Friday Five – Ways to Shorten Your Sales Cycle
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MAY 3, 2019
We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group. Here are a few to think about:
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Groups Related Topics 
Prioritize Sales Coaching - Rev It Up
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OCTOBER 29, 2019
Last week, an amazing group of sales leaders gathered to hone their craft and find an idea or two to grow revenues. Coaching was on everyone’s mind as we had a group discussion about what is most important. This was an annual event put on by Women Sales Pros , and sponsored by Drift , Allego , and VanillaSoft.
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Friday Five - Will to Manage Sales
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MARCH 1, 2019
It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales. Do you have these five components as a sales manager?
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Friday Five - Professional Development
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FEBRUARY 8, 2019
Modern Sales Pros virtual Google group and in-person meetings. Resource #1. They are totally focused on peer knowledge sharing and whether virtual or in-person, you’ll learn from them.
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How to Commit to Your Sales Success
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FEBRUARY 10, 2018
Our colleague Dave Kurlan over at Objective Management Group, a sales candidate assessment and evaluation company made news some years ago with a survey (based on evaluations of over 1 million salespeople over the last 25 years) showing that three out of four sales reps aren’t effective in their jobs.
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Friday Five - Cold Calling Dead or Alive
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AUGUST 16, 2019
Lori helps She speaks at CEO groups on topics of sales growth and the importance and value of diversity. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries.
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243 Wait 30 Minutes to Follow Up with Inbound Leads – and Other New Findings
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AUGUST 7, 2018
Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I love good data. I also love innovation and updating what used to work with what works better.
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Sellers -Stop Bad Manners on LinkedIn Requests
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JANUARY 15, 2014
has indicated you are a fellow group member of xoombi.com ·Since you are a person I trust, I wanted to invite you to join my network on LinkedIn. I have to think about the value of the group. Since this particular group has 38,985 members, I’m not inclined to connect to anyone simply because we are in the same group.
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LinkedIn Study Women In Sales
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JUNE 27, 2014
Although the conference is not still in existence, he group of women sales experts still meet annually – we are called Sales Shebang® and I’m honored to be leading this group now. Jill Konrath took matters into her own hands and created a conference for sales women with all women sales experts as presenters back in 2007.
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Money Monday – Using LinkedIn is a Waste of Time
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MAY 26, 2014
Group Insight: Find out what groups your buyers (and prospective customers) participate in and join some of them to learn what is being talked about so that you can share insight with prospective clients.
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Inside Sales Power Tip 119 – Ask for Referrals
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JUNE 24, 2013
Ideally you could reach out monthly for a formal conversation or you could create a lead sharing group virtually with others in the same space. If you create the group, it makes you the hub and you can ensure that everyone in the group is someone you could refer or get referred by.
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9 Tips for Success in Building Your Personal Brand as a Seller or Sales Leader
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APRIL 14, 2016
Last night I spoke to a great group in Boston - the Enterprise Sales Meetup and talked about building your brand as a seller. Below are my 9 tips for success. Having a personal brand is critical for success in sales – it is how others can differentiate you when your product or service seems similar to others in the marketplace.
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138 Losing Track of a Buyer Not Yet Ready to Buy
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FEBRUARY 27, 2017
It’s the latter group, who will buy at a later time, that you need to be thinking about as a seller. Losing track of a prospect is one of the biggest ways to lose a sales opportunity because research shows that only 3% of buyers are ready to buy at any given time. The remaining 97% is either not going to buy or will buy at a later time.
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Inside Sales Power Tip 151 – Speak WELL
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APRIL 5, 2014
Consider joining a Toastmasters group. Check out a local group – for a very small dollar investment you will gain both communication and leadership skills in this organization. L- always leave a positive impression with buyers, clients, and referrers. Do you have trouble speaking clearly and concisely?
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Just in Time B2B Sales Resources
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AUGUST 16, 2013
Always a good recommendation: the Fresh Sales Strategies group on LinkedIn as well as the Inside Sales Experts group on LinkedIn. That’s plenty for now. Future editions will share the best sales books and we will have some interviews with inspiring sellers.
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The Incredible Power of Connection Using Three Lists to Grow Business
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JUNE 12, 2013
The best part is that instead of belonging to many leads or networking groups, you can do this from your desk, on your schedule, and on your own terms. This means that in your CRM system, you have tagged them so that at any time you can pull up a list of any of these three groups. No Dues Required.
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224 One-Click Works for Amazon but Not on LinkedIn
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OCTOBER 26, 2012
Do you belong to any LinkedIn groups where lots of spamming is going on? You know, the people who join a group simply to promote their latest blog posts, and who always have a link to their site to mention when they comment on anything. You are TOO promotional, seller. Do not do it.
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9 Steps to Boost Sales in 2014 Part 1 Visibility
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DECEMBER 16, 2013
I tend to recommend LinkedIn groups where your buyers are, as well as online association communities where your industry niche is. It can take as little as 20 minutes a day to stay relevant in up to 6 online communities including a number of LinkedIn groups. You can do this by being in a number of places online.
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How to Grow Sales on LinkedIn
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MARCH 14, 2013
Of the Top Sellers, more than 75% are in 11 or more groups on LinkedIn, according to the survey. The benefits to being in the right groups are huge, with the biggest one being that you gain insight into where buyers are and what they are talking about.
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Sales Enablement Tools Help or Hinder
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FEBRUARY 4, 2015
In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. For example take Salesforce.com which is the predominant CRM tool sales teams use. Studies for years have shown lack of adoption in companies or failed use. How to not be confused by hype around what the market is telling you to do.
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120 Salespeople are Lazy – and other Musings from Sales 20 Boston
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JULY 17, 2013
Jim Crisera of The TAS Group spoke next and really caught my attention because of the great statistics he shared based on their research: Only half of sales reps can access key players at a prospect company – 54% to be exact. Gerhard gave a number of video examples and set the tone for more discussion during the day.
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192 Top Mistakes Using LinkedIn for Sales – Impersonal Requests
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FEBRUARY 22, 2013
Stewart reaches out to connect and tells me that we share a group, so he thought he’d reach out and connect. I’m in many groups, Stewart. My hope is that you see clearly why being vague, impersonal or one-sided does not work with LinkedIn requests, or in sales as a whole.
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248 The Ball and Chain for Salespeople – Email Management
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OCTOBER 3, 2014
For many of us, Inbox Zero - the idea of totally emptying out your inbox daily is not possible – I am included in this group.
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The Importance of Giving Feedback in Inside Sales
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JANUARY 25, 2013
We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. There is a larger need for feedback.
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235 Successful Sales Offsite Tips
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JANUARY 8, 2015
Give attendees time for small group discussion. The great thing about this is that people will often share more in a small group than they might in a large room. You will even feel some responsibility, most likely, that we’re focused on what is important. Hold your offsite, well, offsite.
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Watch Sales Videos and Improve Your B2B Sales Skills
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NOVEMBER 9, 2012
At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. There were very few hands that went up.
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Money Monday Multi-faceted Prospecting Strategy
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SEPTEMBER 8, 2014
LinkedIn - through buyer focused connection requests, InMail messages, content on your page, and with interaction in key groups. Voice Mail - compelling, buyer focused brief messages? E-mail - short, interest-piquing communication? Hand-written note - yep, they work. Keep them about 3-4 sentences.
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217 How To Hire the Right Sales Rep
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NOVEMBER 6, 2014
Assessment Tool: Objective Management Group Sales Candidate Assessment. You can download Roundpegg’s Culture Book to learn more – they will require your name and email in exchange. They help manage the entire life-cycle of employees for you.
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To Show Connections on LinkedIn or Not – 2 Ways to Grow Business
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DECEMBER 26, 2012
What I DO once we are connected is look at where you worked in the past, what groups you are a part of, content you have connected to your profile, and items like what schools you went to. There are a lot of professional conferences and events I attend over the course of a year so there is no shortage of who I might want to connect to.
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50 Ways to Score More Sales
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JANUARY 27, 2014
attend a Toastmasters group or Dale Carnegie. Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly. sign up for RSS feeds for sales sites, blogs, or podcasts. hire a prospecting coach. hire a presentation skills coach.
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Discussion Continues on B2B Sales Influencers
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APRIL 4, 2012
We will build on the previous discussion as we hear from influencers Colleen Francis of Engage Selling , Anthony Iannarino of The Sales Blog , and Kelley Robertson of Robertson Training Group. Our goal is to show YOU how to create influencers in your company as a means of gaining visibility and ultimately growing revenues.
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181 Choose Activity Goals to Grow Sales
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JANUARY 4, 2013
So, what are your activity goals for you or your group? Let us know what you came up with – privately by email or post as a comment. We like to share what readers are doing because it makes it more interesting.
3 Things Inside Sales People Must Stop Doing Today – Contest
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APRIL 2, 2012
If you do not know how, take a class or read some of the great e-books and blog posts on how to make LinkedIn a prospecting tool WITHOUT a desperate attack on just anyone you may be connected to through a LinkedIn Group. Stop calling people without a quick scan of their website.
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Books on Sales and Marketing Help Fight Hunger
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JANUARY 23, 2013
Books in this group are authored by Seth Godin, Guy Kawasaki, Keith Ferazzi, Marcus Buckingham , and many others. Since I need to downsize a bit, I decided to pull out 50-75 of these books and instead of dumping them off where they won’t be appreciated, we came up with this idea that is a win/win/win.
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218 Top Sales Academy Offers Online Sales Education
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MAY 6, 2013
Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. This is an organization I have been a part of for several years and can attest to its professionalism and educational content. May 7th is the date of the first session.
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Sales Cheers and Self Evaluation
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NOVEMBER 19, 2014
I spoke this week to a group of sales professionals at the new monthly Sales Accelerators event at Hubspot in Cambridge, MA. It is a new event here in the Boston area for sales reps to network, meet and mingle with others.
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206 Virtual Sales Education
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JUNE 6, 2014
6/10 11AM PT / 2PM ET I’m a panelist in what will be an amazing group of 22 social sales experts in a Google Hangout on Social Sales JAM Session – more info here. . The sponsors purpose is to build their brand, better brand recognition, and to show value to you as their customer or potential recommender.
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Top 3 Sales Posts of 2012 and Bonus Video
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DECEMBER 31, 2012
We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites. It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues.
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Hiring and Keeping Top Sales Talent
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FEBRUARY 27, 2014
Moderator was Trish Bertuzzi of The Bridge Group , and Chapter Co-President. Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners. Natasha Sekkat, Global Director, Inside Sales Centers of Excellence, EMC. Each presenter had fantastic content – and the session broke out into several parts -.
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223 Why Sales People Don’t Ask for Referrals
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JANUARY 29, 2013
Mike, you are right in that the educational and professional alumni groups that some of our buyers belong to are like a big ocean of fish just waiting to be connected to. In many SMBs and mid-market companies, often the strategy to ask happy customers for referrals just does not happen. I don’t know.
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Be More Interesting and GET MORE SALES
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APRIL 4, 2013
Join moderator Nancy Nardin of Smart Selling Tools for an hour-long, highly interactive webinar discussion about how to become more interesting to grow sales with me and my co-panelists Trish Bertuzzi of The Bridge Group, Inc. and Barb Giamanco of Social Centered Selling.
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224 Inside Sales Power Tip 140 – Study Buyers
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NOVEMBER 5, 2013
Joining a LinkedIn group or other community where your buyers are can be a great start. Engage with them when it is convenient for them. How about after 5PM? Bottom line is that it is about them, not you. To be about them, you need to understand more about them. Where else can you find information out about your buyer?
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Inside Sales Power Tip 117 – Learn to Grow
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JUNE 10, 2013
Trish Bertuzzi , my colleague at AA-ISP Boston and President of The Bridge Group, Inc. Jill Konrath , best-selling author of SNAP Selling. Guy Kawasaki , best-selling author, VC, speaker, and business adviser. Gain insights and walk away with new ideas.
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Money Monday Publish Content
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SEPTEMBER 15, 2014
Disclosure: We also use the Hubspot platform, and run a local Hubspot User Group, so we''re excited to learn and connect this week.]. I attend because even though I’m a business owner and sales focused speaker, blogger, trainer and consultant, what I really am above and beyond all else now is A PUBLISHER.
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