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3 Things I Did at Dreamforce 16

Score More Sales

Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all and the place to meet up with as many people as possible all rolled up into one crazy week. B2B sales strategy

The Salesperson Mindset: Speed of Technology Adoption


Between 2000 and 2003 it jumped again, averaging 3.6 For sales today, a mindset is at least as important as a skillset. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility , individuality , security , freedom and Network Selling. Technology Adoption Through Time. In 1995 it took a jump, and through the year 2000 averaged a 2.6 percent.

NPS: Out with the Old, In with the New

The 1to1 Media Blog

In 2003 author Fred Reichheld introduced 'the ultimate question in his Harvard Business Review article "One Number You Need to Grow." Answers to the question, "What is the likelihood that you would recommend company X to a friend or colleague?" proved to be so powerful in predicting customer behavior and customer loyalty that the question became known as Net Promoter Score and served as a key growth indicator for leaders. Customer Engagement Customer Experience Customer Loyalty Customer Service customer behavior customer loyalty Net promoter score Satmetrix the ultimate question

Understanding Your LinkedIn Company Page Analytics [VIDEO]

Vertical Response

Unless you have closely followed its evolution since launching in 2003 , you may have missed some updates. Most people know LinkedIn as the premier social network dedicated to business. One of its key evolution points was the launch of Company Profile Pages in March of 2008. Since then, there have been many enhancements. Most notable was “Insights.” ” Insights were the 1.0

In Sales Are You Doing the RIGHT Math?

Increase Sales

In 2003, McKinsey released some valuable information regarding pricing and discounting. Doing the math is essential in sales. What I have learned is sometimes salespeople fail to do the “right math.” ” What is the right math you may be thinking? Impact on customer’s and vendor’s short term profitability. Return on Investment (ROI). Share on Facebook.

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Training vs. Learning: do you want to train? Or have someone learn? by Sharon Drew Morgen

Sharon Drew Morgan

See my paper in The 2003 Annual: Volume 1 Training [Jossey-Bass/Pfieffer]: “Designing Curricula for Learning Environments Using a Facilitative Teaching Approach to Empower Learners” pp 263-272). Training successfully educates only those who are predisposed to the new material. Others may endeavor to learn during class but may not permanently adopt it. It’s a systems/change problem. Sales

Toward Greater Decentralization: Results from the 2015 American Time Use Survey

The Productivity Pro

Bureau of Labor Statistics interviewed 10,900 Americans from all walks of life for the American Time Use Survey. ( ) Since 2003, the BLS has released the results of the previous year’s survey late the following June. This percentage has risen steadily from 19% in 2003. “—2015 American Time Use Survey, U.S. Bureau of Labor Statistics. In 2015, the U.S. hours on average.

Top 10 Sales Coaching Quotes

Steven Rosen

If the players don’t trust the coach, it is a problem, and vice versa.” – Bill Parcells – Dallas Cowboys Head coach, 2003–2007. Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do.

To Show Connections on LinkedIn or Not – 2 Ways to Grow Business

Score More Sales

I was an early adopter of LinkedIn (October, 2003) – connecting with people I knew in real life, and it is still the strategy I use today. In using LinkedIn since 2003, I have *NEVER* done that – most likely because I am in sales and can pick up the phone and call anyone I want to connect with. photo courtesy of Socialkickstarter. How do you use LinkedIn to grow business?

How to Build Your Social Brand

Score More Sales

I started blogging with a Typepad account in October of 2003. LinkedIn was new in 2003 and I put my profile on LinkedIn in October. Online visibility helps build your personal brand as a seller, and your company brand as a trustworthy and helpful organization. Over a number of years, I have worked to build a brand online and I’d like to share some of the lessons I’ve learned.

LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

I opened my LinkedIn account on October 3, 2003. I’m an early adopter because I had moved 3000 miles and didn’t want to lose connections with the great friends I made at CCBN (my last corporate employer) so I reached out to hundreds of my former co-workers in 2003 to connect via LinkedIn. Click here to view the embedded video. It is professional. Let us know.

Build Sales with These LinkedIn Resources

Score More Sales

In fact, this month marks my 9th year as a LinkedIn member – October, 2003. LinkedIn is the darling of the B2B selling world right now, for a number of reasons. As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. The company was soon sold to Thomson Reuters and many of the employees moved over to the mega company.

The Top 10 Do’s and Don’ts of Email Marketing


Congress passed the CAN-SPAM Act in 2003, and this law outlines several restrictions that apply to email marketing. From planning your schedule to crafting your emails to fretting over subject lines, there’s a lot that goes into an email marketing campaign. What exactly do you need to know to take your efforts to the next level? We recommend following (and avoiding!) 5 Email Marketing Do’s.

Sales Tips: Nick Saban and Sales - What's the Connection?

Customer Centric Selling

He's one of the best coaches in college football, having now won four BCS championships with Alabama in 2009, 2011, 2012 and 2015, and another with LSU in 2003. Sales Tips: Nick Saban and Sales - What's the Connection? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. The college football season kicked off last week. I included a link to the segment.

Maximize Your "B Player" Sales Talent in 2013

Sales Benchmark Index

Harvard Business Review published Let’s Hear it for B Players in 2003. Welcome to the final SBI blog post of the year! By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential. Before you get deep into the New Year, consider some unexpected advice about B players. Time for Topgrading. Challenge and cultivate A players. Stress.

Marketing is More than Automation


In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. They discussed an intriguing idea – creating campaigns specifically tailored toward individual accounts. Her ears perked up. ‘I So we did some research around the idea and developed a process for it.’. Disturbing Trend.

Sales Tips: Want Better Results? Avoid "Commission Breath"

Customer Centric Selling

He''s one of the best coaches in college football, having won three BCS championships with Alabama in 2009, 2011 and 2012, and another with LSU in 2003. Sales Tips: Want Better Results? Avoid "Commission Breath". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Image credit to David Broberg from What happens?

Why Should I Do Business With You?


Recently I came across an extensive survey, by brand consultancy Emergence, done way back in 2003. How’s Kmart done since 2003? What’s in a slogan? Not much apparently. It measured the effectiveness of advertising slogans among 22 of the nations largest marketers that spend more than 100 million a year on ads. When was the last time you saw a Circuit City? Always.”

Social CRM is dead.

Brian Vellmure

So, let’s say its 2003 and that you’ve done all of that perfectly. In early 2010, Bob Thompson, CEO of Customer Think asked the question “Can you do “Social CRM” without Social Media/Networks?” ” I declared then (and prior) that Social CRM would soon go away and just go back to being called CRM. This week, Paul Greenberg , author of the Best Selling “CRM at the Speed of Light” , and widely recognized as the “Godfather of CRM” declared that time has come in his 5 part series posted over on Diginomica. Why does this matter?

New Chapter for the B2B Lead Blog

B2B Lead Blog

Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again. What does this mean to you? It means, I’ll continue to share ideas, strategies, and approaches as I learn.

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The Surprising Benefit Of Social Selling The Best Are Leveraging

A Sales Guy

Society is creating more information every 2 days than we did from the dawn of time until 2003. Yeah, yeah, we all know about the value of social selling for top of the funnel selling. How it’s great for engaging your prospects, and potential clients. We know it’s awesome for sharing information and insight. We are reactive in our information intake. Go back and read them later.

3 LinkedIn Power Tips for Sales

Score More Sales

If we are not connected, and I don’t know of you otherwise, chances are I won’t want to put you in my valuable network which I have been building on LinkedIn since 2003. Inside sellers are very interested in more LinkedIn tips on ways to build their networks and ultimately grow revenues, so we are working to do weekly posts on tips and ideas specific to LinkedIn.

Organizational Skills: How to Process Email and Deal With Information Overload

The Productivity Pro

You will get a reminder when the email isn’t in your in-box (Outlook 2003). I was reading an article in Information Week appropriately titled, “Eaten by the Email Monster.” link]. It links to several useful articles on how to handle information overload. I thought I’d add my thoughts on how to efficiently process email: the 6-D Information Management System™: 1. DISCARD = Delete it.

It’s the Law: 7 Email Marketing Rules You Should Know

Vertical Response

Back in 2003, President George Bush signed the bill into law in an effort to stop the onslaught of spam that landed in everyone’s inbox. Did you know there’s a law about sending emails? It’s called the CAN-SPAM Act. Don’t worry though, VerticalResponse is here to break through the political jargon and help you understand the rules. The law was updated in 2008.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

Copyright © 2003 EBSCO Publishing). Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club. Participants competed for the best original speech as well as for the best speech written by someone else. She was competing to win. Was she disappointed?

3 Influencers to Follow When Building Your Brand

Vertical Response

In 2003, Beth was hired by GE to help increase GE’s brand value. When it comes to developing a strong brand, it’s important to be ‘in the know’ with current trends in marketing and advertising strategies to help create and sustain a consistent brand voice. Who better to learn from than the most influential men and women in business? Beth Comstock – CMO at GE.

Q&A: Looking Beyond Net Promoter Score

The 1to1 Media Blog

Net Promoter Score (NPS) - which measures the likelihood of a customer to recommend a company a friend or a colleague - has provided businesses with a lot of benefits since it was first introduced by Fred Reichheld, Bain & Company, and Satmetrix in 2003. There’s more… To read the rest of this blog posting click here or visit

Driving Customer Advocacy in a Social World: Reflections from #SocialShakeUp

Brian Vellmure

Markets will gobble you up as evidenced by the struggling list of the 65 US companies that were on the Fortune 500 in 2003 and are not there today. We tapped on the window of a disinterested taxi driver and asked if he would take us to the stadium. He gave us “the tightlip”, and slowly accommodated us by opening each of the four doors. Laughter broke out. The Real Purpose of this Post.

Link-up with LinkedIn - a prospecting tool many ignore

Buyer Zone's Lead Generation Blog

Since it was founded in 2003, LinkedIn has skyrocketed to more than 150 million users worldwide, presenting a massive prospecting resource for knowledgeable sales people to tap into. LinkedIn has been around for quite a while, but many professionals only turn to it when it's time for a new job or when they need to make a new hire. But did you know it can be used for so much more?

5 Critical Things to Consider When Evaluating Lead Generation Companies


D&B —since 2003. The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales. This article is about how to select a partner once you decide to go in that direction. The word “partner” is critical. For example, our staff averages 42.7

Blog Wars: WordPress, Blogger, Tumblr – Which Platform Rules?

Vertical Response

Let’s battle it out: WORDPRESS – established 2003. In 2003, Blogger (owned by Pyra Labs at the time) was acquired by Google, and by 2006, all Blogger accounts were migrated to Google servers. TUMBLR – established 2003. Blogging is an excellent, and may I say, ridiculously awesome way to engage, educate and connect with your customers/readers/fan following. Pros: .

A Small Biz Guide to Digital Marketing Acronyms

Vertical Response

CAN-SPAM: Controlling the Assault of Non-Solicited Pornography and Marketing Act of 2003 is a law that was passed in the U.S. There are semi easy-to-understand acronyms you might use in everyday life like, LOL (laugh out loud), ASAP (as soon as possible), TBD (too be determined) and even BYOB (bring your own beverage). ” Say what? Also known as inbound link. VerticalResponse is an ESP.

What My 2-Year-Old Has Taught Me About Setting Sales Quotas

Tech Bytes

But as I was discussing my goal, I could almost hear the echo of myself setting the same goal last year, and the year before, and every year since I ran my last marathon in 2003. A few weeks ago, I kneeled to help my younger son blow out his birthday candles. As he listed all of his new plans now that he’s 2 (Sleep in big-boy bed! Ride blue bike!), He was missing something, too.

7 Email Testing & Delivery Tools for a Biz on a Budget

Vertical Response

Email on Acid offers a free version that shows what your email looks like in Gmail and Outlook 2003, plus they take a look at your HTML and let you know if there are any issues. You hear so many rumors about what you can or can’t include in your email if you don’t want it to land in spam. But a lot of those are exactly that, rumors. Are there too many links in your email? Litmus.

ATUS 2012: America’s Personal Productivity Stats

The Productivity Pro

Every year since 2003, the U.S. “The American work ethic is something to be admired. Our workforce, regardless of position, works hard to produce the best product and serve customers to the best of their ability.” ” — Leonard Boswell, U.S. Representative for Iowa’s Third District. “On days that they worked, employed persons spent an average of 7.6 hours.”

Metrics to Drive Lead Generation Performance


Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies. Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors. Here are select highlights from this study.

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Lessons from the 2010 American Time Use Survey

The Productivity Pro

A yearly tradition since 2003, ATUS offers a fascinating glimpse into the ways that Americans spend an average day. “The business of the United States is business.” ” — Calvin Coolidge and several other American presidents. “Last year continued to show the effects of the weak economy. The amount of time spent watching T.V. On June 22, 2011, the U.S. hours.

Time and Again: the 2014 American Time Use Survey

The Productivity Pro

A regular publication since 2003, ATUS provides a fascinating glimpse into the habits of everyday Americans age 15 and older, from how much they sleep and watch TV to how many hours they work daily. Every June, the U.S. Bureau of Labor Statistics releases the results of the American Time Use Survey for the year before. Consider Chart 1, a generalized roundup of the raw data. hours. hours.

Fields of Gold for (e)Commerce – Happy 20th Birthday!

Software Business Blog

2003 : iTunes Store opened, selling music downloads. This month marks the 20th birthday of ecommerce – it’s been two decades since NetMarket sold “Ten Summoner’s Tales” by Sting (as a physical CD, of course, not a download – we weren’t that advanced back then, plus the disc would have taken hours to download on dial-up). We’ve come a long way since SSL technology finally enabled secure payments by protecting personal information and Amazon sold only books. A few of the notable ecommerce milestones over the years include: 1994 : NetMarket sells Sting CD. 2000 : ran $1.2 trillion.

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Success Saturdays – Jay-Z and The Choices We Make?

A Sales Guy

2003: Jay-Z releases The Black Album, ostensibly his final record before retirement. I’ve alway loved biographies. I’m fascinated by the stories of peoples lives. How did they get where they are? What challenges did they over-come? What breaks did they capitalize on? What choices did they make? I have this saying that I share often with my daughters. Jay-Z/Shawn Carter. million.