December, 2016

Trending Sources

A Sales Funnel…or a Sales Pipeline?


Okay, this might seem to be a strange title for an article. But knowing the clear difference between a sales funnel and a sales pipeline can mean a great deal to your company, your sales organization and your salespeople—and greatly influence your choice of a CRM solution. The Sales Funnel We’ve all seen a funnel. […]. The post A Sales Funnel…or a Sales Pipeline?

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Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now!

Selling at C-level and the too late-too little puzzle

Sales Training Connection

Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” ” There’s no second chance to get it right. Successfully selling to senior executives is a book with many chapters. How do you gain access? How do you get it right? How do you gain access?

Is Excuse Making Actually the Biggest Obstacle to Increasing Sales?

Understanding the Sales Force

I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility. Dave Kurlan sales performance Sales DNA sales excellence excuse making

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The Art of Social Selling -- Summarized by getAbstract

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

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Who Helped Me the Most in 2016 - George Richardson A Gentleman's Gentleman

Increase Sales

One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. He then went on to answer how this person helped him. Keenan shared his posting with me and it got me thinking, truly thinking, that deep, dive down to your guts type of thinking of who helped me the most in 2016. I made a list of people who had gone out of their way to be supportive. Share on Facebook.

Is Sales Automation Making Your Team Soft?

No More Cold Calling

As your reps rely more on sales technology, they may be forgetting how to actually sell. . I used to add long columns of numbers and never had to check my math. I knew I got it right the first time. Not anymore. I usually still get it right, but I feel the need to double check. I’ve become reliant on calculators, because between my phone and my computer, I pretty much always have one on me.

What CEO's and Sales Leaders Care About the Most - Are They Trends for 2017?

Understanding the Sales Force

Image Copyright: 123RF Stock Photo. I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. It wasn't about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. It wasn't about sales recruiting and selection, sales pipeline or Baseline Selling. Why 4? Why not? Here we go!

8 Things Top Performing Salespeople Do Each January

The Sales Hunter

You’re ready to make this your year to break out from the pack and become a top performer. Thinking about success is simply not going to be enough. It takes a plan and one of the best things you can do is emulate what other top performers do. Don’t build your plan to […].

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.

Thirty Seconds or Never: The Role of Impulse in Productivity

The Productivity Pro

“ Once begun, half done.” ” – Ancient Chinese proverb. Sometimes, it can be supremely hard to get up off your “buts” and get moving—as we’ve all discovered at some point in our careers. We all have our low points, where it’s hard to believe we can ever regain old ground, much less rise to new peaks of productivity. Jump-Start Your Productivity. General

Sales Success (sometimes) Depends on Losing the Sale


Too much attention in sales is placed on making the sale. And it is reinforced by reward and compensation programs that hail the salesperson of the year as a hero if they post the most annual sales. Salespeople behave the way the compensation plan dictates: if sales revenue is comp’d, that’s what they focus on. […]. For Sales Pros sales salespeople

Maybe Sales Quotas Are Only Part of the 2017 Business Growth Equation?

Increase Sales

For the last several weeks to maybe months, sales managers and salespeople are looking to 2017 business growth. Within this annual or quarterly activity is the setting of sales quotas or goals. However if we believe sales research that 44% of salespeople have an 80% probability they won’t close the sale (Hubspot), then maybe there is something else missing? Credit

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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Ten 2017 Sales Kick-off Meeting Ideas. . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. I know this because I am already booked for five events already. These idea’s are not in order of priority. Let’s share.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Companies Rush to Get This One Thing in Place for their Sales Teams Before January

Understanding the Sales Force

I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area. Ten years ago, only 9% of the sales population was following a formal, structured sales process. Today, that number has crept up to 32%.

10 Questions to Challenge You Next Year

The Sales Hunter

What are you planning to do differently next year? When I say “differently,” I mean really different. Too many times we make only minor changes, and then we wonder why we achieve only minor improvements. If we’re going to make serious changes next year, we have to step back and ask ourselves tough questions. Below […].

How to Sell A Pencil – Or Any Product or Service

Inside Sales Training Blog

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Call them in, one by one, and see how they do…. If I gave you a pencil and asked you to sell it, how would you go about it? I think.

Using 3D Animations As A Sales Tool


Shrinking attention spans are not to be taken lightly when you are a sales professional. There will be no deal to close if you can’t first captivate an audience long enough to highlight the fantastic features of the product or service you are offering. Keep the following in mind when you want to dazzle: Unique […]. Entrepreneurs sales tool

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Don't Look Now Your Real Leadership Ethics Are Showing

Increase Sales

Funny how a simple action can reveal the real leadership ethics of an individual. Let me explain. Credit Earlier this week a colleague received a completely unfair review of his book on Amazon. This anonymous reviewer (presuming to be a sales professional and probably sales trainer) focused on one sentence in this 240 page excellent book. Is what you say kind? Share on Facebook.

5 Sales Activities that Lead to Success: Are Your Salespeople Assertive Enough?

Anthony Cole Training

Assertive (not aggressive) salespeople win more business than others. They care so much about doing the right thing for their clients that they are willing to risk the relationship and the deal in order to make sure the prospect or client makes the right decisions. Does that describe your people? Are they assertive?

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5 Year-End Awards from Top Sales World

Understanding the Sales Force

I am always honored when my work is recognized and this year is no exception. The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. That marks the 6th consecutive year that OMG has won the Gold! We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us!

Quit Trying to Define Value for Your Customer!

The Sales Hunter

Would you pay $85.00 for a rock wrapped in leather? I suspect it’s not high up on your gift list, but for somebody it sure is. Check this out: Nordstrom is selling a rock for $85.00. Does that have you thinking, “Who in their right mind would buy that?” ” Clearly somebody would (and is!), because […].

How Account-Based Sellers Make Money with a Proven Referral Program

No More Cold Calling

Tired technology just can’t compete now. Let me let you in on a secret: Account-based selling isn’t anything new. This lead generation strategy is the source of much hype in our industry. There are even new acronyms and monikers, such as “land and expand” and “seed and grow.” People talk about it as if it’s some recently discovered prospecting strategy. people, according to CEB. (I’m Really?

How to Set Default Reminders for Tasks with Due Dates


With Pipeliner CRM we are demonstrating absolute continuity in optimizing the application, and in streamlining and supercharging sales activities throughout the world. In order to make your work even more efficient we are constantly focusing on making your work with activities as flexible and fast as possible. With this release of Pipeliner CRM, you can now set […]. Tips and Tricks

Facing a Fear Greater than Cold Calling

Increase Sales

Mention cold calling to some salespeople and watch the fear in their eyes. Yet there is a greater fear within not only the sales world, but the overall professional and personal worlds. That fear is discovering and facing the truth about yourself. People think they fear the truth, but what they really fear is having their accepted truth challenged. Then take advantage of the special offer.

10 Essential Answers to Build a Sales Operations Department

Sales Benchmark Index

Today’s article is about how to build a sales operations department from scratch. The best growth executives understand that sales ops is the most strategic sales function in the company. They understand that when deployed correctly, sales ops can impact revenue.

Six Ways to Prepare to Excel: the Connection Between Groundwork and Productivity

The Productivity Pro

“Be prepared.”— ”— Boy Scout Motto. According to legend, Albert Einstein shared this characteristic with the late Steve Jobs, Facebook’s Mark Zuckerberg, and U.S. President Barack Obama: he pared his wardrobe down to a few simple outfits, so he didn’t have to worry about what to wear every morning. Marshal your resources the evening before. The weekly staff meeting?

Get Your Website Built Before Year End

Fill the Funnel

Still time to get your new Website Built in 2016! I was looking at my calendar for the balance of the year and realized I had nothing on my calendar the week between Christmas and New Year’s Eve. I know many of you are in the same boat and I have created a project for […]. The post Get Your Website Built Before Year End appeared first on Fill the Funnel.

Selling To The Point value #1: “The customer’s buying performance is more important than the salesperson’s selling performance.”

Selling to the Point

Sales leaders can instill values to increase sales performance, improve customer relationships, and give salespeople rewarding selling experiences. In the next few posts I will list examples of values to achieve this. Value #1: The customer’s buying performance is more important than the salesperson’s selling performance. Management doesn’t want salespeople to be distracted during this interaction.

Sales Enablement in the Digital Age


Automated marketing strategies, syndicated content feeds, and real-time customer feedback are just three examples of how the digital age is touching and transforming the way we sell today. Evolving technologies in the last two decades have made it possible to see what, when, and how sales content is working. What’s even better is that in […]. For Sales Pros

Start 2017 Sales With This Aim Small, Miss Small Focus

Increase Sales

One of my most favorite quotes is in the movie The Patriot where the father reminds his sons to “aim small, miss small.” ” I only wish those seeking to increase 2017 sales would heed this advice. Credit When salespeople have crystal clarity as to: Ideal customer (role, demographics, psychographics). Ideal target market (industry). Value their solutions deliver.

A Bit of Holiday Tradition to Spice up your Selling

Understanding the Sales Force

What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. Dave Kurlan sales process Nutcracker major account sales

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Wake Up! It’s 2017! Your Old Habits Must Go!

The Sales Hunter

I found myself reading a magazine… yes, a magazine! Wow, how old school is that? I was struck by an article about how it’s important at this time of year to organize your office. The article listed step-by-step instructions as to how to be more efficient. The author said to have a file folder (what […]. Blog leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation productivity sales leadership sales motivation