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Guess What Dad… I’m Going Into Sales!

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I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context. When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern. Two things were behind his concern: Why did I need a business degree for a sales job (anyone can do sales, you don’t need a degree). TRILLION.

Using Leverage in Sales: The Art of Winning an Unfair Game

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A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.” Leverage, in other words, is advantageous to business because a low amount of cost/effort yields a relatively high level of return. They’re also a 2014 SIIA Codie Winner.

How High-Performing Sales Organizations Differ From Others

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What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? That’s what Velocify , along with Steve Martin , author of the “Heavy Hitter” series of books on enterprise selling, set out to discover. They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. How about you?

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3 Rules of Thumb for Selling to Buyers from Hell

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Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. What turns ordinary people into Buyers from Hell is that they don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.”

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What Salespeople Can Learn from Classic Songs

The Stanford Study that just Might Help you Sell More

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Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1] That buyers feel their needs are being ignored by salespeople surely can’t be for lack of trying. Why the disconnect? Be specific.

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Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a 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 Duncan Lennox, CEO and Co-Founder of Qstream. Nancy: What does Qstream  do? and align our solution with that.

Smart Selling Visions: Up-Close with Top Revenue Leader Anil Jwalanna of Witty Parrot

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We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning  and their vision, for the industry. This week I interview Anil Jwalanna, Founder and CEO of Witty Parrot. Nancy: What does WittyParrot  do? But where does a salesperson go?

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Mark O’Connell of @SAVO_Group

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a 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 Mark O’Connell, President and CEO of SAVO. Nancy: What does SAVO  do? Could I be doing more?”.

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The Art of Social Selling -- Summarized by getAbstract

Predictive Sales Analytics: The New Normal?

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Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales. applications.

The Single Most Important Factor for #Sales Success (and How to Achieve it)

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What determines whether you’ll be an average salesperson or a phenom? Just like an athlete, you’ll never be great without mastering the fundamentals of the game. You might win a few here and there, but without continuously honing the essential skills required, you’ll remain smack in the middle of the bell curve. If not, what’s changed? Agility, is the underlying imperative. You’re a puzzle solver.

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Why be Different?

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There is great honor in being the first one to do something—the first one to climb a mountain, the first one to conduct an innovative medical procedure, the first one to discover a species or a land mass. Being the first one can bring fame, recognition, and wealth. But there is also great risk. It is much safer to wait for others to lead the way. To be the first comes with unsavory side-affects.

Dreamforce 2013: Get Your Print-Out of the Must-See Tools Exhibitor Map #DF13

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Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. Destination, as always, is San Francisco. For four days, the city will be over-taken by more than 120,000 visitors clamoring to attend any of the 1250 sessions, an expanded Cloud Expo offering more than 350 exhibitors, and a smorgasbord of parties, after-parties, and after-after-parties. Hope to see you there!

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7 ways to Uncover the Real Meaning (and Proper Execution) of Sales Enablement

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Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. That’s rather astonishing. Clearly, it’s a popular topic. But equally obvious, is that people want to understand what the heck it means. The short answer as to why the definition is so cloudy is that it means different things to different people (so they can sell more). sell more). Starting at 6:00 a.m.

Winning Consensus-Based Sales

How to Turn CRM into a Strategic Advantage

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CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research. No doubt, you developed high expectations for your implementation by the time you were ready. What were they? Most important, were your expectations met?

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Social Selling is Personalized Selling: Why it’s No Longer an Option

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What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’ Sellers have for the most part, relied on networking, referrals, and rapport building as a means to build relationships or at the very least, the credibility and trust needed to gain an appointment. What has changed, however, is the scale. Make sure you’ve got an updated profile on LinkedIn.

What Every Sales Leader Needs to Know and Do to Turn CRM into a Strategic Advantage

Smart Selling Tools

CRM as a strategic advantage. Implementing CRM across your sales organization is a big and exciting deal. After what was likely a long needs-analysis and a long period of researching the various CRM options, you have—or had—high expectations. What were they? Were you expecting to have a great deal more insight into your sales pipeline? Were you expecting to gain a better way to judge the forecast?

Smart Selling Visions: Up-Close with Top Revenue Leader Frank Donny of Marseli

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a 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 Frank Donny, Founder and CEO of Marseli. Nancy: What does Marseli  do? Nancy can be reached at 916-596-3035.

Secrets to Successful Inside Sales Management

Stalled Deals: 4 Strategies for Staying Out of the Friend Zone

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You know the feeling. You hang up from a sales call, turbo-pumped with adrenalin, giving yourself a mental high-five. You ‘nailed it!’ Your confidence is soaring and you’re positive the prospect is equally excited. This is what happens when you truly connect and have a conversation that feels mutually beneficial to both parties. Taking the next step comes naturally and without hesitation.

The 9Billion #CRM Debacle

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I read ClearSlide’s blog “4 Reasons why it’s time to re-boot technology ” with great interest and enthusiasm. In a most concise (a mere 291 words) and convincing way, they outlined the importance of finding new ways to put technology to work for sellers. The post listed several startling stats. Some of them—like salespeople spend less than 35% of their time selling—are familiar. Others are not.

Why 96% of Prospects Remain Unknown to You (and what to do about it)

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$44 Billion. That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2]. That creates a problem for Sellers.

Don’t Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear

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We live in a scarey time. Decision-makers are under pressure and short on patience. In a word, they’re easily spooked. They look for reasons to run away—or to avoid salespeople in the first place. Put these five tips into practice and assure your prospects they’ve got nothing to fear. Listening is an act of learning. Every conversation has to count. It’s become meaningless. Be specific.

Successful Selling

3 Keys to Survival in the Sales Jungle

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Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing. Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse.

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

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Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps. Perhaps not. It seems impossible. And this is all well, and good. Over-thinking is over-kill.

Myth Busters: The 9 Sales Myths You Don’t Want to Fall For

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Last week, I wrote a post called “ Uh Oh! One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. The reason it’s wrong is that both are equally involved in making the decision even while they’re often at odds with one another. Myth #1: Sales is a Numbers Game. This is true for a number of reasons.

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Is There a Sales Enablement Bubble and Will it Burst?

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Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” I have to give him some credit – he got my attention and raised a very important question.   I wanted to know what drove him to write the article and I talked with him last week. That devastating thing? He has a good point.

The One B2B Buyer Tactic Salespeople Must be Prepared for – but Most Aren’t

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My dog Rocky gets her dinner every night at 4:00. At 3:55 on the nose, she starts her cajoling to get us up off our home-office chairs and onto the important business of providing chow. How she knows that it’s time, I don’t understand. But everyone with a dog will be shaking their heads right now in recognition of the phenomenon. There’s an obvious reason for that. Not to worry.

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3 Sales Myths You Don’t Want to Fall For

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Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s. Don’t sell features, sell benefits. The The listen to talk ratio should be 70/30. People buy from people they like. Qualify for budget, authority, need, and timing (B.A.N.T). And the list goes on. The art and science of selling has gotten progressively more complex. No excuses.

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Want to sell more? Do This, Not That!

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I love to figure out how seemingly unrelated concepts can apply to the field of sales. In today’s blog, I’d like to ask for your input. Here’s the subject. If you’ve ever bought something at a drugstore check-out you’ve probably noticed a small book called “ Eat This, Not That! ” The book is referred to as the No-Diet Weight Loss Solution and it’s by David Zinczenko and Matt Goulding. will count.

Why I’m Launching The Sales Productivity University

Smart Selling Tools

At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex. That’s because you’re either running the business or the revenue engine, and you have little time (or patience) to catch up on the latest technology. Our first course is on eSignatures.

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Is Your Sales Process Full of ^@#%!

Smart Selling Tools

To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. All other tasks are often referred to as ‘non-selling’ tasks. Research shows that on average, sales reps spend only 35% of their time selling. It is either: Value-Added. Incidental or.

The Impact Sales Process has on Quota Attainment: What you Need to Know

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According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota.  At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. CSO’s research seems reason enough to decide it’s high-time to implement a formal sales process at your company. There are no short-cuts.

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Why Your Focus on Quota is Killing Revenue Growth

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Most organizations live and die by quota. Quotas are derived from financial projections which are created and necessary for companies to operate. We rely on quotas as a method for measuring sales rep performance. They need to have a number to shoot for and we need to know whether they are performing as expected. In many ways, it’s easy to understand why we focus so intently on quota. hours a month.

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The Perfect Sales Tool: Is it Time to Stop Wishing?

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Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Certainly as a group, no one product could proclaim to include all features and many singular features weren’t available in any product. Alas, it’s been two years and still no product has been invented that comes anywhere close to what I described.

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Sales Team Gamification and the Virtual #SalesSummit

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I enjoyed being one of the presenters for last week’s InsideSales Virtual Summit.  The event was deemed the world’s largest virtual sales trade show with a record setting, 15,000 registered participants. All of the speaker sessions are now available on-demand free of charge. Inside Sales” Brooks , and Mark Organ. Then the subject of Gamification came up. And there’s a science behind Gamification.

4 Reasons Dumbing it Down is the Smartest Way to Sell

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Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy. It was one of our most popular posts breaking the 100 tweet barrier. That post, along with the one you’re reading now, is aimed at complex sales. Complex sales are to be contrasted with transactional sales where decisions are made in minutes or days rather than in months or longer.

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