2012

Trending Sources

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. Everyone gets along just fine, but it seems that everyone has taken getting along to the point that your team and your company are stagnant. Do you think anger?

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

Tweet Sales-ready leads. Marketers, as we all know and understand, are responsible for many critical business tasks. Not the least of which is to ensure that the company’s vision, brand, and most importantly its solutions become not just known to, but ultimately acknowledged by as many of the right people as possible, and that its solutions are recognized as being viable and competitive options.

At What Point In The Sale Should You Disclose The Price?

MTD Sales Training

We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern , more educated consumer, many of which are demanding price before presentation ; should you still try to avoid on talking about the price early in the sales interaction? Happy Selling.

Top 5 Must Haves for Sales Strategy Development

Sales Benchmark Index

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Avoid the conventional lip service you pay sales strategy development ; that’s old school, develop a sales strategy that the sales team understands and can really rally behind. If you don’t have this data, stop and get it.

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

Infographic: Sales Processes that Boost Conversion

Leads360

A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion. Get the complete results and data to apply to your business, download a complimentary copy of the report, “The Ultimate Contact Strategy: How To Best Use Phone and Email for Contact and Conversion Success” and let us know what you think.

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

I “discovered” Mike Kunkle a while back through his contributions to the sales effectiveness discussion groups, his tweets, and his comments on various sales experts’ blogs. Whatever he’s written has been to-the-point, clearly articulated, and has oozed experience and knowledge. Our research indicates that 85% of sales training doesn’t impact performance for long.

LinkedIn Acquires SlideShare

Fill the Funnel

LinkedIn announced the acquisition of the popular slide-sharing and hosting service SlideShare. With the substantial cash and stock power behind LinkedIn’s IPO, they have added to their momentum of expanding into additional productivity web tools. million domains. It has been available either as a stand-alone solution and also available as an integrated Application within LinkedIn itself.

Why sales people talk too much … and what to do about it

Sales Training Connection

Pre-Call Planning. Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much. And of course, there’s the old catchall, “nature abhors a vacuum.” And I would guess any sales manager could add a couple of their personal favors to the “why” list. Regardless of the “why”, the end result is clear. We support that recommendation.

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.

We’re Sellers, We Are The Hollow Men

Sales and Management Blog

We are the hollow men. We are the stuffed men. Leaning together. Headpiece filled with straw. Our dried voices, when. We whisper together. Are quiet and meaningless. As wind in dry grass. Or rats’ feet over broken glass. In our dry cellar. Shape without form, shade without colour, Paralysed force, gesture without motion; (from The Hollow Men by T.S. Eliot). We are the Hollow Men.

Poor Sales Traction: 15 Questions to Identify the Root Causes

Smart Selling Tools

Tweet Through the course of my professional endeavors, I am quite privileged to meet and interact with executives from an extensive array of companies, comprising all stages and strategies of development. They are all experiencing just as broad a spectrum of success, and at everymeasurable or quantifiable degree. It just involves a bit of radial thinking. Purpose. This gives me great insight.

It Takes Only An Hour A Week To Produce Leads Through LinkedIn

MTD Sales Training

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online. 2. R&R – Recommend and Be Recommended. 3. Take 10 To Make A Contribution. Louise Denny.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift. Use it to compare your thought process to that of other executives. Are you ahead of the curve? They have the power.

Successful Selling

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

Selling is Social, Duh!

Increase Sales

With all the buzz around social media and how the 21st century business marketplace has dramatically, there appears to be this very obvious disconnect: Selling is social. This for me is a blinding statement of the obvious and not anything new or revolutionary within the sales training coaching world. a few weeks ago. People buy from people. Share on Facebook.

Trust: It matters (more than you think) ? Value Creator.

Brian Vellmure

[link] Daryl Choy. Trust: It matters (more than you think) [link] via @bsdalton @BrianVellmure. Elke Schmitt. Thank you for this great insights! I totally agree with

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Do You Drop Your Pants Too Early?

Jonathan Farrington

Today’s post is all about defending margin, and so I apologize for any embarrassment the title may have caused – and I also apologize to anyone anticipating some mild titillation: In fact the only embarrassment I may cause you today, is if you recognize yourself in any of the scenarios! etc, but nothing that I didn’t know already, which actually, was a relief.

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Taking the lead with lead quality insights

Leads360

Not all leads are equal, but too often we treat them that way. This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. How significant are the findings? With the high cost of generating and responding to leads, the ability to recognize quality leads can make a big difference in the bottom line.

Radio Silence Doesn’t Always Mean the Death of the Deal

No More Cold Calling

Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails. You’ve had several conversations, forged a solid relationship, identified next steps, and even scheduled a specific time to talk. Then nothing…. All Is Not Lost. We’re salespeople. We want it now…or better yet, yesterday.

LinkedIn Worst Practice – You’ve Got to Be Kidding

Fill the Funnel

You know I am a big proponent for anyone in business using LinkedIn. Like most things in life, if you invest the time to learn how to use it, you will enjoy the ubiquitous Return On Investment. You can also screw it up, preventing you from achieving your goals for LinkedIn and potentially destroying your reputation as well. What follows is an example of screwing it up. Call him? Probably not.

What Does It Take to Sell to This Fortune 500 Executive?

Dave Stein's Blog

I was introduced to the sales performance improvement firm, Executive Conversation, more than 15 years ago. At the time, I was consulting with a number of technology companies, assisting them in devising competitive strategies against some significant competition in some very big deals. Invariably those strategies included getting and maintaining access to high-level executives. About Conrad Smith.

Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer

Sales and Management Blog

Sales Lead Brownouts Produce Sales Dips Within Three Months, Leading to Pipeline Failure. by James Obermayer. Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.”. Please reread that last sentence. Does it make sense? Of course, I can understand caution when cash is short, but slowing down lead generation is not the way out of the morass.

4 Powerful Methods to Keep Deals from Stalling

Smart Selling Tools

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. You hang up the phone from a sales call, pumped with turbo-infused adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ Taking the next step comes naturally and without hesitation.

Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. The internet and social media in particular are now your buyers’ best friends, as it puts them in control of the modern day sales process, so what are you doing to redress this balance of power? Happy Selling! Sean McPheat.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. For CMO’s today, staying abreast of shifts in behaviors associated with content consumption and purchase decisions is becoming job one. Turn off the fire hose please! Give me some insight please!

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The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

Years ago when earning my first degree in education and then later my Masters of Science in Instructional Design (thank you Purdue University ) I was exposed to Edgar Dale’s Learning Model and today when reading another blog about assumptions realized the prevalence of assumptions in sales training coaching as well. 10% of what we read. 20% with a visual. 30% with a demonstration. ” .

Six Things Customers Want ? Value Creator (BrianVellmure.com)

Brian Vellmure

About brianvellmure. Brian Vellmure is the principal and founder of Innovantage / Initium LLC, a management consulting firm specializing in accelerating growth through customer focused business design. For more than a

My Six Essential Qualities of Successful Sales Leadership

Jonathan Farrington

I have read a number of excellent articles recently regarding the “essential” traits of the very best sales leaders, and indeed I am often asked to define the essential qualities necessary to be successful in a front line sales leadership role. The difficulty is that there are so many however, if I absolutely had to choose just six, it would be these. This is important! It must be done right.

VIDEO: Three Fatal Mistakes When Giving Your Price

The Sales Hunter

If you are not closing more sales at full price, the reason could be three fatal mistakes you are making. You may not even be aware of these mistakes. In fact, most salespeople make them at one time or another. You can eliminate them, though. Check out the below video to see how. Selling at full price and becoming a high-profit salesperson are within your reach. ” Sales Motivation Blog.

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The 3 Top Industries for Social Selling with LinkedIn

No More Cold Calling

Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck. There are way too many people and “so-called experts” offering tips about social media. Then I met Kurt Shaver: He’s different. He has carried a bag, been a sales executive, and actually provides tips we can use. Listen and learn: “LinkedIn is a great tool for Social Selling.

Top Sales Books to Read in 2013

Fill the Funnel

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar. New Sales. Sold!

Why Are Deals Stalling and What Can You Do About It?

Dave Stein's Blog

John O’Gorman and Ray Collis are directors of The ASG Group, an organization ESR Research recently recognized as being among the global leaders in selling to professional buyers. The ASG Group subscribes to ESR’s research.) I asked John and Ray if I could interview them about this very relevant topic. Here is the interview. Dave Stein: Why are deals getting stalled? ’ question.

Book Review: The Social Media Strategist: Build a Successful Program from the Inside Out

Sales and Management Blog

What are some of the most difficult challenges in social media in recent years that you can think of? Would being put in charge of social media for a company in the middle of a death spiral like GM be one of them? That sounds like a pretty tough gig to me. And that’s the rub of the book. In addition, Barger discusses a number of “deal breakers” when it comes to finding the ideal evangelist.