Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. 12.1.1 Sales Force Automation/ CRM technology. offerings in 2011? capability in 2011?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

SBI

FEBRUARY 1, 2012

When I started Smart Selling Tools five years ago, I focused mostly on CRM. There were (and still are) more than 100 different CRM tools on the market. Since CRM is the platform for sales organizations, it’s important to have ways to compare offerings and to learn what to look for. That was then. SaaS changed everything.

CRM 84

CRM Tools Sales Tools Revenue 84

Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. So if 2011 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2012 your best year ever.

Hiring 69

Hiring System Call-back Sales Management 69

SBI

DECEMBER 11, 2012

There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. That’s a lot of ‘tools’ to cover in 60 minutes so you can expect this webinar to be informative, fast-paced, and full of energy. Motivate your sales team.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Join moderator Nancy Nardin of Smart Selling Tools for an hour-long, highly interactive webinar discussion about how to become more interesting to grow sales with me and my co-panelists Trish Bertuzzi of The Bridge Group, Inc.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Pointclear

DECEMBER 10, 2013

Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn. Make People Want to Work for Your Company.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Skills , Tibor Shanto. March 2nd, 2012. March 2nd, 2012. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. March 2nd, 2012. December 2011.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SBI Growth

NOVEMBER 23, 2012

There were three problems he faced that lengthened his sales cycle times: Spends too much time educating Buyers on the basics. Creates cheat sheets and sales tools because the ones from Marketing are useless. Why this matters to you, the Sales Rep. Source – CEB, The New High Performer Playbook, Arlington VA, 2012).

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

The ROI Guy

APRIL 25, 2012

As the demand for these value-based sales and marketing tools grows, Alinean continues to expand its significant customer and partner base, as the preferred interactive value selling and marketing tool provider.

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

The Sales Hunter

JANUARY 12, 2012

Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. ” Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sales Motivation: Is There Value in Social Media? January 2012.

Social Media 157

Social Media Media Motivation Prospecting 157

SBI Growth

FEBRUARY 3, 2013

They’re missing the real value of the platform: it’s a sales tool. Instead, today’s successful Sales Reps excel with LinkedIn on several fronts: They position themselves to win the deal they’re working on now. have held director-level or above positions (source: LinkedIn Ad Platform, 2012). Large scale targeting.

LinkedIn 335

LinkedIn Pipeline Decision Maker Ideal Customer Profile 335

The Pipeline

FEBRUARY 8, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

MARCH 7, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

SBI Growth

FEBRUARY 21, 2013

To outperform their peers, Social Sellers use LinkedIn as a sales tool. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). LinkedIn is a living sales tool, not a static, paper document. They use their profiles to demonstrate value and build trust with the Buyers. Bet on the Jockey.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

The Pipeline

FEBRUARY 15, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

NOVEMBER 23, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Sales Hunter

OCTOBER 27, 2012

The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. I’m amazed at the number of salespeople who believe a sales call is not a sales call unless you have a huge amount of support material.

Video 203

Video Call-back Motivation Sales 203

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 28, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

Paul Cherry's Top Sales Techniques

JANUARY 2, 2010

Get access to our customized sales performance training programs and management workshops. Blog Home < Free E-Book: Sales Tools and Productivity Res… Sales & Management Tips. Free E-Book: Sales Tools and Productivity Resources. BLOG | Sales Store | Privacy | Site Map | Contact Us.

Resources 40

Resources Sales Tools Tools Pharmaceuticals 40

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The nearsighted perspective presents quantitative information including the number of sales opportunities, the stages they are in, and the expected revenue from each sale. Expected Income Per Sale X Probability = Total Revenue.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

AUGUST 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

Jonathan Farrington

DECEMBER 4, 2011

Some 2012 Predictions for the Sales Space. Do sales tools really make a difference? I’ll also identify what the new breed of salesperson will look like in five year’s time, and why in my opinion, at least 50% of sales jobs will disappear – do try and join me. But back to today’s question: Sales 3.0

Decision Maker 34

Decision Maker Retention Twitter Buying Cycle 34

The Pipeline

MARCH 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

JANUARY 24, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 203

Pipeline Top of Funnel Hiring Cold Calling 203

The Pipeline

JUNE 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

No More Cold Calling

MAY 30, 2013

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214