles of our client’s prospects and customers.  And our "What" is…
  • OnTarget Giving Thanks

    Ed Trachier
    26 Nov 2014 | 10:51 am
    Our tradition at OnTarget is to serve Barbecue on the Wednesday before Thanksgiving to our Associates, pot-luck style. I think everyone enjoyed today's feast: Our Associates, families and friends were literally spilling out of the Conference Room door — our largest group ever.  We give great thanks for our blessings, and wish a happy Thanksgiving holiday to all! -Ed     The post OnTarget Giving Thanks appeared first on .
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    RainToday RSS Feed

  • Lead Generation: 3 Ideas for Producing Content that Attracts Buyers

    26 Feb 2015 | 4:00 am
    Publishing content is essential to growing business. The challenge is consistently producing quality content that buyers want, as well as finding time to create the content. These three tips from Michael W. McLaughlin help you handle both. 
  • Want to Be a CEO's Trusted Advisor? Do These 8 Things

    26 Feb 2015 | 4:00 am
    Executives want and need trusted advisors. How do you earn your seat at the table? By doing these eight essential things. They're the ingredients of great long-term trusted partnerships.  
  • Apply Your Own 'Secret Sauce' to the Sales Process

    25 Feb 2015 | 4:00 am
    Each salesperson should be allowed to add their own "secret sauce" to the process. Doing so allows them to tap their individual strengths, which leads to more creativity, happier salespeople, and more sales.
  • Turning Sales Into a Science

    24 Feb 2015 | 4:00 am
    Sales has always been thought of as more of an art than science. That is changing as more data about sales teams is available. Rather than simply trying something and hoping it works, teams can apply data and metrics and predict success, says Mark Roberge, Chief Revenue Officer of the HubSpot Inbound Sales Division.
  • Selling to Competitors' Dissatisfied Customers: Challenging, but Not Impossible

    23 Feb 2015 | 4:00 am
    Targeting new business based on prospects' unhappiness with previous providers comes with unique challenges. Their skepticism and trust issues can complicate and extend the selling cycle. You can overcome them, but it will take more time, research, and strategic conversations.
 
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    amacus.net

  • Four Keys to Improving Your B2B Sales Productivity With More Meaningful Conversations

    John
    7 Feb 2015 | 10:13 am
    Jim Ware @thefutureofwork wrote a thoughtful piece, recently on Conversations that Connect. Conversations shrouded with respect, curiosity, trust, integrity, openness, and a deep commitment to engaging. The kind we often have, instinctively, with those who are closest to us but … Continue reading →
  • 5 Simple Practices for Driving Aggressive Sales Growth

    John
    24 Nov 2014 | 3:46 pm
    Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading →
  • Are Your B2B Sales Reps Passionate In Their Work?

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

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

    John
    29 Aug 2014 | 1:25 pm
    Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but what’s really key is that their activities generate positive outcomes. In my view, this requires that they see and understand how their practices are affecting … Continue reading →
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    Business Coach - Derek O'Dwyer

  • Find a way or make an excuse? your choice…

    Derek ODwyer
    23 Feb 2015 | 2:52 am
    Very often I speak to clients who tell me that they want to grow the business, who understand why they might not have grown over the past few years, who understand what they need to do to make a change… But do nothing. And I wonder if they really do want to grow and increase profits in the business. They assure me that they do. So why this conundrum? There are a number of reasons why people stay where they are as follows: 1. Fear: Over the past number of years, the era of AUSTERITY has really taken hold and many business owners are fearful of venturing out to new territories, grabbing…
  • It must be great… To Not Need Sales

    Derek ODwyer
    12 Feb 2015 | 2:00 am
    Here are a couple of simple strategies that could really boost your turnover and profitability this year. 1. Answer your Voicemail Messages I passed on a referral to a supplier that I know because a client of mine wanted the service that he offered. I left one message on his phone for him to call me, explaining the size of the opportunity and its immediacy. No Response. Not exactly true, I did get a response from his voice mail system telling me that his mailbox was full and could no longer take new messages. It must be great when your business is that good, that you can ignore INCOMING, WARM…
  • 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…
  • 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…
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    Daily Sales Thoughts

  • Sales Thought: The best Cure for Losing is to Fight a New Fight!

    Daily Sales Thoughts
    23 Feb 2015 | 2:25 pm
    I have seem very good sales people who have lost.  They wonder why, blame themselves, Their company, their Circumstances, etc. When a GREAT Sales Person loses, they are focused on getting back and fighting again.  No matter the reason, no matter the circumstance, GREAT Sales Resources want to Learn from every situation and will figure out how to win the next battle. Sales is a Hard Profession.   In this day and age, people have to be very aware of so many Competitive aspects. When you lose – and even Great Sales People Lose you have to do some heavy self-examination, determine what…
  • Sales Thought: Co-Opetition is the new Normal. Learn to work within in that scheme and be better at fewer things to be at selling overall!

    Daily Sales Thoughts
    19 Feb 2015 | 4:52 pm
    Competition is not by any means gone.  But more and more, companies that used to be All-Out Competitors are learning to work within a Framework of Co-Opetition..  This is more out of necessity than anything else.   The same should be true for Sellers! Smart companies recognize what they are good at, and more and more, Focus on those areas.  It makes them better, and is better for their customers.   Sellers should think this same way as well. From a Sales Perspective, you should recognize what you are good at and stay focused there.  You will be much more effective if you focus on a…
  • Sales Thought: In 2015, the most Dangerous Approach is to maintain Status Quo. Key Words: New & Execution

    Daily Sales Thoughts
    17 Feb 2015 | 2:55 pm
    This make be obvious to many of you.  But it is surprising how many people Spend so much time defending Status Quo in their Companies, their Personal Lives, their Organizations. You may look at me and think: “Change is Bad, I like things to stay the way they are and were.” I encourage you to take a Deep Breath and Remember this: Status Quo is Dangerous.  If you are not moving forward, you are, but Definition, moving backwards. THERE IS NO STAYING THE SAME! Two Key words: New – Look at all you are doing and think of New ways you might do it.  It is deadly to think that…
  • Sales Thought: A Sales Process only Works if EVERYONE from the Top to Bottom of an Organization is committed to using it!

    Daily Sales Thoughts
    16 Feb 2015 | 1:21 pm
    Most businesses have trouble addressing the need for an Account Planning Process that is truly used throughout the organization. Actually, if it is just for the Sales Team, it can’t be called a true Process. A Sales Process requires buy-in from all of those that can impact it. If not, then the Sales Team might work through their issues only to have their process overridden by other people in the organization. This problem becomes particularly acute for Strategic Accounts. If a Sales Team is following a process specifically designed to help the company better act in a strategic fashion…
  • Sales Thought: Senior Management: Are You Managing your teams based on an Account Execution Plan?

    Daily Sales Thoughts
    14 Feb 2015 | 10:58 am
    Planning is a time-consuming activity for a Sales Team. The most important thing is that the plan be actively used.   If not actively utilized by the sales organization AND Company Management, it is just a Check the Box Exercise that is a waste of everyone’s Time!. Sales management needs to show that it doesn’t just give lip service to planning. An Account Execution Plan must be in place and used by everyone to Gain Resources at an Account.  If not, why take away time from the Sales Team to build the Plan in the first Place? A good strategy is for senior sales executives is to…
 
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    Kelley Robertson: Fearless Selling Blog

  • Winners Never Quit

    Kelley Robertson
    23 Feb 2015 | 4:45 am
    Life ain’t easy. And sometimes it’s not fair either. If you have been a regular reader of my blog or newsletter, you likely know that last fall my wife suffered from a stroke that left her paralyzed on her left side. However, after two months of therapy she showed remarkable improvement and returned home where her mobility continued to progress. Then, we discovered her shoulder had been dislocated during her stay in the hospital. For a while, it appeared that shoulder replacement was the only option but then her shoulder reset itself. Even the physician was amazed. Things were looking up…
  • How Realistic Are Your Expectations?

    Kelley Robertson
    9 Feb 2015 | 4:45 am
    Last Wednesday afternoon I received an email to participate in an online sales summit program. After suggesting that I could get involved in the next event, the organizer asked me to promote his upcoming session which gave me exactly 3 business days to react. I don’t know about you but three days is nowhere enough lead time to effectively promote an event. This happens in sales all the time. We contact a prospect and the moment he or she expresses interest in our solution, we push for a quick commitment. However, in today’s business world, decisions are made seldom quickly. Mostly because…
  • 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…
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    Sales Coaching Blog

  • Remarkable Coaching: A Conscious Choice

    26 Feb 2015 | 7:40 am
    “Most people will choose the route that is safe and secure because that is the normal choice.  Normal, expected choices lead to a very normal life and career.  A remarkable career is available for everyone willing to give him or herself permission to choose the unexpected and deviate above the norm.”             Owen Roberts, GM Microsoft Licensing A powerful message, a message that should resonate with many, but sadly won’t.  Perhaps some naturally select a more complex route, one where the outcome is not so well…
  • 5 Reasons to Attend EcSell's Sales Coaching Summit

    19 Feb 2015 | 6:11 pm
      The EcSell Institute it is gearing up for one of the most exciting times of the year--the upcoming sales coaching Summit in Scottsdale, AZ. Our annual Summit is a valuable time to learn from industry thought leaders as well as connect with your peers and gather meaningful takeaways to take back to your organization. It is also a time to pause, refine and refocus our coaching efforts with our team. There are many aspects that make the Summit experience meaningful for the growth of your sales organization, but this week I'd like to list my top 5 reasons to attend this May:
  • Sales Coaching Research: Start Backwards

    17 Feb 2015 | 6:46 pm
    Start backwards. This is probably the most crucial piece of advice I can give to someone working with and needing to report back information. Begin from the end – sounds a little funny, I know. Here's what I mean by start backwards.  Before you jump into either analyzing or (especially) collecting your own data, take a few minutes to map out your data goals. When all is said and done, what do you want to be able to say, answer, or display? This is such a simple exercise that it often is overlooked and rarely explicitly carried out.
  • Sales Coaching Summit: Professional development for the best

    10 Feb 2015 | 8:01 pm
    What do top performing athletes, CEO’s, and sales leaders all have in common? Actually, they share many desirable characteristics, but perhaps none more important than a deep thirst for improvement and personal development. Perhaps it is a bit counterintuitive, but the people who excel at the highest levels of their professions are generally the first people to raise their hands when it comes to the opportunity to get even better at what they do. Take this article on Tom Brady, who as you know is coming off winning his fourth Super Bowl. Or consider this article from Forbes on how CEO’s…
  • Sales Reps Recruiting: Looking for the Right Personality Traits

    9 Feb 2015 | 12:40 pm
    By Chuck Smith, President of New Hire It’s a never-ending debate and a never-ending topic of interest. Who are the best Sales Reps and what characteristics do they share? I believe that “pleasant persistence” should be a key behavior characteristic in the Sales Reps we hire. How do I define this trait? It is a willingness to engage in repeated interactions with many, many people in a way that communicates that the Sales Rep simultaneously values the prospect’s time and values the product/service the Sales Rep is selling. This stance contradicts certain conventional wisdom. Many people…
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    Sales Enablement Perspectives

  • World-class Sales Performers Have Clarity of Vision and Purpose

    Tamara Schenk
    9 Feb 2015 | 5:26 am
    “It is the skill of having a clear and decisive vision for the future whilst staying focused on the present that makes the real difference when it comes to performing under pressure.” Keeping the balance between staying in the present and having a clear vision for the future is not only a challenge for athletes, but also for every sales professional. I will tap again into the wisdom of Steve Backley, English Javelin athlete and three-time Olympic medalist, and map his wisdom to the world of professional B2B sales. Short-term tactics are only successful and sustainable when they follow a…
  • What Are the Main Investments in Sales Productivity? Part 3: Developing Frontline Sales Managers

    Tamara Schenk
    5 Feb 2015 | 12:06 am
    The growth and development of people is the highest calling of leadership.” – Harvey S. Firestone “Where have you or do you plan to invest to improve sales productivity?” That’s the question we asked the participants of our 2014 MHI Research Institute Sales Performance and Productivity Study. In the last part of this series, we discuss one remaining data point: 55% of our participants consider the deployment of dedicated sales manager training and development programs as a focus this year. The leverage effect of frontline sales managers (FSMs) defines their huge impact on sales…
  • What Are the Main Investments in Sales Productivity? Part 2: Sales Operations and Technology

    Tamara Schenk
    29 Jan 2015 | 12:20 am
    “Stressing output is the key to improving productivity, while looking to increase activity can result in just the opposite.” –Paul Gauguin “Where have you or do you plan to invest to improve sales productivity?” That’s the question we asked the participants of our 2014 MHI Research Institute Sales Performance and Productivity Study. In Part 2 of this series, we continue with the investments in changing the coverage model (62%), the compensation and quota strategies (60%), deploying new CRM systems (48%) and new sales productivity applications (54%). Coverage model –…
  • What Are the Main Investments in Sales Productivity? Part 1: Sales Enablement

    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,…
 
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    Margie Albert

  • Broadcast Breaking News – Please Shut Up and LISTEN

    Margie Albert
    12 Feb 2015 | 2:23 pm
    OK, I know that sounds rude! Sorry but— We all seem to want to prove ourselves quickly and, for some reason, think that means talking! We prepare questions to “understand better.” Lots of questions! But the truth is, it is often an excuse to let the advertiser think we care and it gives us a chance to talk! Please, shut up and LISTEN! The attention span of human beings has declined to the point where it has passed the goldfish. A goldfish can maintain attention for 9 seconds. Our attention span has declined to 8 seconds. –VP of Media and Consumer Engagement at Kraft. “Seek…
  • Today’s Remark – Broadcast Sales Breaking News

    Margie Albert
    5 Feb 2015 | 7:11 am
    I read something today that struck me. It was the name of an Israel Advocacy Conference called “From Confrontation to Conversation.” Now you probably ask what this has to do with Broadcast Sales? Oftentimes, when we call on new advertisers does it sometimes start almost confrontational? At least from their position? Remember, they have a business to run, employees to attend to, demanding bosses, valued customers, bills to pay and maybe even families who want their attention! When we call them we are typically an unwelcomed interruption. Most people are inherently nice but let’s face it;…
  • Today’s Remark – Broadcast Sales Breaking News

    Margie Albert
    29 Jan 2015 | 1:26 pm
    I called a new colleague late this morning and her first question was, “What has been your brightest spot so far today?” WOW, do I love that question! Why? Immediately the focus was on me Stopped me in my tracks Made me think (positively) Broke the ice Started a very warm conversation Why do I suspect she asked that question? Put the focus on me Got my attention She was able to learn more about my value system She knew if I was having a “good” or “bad” day immediately Broke the ice Started a very warm conversation I’m not suggesting you start every conversation with this…
  • 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…
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    Theresa Delgado

  • Stop Dreaming and Start Growing Your Business…Get Involved!

    Theresa Delgado
    10 Feb 2015 | 7:00 am
    If you’re a small business owner who’s stuck for new was to continue growing your business, I have some great ideas that are proven to work. There’s no doubt that brick and mortar businesses really need to focus on growing business in their community. The people around them, after all, are their prospects and customers. On the other hand, many small business owners (service businesses included) completely ignore their local community. Their prospects and customers are on the Internet after all. Right? Actually, between local search, review sites and word of mouth, there is a…
  • Staying Organized When You’re Bombarded With Distractions

    Theresa Delgado
    3 Feb 2015 | 7:00 am
    We have never had more challenges staying organized. Throughout history there have always been issues that have prevented us from doing what we set out to do. But, it’s never been as hard as it is today. Technology has its benefits and rewards, but it also has its drawbacks. The very fact that we have so many choices in terms of technology can also cause problems. Having instant access to family, friends, work and the rest of the noise can be overwhelming. Email, smartphones, mobile devices, laptops and other “screens” can get in the way of staying organized, even though the technology…
  • 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…
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    Yesware Blog

  • What 23 Million Emails Taught Us About Holiday Weekends

    Bernie Reeder
    12 Feb 2015 | 9:06 am
    Who checks their email on a holiday? Just about everyone, it turns out.According to our analysis of over 23 million ... Read More » The post What 23 Million Emails Taught Us About Holiday Weekends appeared first on the Yesware Blog.
  • How To Use LinkedIn for Better Sales Prospecting

    Jim Brodo
    4 Feb 2015 | 5:34 am
    If you view your LinkedIn account as a Rolodex, then you’re missing the point. Today’s high performing sales reps are ... Read More » The post How To Use LinkedIn for Better Sales Prospecting appeared first on the 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.
 
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    Star Results

  • Learn How to Improve Sales Performance

    Steven A. Rosen
    16 Feb 2015 | 10:17 am
    Announcing The Inaugural Toronto Sales Performance Summit Sales executives – have you attended conferences where there was a lot of hype but no substance? Most sales conferences are fun but light on ideas that can impact the performance of your organization. I have experienced this many times. Two of my fellow Toronto sales experts, guru and thought leaders have felt the same way. As a result, we have developed the Toronto Sales Performance Summit. THE CHALLENGE: Nearly half of sales reps did not achieve quota over the past few years. The challenge and opportunity for sales leaders is…
  • The Sales Manager’s Success Checklist

    Steven A. Rosen
    9 Feb 2015 | 11:50 am
    By Steven A. Rosen January sales are in, how are you doing? Are you on track for a successful year? This is a difficult question to answer. How can you assess if you are on track? It is far to early to look your at sales. Go through the checklist below and see how many items you have completed to ensure that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.               The STAR 10 Point Checklist 1. Have You Identified Your 2-3 Key Success Factors? As…
  • 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”…
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    Sales Engine

  • 5 Things You Must Do The Day Before Meeting With A Prospect

    Jenny Poore
    17 Feb 2015 | 9:23 am
    One of the easiest ways to fail as a salesperson is to avoid preparing for an upcoming meeting. Too often, salespeople show up to a prospect’s office with a fly-by-the-seat-of-our-pants approach and cross our fingers that they’ll buy what we are selling. For example, how often have you… arrived at a meeting without a proper agenda? forgotten your personal business cards? neglected to send an email confirming the meeting beforehand? chosen not to do your research about the person with whom you’re meeting? While these actions may sound simple, they are essential steps in…
  • 5 Books We Wish We Read in 2014

    Jenny Poore
    2 Feb 2015 | 11:58 am
    Our Sales Engine team is made up of avid readers. I personally have a stack of books that always seems to be growing, no matter how voraciously I complete one after the other. We’ve reviewed plenty of books here on our blog (see our book reviews!) and we’re excited to continue to do that in 2015. In the spirit of kickstarting another year of reading, we made a short list of books published in 2014 that we’d like to make our way back to. What is the best book you read in 2014? And what’s on your list to read in 2015? 5 Books We Wish We Read Last Year: 1. On the Edge:…
  • 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.
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    axiomsfd.com

  • You Know You Have a Sales Problem, Now What?

    Bob Sanders
    26 Feb 2015 | 6:42 am
    You run or support a large sales team, and you’ve got a problem. It could be missed top line, perhaps shrinking margins, maybe the wrong product mix, or inaccurate forecasts, but you definitely have a problem. So now what? You analyze the problem, looking for THE root cause only to find a cornucopia of underlying issues: Your people don’t qualify well They aren’t even attempting to sell the full portfolio No one puts anything into the pricey CRM until the last possible minute and even then only when coerced Forecast accuracy is really forecast inaccuracy So you decide you are going to…
  • Why Your Sales Stages Don’t Really Matter

    Bob Sanders
    19 Feb 2015 | 6:37 am
    It seems like everyone is talking about sales stages these days. Triggered learning, content delivery, playbooks, and activities all associated to the opportunity stage.  But is that really meaningful? In many cases, the answer is no. Static Selling Vs. Dynamic Buying Even in the most thoughtful organizations, sales stages represent a linear progression of an opportunity. Generally this means moving it from the earlier stages of identifying the opportunity to the later stages of proposing, negotiating, and closing. But is that really the way in which buyers are evaluating your solutions? …
  • Why Do Your Sales People Need Motivation?

    Bob Sanders
    17 Feb 2015 | 4:00 am
    As I was skimming through Zite earlier today, a blog by Mark Hunter (or The Sales   Hunter as his website bills him) caught my attention. The headline: “Sales Motivation Video: Just Go For It! Stop Second Guessing Yourself!” Now, in all fairness, I don’t know Mr. Hunter. I find him to be an engaging speaker, and based on the video, I suspect he is genuine in his desire to help sales people. You can check it out for yourself here>> What struck me is the sheer volume of motivational material there is for sales people. In fact, my Google search for “Motivational Videos for…
  • Information Defines Opportunities – 3 Steps to Radically Improve Sales Engagement and Business Results

    Bob Sanders
    10 Feb 2015 | 5:00 am
    Here’s a quick test for you: Pull a report of the top 20 opportunities in your organization. Now, go to each of them and answer the following questions:   What is the probability we will win this business? Is that based on the gut feel of the seller? Is it automatically generated by your CRM based on the sales stage, or is it based on what you really KNOW about the prospective customer? Who are the evaluators for this opportunity and what influence will each of them have on the outcome? Which alternatives are being considered, and which ones are presently favored by the various…
  • 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.
 
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    Solution Selling Blog

  • The Myth of the Ideal Seller Profile

    SPI
    23 Feb 2015 | 5:00 am
    broad based and vertical industry research and benchmarks have helped to dispel many common misconceptions about “ideal” traits and competencies of sales people (e.g., extroversion is a strong predictor of sales success). In addition, talent assessment, analytics, and benchmarking have led the movement to a more rational thought process about what it may take to succeed in various types of sales roles.
  • From Samples to Studies – The Changing Landscape of Life Sciences Sales

    SPI
    3 Feb 2015 | 6:00 am
    Physicians today want to see more clinical sales representatives. You must possess skills in various domains including clinical selling, customer service, and technology to meet healthcare providers’ (HCPs) needs and desires. A few statistics that provide greater insight into this point follow. 91% of HCPs want representatives to leverage clinical studies and EBM. Sales representatives who aren’t fluent in the language of evidence-based medicine will not survive. According to the Institute of Medicine, “The Life Science sales professional of the future will require high levels of…
  • 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…
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    RAIN Selling Blog

  • 15 Ideas for Selling with LinkedIn

    18 Feb 2015 | 10:00 am
    75% of B2B buyers use social media to make decisions according to IDC research. Sellers who use social selling are 51% more likely to exceed quota1, and 89.9% of top sellers view LinkedIn as essential2. It's still the case, however, that many sellers are just getting started with LinkedIn. Mostly it seems they don't know what to do. Here are 15 ideas for spending 15 minutes a day selling with LinkedIn. I challenge you to do this for at least 15 days in the next month. After the 15 days you'll have a good sense of whether LinkedIn should be a part of your selling routine.
  • The Value Conversation: How to Grow Your Key Accounts

    11 Feb 2015 | 10:00 am
    In our 5 Keys to Maximizing Sales with Existing Accounts report, we shared the ways in which high performers outdo the rest to grow their accounts and achieve their financial goals. At the top of the list? Providing value. The more value you provide your accounts, the more willing they'll be to buy, keep buying, and expand their relationship with you. Click here to register for the complimentary webinar now.
  • 6 Tips to Sell More to Existing Accounts

    4 Feb 2015 | 10:00 am
    One of the biggest untapped opportunities to increasing sales and profit is growing your existing accounts. Consider: Retaining current customers is 6 to 7 times less costly than acquiring new ones (Source: Bain & Company) Repeat customers, on average, spend 67% more (Source: Bain & Company) 60% of companies believe they should be generating 25% or more revenue from strategic accounts (Source: RAIN Group) The question is not if you should be selling more to your accounts, it's how should you do it. Here are 6 tips to get you started.
  • 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…
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    The Richardson Sales Excellence Review™

  • Complimentary Research Study: Best-In-Class Sales Coaching Can Shorten Your Sales Cycle

    James A. Brodo
    27 Feb 2015 | 5:27 am
    Let’s Make a Deal. New Research Reports that Best-In-Class Sales Coaching Can Shorten Your Sales Cycle Richardson recently partnered with the Aberdeen Group to provide their newest research study that looks at how adding real-deal sales coaching elements to training activities achieves better business results in today’s competing market place. The research report analyzed the specific competencies around the more in-depth sales coaching tools that help shrink the sales cycle window for the most successful sales operations teams. The study reveals several key findings, including:…
  • Why Sales Objections Can be Opportunities

    Karen Klein
    24 Feb 2015 | 7:36 am
    Why Sales Objections Can be Opportunities As sales professionals, we are quite familiar with sales objections. We hear them on a daily basis, and sometimes, several times a day. We can hear them at any part of the sales process: when we open, when we discuss our solution, or when we close the deal. The ability to resolve these sales objections is crucial for a number of reasons: It enables you to maintain and strengthen your client relationships. It helps you move your sales cycle forward in a non-confrontational way. It helps ensure that conversations remain positive, focused, and…
  • Three Missteps in Sales Coaching

    Karen Klein
    16 Feb 2015 | 9:49 am
      Three Missteps in Sales Coaching A sales manager’s most important job is coaching. An effective sales coach can accelerate learning, change behavior, and boost the performance of both individuals and the entire sales team. The sales coaching process we use at Richardson is both simple and effective. When followed, the results are clear. The problem is, sales coaching only works if managers do it properly. These are three common missteps we see in sales coaching: Telling vs. asking The key to effective sales coaching can be captured in three words: they talk first. Our coaching model…
  • Measuring Sales Training Effectiveness

    Carter W. Brown
    10 Feb 2015 | 6:03 am
    Measuring Sales Training Effectiveness: When Quick and Approximate is Enough When organizations invest in sales training, they are eager to know how their investments are paying off. Learning the answer doesn’t take complex research design or studies of the sort published in scholarly journals. Quick and approximate measures are often enough. The changes in behaviors and sales results post-training should be major, not minor ones. The need is for visible evidence to build a reasonably high level of confidence that the sales training intervention led to a material change in results. The…
  • You Can’t Afford Free Sales Training

    Carter W. Brown
    2 Feb 2015 | 6:19 am
    You Can’t Afford Free Sales Training A client once told me that even if a competitor were to offer free sales training courseware and tools, it would not be wise to accept. So why is free sales training not a good enough value? The short answer is that the cost of the courseware itself is almost always the smallest piece of the overall expense for any sales training and performance intervention. The following two categories dominate the cost of sales training and deserve greater consideration before moving forward: Lost selling time — This is, by far, the largest and most important cost…
 
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    Lattice Engines

  • 3 Strategies for Inside Sales and Marketing Alignment

    Sam Coren
    27 Feb 2015 | 7:36 am
    It’s no secret that most sales and marketing teams don’t have the best alignment. According to SiriusDecisons more than half (58%) of marketing and sales operations leaders view their alignment as poor. But there’s nothing more crucial for optimizing your lead-to-revenue process than getting inside sales and marketing to play nicely in the sandbox together. While there are all sorts of helpful apps and tools out there to improve your lead management like predictive lead scoring; you won’t reap all the benefits of any new technology if your go-to-market team doesn’t trust each…
  • Intent Data: Find Buyers Before They Come Knocking On Your Door

    Amanda Maksymiw
    23 Feb 2015 | 1:12 pm
    How Are Marketers Using Intent Data? It is a well-known truth that your buyers are on the Internet gathering information about your offering long before they visit your website. Savvy marketers are finding them by mining intent data and winning them over before they even enter the marketing database. If you’ve been hearing about intent data recently, you’re not alone. When you type “vacation in Mexico” into Google, you are signaling intent. When you read a blog post about “collaboration tools”, you are signaling intent. Increasingly, B2B marketers are incorporating intent data…
  • #C2C15 Recap: Messaging, Influencers and Predictive

    Amanda Maksymiw
    20 Feb 2015 | 8:32 am
    I was lucky enough to attend Demand Gen Report’s annual event, Content2Conversion in sunny Scottsdale with my team this week. You may have heard that the northeast have been getting pummeled with blizzards over the past four weeks. Snowfall totals in Boston are reaching historical marks and wind chills are reaching well below zero. Needless to say, I was quite content to get out of town and soak up some modern marketing knowledge (and sun) in Arizona. Now that I am back home, I’ve had some time to sift through my notes. Here are my highlights from the event. In the Messaging: B2B…
  • A Sneak Peek into the Secret Sauce of Marketing Technology

    Amanda Maksymiw
    17 Feb 2015 | 1:01 pm
    Admit it. When you walk or drive by a really nice neighborhood, you often peer into the windows to see how the other side lives and decorates. You may slow down your pace and crane your neck to see how much you can actually see. What does the living room look like? Do they have a beautiful chef’s kitchen? What about the patio? You want to see what’s behind the curtains. The same thing happens in B2B marketing. We are all a little curious to get an inside look. We want to know about the secret sauce that powers the campaigns and programs. We want to know the technology stack. In recent…
  • Show Your Leads Some Love

    Amanda Maksymiw
    12 Feb 2015 | 11:43 am
    Do You Want to Score this Valentine’s Day? As marketing and sales professionals, we wine, dine, email, call and otherwise try to delight our database. But let’s face it –  most of the love we give our leads is unrequited. Watch what happens to one lead who is fed up with the love from traditional marketing.  For tips on a better way to score your leads, check out these resources: Why the Time is Ripe for Predictive Lead Scoring Predictive Lead Scoring FAQs Top Challenges that can be Solved by Predictive Scoring  The post Show Your Leads Some Love appeared first on Lattice…
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    Grow My Revenue

  • Is Your Work Heroic, Or Just Work?

    Ian Altman
    24 Feb 2015 | 8:26 pm
    As published on Forbes.com I meet plenty of people who are good at their jobs. I spend time with some who love what they do, and others who do what they do so that they can spend time doing what they love. The top people in every field have one thing in common. They have found a way to do what they were meant to do. They have become heroes in their field. Is your work heroic, or just work? Heroic Speaking I just spent a few amazing days at the Heroic Public Speaking Live Event in Florida with 250 of my best (and in some cases) newest friends. Michael Port and Amy Mead organized the event.
  • What’s Your Sales Persona… Order Taker, Salesperson, or Expert?

    Ian Altman
    17 Feb 2015 | 9:00 pm
    As published on Forbes.com For an upcoming workshop I am conducting, the CEO wanted to shift his team from being order takers to being more of a sales-driven organization. I asked why he wanted his team to make the shift to being salespeople. He said, “Right now, our people focus too much on price. We’re reactive. We need to get our people out in front of customers and referral sources to earn attention and sell on value.” My impression is that sometimes we can get caught in the trap of definitions. If you understand the difference, you can determine which sales persona might describe…
  • Nightmare Home Renovation: What HGTV Forgot To Tell You

    Ian Altman
    10 Feb 2015 | 9:50 pm
    As published on Forbes.com If you have ever watched any of the shows on HGTV, you might conclude that a complete renovation can be completed within an hour… including commercials. The dumpsters are clean, the workers are all fit and tidy, and everyone shows up on time to do their work with a smile. My wife and I just completed a lengthy and extensive nightmare of a home renovation. Several of the horrific business practices we observed are the same mistakes I see in other industries, too. You might not even realize you are doing them. We experienced painful lessons that HGTV forgot to tell…
  • The Simple Secret To Earning Customer Loyalty

    Ian Altman
    3 Feb 2015 | 7:15 pm
    As published on Forbes.com Just like you, I deal with service providers every day. It might be an airline, a hotel, a technology vendor, or someone doing work in my home. And, just like you, some of those experiences are great, and some… well… not so great. Along the way, I’ve uncovered a pattern that I’ll illustrate with stories about real examples of the good and the bad providers. You’ll see this pattern is a foundation to the secret to earning customer loyalty. Whose Problem Is It Anyway During a recent home renovation, we dealt with two contractors, and many subcontractors.
  • It’s Time To Change How We Teach Our Children About Business

    Ian Altman
    27 Jan 2015 | 9:05 pm
    As published on Forbes.com As a parent of two teenage children, I want to ensure that my children learn good values, treat others with kindness and compassion, pursue endeavors that they enjoy, and yes… learn about business. There is a ton of momentum about the great work being done to encourage students to pursue careers in STEM (Science, Technology, Engineering, and Math). But, it would be a shame if all of these future scientists and engineers don’t know how to run a business, or sell an idea. It’s time to change how we teach our children about business. The best way to learn about…
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    LeadManagement.com

  • Dynamic Call Scripts that Engage & Sell – Video

    Stacy Jackson
    27 Feb 2015 | 6:59 am
    Sales is not always an easy job. Chances are you or your sales reps will run into a call where a situation arises that leaves you uncertain how to proceed. In addition to training and role playing, one of the best ways to handle diverse call scenarios is with a dynamic call script. Dynamic scripts, or logical branch scripting, branches out to effectively handle different call interactions to increase the possibility of a sale. Even a new rep can perform like a seasoned sales veteran in seconds with a logical branch scripting solution. Check out VanillaSoft’s recent webinar featuring…
  • Do You Sound Like an Inside Sales Interrogator?

    Stacy Jackson
    25 Feb 2015 | 6:27 am
    “Qualifying prospects during the initial call is one of the most important things you can do in sales, but for anyone who’s done it, you know that what’s difficult is asking a series of good questions without sounding like you’re interrogating your prospect.” Source: mrinsidesales.com When working to qualify prospects by phone, it can be easy to come off as an “inside sales interrogator.” In Mike Brooks’ recent post, “How to Qualify Prospects without Interrogating Them,” Mike gives us a series of steps to follow that make our dialogue with…
  • Why Human Psychology Remains Critical to Successful Marketing

    David Dodd
    25 Feb 2015 | 5:00 am
    Three themes have dominated much of the conversation about marketing over the past few years – technology, data, and content. The explosive proliferation of marketing technologies has been frequently documented. For example, Scott Brinker’s latest graphic of the marketing technology landscape includes almost 1,000 solution providers. “Big data” has become one of the hottest buzzwords in marketing circles, and many companies are investing heavily in analytics technologies to gain the benefits that big data appears to offer. Meanwhile, the popularity of content marketing…
  • Close Those Leads Generated by Online Marketing

    Stacy Jackson
    23 Feb 2015 | 4:47 pm
    Are you looking for some time-savers and easy-to-implement ideas for your social media marketing & social selling efforts? Check out my top ten list! Then read take time to learn how queue-based lead management can help you turn those leads into sales! Source: www.jacksonmarketingservices.com In my recent top ten list on social media marketing tips, I outlined several tools that can help sales & marketing professionals increase their reach and leads through social media marketing efforts. All those tips are great and will add traffic and leads to your sales funnel. The question now…
  • Is Your Website Designed for Lead Generation?

    Contributor
    20 Feb 2015 | 5:46 am
    Whether you’re a seasoned marketer or someone starting out fresh, there’s one thing that every professional in the industry absolutely needs in order to succeed, and that’s an effective inbound marketing website. The ideal site generates leads for you, converting potential customers into loyal ones who fill your coffers and help grow your business. Fortunately, it’s pretty easy to put together a working inbound site, provided you follow these basic rules. Never Abandon the Essentials There are a small handful of features and elements that every inbound marketing…
 
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    Base CRM Blog

  • 9 Easy Ways to Hone Your Lead Scoring Today

    Geoffrey James
    23 Feb 2015 | 9:12 am
    Every salesperson wants hot leads that are easy to develop and easy to close. Many companies develop lead scoring formulas to identify leads as “hot” or “not” using the BANT (Budget, Authority, Need and Timeframe) model. Potential customers accessing your corporate website may volunteer BANT information (like through a signup form), and reliable BANT typically emerges during conversations with the potential customer, after a salesperson has contacted them. Yet while BANT is useful for opportunities already in the pipeline, vendors must be able to identify hot sales…
  • You asked and we delivered – Export Base Smart Lists

    Josh Bean
    13 Feb 2015 | 4:10 am
    A few weeks ago we released Smart Lists, a new way to get real time answers from your sales pipeline – the feedback has been tremendous. There was an overwhelming request for the ability to export smart lists. Today I’m happy to announce that you’ve been heard, and we’re delivering. Smart list export is now available. By default, all Base Admins will be able to export smart lists. Admins can enable smart list exports for all users in the Base settings, too. For those who have been creating smart lists in Base, what kind of lists are you creating? I’d love to hear in the comments…
  • How to build a winning SaaS support experience

    Tina Gholami
    9 Feb 2015 | 10:42 am
    Recently we had the opportunity to do a full revamp of our support site. Using Zendesk as the framework, Director of Support Mark Stagi and Interaction Designer Harrison Wheeler collaborated to bring great content and usability to our support page. In an amazing 45 day rollout from conception to completion, our team worked fast and hard to bring a much needed lift to support. Here’s a behind the scenes look at how we approached creating a new customer support page at Base, and how we’re designing a framework catered to our customers. With this project, we had a few goals in mind: • Less…
  • 3 Things You Can Do Tomorrow to Increase Sales

    Tal Binyamin
    6 Feb 2015 | 9:28 am
    What if you could increase sales without hiring new reps or spending any more money? More specifically, what if you could boost your revenues by analyzing your sales pipeline and applying a set of simple strategies? We’re glad you asked, because we have some answers. The strategies to increase sales break down into three key areas: 1. Focusing on the right leads 2. Engaging prospects with the right message at the right time 3. Negotiating effectively & closing the deal   Here are specific actions you can take to make sure that your sales reps are doing their best work in all…
  • 7 Elements of Kick-Ass High Performance Sales Teams

    Uzi Shmilovici
    30 Jan 2015 | 11:41 pm
    Here’s a question we obsess over here at Base: “How do great sales leaders build high performance sales teams?”  To find the answer, I met with dozens of successful sales leaders. My goal was to learn how they run their sales teams to drive explosive growth for their companies. As I met more and more leaders, some very clear patterns emerged. Here are the 7 elements that those high performance sales teams share:   #1 Customer Obsession Great sales teams are driven by creating real value for their customers. They deeply understand their customers needs and requirements, and…
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    Base CRM Blog » Sales and Productivity

  • 9 Easy Ways to Hone Your Lead Scoring Today

    Geoffrey James
    23 Feb 2015 | 9:12 am
    Every salesperson wants hot leads that are easy to develop and easy to close. Many companies develop lead scoring formulas to identify leads as “hot” or “not” using the BANT (Budget, Authority, Need and Timeframe) model. Potential customers accessing your corporate website may volunteer BANT information (like through a signup form), and reliable BANT typically emerges during conversations with the potential customer, after a salesperson has contacted them. Yet while BANT is useful for opportunities already in the pipeline, vendors must be able to identify hot sales…
  • 3 Things You Can Do Tomorrow to Increase Sales

    Tal Binyamin
    6 Feb 2015 | 9:28 am
    What if you could increase sales without hiring new reps or spending any more money? More specifically, what if you could boost your revenues by analyzing your sales pipeline and applying a set of simple strategies? We’re glad you asked, because we have some answers. The strategies to increase sales break down into three key areas: 1. Focusing on the right leads 2. Engaging prospects with the right message at the right time 3. Negotiating effectively & closing the deal   Here are specific actions you can take to make sure that your sales reps are doing their best work in all…
  • 7 Elements of Kick-Ass High Performance Sales Teams

    Uzi Shmilovici
    30 Jan 2015 | 11:41 pm
    Here’s a question we obsess over here at Base: “How do great sales leaders build high performance sales teams?”  To find the answer, I met with dozens of successful sales leaders. My goal was to learn how they run their sales teams to drive explosive growth for their companies. As I met more and more leaders, some very clear patterns emerged. Here are the 7 elements that those high performance sales teams share:   #1 Customer Obsession Great sales teams are driven by creating real value for their customers. They deeply understand their customers needs and requirements, and…
  • Lead Tracking: 6 Ways Sales Teams Track Leads More Effectively

    Tal Binyamin
    10 Nov 2014 | 1:31 pm
    Lead tracking is a vital component of every sales organization. Without a proven lead tracking strategy, it can be near impossible to understand the status of each lead, forecast overall sales and calculate the ROI of each campaign. But tracking leads effectively can be intimidating, right? It’s not just about wrapping your arms around the sheer volume of deals your team is working on – you have to coach them along the way and make sure they’re following the process outlined by your business. And doing all of this can take hours (or days, or weeks) more than you have time for. So how…
  • The Future of Sales Technology

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

  • 15 Ideas for Selling with LinkedIn

    18 Feb 2015 | 10:00 am
    75% of B2B buyers use social media to make decisions according to IDC research. Sellers who use social selling are 51% more likely to exceed quota1, and 89.9% of top sellers view LinkedIn as essential2. It's still the case, however, that many sellers are just getting started with LinkedIn. Mostly it seems they don't know what to do. Here are 15 ideas for spending 15 minutes a day selling with LinkedIn. I challenge you to do this for at least 15 days in the next month. After the 15 days you'll have a good sense of whether LinkedIn should be a part of your selling routine.
  • The Value Conversation: How to Grow Your Key Accounts

    11 Feb 2015 | 10:00 am
    In our 5 Keys to Maximizing Sales with Existing Accounts report, we shared the ways in which high performers outdo the rest to grow their accounts and achieve their financial goals. At the top of the list? Providing value. The more value you provide your accounts, the more willing they'll be to buy, keep buying, and expand their relationship with you. Click here to register for the complimentary webinar now.     Related Stories6 Tips to Sell More to Existing Accounts5 Keys to Maximizing Sales in Existing AccountsEssentials of an Effective Account Planning Tool 
  • 6 Tips to Sell More to Existing Accounts

    4 Feb 2015 | 10:00 am
    One of the biggest untapped opportunities to increasing sales and profit is growing your existing accounts. Consider: Retaining current customers is 6 to 7 times less costly than acquiring new ones (Source: Bain & Company) Repeat customers, on average, spend 67% more (Source: Bain & Company) 60% of companies believe they should be generating 25% or more revenue from strategic accounts (Source: RAIN Group) The question is not if you should be selling more to your accounts, it's how should you do it. Here are 6 tips to get you started.     Related StoriesThe Value…
  • 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…
 
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    People First

  • Common Sense Selling: Honor Your Appointments

    Deb Calvert
    25 Feb 2015 | 6:00 am
    In the category of things that shouldn’t have to be said but obviously need to be said… Sellers: do not set appointments or meetings unless you are ready, willing and able to keep them. This includes these three non-negotiables if you are truly a professional. 1. Be on time every time. If you run into […]
  • Do As I Say and Not As I Do…

    Deb Calvert
    22 Feb 2015 | 7:00 am
    “Do as I say and not as I do.” It was one of my parents’ favorite responses to my persistent and insubordinate questions about smoking, drinking, cursing and other teenage experiments they did not approve of. The fact that they did those very same things I was prohibited from doing was a constant source of […]
  • What Factors Determine Your Priorities?

    Deb Calvert
    22 Feb 2015 | 7:00 am
    Subconsciously, you set your priorities based on what matters most to you. That’s why some leaders do the following: – race around putting out fires, donning their superhero capes and reacting swiftly to the constant urgencies around them. – pay close attention to whatever their senior leaders are paying close attention to, seemingly changing focus […]
  • Common Sense Selling: Are You a Credible Source?

    Deb Calvert
    18 Feb 2015 | 6:00 am
    We all have access to multiple sources of information. We filter that information as we see fit, sometimes selecting what fits our own bias and other times counting on the source that seems the most credible. Buyers do this, too. If they are sufficiently confident in their own experience and knowledge about a product, they […]
  • Don’t Hold Back On Recognition and Praise

    Deb Calvert
    15 Feb 2015 | 6:00 am
    An executive coaching client recently shared a project planning document with me. I was interested to note the second-to-last deliverable on her timeline. It read “recognize top contributors.” My first question was “what about all the other contributors?” But a more important question would be “why doesn’t this appear in multiple places throughout the timeline that […]
 
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    Exceed Sales

  • Inside Sales Management: 8 Key Factors for Improving Your Sales Pipeline

    Elisa Ciarametaro
    3 Feb 2015 | 6:48 am
    As we start the new year, I want to offer some observations on what we’re learning here about inside sales management. Sales executives often ask about new ways to build a sales a pipeline. How can your business use an inside sales function to produce leads?  There is a risk that reorganizing your teams could potentially kill your inside sales efforts, so this question is so important to address. Is Inside Sales the Answer For a Stronger Sales Pipeline? It happens all the time – a company recognizes that inside sales can benefit the field sales organization by producing qualified…
  • Gratitude and Highlights From 2014

    Elisa Ciarametaro
    24 Dec 2014 | 7:50 am
    Well, it’s that time of year again – a time to give thanks, appreciate others, enjoy, reflect and celebrate. But before we enter 2015, I’d like to share some highlights from 2014. SLMA Recognition Honor 2014 has been a memorable year.  A major highlight was to be nominated among the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management.  I was even more honored to have been voted onto the final list of 50 Most Influential People in Sales Lead Management, ranking number 30 among those named on SLMA’s list, 50 Most Influential People in Sales…
  • Follow-up: Why Is It So Hard?

    Elisa Ciarametaro
    25 Nov 2014 | 12:22 pm
    Follow Up Tips for Sales Professionals It’s happened to the best of us, whether as customers, prospects, partners, business associates, employees, relatives, or friends: a lack of follow-up. Either we need to get back to someone, or someone owes us something, and it never comes. Why does this happen? Why are we faced with so many interactions in which the people involved do not do what they said they would? It is baffling to see how often follow-up failure happens. What causes it – is it us or is it them? Lessons From Two Business Exchanges Here are two recent follow-up issues…
  • Sales Resistance: How to Respond When Prospects Are Putting You Off

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

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

  • Automotive Sales Consultant Job Greenville NC

    Danielle Cook
    17 Feb 2015 | 11:41 am
    Automotive Sales Consultant Job Greenville NC C. Rice Global provides the top auto sales job placement and training to job seekers as well as recruitment and sales training workshops for Auto Dealers throughout the nation. Training with Cliff Rice and C. Rice Global provides you the skills and the insight to increase your sales and your earning potential. But, it’s one thing to tell people starting out in a car sales career that they can make a high salary and can be successful and sell more than they ever imagined. It’s another thing to hear it straight from people who have been there…
  • Foreign Automotive Sales Consultant Greensboro NC

    Danielle Cook
    11 Feb 2015 | 4:35 am
    Foreign Automotive Sales Consultant Greensboro NC If you are looking for a new career in the Greensboro, NC area, then look no further. Foreign Cars Italia currently has a job opening for a Foreign Automotive Sales Consultant Greensboro NC. Foreign Cars Italia is an exciting and unique dealership offering an amazing opportunity with a high income potential. Partnering with with the dealership, CRice Global will be holding interviews for this position on Monday, February 16th between 9:30 am and 3pm. Recent college graduates, women veterans and anyone with general sales background, customer…
  • Automotive Sales Consultant Job Opening in Fort Mill South Carolina

    Danielle Cook
    10 Feb 2015 | 5:34 pm
    Automotive Sales Consultant Job Opening in Fort Mill South Carolina CRice Global specializes in sales recruiting, training and staffing needs and has done so for over 14 years. By partnering with corporations and dealerships nationwide, CRice global has matched qualified employees with their perfect careers. CRice Global is interviewing for an Automotive Sales Consultant Job Opening in Fort Mill, South Carolina on Thursday February 12th, 2015 between 9:30am and 3pm. This Auto Dealership Sales Job In Fort Mill SC at Stateline Chrysler Dodge Jeep offers a $96000 annual earning potential…
  • Why car sales is a perfect career for recent college graduates.

    Danielle Cook
    4 Feb 2015 | 2:54 pm
    Why car sales is a perfect career for recent college graduates. The field of car sales may not be the first career that comes to mind for a recent college graduate entering the workforce. Auto sales is a very misunderstood industry, and has been for quite a long time. It is important when entering the workforce to look past the misconceptions of the auto industry and realize why car sales is a perfect career for recent college graduates. The most successful people in car sales tend to be forward thinking, charismatic self starters who are flexible and adaptable to many different situations…
  • C.Rice Global visits 2015 NADA Convention

    C. Rice Global Team
    29 Jan 2015 | 4:03 pm
    C.Rice Global visits 2015 NADA Convention   With 4 buildings full of exciting exhibits and plenty of high profile speakers such as Jay Leno, Jeb Bush and Beck Weathers, Cliff and C.Rice Global has a busy weekend in San Francisco. Along side executives from Google, eBay, Facebook Twitter and more Cliff shared his expertise in auto dealership sales recruitment and sales training throughout the 600,000 sq feet of  #NADA2015 exhibits and workshops. The NADA convention was born in 1917. When 30 auto dealers traveled to Washington DC to rally Congress against imposing a luxury tax on…
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    Salesjournal

  • 15 Ideas for Selling with LinkedIn

    caitlinhoward
    19 Feb 2015 | 8:01 am
    By Mike Schultz (RAIN Selling Blog) LinkedIn is a valuable tool for sales reps and even 89.9 percent of top sellers view LinkedIn as an essential tool. Keep reading to learn 15 ideas for selling with LinkedIn that will help you build important business relationships and improve your social selling. 15 Ideas for Selling with […]
  • 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You Don’t Feel Like It)

    caitlinhoward
    19 Feb 2015 | 7:35 am
    By Amy Morin (Forbes) Whether you’re still going strong with your New Year’s resolutions, or you’re starting to lose steam, these 3 tricks for sticking to good habits will help you stay on track and maintain good habits for the long run. 3 Simple But Effective Tricks For Sticking To Good Habits (Even When You […]
  • The Sales Manager’s Success Checklist

    caitlinhoward
    19 Feb 2015 | 7:14 am
    By Steven A. Rosen (StarResults.com) Sales managers, are you on track with your 2015 goals? Learn how to tell if you’re on track with your goals without looking at your sales numbers. The Sales Manager’s Success Checklist
  • 8 Time Management Hacks for Sales Reps

    caitlinhoward
    19 Feb 2015 | 7:06 am
    By Andrew Quinn (HubSpot Sales Blog) Sales reps often have to juggle many tasks and prospects at once and it can feel like there’s not enough hours in the day. Keep reading to learn 8 time management hacks that will help you boost your productivity and your sales! 8 Time Management Hacks for Sales Reps
  • 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 
 
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    xoombi

  • The Key to Influencer Marketing

    27 Feb 2015 | 6:00 am
    Who are the biggest names in your industry? Do they know who you are? An incredibly important part of inbound marketing is knowing who your industry influencers are. Although getting the attention of a highly influential and high-profile professional can seem like a daunting task, it’s not impossible.
  • Copycat: Why Duplicate Content is Bad for Business

    24 Feb 2015 | 6:00 am
    Google is watching, and they don't like it when you republish content on multiple sites. Although a complicated and highly debated issue, duplicate content is problematic more often than not. In this post, we’ll explore why republishing content can be a bad SEO practice and when duplicate content is okay. Keep in mind that “duplicate content” doesn’t only refer to blog posts, but to all written content on a site.
  • All Aboard The Sales Acceleration Train

    20 Feb 2015 | 6:00 am
    Sales leaders and CEOs measure everything that moves. Metrics, six sigma, and lean principles help us get handles on our business. I'm a huge fan of good branding and inbound marketing strategies. It's great when operations, support, and product development are rock solid. But none of it really matters if you can't get customers to buy and love your product, and that all hinges on sales.
  • 4 Tips for Writing Outstanding Web Copy

    17 Feb 2015 | 6:00 am
    The things we learned in English class don't apply to writing web copy. You have to play by a new set of rules to improve your search rankings and capture your readers' attention. Here are four tips for writing web copy to help you improve SEO, drive traffic, and maximize reader engagement.
  • 4 Inbound Marketing Best Practices

    13 Feb 2015 | 6:00 am
    These days, inbound is driving corporate marketing strategy. It is the most effective way to attract potential customers to your company; much more so than using traditional advertising methods. Content fuels the inbound marketing engine to capture prospects' attention, build brand recognition, and increase customer loyalty.
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    Latest blog entries - JobFLEX

  • Crush It or Be Crushed: The One Thing Successful Contractors ALWAYS Do Better

    18 Feb 2015 | 9:52 am
    Do you feel like your business is drowning? Like no matter what you do -- no matter how hard you work -- you're just barely keeping your head above water? Unfortunately, that's the case with far too many contractors. But we're here to let you in on a little secret. Actually, it's quite a big secret. In fact, it's the single biggest difference between contractors who crush it and contractors who get crushed. Systems. When we talk about business systems, we're referring to the documented procedures and processes that allow your business to run in the most efficient manner possible, without your…
  • Even the Best Contractors Fail - Will You Be One of Them?

    10 Feb 2015 | 8:18 am
    There's a common theme in the contracting industry: a contractor, extremely skilled at what he or she does and boasting a strong network, starts his/her own company. Things look extremely positive right off the bat: proposals are accepted, jobs undertaken, revenue coming in. Despite the strong start, though, sunny beginnings don't always lead to successful endings. In fact, it's oftentimes the best of contractors who end up failing -- and it's because they don't understand the true cost of being in business. Businesses require strong business leaders. What the best of professionals in skilled…
  • Best Construction Blog of 2015 - Vote for JobFLEX

    2 Feb 2015 | 6:36 am
    We couldn't be more excited about our nomination for Best Construction Blog 2015 over at ConstructionMarketingIdeas.com! The marketing team here at JobFLEX HQ works really hard to create blog posts and other content that helps construction professionals save time, sell more, and grow their businesses so this nomination is getting us pretty amped up! Did you know that in addition to this nomination we've contributed articles to over 18 different national trade publications in the last few months? That's right! Contractors, construction business owners, and service professionals all over are…
  • 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…
  • Put Down The Pencil [Electrical Contractor Magazine]

    9 Jan 2015 | 9:00 am
    We had the pleasure of sitting down for an interview with Darlene Bremer over at Electrical Contractor Magazine recently and talking about our favorite things: software trends for the contracting industry! We were quoted in a recent feature story at ECMag about putting down the pen and paper estimates and embracing tech in your business. Click here to read the full article about estimating software advantages and trends. It's a great article with a lot of valuable insights.Read More
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    CRM in Outlook to Help Businesses Grow

  • 5 Ways Perfectionism Is Costing You

    avadminwp
    25 Feb 2015 | 11:55 am
    Any true perfectionist will tell you that their tendency towards overly high standards is not really a flaw. In fact, many people will “admit” to being a perfectionist with a certain level of personal pride. No matter how much you tell them that their behavior may be harming them, they will nod, smile, and continue to wish they could pull that cat hair off your white sweater. Business professionals, especially sales professionals, tend to see leaders in the field with these traits and see them as models to aspire to. Where would Apple be without the tireless perfectionism of Steve Jobs?
  • Can You Plan a Viral Campaign?

    avadminwp
    23 Feb 2015 | 1:39 pm
    Having a campaign “go viral” and begin spreading among one’s target audience on its own, without further work or expenditure of resources, is the dream of every marketer. Actually getting a campaign to take off like this, however, is very difficult. Those whose plan for funding a campaign consists exclusively of “hoping it goes viral” are likely to end up out in the cold. Nothing beats traditional marketing for sheer reliability, but it’s important to always keep in mind that virality is probabilistic and can happen randomly with absolutely no planning at all. We can…
  • Is Creativity the Key to Successful Selling?

    avadminwp
    20 Feb 2015 | 10:55 am
    How much does creativity really impact a sales team? This week’s roundup focuses on exploring the answer to this question, as we review creative ways of developing new talent, managing time, and increasing online sales traffic. These articles cover new solutions for increasing your email open rate, implementing SEO tricks, and everything in between. No matter how creative you think your team is now, these resources will keep your mind on the future, and give you motivation to explore some new (and potentially lucrative) options. 6 Benefits of Teamwork in the Workplace (Sandler Training…
  • The Secret Language of Customer Complaints – 5 Major Signals

    avadminwp
    19 Feb 2015 | 8:26 am
    The stress of a sales life can be demanding enough without the constant obstacle of customer complaints. And, this is true even with a good product and good service. According to the 2013 National Customer Rage Survey from Arizona State University, customer dissatisfaction has increased dramatically (up almost 10% from the 2011 survey). And customers aren’t just unhappy, they’re livid.  The amount of swearing and yelling in customer dissatisfaction instances has increased by over 10% as well. Businesses have taken these numbers in stride, pouring hundreds of thousands of dollars into…
  • 6 Apps to Boost Your Efficiency at Work

    avadminwp
    17 Feb 2015 | 8:17 am
    You’ve got your basic email platform, your CRM, and your Internet browser, but you find yourself needing more functions. Some things just can’t be accomplished with the basics, especially when you’re on the go and more powerful desktop applications are inaccessible. Fortunately, more and more smartphone applications have stepped up to fill the mobile productivity gap, ensuring that no matter where you are or what field you’re in, you can get work done on your schedule. Here are 6 strong applications that can supplement your business activities and help you stay…
 
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    Growth Everywhere

  • 25 World-Class CEOs Share Their #1 Hiring Secret

    Eric
    26 Feb 2015 | 6:30 am
    Hiring isn’t a simple process. It takes a lot of thought and energy to create a thorough and effective hiring processes on your own. Not to mention money and time. It’s difficult for two reasons: It’s difficult to find A-players and It’s difficult to get A-players on your team because they’re probably already on a great team The average ROI of a bad hire is -298%. The problem is that it’s incredibly difficult to hire effective employees. In 2012, a survey by CareerBuilder found that 66% of U.S. employers reported having bad hires costing upward of $50,000 each. Not only that,…
  • The Actionable Guide to Hiring Effective Employees

    Eric
    24 Feb 2015 | 8:30 am
    Did you know that a second-level manager who earns $62,000 a year and has been terminated after 2.5 years can cost you $800,000 or more? I sure didn’t. Often times, hiring is sacrificed in place of working inside of the business rather than working on it. This is self destructive behavior for entrepreneurs because hiring is one of the most important responsibilities of founders. Just think about it for a second. Sports teams are always looking for the best people to win a championship. That’s why they have general managers, coaches and scouts constantly on the lookout.
  • GE Ep 69: How Virality Took Dogecoin from a Twitter Joke to a $30M Currency

    Eric
    23 Feb 2015 | 6:30 am
    You probably wouldn’t have guessed that a co-founder of Dogecoin works as a full-time marketing product manager at Adobe, but today we’re talking to him. Jackson Palmer gives us all the details behind how digital currency works in an easy-to-understand way, and tells us how Dogecoin started as a Twitter joke but ballooned into a currency worth $30 million with an incredible community behind it. How combining two viral elements as a joke on Twitter led to a living & breathing economy A little over a year ago, Bitcoin was getting a lot of press (good and bad), and the…
  • GB Ep 60: My Meal Prep Delivery Experiment

    Eric
    20 Feb 2015 | 6:30 am
    When one of my friends wouldn’t stop tagging me in meal prep pictures on Instagram, I thought it was interesting and decided to try a meal prep delivery experiment. Today I’m telling you about the results. These companies prepare and deliver healthy, daily food for you: breakfast, lunch, dinner, and two snacks. They let you choose what you like and don’t like. [01:24] For me, it’s been a big time-saver, despite what a lot of people say about the cost. [01:42] If you do meal prep on your own, it can take you one to two hours to prepare 3 days worth of food, and then you have to repeat…
  • GB Ep 59: Why You Should be Creating a Role Scorecard

    Eric
    19 Feb 2015 | 6:30 am
    Today I’m going to tell you how to set up a role scorecard for hiring so you can compare job candidates side-by-side to make the best hiring decision. When you’re going through a big list of people, you need to rely on more than just gut feelings and have some sort of data-driven approach. [01:16] A role scorecard lets you compare candidates side-by-side on a scale of 1-10 for pre-defined attributes. [01:28] To start, create an Excel spreadsheet and label the first column with different attributes. You can use things like culture fit, skill fit, references, team interviews, etc. You…
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    SalesTactics.org

  • How To Set Sales Targets

    Jason Kanigan
    21 Feb 2015 | 12:17 pm
    How to set sales targets was a recent question from a new business owner. I appreciate that no one wants to pull a number out of the air. But how do you develop a revenue target that makes sense? Is achievable? Will get you the money you desire? So to begin with, what resources do you have? Other people, time, money? These play a role in your choices and the reach you can achieve. If no one knows you exist, you won’t get any customers, will you? Critical Factors of How To Set Sales Targets It all comes down to the daily behaviors you (and your staff and your other resources, if you have…
  • How Do I Build a List

    Jason Kanigan
    2 Feb 2015 | 6:58 am
    How Do I Build a List? I see this question frequently in business forums and on expert platforms. Business owners and salespeople are wondering how to generate a prospect list, and what to do with it. The process is much easier than people seem to want to make it, but a little thought at the beginning can give you big dividends moving forward. The first question you need to answer when generating a prospect list is “Buy or Build?” Options for Answering How Do I Build A List 1. Buy a list Pros: Single data source, can usually sort by some variables, often cost-effective. Cons:…
  • Mark Pescetti Interview: Successful Copywriter Positioning

    Jason Kanigan
    28 Jan 2015 | 7:53 am
    Mark Pescetti Interview on how intermediate level copywriters and any other kind of consultants can position themselves to advance to the next level: “Oh Mark, You So Data Slut!!” Get ready for an onslaught of critical marketing information to transform your plain old limping-month-to-month copywriting business into a top flight best-client-getting MACHINE. Last Fall I asked top copywriter Mark Pescetti if he was interested in being interviewed. I was going through one of my periodic episodes of frustration with newbies, and suggested that we talk to the intermediate level of…
  • 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…
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    HappyFox Blog

  • In Conversation With…. Craig Borowski of Software Advice

    Lavanya Donthamshetty
    26 Feb 2015 | 9:00 am
    Last week, we ran an interesting article on Big Data and how HappyFox uses it to serve our customers better. Leading from that, we have an interview with Craig Borowski, Market Analyst for the CRM, Customer Service and ITSM markets for Software Advice, who has been involved with Big Data from when it wasn’t even called so. He recently published the article  which provided the impetus for the previous article and now he is back, to help us dig deep into the wonderful world of Big Data. Craig was working for the Ministry of Education of Taiwan in 1998 when he was involved in the updating…
  • How HappyFox Uses Big Data To Effectively Serve Customers

    Lavanya Donthamshetty
    18 Feb 2015 | 9:00 am
    (picture credit: pixabay.com) Big Data. Targeted advertising. Unless you have been living under a large and cushy rock, chances are you have heard of one or both of these phrases being bandied about. Sounds rather Orwellien, the whole concept of computer programs tracking our every move and of marketers using the  gathered data to increase their reach! If you are on Facebook, chances are excellent that you have been on the receiving end of some targeted advertising. Your browsing history, the blueprint to your virtual steps and therefore, your cyber behaviour, coupled with a few choice…
  • Community & Customer Engagement

    Lavanya Donthamshetty
    5 Feb 2015 | 9:05 am
    We talk a lot about customer engagement, the right strategy and how to engage better and so on. The changing landscape has made it so that customer engagement is becoming more and more important by the day. “Touchpoints matter, but it’s the full journey that really counts” – Rawson, Duncan and Jones, HBR In fact, some would say that customer engagement is more important than numbers. In their paper “The Truth About Customer Experience”, Alex Rawson, Ewan Duncan, and Conor Jones say, and I quote, “touchpoints matter, but it’s the full journey that…
  • How To Fix Customer Service Errors

    Lavanya Donthamshetty
    29 Jan 2015 | 9:00 am
    Last week, we tackled the top 5 customer peeves when it comes to customer service. The topic sparked a lively debate across couple of forums, with participants sharing their peeves and what to do to correct the situation. Many agreed that being put on hold rankled them the most. No one likes to “hold the line” indefinitely. It sends out the message that the representative doesn’t value the caller’s time much. From then on, it becomes a slippery slope. How to fix this? How to combat these oft-committed missteps that irk your customers? Is there a simple fix? Why, yes,…
  • 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…
 
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    ClearSales

  • Startup Sales Training

    Patrick Collins
    12 Feb 2015 | 8:57 am
    The strength to any startup is how you can work as a team, develop your product and sell it. There will be times when your salesmen will feel down, come up to you with excuses and lose their focus. Use this startup sales guide to keep your team motivated and driven at all times to hit those targets. Setting targets, wages, commissions By the very nature of a sales person, they will be driven by goals. This can be in the form of a financial incentive, recognition or ambition. The ideal sales person will need to be well-managed, well-motivated and well-incentivised. To give your sales team…
  • 5 Elements of a Persuasive Sales Meeting

    Patrick Collins
    9 Feb 2015 | 8:46 am
    If there ever was a time for salespeople to learn the fine art of persuasion, it is now. With the start up world changing and new products evolving so fast, you need to learn the skill of persuasion to be able to close deals on a consistent basis. Every client is different and good sales people know how to utilize persuasion to get prospects on their side. It depends on building trust, sending across the right message, highlighting your product strengths, creating the sense of urgency and closing the deal. The following steps are the 5 key elements of how you can be persuasive in sales…
  • A Guide to a Perfect Cold Call Structure for Start-ups

    Patrick Collins
    5 Feb 2015 | 1:33 am
    We have all witnessed a great sales person at work effortlessly gliding through calls and signing people up. Although life would be great if this is how every cold call took place, the reality is that cold calling, especially for start-ups, needs precise organisation, structure and personality to turn the contact into a long term client. The following is a step by step guide to cold calling success. Set with your targets and work backwards If you want to hit a set target in sales per month, you need to know exactly how many calls to make per day, what your success rate will be and how to…
  • How Sales People Do Networking Right

    Patrick Collins
    2 Feb 2015 | 8:25 am
    Do you attend networking events and come back with pockets full of business cards but a pipeline with no deals? It’s always good to meet new interesting people, however it’s probably much better to make money. Here’s some tips on how to do networking right and how to turn all those new connections into actual leads. Even though online networking is becoming increasingly popular among entrepreneurs and businessmen, it will never replace a face to face conversation. You need to get out there and make yourself known. You are a salesman, so you should know not only how to sell your products…
  • How to Write a Winning Sales Proposal

    Patrick Collins
    29 Jan 2015 | 1:10 am
    Writing a sales proposal is a key part of any sales as it determines the close of the sale. A good sales proposal will help you not only get new clients but also sell to the current ones. Here are some tips on how to write a winning sales proposal that will demonstrate all the strengths of your business. Make it Personal. Thank your client for the opportunity to present your proposal to them and show that you want to provide a solution that will help them. Know everything about your client. Instead of focusing on what you can offer try to highlight what are the main problems your prospect is…
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    CustomerCentric Selling® Sales Training Blog

  • Sales Tips: How "Outside-in" Leads to the Holy Grail

    25 Feb 2015 | 5:00 am
    Sales Tips: How an "Outside-in" Approach Can Lead to the Holy Grail By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Most founders without sales experience don’t think about selling in the early stages of launching startups. Their focus is on developing offerings. Later they may view Sales as a necessary evil. While not feasible, those with complex B2B offerings may wish they could sell via the Internet and eliminate the need to hire sales executives to build sales forces. Two major challenges for entrepreneurs: 1. Understanding target markets…
  • Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time

    18 Feb 2015 | 5:00 am
    Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time By Michael Higgins, CEO of Selling at the C-level and CustomerCentric Selling® Strategic Alliance Partner Image courtesy of Master Isolated Images at FreeDigitalPhotos.net Focusing on delivering value (what matters to the customer) instead of our own products’ bells and whistles (what matters to us) is a powerful competitive advantage. Here’s a question: Is the value proposition we want to deliver to our customer’s Senior Decision Makers (SDMs), e.g., buyers at the C-level, different than the one we would deliver…
  • Sales Tips: Why You Should Ask "Is There Anything Else?"

    11 Feb 2015 | 5:00 am
    Sales Tips: Why Sellers Need to Ask, "Is There Anything Else?" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakron at FreeDigitalPhotos.net CustomerCentric Selling® focuses on having buyers share business outcomes (goals) that they’d like to achieve through the use of a seller’s offering. Having goals shared is a watershed event as executives likely must conclude the seller is sincere and competent before they’re willing to disclose them. Once shared, there should be a discovery discussion amounting to a diagnosis to…
  • Sales Tips: Earn the Right to Talk Product with "Hurt and Rescue"

    4 Feb 2015 | 5:00 am
    Sales Tips: How "Hurt and Rescue" Can Help You Earn the Right to Talk Product with Executive Buyers By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The amount of interest in learning about offerings is inversely proportional to the level within an organization that sellers call. Unfortunately product training better prepares salespeople to discuss product with lower levels than making executive calls. When making high-level calls, sellers may want to keep a few things in mind: The initial effort should be to learn/uncover business goals or pains…
  • Sales Tips: Enterprise-wide View is the Key to Relevance

    28 Jan 2015 | 5:00 am
    Sales Tips: Enterprise-wide Views Are Key to Relevance with Senior Buyers By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Arztsamui at FreeDigitalPhotos.net The role of B2B sellers is rapidly evolving. The impetus has been changes in buying behavior. Vendors have been in react mode. My view is that most are moving so slowly that the gap between how buyers want to be treated vs. how they are treated continues to widen. Ironically, the “buyers” are actually more accurately labeled “researchers” as relates to complex…
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