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JONATHAN FARRINGTON'S BLOG MARCH 18, 2012  Are You Really Selling or Simply Telling? Here is today’s reality: Most prospects at the sales stage have come to expect that a salesperson will probably talk at them, for too long, and about very little - especially their needs. This fact was highlighted in an interview conducted by Linda Richardson last week with Forrester’s Brian Lambert. Why the major disconnect? You cannot create needs — but you can uncover them. Learn more …. | B2B LEAD BLOG MARCH 18, 2012 Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). The nearly 500 attendees had so many excellent questions that my webcast could have easily been an hour longer. That’s why I decided to answer nine of the most pertinent questions here today and another 12 in a post on the MarketingSherpa blog tomorrow. These questions hit on key challenges in lead nurturing today. How to define a lead. Q: What defines a stale lead? | PARTNERS IN EXCELLENCE MARCH 18, 2012 Stop Spending So Much Time Coaching The Bottom Of The Funnel It’s approaching the end of the month and quarter. Everywhere I turn, people are focused on closing deals– focused on making the quarterly numbers. I sit in lot of reviews, managers and sales people are focused on deals at the bottom of the funnel. “How do we close this deal, what do we have to do to win, how do we get it this month?” ” The focus seems to be exclusively at the bottom of the funnel. It’s as though no other opportunity exists. This month will pass, we’ll enter a new month. Performance Management Friday — Funnel Churn. | | | | | | | | |
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THE SALES HUNTER | SUNDAY, MARCH 18, 2012  Do You Prep for the Call? You Should!
Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared. Back then, a sales manager and I once drove 45 miles to see one of my early-stage prospects. Along the way, we talked about sports, our past jobs and life in general. Prepare questions. MORE >> -
THE SALES BLOG | SUNDAY, MARCH 18, 2012 Improve Your Attitude with a Negativity Fast
Improve Your Attitude with a Negativity Fast is a post from: The Sales Blog | S. Anthony Iannarino. Despite all of our challenges, we humans continue on our relentless upward trajectory. Things just continue to get better and better. That’s not suggest to that there haven’t been missteps along the way or that there won’t be many more. Surely there will be. But this isn’t the story that you find told on the news, regardless of the source. There is no “fair and balanced” reporting when the only things reported are negative, and sensationalized at that. It’s all negativity, all of the time. MORE >> -
A SALES GUY | SUNDAY, MARCH 18, 2012  The Check Has Been Written
Ok, it was a PayPal transaction. Regardless, yesterday I happily transferred $1,800 dollars to Reeces Rainbow to support the Sader family efforts in adopting Charity. It was a great feeling and I’m so proud of this community. As I said before, I’ve never met the Saders, but I felt their cause was a noble one and a selfless one. The idea that we discard children because they don’t meet some notion we have on what a child “should” be is awful. To think of Chariy rotting away in an adult institution is a horrific thought. They are almost there. You guys rock! MORE >> -
CUSTOM SALES RESUME | SUNDAY, MARCH 18, 2012 What Makes a Sales Resume Stand Out?
A surprisingly high number of sales resumes look and read the same way. That makes sense, when you consider that most job seekers check out the same books and web pages, but that doesn’t mean it’s a good strategy to get hired. After all, the name of the game is to be different enough to get noticed and have someone want to interview you, not to be just another face in the crowd. And so, a lot of men and women who are looking for a job find themselves wondering: What exactly makes a sales resume stand out? Obviously, the biggest factor in any sales resume is the candidate themselves. MORE >>
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