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JUNE 13, 2014

You’ll find that each one has it’s strengths and fun – yes, fun. Professional selling needs to be fun. Professional selling is all around us – it is the helpful online community and it is the tax consultant your relative just referred you to. Close More Deals.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

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JULY 27, 2012

I am thrilled to be part of the faculty, and an affiliate of what looks like the best line up of courses catering to anyone in B2B selling this time of year. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. What topics are of most interest? More to come on this topic.

B2B 176

B2B Course LinkedIn Up-Sell 176

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SEPTEMBER 27, 2013

But how does this relate to midmarket sales teams? My expectations were met. 2 businesses accomplished this in my sample. That means that the other 80% ranged from horrific to unmemorable. The bottom line is that they have work to do – from small things to massive changes. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Retention 254

Retention Company Customer Lead Rank 254

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NOVEMBER 26, 2014

Finance has more data, and it is extremely difficult to bring disparate data together into insight. Watson is changing that. Mobilepaks. While on this quest for better efficiencies and value for business building, I met up with Chanin Ballance, CEO of MobilePaks – a relatively new player in the sales enablement space. Close More Deals.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

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MAY 15, 2014

JB: Hubspot continues to be great at helping marketers improve through the provision of sharp content, much of it not related to their core product set. LR: In the mid-market space, what companies are leading the way – not giant brands, but larger SMBs and smaller mid-sized companies? Increase Opportunities. Expand Your Pipeline.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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AUGUST 17, 2012

Create enough sales-related activity so that you can leave the office today feeling like you DID work on activities that will lead to more revenues. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

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SEPTEMBER 25, 2013

Of all the things that Travis talked about, what really clicked for me in relation to the sales profession I’m involved in are these two points: Take personal pride in what you do. What was most important was his core message to this audience of high school students (and a few of us adults). Increase Opportunities. Expand Your Pipeline.

Lead Rank 207

Lead Rank Lead Scoring Outbound Follow-up 207

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JUNE 3, 2013

Read the related post “30 Ways to Reach Prospects” How is that working for you? Setting expectations is helpful in other aspects of selling and we’ll be covering that in a future post. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company? Close More Deals.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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SEPTEMBER 30, 2013

As a seller, the thanks you show for the following two situations can be directly related to the all-around success you will gain in the profession. I submit that there is more power in this idea than in most any other aspect of selling, and have written about its power before. Appreciation for a Great Conversation with a Prospect.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

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MAY 28, 2013

The event theme was Your Customer in Context , and all the keynotes as well as many of the sessions I attended reinforced the idea of relating to the customer on their terms, where they are, when they want your interaction. Since many of us are visual learners, I find that this was a great addition to help us adults learn new things.

Company 208

Company Film Study Lead Rank 208

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APRIL 27, 2014

Second message: Produce value – talk about something not product related – don’t sell. His tips included having “5 x 5″ sales messaging campaigns – send 5 different messages using 5 pre-planned templates over 5 touches to offer more insight and value to potential buyers than typical sales messaging. Close More Deals.

Revenue 232

Revenue Outsourcing Services Scale PipelineDeals 232

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APRIL 27, 2014

Second message: Produce value – talk about something not product related – don’t sell. His tips included having “5 x 5″ sales messaging campaigns – send 5 different messages using 5 pre-planned templates over 5 touches to offer more insight and value to potential buyers than typical sales messaging. Close More Deals.

Revenue 120

Revenue Outsourcing Services Scale PipelineDeals 120

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DECEMBER 18, 2012

I’ve been fascinated with Mike’s stories and how they relate to the mental part of selling so we had a discussion about the mental aspects of selling and how it relates to the training he did for his Antarctic adventures. Mike has the distinction of having run back-to back marathons and a 100km “ultra” marathon in Antarctica.

Outbound 212

Outbound Relationals Training Conference 212

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NOVEMBER 26, 2012

Last week I was interviewed on the OpenView Lab blog about ways to keep focus through the end of the year. If you’re bogged down by lack of closed business, upcoming holidays, relatives, and distractions like Cyber Monday, you might want to listen to the interview since it is audio and easy to listen to.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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JANUARY 21, 2013

I joined Toastmasters , attended Dale Carnegie’s human relations program, and I read dozens and dozens of books about communication. I’m convinced that this is how I grew so much as a sales professional when I was in my 20′s with little life experience and a big huge quota.

Video 227

Video Outbound Intent Buyer 227

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FEBRUARY 20, 2013

Empathy is an emotional intelligence skill that helps you read and relate to others. CS: The first thing managers need to do is model the behavior. And in many cases, that means putting away their technology. If a manager is always looking at his smart phone, she is not present and misses many non-verbal cues in communication.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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JANUARY 31, 2013

Ways to relate better to customers and potential customers. What are triple wins (where everyone wins). Tips for more power words and clarity in my calls. How can I make a full impression on the phone? How to maximize my calling hours. How to ask for a next action. Ways to grow business every week. How to prospect.

Sales Coaching 169

Sales Coaching Coaching Ideal Customer Profile Energy 169

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APRIL 2, 2012

If your inside sales team is doing any of these things, work on alternatives – none of these have an “upside” to them – they are time wasters for sellers and they are the worst public relations you can offer potential (make that formerly potential) prospects.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

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DECEMBER 22, 2011

Refine B2B Sales Process in 2012 With Tools and Attitude. places a huge order every January, but by using a CRM system you can pull reports that show things you many have never noticed, such as weather-related trends or news-related trends. Of Value Propositions and Elevator Pitches for B2B. Consulting. Categories.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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AUGUST 5, 2013

If you are a B2B seller using the phone and email to connect with prospects and only calling on the C-suite, I’d like to ask you to stop calling high for just a moment and consider broadening your reach. In the position I mentioned earlier I ended up calling investor relations people who are much easier to reach.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

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NOVEMBER 29, 2012

I learned so much from her, but it was all business-to-consumer, not B2B. I always felt like I related more to his struggles than his life – he was a very religious man, long time married, from Texas so he had that lovely twang in his voice. I heard Zig Ziglar live at least 2 times, and met him ever so briefly once.

Apparel 276

Apparel Twitter Motivation Social Media 276

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APRIL 18, 2014

I can relate to Dan’s stories – and I loved to read them because the people profiled, like me, would not settle for what we were dealt early on. He will tell you stories about many of these people – how they were much like you or I and what they did that caused them to catapult into the next realm of success.

Inside Sales 229

Inside Sales Conversion Retail Lead Rank 229

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JANUARY 31, 2012

Geoffrey James has a great post on how to close business , based on a conversation with sales guru Linda Richardson (no relation… but high admiration). Next post: B2B Sales Podcast With Ziglar on Football and Goal Setting. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

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APRIL 23, 2013

Most of the smartest folk on sales leadership were there, even though there were a number of other sales-related conferences going on that week. I wrote about my experiences on Day 1 which you can read here. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

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JULY 16, 2012

When I was in my 20′s I consciously became a professional, b2b seller because I was a single mom and I wanted to be able to support my family well. While this is not for everyone, I invested my own money to attend the basic Dale Carnegie course on human relations and effective communication.

Sage 191

Sage Groups B2B Energy 191

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FEBRUARY 14, 2012

Next post: People Skills Grow B2B Sales While Tools Make It Easier. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. It’s all relative, isn’t it? Note: most people dont follow up enough. Previous post: CRM Is the Tool and Sales Follow Up Is Key. Categories. 100 for 100K.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

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MARCH 6, 2012

Instead of scouring the web, now you can find a wide range of topics all relating to growing profit in your sales business in one place – from within High Profit Selling. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. There are 15 chapters in the book. Categories.

Lead Rank 131

Lead Rank Lead Scoring Lead Nurturing Margin 131

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JULY 18, 2011

Either relate it to your most recent interaction, or just general characteristics they have which should cause others to know and work with them, too. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

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APRIL 12, 2010

I also end up making a few good business related connections as well. I also end up making a few good business related connections as well. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. Andy SEO Analyst Vancouver. link] Andy Kuiper – SEO Vancouver. Categories.

Lead Rank 120

Lead Rank Lead Scoring Skype Conference 120

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OCTOBER 24, 2013

Our friends at Sales for Life created a must-see infographic to help those who are working at improving their social footprint - hopefully everyone in B2B sales – with a visual checklist for the basics. You think you are ready for social selling but then you realize there are some basics you have not fixed yet. Profile Heading.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

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MARCH 10, 2011

I can relate so much to Jeff’s brochure sorting exercise. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. Lori Richardson speaks, trains, and writes about improving sales for small-to-medium-sized businesses (and a few Fortune 500′s) around North America. link] Patty K.

Conversion 181

Conversion Lead Rank Lead Scoring Vendor 181

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JUNE 13, 2011

Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. In many parts of North America this past Winter was, well… pretty bad. You have a distracted, fractured bunch of time. The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System. Categories. 100 for 100K.

Lead Rank 220

Lead Rank Lead Scoring Face-to-face Top of Funnel 220

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AUGUST 5, 2011

” Using our non-scientific approach (just relating OUR experiences from 7 days on the road) we found some real dogs and some real standouts that deserve our recognition today. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. The Dogs (You want to know who let us down, right?).

Social Selling 160

Social Selling Hotels Lead Rank Lead Scoring 160

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JANUARY 4, 2011

Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. My friend Kristiina Hiukka was inspired to launch a Women of Fifty project based on a conversation we had about turning 50. One can only hope! I love learning! The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System.

Small Business 157

Small Business Small Business Lead Rank Lead Scoring 157

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JULY 25, 2010

Some people want instant information, others don’t want to hear from you over the weekend if it is business-related. Of Value Propositions and Elevator Pitches for B2B. Talking or Writing Too Much in B2B Sales. Many clients respond well to emails – but some still prefer the telephone. Categories. 100 for 100K.

Lead Rank 120

Lead Rank Lead Scoring Nonprofit Top of Funnel 120