The Pipeline
JULY 24, 2014
'The Pipeline Guest Post - Megan Totka. In the past, word of mouth was always considered the best form of advertising for business. The same is absolutely true now, but I’d say that the definition of word of mouth has shifted significantly. Word of mouth now consists of online reviews and ratings rather than actually talking to your neighbor (though that certainly does still happen).
SBI Growth
JULY 24, 2014
'Launching a new sales initiative is an exciting time. They are often transformative and can improve the effectiveness of your sales team.
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The Sales Hunter
JULY 24, 2014
'I once received a phone call from a salesperson complaining about the customers he had to deal with. His issue was that no matter what he did, it seemed like the customer was rarely happy. I asked him one question which told me immediately what his problem was. The question I asked was: “What % […].
SBI Growth
JULY 24, 2014
'I recently had a chance to catch up with two sales enablement leaders. Andy Garrity leads sales enablement for Pfizer and Patrick Merritt leads sales enablement at Jive Software.
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Sales and Marketing Management
JULY 24, 2014
'Issue Date: 2014-07-25. Author: Barrett Riddleberger. Teaser: A window company’s decision to train the sales organization to target the most winnable projects sparks companywide growth. A window company’s decision to train the sales organization to target the most winnable projects sparks companywide growth.
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Understanding the Sales Force
JULY 24, 2014
'Understanding the Sales Force by Dave Kurlan The Salesforce Blog published a new article of mine today - Read How to Create Perfect Sales Conditions. It''s really an article about how to use tools and efficiency to increase your focus and sales. Speaking of efficiency, Kyle Dougherty, from Prialto , sent me this very cool video today. Talk about a tool that helps you to be efficient!
A Sales Guy
JULY 24, 2014
'Frankly, I’m getting a little tired of hearing people talk about social selling. Somewhat ironic, I know, given how much I talk about and use social sales efforts today. But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy.
Increase Sales
JULY 24, 2014
'Modern technology and ongoing medical advancements have us knowing far more about our brains as well as our minds than ever before. This knowledge is critical for those in leadership positions. Not knowing how one’s brain works or the brain of others sets up existing and potential leaders for absolute failure. In the book, Brain Rules: 12 Principles for Surviving and Thriving at Work, Home and School, should be required reading for all leaders and wanna be leaders.
Partners in Excellence
JULY 24, 2014
'Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice. We want to help our customers learn. It’s actually not that new a concept–we’ve always taught our customers something. It used to be about our products, or our solutions, or our companies. Now the context of teaching has changed–really for the better for both customers, sales and marketing.
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Engage Selling
JULY 24, 2014
'Just like many other things in life, keep the word variety in mind when it comes to your sales if you want see greater results. If you’re only using one or two pipeline streams to create more success with your prospecting, you are likely either currently experiencing or will experience less than impressive sales results. […].
SugarCRM
JULY 24, 2014
'The post Listen and Learn from the Full Story appeared first on Salesfusion.
Score More Sales
JULY 24, 2014
'I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. I sent her an e-mail about the post, we had a phone conversation, and that conversation began a wonderful friendship and mentorship that I treasure.
The Brooks Group
JULY 24, 2014
Buyers can pull some pretty dirty tricks when they’re trying to push salespeople into cutting their price. They don’t want to overpay, want to look good to their boss and many actually get paid based on how much they save. While there are literally dozens of tactics these folks use to manipulate sales reps into cutting their price, one of the most easily recognizable is the “Stiff Arm” tactic.
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The Science and Art of Selling
JULY 24, 2014
'Another pitfall ( besides fear ) in sales is lack of energy – indifference, disinclination. Lack of energy is lack of integrity. A person of great integrity is capable of enduring great hardship, and is therefore worthy of great reward. Integrity means hard work, it means head work, it means success. Weak people get cold feet, and cold feet make weak people.
Jonathan Farrington
JULY 24, 2014
'I want to end the week by looking at buyer motivation, because all meaningful actions are performed for some reason or purpose – this is commonly called motivation. Success in selling requires an understanding of these basics of motivation: a) Your motivation, both as a person and as a salesperson. b) The other person’s motivation, both as a person and as a buyer.
No More Cold Calling
JULY 24, 2014
'This is not a rant about technology. (It’s the opposite.). An executive at a leading marketing automation company surprised the heck out of me when I interviewed him for Pick Up the Damn Phone ! I expected to hear all about the advantages of marketing automation. Boy, was I wrong! Instead, he talked about the power of relationships for sales. “It’s not what you know,” he told me.
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