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Sales Qualification and Discovery: 6 Questions


I conducted a seminar for one of the leading technology companies on the planet and we discussed how to best qualify a prospect. Most salespeople are familiar with some of these sales qualification frameworks: But qualifying is not just about removing time-wasters and nor should these be framed as clumsy closed questions. Just because some of […]. The post Sales Qualification and Discovery: 6 Questions appeared first on Pipeliner CRM Blog. For Sales Pros sales qualification salespeople

Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

Top sales performers who I know are the least comfortable people.  They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now!

Companies Rush to Get This One Thing in Place for their Sales Teams Before January

Understanding the Sales Force

I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area. Ten years ago, only 9% of the sales population was following a formal, structured sales process. Today, that number has crept up to 32%.

Sales Compensation Planning for 2017

Your Sales Management Guru

Creating a Sales Compensation Plan for 2017. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for many companies with diverse products and services that include: a mix of products and services. Your sales management team must understand your company’s overall goals and structure compensation to align with them.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

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10 Strategies to Get More Out of Linkedin

The Sales Hunter

Are you really doing all you can to use Linkedin to its fullest? You definitely need to join groups where your prospects are most likely to be. This includes industry oriented groups, geographical business groups, and academic groups. One quick note: When you join a group, be sure to turn off notifications. The The last thing you […]. Blog Prospecting high-profit prospecting linkedin prospect prospecting sales prospecting social media

Three Simple Family Routines to Make You More Productive at Work: Striking the Ideal Work-Life Balance

The Productivity Pro

“The most important work you will ever do will be within the walls of your own home.” ” – Harold B. Lee, American religious leader and educator. find it amusing that some of my colleagues claim the concept of work/life balance is dead. Hogwash. Besides, friends and family are your legacy… and nothing will ever replace a family or friend lost. Make to-do lists for your family.

Dear CEO: The Era of Accountability Starts in 2017


(Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. At some point it has to stop, doesn’t it? You would think so, but there are few signs of it stopping in the real world today. Sales is mad.

Which Revenue Forecasting Model is a Fit for You?


Revenue forecasting has become a necessity in the world of business, no matter how big your particular business might be, or the role one might play within it. Obviously, a budget is a necessity, and businesses tend to have business plans, as well. These are fairly difficult without some form of revenue forecasting. How can […]. The post Which Revenue Forecasting Model is a Fit for You?

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Sustainable Sales Success - Tip #17 Humility

Increase Sales

Sales success today definitely requires leaving your ego at the door.  Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat. No what it means is you are authentic because you are more focus on the potential ideal customer or sales lead than yourself. The word humility comes from the Latin word humilitas , This word can be translated as humble.

Prospecting Using Linkedin

The Sales Hunter

If Linkedin isn’t creating for you the prospects and business you need, then it’s time to ask yourself if you’re using Linkedin correctly. It’s easy to think all you need to do is buy one of the Linkedin premium services and suddenly you’ll have all the business you need. False assumption! Yes, having one […]. Blog Prospecting high-profit prospecting linkedin prospect prospecting

Better Social Selling, an Interview with Jill Rowley

B2B Lead Blog

Have you ever wondered about how you can leverage social selling for better lead generation and business development? In this post, I interview Jill Rowley Chief Evangelist and startup advisor for #SocialSelling on how to do just that. I’ve known Jill for years, and she’s made a huge impact in the marketing automation community. images/2016/11/Jill-Rowley-Social-Selling.mp3. Yeah, absolutely.

Or – You’re Just A Boring Prospector

The Pipeline

By  Tibor Shanto  –  . I get to listen to a lot of phone calls made by a whole lot of B2B sales people. Some are selling bleeding edge services to prospects with bleeding edge expectations, others are selling traditional products that are as exciting as watching paint dry, or listening to call recordings. zeal for success, not just your own, but that of your prospect.

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Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Achieving the Impossible: What It Takes to Truly Reach a Goal


After the considerable amount of research I did for my new book Achieving the Impossible: Lessons from the Apollo Space Program, I basically believe today that everything is indeed possible. Only a month after he walked on the moon, Neil Armstrong said, “I felt a successful lunar landing might inspire men around the world to […]. Leadership

The Forgotten Word in Social Media

Increase Sales

Social media has taken front and center stage in the B2B marketplace.  Yet as another report, the 2016 State of Social Business ,  has revealed this one word – engagement – appears to be necessary in the digital marketing evolution. Yet from my experience in working with B2B salespeople and SMB owners this word is dramatically missing. People buy from people they know and trust. 

Become IoT Sales Savvy to retain IoT Customers

Babette Ten Haken

Are you IoT sales savvy? Become Become comfortable and conversant selling within the connected Internet of Things ecosystem. This strategy is a must for IoT customer acquisition and retention. Help customers overcome their IoT overwhelm. Customers are overwhelmed with the tsunami of digitization required to become more competitive. They are set in their ways. First things first. Then get to work.

8 Things High Performing Sales Organizations Do

The Sales Blog

Here are 8 observations about high performing sales organizations: Manage with Proper Metrics – High performing sales forces use a proper balance of activity metrics, outcome metrics, and financial metrics to measure results. They aren’t too heavy on lagging indicators, and they don’t believe activity tells the whole story. They are focused on outcomes, not inflexible rules.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Developing a High-Performance Sales Culture

Sales Benchmark Index

Podcast Sales Strategy performance management sales culture sales leadership development sales strategy succession planning talent development

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How to Shorten the Customer Path to Purchase


Every salesperson desires a magic wand that can make customers take positive actions consistently. And the most admirable action is purchase.  If you happen to know how to shorten the path to purchase with every customer you come across, won’t that be great? We will look at this later in the post, path to purchase, […]. For Sales Pros customers

Time to Rethink Our Sales Fears

Increase Sales

Sometimes by rethinking what we believe to be true, we can change our results. This is especially true for our sales fears. Credit Being in sales is not easy.  Salespeople are confronted with a lot of fears from meeting strangers to going to places uninvited to not earning a sale after weeks of follow-up. They sometimes never know what is behind the doors they walk through.

Develop IoT Workforce Skills for Digital Transformation

Babette Ten Haken

Developing IoT workforce skills is critical to your organization’s digital transformation. Hire for these skills in the future. Change your organization’s human capital strategy in the process. IoT workforce skills development re-trains the existing workforce to become more literate. Significant IoT skills gaps exist. Which training programs best allow employees opportunities to recalibrate for an increasingly digitized workplace? One of the greatest IoT skills gaps involves poorly-developed or nonexistent critical thinking skills. These attributes limit employees. Don’t go it alone.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

How the Law of Attraction Really Works

The Sales Blog

I believe deeply that the law of attraction works. With one major caveat. What the Law States. The law of attraction is the idea that your thoughts, positive or negative, are what bring positive or negative experiences into your life. But beliefs alone aren’t enough to attract success into your life. Caveat: The Catalyst for Attraction. The catalyst for attraction is action. And so they don’t.

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Sales Strategy: Winning the Business

Sales Benchmark Index

Magazine Sales Strategy Revenue Growth Methodology sales execution sales planning sales strategy sales support

My Dad

Partners in Excellence

Please forgive a momentary departure from my commentary on the state of business, leadership, sales, marketing, and customers.  This post is dedicated to my Dad — and Mom, since they have been inseparable in making my sisters and me who we are.  In a couple of weeks they will celebrate their 65th anniversary. First, Dad has the most unusual background.  They always came first. Inspiration

Stop, Take a Step Back and Gain Clarity Around Your Purpose

Increase Sales

So what’s your purpose if you are in sales, leadership or some other role?  People are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit When we understand our individual purpose, we gain clarity and this supports us as we move intentionally forward. Take the word purpose. Below the tree are several paths.

Pipeline Insurance

The Pipeline

By  Tibor Shanto  –  . Insurance is one of those things that everyone has but nobody really wants. In some ways, we feel that we are throwing money away, until that rainy day or unforeseen event arrives, and we are all too happy to have the insurance. But oh we like prospect when we have them, there is nothing like a full pipeline brimming with opportunities. Join Now!

How to Remove Negativity From Your Sales Team

Sell More and Work Less

Are you prepared to combat a destructive virus on your team as soon as it shows up? Sales Coaching motivating employees optimizing sales Pipeline Management sales sales quota sales team The Sales Leader

Optimize These Two Sales Metrics and Watch Your Closure Rate Jump

Sales and Marketing

Issue Date: 2016-11-29. Author: Mrigank Tripathi. Teaser: Two sales metrics are active and relevant to every conceivable business model. They are the most significant metrics and also the simplest, yet they inevitably get overlooked. Do so at your own peril. Two sales metrics are active and relevant to every conceivable business model. Do so at your own peril. read more

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Sales 31

Sales Tips: Time for a Name Change

Customer Centric Selling

Sales Tips: Time for a Name Change. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Throughout my career I’ve sold technology and helped tech companies sell their offerings. During that time I’ve witnessed a number of technology offerings that at some point in their life cycles either hadn’t caught on or had begun to fade.

Sustainable Sales Success - Tip #18 - Energy

Increase Sales

Do you ever watch those Ted Talks ?  The one common characteristic of the presenters is energy.  Those who achieve sustainable sales success always appear to be in energy even when they are speaking quietly. Their energy radiates and draws their listeners close and closer. Credit How many times have you bought from a low energy, boring salesperson?  Share on Facebook.