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JUNE 13, 2017

Attending conferences and events last week in the Bay area, I heard this phrase more than a dozen times. Lately a phrase has been making the rounds which is the perfect mantra for all of us in professional selling and leading sales: Don’t be a Know-it-All, be a Learn-it-All.

Conference 158

Conference Sales Leads Marketing Qualified Lead 158

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SEPTEMBER 22, 2014

If my boss did not understand the value of me going to a specific conference or event, I would find a way to prove him (or her) wrong. Bigger conferences and events have an ROI (return on investment) document to help you “sell” the idea to your boss. You can’t attend everything – so be selective.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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AUGUST 21, 2013

The annual HubSpot INBOUND conference started as a great get-together for fans of the inbound marketing software platform a few years back and has grown now to being one of the biggest and best marketing conferences out there. He was fantastic to get a beginning of a conference room full of people to think bigger.

Marketing 195

Marketing Hubspot Conference Lead Rank 195

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APRIL 20, 2017

Several main stage talks and numerous breakout sessions at the 2017 AA-ISP Leadership Conference referenced the many thousands of sales tools in existence and how confusing it can be for sales leadership. It is enough to make your head spin.

Tools 167

Tools Conference Sales Leadership Sales Tools 167

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JUNE 16, 2016

At the Sales Machine 16 conference this morning it was inspiring to hear from both Seth Godin and then Simon Sinek. Many takeaways will be in future posts. For now the big one Seth talked about that really struck home for those in sales and sales leadership is this post’s focus.

Conference 151

Conference Sales Leadership Sales B2B 151

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MARCH 21, 2014

No more follow-up except once to say they’d see us at a conference. If the work was so-so, as it was, but they talked about it, kept in touch, met with us at the conference we mutually were at – went out of their way to show us that they cared – well, I am sure I WOULD recommend them today. So there it is.

Follow-up 267

Follow-up Up-Sell Conference Ideal Customer Profile 267

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APRIL 27, 2014

Not thinking of myself as much of a hacker, I was curious to see how the Sales Hacker Conference would be this past week in NYC. Even ONE great idea can justify a time and financial investment of a conference. It was being held in a space normally filled with ping-pong tables, a DJ, and a bar.

Revenue 232

Revenue Outsourcing Services PipelineDeals Scale 232

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OCTOBER 11, 2016

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

Conference 120

Conference Meeting B2B Strategy 120

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SEPTEMBER 26, 2016

When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting.

Trade Show 120

Trade Show Conference Promotion B2B 120

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SEPTEMBER 14, 2016

Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It.

Conference 120

Conference Follow-up Up-Sell How To 120

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APRIL 11, 2014

Conference Overview. The photo in this post was taken at the conference with fellow Social Selling Influencers Koka Sexton, Ken Krogue, Jim Keenan, Jamie Shanks, and Sean Burke. These tools, along with a sluggish economy back in 2008 helped Inside Sales gain steam and gain appreciation. Does that sound like your sales environment?

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

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JUNE 7, 2012

No matter what the conference is, if you take nothing away from presentations, the connections will be invaluable. I got more used to it the second day, but when I want to be social online, at a new media conference, I need connectivity. You can’t do that with a virtual event. Disappointments Always Happen. What’s with that?

Conference 179

Conference Lead Rank Lead Scoring Media 179

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APRIL 27, 2014

Not thinking of myself as much of a hacker, I was curious to see how the Sales Hacker Conference would be this past week in NYC. Even ONE great idea can justify a time and financial investment of a conference. It was being held in a space normally filled with ping-pong tables, a DJ, and a bar.

Revenue 120

Revenue Outsourcing Services PipelineDeals Scale 120

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MARCH 29, 2013

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. The conference is the annual event for Microsoft Dynamics ERP and CRM. The exhibitor with a 3 letter acronym was none other than IBM. So what was IBM doing at a Microsoft Dynamics event?

Microsoft 189

Microsoft Conference CRM Compensation 189

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SEPTEMBER 13, 2013

At a recent conference, I liked Oracle Social Selling expert Jill Rowley’s comment: “There is no box” It makes me realize that creativity is one of the best traits in selling you can have. Reps who make dozens, if not hundreds of calls, who craft emails and need to be fired up every day. Think outside of the box?

Resources 232

Resources B2B Oracle Lead Rank 232

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SEPTEMBER 13, 2012

Craig Hayman, General Manager, IBM Industry Solutions said at the conference that the new Chief Executive Customer expects “companies to respect their time, preferences, values, and privacy. You can’t attend a conference like this and not walk away with such big ideas in revolutionizing customer service and support.

Company 192

Company Customer Conference Twitter 192

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APRIL 28, 2014

While listening to a presentation at a conference recently, the presenter got me thinking differently. When someone can do that, you know you are in the right room. The presenter was Sean Burke and his talk was called, The World’s Youngest Billionaires Guide to Social Selling.

Buyer 221

Buyer eBook Google Influencer 221

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DECEMBER 26, 2012

But I clearly work one way: If I meet you at a conference or event and we exchange business cards, you can bet I will be going on LinkedIn and inviting you to connect with me. There are a lot of professional conferences and events I attend over the course of a year so there is no shortage of who I might want to connect to.

LinkedIn 232

LinkedIn Conference B2B Networking 232

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JANUARY 27, 2014

attend a sales conference. Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly. sign up for RSS feeds for sales sites, blogs, or podcasts. hire a prospecting coach. hire a presentation skills coach. find a mentor you admire.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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JANUARY 4, 2013

You won’t be successful until you have many many conversations by phone, by email, and by video conference. It’s called call reluctance, and many sales professionals have it, believe it or not. So choose your activity goals wisely. Let us know what you came up with – privately by email or post as a comment.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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OCTOBER 8, 2014

Next week is the annual Dreamforce mega conference for Salesforce.com users and those in their CRM community – let’s face it, anyone growing a serious business today is using Salesforce.com. has used it, uses another CRM but knows of it, or plans to use it. It is the 800 pound gorilla in the customer relationship management world.

Face-to-face 190

Face-to-face Twitter Inside Sales Ideal Customer Profile 190

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NOVEMBER 1, 2013

Touches are the times you contact the buyer in some way — be it a phone call, proposal, video conference, or in person visits. The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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AUGUST 19, 2013

I''ll be speaking at Inbound 2013 this week - a whole conference about Inbound Marketing put on by HubSpot. Look for additional posts in the weeks to come.]. What if you received a handful of good leads that are above the efforts of what your team is already doing outbound?

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

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APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. note: I am Co-President of the Boston Chapter).

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. note: I am Co-President of the Boston Chapter).

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

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JUNE 10, 2013

It’s like a full day conference, only from the comfort of your own office. Just think of how you might learn one twist to something you do now, but could do better to improve your close ratio or to close one extra deal this quarter, or two more next quarter. Here is the link to sign up for June 20th.

Inside Sales 205

Inside Sales Lead Rank Lead Scoring Sales Qualified Lead 205

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JUNE 2, 2014

There is one, and I was reminded of it last week at InsideSales ‘ customer conference Accelerate ’14 in lovely Park City, Utah. What if an acronym was the outline for all you needed to do in professional, business-to-business selling?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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OCTOBER 17, 2014

After attending my 7th Dreamforce conference / party / experience this week, I can’t help but post on some of the top takeaways as a participant and attendee.

InsideSales 210

InsideSales Hotels Influencer Conference 210

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MARCH 28, 2012

In fact, there is an International Customer Reference Community Conference coming to Boston in May. I also knew little about the power of a white paper back then, or what one can do beyond simple endorsements and testimonials. A lot has changed. Now there is community and conversations all around the topic of Customer Reference.

B2B 169

B2B Customer Case Study Conference 169

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MAY 19, 2014

Real Life Example: I received a call when I was at a conference last week. When it comes to business conversations how you set things up will help you move forward and close business in the future. The professional was in a panic. She has a huge sales opportunity with someone who asked her for a contract – not a proposal.

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

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JANUARY 14, 2015

So when they decided to put on their first-ever Rainmaker conference – I knew I had to be here. Salesloft, a very successful and fast-growing Atlanta startup is a company with two products and they BOTH help you sell and be more productive.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

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MAY 5, 2014

I sat in a session at ASTD’s International Conference yesterday that my friend and colleague Mike Kunkle of GE presented which really got me thinking about so many skills that the top sales performers need to have to be the most successful. You need to be a psychologist – since this is such a people business.

Negotiation 203

Negotiation Ideal Customer Profile B2B Conference 203

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SEPTEMBER 15, 2013

Recently I gave a talk at Hubspot’s INBOUND 2013 marketing conference on Blocking and Tackling – Turning Leads into Sales in Five Simple Steps. It was fun but I found it took away some of my enjoyment of watching football stress-free (yes, I am competitive) so I am not playing again this year.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

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FEBRUARY 4, 2013

I got mine at a conference. If so, consider putting a sign on your chair that says, “DO NOT DISTURB – I’M SELLING” – I got this idea courtesy of Connect and Sell. Not sure if they still give these out. On interruptions: They are HUGE time-wasters. Your interruptions will reduce dramatically.

Inside Sales 222

Inside Sales Outbound Conference Energy 222

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AUGUST 9, 2013

You run into these folks sometimes at an industry conference – you might drop a note if you see something they said in a social community you’re in online. You have incredible connections from over the past years you’ve been in your industry or have been a business professional in multiple industries. BAD business strategy, folks!

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

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MAY 5, 2014

I sat in a session at ASTD’s International Conference yesterday that my friend and colleague Mike Kunkle of GE presented which really got me thinking about so many skills that the top sales performers need to have to be the most successful. You need to be a psychologist – since this is such a people business.

Negotiation 175

Negotiation Ideal Customer Profile B2B Conference 175

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APRIL 8, 2013

It’s like the people who come to your company website or your conference and don’t take action. The thing is, lots of people buy a book like the ones Michael has written with the best of intentions, but then don’t read it or they just don’t take any new action. We typically write people like that off, don’t we?

Inside Sales 224

Inside Sales Outbound Conference Intent 224