Thu.Apr 12, 2012

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Prospecting by Text

The Pipeline

It is amazing how little progress there has been in sales over the last couple of years, despite all the talk. My friend Keenan, The Sales Guy , is conducting a survey on his blog asking if texting is a viable and legit means of prospecting , please go and participate. I will try and bias here by telling you that two years ago I posted on the same topic and got a mouth and earful from those who felt it was over the top, and nasty!

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7 Sales Coaching Tips You Need for Success

The Sales Hunter

One of the biggest issues the sales community is dealing with is the lack of effective sales coaching. We can discuss as to why this is but instead let’s just cut to the chase. I want to give you what I see as 7 sales coaching tips you can use right now. Regardless of your sales position, these are 7 you need to know. 1. Consistently follow-up.

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Influencing the Decision to Win the Sale (Part 2)

Sales and Marketing Management

A sales rep who had a long-term relationship with the head of an in-house printing group naturally expected to get the business when the company decided to outsource its printing services. The rep was shocked to find out the deal went to a competitor. His contact told him only that the other company offered a “better value.” The sales rep thought he knew the customer, but now he wondered, “What did the other guy know that I didn’t?

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Building Strategic Partners Video Interview by Jill Konrath of Lori Richardson

Score More Sales

More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now). This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Click here to view the embedded video.

Video 193
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Does Your Sales Force Look Like This?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I spoke to the energetic group of sales leaders attending the EcSell Institute Sales Coaching Summit in Austin Texas. The thing that makes EcSell different is that they won't place speakers on their event faculties unless their work is backed by research and science. As a result, their audience is a sponge for any and all best practices that are time-tested, proven and have empircal data to back them up.

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How Bad do You Want It?

A Sales Guy

You want to be successful; in your marriage, at work, in sales, as a parent, at skiing, at life, at whatever. We all do. We all want to be successful at something or somethings. Right? Who doesn’t? There is a secret and it rests in this story. A young woman wants to get more out of life. She decides to seek out help in a well known success guru.

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Interruption Based Selling!

Partners in Excellence

I’ve been following a discussion on cold calling. The topic of “Interruption Based Selling” came up, with several people taking strong stands against this. Frankly, I think it’s our obligation to “Interrupt”–particularly if we want to create real value for our customers. Waiting for the customer to reach out, waiting for the customer to recognize a need is often too late–both for the customer and most of the time for sales.

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Brainshark April 2012 Newsletter

BrainShark

Here is the April 2012 newsletter that has been sent out to our opted-in customers. In this jam-packed piece, we cover a variety of webinars, hit the road again for our city tours, and give you an inside look of how Brainshark now integrates with Microsoft!

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Five Elements That Make a Phenomenal Person Successful

Sales Gravy

Persistence is what separates the phenomenal people from all the rest. Be the best, never less and you will always ace the test. Being a phenomenal person is hard. No one is perfect. We all make mistakes. We all fall down every once in awhile.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Future of Computing is Undoubtedly Mobile

BrainShark

Something happened last year that made me – and probably lots of other people – take pause. More smartphones were sold in 2011 than PCs. Wow.

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The Game of Strategy: Improve Sales in a Changing World

Sales Gravy

The bottom line is that a sale is a game of strategy in which “numbers” are only one part. And, apart from improvement in strategy, process, skills, and techniques, you won’t improve sales.

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The Five Words Which Really Excite C-Lounge Residents

Jonathan Farrington

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 may want to scroll down and catch up, because it is wholly relevant to what I am about to say next).

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Do we need to Keep Discussing Objection Handling?

Jonathan Farrington

The 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. 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

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp