Sales

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  • 3 Reasons Why Following Up with Your Sales Lead is a Bad Idea

    web2.salesforcesearch.com
    Justin Proctor
    21 Aug 2014 | 6:05 am
    If you've spent any time at all reading up on ways to improve your sales game, you've no doubt read over and over the importance of rapid, consistent follow ups to every lead, every closed sale, every form of contact that might conceivably lead to a sale. And that's not bad advice, as far as it goes-far more sales people have a problem with not following up than with following up too much. But today, we're going to discuss the times when following up on that sales lead isn't a good idea-those times where jumping on a sales lead will only lead to wasted hours, chronic headaches, and maybe even…
  • Top 4 Questions to Increase the Reliability of Your Sales Pipeline

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

    aayuja
    admin
    19 Aug 2014 | 5:36 am
    By Neil Smith Opportunity qualification is the standard second stage in the sales cycle and sales funnel.  Post lead generation all our fellow inside sales reps are busy slogging making calls to all of these prospective opportunities/ raw leads freshly churned out of the market research mill, and trying to make them qualified leads/ qualified opportunities. Now, the question arises, what is the credibility of these leads, what is the probable conversion ratio for them, how many of these opportunities are going to go beyond the preliminary meeting round and finally how many them will be our…
  • Blogging and Content to Grow Your Business

    Score More Sales
    Lori Richardson
    14 Aug 2014 | 7:59 am
    It takes time and a lot of content to grow your business (company’s presence on the web). As a long time B2B blogger writing about sales strategy and actionable sales ideas, I have learned so much along the way. There is a lot of work in building your personal brand as a sales specialist or expert in your field, but something we recommend . It feels thankless at times, because of the time and effort involved with usually little feedback. Great feedback came to us yesterday as the Score More Sales blog was listed as one of the Top 50 Sales and Marketing Blogs  at Top Sales World.  That…
  • Study Proves Why Your Salespeople Love Living in No-Po Land

    Inside Sales Thought Leadership Blog
    Brock Heath
    15 Aug 2014 | 7:00 am
    There are many reasons why salespeople are wasting so much time with the No-Po’s who keep them away from the power buyer. The biggest reason is the fear that they won’t be able to hold their weight talking at the higher level. A new study from Corporate Visions confirm this. They surveyed more than 700 B2B salespeople, to understand what salespeople avoid. It turns out that most salespeople are not prepared to have high-value conversations: 26% feel unprepared when demonstrating financial justification 25% feel unprepared during negotiations 24% feel unprepared during…
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    Heavy Hitter Sales Blog

  • Sales "Warfare" Strategy - Harvard Business Review

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

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

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

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

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

  • Money Monday – Say More with Less

    Lori Richardson
    18 Aug 2014 | 6:06 am
    It is human nature for sales professionals to say more than they need to when talking with clients and potential buyers.  Consider instead, working to say more with less in your messaging. We worked so hard to craft this messaging it is clear that most sellers keep talking and saying much more than they need to. Today, make more opportunities for yourself to close business through finding ways to change things up. Cut your voice mail messages down to 25-30 seconds of customer-focused value. Listen. When first talking with a prospective new client, ask more questions and work to see that they…
  • Blogging and Content to Grow Your Business

    Lori Richardson
    14 Aug 2014 | 7:59 am
    It takes time and a lot of content to grow your business (company’s presence on the web). As a long time B2B blogger writing about sales strategy and actionable sales ideas, I have learned so much along the way. There is a lot of work in building your personal brand as a sales specialist or expert in your field, but something we recommend . It feels thankless at times, because of the time and effort involved with usually little feedback. Great feedback came to us yesterday as the Score More Sales blog was listed as one of the Top 50 Sales and Marketing Blogs  at Top Sales World.  That…
  • Money Monday – Make it Easy for Buyers to Buy

    Lori Richardson
    11 Aug 2014 | 5:57 am
    When things seem too complicated, buyers hold off. As a consumer, you know this is true. When given a lot of options and strategies, most of us shut down and hold off on making a decision to buy something. It is no different for buyers – you have to make it easy for buyers to want to do business with you. Robert’s Maine Grill is a great New England restaurant in touristy Kittery. I drove by a number of times over a few weeks before ever going in – wondering what such a fancy looking place was doing in an outlet-mall town. It seemed out of place – which is why I…
  • Have a Sales Routine for More Success

    Lori Richardson
    5 Aug 2014 | 8:59 am
    As sellers we often work in a haphazard manner. We dart in and out of potential sales opportunities. We drop everything looking for that next, big opportunity. We multitask and say we’re going to reach more people than we do. We often come up short, leaving at the end of the day or end of the week feeling dejected. It’s a vicious cycle – but it doesn’t have to be this way. With just two things in place, you can change from negative “never enough” feeling  to one of accomplishment. First, before we talk about those two things, think about brushing and…
  • How To Be Social In Sales – Listening

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

  • Smart Selling Visions: Up-Close with Top Revenue Leader Mark Kopcha, CEO of @Revegy

    Nancy Nardin
    12 Aug 2014 | 7:22 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry.  This week I interview Kopcha, CEO and President of Revegy. Nancy: What does Revegy do? What problem/s are you solving for sales and/or marketing organizations? Mark: Revegy is a visual sales effectiveness platform that brings your sales process and tools to life, enabling more effective account planning, improved opportunity win rates, customer…
  • The Yin and Yang of Marketing and Sales: Fundamentals of the Revenue Tango

    Nancy Nardin
    6 Aug 2014 | 9:07 am
    The tango is a dance form that originated on the border between Uruguay and Argentina. Although it exists today in a variety of forms, one aspect is indisputably universal. Tango is a partner dance which means it involves a leader and a follower. One isn’t viewed to be superior to the other. Rather they are equal partners each needing a unique set of skills to perform their part of the dance. In the spirit of the Eternal Tao, all things are composed of both halves of every polarity and so it should be in business. In the Tao of Tango, author Johanna Siegmann states, “True happiness…
  • Smart Selling Visions: Up-Close with Top Revenue Leader Darren Chamberlin, CEO of @Perenso

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

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

    Nancy Nardin
    16 Jul 2014 | 9:04 am
    This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry. Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. This week I interview Geoff Rego, CEO and Co-Founder of Hushly. Nancy: What does Hushly do? What problem/s are you solving for sales and/or marketing organizations? Geoff: Hushly is a software tool that helps B2B marketers to amplify content reach by up to 5,000% and…
 
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    omghub.com

  • Why You Must Understand This about Desire for Sales Success

    Dave Kurlan
    20 Aug 2014 | 3:08 am
    Understanding the Sales Force by Dave KurlanOne of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group's (OMG) sales and sales management evaluations.  "This is one of my top salespeople - how can she possibly lack Desire for sales success?" It's a great question and I hope to explain it fully here. First, I'll answer the question that you formed with my opening statement.  "What is the most important finding?  It's Commitment for sales success. Next, we'll set the stage.  We are talking about this…
  • Getting Emotional at Dunkin Donuts, and Over Social Selling

    Dave Kurlan
    18 Aug 2014 | 3:31 am
    Understanding the Sales Force by Dave Kurlan As I approached the window of my local Dunkin' Donuts, the woman said, "How are you today?"  I paid her and then replied, "I'm fine, and you?"  My response had an extreme delay.  Then she asked if I needed a tray, to which I replied, "No....Sorry, yes."  I was faster this time - with a trick question like whether or not I needed a tray, I had to be quick on my feet!  But I gave her the wrong answer.  Of course, I needed a tray for 3 coffees. What happened to me?  Was I experiencing symptoms of the early stage of…
  • Top 10 Reasons Why Inbound Cannot Replace Sales

    Dave Kurlan
    15 Aug 2014 | 10:34 am
    Understanding the Sales Force by Dave KurlanWell, it's really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn, where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. [Disclosure:  Hubspot is a client of both Kurlan and OMG; This blog is hosted on Hubspot's terrific blogging and lead-gen platform and I was one of their very first customers back in 2006.]   Hubspot's VAR's are all marketing agencies specializing in inbound marketing.  There were some terrific comments,…
  • Top 10 Mistakes Salespeople Make on the Phone (Funny Read)

    Dave Kurlan
    13 Aug 2014 | 3:44 am
    Understanding the Sales Force by Dave Kurlan  Earlier this week, I wrote the "Get Your Butt Out of Your Head" article.  At that same tournament, I heard an even funnier story from its director.  He told us about a team who went 0-7, losing each game by the mercy rule.  For those of you who aren't familiar with it, if a team is losing by 12 runs or more after 4 full innings, the game is stopped, showing mercy to the team who was getting slaughtered. As the story goes, while the parents were back in their hotels, contemplating suicide, worrying about the mental health of…
  • Top 5 Mistakes Salespeople Make When Under Pressure

    Dave Kurlan
    11 Aug 2014 | 3:01 am
    Understanding the Sales Force by Dave Kurlan Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly.  I was featured on the cover, but I'm most hopeful that everyone will read Jonathan Farrington's interview with me.  He got me to be very outspoken about what's taking place right now in our industry and I believe that everyone will benefit from reading it.  View it online here.   Now for the Top 5 Mistakes.  At a recent baseball tournament, a panicked coach watched as a 12-year-old…
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    OpenView Labs

  • 8 Leadership Lessons Any CEO Can Easily Adopt

    jminton
    20 Aug 2014 | 9:30 am
    Your employees are always looking to you, so incorporate these leadership lessons into your everyday routine. via OpenView Labs ↬ 8 Leadership Lessons Any CEO Can Easily Adopt
  • The Secret to Better Sales Hires as You Scale

    OpenView Guest
    20 Aug 2014 | 8:00 am
    No one has time or resources to waste on bad hires — especially in sales. How do you sniff out the best candidates? Force Management Managing Partner John Kaplan shares a simple secret for ensuring success. via OpenView Labs ↬ The Secret to Better Sales Hires as You Scale
  • Sales Hiring Assessment: How You Should Actually Be Interviewing Top Sales Reps

    Carlie Smith
    19 Aug 2014 | 11:00 am
    For sales leaders at B2B SaaS companies, recruiting top talent isn't just an ongoing challenge, it's one of the most important parts of their role. Continuously hiring, managing, and retaining the right team can be incredibly difficult and time consuming — if you don’t have the right tools and processes in place to make it scalable, that is. via OpenView Labs ↬ Sales Hiring Assessment: How You Should Actually Be Interviewing Top Sales Reps
  • The Case for Collaboration

    jminton
    19 Aug 2014 | 9:03 am
    Though detractors still exist, the case for collaboration has never been stronger. via OpenView Labs ↬ The Case for Collaboration
  • B2B Marketing Lessons from a B2C Startup: Q&A with Greatist Founder Derek Flanzraich

    OpenView Guest
    19 Aug 2014 | 6:00 am
    Greatist founder Derek Flanzraich talks about the content philosophy that’s helping his health and wellness media startup achieve incredible growth, and what B2B marketers can learn from B2C brands like Red Bull and GoPro. via OpenView Labs ↬ B2B Marketing Lessons from a B2C Startup: Q&A with Greatist Founder Derek Flanzraich
 
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    Jill Konrath's Fresh Sales Strategies

  • [Webinar] Smart Sales Intelligence: Turning Insights into Action

    20 Aug 2014 | 7:47 pm
    Don't miss this FREE, but invaluable session! With all the data out there, a big challenge for today's sales and marketing teams is knowing what to pay attention to. Our customers and prospects are overwhelmed as well. Yet to be effective, we need to cut through all this "noise" to connect with them.  In this 1-hour webinar with me & Joe Lucas (smart guy from InsideView), you'll discover how to:
  • The Secret to Getting a New Sales Job Fast

    19 Aug 2014 | 6:55 am
    Looking for a new sales job right now? According to research by Glassdoor, 45% of salespeople plan to start their search in the next three months and 68% want to switch in the upcoming year.  Wowza! That's a whopping number of you who are open to new opportunities. It also means you'll probably have tons of competition for any good position you find.  How do you stand out from the crowd?   Sales leaders are looking to hire self-starters. Of course, every salesperson describes him/herself that way ... but very few demonstrate it during the interview process. If you can, there's…
  • 10 Sales Plan Activities That'll Quickly Improve Prospecting Results

    13 Aug 2014 | 5:32 pm
    Are you at the cusp of something new? Perhaps you've taken a new sales position. Maybe you're selling into new markets or to new buyers. You could be launching a new product or service. You might be responsible for onboarding a new rep. Or just maybe you've finally realized that you're doomed unless you figure out how to deal with today's savvy, frazzled, sales-averse decision makers. What's common between all those scenarios? You – or your new reps – are thrown into learning mode again. You're overwhelmed with the sheer magnitude of the task. You're not sure you'll ever figure it…
  • [Webinar] 5 Strategies for Leading a Quota-Busting Sales Team

    11 Aug 2014 | 6:00 am
    Join me on August 14th! How can you get your sales team to consistently overachieve?  It’s a real challenge today, especially since so much has changed in the past few years — including customer expectations. Salespeople are struggling to catch up. In this free 30-minute webinar, you’ll get fresh insights and rock solid take-aways you can use right away. Specifically, you'll discover:
  • 3 Components Every Value Proposition Must Have

    6 Aug 2014 | 8:09 pm
    What's a value proposition – and why is it important? It's a clear statement of the tangible business value that companies get from using your product or service. It's the outcome of using your offering – not what your offering is. For example, I do training. No one cares about training. But, when I work with my clients, I help them with new client acquisition and faster sales cycles. That's what they get from my training programs – and that's the ONLY reason people hire me. So, your challenge is to figure out what your outcomes are. Here's a tip. Every value proposition has…
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    Radius

  • The Past, Present, and Future of Marketing Technology

    Lisa Fugere
    19 Aug 2014 | 7:00 am
    Gartner analyst Laura McLellan predicts that by 2017, the marketing department will spend more on technology than the IT department. Which technology solutions are the most crucial for B2B marketers today, and which will be the most important by 2017? We believe that three technologies will dominate marketing spend by 2017: Marketing Automation Content Management Solutions Predictive Marketing Software Google search traffic for the 3 terms over time: How to Choose the Right Marketing Automation Platform Marketing Automation is the incumbent technology solution in the modern marketing suite.
  • Say Hello to Decision Science: Marketing 2015-Style

    Lisa Fugere
    18 Aug 2014 | 7:00 am
    This article was originally published in VentureBeat. Predictive marketing is essentially decision science. It’s taking internal and external data from multiple sources to make far more informed decisions about customer and vertical targeting — to know with far more precision who’s going to be your most profitable targets and most likely to convert. “The way predictive marketing is transitioning, you’re going to see marketers acting much more like risk managers,” explains Radius CEO & Co-Founder Darian Shirazi. “The life of a risk manager is about taking external data and…
  • B2B Marketing Tips for Recent Grads

    Neha Jewalikar
    13 Aug 2014 | 7:00 am
    As a recent college graduate, I spend a lot of time listening and reading about marketing. There is a lot of advice out there, so it’s difficult to know what’s right and what’s important. We’ve seen quite a few posts that provide career advice to college students. However, there has not been one focused solely on B2B marketing. So we decided to write one. We gathered a mix of industry experts and marketers to gain insights on what college graduates need to know before they enter the B2B marketing field. B2B Marketing Tips for Recent Grads Nick Besbeas, VP Marketing at LinkedIn…
  • Radius Named to JMP Hot 100 Software Companies List

    Lisa Fugere
    12 Aug 2014 | 9:41 am
    JMP Securities compiles the JMP Hot 100 Software Companies list each year to highlight the leading private companies in the software industry as identified by the software equity research team at JMP Securities. This year’s edition marks the sixth annual compilation of the list, whose focus this time around centers on durability. “Investors have become much more focused on the durability of business models–specifically, the efficiency of a company’s customer acquisition strategy–as the cost of capital has increased in 2014.” JMP Securities Hot 100 Software…
  • The Content Marketing Campaign that Crushed Kapost’s Average Lead Generation Totals by 452%

    Lisa Fugere
    11 Aug 2014 | 7:00 am
    Kapost offers marketers a content management solution that streamlines workflows, facilitates seamless team collaboration, and empowers marketers to track returns on the time and resources they invest in their content marketing strategies. The Complete Guide to Building Your Content Marketing Workflow generated 452% more new leads within the first 30 days of launch compared to Kapost’s average campaign in 2014. Creating Content to Solve Business Challenges Before Kapost launches a new content project, the team must first agree on which organizational needs the content will address. The…
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    the funnelholic

  • What Every Marketer Should Learn From Weird Al

    Craig Rosenberg
    12 Aug 2014 | 5:59 am
    Editor’s note: Today’s post is from Docket CEO Jason Wesbecher. This will be Jason’s fourth post on the Funnelholic. If you like the post, please vote for Jason to give a talk about the marketing savvy of Weird Al at this year’s SXSW Interactive conference; you can vote here. The web should have made Weird Al Yankovic irrelevant years ago. When the Internet killed the video star, much of Weird Al’s source material evaporated. Without Beat It or Like a Virgin playing in heavy rotation on MTV in the 1980s, how could Eat It or Like a Surgeon possibly exist? Somewhat improbably, the…
  • Amplify Your Twitter Marketing Campaigns with Azuqua

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

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

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

    Craig Rosenberg
    1 Jul 2014 | 5:54 am
    Editor’s note: Today’s post is from Mark Roberge, CRO of the HubSpot Sales Division. One of my all-time heroes in modern sales. Please enjoy. What does a top performing sales person look like? Seriously. Picture him or her in your mind. How do they dress? Are they attractive? Are they eloquent speakers? What do they do in their free time? Well, in my experience, the profile of the top performing salespeople is changing. And fast! As I built the HubSpot sales team over the last 6 years, I probably hired close to 200 salespeople. It amazes me, even in that short period, how the…
 
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    Caskey Sales Training - Sales Strategy - Leadership - Indianapolis

  • Pain Points

    Bill Caskey
    18 Aug 2014 | 2:20 am
    This week on the Advanced Selling Podcast, Bill and Bryan discuss the concept of “Pain Points.” This is basically summing up your customers pains in one word. Can you customer’s needs and wants be simplified to one thing? Bill doesn’t believe that it can be done. Find out your opinion on this episode. Tune in every Monday for a new episode of the Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • LinkedIn Mailbag

    Bill Caskey
    11 Aug 2014 | 2:24 am
    On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode. Tune in every Monday for episodes of The Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • Pricing Part 2: Mechanics

    Bill Caskey
    4 Aug 2014 | 2:32 am
    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process. If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first! Tune in every Monday for new episodes of the Advanced Selling Podcast! Also mentioned in this podcast: Join the Advanced Selling Podcast LinkedIn Group. Download the Advanced Selling Podcast App.
  • Pricing Part I: Inner Game

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

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

  • 10 Step Blue Print for The Successful Sales Pipeline

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

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

    Al Turrisi
    21 Jan 2014 | 7:45 am
    1-You talk about what you are going to do and don’t do it. You talk about what they want to do but do not have a defined plan to get there. More time is spent on talking than doing. Get out as piece of paper and write down one thing you want to accomplish. Make sure it is a high level goal. Identify three steps you can take right now to start the process of achieving that goal. Do one of them and expand the process to the second and the third task. It is better to do something than wait for the perfect plan. I know a talented women who wanted to get back to being a flight attendant. She…
  • 23 Behaviors That Can Get in The Way of Your Success

    Al Turrisi
    5 Jan 2014 | 1:35 pm
    As we move into the New Year as in previous years you will have a tendency to make New Year’s resolutions. These typical New Year’s resolutions usually include what you plan to do to improve the quality of your life and career. To really experience being successful there is more to be addressed in addition to what you plan to do this year. There are automatic negative behaviors you are performing which I will refer to as anchors. These anchors are the behaviors you shouldn’t be doing. These negative anchors are secretly preventing your progress, growth, and success in spite of what you…
  • Your 17 Step Blue Print for Success in 2014

    Al Turrisi
    29 Dec 2013 | 9:47 am
    1-Have strong person goals that you are passionate about2-Have a a model of your ideal prospect opportunity3-Have questions that will gather data to be measured against your model4-Break your qualifying criteria into three stages5-Label each stage cold warm and hot.6-The less data you gather is cold, more data is warm and more data is hot7-Determine how much money you need to make in 20148-Calculate the amount of money you must make to cover living and goal expenses9-Assign a quota for the twelve months of 201410-Determine how many sales you must make to hit your quota11-Track all your…
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    Sales and Sales Management Blog

  • Your Client has a Vested Interest in that Referral They Just Gave You

    Paul McCord
    12 Aug 2014 | 9:00 am
    I hope you are generating referrals from your clients.  If you’re not you should be as referrals are one of the most effective, if not the most effective, way of growing your business.  But know that once you have gotten the referral your job is hardly done.  No, I’m not talking about contacting and selling the referred prospect, I’m talking about keeping your client in the loop. One of the primary reasons clients are hesitant to give referrals is that they are afraid of being embarrassed in front of a friend, relative, acquaintance or co-worker by you not performing as you should.
  • Guest Article: “The Strengths of Sales Introverts,” by Alen Mayer

    Paul McCord
    6 Aug 2014 | 10:46 am
    The Strengths of Sales Introverts by Alen Mayer So introverts have game, and quite a bit of it to be exact. The advantages and strengths of sales introverts are multiple, and those who know how to draw upon such strengths have excelled greatly in the sales field as a result, many times catching critics by surprise. Calm in the Storm The first major strength of introverts involves composure. Often mistaken for being too reserved or shy, many introverts instead sit back to give themselves a better vantage point. They are able to then avoid getting emotionally entangled in the discussion and see…
  • Are You Deserving of the Title “Sales Leader?”

    Paul McCord
    4 Aug 2014 | 8:47 am
    Over my three plus decades in sales I’ve seen lots and lots of sales managers.  The vast majority fall into one of these four types: The Hall Monitor The Hall Monitor sees their job as one of chronicling activity, taking names, dispensing discipline, focusing on procedures, thinking those are the keys to generating results—or at least to keeping their job. Hall monitors tend to be oriented to process, are organized, and have a strong sense of discipline.  All admirable characteristics—but they’re misguided.  The Hall Monitor makes a great bureaucrat, a lousy sales manager. …
  • Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

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

    Paul McCord
    28 Jul 2014 | 10:24 am
    If you work as an outside, commissioned salesperson, think about what your employer does: Your employer pays for: virtually 100% of your training virtually 100% of your marketing your gas, your cell phone, your prospect and client lunches and coffee meetings Your employer is investing hundreds of dollars per month in your career.  Yet they: knowingly allow you to waste time knowingly allow you to blow off work knowingly allow you to go home early knowingly allow you to come in late knowingly allow you to stand around and complain and moan with the other salespeople in the office knowingly…
 
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    Inside Sales Experts Blog

  • How One VP Hired 23 Reps in 100 Days (and Lived)

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

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

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

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

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

  • Where Ever You Are

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

  • 10 Blogs to Bookmark: Social Marketing Edition

    Maggie Jones
    21 Aug 2014 | 5:30 am
    Author: Maggie JonesThere are a lot of blogs about marketing out there, and many of them are worth reading — well-written, original, full of valuable information and fresh perspectives. But the sad, sad truth is that there are a limited number of hours in the day (only 24, last time we checked). To help our friends in marketing sort through the blogosphere in record time, we’re compiling a list of our most bookmark-worthy marketing blogs, narrowing down the list to 10 in each category. Last month, we posted our 10 favorite content marketing blogs; this month, we’re covering off…
  • 1+1=3 – How Partner Marketing Defies the Laws of Math

    Julie Ritchie
    20 Aug 2014 | 5:30 am
    Author: Julie RitchieIf you enjoy requesting cars on your smartphone, you were probably excited to learn that Uber has partnered with Google Maps, offering ride estimates along with driving directions, and allowing you to launch the Uber app in one tap. Personally, I was excited about the partnership for another reason – it’s a great example of partner marketing. In the technology landscape, partnerships rarely make headlines, but they’re everywhere. As the tech industry has learned, partnering with another product or solution can take both parties beyond the sum of their parts –…
  • 3 Ways to Justify Your Event Spend

    Jennifer Hawkins
    19 Aug 2014 | 5:36 am
    Author: Jennifer HawkinsEvents have traditionally been one of marketing’s biggest spends, but they’re notorious for failing to generate useful information. According to Frost and Sullivan, marketers spend $565 billion on event marketing each year, but the resultant data is often reduced to a stack of business cards and a PDF of scanned leads. Understandably, this makes it difficult for data-driven marketers to justify expensive events, and to get clear insight into what works best. Here are three techniques for getting the highest ROI from your event investment: 1) Real-Time Data…
  • The Essential 8 Marketing Reports

    Maggie Jones
    18 Aug 2014 | 5:30 am
    Author: Maggie JonesIf you’re like many marketers, defending your budget to the C-suite can feel like answering a pop quiz on a book you forgot to read…in Greek. First of all, executives don’t care about “soft” metrics like brand awareness, impressions, or followers on social media — even though those metrics help marketers improve performance, your CEO is more concerned with pipeline, revenue, and profit.  They’re asking questions like: How much faster are we growing now vs. last quarter, or now vs. last year? How much profit was made last quarter…
  • Why Marketing Operations is the Heart of your Marketing Team

    Courtney McAra
    14 Aug 2014 | 5:30 am
    Author: Courtney McAraWhen I first came to Marketo, I was SHOCKED by the size of our marketing operations team. In my previous role, I’d handled marketing operations and demand generation. I was sure they didn’t need so many people for operations alone. Boy, was I wrong. What I failed to realize was that marketing operations (affectionately known as “MOPS” at Marketo) is at the core of a well-run marketing team. They improve, optimize, and make processes efficient. More headcount on youroperations team = less headaches for everyone else. I’m now a firm believer that operations is…
 
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    The Sales Blog

  • Being Small Makes You Smaller

    S. Anthony Iannarino
    20 Aug 2014 | 6:26 pm
    Being Small Makes You Smaller is a post from: The Sales Blog | S. Anthony Iannarino You don’t make yourself bigger by making other people smaller. You can’t drag enough people down to build a big enough pile on which to stand and be taller. That doesn’t make you bigger. You can’t draw positive attention to yourself by making other people the focus on your negativity. Your negativity reflects poorly on you, and it does nothing to harm the person on whom you focused it. You don’t produce good or interesting or thought-provoking content by criticising other people’s content. If your…
  • You Cannot Be a Smart Asshole

    S. Anthony Iannarino
    19 Aug 2014 | 6:00 pm
    You Cannot Be a Smart Asshole is a post from: The Sales Blog | S. Anthony Iannarino There is no such thing as a smart asshole. You can’t be both of those things at the same time; and if you are the latter, then you are not the former. There are lots of different lines of intelligence. Howard Gardner of Harvard wrote a book making the case that cognitive abilities were only one of about a dozen intelligences, including musical, visual-spatial, verbal-linguistic, kinesthetic, interpersonal, intrapersonal, and existential. Ken Wilber’s research has identified another dozen or so lines of…
  • What I Am Thinking About Now

    S. Anthony Iannarino
    18 Aug 2014 | 4:56 pm
    What I Am Thinking About Now is a post from: The Sales Blog | S. Anthony Iannarino Segmentation by Generation: Every generation looks at the next couple generations and decides that “these damn kids” are different, that they don’t share the same values, and that they’re making a mess of things. The Millennials all got awards at the end of soccer season, even when they lost. They don’t care about money, and they are never going to leave their parents’ houses. They’re way too open-minded. We’ll see. One thing is for certain, the generations before them won’t understand…
  • The Leadership Playbook: Leaders Over-Communicate

    S. Anthony Iannarino
    17 Aug 2014 | 6:28 pm
    The Leadership Playbook: Leaders Over-Communicate is a post from: The Sales Blog | S. Anthony Iannarino Once I was speaking at a conference when the CEO of the company leaned over and whispered in my ear. He said, “I am giving the same speech I’ve given the last two years. The stories are different. The examples are different, too. But it’s the same message.” The CEO wondered whether he was wrong in doing so, and asked me what I thought. I told him, “Your message was right three years ago. It was right last year. And it’s right this year. As soon as you change your message, your…
  • [Video] Are You Even Proactive, Bro?

    S. Anthony Iannarino
    17 Aug 2014 | 3:48 pm
    [Video] Are You Even Proactive, Bro? is a post from: The Sales Blog | S. Anthony Iannarino Subscribe to my YouTube channel here.
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    Sales 2.0 Blog

  • How One VP Hired 23 Reps in 100 Days (and Lived)

    Nigel Edelshain
    19 Aug 2014 | 9:47 am
    Great post for sales managers from two great people. Congrats to Kevin Gaither for pulling this off! And great thanks to Matt for bringing this information to light. I’ve come to learn that having a pipeline of candidates and making good sales hires is a critical part of a sales managers job. I’ve certainly screwed this up several times in my career. Kevin, I remember getting your LinkedIn message about this so I’m SO happy it worked out so well! Thanks for having me in your network! ZipRecruiter’s VP of Inside Sales, Kevin Gaither, was tasked with hiring 25 inside…
  • Does Anti-Social Selling have its place?

    Nigel Edelshain
    17 Aug 2014 | 11:39 am
    “Do you guys not have clients?” That was the point where he lost me. Actually more like the point where some rude sentences scrolled across my mind. “Uh yes, dude, we have clients!” I’m the marketing director here. “What do you think I do all day? Sit around and play with my Scrabble set?” (OK, some other words we’re in my mind but this a ‘”family blog.”) So this is how you follow up on inbound leads. I’ve been thinking about the best approaches to that recently. The approaches to this vary and this approach had not occurred to me. I had…
  • What are the best B2B lead sources to fill the top of your funnel?

    Nigel Edelshain
    15 Aug 2014 | 11:31 am
    Looking at the big picture and figuring out where you should spend your time and money on lead generation is a tough task and one I’ve seen many companies skip. Skipping this thinking is not a good idea as you can easily sink hundreds of hours and tens of thousands of dollars into an approach that was never going to work in the first place. Here’s a nice take on the subject by  Jonathan Beatona real life sales and marketing director in NYC at startup Organic Motion. (I feel serious empathy with Jonathan as I’ve had that kind of role myself). This post is on the Heinz…
  • Every Sale Should Be THIS Easy

    Nigel Edelshain
    14 Aug 2014 | 9:42 am
    Here’s a great story from Joanne Black of how easy it easy to close a deal when you’ve been referred in. There are social selling techniques you can use to get more referrals. Sniff around this blog or visit Joanne’s blog for ideas on that. With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed to be working great, he still wanted to know how I could contribute. At first I wasn’t sure I…
  • High-End Selling: Be BRAVE Or Be Gone

    Nigel Edelshain
    13 Aug 2014 | 10:05 am
    Check out this post by my friend George Bradt over on Forbes.com. It’s the story of a bloke selling pianos but he sells in such a manner that I wager these approaches will work well for other high ticket items…like enterprise software. You must be BRAVE to sell at the high-end. Behaviors, relationships, attitude, values and the environment make all the difference. Ori Bukai, owner and founder of Allegro Pianos, gave me a master class in such high-end selling one week in June, applicable to products, services or experiences: Learn about your customers’ needs and desires. Share…
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    Sales Sales Management Expertise

  • Your "Sales Fail Tale" Can Lead To Sales Success

    Tony Cole
    20 Aug 2014 | 8:39 am
    The Tale of the Fail - I have to give credit to Ron S. for this phrase. Ron was a senior sales management executive for one of our clients. It was his responsibility to make sure that his sales people were always improving and it was his belief that sales people improved by reviewing their experiences and the experiences of others. So, when he conducted post-call debriefs with his sales people, he wanted to hear about 2 things - the Tale of the Sale AND the Tale of the Fail. As professionals, we are eager to talk about our success. However, it is a lot tougher to talk about our failures. But…
  • Tennis & Selling - What Do Your Top-Ranked Players Need?

    Tony Cole
    13 Aug 2014 | 7:52 am
    Early evening on Mondays, I play tennis with some guys who I also play league tennis with.  I started playing with this group 3 years ago.  At one of our matches recently, I was in the men’s locker room getting ready when a player from the other team came into the room. We started chatting.  I don’t remember much of our conversation except for the parting comments - “Good luck, have fun, and let’s not forget that it’s old man tennis.” Really, we’re not that old, but I'd have to say that most of us have more days behind us than we have in front of us. Last night,…
  • Sorrow and Joy – Life and Selling

    Tony Cole
    11 Aug 2014 | 8:23 am
    This morning, I was sitting at our kitchen table reading some headlines to my son, Anthony, as he waited for the transportation van to take him to the Goodwill CARE program that he participates in every Monday, Wednesday and Friday.  I said goodbye to him as he left for the day… and then continued to browse through Sunday’s Cincinnati Enquirer. I forget who the comedian was, but I remember the line, “I read the obituaries every day.  If my name isn’t in there, it’s a good day.”  Sounds like something the late Rodney Dangerfield would have said.  I’m flipping…
  • Check Your Selling Gauges

    Tony Cole
    7 Aug 2014 | 8:06 am
    Back a few years ago, when I was teaching my daughter how to drive, I tried to teach her good driving habits. One critical habit that I tried to help her recognize was to read the gauges, or what they call in aviation, complete a radial scan. I explained to her that, prior to taking off in a car, you’ve got to make sure that there isn’t a light on telling you that your air pressure is low or that there’s an engine problem. There are several critical things that are often overlooked, but probably the most common mistake people make is failing to check the gas gauge.  They go out on…
  • 3 Critical Rules of Prospecting

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

  • Results You Can Achieve From The Visual Impact of Mind Maps

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

    Miles Austin
    7 Aug 2014 | 5:06 am
    When you’re writing a proposal or blog post, you need an outline to work from. The traditional method is to start at the top with your main point and then list supporting points and details. But mind mapping gives you a better and more flexible way to create outlines. Start by writing your main point at the center of the map. Now, brainstorm points that support your main point that are critical to include in your proposal. Once you have a handful of points down, take each point and brainstorm the details you want to include for each. This is not so different from writing a traditional…
  • 4 Ideas To Help Overcome Mind Mapping Hesitation

    Miles Austin
    6 Aug 2014 | 6:22 am
    Just staring at a blank piece of paper or a whiteboard? Mind mapping makes many tasks easier, but sometimes you may find yourself staring at a map unsure of where to go with it. If this is you right now, here are 4 ways to get over your mind mapping hesitation. 1: Ask Questions – Lot’s Of Them A great way to get out of any kind of block is to ask questions. Take an item on your mind map and throw one of the 5 Wh’s and 1 H at it – who, what, when, where, why, or how. Answering this question may open a door to a new point of view. 2: Chunk It Up Into Digestable Bites You may…
  • Reasons You Might Be Resisting Mind Mapping

    Miles Austin
    5 Aug 2014 | 6:08 am
    The pace of business is continuing to accelerate. Seeking ways to streamline our day and to work more effectively should be something we are all open to. Mind mapping is a great way to organize ideas and manage information. Brainstorming your business process, laying out the changing competitor landscape and even to clarify options available to pursue can all become easier to communicate and understand by using mind maps. Don’t ignore the help they can provide you in any area of your life. It’s quick, easy and fun, so why do so many people resist the idea? Terrible Drawing Skills…
  • Mind Mapping – The Foundation to Breakout Thinking

    Miles Austin
    4 Aug 2014 | 6:15 pm
    I have observed that the vast majority of successful sales people are not linear thinkers. Personally, my best strategic and creative thinking comes in front of an empty white-board, ending up with boxes, text and arrows pointing everywhere. It simply helps me get my ideas out of my head and into a format that others can see and I can capture for future work and modification. You might be the same way. If so, this 5-part series on mind mapping could be helpful to you and your career. Mind mapping is a powerful organizational tool that was developed in the 1960s by education consultant Tony…
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    Dealmaker365 Blog

  • What Sales Managers Can Learn From The Music Business

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

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

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

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

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

  • The Five Words Which Really Excite C-Lounge Residents

    Jonathan Farrington
    20 Aug 2014 | 4:53 pm
    So, yesterday I boldly stated that in “reactive sales situations” if we are on top of our game, we should not anticipate objections, because after rigorous qualification, we simply give the customer what they need or want, and achieve an appropriate profit for ourselves – “win-win.” (If you missed yesterday’s post, you should read it first, and catch up, because it is wholly relevant to what I am about to say next) Thinking about that last paragraph, there is one sub-statement that really stands out “give the customer what they need or want” But what if we are selling a…
  • Do We Really Need to Keep Discussing Objection Handling?

    Jonathan Farrington
    19 Aug 2014 | 4:54 pm
    The fairly short answer to this question is “Yes and no – it depends” Depends on what? Well, it depends on whether we are discussing a reactive sales opportunity, or a pro-active one. Allow me to explain: A “reactive sales opportunity”is when we are approached by a prospect or existing client, to provide a quotation/proposal/price. These days, that is called “inbound” They have pre-selected us as a potential supplier, because now, if it is true that these people are coming in much further up the “decision curve”they are already armed with most of the information they…
  • Knowledge is the Key to Becoming “Relevant”

    Jonathan Farrington
    18 Aug 2014 | 3:54 pm
    In days gone by, whenever anyone mentioned “knowledge,” there would be an immediate assumption that they were going to discuss product knowledge: That is understandable; even today, 80 per cent of all training budgets are spent (invested?) on teaching sales teams all there is to know about the “product range” The reality is that product knowledge is no longer a differentiator. It is a very basic requirement of all successful frontline sales professionals. In other words, it’s part of the entrance exam – not a higher qualification. Today, knowledge really is…
  • When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

    Jonathan Farrington
    17 Aug 2014 | 4:30 pm
    As I have said on numerous occasions, sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a “flashy” sales presentation alone alienates rather than persuades. The best salespeople regard the sales call as a two-way conversation – not a one sided pitch. Average salespeople score fairly well in their ability to provide customers with facts and figures, but top performers dramatically outscore the rest when it comes to…
  • It’s No Secret-We Can Only Control and Manage What We Understand

    Jonathan Farrington
    14 Aug 2014 | 4:28 pm
    There are two escalating pressures in today’s marketplace that are creating a need for a more disciplined approach towards sales opportunities: - The need to be more specialized and individualized in dealing with clients, because we can no longer afford to treat all situations in the same way. - The reality of competition: Often to increase market share, you must do so at the direct expense of the competition. The competitive intensity of the sales environment is escalating with the globalisation of the economy. These are the main “drivers” behind the demand that…
 
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    Inside Sales Thought Leadership Blog

  • Which Seating Arrangement Is Most Motivating for Your Inside Sales Teams?

    Brock Heath
    19 Aug 2014 | 11:30 am
    Your inside sales team’s focus and momentum can make or break your sales quota. And believe it or not, seating arrangements have a big effect on whether they can stay focused, gain momentum, and ultimately stay motivated. Everyone has sat next to that slacker inside sales rep who hardly made any calls all day. We’ve also all (I hope!) had a great sales superstar as a neighbor. Both can change the atmosphere on the sales floor, spreading their attitude and practices to the rest of the team — for better or for worse: How fast will your reps will hit their stride? Will they…
  • August Infographics

    Josiane Feigon
    18 Aug 2014 | 7:00 am
    You know it, you love it…let’s jump right in to this month’s favorite infographics. How to Influence & Persuade - Take a look at the science behind the art of persuasion. The Best Email Subject Line for Salespeople - A big study of email subject lines comes to an…intriguing conclusion. The 5-Minute LinkedIn Marketing Plan - A couple of short LinkedIn routines that add up to more than the sum of their parts. 7 Tips to Boost Productivity - There’s been lots of buzz around productivity in 2014, as evidenced by our recent eBook with Salesforce.com, but…
  • Study Proves Why Your Salespeople Love Living in No-Po Land

    Brock Heath
    15 Aug 2014 | 7:00 am
    There are many reasons why salespeople are wasting so much time with the No-Po’s who keep them away from the power buyer. The biggest reason is the fear that they won’t be able to hold their weight talking at the higher level. A new study from Corporate Visions confirm this. They surveyed more than 700 B2B salespeople, to understand what salespeople avoid. It turns out that most salespeople are not prepared to have high-value conversations: 26% feel unprepared when demonstrating financial justification 25% feel unprepared during negotiations 24% feel unprepared during…
  • Are Your Salespeople Oblivious to Your Feedback?

    Brock Heath
    14 Aug 2014 | 12:48 pm
    Inside sales managers are getting some mixed messages from the newest cohort of sales professionals: Millennials. They are impatient about career advancement… But have a sense of entitlement when it comes to working hard They say “gimme, gimme, gimme”… But they don’t run with it They are big multi-taskers… But they lose focus and need mentors They are fearless with authority… But need structure and direction They don’t like phone conversations… But like social network conversation They don’t like land lines… But they like automated dialers They…
  • 4 Things Inside Sales Managers Can Learn from Facebook’s Management Philosophy

    Josiane Feigon
    8 Aug 2014 | 7:00 am
    Facebook just opened a brand new office in New York City, prompting Quartz to interview their site director about Facebook’s management principles. Now, the sales floor isn’t a coding floor, not by a long shot. But people management is the same all over, especially when considering similar age groups. Millennials, the fastest-growing age bracket in sales, are a major component (if not the driving force) of virtually any tech company, including Facebook. Here are my favorite takeaways from the interview: Bring the FUN, but keep it relevant. “We don’t have a slide; we…
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    EyesOnSales.com

  • Manage Your Head Game From Your Back Pocket

    editor@eyesonsales.com
    21 Aug 2014 | 7:00 am
    It’s impossible to be mentally fit when your personal finances are all out of whack. You can’t focus on being successful when you’re stressed out about money and the poor financial choices you have made in the past. Which is why a big part of being mentally fit is making smart financial decisions — being financially fit. Just like getting in shape physically, it takes a long time to get back into shape financially. Some days it looks like nothing you’re doing is actually working. Weeks and months go by and it seems like you’re barely making a dent in the…
  • Discussing Price With Prospects - What to do first

    editor@eyesonsales.com
    20 Aug 2014 | 7:03 am
    SALES QUESTION: "I frequently speak with prospects that sound very interested in what we offer but once I email them the proposal, it's hard to get them back on the phone or to answer my emails. Why does this happen?" SalesBuzz Answer: If you've sent out (emailed) a proposal and aren't hearing back from your prospects, chances are your sales process (what sales questions you ask, when you ask them, why you ask them, how you ask them) has you missing one or more of these steps: Did you identify a problem and get agreement from the prospect that they want it solved? If you simply asked a few…
  • Are You Managing the Right Activities that Drive Sales?

    editor@eyesonsales.com
    19 Aug 2014 | 7:00 am
    If you’re in inside sales management, then you know all about metrics.  In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports.  They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what their conversion rate is, and on and on. When they ask me what I think, I tell them I think they’re measuring the wrong things.  Now don’t get me wrong – those things are important and they should be monitored.  The problem though is that…
  • 8 Prospecting Tips

    editor@eyesonsales.com
    15 Aug 2014 | 7:30 am
    In a perfect world, prospects would fall from the sky. There would be no need to hunt or chase people down, they’d simply just appear! Unfortunately, as we tune back into reality, we have to accept that prospects can be tough to come across. Many salespeople have exceptional product knowledge and people skills, but lack the prospecting abilities to actually put those skills into practice. There’s no escaping the fact that we have to prospect consistently in order to sell consistently. If prospecting is continuously slipping to the bottom of your daily todo list, here are 8 tips…
  • Questions to Help Open Up the Sale

    editor@eyesonsales.com
    12 Aug 2014 | 7:00 am
    Have you ever been in a closing situation that seems to have stalled, where your prospect isn’t really objecting, but they sure aren’t going where you want them to go?  If so, then you may find it necessary to re-open the close, so to speak, so you can get your prospect talking to find out exactly what they’re thinking and where they might be leaning.  This is especially true when you’re not sure how to respond to an objection or to how your prospect or client feels about a specific point or feature you just brought up.  At times like these, all you need…
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    The Accidental Negotiator

  • 5 Ways To Use A Deadlock To Your Advantage

    drjim
    15 Aug 2014 | 2:00 am
    You can use deadlocks to your advantage to get where you are goingImage Credit In a negotiation, reaching a deadlock is something that we all fear, right? Everyone views a deadlock, which is when both sides can’t agree on something that is being discussed, as a form of failure. We don’t want to fail, so we use all of the negotiation styles and negotiating techniques that we know to try to avoid deadlocks at any cost. However, it turns out that the clever negotiator knows that deadlocks are something that they can use to their advantage if they know how to go about doing it correctly.
  • The Power Of Parallel Negotiating Tracks

    drjim
    8 Aug 2014 | 2:00 am
    There can be more than one way to reach a dealImage Credit All too often in a negotiation we encounter a situation where no matter what negotiation styles or negotiating techniques we use, we are told to “take it or leave it”. This can be a big roadblock when it comes to finding a way to reach a deal with the other side. The good news is that there is another way. If you know how to use parallel negotiating tracks, then you just might still be able to reach a deal. What Are Parallel Negotiating Tracks? To put it as simply as possible, a parallel negotiating path is simple a type…
  • Planning Negotiations With Multiple Parties

    drjim
    1 Aug 2014 | 2:00 am
    Coordinating multiple schedules can be very difficultImage Credit Although we can spend a lot of time talking about the best negotiation styles and negotiating techniques to use during a negotiation, sometimes just getting the appropriate parties together can be the biggest challenge of all. We live in busy times and the more people that have to be involved in a negotiation, the more complex organizing it can become. As a negotiator, we need to be aware of this and learn to work with it. The Power Of Planning All too often it can be very easy for a negotiator to focus on what will be…
  • Negotiating With Iran: How Was A Deal Reached?

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

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

  • How To Handle An Awkward Question

    Paul Castain
    21 Aug 2014 | 6:51 am
    Sometimes things get weird with clients and prospects. Not because we made it weird but because they asked something that made it so. It could be anything from “How much commission will you make on this?” to personal questions about your faith, marital status or even just a stupid question that has us asking ourselves “Where the [...]
  • Getting Back To School With Your Selling Skills

    Paul Castain
    19 Aug 2014 | 1:52 pm
    Years ago,I heard something that I’ve never forgotten! It was a study that found that the average person pretty much stops learning by the time they finish their formal education! Because I’m an ass, and love to dramatize a point, I can’t help but think . . . If people are living longer and with the cost of [...]
  • How To Outsell Your Competition!

    Paul Castain
    19 Aug 2014 | 9:20 am
    I’m going to win the brevity award for this one and I suspect that most people will dismiss this simply because of its simplicity. That’s actually a good thing if you do . . . Because there will be more business for the rest of us  Painfully obvious “I know that” moment coming at cha in 3,2,1 . [...]
  • Stop Looking Solely For “Pain” With Your Prospects

    Paul Castain
    18 Aug 2014 | 9:10 am
    From the beginning of time, we were taught that we have to uncover the “pain”. So, being the good law abiding aspiring sales rock stars that we are, we put all this artillery fire on searching for pain . . that may or may not be there! I see  two flaws to this logic. 1)   If there isn’t any [...]
  • Do This And Sell More Instantly

    Paul Castain
    13 Aug 2014 | 10:48 am
    Sorry gang, but I caught you! Looking for a quick fix! Instead of being lured in by the title, why don’t you go back and actually read the post from this morning on Taking Action. Then go do it and . . . Stop looking for quick fixes and concentrate on getting your uniform dirty instead!
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    The Missing Piece to Sales Success - sales blog by Alen Mayer

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

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

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

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

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

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

  • Sales Mgmt: don’t over complicate it….

    kenthoreson
    18 Aug 2014 | 10:40 am
    Sales Leadership: Don’t over complicate it… Last week I almost lost it.  While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. My job was to keep them on topic but in this case I took over; they were discussing an important new program that is a Critical Sales Factor for this year- and the program was not working. As I began to peel back the layers of the issue as to why clients were not adopting the program it became…
  • Life Enrichment: Be a Top Performer

    kenthoreson
    11 Aug 2014 | 5:23 am
    The Difference Between Average and Top Performers In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though a variety of ideas I realized it maybe a common concept that ALL sales leaders must reinforce to their teams. Whether it is a January Kick Off event, a Monday morning sales meeting or a quarterly salesperson review session, sales managers must sell the need to “Plan for Success”. Planning for success means you build a sales organization that is not opportunistic in account…
  • Smart Salespeople: Power Network Map

    kenthoreson
    5 Aug 2014 | 5:17 am
    Smarter Salespeople: Power Network Map This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention… During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. One action was to assign each salesperson to at least one local networking/association event per month. If you aren’t doing this now, make it part of your active sales activity planning session. In fact, just…
  • Life Enrichment: Passion

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

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

  • The Essentials of Social Media - Free Kit

    20 Aug 2014 | 8:20 pm
    The Essentials of Social Media, brings together the latest in information, coverage of important developments, and expert commentary to help with your Social Media related decisions.The following kit contents will help you get the most out of your Social Media research:Get a Real ROI From Social in 5 StepsSocial Marketing for Lead GenerationBYOP: How Mobile and Social Are Creating New User PersonasThe Essential Guide to Social Media for NonprofitsRequest Free!
  • The Essentials of CMO's Free Kit

    20 Aug 2014 | 9:50 am
    The Essentials of CMO's, brings together the latest in information, coverage of important developments, and expert commentary to help with your CMO related decisions.The following kit contents will help you get the most out of your marketing research:How Marketing Automation Impacts Your BusinessFive Lies Every CMO Should Know About Going MobileThe CMO ToolkitEngage Customers by Delivering Personalized Digital ExperiencesRequest Free!
  • Planning and Executing Webinars That Generate Leads

    20 Aug 2014 | 12:00 am
    People who sign up and show up are motivated to solve a problem or fill a need, and they already trust you to some degree. You want to make sure that the webinar you produce meets their expectations – while maximizing your opportunities for conversion. Webinars have much in common with real-world events and can deliver a similar quality of leads, at a lower cost per lead. Producing a webinar provides its own set of unique challenges, but with strategic planning, a project approach, and attentive execution, you’ll find yourself creating thoroughly professional webinars.Request…
  • Best Practices for Setting Up a Lead Scoring System

    20 Aug 2014 | 12:00 am
    Today’s marketing departments can ill afford to waste time chasing after the wrong prospects. Budgets are tight, marketing staffers are overworked, and marketing managers have their hands full running the show. But, by taking the time to set up a lead scoring system, you can assign points to potential prospects, target the attributes most often associated with serious customers, and more easily separate the wheat from the chaff.Request Free!
  • Got CRM, Why You Need Marketing Automation, Too

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

  • 10 Best Workout Apps

    caitlinhoward
    15 Aug 2014 | 6:48 am
    By John Corpuz (tomsguide.com) Whether you’re new to working out, or you hit the gym religiously, there’s something for everyone in these 10 best workout apps. 10 Best Workout Apps 
  • 10 Ways To Sit Less At Work (Even If Your Boss Won’t Spring For A Treadmill Desk)

    caitlinhoward
    15 Aug 2014 | 6:29 am
    By Laura Vanderkam (Fast Company) With sitting being likened to the new smoking, it’s important to learn some options to keep you healthy and active. Learn 10 easy ways to sit less at work that don’t require an expensive treadmill desk. 10 Ways To Sit Less At Work (Even If Your Boss Won’t Spring For […]
  • The 6 Elements of a High-Performing Modern Sales Culture

    caitlinhoward
    15 Aug 2014 | 6:03 am
    By Jim McDonough (Hubspot.com) The elements of a sales culture today are a lot different than they were twenty years ago and include a lot more technology. Follow these tips to bring your sales team into the 21st century. The 6 Elements of a High-Performing Modern Sales Culture
  • How to Get Your Emails Opened (Infographic)

    caitlinhoward
    15 Aug 2014 | 5:49 am
    By Geoffrey James (Inc.com) You’re never going to get a response to your sales email if your prospects won’t open your emails. Learn the best tips for writing a subject line that will help you get more sales emails opened! How to Get Your Emails Opened Infographic
  • Jump Start the Second Half of 2014: 3 Analytics-Based Metrics to Boost Sales Performance

    caitlinhoward
    5 Aug 2014 | 1:04 pm
    By Sean Gordon, CEO of Intelliverse Mid-year is a great time to go back to the drawing board to evaluate your mid-year sales figures and see where you truly stand. The good news is there’s still time to make some smart mid-course adjustments even if you may have made some bold and fearless sales forecasts back in […]
 
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    Sharon Drew Morgen

  • Why Buyers Aren’t Buying

    Sharon Drew Morgen
    18 Aug 2014 | 1:06 pm
    You offer information well before prospects know what to do with it. You offer information well before prospects have assembled their complete buying decision team and have heard all voices to define need. You offer information well before prospects have attempted to decide between a work-around, their current vendor, or the best type of solution possible. You attempt to make an appointment before the full Buying Decision Team has been assembled and you have no idea where they are along their decision path. You are not offering to facilitate their decision journey and manage the change, but…
  • What Makes A Prospect A Buyer?

    Sharon Drew Morgen
    12 Aug 2014 | 12:08 pm
    A colleague recently said he was waiting for a deal to close. How did he know it would close? I asked. “Because someone contacted me, and we’ve had several discussions. In our last chat we discussed price.” SDM: What percentage of the buying decision team does your prospect represent? A: There are only 4 people on the team, so 25 per cent. SDM: Any influencers? A: I have no idea. SDM: Where is he along his buy path? Stage 3 where one person does preliminary research? Stage 8 where decision team members choose between an external resource or an internal workaround? Or Stage 11 when they…
  • Is Your Follow Up Effective?

    Sharon Drew Morgen
    5 Aug 2014 | 1:53 pm
    Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you? Or where they are along their decision path – their steps from idea to consensus, from change to choice, that buyers must address – while we sit and wait, hoping they’ll close? With a focus on understanding need and placing solutions, you may have no idea what stage they are at: did you originally connect when they were first considering possibly fixing something? Or when they were comparing your solution to an…
  • Selling with Integrity

    Sharon Drew Morgen
    5 Aug 2014 | 4:00 am
    What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees? I’d like to talk about what that means for me…and admittedly, I’m a hammer looking for a nail: I”ve written a NYTimes Business Bestseller (now-outdated) on the subject (*Selling with Integrity: reinventing sales through collaboration, respect, and serving). So excuse my rant. But rant I will. SOLUTIONS VS. CHANGE MANAGEMENT The sales model is designed to place solutions: sellers…
  • Why Aren’t Buyers With Needs Buying?

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

  • Why You Want to Ignore GPA When Hiring Sales People (Or Anyone At That Matter)

    Keenan
    20 Aug 2014 | 12:24 pm
    If GPA matters to you when hiring sales people, you are losing out on some of the best talent. GPA has no correlation to job success (Google) or success in general (How Children Succeed, Paul Tough).  GPA is a useless measure when it comes to hiring and using it as a hiring criteria is only hurting you, your team, and your organization. “G.P.A.’s are worthless as a criteria for hiring, and test scores are worthless. … We found that they don’t predict anything.” — Laszlo Bock The goal of hiring is to find people who can do the job. It’s that simple. Nothing else…
  • We’ve All Been Duped

    Keenan
    17 Aug 2014 | 1:21 pm
    If you missed Venture Beat’s post the other day on these stats you’ll want to go check it out, cause it appears we’ve ALL been duped.   I’ve seen these numbers so many times I, like most people, have come to accept them as fact. Haven’t you? Although I don’t believe I’ve blogged about these numbers, I know I have verbally tossed them about with peers and customers.  Now that it appears they are fake, I’m a bit embarrassed. I tried looking for similar stats to see if someone else or another company had done a similar study that was close to…
  • Creativity Strikes Again (On24 Kills it!)

    Keenan
    16 Aug 2014 | 10:38 am
    You know how much I love creative shit. I could talk for hours about creativity AND how creativity is the difference between winning and losing. Creativity is the shit and the cats over at On24 have lit up the creativity Christmas Tree with this funny and creative video. How to Webinar! Not only is it creative, but it’s not boring. Most companies are boring. There is nothing fun or exciting about GoTo Meeting or any other conferencing platform for that matter and On24 is capitalizing on the fact the industry is boring. Here’s the message, don’t be boring and be creative.
  • Why Missing Quota In Q3 Is What You Need

    Keenan
    11 Aug 2014 | 12:24 pm
    When it comes to making quota there are a number of critical success factors, but the most critical and often undervalued is time. Time is without a doubt one of the most critical and important elements to making quota. The more time we have, the higher the probability we make quota. The less time, the lower the chances we have. Time is our best friend. Don’t believe me? Then ask yourself this question, how do you feel the last day of the quarter when you still haven’t made quota vs how you feel the first day of the quarter when you have 90 days to make your number– Exactly!
  • The Lie, The Time Waster and the Bullshit (A Lesson for SaaS Sales Teams)

    Keenan
    6 Aug 2014 | 7:28 am
    A Sales Guy Recruiting is in the market for a new ATS (applicant tracking system). We’ve reached out to several of the leaders in the space and I have to tell you, if their sales organizations and approaches are any indication of the type of company they are, I’m in a lose lose. One company in particularly, and ironically it’s the front runner, has been the most egregious in their incompetence. I reached out to the company for a demo and to learn more. I didn’t hear from them for two weeks. Frustrated, I tweeted my dissatisfaction and low and behold I get a call…
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    Sales Motivation and Sales Training

  • How to Lower Your Price Without Lowering Your Price

    TheSalesHunter
    21 Aug 2014 | 1:10 am
      The sales call was not perfect. You’re about to close the sale and you get hit with the issue your price is too high. No need to panic. Here’s the deal — the cost of what you’re selling is not what you think it is.  Your price is driven by the length of time […]
  • Today’s Expectations are Tomorrow’s Norms

    TheSalesHunter
    19 Aug 2014 | 10:13 pm
      Successful salespeople are disciplined. Leaders are disciplined. Successful business people are disciplined.  Regardless of your position, to be successful you have to be disciplined. Disciplined people know there are always things to work on.  This is why I say, “Today’s expectations are tomorrow’s norms.” If you’re reading this and you’re a sales manager, I want you […]
  • What You Must Know About Being a Trusted Advisor

    TheSalesHunter
    19 Aug 2014 | 2:07 am
      I was reading an article the other day that talked about young people buying luxury cars.   What jumped out to me was a dealership chairman acknowledging how the sales process is constantly changing. He matter-of-factly went on to say that forcing outdated sales processes on to current customers just won’t work. His salespeople […]
  • Sales Motivation Video: Connecting with Customers After Their Vacation

    TheSalesHunter
    17 Aug 2014 | 11:39 pm
      Often it is easy to notice when your customers or prospects are on vacation, either because of their outgoing voicemail message or their auto-reply email indicating they are away from the office. Pay close attention to these and then use the information when you connect with them a few days after their vacation. Check out […]
  • VIDEO SALES TIP: How To Use Social Media the Right Way

    TheSalesHunter
    16 Aug 2014 | 4:21 am
      Are you using social media the right way in your sales process? Unfortunately, many salespeople are not!  I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Be […]
 
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    Partners in EXCELLENCE Blog -- Making A Difference

  • If You Aren’t Building Value, Someone Else Is!

    Dave Brock
    21 Aug 2014 | 5:56 am
    Well, actually, even if you are building value, someone else still is.  We win by creating superior, differentiated value–relevant to the customer.  But I’m getting ahead of myself. If you’ve been reading this blog for any period of time, you know that in order to win–we must go far beyond our value propositions.  We must build and create value in every interaction with prospects and customers. This starts from the very first time they may become aware of us–whether through searching and finding our websites, word of mouth from another customer, social…
  • Stop Wasting Time On Forecasts!

    Dave Brock
    19 Aug 2014 | 11:45 pm
    Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts.  An article I wrote several years ago, The Most Used, Useless Metric In Sales has been republished in several venues–creating some discussion.  With clients, with people in email (Adam, thanks for reminding me), and others, there have been lots of discussions about forecasting. To be honest, I think we spend way too much time on forecasts.  To my way of thinking, the forecasting discussion a manager has with the team shouldn’t last much longer than an hour…
  • We Caught ‘Em, You Skin ‘Em (The Saga Between Marketing And Sales — Part 2)

    Dave Brock
    18 Aug 2014 | 11:45 pm
    In my last post, I outlined how buying has changed.  I created a case for engaging our customers differently, more effectively.  But what’s this mean for what marketing and sales actually do?  How do we work, together, to engage our customers more effectively? Marketing and sales can no longer work separately, but must collaborate in facilitating the customer buying process.  Those things we relied on in the past—strong brands, great products, competitive price/value proposition are now table stakes. Now the differentiator is the customer buying experience—how marketing and sales…
  • We Caught ‘Em, You Skin ‘Em (The Saga Between Marketing And Sales — Part 1)

    Dave Brock
    18 Aug 2014 | 6:14 am
    We’ve all heard some variation of the same story:  Two hunters are in the woods, they’re separated.  All of a sudden one hunter runs by the other at top speed screaming his head off.  He’s being chased by a bear.  As he passes the other hunter he yells, “I caught him, you skin him!” Sometimes that seems a perfect description of the relationship between marketing and sales.  Marketing spends it’s time trying to create demand—any kind of demand.  They “caught the leads,” it was sales responsibility to “skin them.” But in this story, sometimes it seems marketing and…
  • Who Is The Customer Experience For?

    Dave Brock
    14 Aug 2014 | 11:46 pm
    The answer to this question seems obvious, the customer experience, whether it is buying, post buying, or anytime they engage our company, is for the customer. It’s the experience they should have in every interaction with our organization.  When they are looking for information, how do they find it?  Is it meaningful, relevant, and timely?  When they engage in a buying process, do we align with how they want to buy, creating value in each step of the process?  When they buy, do we support them in the ways that are helpful and responsive to them?  When they don’t buy from us,…
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    Media Sales Today

  • Active Listening Starts Before the Sales Call

    Jessica Helinski
    20 Aug 2014 | 10:45 pm
    To be a good salesperson, one must be a good listener. That’s the message of a post by Janet Spirer for Sales Training Connection. In fact, she believes that good listening actually begins before a sales call.
  • Digital Marketing Makeover Tops CMO List for 2015

    Kathy Crosett
    20 Aug 2014 | 10:00 am
    Earlier this week, I highlighted a Korn Ferry study that highlighted frustration in the CMO profession. While the CMO office sees plenty of turnover, some CMOs and marketing professionals are taking stock of what they’ve accomplished in the past year. They’re also setting goals and spending plans for next year according to the recently-released CMO Council State of Marketing report and some of these plans could spell opportunity for media sales reps.
  • Marketers Get More Recall with Synched TV-Social Campaigns

    Kathy Crosett
    20 Aug 2014 | 8:00 am
    What’s the first thing many TV viewers do when the ads come on? If they have a second screen in front of them, it’s likely they are checking social media or engaging in another activity that decreases the attention they’d normally give to TV ads. This kind of behavior is exactly why platform companies like Collective and wywy are encouraging advertisers to synch their online and social advertising with their TV ads to maximize impact.
  • Stay Productive in Dog Days of Summer

    Courtney Stone
    20 Aug 2014 | 2:00 am
    I came across a post with ideas on how to stay productive during the summer. Start-up entrepreneurs submitted the tactics they actually employ in their offices, so I found it to be useful and quite inspiring. Keep in mind that you can tailor these to suit your own needs within your sales team. And you salespeople can SUGGEST these to your managers. Or, heck, even initiate one of these ditties on your own! Upstart Business Journal compiles the ideas here.
  • New video! AE Closes a $9,600 Mobile Campaign; Another Sells a $28k TV Campaign

    Faye Oney
    19 Aug 2014 | 12:00 pm
    The 2nd quarter 2014 Sell Smarter Awards podcast features case studies from two media salespeople who earned a Sell Smarter Award.
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    Dave Stein's Blog

  • Secrets of an Independent Sales Consultant

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

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

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

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

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

  • You Can’t or You Won’t?

    Tibor Shanto
    21 Aug 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  I am luck in the fact that I work with sales professionals, at all levels of their organisations, and as a result learn almost daily. I also see many similarities in B2B sellers regardless of the industry that they serve. One interesting characteristic many share is confusing ability with will. I find there are two common reasons for this, one is the fear of change, of the unknown, and the discomfort of breakthroughs. The second reason usually has to do with conditioning, and life experience, “built in” notions of “how” we are supposed…
  • Seriously – You’re Not That Different – Sales eXecution 264

    Tibor Shanto
    18 Aug 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  Being different seems to be really important to some people in sales. From their buyers, to product, to the way the sell, people want to cling to being different. It is like “Difference” is some sort of badge of honour, a reason to pay a premium, or worse, a rationale for results. You often hear people talk about how the complexity of their sale makes it different. But all sales are complex in their own way, just because one may have more moving parts than another, does not make it more complex or different. Sure the moving parts…
  • KPI’s – What Are They To You?

    Tibor Shanto
    14 Aug 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca Talk to any ‘executoide’, and KPI’s (Key Performance Indicators) are bound to be part of the conversation. Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. I often get the sense that many see KPI standing for Key Political Initiatives or Key (to my) Personal Incentive. As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. Determined in advance, measurable and quantifiable, they are…
  • Social Style Cold Calling – Sales eXecution 263

    Tibor Shanto
    11 Aug 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  As we have all noticed more and more companies are putting the Twitter and Facebook icons/logos not only on their marketing materials, but on trucks, and the signs on their buildings. In some instances they include their twitter handles, other cases not. I know I put my handle out there to help follow me, view my content, get a chance to see what I am about, and in general to invite them and encourage them to interact with me and my work. While some have called me odd, I figure that others have similar motives for displaying their “social…
  • The Best Working E-Mail Subject Lines

    Tibor Shanto
    7 Aug 2014 | 12:33 am
    By Tibor Shanto - tibor.shanto@sellbetter.ca  One of the critical elements to success in prospecting is getting the person to open you note. If they do not recognize the sender, the next most important factor is the subject line, and if you like many prospect using e-mail, the subject line becomes the key difference between being opened and potentially starting a sales cycle, or being deleted. While and some guests have shared proposed best practices around e-mails, ContactMonkey has just released some interesting insights about good, bad and other types of subject lines. I have mentioned…
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    Talking Media Sales

  • Handling Objections – The Real Story

    Stephen Pead
    11 Aug 2014 | 3:41 am
    Objections……we’ve have heard every single version of them; we’ve attended training sessions where we’ve learnt how to overcome them; we’ve role played and practiced handling them – yet they keep coming back to challenge us. Day after day, week after week, month after month. But why? It comes up every time Most times when I talk to a sales manager or salespeople about implementing sales training one of the first subjects that must be covered is handling objections (the second subject is time management!) Everybody makes a big deal about objections – how important it is…
  • TGIF

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

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

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

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

  • Is this the new reality?

    Jonathan Brickman
    1 Aug 2014 | 6:50 am
    I don’t buy it completely, but there is a lot to be said for the shift in distribution of information.   What this says to me is – you better be “listening” to your clients more than ever, in every medium they exist.  
  • Entrepreneurs

    Jonathan Brickman
    31 Jul 2014 | 6:47 pm
    Where does this special breed come from? I wonder… I had a beer with a couple young turks from my alma mater (Carnegie Mellon University) and, on one hand, I was so pleased to see the recent support for entrepreneurial activity; yet, on the other hand, was disappointed to learn that the core education has not evolved to include any emphasis on business formation… Education at CMU is still very much focused on skills, getting a student ready for a job…as opposed to grooming someone to start a business. I think that’s a real tragedy when there lies so much raw talent to…
  • Make it easy to buy

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

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

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

  • It’s All About the People: A Review of "Never Be Closing"

    21 Aug 2014 | 5:30 am
    If you haven’t already noticed, I like to read quite a bit. Quite a lot, I should say. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about. So, while I started the book with a lot of skepticism, to my surprise, I actually ended up really liking it. Now, with that…
  • Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

    19 Aug 2014 | 6:17 am
    Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for…
  • Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

    14 Aug 2014 | 6:21 am
    Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. No doubt ViewPoint readers will find it worth the read. On the dust cover, John writes: “Most people already know that the days of knocking on doors and hard selling are over. But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” And that’s why he wrote this…
  • Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

    12 Aug 2014 | 6:49 am
    Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for…
  • B2B Mobile Marketing: 15 Ideas You Can Use Today...

    5 Aug 2014 | 6:00 am
    Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace.
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    Results Count ... everything else is conversation.

  • What is your personal hashtag … Do you need one?

    Chris Petersen
    19 Aug 2014 | 11:47 am
    #YOU is an interesting exercise in defining what is important Image Credit: jks Lola; PublicDomainPictures.net With hashtags being mainstream and so prolific in social media, I would venture to say most people have at least followed a trending topic with a hashtag. You have seen the famous one #tbt (#throwbackthursday) or, how about the social media campaign sweeping the nation #icebucketchallenge for the ALS Association? Even if you don't get into the "hashtag craze" on social media, consider this for one moment: Why would you ever create your OWN hashtag? What one or two words define and…
  • 7 Critical Questions required for Business Decision Precision

    Chris Petersen
    12 Aug 2014 | 11:51 am
    Today's stakes are too high for "Lies, damned lies, and statistics" Image Credit: Stuart Miles; Freedigitalphotos.net Collecting data is certainly not new. However, with the advent of "Big Data", there is almost a blind faith that if we can collect more data, link it all together, we will suddenly become more intelligent and make better decisions. The challenge with all the data available today, is how do you make sense out of it? The typical answers are "data mining" and analytics. Just because you put mountains of data through a computer to generate more elegant views of it, doesn't…
  • 5 creative retailers actually using Pinterest to grow sales

    Chris Petersen
    4 Aug 2014 | 1:50 pm
    Pinterest is no longer just fantasy football for women... Image Credit: Pinterest.com We have posted previously that Pinterest is the social media that is like "fantasy football for women". And make no mistake about it, the majority of heavy Pinterest users are women. Women seem to like the ease of being able to "pin" (save) visual images of things they find while searching on the web. Like all social media, the power of Pinterest comes from users sharing things with their network. For retailers who are already stretched, the question becomes one of where to invest time and resources. Does…
  • Which retailers can survive on a 1% conversion rate?

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

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

  • If you train a monkey to sell, who gets the commissions?

    Michael Boyette
    20 Aug 2014 | 5:00 am
    There’s a big dispute raging on the Internet these days, involving what in my opinion is the best selfie ever posted:Here’s the back story: In 2011, photographer David Slater was taking pictures of Indonesian macaques, when one of them snatched away his camera and started snapping his own pictures. One of these photos made its way onto Wikipedia Commons as a copyright-free image.Photographer Slater objected, insisting he held the copyright to the image.Not so, said Wikipedia. The monkey took the picture. So under the copyright code, it would belong to him. But animals can’t…
  • When training goes bad: the Comcast saga continues

    Michael Boyette
    13 Aug 2014 | 5:00 am
    In an earlier post, I reported on an overeager Comcast customer-service rep’s misguided efforts to save a customer from defecting. And I wondered whether it was a case of training gone awry. I mentioned a well-established technique — the Five Whys — that we teach in our own sales-training platform, and I fretted that perhaps this rep had been taught this technique but not how to apply it correctly.Well, there’s some good news and bad news.The good news (for us): It wasn’t our training.The bad news (for Comcast): It was their training.Someone leaked a copy of…
  • If it doesn’t hurt, you’re not doing it right

    Michael Boyette
    6 Aug 2014 | 5:00 am
    We all like to get good feedback. For some — including many who design and deliver sales training — it’s how they get evaluated. If the training gets rave reviews from learners, it’s judged a success. If you get lots of complaints, well … maybe it’s time to find a new line of work.The only trouble is, high marks from users don’t guarantee that the training was effective. In fact, they could mean just the opposite.Desirable difficulties Earlier this year, I had an opportunity to visit the Bjork Learning and Forgetting Lab at UCLA — one of the…
  • To win more sales, teach salespeople how to wing it

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

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

  • Aug 20, Free Sales Training and Motivation Tool

    20 Aug 2014 | 3:38 pm
    A free self improvement and motivation sales training tool, called Need-to-Close-Chains. The Need-to-Close-Chain is used by successful sales professional s and team managers worldwide. This training tool builds new neural pathways that focus you mind on selling and help you to think on your feet. As a motivation tool it can prepare you for your next sales appointment by getting you into a top selling state in seconds. As a sales training tool the Need-to-Close-Chain teaches you to link the needs of the buyer to features and then to benefits. I’ve also followed the Need-to-Close-Chain…
  • Aug 17, Free Sales Training and Team Meeting Content

    17 Aug 2014 | 2:39 pm
    Free sales training ideas and meeting content that you can use to give you inspiration for presentations or discussions. Running sales teams and presenting training on a regular basis means that you have to come up with new ideas and innovative viewpoints that not only work but keep people interested and focused. Well here is a resource that will help you to do just that... The Sales Buzz back Issues The Sales Buzz is the free e-zine that we send out from the website sales-training-sales-tips.com. In each edition you’ll find sales tips, techniques, and viewpoints and discussion topics from…
  • May 1, Sales Training – A simple technique that gets you out of a rut

    1 May 2014 | 12:24 pm
    Sales people stuck in a rut, don’t know why you can’t close deals, need to get your results increasing quickly. No matter how long you have been in sales there will be a time when you need to get back on track and raise you game. This simple sales training technique has worked well for me for 25 years and helped my teams to understand why their sales are not closing. Once you know why customers are not buying and where in the process the sale is coming to a halt you can take action. And this simple technique will show you exactly what you need to do So if you want to increase sales by…
  • Apr 16, Sales Techniques - Emotional Selling Techniques

    16 Apr 2014 | 12:35 pm
    Sales Techniques – What part does emotional selling play in your sales pitch. You’ve probably heard of emotional selling or impulse buying. It’s used a lot in retail sales and forecourt selling. We’ve all grabbed a chocolate bar from the shelf next to the checkout, well that was an impulse purchase that played on your emotions. But what about in your industry or market place, do you use emotional selling techniques in your sales pitch? Can you increase sales by getting your buyers to make purchasing decisions based on emotions? You will be surprised by how you can add these sales…
  • Apr 12, Sales 101 - For people new to selling

    12 Apr 2014 | 8:32 am
    New to selling, then sales 101 is just what you need. This section of our sales training website gives you the basics of the selling process. Building a sales pitch Understanding benefits and features Handing objections In short - Sales 101 shows the beginner how to close more sales When you first move into sales, or you start your own business and have to sell as part of your role, where do you start. When I'm training peopls new to selling I start with an understanding of the basic sales process. When you have a basic structure you can build a great sales pitch and have a process to get you…
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    Revenue-IQ

  • Joining Buyers’ Conversations

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

    Chris Arlen
    5 Aug 2014 | 4:20 pm
    Large accounts, national accounts, elephants, whales. These are big business opportunities (we’re not talking about real animals, right?). Whales are sought after in new sales and as incumbent rebids because their capture means getting, or keeping large revenue streams, profits and jobs. You love them because just a few will fill up most of your firm’s revenue totals. And their high-name recognition helps you get smaller fish just because you have a whale or two. But boy howdy; whales are demanding, and they know it. Courting them for a new sale, they expect you to break…
  • Creating the Perfect Salesperson

    Chris Arlen
    17 Jul 2014 | 2:30 pm
    Imagine you’re Doctor Frankenstein (he was the creator, not the monster) and you have the ability to create the perfect salesperson (not a monster). You pick the parts that make the perfect selling machine; looks, personality, character , skills and knowledge. If you went ahead with this exercise you’d identify the skills and knowledge that would be killer for selling – that is once you got past the looks and personality fantasy. This mad scientist exercise would be like a super, self-help assessment to be remade from the ground up. A zero-based you, as the perfect sales machine.
  • 3 Lies that cripple Incumbent RFP Responses

    Chris Arlen
    21 May 2014 | 7:30 am
    We lie to ourselves. We think we look good in plaid; that pasta in cream sauce has no calories if enough wine is consumed; that working harder is the best way to success. We lie to ourselves because it’s easier to keep old ideas than change our behavior. We lie to ourselves as incumbent suppliers because we know the exact date our contract is up and can reasonably predict when the RFP will be released. Yet we anxiously wait until that RFP is out before starting to work on it – and as a result, increase our late work nights, stomach acid, and potential errors and omissions. We…
  • Up-selling and cross-selling are dead

    Chris Arlen
    25 Apr 2014 | 5:12 pm
    Forget about up-selling and cross-selling, they’re legacy terms and concepts, and in fact, they’re dead. Why? Because of these two b2b sales realities: #1) Sales are polarizing to very big or very narrow deals Up-selling and cross-selling are slowly being eclipsed by the enterprise-wide solution sale (I’m calling them premium sales), or they’re being limited to the one-off, core sale. This happens because customers will either have a large charter to buy, or a narrow, limited ability to spend. Reps can only sell to their customers’ level of authorized buying.
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    TopLine Leadership » Sales Leadership Blog

  • Two Sales Coaching Strategies to Boost Sales Performance

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

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

    Kevin Davis
    9 Jul 2014 | 4:18 pm
    A lot of companies approach us with the question of how they can develop great sales coaches. Among other ideas we discuss, I focus on three sales manager habits that I know constitutes “great” coaching because I see the positive … The post 3 Habits of a Great Sales Coach appeared first on TopLine Leadership.
  • Boost Sales Team Morale in 3 Weeks

    Kevin Davis
    12 Jun 2014 | 10:13 pm
    How do you boost sales team morale in just 3-weeks? Recently a Sales VP who had just attended one of my Sales Coaching & Leadership Workshops asked me that very question. He was under a lot of pressure from his CEO to improve … The post Boost Sales Team Morale in 3 Weeks appeared first on TopLine Leadership.
  • Why Salespeople Don’t Use CRM & What to Do About It

    Kevin Davis
    27 May 2014 | 10:08 am
    Albert Einstein had a sign on his office wall: “Not everything that counts can be counted, and not everything that can be counted counts.” Albert should have been in Sales Operations, because his sign explains why so many companies who … The post Why Salespeople Don’t Use CRM & What to Do About It appeared first on TopLine Leadership.
 
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    Sales & Marketing Effectiveness Blog

  • Want to Win More and Forecast Better?

    21 Aug 2014 | 3:45 am
    Are we going to win?  When will the deal close?    If these two questions aren’t ringing in your ears, you’re not in a sales job. All sales pursuits that go the distance reach a common crossroads.  It becomes clear that the customer is committed to buy from someone.  But: You cannot be sure it’s your deal.  You might be leading; you may be trailing.   You’d kill to know where you stand.  Wouldn’t it be great to know how to adjust?
  • New Podcast: Mitel CMO Martyn Etherington Discusses Leveraging Buyer Personas

    20 Aug 2014 | 11:58 am
    Mark Synek interviewed Martyn Etherington, CMO of Mitel this week. The topic was the creation, and use, of buyer personas. Go here and spend 30 minutes listening to Martyn’s wisdom.
  • Are Your Sales Territories Keeping Pace with Customers?

    20 Aug 2014 | 3:45 am
    Sales reps want to be productive. Productivity results in quota attainment and job satisfaction. If they’re unproductive, they’ll likely become frustrated and leave. To be productive, they need potential. One root cause of rep turnover is an unproductive account/territory assignment. Often, territory assignments are outdated and have not kept pace with market changes. Worse, assignments are made arbitrarily without any thought of balancing potential among sales reps.
  • Hubspot’s CEO Brian Halligan Answers Tough Sales Questions

    19 Aug 2014 | 9:30 am
    Hubspot’s INBOUND 2014 Conference is one of the better conferences of the year. You should attend and can register here. Recently, I had a chance to ask Brian Halligan, Hubspot’s CEO, these 4 difficult questions: When you miss a revenue goal, how do you diagnose root cause? What causes you (CEO) to lose confidence in your sales leader? Why do CEOs give unrealistic revenue targets to their head of sales over half the time? How long does a new head of sales have to prove himself to the CEO?
  • The Power of a Win/Loss Analysis

    19 Aug 2014 | 3:45 am
    Your team just landed that big deal.  The one that has been out there for weeks.  You feel great.  Your rep is figuring out how to spend their commission.  Your sales manager has that swagger.  All is good; you made the quarter.  Guess what?  Today is a new day, with a new number.  How do you replicate last quarter’s success going forward?
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    web2.salesforcesearch.com

  • 3 Reasons Why Following Up with Your Sales Lead is a Bad Idea

    Justin Proctor
    21 Aug 2014 | 6:05 am
    If you've spent any time at all reading up on ways to improve your sales game, you've no doubt read over and over the importance of rapid, consistent follow ups to every lead, every closed sale, every form of contact that might conceivably lead to a sale. And that's not bad advice, as far as it goes-far more sales people have a problem with not following up than with following up too much. But today, we're going to discuss the times when following up on that sales lead isn't a good idea-those times where jumping on a sales lead will only lead to wasted hours, chronic headaches, and maybe even…
  • How to Make Your Sales Team Perform Better

    Scott Lombardi
    20 Aug 2014 | 10:05 am
    Anyone looking to make their sales team perform better should be considering a few key factors in their endeavor: Methods of selling, methods for improving, and methods for maintaining morale. These three areas together determine what you can expect from your team, and if any one area is lacking you'll struggle to make your sales team perform better in the long term. In this article, we'll cover four tactics you can utilize to make your sales team perform better in these areas and achieve sustainable improvements in your bottom line.  Process and Analysis.  Nothing gives you…
  • 3 Ideas to Breaking Through Sales Barriers

    Alex Traynor
    20 Aug 2014 | 6:06 am
    It's fair to say that any sales person who masters the art of overcoming a recalcitrant prospect's sales barriers should be considered well on their way to total sales mastery. Turning a firm No into a Yes takes a much higher level of skill than turning curiosity, wariness, or apathy into a Yes. The tactics in play may look the same, but you need trumps up your sleeve to shatter through the sales barriers and make contact with your typical sales process. In this article, we'll be covering three potential tactics for making your pitch punch right through any sales barriers that dare stand in…
  • 5 Key Factors to Hiring Sales Leaders

    Doug O'Grady
    19 Aug 2014 | 10:05 am
    Few tasks determine the success of a company as much as hiring sales leaders can. Pick the right leaders, and they'll drive your company ahead of the competition in ways you wouldn't have ever thought of, turn their team into dedicated, highly efficient workers, and crank profits up to 11. Hiring sales leaders based on the wrong criteria, on the other hand, can crater your profits, drive up sales team turnover, and damage you in the public eye. With that in mind, it's vital that you take your time when hiring sales leaders, and consider these five key factors when vetting potential employees.
  • 7 Reasons Why Selling in Person is Superior

    Justin Proctor
    19 Aug 2014 | 6:05 am
    Thanks to modern communications technology, there are many different ways to make a sale. You can use inbound marketing online, email on your smartphone, phone calls to prospects, and social media for expanding your network. But despite all these innovative ways to communicate with people, selling in person is still the best. Face-to-face interaction will always have an edge over other forms of communication, especially when it comes to selling. Here are 7 reasons why selling in person is superior to any other method. 1. People Are Easier to Read in Person There's a dimension to in-person…
 
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    Kelley Robertson: Fearless Selling Blog

  • Are You Willing to Put in the Effort?

    Kelley Robertson
    18 Aug 2014 | 4:55 am
    Last week I was conducting a post-training call with a client’s sales team and during the call we discussed what concepts the team had implemented since the initial sales training workshop. I was not surprised to learn that several sales people had not implemented the concepts into their sales routine. I also wasn’t shocked to learn that these individuals had not made much progress in their sales results since the initial training program. Improving your results takes effort. You can’t expect to implement something new and get great results. New skills take time to master. You need to…
  • Get Personal

    Kelley Robertson
    11 Aug 2014 | 4:55 am
        Wow! Last’s week’s post about sales lessons from a Jack White generated a ton of emails! Not only from the sales ideas but mostly because readers learned that I am a fan of White’s. That got me thinking… We need to get personal with our customers and prospects, too. However, not in the traditional sense of spending time trying to find common ground in hobbies or interests. That’s an old-school approach of establishing rapport that is not nearly as effective as it once was simply because busy decision makers don’t have time for social chit-chat. Instead, we want to…
  • What Jack White Taught Me About Selling

    Kelley Robertson
    4 Aug 2014 | 5:27 am
    Last Thursday I saw Jack White perform at the Air Canada Centre in Toronto. Although the vocals were often difficult to hear (it was the ACC after all), White’s performance was outstanding. As I watched him perform, I couldn’t help but think of some of the sales lessons he provided during his show. He gave it 100% Since early June White has done 30 shows across North America and Europe but you would never know it by the energy he put into his performance. He danced, strutted, jumped and played the guitar like it was the beginning of the tour. Sales lesson: Are you putting 100% into every…
  • Take Off Your Watch

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

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

  • What Robin Williams Taught Us About Complexity

    21 Aug 2014 | 6:33 am
    I loved being a student, and especially loved my classes where the focus was literature, writing and creativity.  It was my first year of college and I was placed in an honors English class at the University of Nebraska.  I was a nervous wreck on my first day. I was right to be nervous, but once I took my seat I knew I was in for a memorable moment in my educational experience.  We were empowered from the first day to be brave in our writing, in our classroom conversations with one another and in our efforts to create a piece of writing that would raise the bar on our…
  • Research: How to Define Sales Coaching

    19 Aug 2014 | 10:58 am
    What is sales coaching?  At first glance, this should be an easy question to answer. There are certain behaviors that we already know successful sales managers exhibit.  Just scrolling through recent blog posts on our EcSell Institute website can give you a good idea of what these best practices might include. Motivating reps, having effective sales team meetings, building personal relationships, and debriefing are a few examples of behaviors that we know impact sales. Sales coaches, even sales coaches who are already top-notch, need to keep these example…
  • Sales Manager Development: The Performance Difference

    16 Aug 2014 | 7:02 am
    “…an individual’s current skill-set is of secondary importance to their ability to learn new knowledge, skills and behaviors that will equip them to respond to future challenges.  As a result, our focus must shift to finding and developing individuals who are continually able to give up skills, perspectives, and ideas that are no longer relevant, and learn new ones that are.” The above quote from a CCL white paper continues to support the fact our world is becoming more complex—unable to predict outcomes.  To be comfortable with what you know and what…
  • Leadership Challenge: OPPORTUNITYISNOWHERE?

    14 Aug 2014 | 8:55 am
       Winston Churchill famously once said, "A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty." It’s an age-old question…is the glass half full or half empty? What do you read when you read the sentence above? Do you read OPPORTUNITY IS NOWHERE, or perhaps, OPPORTUNITY IS NOW HERE?  I’d like to think that on most days, and in most situations, I choose to answer the question, “my glass is half full.”  But it begs the follow-up question though as to how important is outlook…
  • Sales Coaching: As a Leader, what is your value?

    14 Aug 2014 | 6:47 am
     “Your value is what you can do to help someone else address an opportunity or solve a problem that matters to them.”                                                                                 Dr. Bret Simmons     As a sales management leader involved in sales coaching you know the value of your reps and what each individual brings to your organization.  But…
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    Sales Enablement Perspectives

  • Defining Sales Functions And Programs – Why You Need Vision, Mission, Purpose First

    Tamara Schenk
    12 Aug 2014 | 12:22 am
    Fitness, according to Oxford Dictionaries, is defined as “the quality or state of being fit.” That’s a general guideline, but what does it mean to you? It depends on your context. Are you a professional decathlete or a weekend trail runner? Defining functions and programs the right way is key to success for both you as the sales leader and your sales functions as leader. Definitions create value only if they are adjusted to your organization’s specific context and challenges. Developing a big picture on vision, mission, purpose and core values is the first step in creating a…
  • Performance Accountability – A Behavior of World-Class Sales Performers

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

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

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

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

  • 6 Deadly Mistakes Great Salespeople Avoid

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

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

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

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

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

  • Today’s remark – Breaking News

    Margie Albert
    14 Aug 2014 | 10:10 am
    Last night, while you were probably sleeping, I had a thought. What if we TV Sales peeps had to sell furniture and cars too? Well, guess what? WE DO! Selling spots, impressions, emails, apps, etc is not what we do. They are only the tools we have. WE SELL OUR ADVERTISERS’ PRODUCTS FOR THEM! We are THEIR sales staff. Therefore, what if our paycheck depended on THEIR results? Guess what? In the long run, IT DOES! Think like that and you will be remark-able.
  • Today’s remark – the digital truths

    Margie Albert
    4 Aug 2014 | 10:07 am
    I am frequently asked by Senior Management (Corporate VPs and above primarily) why Broadcasters are having such a hard time monetizing their digital assets significantly. They think it’s because their salespeople don’t understand the space and need lots of training. For me that is a good thing because that’s part of the training I provide. However, in many cases, it’s not the truth, it’s an excuse to not face reality head on. The truths include: There are high-level managers who hire people to do the job of managing (and, sometimes, leading) but are oftentimes not very…
  • Today’s remark – why LinkedIn?

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

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

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

  • 10 Unhealthy Habits That Destroy Your Business

    Theresa Delgado
    20 Aug 2014 | 8:00 am
    Entrepreneurs can easily fall into a trap of unhealthy habits that make everything seem like it’s “out-of-order”. Running a business is hard enough as it is, but many people make it even harder on themselves. Your personal health can have a big impact on the health of your business too, so make sure you keep it a priority. Here are the big 10 unhealthy habits that could hurt your business and what to do to conquer them. Know them, recognize them and look for their warning signs, but most make changes when they raise their ugly head. 1. Getting Angry There’s simply no…
  • How to Connect With Your Target Audience: Skip This Exercise and Fail Terribly

    Theresa Delgado
    18 Aug 2014 | 8:00 am
    WARNING! You’re going to say “Ugh.” However, if you follow through with what you’re about to learn about your target audience, it will change your business and increase your profits. I promise. The million dollar question: Who are your prospects and why do they care? The answer to these two questions is the foundation to connecting with your target audience and any successful marketing strategy. After all, you have to know who you’re marketing to so that you can create the right message. Talking to a teenager is much different than talking to a grandmother, right?
  • 10 Tips for Building A Strong Business Network

    Theresa Delgado
    13 Aug 2014 | 8:00 am
    You can’t do everything yourself in the world of business. This is why it is so important to meet people and work on building a strong business network. You should always be out there meeting people and cultivating the relationships in your growing network. Here are 10 tips to help your networking efforts pay off. 1. Make an Effort Networking shouldn’t be something that just happens. Get organized and plan a schedule of attending events or other opportunities to network, along with following up and nurturing your new relationships. 2. Face to Face Is Better than Virtual The…
  • A Simple Way to REALLY Stand Out Business Networking

    Theresa Delgado
    11 Aug 2014 | 8:00 am
    Business networking should be part of your regular business activities. Whether you network online via social media or offline at events one thing is for sure, you need to write thank you notes. After you have connected with someone and exchange information with her, take another step to build on the rapport you started. A simple thank you note reminding them who you are and what was discussed will do wonders for building on your new relationship. However, before you sit down to write your Thank You notes, let’s talk about a few things you should always include. 1. Refer to the date of…
  • 5 Keys to Make Networking Online a Success

    Theresa Delgado
    6 Aug 2014 | 8:00 am
    Networking online is not only about building followers and “likes” anymore. It is about making a connections.  A few years ago I would have never thought I’d be saying that statement.  It’s very true though. One of the first people I met online and connected with happened to live 45-minutes from me…what are the chances?! After that experience I had a whole new perspective to networking online, but there is a way to go about it to increase your chances of making your connections more meaningful. How can you benefit most from your online networking efforts? First you…
 
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    Tactical Sales & Business Blog

  • The Business Relationship Checklist. Are You Still In One?

    13 Aug 2014 | 5:00 pm
    I explained in the previous post about why relationships should be the main focus for anyone in sales over closing the deal. Take a read of that and spend a few minutes seeing where you could do better and where you should be changing.
  • Five Reasons your Sales Team Should Focus on Relationships

    12 Aug 2014 | 5:00 pm
    I’m going to take a bet and say that you being a sales professional, 9 times out of 10 you’re thinking about closing a sale as soon as you first get in touch with a lead. It’s normal, and to be honest, it’s sort of expected in what can be the cut-throat world of sales.
  • 10 Ways Sales People Lose Customers

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

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

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

  • If You Aren’t Using Content to Nurture Leads, You’re Leaving Money on the Table

    Kelsey Meyer
    13 Aug 2014 | 8:07 am
    As a salesperson, you need resources: a bigger expense account to impress clients or more funding to generate leads through ... Read More » The post If You Aren’t Using Content to Nurture Leads, You’re Leaving Money on the Table appeared first on the Yesware Blog.
  • What Startup Sales Teams Can Learn From Groupon’s Explosive Growth

    Ritika Puri
    5 Aug 2014 | 7:57 am
    Companies seeking inspiration for how to grow a sales team quickly and effectively need look no further than Groupon, whose growth ... Read More » The post What Startup Sales Teams Can Learn From Groupon’s Explosive Growth appeared first on the Yesware Blog.
  • 5 Informative Infographics To Guide Your Sales Strategy

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

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

    Lydia Dishman
    14 Jul 2014 | 4:16 pm
    Andy Paul learned something critically important about sales right at the beginning of his career: A manager told him selling ... Read More » The post One Simple Question That Will Help You Get to Yes appeared first on the Yesware Blog.
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    Jeffrey Gitomer's Sales Blog | Sales Training

  • Get Ready for the 4th Quarter During the Dog Days of Summer

    Gitomer
    8 Aug 2014 | 7:16 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Add Gitomer. Add Brand. Add Income.

    Gitomer
    4 Aug 2014 | 7:10 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Set the Right Atmosphere When Your Customers Come to Visit | Sales Training

    Gitomer
    1 Aug 2014 | 6:58 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
  • Are You a Sales Rock Star, or Just a Member of the Band?

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

    Gitomer
    28 Jul 2014 | 9:59 am
    We've Moved! Update your Reader Now. This feed has moved to: http://feeds.feedblitz.com/jeffreygitomerssalesblogsalestraining Update your reader now with this changed subscription address to get your latest updates from us.
 
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    Sales Engine

  • 6 Effective Time Management Techniques for Success in Sales

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

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

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

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

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

  • Father Sarducci on Sales Training

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

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

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

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

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

  • Your Leading Indicators are Lagging

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

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

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

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

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

  • When Win-Win Is Not the Best Sales Negotiation Approach

    20 Aug 2014 | 1:45 pm
    You've been working on a sale for 4 months and everything's going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO. You get to the meeting. The CFO is icy. She opens by saying, "I have a hard stop in 45 minutes, and the only issue I have with the project is the price. I’m prepared to sign off on it, but things have been tough and I am going to need you to drop your fees by 15%. If you can do that, the deal is done." Sellers who aren't prepared for this situation lose sales. Or maybe…
  • Be Assertive in Sales (Without Getting Fired)

    13 Aug 2014 | 10:00 am
    A long time ago, I was fly fishing with a grizzled, old, big company leadership consultant. I asked him what he thought differentiated good consultants from great consultants—those at the pinnacle of the game. He said, "Let me think." A little while later, we were in the middle of the river when he turned to me and said, "A great consultant will say what he has to say to the client—what the client needs to hear—but that might get the consultant fired. Though, at the end of the day, the consultant has the interpersonal skills not to get fired." In other…
  • Is Your Need for Approval Holding You Back from Sales Success?

    5 Aug 2014 | 9:00 pm
    How many times have you left a sales meeting and thought, "I should have said that..."? Or, during a meeting, as you listened to what a prospect was saying, you thought, "That's not right; he will be making a big mistake if he goes down that path," but you never voiced your opinion? Or, perhaps even more dramatic, you got the sense, "This guy is holding something back. I need to get to the bottom of this." But, again, you said nothing? In all of these examples, what usually keeps you from saying the things you want to (and should) say is a strong need for…
  • Should Buyers Take You Seriously?

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

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

  • Are Your Salespeople Poised to Sell to Today’s Buyers?

    Dario Priolo
    20 Aug 2014 | 5:23 am
    Are Your Salespeople Poised to Sell to Today’s Buyers? Few people need convincing that considerable power and influence has shifted to customers and prospective buyers. Much of this has been driven by technology and access to information. The challenge isn’t necessarily to recognize this change in the buying and selling environment, but to know what to do about it. Sales organizations or individual reps mired in the old ways of selling are destined to fall short of their target and find themselves in trouble or replaced by those that “get it.” Are your sales reps poised to sell to…
  • Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land

    Dario Priolo
    18 Aug 2014 | 5:42 am
    Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land  Closing deals is important. However, closing alone is not sufficient for SaaS company success. Driving to profitable growth requires generating renewals, maintaining cash flow, and minimizing customer churn. This quest for lifetime customer value depends on two key activities and two key dialogues: Key Activity 1: Mastering the art and science of Customer Success Management. In the SaaS market, a “closed” deal never truly closes. Every conversation and point of contact contributes to a customer’s lifetime…
  • Decision-making Needs Room for Big Data and Emotions

    Dario Priolo
    14 Aug 2014 | 6:03 am
    Decision-making Needs Room for Big Data and Emotions Few people need convincing that big data is not a phenomenon or fad. The ability to collect, track, measure, and analyze vast amounts of information to know more about your business, including sales, customer habits and trends, internal business processes, and supply chains, is too much to pass up. In fact, it’s often more than most businesses can handle. It’s not industry- or function-specific either — a quick scan of headlines across trade publications reveals that taking advantage of big data is on everyone’s mind. Recent…
  • Building Healthy SaaS Revenue: 4 Keys for Landing New Logos

    Dario Priolo
    12 Aug 2014 | 7:05 am
    Building Healthy SaaS Revenue: 4 Keys for Landing New Logos  Cloud computing, and the evolution of software as a service (SaaS), has transformed the technology industry. According to IBM, 85% of all new software is now being built for the cloud, and by 2016, one quarter of all applications being used around the world will be available in the cloud. At the same time, SaaS solutions have transformed how businesses select, buy, and use software. At least half the time, if not more, SaaS vendors will sell directly to functional or business-unit stakeholders rather than just to IT people. The…
  • Cross-selling Effectively into the Crosswinds of Financial Services

    Michael Dalis
    7 Aug 2014 | 5:41 am
    Cross-selling Effectively into the Crosswinds of Financial Services It is said that oak trees grow strong in contrary winds. In the crosswinds of deregulation and re-regulation, financial institutions have gotten bigger, more complex, and more attuned to risk. As they turn up the pressure to drive revenue, cross-selling effectively takes on new levels of urgency and complexity. So, how does a client-facing professional stay grounded in these crosswinds while still advocating for his or her clients? Let’s start with the issues.   As financial institutions continue to grow their fee-based…
 
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    Grow My Revenue

  • The Secret to Choosing the Best CRM for Your Sales Organization

    Ian Altman
    19 Aug 2014 | 6:30 am
    Article as seen on Forbes.com Executives who lead a sales organization often ask me which Customer Relationship Management (CRM) tool they should implement to achieve the best results. One of the first companies I founded years ago actually implemented CRM software for clients. From this experience, I quickly discovered organizations often over think what a CRM tool is intended to do. CRM tools are intended to help track interactions with current and future customers for the entire organization. There are a ton of CRM systems in the marketplace. Each developer continues to add features and…
  • You Messed Up – Do You Pick Integrity or Profit for Your Business

    Ian Altman
    12 Aug 2014 | 7:30 am
    Article as seen on Forbes.com My wife and I finally decided to move ahead with a renovation on our home. Though the process will undoubtedly be painful, we look forward to the result. With mortgage interest rates at all-time lows, our financial advisor counseled us to finance the project through a bank. We worked with several banks. Along the way, I learned some valuable lessons that you can apply to your business. I warn you, though, that some of these lessons on picking integrity or profit for your business are easier said than done. I break this story down to The Experience and then…
  • 5 Keys to Growing Your Business with Intention

    Ian Altman
    4 Aug 2014 | 8:44 pm
    As salespeople or sales leaders, do you follow the same process every time, or do you wing it? A recent exceptional dining experience provided a valuable lesson for how acting with intention and following a defined process separates the good from the great. You can count on a great dining experience at each of the dozen restaurants in the Great American Restaurants (GAR) group. My wife and I have dined at their restaurants (Carlyle, Sweetwater Tavern, Coastal Flats, Jackson’s, and others) for over twenty years. During a recent meal, I saw the clear connection between the way they run their…
  • Top 4 Questions to Increase the Reliability of Your Sales Pipeline

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

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

  • Female Leaders: How To Smash The Glass Ceiling

    tlsa
    20 Aug 2014 | 1:43 am
    Yesterday, news broke that female bosses earn 35% less than their male colleagues. No matter how much progress we have made towards equality in the workplace, there are still key challenges that women are facing: the pay gap, the glass ceiling and sexist comments at work. This is why we created the Against The Odds video series. We spent time with high-flying leaders who talked about the glass ceiling, the pay gap, personal challenges they have faced and the ways that women can fight discrimination and come out on top.They give anecdotes, advice and opinions on how to improve women's…
  • VIDEO: Women in Leadership & Sales - Part 4

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

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

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

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

  • Avoid These 12 Negotiation “No-Nos” Like the Plague

    Contributor
    19 Aug 2014 | 2:05 pm
    Negotiating is a natural and common part of business. While the word, “negotiation” can bring a sweat under the collar to some, it is still quite simply a process used to reach an agreement or deal. Even though the concept is simple, the broad margin is still there for making all sorts of mistakes. If you’ve never had proper negotiation training and you’re feeling a bit uneasy about a looming negotiations deal in the future, you can use this list of the 12 most common negotiation mistakes to your advantage. 1. Believing You Have Total Control Even if you’re fully…
  • 5 Classic Sales Blunders and What I Learned From Them

    Stacy Jackson
    19 Aug 2014 | 6:06 am
    What important is not whether you make mistakes (we all do that) but what you learn from the experience. Source: www.inc.com These are some common blunders that sales professionals have made during the course of their careers, and Geoffrey James takes a little time to impart some wisdom he gained when making them. Have you ever made a blunder when trying to make a sale? What did you learn from the experience to make you a better sales person? The post 5 Classic Sales Blunders and What I Learned From Them appeared first on LeadManagement.com.
  • Trade shows: How to maximize ROI | SmartBlogs

    Stacy Jackson
    18 Aug 2014 | 9:52 am
    After spending umpteen hours and dollars on attractive booths and flashy giveaways, many IT vendors are abandoning trade shows or questioning their value. Source: smartblogs.com Ever found yourself wondering if trade shows are really worth it? Some vendors are abandoning them. The question is: have them given trade shows a fair shake? This post from Carolyn Hollowell is a great reminder that you can’t just take the “Field of Dreams” approach. There are key pre-, during, and post-show efforts that can make your trade show a great success. How do you approach your trade show…
  • 7 Ways to Expand Your Local Marketing Strategy

    Contributor
    14 Aug 2014 | 9:18 am
    With the Internet, it’s easy to think in big terms when creating a marketing plan. But as a small business it literally pays off to focus your marketing efforts on your location. That’s because proximity and convenience matter to customers. But just in case your local marketing plan isn’t quite what it should be, here are seven ways to create a local marketing strategy and grow your business in your neighborhood. 1. Build local business pages For starters, you need an online presence that showcases your location. This can be done easily on a variety of social media sites, especially…
  • Three Ways to Get Better at Listening |

    Stacy Jackson
    12 Aug 2014 | 7:21 am
    Source: mrinsidesales.com Are you a good listener? It’s one of the most important skills you can cultivate in sales (or any profession, for that matter). Mike Brooks points out in this post that the ability to be a good listener means more than just hearing for a break in the conversation so you can jump in. It means the ability to sit through an awkward silence. Let the prospect have time to think. Mike covers three tools becoming a better listener: MUTE button the power of “Oh?” prospect prompts What are you doing as an inside sales professional to improve your listening…
 
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    Base | Baseline - Base CRM Blog

  • Give Email some style with the rich text editor

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

    Josh Bean
    11 Aug 2014 | 10:57 am
    A few short weeks ago, we introduced web Notifications. Today we’re taking Notifications a step further with mobile push Notifications for iOS and Android. It is now possible to receive a Notification on your smartphone or tablet; helping you to stay updated, even when you’re away from the office. All you need to do is grab the latest version of Base for iOS or Android. When we introduced web Notifications, we also introduced custom notifications and even showed how you can stay updated as a collaborator. The problem was, as soon as you stepped away from your computer, those…
  • [Seminar Recap] – The 5 Mistakes of Sales Training

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

    Josh Bean
    11 Aug 2014 | 7:00 am
    Add teammates as collaborators to keep them updated on what you’re working on. We’ve recently added a “Collaborators” section to Leads, Contacts and Deals so you can keep your team updated on what’s going on in Base. The new Collaboration also allows you to filter your data to help you better understand what everyone is working on. Adding Teammates as Collaborators Any time you’re viewing a Lead, Contact or Deal, you will see the Collaborators area on the right side of your screen. Click on the “+” to add one of your teammates as a Collaborator. You will only be…
  • Sales Training is Broken, Can it be Fixed?

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

  • [Seminar Recap] – The 5 Mistakes of Sales Training

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

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

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

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

    Lauren Licata
    20 May 2014 | 9:28 am
    The sales team is a vital component of any successful company, and having top-notch personnel in this department can make or break a company. Though the lines are increasingly blurred, sales roles are typically divided into two types, inside sales and outside sales. Someone who is well suited to an inside sales role may not like outside sales at all, and vice versa. Companies who hire inside and outside salespeople should make sure their applicants know the difference, and place new hires in roles that suit their skills. Companies should also know which sales style works better for their…
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    RAIN Selling Blog

  • When Win-Win Is Not the Best Sales Negotiation Approach

    20 Aug 2014 | 1:45 pm
    You've been working on a sale for 4 months and everything's going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO. You get to the meeting. The CFO is icy. She opens by saying, "I have a hard stop in 45 minutes, and the only issue I have with the project is the price. I’m prepared to sign off on it, but things have been tough and I am going to need you to drop your fees by 15%. If you can do that, the deal is done." Sellers who aren't prepared for this situation lose sales. Or maybe…
  • Be Assertive in Sales (Without Getting Fired)

    13 Aug 2014 | 10:00 am
    A long time ago, I was fly fishing with a grizzled, old, big company leadership consultant. I asked him what he thought differentiated good consultants from great consultants—those at the pinnacle of the game. He said, "Let me think." A little while later, we were in the middle of the river when he turned to me and said, "A great consultant will say what he has to say to the client—what the client needs to hear—but that might get the consultant fired. Though, at the end of the day, the consultant has the interpersonal skills not to get fired." In other…
  • Is Your Need for Approval Holding You Back from Sales Success?

    5 Aug 2014 | 9:00 pm
    How many times have you left a sales meeting and thought, "I should have said that..."? Or, during a meeting, as you listened to what a prospect was saying, you thought, "That's not right; he will be making a big mistake if he goes down that path," but you never voiced your opinion? Or, perhaps even more dramatic, you got the sense, "This guy is holding something back. I need to get to the bottom of this." But, again, you said nothing? In all of these examples, what usually keeps you from saying the things you want to (and should) say is a strong need for…
  • Should Buyers Take You Seriously?

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

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

  • 7 Strategies to Create Exponential Revenue Growth

    Mike Ames
    4 Aug 2014 | 11:37 pm
    Software Knowledge Turnover Growth This graph shows the growth in turnover of a company I owned and ran in the 90s. It was an IT services business and in a decade we took it from zero to £40m – about £60m in today’s money. There were hundreds of firms like ours and most never got anywhere near this growth so what did we do differently? In this blog I aim to answer this question. I believe there were many reasons but I reckon it comes down to 7 things we did that others didn’t do as well as us or at all, in fact. So here they are. 1 Make your Offering Turn Heads In other…
  • Book Review – Outliers by Malcolm Gladwell

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

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

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

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

  • How good are you at answering questions?

    PFPS
    20 Aug 2014 | 6:00 am
    It’s a common fallacy. Most believe those who can give the “right” response are the ones who are good at answering questions. I do not agree. Life isn’t a trivia contest. We’re not in an elementary school classroom anymore, regurgitating facts back to the teacher to prove what we’ve learned. And, for sales professionals, absolutes […]
  • How the Collaborative Sale Brings You and Your Buyers Together

    PFPS
    16 Aug 2014 | 10:01 am
    Selling has changed. Buyers have changed. Isn’t it time that you changed, too? Easier said than done! Sales professionals who are looking for the definitive blueprint on what to change and how to change (along with why to change) won’t want to miss this live broadcast with Keith Eades and Timothy Sullivan, authors of the “The […]
  • Ten Warning Signs that You Aren’t a Good Listener

    PFPS
    16 Aug 2014 | 6:00 am
    In today’s blog, we’re going to try something a little different. Rather than explaining the consequences of these actions and instead of prescribing solutions for leaders who inadvertently behave in these ways, I’m just going to give you these 10 warning signs that you may not be a good listener. My hope is that with […]
  • Top Sales World Announces List of the World’s Top 50 Sales Blogs and Includes CONNECT2Sell as a First-Time Addition

    PFPS
    14 Aug 2014 | 9:47 am
    The CONNECT2Sell Blog, Written by Deb Calvert of People First Productivity Solutions, Debuts on International “Best of” List for Sales Blog San Jose, CA (PRWEB) August 14, 2014 Every July, the Top Sales World judges assess popular sales and marketing blogs and compile what they believe to be the top 50. The team evaluates “quality […]
  • 5 Reasons I Disagree with Most Sales Experts

    PFPS
    13 Aug 2014 | 6:00 am
    When it comes to sellers asking their buyers questions, the majority say sellers should prepare a set of questions before the meeting. I don’t agree.  I’ve spent over 20 years observing how questions are asked by sellers and received by buyers. My conclusion is this: the single greatest barrier to sellers forming and sustaining meaningful […]
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    Witty Blog

  • Sins of Omission and Commission that Impact Sales Productivity

    14 Aug 2014 | 1:57 pm
    Having worked closely with technology sales people over the past decade, I’ve observed some self-limiting behavior that prevents salespeople from becoming more successful. Some of these are so obvious that you would think it can’t be a problem. But sales productivity is about getting the basics right and repeating them.
  • Taking Your Sales Conversations to a Higher Level

    13 Aug 2014 | 10:19 am
    Would you like to take the conversations your sales and channel teams are having with prospects and customers to a higher level, so they address the issues and concerns your buyers really care about? Creating and delivering suitable content for sales conversations across the customer buying cycle is a problem in many B2B companies, however it is essential to improving the performance of the core group of salespeople.
  • Stop Typing, Start Talking: 3 Ways to Succeed in Sales 2.0

    Guest Blog By Joanne S. Black
    6 Aug 2014 | 6:25 am
    Note from the Editors: We in the B2B sales business love to learn new technology tools and techniques because it helps us get more done in less time. The essence of Joanne’s article is that it’s you as a human that matters and no amount of technology or technique will replace it in selling.
  • Isn’t Time to Take Your Lead Generation Activities More Seriously?

    5 Aug 2014 | 6:53 am
    Note from the Editors: If your lead generation method lacks discipline and is not producing the results you need, maybe you need to revisit who you are trying to engage. Jonathan suggests that if you target your ideal customer in your lead generation approach you are more likely to produce ideal prospects than junk leads.
  • You Have To Have Something Relevant To Say

    Guest Blog By David Brock
    4 Aug 2014 | 7:08 am
    Note from the Editors: David’s tip is all about being prepared. If you don’t know something about the prospect you are trying to reach, how can you possibly hope to connect.
 
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    Exceed Sales

  • Sales 2.0 and Social Selling

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

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

    Elisa
    25 Apr 2014 | 5:59 pm
    Does your inbound marketing response system truly connect you with prospects, or does it drop the ball? Here’s a story that highlights the difference between simply processing inquiries, and being able to invest in opportunities to get more deals. I recently needed to explore options for a service to determine the best one to buy.  My timeframe was short, so I planned to connect with each vendor by phone, get the most current information available, and select one. I chose to contact four very solid, reputable providers in this field. While no one was perfect, some did a better job…
  • Outbound Prospecting: 3 Tips To Keep You Moving Through the Tough Times

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

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

  • 48-Hour Survival Guide for When I Got Laid Off from Sales Job

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

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

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

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

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

  • 10 Best Workout Apps

    caitlinhoward
    15 Aug 2014 | 6:48 am
    By John Corpuz (tomsguide.com) Whether you’re new to working out, or you hit the gym religiously, there’s something for everyone in these 10 best workout apps. 10 Best Workout Apps 
  • 10 Ways To Sit Less At Work (Even If Your Boss Won’t Spring For A Treadmill Desk)

    caitlinhoward
    15 Aug 2014 | 6:29 am
    By Laura Vanderkam (Fast Company) With sitting being likened to the new smoking, it’s important to learn some options to keep you healthy and active. Learn 10 easy ways to sit less at work that don’t require an expensive treadmill desk. 10 Ways To Sit Less At Work (Even If Your Boss Won’t Spring For […]
  • The 6 Elements of a High-Performing Modern Sales Culture

    caitlinhoward
    15 Aug 2014 | 6:03 am
    By Jim McDonough (Hubspot.com) The elements of a sales culture today are a lot different than they were twenty years ago and include a lot more technology. Follow these tips to bring your sales team into the 21st century. The 6 Elements of a High-Performing Modern Sales Culture
  • How to Get Your Emails Opened (Infographic)

    caitlinhoward
    15 Aug 2014 | 5:49 am
    By Geoffrey James (Inc.com) You’re never going to get a response to your sales email if your prospects won’t open your emails. Learn the best tips for writing a subject line that will help you get more sales emails opened! How to Get Your Emails Opened Infographic
  • Jump Start the Second Half of 2014: 3 Analytics-Based Metrics to Boost Sales Performance

    caitlinhoward
    5 Aug 2014 | 1:04 pm
    By Sean Gordon, CEO of Intelliverse Mid-year is a great time to go back to the drawing board to evaluate your mid-year sales figures and see where you truly stand. The good news is there’s still time to make some smart mid-course adjustments even if you may have made some bold and fearless sales forecasts back in […]
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    aayuja

  • Significance of Subject Lines in B2B Email Marketing

    admin
    20 Aug 2014 | 6:38 am
    A short description of the email body that is yet to be opened and read is the subject line of the mailer.What attributes makes an individual open a b2b marketing email? The only sneak peek available for the recipient is the subject line written and that’s what triggers the urge in him to go ahead and open the email. The subject line of an email is important as it is the first hint as to what your message is all about. It can also target and spark interest in readers you are trying to engage with. Your subject line not only needs to grab a recipient’s attention, but also needs to follow…
  • What Is a Quality Sales Opportunity?

    admin
    19 Aug 2014 | 5:36 am
    By Neil Smith Opportunity qualification is the standard second stage in the sales cycle and sales funnel.  Post lead generation all our fellow inside sales reps are busy slogging making calls to all of these prospective opportunities/ raw leads freshly churned out of the market research mill, and trying to make them qualified leads/ qualified opportunities. Now, the question arises, what is the credibility of these leads, what is the probable conversion ratio for them, how many of these opportunities are going to go beyond the preliminary meeting round and finally how many them will be our…
  • Nine Free Must Use Twitter Tools

    admin
    14 Aug 2014 | 6:46 am
    Love it or hate it but you simply cannot ignore it! Welcome to the world of twitter, our favorite network for mocking people. Consider what happened with Manchester City when they came up with the following promotion. Needless to say twitter is a heavily used medium both by brands and individuals alike. In fact twitter has around 271 million active monthly users sending a total of 500 million tweets a day! Using any social media network involves several stages: Content creation Posting Analytics User management With the increasing maturity of social media as an evolved channel of…
  • Efficient Usage of Presentations in Content Marketing

    admin
    13 Aug 2014 | 6:26 am
    Presentations may not be the most popular and pro method of content marketing, but they are certainly one the most impactful means for promotion of content whether it is on a website or on the overall web. The emphasis viz a viz attractive content today is interactivity, engagement and educational value. Now the question arises, what are the elements which draw quick as well as bulk attention? Read-on further to identify presentation best practices for increased engagement.   Be a Story Teller Time is everything, no one has the time to listen or read through an ending saga of events. It…
  • What’s the Purpose of a Cold Call?

    admin
    12 Aug 2014 | 3:40 am
    By Neil Smith An unsolicited attempt to reach a prospect with an intention of making a sale or at-least establishing a (to be nurtured) contact through a call, this is the widely accepted phenomenon of cold calls. Even now the question still remains, what is the purpose of a cold call? The purpose of a cold call, is to engage a prospect in a to and fro conversation about their needs cum requirements and determine the next steps required in order to make it a successful attempt, exactly where the circle started. So lets us give you a precise know how about what a cold call really is and its…
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    xoombi

  • 4 Tips for Better Networking at Conferences

    20 Aug 2014 | 6:45 am
    When you're at industry conferences, do you develop meaningful connections that lead to business partnerships, sales opportunities, or even lifelong friendships? While salespeople tend to be naturally gregarious and outgoing, they sometimes sabotage their chances of making valuable connections at events and conferences. Here’s a collection of ideas to help you make the most of your time at professional conferences.
  • Building the Sales and Marketing Machine: The Answer to Quality vs. Volume

    14 Aug 2014 | 8:15 am
    Last week, I asked our readers to share opinions about Quality vs. Volume. Here's a view of the the results... I am in the minority on this one. Here are the reasons why:
  • The Great Debate: Quality vs. Volume

    6 Aug 2014 | 9:51 am
    When Marketing and Sales work together to dial up the formula for success, my guess is most of us have been in the Quality vs. Volume conversation. In an age of inbound marketing, social media, and big data, are we looking at this issue the right way?
  • 5 Ways to Develop an Unoffendable Attitude

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

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

  • Avoid the Overwhelm: Four Ways Tech Will Enhance Your Business

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

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

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

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

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

  • Avidian Weekly Sales Roundup, August 8, 2014

    avadminwp
    8 Aug 2014 | 1:00 am
    How can you make your sales team more profitable? How can you use social media more effectively in your sales funnel? What are some low-cost ways to improve your sales processes? If you’ve been asking yourself these questions, we have the answers you’ve been seeking. In this week’s roundup, tips, tricks, and resources abound for every level of your sales organization. Based on some of the most cutting-edge organizational research, these resources highlight how to hire the best sales staff, get better returns on cold calls, and keep your staff feeling motivated and focused on selling.
  • 6 Tasks Top Sales Agents Delegate

    avadminwp
    7 Jul 2014 | 9:33 pm
    Zig Ziglar, one of the most notable sales leaders of the 20th century, said that “Lack of direction, not lack of time, is the problem.” Great sales agents cultivate time management skills. They understand what is important to make a sale, and how to eliminate or delegate duties that don’t directly help them accomplish that goal. Because there are so many tasks that are potentially a part of the sales process, from cold calls to follow-up meetings, sales professionals must know which things should be delegated away and which things must be handled personally. 1. Scheduling Meetings…
  • Email is not Dead – Email Marketing Statistics Your Sales Team Needs to Know

    avadminwp
    1 Jul 2014 | 6:00 pm
    Some people would like you to believe that email marketing is a thing of the past. With the influx of mobile marketing, social platforms like Twitter and Facebook, and video conferencing software, there are those who would argue that email no longer helps small business sales professionals connect with people on a daily basis. Email marketing is more important now than ever, however, in spite of these new advances. It remains the most effective way to send short blasts of information to both personal and professional contacts, even with the presence of social media and mobile alternatives.
  • 4 Business Tips You Can Learn From Warren Buffet

    avadminwp
    14 Jun 2014 | 6:13 pm
    Warren Buffett is a titan of the modern business landscape. His firm Berkshire Hathaway’s Class A shares currently trade for over $180,000 per share, the highest price on the NYSE. His yearly chairman’s letters are widely quoted; his name appears in book titles as often as world leaders. Clearly, Warren Buffett is doing something right. The core ideas of his business philosophy are deceptively simple – so simple that we’ll be taking a look at a few of them here. But like the rules of chess, these simple ideas have many, many permutations. We at Avidian encourage you to look into…
  • Avidian Weekly Sales Roundup, June 6 2014

    avadminwp
    5 Jun 2014 | 6:37 pm
    Welcome back to the weekly sales roundup, a curated collection of the top sales resources throughout this week. This round of the roundup brings you thought-provoking insights on how to build your business and your numbers. Whether you want to build customer urgency, understand customers’ mental maps, or figure out the best, and most interesting, way to spend a small sum to get a big result, you can learn more here. Be prepared, though: these articles challenge some traditional dogma along the way. How To Create A Sense of Urgency (Eyes on Sales) It can be easy for sales to slip away when…
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