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Know This One Thing to Help Your Customers Buy


We can’t ignore the fact that we’re all motivated by something. The neuroscience and decision making of customers we know popularised by books like ‘Chimp Paradox’, ‘the brain audit’ and Cialdini book ‘Influence’. Buying motivation is both a wide and deep subject with many views and it fascinates me. I don’t confess to be an […]. Entrepreneurs

Will Artificial Creativity Trump Human Creativity?

Mukesh Gupta

Artificial Creativity on the Rise. Sony recently released two songs composed by AI and French composer Benoît Carré arranged, produced the songs, and wrote the lyrics. You can listen to both the songs below: Sony has also announced a full album made by their AI to be released in 2017. Earlier, AI had written the screenplay for a short film (though it doesnt make too much sense, for now). You


New Company Launches – Sales People Need Not Apply

Fill the Funnel

What is your reaction to that headline? If you are like many in the sales profession you probably thought – “that’s not possible in my industry.” ” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. Face it, technology has created many changes in the way we all do business.

Sales Prospecting in the 21st century - Part 3

Increase Sales

If people buy from people they know and trust, then it seems reasonable all sales prospecting should build upon that fundamental buying rule.  Yet, salespeople in their hurry and up sales pitch behaviors send duplicate messages that fail to acknowledge any previous conversations. In yesterday’s mail I received a direct mail piece from a realtor with whom I had an extended conversation. His latest direct mail marketing message which was a duplication of the first direct mail piece totally ignored that sales conversation. Sales prospecting is comprised of strategies and tactics. 

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

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Systemic Leadership Failure

Partners in Excellence

The Wells Fargo saga is a tragic example of systemic leadership failure.  Excuses offered by top leadership continue to provide rich examples of their failures in serving their customers, their people, their communities, and shareholders. Unfortunately, as bad as they are, the current data probably only shows part of the problem.  But 5300?  But what if I’m wrong.  What was management doing? 

The Science of Making Better Decisions


In business, the quality of your decisions will ultimately determine the levels of success you achieve.  So how can you improve your decision-making ability?  The good news is that there are now decades of scientific research that have revealed how the brain forms judgements.  When you apply these findings you will find that your capacity […]. Sales Strategies

Now There Is No Excuse to Not Have Your Own Website

Fill the Funnel

I hear excuses every day from many of you that you do not have a personal and.or business website because of…pick an excuse…cost, time, knowledge and others. There is no longer any excuse. For the next two days – September 26 and 27th – you can get a website set up for as low as $2.95/month. hear excuses every day from many of you that you do not have a personal and.or


The Perfect Close

Your Sales Management Guru

The Perfect Close. -A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. James writing style along with his content makes his book contemporary and a complete book to take an average performer to the next level. You can find it on Amazon. Do you have a Plan?-A Checklist to Validate it.


The Art of Social Selling -- Summarized by getAbstract

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

Slaughterhouse Questions and Customer Discovery

Babette Ten Haken

Slaughterhouse questions might not sound like much, initially. However, they are lifesavers when you get yourself in a new business situation that makes you feel uncomfortable. Slaughterhouse questions resulted from a visit I made to a slaughterhouse over 25 years ago. I was a sales newbie: a product manager for a national plant sanitation company. So there I was, walking along the catwalk.

Six Simple Workload Tips Managing Maximum Performance Without Making Work Your Life

The Productivity Pro

Ever since the Millennial generation entered the workforce, we’re seen a resurgence in the idea that “work” and “life” represent two distinct things: i.e., that we can excel at our jobs and still have an enjoyable life outside the office. You can be super-efficient without chaining yourself to your desk, no matter how you may sometimes feel (. Embrace flexibility.

5 Keys to Improving Sales Productivity


A very interesting report called the State of Sales Productivity Report has just been released by Docurated. Compiled from anonymized data from the Docurated sales productivity solution and a survey of 127 sales and marketing executives, the report examines the state of sales productivity from both the sales rep and sales management perspectives. It’s no […]. Sales Management

Injecting Buyer Behavior into Your Product Strategy

Sales Benchmark Index

Podcast Product Strategy

Winning Consensus-Based Sales

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

Write with Care in Your Sales Presentations

Increase Sales

Sales presentations can earn the sale or sink it.  These written documents can build trust or erode trust. There are some costs that are fixed and understood by the buyer.  As another example, I would never include “office rent” as part of my deliverable cost. In thinking of my past corporate sales management life, I would have love to have charged for sales meetings. 

3 Key Characteristics of Good Business Metrics

Mukesh Gupta

I recently read a HBR article titled,  Don’t Be Tyrannized by Old Metrics. The post talks about the importance of having the right kind of metrics for your business. In my opinion, metrics are like the dashboard you have on the car. They do have some value but are of no use if you are going in the wrong direction. They are as below: Good Metrics are not necessarily easy to measure.

Salesperson's Terrible Reaction Part 2

Understanding the Sales Force

Yesterday I posted a very short article/video where I discussed one salesperson's reaction to a great sales role play. received a number of emails telling me how helpful the video, story and lessons were. I was also asked a number of questions and was even contacted by that salesperson's VP of Sales. It sure could have! Like chains, salespeople are only as strong as their weakest link.

Here’s Activity Description Field for Pipeliner CRM Activities


We understand that sometimes the activity needs to be described in more depth. Sometimes you need to write detailed activity description to better guide your sales team members. And the activity subject has just not enough space to do it. Therefore, we brought the new field into the activity. Please welcome activity description field: Introducing […]. The post Here’s Activity Description Field for Pipeliner CRM Activities appeared first on Pipeliner CRM Blog. Tips and Tricks

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.

Why Sales Org Design is Critical to Your Sales Strategy Success

Sales Benchmark Index

Any sales leader’s success is dependent on two things. The The first is strategy and the second is execution. Ensure Ensure that you have the right sales strategy by aligning your sales resources correctly.  . Do you have the Right Rep in the Right Territory? Article Sales Strategy

Sustainable Sales Success Tip #10 - Be The Best You Can Be

Increase Sales

This past week at a regular B2B networking group, South Shore Business Networking , the question was asked about sales success specific to what makes you different?  Everyone shared his or her personal and professional experiences when answering this question. One member, Marti Masterson of Masterson Alliance (independent insurance agency) shared this simple thought: Be the best you can be!

Lessons In Customer Loyalty

Mukesh Gupta

The Offer: I got a message from Raymond indicating that they missed me as I had not shopped with them for some time and that they would love to have me back to their shop. And that they would like to give me a  gift of INR 500. visited their showroom and was in for a surprise. My brand loyalty with Raymond did take a hit as a result of this transaction. It was all about the brand from thereon.

Cultural Collaboration for IIoT Decision Making

Babette Ten Haken

Cultural collaboration for decision making is an essential element for remaining competitive in the industrial Internet of Things ecosystem. Is your organization taking the necessary steps to ensure you are proactively poised for “What’s Next?”. The pace and nature of tech advances in the industrial Internet of Things manufacturing ecosystem wait for no one to play catch up. First things first.

Successful Selling

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

A Salesperson's Terrible Reaction to Good Sales Training

Understanding the Sales Force

You won't have to read much in today's post because I included most of it in a short video. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force!

SBI’s First Ten Years

Sales Benchmark Index



Sales Prospecting in the 21st century - Part 4

Increase Sales

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit Hi Leanne, I was just reviewing your site and generated SEO analysis report. Kindly refer attachment). Your site received a score of 46 out of 100, based on key factors like. Usability.

Innovation – Simple and Effective

Mukesh Gupta

I was driving home from office yesterday when I caught a glimpse of this advertisement on a small restaurant (Lemon Rice) on St. Johns Road in Bangalore. I was so happy to see this. This is a great example of innovation in action. Click To Tweet. This also tells us that any one who wants to can innovate. This also tells me that small entrepreneurs who hustle can be extremely innovative.

Are You Derailing Your Prospecting Success?

No More Cold Calling

You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges. She described in wrenching detail what consistently goes wrong and how these problems are affecting her business. Aha, we’ve got the answer. Well, no.

Variability of Performance – A Side Story

Anthony Cole Training

I’ve been writing about solutions to variability of performance and, as often happens, I see/find something connected to the theme of sales or sales management. individual sales success sales management Peter Jensen the 3rd factor variability in sales performance

How to Create Content that Gets Noticed

Sales Benchmark Index

Marketing Strategy Podcast

An Unconventional Solution to Reduce Sales Stress

Increase Sales

Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought.  Yet it is amazing how many salespeople ignore this somewhat unconventional solution. Embrace a written goal setting and goal achievement  WAY SMART process both personally and professionally. Reality is they don’t. Share on Facebook.

How Can You Make Your Next Brainstorming Session Rock

Mukesh Gupta

Prime for Creativity. People are generally not in mindset to be creative. We need to get them to a mindset where they can be creative, if our purpose is to get the most creative ideas that are possible. Start your brainstorming session by playing a game that requires creativity. Get people to draw something. Get them to exercise (mild) – it could even be just laughter therapy. Idea Coach.