SBI Growth
JULY 29, 2014
'You depend on your CRM system to give you actionable insight. Leading and lagging indicators tell you how well the Sales team is performing. Dashboard reports give you ‘at a glance’ visual cues throughout the week. But is your CRM getting insight from other systems? Is it connected to Marketing, Support, or Finance databases? If it isn’t, your data may be incomplete and, potentially, unreliable.
No More Cold Calling
JULY 29, 2014
'Here’s why your social media strategy is falling flat—and how to bring it back to life. Your mother was right. There is a time and place for everything. So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Sales is still about people buying from people.
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Pointclear
JULY 29, 2014
'The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Not to put too fine a point on it, but you’re giving us crap more than 50% of the time; they’re students, prisoners and competitors.” Was he right?
The Sales Heretic
JULY 29, 2014
'What’s the biggest key to increasing your sales? Asking the right questions. Although not necessarily the questions you think! Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this seven-minute segment, I share four powerful questions that you need to be asking. Whether you’re a salesperson, sales manager, business owner or [.].
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The Sales Hunter
JULY 29, 2014
'It’s summer and schedules are going crazy. Between vacations, holidays and changes in the school year, it seems like trying to stay connected with people can be harder than ever. Challenge is you don’t want the network of people you try to stay in contact with to grow even more distant. Here are 5 […].
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The Sales Hunter
JULY 29, 2014
'What’s on your list of books you’re reading this summer? Below is what I’ve read the last few weeks or will be reading shortly. And at the bottom of this post is a link to a much longer list of excellent sales books, thanks to my friends at Top Sales World. I have no doubt many […].
Sales and Marketing Management
JULY 29, 2014
'Issue Date: 2014-07-30. Author: Gene Jones. Teaser: The rewards realized from developing even one breakthrough idea can be immense. Indeed, the most successful company is the one that works smarter, not necessarily harder. One solution is not so trivial. The rewards realized from developing even one breakthrough idea can be immense. Indeed, the most successful company is the one that works smarter, not necessarily harder.
Increase Sales
JULY 29, 2014
'For the last 20 weeks, this blog on Tuesdays addressed the 20 external temperaments beginning with Pessimistic and ending with Virtuoso. Some of these talent management temperaments complement those in sales leaders roles while others probably should be avoided. Today begins understanding the 20 internal sales leadership temperaments with the first one being Negative.
SBI
JULY 29, 2014
'This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Darren Chamberlin, CEO and President of Perenso. Nancy: What does Perenso do? What problem/s are you solving for sales and/or marketing organizations?
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Partners in Excellence
JULY 29, 2014
'Everyone is talking about social selling! We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before. Social selling dominates many conversations. Many would have you think social selling (social media, social marketing, social business, or whatever you call it) is the silver bullet. Just do thing socially, prospects will come out of the woodwork, they’ll engage, they’ll pull out PO’s–pre-empting your twitter strea
Engage Selling
JULY 29, 2014
'If you’re a professional salesperson, there’s a good chance that you’re also a professional traveler or will become one in the near future. Let’s face it, traveling can be an extremely stressful and energy draining experience. Missed flights, lost itineraries, lack of sleep, lost passports, bad weather, long lines at the border, car searches, obnoxious […].
Partners in Excellence
JULY 29, 2014
'I saw a brilliant video by Tom Peters, Innovation: Angry People Make Change , be sure to watch it. Being pissed off, angry, impatient is an important concept around success–particularly in sales. Now before some of you jump all over me, these concepts represent a double edged sword. We have to harness the positive, or constructive aspects of these characteristics if we are to be successful.
Hyper-Connected Selling
JULY 29, 2014
I used to have an earring when I was in my early twenties. A big, fat, silver hoop. My father had always said that I couldn’t have one while I lived under his roof. That was fine. I just waited until I was 21 and living in an apartment in college. My friend Chrissie took me to the mall and I got my ear pierced. I was young, a musician, and I thought I was totally cool.
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Understanding the Sales Force
JULY 29, 2014
'Understanding the Sales Force by Dave Kurlan. Do you remember dating? Back in the day when you couldn''t hide behind a text or an email, the three most common questions that teenagers would ask their friends were, "What if she says ''no''?", "What if he doesn''t call?" and "What if she doesn''t call back?". When those teenagers entered sales, I can assure you that no prospect ever wondered, "What if he doesn''t call?
Jonathan Farrington
JULY 29, 2014
'I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. My intention is to produce a new white paper, which will be ready for distribution shortly – “The FIVE Most Significant Challenges Facing Every Company Everywhere” and today, I can give you a flavor… Challenge One: Finding the Opportunities.
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