Sat.Mar 31, 2012 - Fri.Apr 06, 2012

Trending Sources

The 8 Buying Considerations CRM Vendors Don’t Want You to Know About

Smart Selling Tools

Tweet Customer Relationship Management. Like most ad-numbed and ‘spin’-undated consumers, when considering a CRM solution, sales software buyers focus on the usual eye popping standards like price and features, while leaving the most important element a distant third – the one that will keep the system in the ‘go-to’ category long after price and features have faded from memory – and that is use-ability. Like all good consumers, we want to get the most for our money, the most ‘bang for the bundle’, while spending the very least amount of cash in the process. So much for promises!

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The Bittersweet Necessity of Tension and Conflict in Your Organization

Sales and Management Blog

“Donna, I’ve sat through three of your team’s executive meetings, one board meeting, and a couple of regional meetings.  One of your company’s biggest problems is there’s no conflict.  No one is challenging anything in the company.  Then she slowly said, “Paul, I trust you so I’m assuming you have a good reason for saying something that I’d take as a pretty stupid thing to say normally. 

How Marketing Strategy Goes From Good, to Bad, to Ugly in 24 hours

Increase Sales

Marketing strategy can begin very well such as great headline be it on a website, a printed advertisement, a 10 second elevator pitch or even an email subject line. Then what was initially a good marketing strategy can very quickly turn bad and ultimately can become very ugly. Robert Dempsey one of those in marketing who understands the purpose of marketing. The cracks are starting to show.

55 1/5 Easy Ways to Boost Productivity Today

The Productivity Pro

Okay, let’s face it. We’re all trying to do more with less. And chances are that you and your company have already made the big, tough decisions needed to streamline operations. But what about the little things? You can still boost both personal and team productivity in lots of smaller ways that are easy to implement and provide immediate results. Read on for quick tips on getting more done. 1. Hit the ground running. Don’t waste the first hour of the day. As soon as you arrive, focus on getting something done before you even think about checking Facebook or dropping in on a coworker. 2.

The Art of Social Selling -- Summarized by getAbstract

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

Your Preferences on Webinars-Share Your Views

Fill the Funnel

Webinars have become one of the most popular learning platforms available for both presenters and for participants. Best time for a webinar: between 11:00 am and 2:00 pm Eastern. Best Length: 60 minutes. So once again, I thought I would ask you to tell us if those assumptions reflect your wishes, or those of the presenters. One last Poll question: Thank you for sharing your thoughts.

10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Anyone can fulfill orders from customers who call. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise. It’s prospects that buy; not suspects. Thinking about a prospect does not qualify as prospecting. That’s my list.

Sales Leadership – The Talent of Personal Accountability or Wake Up!

Increase Sales

Top sales performers live and die this sales leadership talent of personal accountability.  These individuals are at work before anyone else and usually are working after everyone else. Personal accountability is a sales leadership talent for everyone because everyone is in sales.  His message was: WAKE UP! What does personal accountability mean?  Share on Facebook.

Visualize ROI, With Your Customer

Dave Stein's Blog

If you’ve been reading this blog, you know how important financial and business acumen is for effective B2B selling.  The reasons: It supports demand creation approaches and initiatives. Enables reps to carry on business value-oriented conversations. Enables product/service links to customer’s specific long-term business objectives. Removes selling focus on product specifications. Here it is.

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Optimizing the Full Spectrum of Customer Interactions

Brian Vellmure

This post is on behalf of the CIO Collaboration Network and Avaya. Last weekend I had the pleasure of introducing a movie for the first time to my 5 year old son – a movie that incidentally, I first saw when I was 5 years old. In it, an iconic message was communicated via a channel that hasn’t quite been brought to the mainstream yet (though it seems we’re getting close).

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” ” I get asked this question a lot. Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. The telephone is the #1 tool. Networking is not prospecting. Schedule time each day/week to prospect. Use multiple tools and targeted message. Focus / focus / focus.

Escape from Talking Head Syndrome by Babette Ten Haken

Increase Sales

I’ll never forget a discussion I had with a radio talk show host, years ago. I was amazed. He could always start a discussion about anything. People called in and were engaged in dialogue with the host and other callers as well! How did he do that? He told me that dead air on a radio show made people uncomfortable. That dead air was costing their company money. About themselves. And wait….for

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Winning Consensus-Based Sales

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

Sales Lessons and Pillow Talk

Score More Sales

“Prospective Customers Don’t Always Know What They Need” For a long time, I used a contour bed pillow and thought it was great. It solved an issue of being more comfortable for my head and neck. The problem over time though became that I could never flip it over, like a standard pillow. couldn’t fluff it. The funny thing was that I didn’t know I wanted to flip it over.

Your organization 8 years from now

Brian Vellmure

Wayne Gretzky is by most accounts the greatest hockey player ever. His father gave him a piece of advice that has been almost immortalized in business circles over the past several years. “Go to where the puck is going, not where it has been.” Highlights from one such data point is below. Flattening and Widening. ” infographic. Many will face this decision in the years ahead.”

Sales tip – closing

Sales Training Connection

Sales Tips. Sales Tips are a new type of post you will be seeing on the Sales Training Connection. You can recognize a Sales Tip by the the icon on the left, and the title, of course. Sales Tip is a short post about one best practice when you are selling in a B2B market.  For the inaugural post we’ve selected the age-old topic – Closing. 2012 Sales Horizons, LLC.

Sales Management – Sales Killer or Motivator?

Increase Sales

Those in sales management seem to fall into one of two roles that being sales killer or sales motivator. In Drive by Daniel Pink and a McKinsey quarterly article both appear to reinforce how  these killer or motivator roles develop. With many organizations needing revenue, the hurry up and sell appears to be quite common. These folks consistently worked hard to secure the goal to increase sales.

Discussion Continues on B2B Sales Influencers

Score More Sales

image courtesy of Extole. With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I’ll be moderating a second roundtable on Thursday, April 12 at 1PM Pacific / 4PM Eastern. Our goal is to show YOU how to create influencers in your company as a means of gaining visibility and ultimately growing revenues. Listen to our first roundtable.

Successful Selling

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

Prospecting Sales Leads: Quantity vs. Quality?

The Sales Hunter

Where are you getting your prospecting sales leads? And are you concerned about quantity or quality? Too many salespeople seem to believe in simply getting as many leads as possible. This might be true if you sell a low-cost, frequently-purchased good or service.  The reality is most salespeople do not sell in this arena. will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. The challenge is in knowing what is a quality prospecting sales lead. Your objective involves two things. These messages are not about you.  This is key.

The anatomy of new product failures

Sales Training Connection

New Product Launch Sales Training. After all the market assessments, business plans, alpha tests and beta tests, at least half of all new products still fail to achieve commercial success.  Why do so many new products fail? And in still others, it was just the timing was off.  Yet, even when all these problems are addressed, and increasingly they are, failure remains the final result. 

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How to Increase Sales Tips & Snippets – Repetition

Increase Sales

Do what you know works well or repetition should be at the top of the how to increase sales tips and snippets.  How many small businesses to sales professionals continually seek another new way to market, to sell and all along they already have a proven way to increase sales based upon what has worked well in the past? ” His response was “time.”  Sales Cartoon. Sales Quotation.

3 Things Inside Sales People Must Stop Doing Today – Contest

Score More Sales

As a seller, there are things that you should not do and then there are major irritants that turn someone far away from you. In sales we know how to push the envelope a bit – how to be bold and how to find ways to stand out. What I am about to write about didn’t happen some time ago, it all happened last week. If your sales leader thinks they are OK or that they work, please send them our way. 1.

All That Can Happen In One Internet Minute

MTD Sales Training

I came across this brilliant infographic from Intel the other day and I just had to share it with you all. As you can see, some of the statistics in this image are staggering! For me, the following figures really jumped out at me: Over 100 new LinkedIn accounts are set up every minute 20

Sales Prospecting Plan — Does Yours Work?

The Sales Hunter

How is your sales prospecting plan working for you? The definition of insanity is continuing to do the same thing over and over and expecting different results.  Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Where do your sales leads comes from?  List by type and percentage (Examples: referral, website, cold-calling, marketing, etc.). 2.

Passion, Peace and Palms

Increase Sales

Today is Palm Sunday and the beginning for many Christians of Holy Week where passion, peace and palms become the focus. Credit www.sxc.hu. Years ago when driving I saw this phrase “The Passion Play” and truly could not reconcile passion with being crucified. This word truly did not make sense to me in this context. Actually, for years this phrase did not make sense to me. However on that day, I returned home and looked up the word in my trusty Webster’s dictionary.  That is when I discovered passion means to suffer.  Palms are also symbolic during this time of years.

Book Review: Power Questions by Andrew Sobel and Jerold Panas

Sales and Management Blog

Despite what many think, selling isn’t about being the guy who “never met a stranger,” or the person who’s the life of the party, or even the person that makes friends easily.  Selling is about connecting with people, listening carefully to uncover needs and wants, and then solving those needs and wants. In short, selling is about communication. It’s really that simple. It’s also that difficult.

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Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success. Quick Links: Case Study. Lebanon Ford on Twitter. Lebanon Ford Facebook Page. Lebanon Ford Blog. link].

The Power of Silence in Securing Higher Profits

The Sales Hunter

If I told you that you may be sabotaging your sales numbers by talking too much, would you believe me? have met so many salespeople who think the only way to control the sales process is to dump an extraordinary amount of so-called wisdom on the customer. eventually learned that there was a better — and more profitable —  approach. Wrong. It’s actually the opposite. Big mistake.

Chat Seen as Customer Service of the Future

The 1to1 Media Blog

Social media and mobile phones have changed the way many people view the world. But the impact hasn't solely been on connectivity, as social channels and text messages gave rise to new ways of communication using text. The prevalence in text-based communication has increased the popularity of chat for customer service use, according to Jeremy Sokolic, senior vice president of marketing at LivePerson. Text-based communication has become second nature," he said during a recent conversation. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

5 Reasons We Fail

A Sales Guy

This mornings Keynote at the Sales 2.0 Conference was by Jeff Hayzlett. Jeff is a dynamic, ball of energy on stage. He’s a killer presenter. He had me laughing through the entire thing. In his presentation Jeff talked about why we fail.  I thought it was powerful because failure is what we  all spend everyday trying  to avoid. Why do we fail? Fear – we are afraid. No one likes to fail.

Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success. Quick Links: Case Study. Lebanon Ford on Twitter. Lebanon Ford Facebook Page. Lebanon Ford Blog. link].

The Power of Nine Minutes

The Sales Blog

The Power of Nine Minutes is a post from: The Sales Blog | S. Anthony Iannarino. The modern alarm clock can be a deadly, life-stealing, procrastination-training device. It comes with a feature that destroys the foundation of all success: me management. It does so by providing you the ability to push a button and reset the alarm to go off at some later time. Most of these snooze alarms are set to give you nine minutes more sleep. One push of the button allows you to go back to sleep for nine minutes. second push and you have lost eighteen minutes. You are destroying your “me management.”.

27 Must-Have Tools to Help You Be More Successful Getting Things Done.

Dan Waldschmidt

You shouldn’t wonder why you aren’t more successful if you haven’t mastered the art of getting things done. And that’s not easy. Being productive is one of the biggest struggles for all of us. From not knowing what to do to not knowing when to do it, it is all too easy to let the most important things not get done in a day. And that is crippling. Because days turn into months and months turn into decades.  If you’re not careful you can live a lifetime and not do more than just survive. So what can you do? You don’t have to do everything all at one time.

Don’t Eat The Marshmallow … Yet!

Bob Burg's Blog

How big a role does self-discipline, the ability to delay gratification, play in one’s success? And, how early in a person’s life can we forecast their inclination to such? famous study at Stanford University in 1972 by psychologist, Walter Mischel, apparently discovered this very key link and how to quantify it. Enjoy our brief discussion. ” was too cute.

Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success. Quick Links: Case Study. Lebanon Ford on Twitter. Lebanon Ford Facebook Page. Lebanon Ford Blog. link].

How to Get the Most from Toastmasters

The Sales Blog

How to Get the Most from Toastmasters is a post from: The Sales Blog | S. Anthony Iannarino. love Toastmasters. love my Toastmasters club. If you want to get better at public speaking fast, there isn’t anything better. Even though I have personally witnessed dozens of transformations from frightened to “master and commander,” too many people don’t get all they could from Toastmasters. These four changes will ensure you get the most out of your time at Toastmasters. One: Write Your Speeches. At Toastmasters, we have an exercise called Table Topics. In real life, this is rude. Want real zingers?

The Medicine for Increase Sales – Friday’s Editorial

Increase Sales

The medicine abounds to increase sales.  From the little pills of blogs to the intravenous medications of intense sales training to the therapy treatment offered by sales coaches, there appears to be plenty of sick sales people and sales ill organizations not to mention desperate business leadership. Credit www.sxc.hu. Some in sales management and sales leadership appear to view all this medicine as a means to get immortality in sales, to become immune from the ups and downs within the business cycle. When placed in this context, does this really make sense? Weekly business column. This blog.

Business Blog Writing: How To Create Valuable Content

Ian Brodie

If you want to know how to create valuable content for your blog or website quickly (and how Dany Iny used this method to grow his blog readership from 140 to 14,000 in less than a year) then join me fro a free webinar with Danny on Thursday April 12th. Click here for details. Probably the biggest question I get asked about blogging for business is how to come up with ideas for blog posts.

Selling without a Sale (Who needs money?)

A Sales Guy

There is a great little burrito wagon around the corner from my house. It’s called Asada Rico. They make the best breakfast burritos.  I probably get one about every week or so. I’m the Mayor of Asad Rico on Foursquare. Not only is the food good, but it’s cheap. breakfast burrito is only 1.99. The problem, Asada Rico doesn’t take credit cards and I had no cash.

Leadership Requires a Sense of Optimism

The Sales Blog

Leadership Requires a Sense of Optimism is a post from: The Sales Blog | S. Anthony Iannarino. Last night my friend, Steve Woodruff, asked an interesting question on Leadership Chat. Steve asked if a leader could lead with a negative attitude or belief system? Can a leader be a pessimist? The answer is no, a leader cannot lead well with a negative attitude and cannot lead as a pessimist. But first, a little note on what is not negative. Sometimes a leader is perceived as being negative because they are forcing the organization to face a cruel, harsh, and unrelenting reality. It’s not negative.

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How To Know You’ve Given Up Trying To Be Amazing.

Dan Waldschmidt

Fighting to achieve your goals is a raw and gritty sport. It’s a fight-to-the-death that leaves many bloodied, hurt, and wondering why they even attempted grand ambitions in the first place. So it’s only natural that at some point you think about giving up. About doing just about anything other than what has suddenly become so painful. You start quitting on the inside. That’s where quitting starts. Think about it. When was the last time you “threw in the towel” and marched out the front door? Probably only once or twice ever. So we try to make everyone else quit.

Sales Prospecting Methods and What Works

The Sales Hunter

There are more sales prospecting methods than I suspect there are salespeople. The reason I know this is it seems that everyone has sent theirs to me.  It’s time to step back and assess.  I recently shared with you in this blog what I saw as the big 9 sales prospecting tools. Let’s drill down on the list of 9 tools and talk specifically about #5:  Focus, focus, focus. The biggest mistake made by salespeople is they fail to remain focused on prospecting.  They spend their time doing everything but what I call the truly high-value activity that will make a difference.

A Powerful Way To Handle The Spouse Objection

MTD Sales Training

“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” Is It an Objection, a Stall or a Condition? We are all familiar with the spouse objection, and before I give you a great

It’s Not the Tools That Make the Salesperson

The Sales Blog

It’s Not the Tools That Make the Salesperson is a post from: The Sales Blog | S. Anthony Iannarino. It’s not the tools that make the salesperson. It’s the salesperson that makes the tools. It’s important to know this and to not pretend otherwise. Where Tools Make No Difference. poorly trained, poorly developed, and poorly coached salesperson can only perform poorly even when provided with the best tools ( or even the best territory ). This is true also of salespeople in name only , those who haven’t embraced sales and who aren’t really salespeople. offers, and it will not improve their results.

Clearing Up the Customer Service/Customer Experience Confusion

The 1to1 Media Blog

Customer experience, as we all know, is a hot topic. In the rush to embrace and improve it, some business leaders mold its definition to suit their needs. In many cases this means equating customer experience with customer service. They are not the same, and it causes confusion within organizations, as well as in the marketplace, to use them interchangeably. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Service customerexperience customerservice