Trending Sources

We Lead with Sales Leadership

Score More Sales

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget.

Jim Steele and David Rudnitsky Explain Moneyball for Sales

The Sales Insider

Moneyball was inspired by the 2002 Oakland A’s baseball team, which, despite a smaller budget, was able to outperform much wealthier teams. You might be familiar with the popular Hollywood film Moneyball. Using sabermetrics, A’s leader Billy Beane broke from traditional recruiting to find undervalued players. This example framed the topic for Jim Steele and David [.].

Film 35

Want Sales Success? Practice. (We’re Talking About Practice?!?)

Anthony Cole Training

Let’s conservatively pretend that he didn’t start to hit Major League Batting Averages until 2002. Defensively, let’s say he has averaged 140 games per year since 2002; that would mean he has played 1,734 games and spent 15,612 innings in the infield facing at a minimum of 3 batters per inning. Switching sports – let’s talk baseball. He was drafted in 1992 by the Yankees. Practicing.

Sales Tips: Stop Spouting Features Buyers Don't Need

Customer Centric Selling

Since we created CustomerCentric Selling® in 2002, we have said the primary difference between superior sellers (A Players) and the rest (B and C Players) is patience. Sales Tips: Stop Spouting Features Your Buyers Don't Need. By John Holland, Chief Content Officer, CustomerCentric Selling®. Most salespeople are proud of the products/offerings they sell. Need some help to increase sales?

Sales Thoughts: Imitation Is the Greatest Form of Flattery

Customer Centric Selling

Since 2002 when we launched CCS®, we have been teaching salespeople and sales organizations how to most effectively manage conversations with educated buyers and instead of ‘selling,’ rather empowering people to buy. Sales Thoughts: Imitation Is the Greatest Form of Flattery. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company.

Kevin Bacon and a Unique Way to Crush Lead Generation

No More Cold Calling

Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? Your referral network is larger than you realize. Have you ever played the game, “ 6 Degrees of Kevin Bacon ”? The concept is simple: We’re all connected … sometimes in the most absurd and unbelievable ways. Finding those connections is key to lead generation and getting referrals. That’s a doomed sales strategy.

Change: From Specialty to Core Competency

Brian Vellmure

Yet, so many organizations seem to be stuck in 2009, or 2005, or 2002… What’s even more interesting is that many senior leaders of these organizations are actually relatively up to speed on much of the evolving technological landscape. I’m amazed at the blistering pace of technological advancement. So, where’s the disconnect? How can we institutionalize change?

Not the “R” Word Again…

No More Cold Calling

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! The economy is fickle, but No More Cold Calling’s 9 “killer” steps will boost your sales in any economy. I promise. How do we sell in this volatile economy? As a salesperson, my head is spinning.

5 Reasons You Need a Sales Coach

Igniting Sales Transformation

In 2002, I became certified in co-active coaching and earned my certification from the Coaches Training Institute (CTI). In the business world, coaching has gained in popularity and with rapid growth comes questions. Some of the more common questions are: What exactly does a coach do? What are the benefits of hiring a coach? What qualifies someone as a coach? There is no business as usual.

Same New, Same New!

The Pipeline

For example, when BlackBerry introduced the first device to combined e-mail and phone in one handset in 2002. Tibor Shanto – tibor.shanto@sellbetter.ca. We are familiar with the expression “same old same old”, indicating that little has changed save the packaging. Many of the specialized productivity apps you find on tablets, had the same impact on many roles. Join Now!

5 Critical Things to Consider When Evaluating Lead Generation Companies

Pointclear

Some examples (many client agreements restrict us from publishing that we work with them): CenterBeam —since 2002. One of the world’s largest software companies—since 2002. The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies. years.

Sales Tips: No Goal, No Prospect

Customer Centric Selling

When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. Sales Tips: No Goal? No Prospect. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In other words, if sellers can’t get potential buyers to share desired business outcomes (or problems) they’re willing to spend money to achieve (or address), there’s no selling to be done. We espouse that goals can be shared in two (2) ways: The better way is directly from Key Players (titles involved in making buying decisions).

Sales Tips: Is It Time to Update Your Sales Process and CRM?

Customer Centric Selling

Since launching CustomerCentric Selling® in 2002, we’ve said the most common reasons for “no decision” outcomes are: Failure to identify desired business outcomes. Sales Tips: Is It Time to Update Your Sales Process and Align Your CRM? By John Holland, Chief Content Officer, CustomerCentric Selling®. Over the weekend I gave thought to changes in buying behavior. Failure to identify value.

The Sabermetrics of the New CMO

Sales Benchmark Index

In 2002, faced with limited payroll, Billy lost his top players to free agency. This post is for CMOs who are newly hired or evolving. Your #1 goal entering a B2B organization is to drive results. How does the modern CMO drive results? First they think like Billy Beane, the GM of the Athletics baseball team. If you are not familiar with the story, the results were remarkable.

What’s New in the Sales World for 2013?

The Sales Hunter

The question is, “Are you still using 2012 strategies to sell or, even worse, are you still using 2002 strategies?” If you haven’t noticed, it’s a new year. ” We’re now in 2013, and although it may seem like things haven’t changed, they have. Can you honestly say you know the key issues your customers are going to face in 2013?

Sales Tips: How to Apply Common Sense in Sales

Customer Centric Selling

Back in 2002 we suggested attendees to many tradeshows were “tire kickers” and would be poor entry points to start buying cycles for complex and expensive offerings. Sales Tips: How to Apply Common Sense to Sales. By John Holland, Chief Content Officer, CustomerCentric Selling®. The first was: No goal means no prospect. Many people said it was just stating the obvious.

PowerViews with Tony Zambito: Buyer Predictability

Pointclear

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. My guest today is Tony Zambito. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior. Don''t Treat Your Leads Like Buyers.

Buyer 77

Mary Meeker 2012: Mobile’s Hypertrajectory and the Re-imagining of Everything

Brian Vellmure

Approximately 2% of companies created about 100% of wealth creation of 1,720 Tech IPOs in the USA between 1980 and 2002. Mary Meeker delivered her increasingly famous annual internet trends report and analysis this morning at the D10 Conference. Below are the highlights. The impressive 112 page deck is below. Mobile’s Hyper Trajectory – still with room to grow. Tablet Growth Exponential. iPhone set new records, Android Smartphones growing exponentially faster. Re-imagining EVERYTHING. Several tangible examples of the re-wiring of society happening right now. USA Marketplace.

3 Legacy Recruiting Tactics CEOs Should Eliminate Now

Sales Benchmark Index

If your next sales leader candidate has 15 years of software sales experience, does it really matter if he was able to sell an on premise enterprise system to a customer in 2002? "The team with the best players wins." - Jack Welch Are you questioning the ability of your sales leader to take your revenue performance to the next level? Product knowledge. # of years in sales management.

Buyer 65

Sales Tips: Empower Rather Than Sell

Customer Centric Selling

Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. Sales Tips: Empower Your Prospects, Don't Sell Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Janoon at FreeDigitalPhotos.net. They prefer being empowered rather than being sold. The market would welcome this approach.

The Status Quo Bias: Why Customers Deviate From Rational Economic Behavior

Insight Demand

In 2002, Daniel Kahneman won the Nobel Prize in economics for his work on loss aversion. The value to buy your product is overwhelming, and yet the customer decides not to buy. The optimism and status quo bias block customers from making the rational choice to buy your product. Counteract the optimism bias with a baseline reality check. I know I am, and so did 93% of surveyed US drivers.

On Thought Leadership And Meaning

Partners in Excellence

He was born in 1912 and died in 2002. This will be a bit of an unusual post for me. Usually, I ramble on about all sorts of things. Today, it will be brief. More importantly, the words won’t be mine. One of my favorite speakers, authors, thought leaders is John Gardner. He held many government positions including cabinet posts, was the founder of Common Cause. Fools abound.

Rethinking Account And Opportunity Prioritization

Partners in Excellence

For example, in 2002 I was involved in founding an AI Based Predictive Analytics Company. Since 2002, the application of predictive analytics solutions in our segments has skyrocketed. I’ve written quite a bit about the importance of defining our “sweet spots.” Too often, the definition of sweet spots is far too broad or general. But any of these are huge.

Cool Companies Interview: FusionCharts & Collabion

Software Business Blog

In early 2002, a 16 year old boy, Pallav Nadhani, (that’s me J), wrote an article on a tech website to earn some pocket money. October 2002 saw the launch of FusionCharts v1.0. I recently had the pleasure of speaking to Pallav Nadhani, CEO and co-founder of FusionCharts, an industry leader in creating data visualization tools. Pallav is also involved in a new start-up, Collabion, focused on charts for SharePoint. Here’s a part of that conversation where we’ve captured the interesting journey of FusionCharts and future plans for both these companies. 14 years is no small feat!

LinkedIn Endorsements, Start-ups, and Cambridge University

Dave Stein's Blog

Aidan recruited me into Enterprise Ireland’s brand new sales effectiveness initiative in 2002, which he conceived of and started. First I want to thank all of you who have endorsed me on LinkedIn. It’s a privilege to be acknowledged in that manner by so many of you whom I respect in return. What I found interesting is that the prevalent category for those endorsements seems to be “start-ups.”

Social Media Is a Marketing Tool Not Just for B2C – But Also for B2B By Debbie Laskey, MBA

Increase Sales

Since 2002, Debbie has served as a judge for the Web Marketing Association’s annual web award competition. In today’s era of instant communications, social media has been both a positive and a negative element of most companies’ marketing outreach. But what happens when a business has a problem? What does the business do? Recently, an app on my iPhone stopped working. So, I had an idea.

B2C 31

Sales Management Book of the Month

Steven Rosen

As an aside, former New York City Mayor Rudy Giuliani’s book, simply titled “Leadership” (Hyperion, 2002), speaks about his efforts to improve New York City but offers lessons that can be applied to everyday business. Slammed: For the First Time Sales Manager. I wanted to share a new eBook “ SLAMMED!! I know that sales managers can use all the help they can get. Chapter 24.

Slammed!!! for the first time sales manager: chapter 24

Your Sales Management Guru

As an aside, former New York City Mayor Rudy Giuliani’s book, simply titled “Leadership” (Hyperion, 2002), speaks about his efforts to improve New York City but offers lessons that can be applied to everyday business. Slammed!!! for the first time sales manager, chapter 24. Traits of Highly Successful Companies. I hope you enjoy this chapter. Business strategies come first.

Bestselling Author Ruth King Gives Business Profitability Advice on Revenue Chat with Tony DUrso

Tony Durso

She began Internet training in 1998 and began her first television broadcasting in 2002. Revenue Chat with Tony DUrso welcomes Ruth King Best Selling Author on Business Profitability. Ruth’s best selling book, The Courage to be Profitable, is preceded by two award winning books, The Ugly Truth about Small Business and The Ugly Truth about Managing People.

Assets Under Management – A Sales Leaders Job!

Anthony Cole Training

In 2002, Marie Guion-Johnson ’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming. I hate calling people “assets” or “human capital”. They are people that take on careers to help them and their families achieve very specific personal goals. They do not take on careers, professions and jobs to further the growth of the company that hires them. If not, why not?

HOW CAN I DELIVER INSIGHT TO AN EXECUTIVE WITH 25 YEARS OF EXPERIENCE?

Insight Demand

In an interview just after winning the Nobel Prize for economics in 2002, Kahneman said : “There is an asymmetry between gains and losses, and it really is very dramatic and very easy to see. Today, most sales and marketing executives would agree that they should deliver insight to customers. But they question how can they deliver insight to an executive with decades of experience? Michael.

Is Everyone Coachable? [The Answer Might Surprise You]

A Sales Guy

I’ve been coaching professionally since 2002. This is a guest post in response to my coaching post a week ago. While writing the post I asked my friend Matt if everyone was coachable. He said yes. I didn’t believe him, so I asked him to convince me and write a post supporting his claim. . Matt’s position is substantive and comprehensive. . I said, “Of course!” Prove it.”

Millennials are not from Mars

Sales and Marketing

You can’t pick up a magazine (we’re guilty) or attend a trade show these days without running into yet another discussion on the likes and dislikes of people born between 1982 and 2002 (the officially unofficial definition of millennials). Issue Date: 2016-11-01. Author: Paul Nolan. Teaser: Can we dial it back on the “what millennials want” talk? read more

The Status Quo Bias: Why Customers Deviate From Rational Economic Behavior

Insight Demand

In 2002, Daniel Kahneman won the Nobel Prize in economics for his work on loss aversion. The value to buy your product is overwhelming, and yet the customer decides not to buy. The optimism and status quo bias block customers from making the rational choice to buy your product. Counteract the optimism bias with a baseline reality check. I know I am, and so did 93% of surveyed US drivers.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Part of the decision to launch CCS® in 2002 was the recognition that a larger percentage of transactions were continuous improvement rather than disruptive offering sales. Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In business if companies wait long enough, decisions get made for them.

4 Reasons Why CMO’s Should Care About Buyer Personas Today

Sales Benchmark Index

One thing that has not changed since my involvement in originating the concept of buyer persona development in 2002 is the definition of buyer personas: Buyer personas are research-based modeled representations of who buyers are, what they are trying to accomplish, how they think, what goals drive their behaviors, how they buy, and why they make decisions. Validate Assumptions.

The Most Innovative Tech Companies in Orange County

Brian Vellmure

In a brief conversation, Mr. Yuen shared with me that he will now be shifting his attention and energy to finding and creating solutions through leveraging adult stem cells, or what he labeled “super cells” His research company ReproCyte , was founded in 2002, and is currently working on solutions for Alport Syndrome and Parkinson’s Disease. Revenues hit $2.3 Paul A.

Assets Under Management – A Sales Leader's Job!

Anthony Cole Training

In 2002, Marie Guion-Johnson ’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming. I hate calling people “assets” or “human capital”. They are people that take on careers to help them and their families achieve very specific personal goals. They do not take on careers, professions and jobs to further the growth of the company that hires them. If not, why not?

The gender flap

Sales and Marketing

In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Lori Richardson learned her first lessons about sales at an early age. read more

B2B 1

Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target

B2B Lead Blog

The problem was that Joe hadn’t been online since 2002, and he didn’t change what he was looking for since then, either. Tweet Joe is newly single. He met his last girlfriend on an online dating site. So, he resurrected his ad, and the new quest began. Except it was so much harder! He had plenty of dates; he just couldn’t quite connect with anyone. Uh, who?” they queried. How do you do this?