December, 2016

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A Sales Funnel…or a Sales Pipeline?


Okay, this might seem to be a strange title for an article. But knowing the clear difference between a sales funnel and a sales pipeline can mean a great deal to your company, your sales organization and your salespeople—and greatly influence your choice of a CRM solution. The Sales Funnel We’ve all seen a funnel. […]. The post A Sales Funnel…or a Sales Pipeline?

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Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

Top sales performers who I know are the least comfortable people.  They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now!

Deploy Your Customer Retention Game Plan

Babette Ten Haken

When do you deploy your customer retention game plan? Every time you consummate that sale, each time a customer signs off on the dotted line, your next move continuously focuses on retaining that customer. That is why it is so important to be proactive. Create your customer retention game plan long before you close a sale. There’s not much forethought in that tactic. Or so it seems.

Five Reasons to Take Ergonomics Seriously… Whether or Not Your Company Does

The Productivity Pro

“Take care of your body. It’s the only place you have to live.” ” — Jim Rohn, American motivational speaker. You’ve probably read and heard a lot about ergonomics during your career. But are you taking the topic seriously? What about those of us doing the producing? Why should you bother? Consider these five good, thoroughly interrelated reasons: 1. 2016 Laura Stack.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

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Sustainable Sales Success - Tip #18 - Energy

Increase Sales

Do you ever watch those Ted Talks ?  The one common characteristic of the presenters is energy.  Those who achieve sustainable sales success always appear to be in energy even when they are speaking quietly. Their energy radiates and draws their listeners close and closer. Credit How many times have you bought from a low energy, boring salesperson?  Share on Facebook.

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Negotiation strategy – positioning the glass as half full

Sales Training Connection

Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. In the end, however, the ability to craft and execute a thoughtful and creative plan for the negotiation is a bottom line for achieving a successful end result. The concept recognizes the old adage – “how you say it is as important as what you say.”

In Sales Push Your Comfort Zone

Score More Sales

Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success. B2B sales leadership sales strategy

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Holiday Sales Treat - A Mashup of Two Classic Songs

Understanding the Sales Force

Dave Kurlan Sales DNA brady bunch baby it's cold outside need to be liked dean martin

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The Art of Social Selling -- Summarized by getAbstract

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

Make Voice Mail Work For You In Prospecting

The Pipeline

By  Tibor Shanto  –  . Sales people are strange when it comes to prospecting, specifically telephone prospecting. Many find all kinds of reasons (excuses) to rationalize (excuse) why they fail to make call in order to engage with prospects to fill the gap in their pipelines. Some tell me they do not want to phone people because no one ever answers the phone these days.

Using 3D Animations As A Sales Tool


Shrinking attention spans are not to be taken lightly when you are a sales professional. There will be no deal to close if you can’t first captivate an audience long enough to highlight the fantastic features of the product or service you are offering. Keep the following in mind when you want to dazzle: Unique […]. Entrepreneurs sales tool

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Don't Bother With Strategic Planning If.

Increase Sales

Strategic planning is essential for any business from the one person solo entrepreneur to the Fortune 50 firms. Yet if you are thinking about engaging in this process, don’t bother if you are seeking: The quick fix. team building activity. feel good; look at me. Weekend off site bonding experience. What executive leadership is expected to do. Demands intentional action. Share on Facebook.

The Productivity Challenge for 2017

The Sales Hunter

More Sales Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers The last couple of months, I’ve been on a mission to try and make as much of my time focused on “RPA” as possible.   “RPA” stands for Revenue Producing Activity. We in sales and, for that matter, everyone in life struggle with being […].

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Become IoT Sales Savvy to retain IoT Customers

Babette Ten Haken

Are you IoT sales savvy? Become Become comfortable and conversant selling within the connected Internet of Things ecosystem. This strategy is a must for IoT customer acquisition and retention. Help customers overcome their IoT overwhelm. Customers are overwhelmed with the tsunami of digitization required to become more competitive. They are set in their ways. First things first. Then get to work.

A Bit of Holiday Tradition to Spice up your Selling

Understanding the Sales Force

What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. Dave Kurlan sales process Nutcracker major account sales

Jill Konrath New Book – More Sales Less Time

Score More Sales

B2B holiday gifts for clients sales strategy

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How to Set Default Reminders for Tasks with Due Dates


With Pipeliner CRM we are demonstrating absolute continuity in optimizing the application, and in streamlining and supercharging sales activities throughout the world. In order to make your work even more efficient we are constantly focusing on making your work with activities as flexible and fast as possible. With this release of Pipeliner CRM, you can now set […]. Tips and Tricks

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.

How Sales Coaching May Lead to this Unintentional Result

Increase Sales

Sales coaching continues to grow from internal coaches, sales managers to the hiring of external coaches.  Yet quite often this unintentional result happens as I was reminded by this statement made by a respected colleague: Prescription without diagnosis is malpractice. This statement is also true for workplace culture consulting to talent management. Credit

10 Essential Answers to Build a Sales Operations Department

Sales Benchmark Index

Today’s article is about how to build a sales operations department from scratch. The best growth executives understand that sales ops is the most strategic sales function in the company. They understand that when deployed correctly, sales ops can impact revenue.

How to Remove Negativity From Your Sales Team

Sell More and Work Less

Are you prepared to combat a destructive virus on your team as soon as it shows up? Sales Coaching motivating employees optimizing sales Pipeline Management sales sales quota sales team The Sales Leader

You Are the Defining Differentiator

The Sales Blog

The article posted here is about how businesses are being pulled to be more transactional or create much higher value. It filled up my inbox with questions about how you are supposed to differentiate your offering when you are in an industry that is perceived as being a commodity. The fact that the question is being asked provides the answer. The person asking is missing something.

Successful Selling

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

Pain Leads To No Gain In Prospecting!

The Pipeline

A few weeks ago, I posted a piece titled “No Pain – No Game?” ” , playing off the old weight exercise motto. In case you didn’t bother rushing to read the piece, it suggests that if you can only sell to buyers who have a self-declared pain or need, you will be in trouble, as 70% of the market, the Status Quo, is immune to the pain argument. Click To Tweet. Join Now!

Sales Success (sometimes) Depends on Losing the Sale


Too much attention in sales is placed on making the sale. And it is reinforced by reward and compensation programs that hail the salesperson of the year as a hero if they post the most annual sales. Salespeople behave the way the compensation plan dictates: if sales revenue is comp’d, that’s what they focus on. […]. For Sales Pros sales salespeople

The Forgotten Word in Social Media

Increase Sales

Social media has taken front and center stage in the B2B marketplace.  Yet as another report, the 2016 State of Social Business ,  has revealed this one word – engagement – appears to be necessary in the digital marketing evolution. Yet from my experience in working with B2B salespeople and SMB owners this word is dramatically missing. People buy from people they know and trust. 

Sales Strategy: Winning the Business

Sales Benchmark Index

Magazine Sales Strategy Revenue Growth Methodology sales execution sales planning sales strategy sales support

My Dad

Partners in Excellence

Please forgive a momentary departure from my commentary on the state of business, leadership, sales, marketing, and customers.  This post is dedicated to my Dad — and Mom, since they have been inseparable in making my sisters and me who we are.  In a couple of weeks they will celebrate their 65th anniversary. First, Dad has the most unusual background.  They always came first. Inspiration

How to Avoid the Need to Defend Your Price

The Sales Blog

I’ve written a lot about defending your price. But I haven’t yet shared what you can do to not have to defend your pricing in the first place. What can you do to preempt ever having to have a conversation about lowering your price? Here’s the best recipe I know: Open opportunities and get there early. Get in early. Create massive value. You can’t play small ball and command a higher price. Go big.

Jill Konrath’s New Book is a Sales Productivity Must Read

Babette Ten Haken

Need a sales productivity must read book to catalyze new habits and mindset? Who doesn’t these days. Lack of sales productivity can be a real sales-killer. Unfortunately, most sales people think that “looking busy” is the same as conducting business productively, profitably and intelligently. That goes for non-sales people as well. Read on, my friends. Guess what? We also make more mistakes.

4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Blog

We need to stop treating our customers like objects and treat them like people. So how do you humanize marketing to fit your buyer’s journey? It starts with us being human first by recognizing their humanity. I don’t know about you, but I’ve become weary of all the “personalized” emails that I’m receiving lately. Would you do a better job connecting and a building a relationship? Think about it.

One Sales Call Does Not Do It All

Increase Sales

Wouldn’t it be great that with one sales call the customer would buy and become a loyal customer for life?  We all know selling in the B2B marketplace and sometimes in the B2C marketplace takes more than one call. So if we as salespeople know that then why do so many in sales stop at one, two or even three sales calls? 44% of salespeople give up after one follow-up  (Source: Scripted). If people buy from people they know and trust, then how can one contact ever be enough? The average salesperson makes two attempts to reach a prospect. Source: Sirius Decisions). Today, not so much.

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