Trending Sources

Dump Your CRM (for DRM)


I’ve been thinking. Instead of “Customer Relationship Management,” we should rebrand CRM to mean, “Could Really Matter.” Why? Oh come on. You know why. I’m not even going to bothering tossing out the time-worn quotes about how many CRM implementations do (or don’t achieve) their desired results. Or the stats on low adoption levels by [.] All About CRM

Guess What Dad… I’m Going Into Sales!

Smart Selling Tools

I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context. When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern. OK, he might not have exactly said “waste” but that’s what he meant. Nothing could please me more, than to see how much things have changed. Perhaps.

Online Marketing Automation


The post Online Marketing Automation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Sales CRM

How a CEO Rebuilds a World-Class Sales Force

Sales Benchmark Index

You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will you communicate to the board and shareholders that you have an answer? How do you plan to transform your sales force and correct course? A good plan for you is a Sales Productivity Benchmark (SPB). An SPB will give you the answer the board needs.

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. The same principles hold true in B2B sales, but customers don’t instinctively get the message. Wouldn’t you? We get what we pay for. We all know that. About the Author.

Gratitude Is Graciousness of Spirit

Increase Sales

Life is so incredibly short and chaotic we sometimes leave gratitude along side the road much like the rotting road kill carcasses. Why can’t we be gracious and take the time to authentically show our gratitude? Do we not understand or appreciate how others feel when they are the recipients of our gracious behaviors? What impact does this attitude of not thanking others have on our spirits?

How the Digitization of Everything is forcing CMOs and CIOs to evolve

Brian Vellmure

We’ve talked in the first two posts about how the digitization of everything is disrupting marketing and changing the face of commerce. Organizations are having to change the way they operate, and that’s causing roles in the C-suite to evolve. Creating a fast-paced, never-ending game of “survival of the fittest” among corporations. Moving more of the customer journey into digital channels.

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Are You Deserving of the Title “Sales Leader?”

Sales and Management Blog

Over my three plus decades in sales I’ve seen lots and lots of sales managers. The vast majority fall into one of these four types: The Hall Monitor. The Hall Monitor sees their job as one of chronicling activity, taking names, dispensing discipline, focusing on procedures, thinking those are the keys to generating results—or at least to keeping their job. Hall monitors tend to be oriented to process, are organized, and have a strong sense of discipline. All admirable characteristics—but they’re misguided. The Hall Monitor makes a great bureaucrat, a lousy sales manager. The Visitor. Coaching?

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.

The Sales Pipeline Revealed


What is the sales pipeline? A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed [.]

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.” Leverage, in other words, is advantageous to business because a low amount of cost/effort yields a relatively high level of return. They’re also a 2014 SIIA Codie Winner.

Announcing: Homepage


The post Announcing: Homepage appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.

10 Traits of the New ‘A’ Player

Sales Benchmark Index

You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away. When evaluating potential candidates, you’ve probably asked, “How do I know if they’re legit?” If this sounds familiar, you’re not alone. Definition.

Successful Selling

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

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company.

Sales success – don’t forget these 6 soft skills

Sales Training Connection

Develop soft sales skills, too. Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. They are the fundamentals and they are critical to sales success. And just because they are fundamental does not mean they are simple to learn.

You're Afraid to Sell Because You Think There is Hope

Understanding the Sales Force

It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can''t believe I''m a decade late watching this! A soldier was telling an officer that after the drop into Normandy, he simply hid in a ditch. The officer asked if he knew why and he replied, "Because I was scared!" band of brothers


Don’t Be One of “Those” People

No More Cold Calling

Nurture your network or lose it. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. After a while, don’t you find yourself thinking, “What have you done for me lately?”. You don’t want to be one of those people. Big mistake! Ask how you can help.

10 Lessons a Great Salesperson Can Learn From Einstein

MTD Sales Training

It’s been long-established that humans learn from modelling the success or failures of others, and their can be no better model in terms of 20th century advancement than Albert Einstein. Paulo. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Lessons For Sales People how to learn from masters sales lessons from Einstein

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Wearables in the Enterprise: CIO Implications

Brian Vellmure

In my last post, I highlighted the imminent penetration of wearables into society , considering some of the broader implications. In this post, I’d like to narrow in a bit on the topic of wearables in the enterprise, and the implications this will have on the CIO. Currently, CIOs are faced with managing a growing tension – with each side pulling against the other. The Low Hanging Fruit.

The Dark Side of Sales–It Ain’t Going Away

Sales and Management Blog

My father passed away in 1979. I went with my mother to the funeral home to help her make the arrangements for my father’s funeral. It was one of the most obscene experiences of my life. The salesperson used every trick he could think of to manipulate my mother’s grief and emotional distress to up-sell her at every turn. I grew up in a working class family. My father was a Battalion Chief for the City of Garland, Texas fire department. He had some life insurance, but not much. She didn’t have the money to spend on more than necessary for a nice but modest funeral.

Top Sales Experts Predict the Sales Landscape for 2015


Editor’s Note: Believe it or not, we are closing the curtain and sweeping up the stage after yet another year! We’ve seen many advances and surprises in Sales in 2014—but judging by the predictions of our panel of experts, next year promises to bring some more unexpected drama to the Sales landscape. Here’s what our [.] The Sales Lifestyle

Smart Selling Visions: Up-Close with Top Revenue Leader Henry Schuck

Smart Selling Tools

We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning and their vision, for the industry. This week I interview Henry Schuck of DiscoverOrg. Nancy: What does DiscoverOrg do? We are more than just a contact list.

3 Inbound Marketing Tips You Can Try Today


The post 3 Inbound Marketing Tips You Can Try Today appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Customer Interaction Email Marketing Nurture Marketing

3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training. It validates the training program.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?) First, it depends.

Onboarding salespeople – yesterday’s good is not good enough

Sales Training Connection

Onboarding New Sales Reps. How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great onboarding programs for new sales people are still the exception. This lack of emphasis is part of the larger problem companies have with Talent Management. Let’s take a look: 1.

This is the One Thing Missing from the New Way of Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I subscribe to several newsletters written by medical doctors who practice natural medicine. They not only provide healthy nutritional advice and natural cures, but also expose the mainstream media, doctors, FDA and pharma for pulling the wool over our eyes and publishing so much misinformation. And the misinformation is killing people! What''s Missing?

11 Things Great Leaders Do that Managers Only Think About

The Sales Hunter

The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” ” Here is my list of what it takes to be a great leader: 1. Leaders realize their number one job is not to lead others but to create other leaders. What value are others if they can’t contribute?

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3 Keys to Creating Deal-Winning Credibility by Kelly Riggs

Increase Sales

One of the big challenges that any salesperson faces is establishing credibility with a new prospect. If a prospect doesn’t know you or your company, that prospect must become convinced of three very important things: Making a change in suppliers is worth the hassle involved. You and your company can, and will, provide the support the customer requires to implement the change. Quit boasting. Sale

Why Big Data won’t solve your Big Problems

Brian Vellmure

If you follow this blog at all, you know that I work tirelessly trying to piece together tomorrow’s technology with the challenges of today to help organizations grow; by creating new value propositions and better customer experiences. The world we live in is being re-architected into an increasingly understandable collection of atoms, bits, and pixels. The game goes on. The world moves on.

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Your Client has a Vested Interest in that Referral They Just Gave You

Sales and Management Blog

I hope you are generating referrals from your clients. If youre not you should be as referrals are one of the most effective, if not the most effective, way of growing your business. But know that once you have gotten the referral your job is hardly done. No, Im not talking about contacting and selling the referred prospect, Im talking about keeping your client in the loop. One of the primary reasons clients are hesitant to give referrals is that they are afraid of being embarrassed in front of a friend, relative, acquaintance or co-worker by you not performing as you should. So,

The Best Format for Social Selling Instruction: Instructor-Based, Online, or Webcast?


A few weeks ago I was asked to be a part of the #SSHour Tweetchat hosted by Brian Fanzo from Broadsuite and Rachel Miller from Pipeliner CRM. The topics we were discussing were the differences between social selling workshops and programs including the advantages and disadvantages of each. Similar themes were part of a conversation [.] appeared first on Pipeliner CRM Blog. Social Selling