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Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Most organizations live and die by quota. It’s how we measure the health of our organizations.

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How Do You Incentivise SaaS Sales?


Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? The risk without proper planning in advance may be high with poorly constructed incentives. This is a critical issue for businesses. There are three key aspects here.

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Monetizing the Internet of Things

Software Business Blog

This strategy also exposes a fundamental weakness of the traditional hardware manufacturers - their lack of, or weak capability in developing, distributing and updating software. Services are easily upgradeable, much more amenable to ecosystems that are constructed around the hardware, and provide better revenue opportunities rather than a one-time sale. I recently discovered, and love my new Jawbone UP. From tracking my sleep patterns (erratic) to the activity levels (low), its giving me a fresh insight into my ever-expanding mid-section. But what about monetization?

Looking Back on What Worked and What Didn’t: Conducting a Project Post Mortem

The Productivity Pro

In any case, the process has become a standard part of many white collar work processes, particularly in the software field. Even if you take the traditional route, which works best for most non-software industries, I recommend you include a post mortem in your project plan from the very beginning. Ask everyone to enter the meeting with a relaxed, constructive mindset.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

To “ooch” is to construct small experiments to test one’s hypothesis. Asking a prospect to trial your software is much like asking for a decision to buy. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. W iden your options beyond ‘This OR That’.

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Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. I’m sure you have a few of your own favorites.

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Stop Helping The Customer Buy!

Partners in Excellence

I’ve not met a single CEO who has walked me into a “Buying Trophy Room,” saying “Look over here Dave, we bought this ERP software in 1999. ” Or, “Dave, we’ve constructed a new display, we bought a million each of all the parts needed to go into a smartphone. Let me be clear, helping our customers buy is critical. Or look at it another way.

Does Legacy Mindset impact Customer Retention?

Babette Ten Haken

The right customer retention strategy, IIoT style, represents the intersection of the right people, software, data and machines. Implementing a rock-solid customer retention strategy constructively addresses the professional differences which marginalize, rather than include, talented resources in your organization. Legacy mindset promotes Us versus Them workplace dynamics. Come on.

If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

a provider of software to simplify and improve business operations and customer communications. Deighton said, “Picture a person with sleeves rolled up, wearing a construction helmet with blueprint in hand listening intently to a customer.”. Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”.

Book Review: The Gamification Revolution

Sales Benchmark Index

have brought software solutions to market recently. If I was to offer any constructive criticism it would be this. A few weeks ago I got an email from a client telling me “ You have to read this book.” This client, Hi Leva of Clear Channel, has a good eye so I paid attention. The concept of gamification is catching on in B2B sales and marketing. As result, there is a lot of confusion.

Why Are You In Sales? – Sales eXchange 200

The Pipeline

Others stated a number of different career plans, some very specific, marketing, finance, construction, software design, and more. The same department pegs the number of lawyers at under 1 million, and software developers (systems and applications) also under 1 million. By Tibor Shanto – Tibor Shanto.

The Rewiring of Institutions ? Value Creator (

Brian Vellmure

But we’re seeing a rise in new constructs and entities and they don’t quite fit into the boxes and definitions that have helped us manage and make sense of the world around us for decades. Brian is a frequent contributor to several media outlets, and often acts as a advisor for software and technology vendors. March 9, 2012. Posts. Comments. Topics. All Posts. Resources.

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

In many cases the participants need development and do not repetitive training that is usually poorly constructed and poorly delivered from the onset. For example, how many times is a new software rolled out to a sales team only to learn it will be three to four months before it goes live on their computers? These beliefs can be sometimes observed through attitudes.

Is Your Sales Training Tethered to the Stone Age?

Increase Sales

” His response was three fold: “Me for not being more engaged” It was “not aligned with the behaviors of our people” (mostly software engineers). ” How much time is invested in the majority of sales training programs to understand how to construct an emotionally compelling, short, concise marketing message for those one on one interactions?

Why Sales People’s Product Demo’s Suck and What to Do About it!

A Sales Guy

Product demos and trials seem to be the thing these days, especially in the world of SaaS (Software as a Service). In other words demos and trials need to be constructed as a way to demonstrate how your solution will solve their specific problems now! Everyone wants to get there hands on the product before they buy. So much so, it has become part of most sales cycles.

Necessity is the Mother of … Selling

Smart Selling Tools

Virtually every product or service used in this tapestry of trade has been actively sold by someone, somewhere, after its moment of assembly, construction, or fabrication, before it can ever find its way to the consumer. Tweet The street sellers of Santiago. I have just returned from a long-anticipated trip to Chile– my husband’s native land. Our Guide at Vina Veramonte: Margaritte.

Heavy Hitter Sales Blog: What are the Top 5 Sales Blogs?

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Here’s the list according to Construction Management along with their overview comments: 1. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Books For Heavy Hitters. About.

If Only We Didn’t Have Customers

Jonathan Farrington

Feeling part of a customer sensitive team is a vital element in wanting to and being able to deliver sensitive, constructive customer relations but, by ‘team’ I don’t just mean the Customer Service Department. They may not know how to make grommets, or how to merchandise goods, or how to write software – but they do know what they want from you. “ Here’s the reality…. Unkind comments?

The Customer’s Responsibility Is To Solve Their Problem

Partners in Excellence

Constructing a new fab costs a lot, the equipment purchased to help produce the new semiconductors, collectively reaches hundreds of millions to billions. They had hundreds of other components, software/firmware design, building an efficient manufacturing process, building the marketing programs to drive the high demand for the new handsets on the market. I just saw a tweet from Andy Paul caught my eye, “The buying cycle has six steps, but in reality prospects have only one task to accomplish: buying the right product or service. Can we produce it with satisfactory yields?

Fill in The Blank. Influence Without Trust. As Futile As…

Bob Burg's Blog

Hmm, that’s still under construction but you get the gist?). Tom Cooper trying to write software without a computer! Recently, on my Facebook page I posted the following: Trying to influence another person without first eliciting trust is as futile as…as…darn, hate when I can’t come up with a clever ending. So, how would YOU end that sentence? Responses ranged from funny to profound; many of them both. Here they are… Dave Ferguson assuming your a leader just because your in a management position? Beth Bridges ?… … as resisting the Borg?

Creating A Killer Offer


This is the killer, $20,000 tip you’ll use in constructing your offer…. If it’s a software application, tell us the core things that it does. You should already have in mind your ideal customer. A picture of the kind of person that you want your marketing efforts to attract. This is a KEY distinction. For example, you may run a Pizza shop. You make pizzas. THEREFORE…. How much?

Sales Training Article about Ignoring Evolution

Customer Centric Selling

A new approach was needed to sell the 4th generation of ERP software than was used to sell a company''s initial MRP system 30 years prior. The cost/square foot is less for new construction than renovating older homes. Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Many disappear with a whimper.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

This blog is made up of Quotes from a book: Demonstrating to Win , if you demonstrate any product, especially software, this book is a must read. They want to understand how software features they can relate to can add to their company’s bottom line. Demonstrating to Win! Best Quotes . The information included was created by a new salesperson at one of my clients. That’s it.

Personal Productivity and Your To-Do List

The Productivity Pro

” — Craig Bruce, Canadian Software Engineer. The modern office worker can tap a variety of tools when constructing such a productivity framework, with the simple to-do list arguably the most important tool in the chest. “My to-do list is so long that it doesn’t have an end; it has an event horizon.” Your Job Requirements. Know Your Company Strategy.

The Challenger Sale

Empowered Sales

Maintain a constructive tension based on client value. The Challenger Sale represents the best new sales material out in decades. Access is one of the biggest issues facing sales professionals today. Sourcing contacts is not necessarily difficult, but getting their attention or engaging them in progressive dialogue is tougher than ever. Or, tell me about your business? Risk aversion.

I Should Write a Book About The Real World of B2B Sales

Dave Stein's Blog

This is “big ticket” stuff, like multi-million dollar software packages. But someone should write this book, for sure… I’m sure some of you will have “constructive criticism” about my ill-fated selling approach. I read a lot. Half fiction, half non. Years ago I picked up Stiff: The Curious Lives of Human Cadavers by Mary Roach. I loved it. Even better! link].

Sales 16

Keys to Social Monitoring, Analytics and Reporting | Avangate Blog.

Software Business Blog

Software Business Blog. for software submission. Welcome to the Avangate Blog, the place to hang out if you have a software business. Social Media Measuring works similarly to monitoring – your chosen tool/software goes out and looks for articles where that specific combination of keywords occurs. With Twitter Advanced Search you have the ability to construct specific queries around words, people and places and narrow your search to conversations related to your business and your target market or product. Software Business (64). Blog |. Website.

Marketing Blog Marketing Automation | Lead Generation | Email.


Patrick loves all things construction. Marketers coming off of basic email-blasting software are often awestruck by the robust capabilities of their new marketing automation software. No longer corralled in a pasture limited to large scale, one-off emails without follow up capabilities; these marketers are roaming free in the wide-open spaces of MA software. Platform.

The Haunted Winchester Mystery House


I had the chance to finally meet Jason Angelos from Accenture and Mark Smith, CEO of Ventana Research in person, as well as Steve Apfelberg, Jock Breitwieser and several other people from Callidus Software I only knew virtually. million dollars to build it (construction stopped in 1922). 149 builders were involved in its construction. It took 38 years and $5.5

Simple Suggestions For Mastering Effective Web Design

The Sales Hunter

However, it is not that difficult since there are many software programs on the market that make it easy for any new business to create a nice website. So construct a site that flows easily from one area to another, otherwise your site will be very confusing and people will not visit it. Some software programs will use up a lot of disk space, so having junk files on your PC will bog you down. In today’s business world everyone seems to have a website, but if you are not familiar with how to build one then it could be a problem. Keep your pages to a reasonable length.

It Still Is All About Implementation And Execution!

Partners in Excellence

” This particular discussion started with what I thought was the SEB’s particularly ill constructed argument that “Solution Selling Is Dead.” If we sell a software tools, say CRM, we talk about how our CRM system is better than the competitor’s, or we may talk about technology, why the cloud is better than an enterprise solution. Over the past couple of weeks I’ve been engaged in a “discussion,” that is really more about “Mine is bigger and better than yours.” But there is something more. Execution Is The Hard Part!

April 18, 2016 Approaches: Tax Time Tips to Consider

The Productivity Pro

In addition, if you had the detached office built specifically for that purpose, you can usually deduct the cost of the construction. In recent years, the IRS has allowed taxpayers to deduct the cost of software and software subscriptions (think anti-viruses) as well as professional magazine/journal subscriptions. “ — Benjamin Franklin, U.S. Founding Father. Hooray!

B2B Content Marketing: 5 questions every marketer should ask themselves when using native advertising

B2B Lead Blog

Imagine a scenario where your ideal prospect is researching a new product, let’s say software that lets small businesses share voice mails across cloud storage. But, what happens to Brand X’s credibility the moment the prospect realizes that “article” was actually a carefully constructed advertisement produced by Brand X attempting to appear as impartial, informative content? Tweet As marketers, we’ve all heard the buzz about native advertising. We’ve heard how it’s going to revolutionize advertising and begin to phase out traditional display ads.

Clear Expectations: Enhancing Your Team’s Sense of Satisfaction

The Productivity Pro

Well-constructed but non-communicative teams can’t function at full capacity when one of the crucial members goes missing, so it benefits everyone to not only have a deep knowledge of his or her own role, but also a working knowledge of everyone else’s. “When people are financially invested, they want a return. When people are emotionally invested, they want to contribute.”

“Content Free” Content

Partners in Excellence

The email was well constructed, it served its purpose by motivating me to “click” for more information. ” Another was from a software vendor. I’ve been a long time user of this software. I haven’t whined in a while, so pardon me for this indulgence. We all know that content is critical in engaging prospect and customers. Let me rephrase this, “good content is critical… ” Clearly, organizations are getting the message about content, the problem is they are forgetting to provide the content. But now my guard is up.

Build a Personal and Professional Vision for Growth

Your Sales Management Guru

Ken Thoreson, Acumen president, is a sales management professional with more than 20 years of software/ technology experience, including 17 in niche market distribution with emerging and high-growth national companies. Prior to founding AMGL, he led developmentstage, entrepreneurial, and $250-million national vertical software sales organizations as vice president of sales. Diane helps businesses and organizations operate more constructively and profitably. Build a Personal and Business Vision for Growth May 24th on Accelerate Your Business Growth Radio Show.

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation


The Keystone is the wedge-shaped stone piece at the apex of a masonry vault or arch, which is the final piece placed during construction and locks all the stones into position, allowing an arch to bear weight. [1] ” There are numerous software products attempting to take credit for being the Keystone (much better than a corner stone). Thank you Wikipedia).

Webinar recap: taking marketing automation to the next level

Buyer Zone's Lead Generation Blog

It's not one specific category of software: it can include a wide range of tools to improve efficiency, enhance alignment, and provide new opportunities. constructed the elaborate relationships that are possible with the. At a great webinar I attended yesterday, Forrester Research senior analyst Rob Brosnan shared some insights from a recent survey about marketing automation usage, as well as some great tips on how to take automation to the next level. The full survey results are available from Silverpop.) Here's a summary of his presentation. customers. multiple locations.

Heavy Hitter Sales Blog: Bush Leaguers: The TOP 10 Sales Mistakes

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. There's many more - hope this is a constructive addition! Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made? Books For Heavy Hitters.

Heavy Hitter Sales Blog: Selling in a Recession: You Must Have a.

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. I've found that a good backup play is to use published info, online info, and the results of carefully constructed web searches to piece together a picture of how the customer operates. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL!