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| Page 1 of 6 | Previous | Next | NO MORE COLD CALLING NOVEMBER 22, 2011  Closing a Sale Is Straightforward: Give Your Prospect a Task EnterpriseGiving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. You leave the sales meeting excited and confident that you have the deal. Sales Success Starts Before the Follow-Up. MORE >> | NO MORE COLD CALLING MAY 10, 2012  Get Personal—Why Opening Your Mouth Matters EnterpriseSometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call. Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick up the phone, and call three people. All three had been emailing back and forth with me, and still there were loose ends. reached all three. Make a Difference. MORE >> | RECENT POSTS MAY 20, 2013 | INCREASE SALES
Is The Next Generation in Sales Stewardship? MAY 18, 2013 | INCREASE SALES
Why I Am an Enterprise Heurist MAY 16, 2013 | NO MORE COLD CALLING
Why Old-School Selling No Longer Works MAY 14, 2013 | BRIAN VELLMURE
Location Revisited: Marketing’s cornerstone takes on a new paradigm MAY 14, 2013 | PARTNERS IN EXCELLENCE
Try Selling Sand MAY 10, 2013 | SCORE MORE SALES
LinkedIn Celebrates 10 Years with Big Enhancements | | | | |
| INCREASE SALES MAY 18, 2013  Why I Am an Enterprise Heurist 'In reading a book recently, I noticed the word enterprise peppered throughout the pages. In areas where another author might have written organization, this writer employed the word enterprise. ” Enterprise on the other hand radiated energy because it was about “purposeful activity… ready to engage in daring action.” Share on Facebook. MORE >> | NO MORE COLD CALLING APRIL 18, 2011 Give Me a “Yes,” Give Me a “No,” But Not a “Maybe” EnterpriseDefinitive information lets me decide how and where to spend my business development time. d always prefer to hear a client say “Yes! Let’s work together.” But, I’d rather hear a “No” than a “Maybe.”. Clients who tell you maybe, string you along. You hang onto that string of hope that things may change. They’re reorganizing, and that takes time. They’re going through a technology conversion. They’re experiencing management changes, and don’t know what the new “sheriffs” want…. That’s what a client told me—he coined the term “sheriffs.” His message to me: No money this year. MORE >> | NO MORE COLD CALLING JANUARY 17, 2013  When You Work It, It Works Associations Enterprise Small BusinessDevelop your 30-minute sales plan and referral program, and discover a business-development strategy that delivers. Writing sales plans? Setting goals? Who has time? You do! Perhaps I don’t want to write a sales plan and set my goals, because then I’ll actually have to do them. Or, I think, “I’ll get to it later,” and later never happens. Understandable. MORE >> | BRIAN VELLMURE MAY 30, 2012  Global CEOs chart the course into unchartered waters for the Next Generation Enterprise Placing a focus on ethics and values , and establishing a clear purpose and mission while evolving to a more collaborative environment are the primary hallmarks of the next generation enterprise, according to the survey. Courtesy of Jay Cross [link]. The average time that a company spends in the S&P 500 is 15 years, continuously trending downward over the past 80 years. Change is swift. MORE >> | | | | | | | |
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NO MORE COLD CALLING | THURSDAY, JUNE 28, 2012 Three Tips to Build Powerful Customer Connections
Associations Enterprise Small BusinessReferrals are the secret to B2B sales: Get the meeting at the level that counts. Face to Face in a Sales 2.0 World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 conference. Not only did I love the title of his presentation, but when Todd talked about the importance of personal connections and the power of looking someone in the eye, he had my attention. And then I learned that iMeet (a product created by PGi, where Todd leads a sales team), does just that. What a cutting-edge technology and a quick, easy, and immediate way to connect. MORE >> -
NO MORE COLD CALLING | THURSDAY, FEBRUARY 7, 2013  A Vicious Sales Cycle—4 Traps to Avoid
Associations Enterprise Small BusinessHow to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Take one wrong step, and you’re pulled into the eye of the storm. Sales quotas loom, and we neglect the basics of customer interaction, respect, and basic sales behaviors. There’s no way out. My colleague, Andy Paul, author of Zero-Time Selling , clearly describes four sales traps that stem from bad habits. Take a quick read and avoid these sales traps at all costs. And, if you haven’t read Andy’s book, get it now. MORE >> -
NO MORE COLD CALLING | THURSDAY, MARCH 10, 2011  Why Companies Hate Sales People Who Cold Call
Associations Enterprise Small BusinessGuest Blog by Kelley Robertson. The 6 reasons you should change your cold calling sales behavior. Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. There is no question that it is difficult to connect with the right person in a company. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. Not to mention that decision makers seldom return voice mail messages. This leads us to our next point. MORE >> -
NO MORE COLD CALLING | FRIDAY, MARCH 18, 2011  Four Key Steps to Better Leads!
Associations Enterprise Small BusinessAlign sales and marketing’s definition of a “qualified lead” to deliver maximum sales impact. Here’s how. Guest Blog by Barry Trailer. Can we agree that sales reps have plenty to do today and that, without wanting to seem unreasonable, you’d like them to do more and/or better? Is it also possible for us to agree, without loads of assessment or hours of argument, that having reps pursue business that is a poor fit—and some that you actually don’t even want—is a waste of time? The firms that have a formal (i.e., Marketing generating leads, yes! MORE >> -
NO MORE COLD CALLING | THURSDAY, DECEMBER 8, 2011  Closing the Deal: It’s Never About the Technology
EnterpriseSolid, smart sales are focused on our clients’ pain points, not on the tech demo. Why is it the one of the first things we hear from a software salesperson is “I’d love to give you a demo”? Of course you would. You want to show me your cool technology with all the bells and whistles. Bells and Whistles and Disinterest. You haven’t even taken the time or shown interest in my business challenges. just attended a trade show and that was pretty much the dialogue I heard. Yes, I know it’s tough working a trade show. ve worked more than my share. Do you?”. Sound harsh? You bet. MORE >> - Clients Buy the Expert! NO MORE COLD CALLING | SUNDAY, APRIL 3, 2011
- Pick Up the Phone and Guarantee Your Sales Future NO MORE COLD CALLING | THURSDAY, JULY 21, 2011
- Why Cold Calling Is the Bottom of the Barrel NO MORE COLD CALLING | TUESDAY, JANUARY 25, 2011
- Want the Sale? Watch What You Say… NO MORE COLD CALLING | THURSDAY, JANUARY 12, 2012
- Why Sales Hates Marketing: 9 Reasons NO MORE COLD CALLING | THURSDAY, FEBRUARY 23, 2012
- Referral-Selling Top Tips: How to Ask for a Referral NO MORE COLD CALLING | THURSDAY, OCTOBER 20, 2011
- You’re the Missing Link in Your Sales Success NO MORE COLD CALLING | THURSDAY, AUGUST 4, 2011
- The Fortune Is in the Follow-Up NO MORE COLD CALLING | FRIDAY, FEBRUARY 25, 2011
- Packing the Referral Pipeline NO MORE COLD CALLING | TUESDAY, MARCH 22, 2011
- Adopt a Targeted Referral Strategy NO MORE COLD CALLING | THURSDAY, APRIL 21, 2011
- The true potential of enterprise mobility MUKESH GUPTA | WEDNESDAY, JUNE 6, 2012
- Why Your Business Strategy Doesn’t Work. NO MORE COLD CALLING | THURSDAY, JULY 26, 2012
- Give Your Customers a Reason to Refer You NO MORE COLD CALLING | THURSDAY, MAY 31, 2012
- Sale Quiz — Winning Strategies for Large Enterprises SELL MORE AND WORK LESS | FRIDAY, JUNE 8, 2012
- Never Say This In Sales… NO MORE COLD CALLING | TUESDAY, FEBRUARY 8, 2011
- How to Stop the Cold Calling Humiliation NO MORE COLD CALLING | THURSDAY, OCTOBER 27, 2011
- Stop Your Salespeople from Walking Out the Door NO MORE COLD CALLING | THURSDAY, SEPTEMBER 15, 2011
- Person to Person Is Back NO MORE COLD CALLING | THURSDAY, MARCH 8, 2012
- You Are the Ultimate Sales Technology NO MORE COLD CALLING | THURSDAY, MAY 17, 2012
- 3 Sales Myths That Are Killing You NO MORE COLD CALLING | THURSDAY, JANUARY 26, 2012
- Don’t Forget the Introduction NO MORE COLD CALLING | TUESDAY, JULY 5, 2011
- Is Your Business Growth Strategy for an Organization or an Enterprise? INCREASE SALES | WEDNESDAY, MARCH 6, 2013
- Sales Integrity is Being Willing to NOT Sell Something NO MORE COLD CALLING | THURSDAY, OCTOBER 11, 2012
- Why We Are So Committed to Referral Selling NO MORE COLD CALLING | TUESDAY, JULY 31, 2012
- Asking For a Referral Is Not Asking For a Favor NO MORE COLD CALLING | THURSDAY, JULY 28, 2011
- Stand Up For Your Sales Self NO MORE COLD CALLING | THURSDAY, NOVEMBER 10, 2011
- Trust: Get It Right the First Time NO MORE COLD CALLING | THURSDAY, DECEMBER 15, 2011
- Closest to Cash NO MORE COLD CALLING | TUESDAY, JANUARY 18, 2011
- Book Your Sales Calendar: Five Lunches, Four Breakfasts NO MORE COLD CALLING | THURSDAY, NOVEMBER 17, 2011
- Referrals 2.0 NO MORE COLD CALLING | TUESDAY, MARCH 15, 2011
- Get Social, Get Referrals NO MORE COLD CALLING | WEDNESDAY, MARCH 23, 2011
- The Multitasking Myth: Are You a Culprit? NO MORE COLD CALLING | THURSDAY, MARCH 1, 2012
- How to Seal the Sales Deal with Real-Life Results NO MORE COLD CALLING | THURSDAY, NOVEMBER 3, 2011
- Can We Really Be Together and Alone? NO MORE COLD CALLING | THURSDAY, JULY 5, 2012
- What’s the Half-life of a Referral? NO MORE COLD CALLING | THURSDAY, OCTOBER 4, 2012
- How to Generate More Customers With Fewer, Heartier Leads NO MORE COLD CALLING | THURSDAY, FEBRUARY 9, 2012
- You Really Don’t Have Time to Prospect for Referrals? NO MORE COLD CALLING | FRIDAY, SEPTEMBER 7, 2012
- You Never Know… NO MORE COLD CALLING | THURSDAY, AUGUST 25, 2011
- Does Anyone Have an In-Person Conversation Anymore? NO MORE COLD CALLING | MONDAY, MAY 14, 2012
- Sales Productivity Blog: The Enterprise Customer Creation Process. SALES PRODUCTIVITY BLOG | MONDAY, OCTOBER 10, 2011
- What America needs most can be describe in one word… (fill in the blank)! NO MORE COLD CALLING | THURSDAY, JANUARY 19, 2012
- Smart Calling? Get Real NO MORE COLD CALLING | THURSDAY, AUGUST 18, 2011
- Your Unfair Business Advantage NO MORE COLD CALLING | THURSDAY, DECEMBER 1, 2011
- Get Personal—Get Your Referral Introduction NO MORE COLD CALLING | THURSDAY, MAY 3, 2012
- Not the “R” Word Again… NO MORE COLD CALLING | FRIDAY, SEPTEMBER 30, 2011
- Radio Silence Doesn’t Always Mean the Death of the Deal NO MORE COLD CALLING | THURSDAY, OCTOBER 25, 2012
- Welcome to the Social Enterprise PRODUCTIVITY AND MOTIVATIONAL TIPS FOR INSIDE SALE | WEDNESDAY, AUGUST 31, 2011
- GOOD.is | Infographic: Understanding Social Enterprise (Scaling) TRAINING COURSES BLOG | SUNDAY, JUNE 10, 2012
- Join me at Top Sales World’s 2011 Sales & Marketing Success Conference + Benefit for the Japanese Relief Fund NO MORE COLD CALLING | FRIDAY, MAY 6, 2011
- Your Change: Shout It Out NO MORE COLD CALLING | FRIDAY, JANUARY 7, 2011
- Turn Cold to Gold: It’s Not Difficult NO MORE COLD CALLING | THURSDAY, OCTOBER 6, 2011
- Toss the Technology—Relationships Still Rule NO MORE COLD CALLING | THURSDAY, FEBRUARY 16, 2012
- Join Me at the Sales Mastery Summit NO MORE COLD CALLING | WEDNESDAY, JUNE 20, 2012
- Brent's Social CRM Blog: Enterprise 2.0 � What a Difference 2 Years. SOCIAL CRM | MONDAY, JUNE 27, 2011
- Who Said Referrals Were Six Degrees of Separation? NO MORE COLD CALLING | THURSDAY, JANUARY 24, 2013
- Texting While Walking…The Rules NO MORE COLD CALLING | THURSDAY, AUGUST 2, 2012
- Social Media Marketing Is NOT the Same As Social Selling NO MORE COLD CALLING | THURSDAY, JANUARY 3, 2013
- Happy 5th Anniversary, Top Sales Experts! NO MORE COLD CALLING | MONDAY, MARCH 5, 2012
- Think Referrals Don’t Scale? NO MORE COLD CALLING | WEDNESDAY, OCTOBER 17, 2012
- It’s Not About the Sales Niche Anymore NO MORE COLD CALLING | WEDNESDAY, SEPTEMBER 19, 2012
- Keep Those Cards and Letters Coming NO MORE COLD CALLING | THURSDAY, DECEMBER 29, 2011
- Amateurs Try, Sales Professionals Do? INCREASE SALES | WEDNESDAY, APRIL 17, 2013
- Business Intelligence, CRM Lead Enterprise Software Market: Gartner – eWeek TRAINING COURSES BLOG | THURSDAY, JUNE 21, 2012
- The Real Problem with March Madness and Employee Productivity INCREASE SALES | WEDNESDAY, MARCH 20, 2013
- You Can’t Negotiate This… NO MORE COLD CALLING | THURSDAY, MARCH 22, 2012
- Face to Face Cannot Be Replaced NO MORE COLD CALLING | MONDAY, NOVEMBER 26, 2012
- Is There Such a Thing as Smarter Social Networking? NO MORE COLD CALLING | THURSDAY, MAY 19, 2011
- Grab Your Chance to Win the Referral Contest of 2012 NO MORE COLD CALLING | THURSDAY, DECEMBER 20, 2012
- What’s Your Unadoption Strategy For Enterprise 2.0? – The BrainYard – InformationWeek TRAINING COURSES BLOG | THURSDAY, OCTOBER 18, 2012
- How to Get Five Referrals With the Power of Five NO MORE COLD CALLING | THURSDAY, DECEMBER 13, 2012
- Selling Is Never About Closing NO MORE COLD CALLING | TUESDAY, SEPTEMBER 27, 2011
- 5 Ways Social is Changing Selling A SALES GUY | MONDAY, OCTOBER 22, 2012
- Really “See” Who’s Who (And Who Matters Most) In Your Network NO MORE COLD CALLING | THURSDAY, MARCH 17, 2011
- Say No to the Sales Mantra, “Always Be Closing” NO MORE COLD CALLING | THURSDAY, JULY 12, 2012
- Bust the “Buyer 2.0” Sales Myth NO MORE COLD CALLING | THURSDAY, JULY 19, 2012
- Ditch the Sales Pitch NO MORE COLD CALLING | THURSDAY, AUGUST 23, 2012
- Ditch the Personal Pronoun NO MORE COLD CALLING | THURSDAY, APRIL 19, 2012
- Know Thy Customer NO MORE COLD CALLING | THURSDAY, MAY 24, 2012
- High Touch, High Tech: Sales Needs Both to Survive NO MORE COLD CALLING | THURSDAY, JANUARY 10, 2013
- The Digitization of Human Interactions: From Long Tail to Mass. BRIAN VELLMURE | MONDAY, FEBRUARY 13, 2012
- How to Get People to Open and Act on Your Emails NO MORE COLD CALLING | THURSDAY, APRIL 26, 2012
- What Your Sales Manager Doesn’t Know NO MORE COLD CALLING | THURSDAY, APRIL 4, 2013
- Why Old-School Selling No Longer Works NO MORE COLD CALLING | THURSDAY, MAY 16, 2013
- Your organization 8 years from now BRIAN VELLMURE | SATURDAY, MARCH 31, 2012
- The Virtuous Sales Cycle—3 Best Practices NO MORE COLD CALLING | THURSDAY, FEBRUARY 14, 2013
- Cut Your Connection to Electronics for One Hour a Day NO MORE COLD CALLING | THURSDAY, JUNE 14, 2012
- Seizing Opportunity in a Hyper-Dynamic Environment BRIAN VELLMURE | SATURDAY, AUGUST 18, 2012
- How to Ride the Economic Wave (and Diversify Your Risk) NO MORE COLD CALLING | TUESDAY, FEBRUARY 15, 2011
- Why Cost Per Lead is Irrelevant NO MORE COLD CALLING | THURSDAY, MAY 9, 2013
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