Sat.Apr 14, 2012 - Fri.Apr 20, 2012

Trending Sources

Enabling Better Decision Making: The greatest Big Data challenge

Brian Vellmure

Several years ago, my wife and I ran out of toothpaste in a remote part of small Southeast Asian country. We spent half the day trying to find a place that carried a halfway recognizable form of packaged toothpaste. It was more of an adventure than you might imagine. We ultimately found one unopened Colgate toothpaste box covered in dust in a small bazaar kiosk. First they offered 6 different jams.

Data 118

Sales Leadership Talent of Understanding Motivational Needs

Increase Sales

Understanding motivational needs or what some call the prospect’s motives is a necessary sales leadership talent. Yet human motivation still remains a subject that provides angst to many individuals from employers to parents. Drive by Daniel Pink provides some great insight as to what actually motivates people and what does not work. Sure people still have wants and needs. Share on Facebook.

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

As I have said on numerous occasions, sales success to-day demands a radical shift from the ‘peddler’ mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a ‘flashy’ sales presentation alone alienates rather than persuades. Successful selling is definitely not about the “hit and run” sale.

ACT 77

Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The Sales Hunter

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue.  Sales prospecting is not easy — I’ll admit it. It takes dedication and a process. That’s the issue. Prospecting and ultimately closing customers takes dedication. The most important one is the second one. 

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

More Trending

Necessity is the Mother of … Selling

Smart Selling Tools

Tweet The street sellers of Santiago. have just returned from a long-anticipated trip to Chile– my husband’s native land. Chile is a wonderful and extraordinarily vibrant country, with remarkably friendly people, great food, and lots of interesting and memorable things to do. Our Guide at Vina Veramonte: Margaritte. Since this article is about necessity , allow me now, to provide context.

Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop

B2B Lead Blog

Tweet Confession: I wish I could flash this across every marketer’s computer screen the moment it powered up: A universal lead definition (ULD) clarifies what a lead is to everyone in your organization. It also: Fits the profile of your ideal customer. Has been qualified as sales-ready. Spells out the responsibilities and accountabilities of Sales and Marketing. Are these truly leads?

What Is Missing in Social Equity

Increase Sales

Simply speaking, social equity is a term to define the impact of social media actions (think return on investment) for an organization.  This impact is directly connected to the relevance of the postings through various metrics. However, there is something else than is being missed by some small business owners to C Suite executives and that is engagement as well as value as perceived by your ideal customer. Credit www.sxc.hu. Engagement goes beyond the sweat equity of writing, posting, tweeting, liking or plusing. It links the human factor, the people factor to all social marketing efforts.

Ditch the Personal Pronoun

No More Cold Calling

Shift your sales conversation from product features to the results you deliver. “I don’t care about you. only care about what you can do for me, my team, and my organization.” That’s what our prospects and clients think, but it’s probably not what they say (at least not to your face). Our clients don’t care about “us.” They care about what we deliver. Top salespeople deliver true business ROI.

ROI 40

The Art of Social Selling -- Summarized by getAbstract

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

I’m Going To Write That Down

Bob Burg's Blog

As I was leaving Dunkin’ Donuts yesterday after my usual Sunday morning two hours of coffee, donuts (just two) and reading, I held the door for a woman who was walking in, smiled at her and said hello. “How do you do it?” ” she asked. “You’re always smiling. Always so happy. How can that be?” “Well” I explained. Life is…life! “Yes.

ACT 40

Sales tip – working a conference

Sales Training Connection

Sales Tips. Sales reps often find themselves at industry conferences or other large meetings where they should be networking. So, what might a sales rep do? colleague of ours, Scott Nelson at Medsider shared a piece on becoming a Conference Ninja – with “13 easy ways to help you do just that”. Here’s a quick look at some of the points on Scott’s list. Have piqued your interest?

How to Increase Sales Myth Work Smarter Not Harder

Increase Sales

There are a lot of how to increase sales myths with “work smarter not harder” as probably one of the most common.  Attend many of the sales training coaching seminars to workshops or even some some of the sales management software tools (customer relationship management CRM) and eventually you will hear all about you, as the individual contributor, need to “work smarter not harder” if you want to increase sales. Credit www.sxc.hu. What a bunch of hooey! No one gets anyplace in life without working hard! Action is needed. Yes that action does require some thought.

Why I Can't Catch a Taxi -- And You Can't Sell

Jill Konrath's Fresh Sales Strategies Blog

Several weeks ago I was in New York City doing a workshop for a client. left early to meet with the VP of Sales before the session began. At the front desk of the hotel, when I asked for directions to the coffee shop, I discovered it was almost eight blocks away -- which was a shocker since I thought it was just around the corner. D ang! Now I was going to be late. It'll just take a minute.".

Winning Consensus-Based Sales

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

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers?

Accepting 100% Responsibility Creates Transformation

Jonathan Farrington

When was the last time you put your hand up and said “ I screwed up ” or “ Why on earth did I take that decision ?” Not just privately, but publicly? For example, whose fault is it that you missed quota in Q1? You see, every action we take creates a reaction that is based on the formula of cause and effect. Everything that happens is the effect of an underlying cause. Do you? ” HERE.

Sales 39

Relationship Marketing and the Continuum of the Social Media River

Increase Sales

Relationship marketing through the various channels or rivers of social media continues to grow. What is so revealing is that people connect with you through a continuum of rivers.  The initial attraction may be through an actual face to face meeting, a comment on a blog or in a discussion group or through a mutual acquaintance. Credit www.sxc.hu. The more channels you have both inbound (Social Media and the Internet) and outbound (more traditional marketing activities) the greater opportunity you have not only to attract attention, but to begin to build solid and positive relationships.

How Not to be Boring On Facebook (Your Fans Will Thank You)

Direct Sales Classroom

Guest Post: Kelly Paull [Editor's note: Kelly is our new tech guru in the classroom! Kelly has a wealth of valuable info about online marketing and using technology in your direct sales business. We're excited to share her first post today. If you've been looking for ways to spruce up your facebook page, read on!] [.]. Direct Sales Guest posts Marketing Ideas facebook Kelly Paull social media

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.

Quit Confusing the Customer!

The Sales Hunter

We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell.  Problem is that many times, our own smarts wind up doing some pretty stupid stuff. Case in point is when the customer with whom we are dealing seems to be a little confused and possibly appears to want everything. The reason for their confusion is simple. We’ve got to keep it simple.

Sellers Can Learn About Luck From Caine’s Arcade

Score More Sales

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. Click here to view the embedded video. I’ve seen this short film about a dozen times already. To me, young Caine Monroy from East L.A. is the epitome of what I was always taught in sales about luck. Luck is what happens when preparation meets opportunity. – Seneca. He built.

Film 51

Protect Your Dreams from Those Who Would Crush Them

The Sales Blog

Protect Your Dreams from Those Who Would Crush Them is a post from: The Sales Blog | S. Anthony Iannarino. I was approached by a group of undergraduate students this week. They told me that they had decided to start a consulting firm to help small businesses implement social media into their marketing plans. told them that I thought that that was wonderful. They looked at each other with a look that revealed that there was more to the story. He discouraged them from starting a competing business. Then he did the unthinkable. They asked me what I thought. I won’t write the words I used here.

Leadership Intimacy, Do You Have It?

A Sales Guy

Melissa is brilliant with people. She has a calming affect. Melissa can move her way through the most stressful, emotionally charged environments and make friends all along they way.  It’s not Melissa’s charisma that connects with people, but her easygoing people centric approach. Melissa has an uncanny knack of making people feel good about themselves. I don’t think she has an enemy in the world. Melissa is also extremely detailed oriented. She is excellent at getting things done. Nothing falls through the cracks. She’s a workhorse. Melissa is motivated by acceptance. Diego is a driver.

Successful Selling

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

Not Making Enough Profit? This Could Be Why.

The Sales Hunter

I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become aware of what you do not know. Of what you do not know? What do I mean by this?

Sellers Can Learn About Luck From Caine’s Arcade

Score More Sales

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. Click here to view the embedded video. I’ve seen this short film about a dozen times already. To me, young Caine Monroy from East L.A. is the epitome of what I was always taught in sales about luck. Luck is what happens when preparation meets opportunity. – Seneca. He built.

Film 51

Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way. Behind the eight ball, before the day even starts.  These two are not the only things you’ll need to succeed, but they are two core components that go hand-in-hand.  Next Step. Tibor Shanto.

How a Free Burrito Turned into A $55 Speeding Ticket and a Great Customer Experience

Social CRM

It’s hard trying to keep up in the Age of Acceleration.  Everything is sped up.  Everything is enhanced.  Everything is scaled up.  And while it’s probably not the case that everything has accelerated (but I still can’t think of anything that hasn’t),  one thing that has definitely sped up, enhanced and scaled up is customer activities, behaviors and – most importantly – their expectations.

How to Be Valuable on a Sales Call When You Are the Sales Manager

The Sales Blog

How to Be Valuable on a Sales Call When You Are the Sales Manager is a post from: The Sales Blog | S. Anthony Iannarino. As a sales manager, you are going to make a lot of sales calls with your team. You need to make them valuable for the salesperson, for the client , and for you. Here are some ideas about how you can create value on sales calls. Take the Call. Sometimes the sales manager creates the most value for the salesperson for the client by making the call for the salesperson. This is not the same thing as “ buying a dog and barking yourself.” Observe and Coach Later. Questions.

Sleep Your Way to a Productive Day!

The Productivity Pro

Sometimes I wish I were a bear, so I could hibernate for six months. Alas, I’m only human. How much sleep do you think the average adult gets per night? National Sleep Foundation poll of 1000 adults found that 1/3 get less than 7 hours per night and only 1/3 are getting the recommended 8 hours per night. John Shepard, medical director of the Mayo Clinic Sleep Disorders Center, says that most adults need between 7 ½ and 8 ½ hours of sleep per night, teens need 9 hours and 15 minutes, and small children need more. Now we just flip on the lights and keep working. Total number of “yes” answers: _.

Stop Trying Not to be Not Liked

A Sales Guy

Earlier in my career I was up for a new role. New executive management was on board and they were making the rounds, meeting the potential candidates and assessing the team. I met with the new, yet interim head of sales for the region and business segment.  He was an affable guy. He asked good questions and had a decent understanding of what he was looking for. Tom” was a humble guy, and admitted we was not long in the position, but wanted to set up who ever was going to follow him as best he could. The interview and meeting lasted about an hour and went well. didn’t get the job.

Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. note: I am Co-President of the Boston Chapter). Questions about on-boarding new reps? Comp plans? Advancing your career?

Companies Don’t Make Decisions. People Make Decisions.

The Sales Blog

Companies Don’t Make Decisions. People Make Decisions. is a post from: The Sales Blog | S. Anthony Iannarino. It’s the most natural thing in the world to use the company’s name when you talk about losing a deal. It’s easy to attribute the loss of the opportunity to a decision that the company made. You might say something like, “Acme went with our competitor.” Or maybe, “Can you believe that XYZ Company chose someone else?” But companies don’t make decisions. People acting as their agents make those decisions. People make decisions. It takes the human element out of the equation. individual.