Sat.Jan 15, 2011 - Fri.Jan 21, 2011

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What if Marketing Automation had not been invented?

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. This month Jim's intention is to stimulate conversation. I am asking you to take a journey of Counterfactual Reflection.*. Counterfactual reflection is considering a turning point in the past and making assumptions as if the event had not occurred.

Marketing 169
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iPad App for Outside Sales Reps

Fill the Funnel

If you are in sales and have an iPad, you have probably been looking for an iPad app designed exclusively for your needs. The first iPad powered App designed specifically for outside sales reps and account managers is now available. Here is a link to an overview 90 second video of Sales Beaver in action. Sales Beaver is the App and in spite of it’s cutesy name, this application actually performs very well.

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How Managers Position Their Sales Team For A Successful New Year and Enroll Them In Their 2011 Sales Goals

Keith Rosen

It’s the third week in January. Do you know where your goals are? How about the plan that will enable you to achieve them? At this point, a good number of managers have already set their yearly sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or

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What Does Your Customer Really Value? By Mark Hunter

Sales Training Advice

Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however, is quite the opposite. I find time after time when I’m working with salespeople across any number of industries that the failure to listen is a huge issue.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Sales Management: The Need for Creativity

Your Sales Management Guru

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and you could feel the attitude i n the room. In the post meeting evaluations several reactions to the programs came out: 1) The importance of understanding the various personality styles, 2) The need

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Top 10 PowerPoint Resources by Geetesh Bajaj^* PowerPoint MVP

BrainShark

PowerPoint is an easy program to learn but there's so much more behind the surface that's not very obvious to a new or even a long-time user – and getting to know more about those hidden options can make all the difference in the world between a ho-hum presentation and a great one.

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The Science and Art of Selling by Alen Mayer ? Blog Archive.

The Science and Art of Selling

Forbidden. You dont have permission to access /2011/01/sales-tip-101/ on this server. Additionally, a 500 Internal Server Error error was encountered while trying to use an ErrorDocument to handle the request.

ACT 46
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Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a botto

ROI 45
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Finding Solutions to Your Small Business Sales Challenges by Dave Kahle

Tom Hopkins

Years of economic muddle! That was the title on a seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they impact my clients, I have to agree. Unfortunately, these forces have brought a cloud of confusion to CEOs and sales executives trying [.] Related posts: Strategies for Finding New Business.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Don't Unsell What You Just Sold!

Sales Gravy

For this sales call, I was prepared. The program I was presenting to him that day included a new item that I knew in the back of my mind he didn’t need and would most likely flat out reject with some very colorful language.

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CAdmin News - Jan 2011

BrainShark

Colleague -- Just wanted to take a minute to update you on a few things.

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Tom Pisello: The ROI Guy: New TCO Calculator: EMC SMB Virtual.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Thursday, January 20, 2011 New TCO Calculator: EMC SMB Virtual Solutions Advisor EMC wanted a quick way for small / medium business IT executives and buyers to quantify how virtualized data center solutions could help drive capita

ROI 40
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A Cold Call Dissected | Sell More, Word Less Blog by Colleen.

Engage Selling

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Request Referrals the Right Way! Avoid These Classic Mistakes

Sales Gravy

People refer business to you not for business reasons, but for personal reasons. That is why a request for a referral from one of your clients can only come from you.

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Sales Skill Training – Engaging the Buyer

SalesGrail

Have you ever been in a sales environment where sales people stick to only basic sales skill training techniques? In other words, you hear them saying the same thing over and over again – like a script. This is the famous cookie cutter approach. It can be effective when upselling additional services and low dollar [.].

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Closest to Cash

No More Cold Calling

What’s the first thing you do every day? I bet you can’t wait to get to your email, or check Twitter, Facebook, and LinkedIn. What time do you surface from all this activity? Some of my clients tell me, “lunchtime.” I don’t really think that’s accurate, but the truth is we waste hours every day on activities that don’t contribute to business development.

Referrals 240
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Complimentary Report: The New Rules of Selling Consulting.

Engage Selling

Report 72
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.