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NOVEMBER 14, 2012

Give me a day to present and there is no shortage as to what to say. Here’s what I try to do to keep an audience engaged – learned from some of the top experts in presenting. In presentations, we have an opening, a middle, and a summary. In presentations, we have an opening, a middle, and a summary.

Outbound 206

Outbound Influencer Lead Management Training 206

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FEBRUARY 20, 2013

Present too soon – impulse control. If a manager is always looking at his smart phone, she is not present and misses many non-verbal cues in communication. Being present is one of the most important things any of us can do to influence others. Not talking to the decision maker (s) – assertiveness and problem solving.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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NOVEMBER 14, 2012

Give me a day to present and there is no shortage as to what to say. Here’s what I try to do to keep an audience engaged – learned from some of the top experts in presenting. In presentations, we have an opening, a middle, and a summary. In presentations, we have an opening, a middle, and a summary.

Outbound 150

Outbound Influencer Lead Management Training 150

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FEBRUARY 27, 2014

Each presenter had fantastic content – and the session broke out into several parts -. To view pdf of the presentation click here. Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners. Natasha Sekkat, Global Director, Inside Sales Centers of Excellence, EMC.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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APRIL 27, 2014

The decisions on the setting, presenters, and agenda were the work of Max Altshuler , self professed Sales Hacker and Community Builder. There was a little selling from the stage, and a couple of presenters that had me scratching my head, but otherwise a fantastic full day. I wish all my clients could have attended.

Revenue 120

Revenue Outsourcing Services PipelineDeals Scale 120

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JUNE 27, 2014

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. I have found the same in my efforts to better understand why a company would have so few women sales professionals and encourage them to try some new strategies for a different result.

Study 231

Study LinkedIn Hiring Conference 231

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JUNE 7, 2012

Some presenters wear flip-flops and seemed proud to be in t-shirt and sloppy jeans. Presentations I heard referenced big consumer brands were applicable to who we work with in the corporate world. No matter what the conference is, if you take nothing away from presentations, the connections will be invaluable.

Conference 179

Conference Lead Rank Lead Scoring Media 179

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FEBRUARY 13, 2013

The Postwire page (one of my favorite tools for curation) has all ten of the tools mentioned, plus links to the presenters, moderator, and sponsor pages. Check out our Social ROI calculator. Contact us if you have questions. More notes to follow. What tools are you using to grow sales? What did we miss in our “top 10?”

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

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JANUARY 16, 2013

The job for most is identifying the right buyers and opportunities, presenting the winning scenario to the buyer, and bringing the sales (buying) opportunity to closure. Here is a start for some ideas, and we will present more as they are identified. We also know how little time most sales reps spend on this part of their day.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

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MAY 5, 2014

I sat in a session at ASTD’s International Conference yesterday that my friend and colleague Mike Kunkle of GE presented which really got me thinking about so many skills that the top sales performers need to have to be the most successful. It’s as if you need ten or twelve books of knowledge to help you win.

Negotiation 203

Negotiation Ideal Customer Profile B2B Conference 203

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MAY 3, 2013

The award-winning chapter had a May 1 educational program with nine experts presenting on four topics. Session presenters Mark Rodman, Principal of Xtra Effort Solutions and Jeanne Lambert, Director of Inside Sales at Ping Identity did just that. They called it a Candidate Alignment Chart.

Company 226

Company Hiring Quota Inside Sales 226

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JANUARY 14, 2015

Before I say anything, monitor tweets from #Rainmaker2015 and you’ll learn a lot about sales from my smart colleagues who will be presenting all day. What I most love is that all afternoon yesterday I heard from some smart, young, and enthusiastic presenters – those on the Salesloft team – about how to prospect well.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

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AUGUST 29, 2012

Laura Fitton’s presentation on PR could help anyone grow their visibility. He presented numerous ways that your content can bring you more prospects to your website. Boston could really use a SXSW-type of event, so why not a bigger Inbound 2012 next year? and the next year). I heard the parties were a lot of fun.

Inbound 184

Inbound Hubspot Marketing eBook 184

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MAY 5, 2014

I sat in a session at ASTD’s International Conference yesterday that my friend and colleague Mike Kunkle of GE presented which really got me thinking about so many skills that the top sales performers need to have to be the most successful. It’s as if you need ten or twelve books of knowledge to help you win.

Negotiation 175

Negotiation Ideal Customer Profile B2B Conference 175

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AUGUST 18, 2014

Describe client success stories in less words for bigger meaning by using visuals in PowerPoint presentations rather than lots of words. You should be writing 3-4 sentences – that’s IT. Contact us for our email success formula. Learn to replace weak words with powerful words and phrases.

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

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JANUARY 27, 2014

hire a presentation skills coach. 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. attend a sales conference. find a mentor you admire.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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JULY 17, 2013

Highlights for me in the afternoon sessions included: The Five Faliure Points of Today’s Selling System presented by Diane Gillespie of SAVO. This presentation was with local Boston B2B inside sales expert Trish Bertuzzi, President of The Bridge Group, Inc and Ross Kramer, Co-founder and CEO of Listrak.

Hiring 192

Hiring B2B Video Lead Rank 192

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APRIL 5, 2014

In order to be successful on video or with the telephone you need to understand the basics of presenting as well as having concise, buyer-focused messaging. I use an acronym to help sellers remember the important points of speaking: W- you have to wow your prospective buyer with something different, new, educational or insightful.

Inside Sales 240

Inside Sales Ideal Customer Profile Skype Video 240

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MAY 21, 2012

No time like the present to get started in this. Instead, you look for people who can understand what it is that you do, and over time, trust you because you do what you say. These connections are critical to build referral business over time. Five calls. Do you know who is on your list? I have mine.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

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OCTOBER 9, 2013

Tune in live to ask your questions and get answers – if you can’t make it, the presentation will also be available on-demand so be sure and sign up whether you can attend or not. We’ll be strictly sharing tips and strategies for successful deal-closing, something I think most of us could use. Am I right?

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

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AUGUST 5, 2014

A regular system for connections you make with potential buyers who are not ready now to buy but are going to buy in the near future so that you can stay present in their mind through insightful follow-up, educational follow-up, and a genuine interest in helping them succeed. How Sellers Do Follow-up Wrong.

Follow-up 235

Follow-up Buyer Twitter Inside Sales 235

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OCTOBER 8, 2014

I’m thrilled to have David Ambrose of our partner, Smarsh , on stage with me. Working with inside sales trailblazer Ken Krogue is going to be a treat.

Face-to-face 190

Face-to-face Twitter Inside Sales Ideal Customer Profile 190

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JUNE 3, 2014

Imagine you can present to 1000 ceo’s of companies that all need what you do – they have to come, but as soon as you stop being interesting, they can leave. Use systems thinking to grow your territory and your team. “Everything is a system and you must realize how the system works.” ” Analyze. THE STADIUM PITCH.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

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OCTOBER 17, 2014

It’s Great to Be Involved - I was a speaker on Sales Productivity on one of the mornings and it was special to be one of the presenters at Dreamforce. Someone is taking good notes after the previous year’s feedback. ” and stop over-thinking things to sell more.

InsideSales 210

InsideSales Hotels Influencer Conference 210

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JANUARY 19, 2015

Steve Richard of Vorsight presented on the main stage and shared some great stuff for sales developers and those who lead them. What I heard was that Trish Bertuzzi gave a fantastic presentation and Dan Waldschmidt shut the event down with comments like, Don’t be the guy (or girl) you think you want to be.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

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JANUARY 9, 2015

A powerhouse line-up of my sales colleagues Iannarino, Hunter, Weinberg, Blount, and Miles Austin all present on 1/12 (11AM Eastern) discussing sales topics in a TED-like format. It is an on-line #SalesKickoff you won’t want to miss. Click HERE for info and to attend. I’ll be there.

Webinar Metrics 120

Webinar Metrics Twitter Inside Sales Google 120

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MAY 19, 2014

This is someone she spent two detailed conversations with and presented information back so that they could do business. The professional was in a panic. She has a huge sales opportunity with someone who asked her for a contract – not a proposal. He is not talking to anyone else.

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

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APRIL 11, 2014

What I liked about Sean’s presentation was a good history of how and why the rise of Google changed the way we all sell. Sean is Chief Revenue Officer at KiteDesk – the company that just recently commissioned their Top 100 Social Selling Influencers research.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

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MAY 12, 2014

Here are some of the best ways: Keep your Focus: When you are at work, be present at work. That means LESS of the activity you might be doing that does nothing to lead you toward revenue. You can increase the right sales activity several ways. Think about fewer steps to take to grow revenue.

Lead Rank 208

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 208

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JULY 6, 2012

Dissect lost deals to learn where you could have presented in a different way, or gained visibility sooner through a different marketing process. If you are interacting with enough people, organizations, teams, boards, and deals, they will not all go your way. Learn from them.

How To 208

How To Sports B2B Study 208

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OCTOBER 4, 2013

This week at DemandCon I saw one of the best presentations about Sales Enablement I’ve seen given by Jerry Rackley of DemandMetric. Sales enablement is much talked about and often misunderstood or misrepresented. Just what is sales enablement and how does it affect the organization as a whole? So what is sales enablement?

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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SEPTEMBER 15, 2013

Thanks to my friend, Jen Mueller , NFL sideline reporter and creator of Talk Sporty to Me for opening and closing my live presentation – you can see what she said in each of the videos at the top and bottom of this post. Here’s how you can turn the keys to a sport into steps to improve your sales. Know nothing about sports but want to?

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

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OCTOBER 21, 2013

You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. Networks are important for sales professionals. I like to think of networks like wheels with a hub and lots of spokes.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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NOVEMBER 12, 2014

What else can you do to really “be present” this year – the clock is ticking. Send articles about what competitors are doing so your clients can gain competitive insight. Create a card and hand-sign it then send it.

Ideal Customer Profile 216

Ideal Customer Profile Twitter Inside Sales Google 216

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FEBRUARY 9, 2015

In the webinar , my co-presenter, Alyssa Trentkamp talks about the multi-tasking study Velocify did which is very interesting for you to think about. The number 1 issue for sellers as I meet with them one-on-one is usually a tie between “can’t reach my buyer” and “I need to better manage my time.”

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Intent Twitter 120

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MAY 8, 2012

no time like the present…). What can you do with this new mindset? How can you engage someone in your industry to collaborate on a creative deal that would not happen as competitors? When will you make this happen? (no Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Industry 204

Industry Competition Lead Rank Lead Scoring 204

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MAY 8, 2012

no time like the present…). What can you do with this new mindset? How can you engage someone in your industry to collaborate on a creative deal that would not happen as competitors? When will you make this happen? (no Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Industry 204

Industry Competition Lead Rank Lead Scoring 204