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APRIL 6, 2014

Over my selling years, I had 22 sales managers whom I directly reported to. Other times I had a horrid sales manager and needed inspiration and someone to bounce my ideas off of since I could not with the person I directly reported to. Some were great, some were awful. I have written about it numerous times.

Inside Sales 212

Inside Sales Coaching Call-back Ideal Customer Profile 212

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AUGUST 6, 2012

These were some of the big findings by the report titled, CSO Insights 2012 Impact of Data Access on Sales performance Report: Why Big Data Should Be a Big Deal for Sales , sponsored by Lattice Engines. Reps are on information overload.

Data 197

Data CRM Survey Study 197

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JUNE 17, 2013

Content can be: Industry reports on trends and new developments. analyst reports. . ———————————– According to Cliff Pollan, CEO of Visible Gains, buyers are demanding sellers bring more value to the table. customer success stories. ROI Calculators. blog posts.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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FEBRUARY 7, 2013

An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from. There are too many tools that can help streamline your systems and processes to not be looking into them. Is your company one of them? What are you waiting for?

CRM 238

CRM Outbound Tools Study 238

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DECEMBER 10, 2012

Pull your value proposition into the message – “many of our clients have looked for ideas on ways to reduce costs / streamline reporting [etc.] Be brief – 30 seconds is a good rule of thumb. No more than 45. One of our recent clients was able to see a 30% reduction……”.

Vendor 265

Vendor Outbound Call-back Lead Rank 265

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SEPTEMBER 5, 2012

There are other mentors around me – people who don’t even know they are my mentors, such as Guy Kawasaki (whom I hope to meet this week) Tony Robbins, and former sales managers and CEOs I reported to over the years. Here’s what I know about finding a sales mentor: 1. Everyone who hopes to grow and improve needs mentors.

How To 284

How To B2B Intent Inside Sales 284

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DECEMBER 18, 2014

In early December it was reported that the United States was poised for the largest annual jobs gain since 1999. When it comes to hiring, 74% plan to hire in 2015, although 61% of the respondents feel there is a shortage of qualified talent. Others are predicting a strong 2015 for business as well.

Hiring 198

Hiring Wireless Policies Travel 198

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AUGUST 19, 2013

Hubspot did a GREAT compilation of stats and facts around Inbound Marketing – take a look at 86 Revealing Charts from the 2013 State of Inbound Marketing Report for more background. Then, if you want more specific ideas, set a time and let’s talk.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

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AUGUST 21, 2014

You do this with engaging content, such as a report or summary on the topic your visitor is looking for. When your big website is optimized for a smart phone, for example, your buyers can review products, services, payment options, and even purchase or initiate a conversation as soon as they think to look you up.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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JUNE 3, 2014

R reporting / results (benchmarking). Do you measure both effort and results? Use the CLOSERS model to grow leads every day. C campaign (strategy). L list / leads. O offers. E effort (increased dialing, etc). S systems (dialing technology). Instead of the old BANT model of budget, authority, need, and timing, there is a new model.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

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NOVEMBER 26, 2012

If you don’t have a killer CRM system to track leads, prospects, and clients – then be able to sort and create reports on any metric – you need to get that solved for 2013. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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DECEMBER 21, 2012

You can download the report here from IBM. The study showed four areas to improve customer experience: 1) Align the organization around the customer life cycle. 2) Drive capture and use of customer insights – focus on the right analytics for answers. 3) Deliver visible value at every touch point.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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FEBRUARY 4, 2015

I will be sharing what our main speakers have to say and what the tool companies themselves report. Tools are just tools – it is the methodology and systems behind them that count. Watch this space to hear how we make out and what we learn. If customers are not successful with sales enablement tools, the industry will suffer.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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JULY 28, 2014

With your CRM system, you should be able to print a report showing all of your 30-60 day potential deals. Think Top Hits rather than a Mob Hit List – but either way, you jot down / type in those top sales opportunities that are probable and qualified. along with who your contacts are and their contact information.

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

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JANUARY 8, 2013

Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video.

Travel 258

Travel Outbound Influencer Buyer 258

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APRIL 19, 2013

In my case, I am feeling bad for people I don’t know, and my mind is working overtime with all sorts of stressful feelings due to media reporting and social networks. Know that you are not doing the company any good with eyes glazed and your mind elsewhere. When I turn them off, I can get work accomplished.

How To 237

How To Outbound Engineering B2B 237

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JUNE 2, 2012

This is the start of a new weekend series of blog posts on books we have read and recommend to help you gain sales knowledge in an easy to read, executive summary style report. Not all books we review fall into this “must read” category.

Lead Rank 191

Lead Rank Lead Scoring Outbound System 191

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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.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

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JANUARY 7, 2014

How does the reporting structure work at that company? Imagine just for a moment if you had such curiosity for your prospective buyers. Why did they go to that page on your website? Why is your first contact in Operations rather than Sales? Why do they open your emails but stopped replying?

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

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NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. Through IBM I learned: You can increase productivity by 20-25% .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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APRIL 30, 2013

So do these two things with your sales reps: Show them the value of the one or two reports that will benefit them greatly. Salespeople tend to not embrace CRM when it is complicated, unwieldy, and slows them down. They think it is simply for management’s benefit. Get them involved from the beginning so that you have their buy-in.

CRM 291

CRM Revenue SugarCRM System 291

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JUNE 26, 2012

This report is considered a “trigger event” that you can leverage in conversation, with statistics and facts from within this market segment. REACH OUT: Ultimately you need to connect directly with people, whether online, by phone, in chat, or via e-mail.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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JUNE 29, 2012

With less focus on poorly organized meetings, redundant reporting, and repetitious work, they kept all eyes on the prize – those activities that lead to revenues. They had someone (or a team) monitor social channels; listening for trigger events, learning about their existing customers and interacting with soon-to-be buyers.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

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NOVEMBER 30, 2012

Go immediately to your CRM system and create a tag or field for “holiday2012card” and “holiday2012gift” as well as any other tag needed so someone can quickly create reports and mailing labels or addresses on envelopes to be efficient.

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

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DECEMBER 7, 2012

Recently there was a report published on converting B2B sales leads into deals that we blogged about. See their post with a bigger version of the graphic here and get the link to the report. The study was researched by Leads360. They also just created a handy Infographic to go with it, so take a look and enjoy.

Leads360 225

Leads360 Closing Inbound Outbound 225

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DECEMBER 24, 2013

Learn creative ways to off-source and out-source the activities you are NOT strong at – such as sharing a resource who can help with researching prospects or updating your CRM system or creating lists or reports that have to be done.

Inside Sales 227

Inside Sales Decision Maker Lead Rank Lead Scoring 227

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NOVEMBER 16, 2012

note: you must fill in contact info to get the full report which I think is well worth your effort.). Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success was just released this week. In the study, some key conclusions came from their analysis of data from 3.5

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

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AUGUST 5, 2013

The Outbound Index Report created by The Bridge Group and AG Salesworks showed in it’s April Index that “prospecting to directors and managers converts to pipeline” and that “it’s not all about the c-suite.” Plus you can back it up with facts.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

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DECEMBER 22, 2011

Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). places a huge order every January, but by using a CRM system you can pull reports that show things you many have never noticed, such as weather-related trends or news-related trends.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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JANUARY 17, 2012

Look for tools that are simple to put in place for your team, and that offer the reporting capabilities you need to understand success rates. If they are public, download the latest annual report. Databases of prospective contacts help with your outbound efforts.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

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JULY 5, 2010

Wherever you live, please report back on the best auto dealerships you know of – regardless of where they are. Not just one lone woman or “we used to have a woman” – where are the auto dealers that have more than one woman in sales on staff? Your comments needed!

Lead Rank 120

Lead Rank Lead Scoring Hiring Call-back 120

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DECEMBER 16, 2011

They cannot do simple reports to determine the cost of a closed deal this year as compared to last year, and they often don’t know what is fully in the pipeline of each of their sales reps. Unbelievable?

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

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NOVEMBER 4, 2010

Reported by Alex Sharp of Suite 101, Google posted in October that they would end this 411 phone service on November 11th. they will stop offering one of my favorite services for someone on the road as I am – the GOOG-411 service. This service has helped road warriors everywhere – in an efficient way.

Google 120

Google Lead Rank Lead Scoring Social Media 120

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FEBRUARY 15, 2011

This one step alone can raise productivity dramatically and give you reporting that you have not seen before. . - Put a CRM system (now called “social CRM” ) that is web-based and simple for your team to use – in place this year if you’ve not already.

Lead Rank 137

Lead Rank Lead Scoring Top of Funnel CRM 137

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AUGUST 20, 2013

The report was done in partnership with The Bridge Group, Inc, Kraig Kleeman, Software Advice, and Zoominfo, It covers several interesting topics. The top tools this study showed to be most widely used were calendaring tools, conferencing tools (for webinars and live communication) , CRM, web reporting / dashboards, and social tools.

Inside Sales 238

Inside Sales Survey Outside Sales Retail 238

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SEPTEMBER 12, 2013

By not having to create a trip report at the end of a week, the data is fresh and more accurate. These days systems are easier for field reps, with tablets and smartphones enabled for basic data to be put in as they are going from meeting to meeting.

CRM 186

CRM Customer Lead Rank Lead Scoring 186