Fri.Mar 23, 2012

Trending Sources

Can It Get Any Stranger?

Sales and Management Blog

We humans are funny animals.  We tend to do the same things over and over, no matter what the consequences.  Although we are admonished to learn from our mistakes, more often than not we continue to make the same mistakes time after time.  Maybe not the big obvious mistakes, but the little ones that we don’t notice we keep doing and doing. Doesn’t it seem reasonable that if we’re doing something that has a negative outcome that we’d stop doing it?  Even more fundamental, doesn’t it seem reasonable that we’d notice that what we’re doing isn’t working? Seems reasonable. . Make more cold calls. 

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Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the management No. activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders. Do You Want To Increase Sales Performance? In fact, sales coaching is the management No.

The One Way Street of Relationship Selling – Friday’s Editorial

Increase Sales

Relationship selling is a great sales strategy when combined with this element – gratitude or  what my colleague Dan Waldschmidt calls a giving mindset. However many small business owners and sales professionals truly miss the boat when it comes to being giving, being grateful for their relationships be them clients, customers or business to business ones. No thank you. No by your leave.

Saturday’s Guest Post

Jonathan Farrington

Many of you reading this blog today are business owners, but how many of you undertake risk assessments on a regular basis? Just like that annual health-check, if we miss them, we are exposing ourselves to potential problems at a later date. Today’s sponsored guest article provides some thoughts on a business owner’s guide to risk assessment. The potential risks. How to prevent accidents.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

More Trending

What You Should Be Reading This Weekend-Be a Little Adventurous!

Jonathan Farrington

We have just published this month’s Top Sales Magazine – and what a bumper edition! “So here we are, almost at the end of “Mad” March, and that means many of you will be scrambling to close down business before month/quarter end. Hopefully, we can provide you with a brief distraction, which will however be stimulating and educational – fun even! The full interview is on Pages 6 & 7. Enjoy!

A Little Pain Now Or a Lot of Pain Later (A Note to the Sales Manager)

The Sales Blog

A Little Pain Now Or a Lot of Pain Later (A Note to the Sales Manager) is a post from: The Sales Blog | S. Anthony Iannarino. It’s difficult to fire people. It’s difficult to do something that you know is going to cause another human being pain. Which is why you should do everything in your power to make certain it is truly your last resort. And you should make sure no one is ever surprised that they are being let go. All that said, it is still sometimes necessary to fire people. But a little pain now is better than a lot of pain for a long time into your future. Why It’s Painful for You.

A Powerful Answer To The, “I Want To Think About It” Objection

MTD Sales Training

“I want to think about…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, you

How Loyal Are Your Customers?

The 1to1 Media Blog

Gaining and retaining customer loyalty is no easy feat. Customers are often "loyal" based more on convenience than emotion, which means given a better option their loyalties will change as quickly the weather on a Florida afternoon. Loyalty programs help bolster retention, but they're not a magic bullet for fostering attitudinal loyalty. Earlier this week at Loyalty 360's Loyalty Expo 2012 several speakers shared research findings that reveal just how fickle consumers can be. They also shared challenges and opportunities in building and maintaining customer loyalty.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Decisions Are Great – The Tools Are Also Important

Bob Burg's Blog

In a recent post by Certified Go-Giver Coach, Linda Ryan , she suggested some great ideas for bringing yourself out of an emotional funk. One of her readers wrote, “Why not just decide to be happy?”. It was an excellent question. And, knowing the reader personally, I know he is a successful business person with a great attitude and, I assume, happy, as well. And, while there are those who really can simply make that decision and…be happy, that is not true for everyone; at least within their present life model. And, now, they are learning that is not necessarily the case. What do you think?

The Sales Quiz

Sell More and Work Less

Take today’s sales quiz and see how sales savvy you are! Video Sales Quiz

Customer Retention, Customer Service, Customer Experience The Rant Goes On

Partners in Excellence

A couple of days ago, I ranted, in part, about my experience with my past computer supplier.  We had depended on their computers for many years.  Over the past several weeks, I have had power supply, battery problems and related issues. I’ve spent hours on the phone with customer service representatives.  Each one of them has been very polite and reassuring, “We will get your problem solved! ”  As we’ve been “solving” my problem, I get passed to different departments.  Each department is apparently responsible for a particular aspect of the problem. 

Guest post at LeadsCouncil: 5 landing page mistakes we all make

Buyer Zone's Lead Generation Blog

I've got a guest post up at the LeadsCouncil web site: Five Landing Page Mistakes We All Make. I say "we" in the headline specifically because BuyerZone has made all of those mistakes at different points over the years, and while we've learned the lessons, we're still not perfect. As a result of #3 -- constantly testing new designs and other changes -- we're regularly creating new versions of our landing pages. It's an independent organization that aims to build trust and promote best practices, with the overall goal of helping increase the size of the lead gen market.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Business of Software: What Heads of Sales and Marketing Need to Think About To Grow? … Hint: Keep Your Channels Close

Software Business Blog

Knee-Jerk Reaction: Online Commerce Leads to Software Channel Disintermediation. The popular press has been filled with articles about the ongoing disintermediation of channels coupled with the rise of direct vendor to end-consumer relationships. The Cloud Accelerates Software and SaaS Business Model Changes. The rise of the cloud has ushered in a rapid change of how software is being delivered — shifting from just over 33% in 2010 to over 71% in 2014 being delivered online. Online delivery also lowers the barriers to entering new markets, such as international and local niche markets.

The Sales Quiz

Sell More and Work Less

Engage Selling''s Sales Quiz. Video Sales Quiz

Offline Relationships Are More Critical Today Than Ever Before!

Vertical Response

So I just got back from a week at the South by Southwest Interactive festival in Austin, TX. have to admit that this was probably the most impactful trip I’ve had since I first attended back in 2009. The impact wasn’t derived from going to a ton of sessions or attending the hottest parties, but from connecting with people from my online world, face-to-face. All rights reserved.

B2B email sees increases despite overall drop

Inside Campaigner

Return Path's Global Email Deliverability Benchmark report for the second half of 2011 reported a decline in inbox placement rates in worldwide, dropping from 81 percent six months ago to 76.5 percent. What's more, 23.5 percent of mail was sent to spam folders, and 15.1 percent of messages were blocked by an ISP. Campaigner is a cloud-based service offered by j2 Global. Email Marketing

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Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Guest post at LeadsCouncil: 5 landing page mistakes we all make

Buyer Zone's Lead Generation Blog

I've got a guest post up at the LeadsCouncil web site: Five Landing Page Mistakes We All Make. I say "we" in the headline specifically because BuyerZone has made all of those mistakes at different points over the years, and while we've learned the lessons, we're still not perfect. As a result of #3 -- constantly testing new designs and other changes -- we're regularly creating new versions of our landing pages. It's an independent organization that aims to build trust and promote best practices, with the overall goal of helping increase the size of the lead gen market.