September, 2016

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101 Motivational Sales Quotes for Sales Managers


Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management, sales managers still have to contend with keeping the right frame of mind to deliver optimally. We are constantly dealing with happy emotions that come from closing deals, and painful […]. All About CRM Sales Management

Five Tips to Work Productively from Home: Whether You Telecommute Occasionally or Always

The Productivity Pro

“On the fourth day of telecommuting, I realized that clothes are totally unnecessary.”—Scott ”—Scott Adams, American cartoonist. Whether you call it distance working, telecommuting, or freelancing, technology has made working from home more effective and productive than ever before (. Maintain a dedicated work area. Stick to a regular schedule. Set boundaries with your family.

The One Question Salespeople Fail to Ask

Increase Sales

Being in sales can be either extremely enjoyable or just the opposite.  With so many SMBs to larger organizations needing salespeople if not preferably top sales performers, then maybe it is time to ask this question: Do you really WANT to sell? Last night I talked with James Muir, the author of a soon to e released book, The Perfect Close. The question is not one of “Do I know it?”

Sales 99

The 6 Most Common Mistakes Salespeople Make In Their Opening Discussions

MTD Sales Training

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Communication Skills

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

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Five Reasons to Take Massive Action: Making Busyness Your Business

The Productivity Pro

“Do not wait to strike until the iron is hot; but make it hot by striking.”—William ”—William Buell Sprague, 19th Century American clergyman. One theme I’ve emphasized repeatedly in my writings is that “busy” doesn’t necessarily mean “productive.” Multilevel marketers are fond of the term “massive action.” It commits you to the task.

Are You Drowning in the Sea of Sales Excuses?

Increase Sales

If you have read either Jeb Blount’s or Mark Hunter’s books on sales prospecting, you will read about a lot of sales excuses.  Dan Pink in his book T o Sell is Human revealed that of the 7,000 American adult workers surveyed 40% of their time is engaged in non-selling activities. His conclusion is that in every hour, we are spending 24 minutes moving others. Share on Facebook.

Targeting Transactional Customer Experience or Long Term Strategy?

Babette Ten Haken

Targeting transactional customer experience (CX) can short-change your business long-term. You miss capturing strategic, mission-critical processes and opportunities essential for impacting customer success and customer retention. The longer the lifecycle of your products, equipment and services, the more customer journeys and perceptions are involved. Customer experience is a perception.

The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it! Dave Kurlan sales process sales cycle closing ratio dan mcdade win rates gazelles the buyer journey

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The Art of Social Selling -- Summarized by getAbstract

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

Use These 2 Techniques To Guarantee Appointments With The Prospect

MTD Sales Training

You will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting prospecting skills setting appointments

10 Unique Strategies for Sales Success


I’ve read numerous blog posts, articles, and books on how to succeed in sales and telemarketing. Countless opinions are offered on the subject. Most of these opinions are, however, repetitive and are rarely challenged. For example, we’ve all heard axioms such as these: The customer is always right. Don’t talk. Just listen. Focus on the […]. Sales Strategies

Is Your Online Brand Different than Your In-Person Brand?

No More Cold Calling

In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your online brand is just as critical as your in-person brand. billion, and 3.2

Educated Buyers and Emerging Sales Sucker Questions

Increase Sales

Today’s decision makers in the B2B industries and even now extending into the B2C markets are becoming far better educated buyers.  This change in education is starting to sprout the opportunity by decision makers to ask more sales sucker questions. Credit Novice salespeople may bite on these questions and then become easily derailed by these sales sucker questions.

Winning Consensus-Based Sales

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

Sales Motivation Video: Call Senior Level People at the Top of the Hour

The Sales Hunter

Make it a priority this week to call senior level people at the top of the hour. I am confident that when you discipline yourself to do this, you will see tremendous momentum in your prospecting efforts. This simply has to be part of your game plan for prospecting this week. This is just one […].

Video 91

How This Awful Cold, Voicemail Message Could Have Actually Worked

Understanding the Sales Force

The timing on these two events could not have been more perfect! Both occurred last week and I wanted to share them with you today. First came Dan McDade's article - the first of three parts - on whether cold calling is dead. He asked a number of sales experts to weight in and articulate whether it is truth or a lie. It was very well done and you'll want to read it.

Use This Example To Get Prospects To Return Your Voicemails

MTD Sales Training

I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Communication Skills

Learning from Failure: Wrong Assumptions


For some, failure can mean the end of the road on some activity, venture or goal. But that is only true if you give up and just stop. For me—and for many others like me—failure in some area can act as a valuable learning experience that further enables success. This new series of blogs illustrates, […]. The post Learning from Failure: Wrong Assumptions appeared first on Pipeliner CRM Blog.

ACT 117

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.

Three Ways to Build Your Brand as a Leader

Score More Sales

Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It. sales leadership build your brand

How Sales Coaching Improves Novice Salespeople

Increase Sales

Maybe it is just me, but there appears to be an onslaught of novice salespeople.  And this also means a lot of unnecessary sales mistakes. Sales coaching is the simplest solution to insuring the success of those new to sales. Credit Yesterday I spoke to someone who was new to sales within the real estate industry. Mistake #1 – Presumptions. Share on Facebook.

How to Use Linkedin as a Sales Tool with Kurt Shaver and The Sales Hunter

The Sales Hunter

We’ve all received stupid messages through Linkedin from people trying to sell us stuff. The stupidity of the message is how they’re all feature driven and dealing with something you could care less about.  It’s things like this that have people wondering if Linkedin is a viable sales tool. Recently, I did a short webinar […].

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The Biggest Secret to My Sales Success

Understanding the Sales Force

Remember this week. On Tuesday I shared the single biggest selling lesson of my life. On Thursday I shared the second biggest selling lesson of my life. And today, in my most controversial article ever, I will share the biggest secret of my sales success. Some will undoubtedly call this the Dave went crazy article. Some of you might be able to sense what my secret is. And the third is religion.

Successful Selling

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

How This Small Change Of Mindset Will Smash Your Sales Targets

MTD Sales Training

I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Mindset beating sales targets sales success

Chapter 9 of Managing a Social Selling Team: Always Focus on the Buyer


In the previous chapter, we covered the vital necessity of patience in social selling. We pointed out that social selling steps may appear passive, when in fact they’re anything but that. Salespeople need to learn this patience well if they are to succeed at social selling—and sales managers must allow them the time and space […].

Setting Up a Sales Operations Department from Scratch

Sales Benchmark Index

Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we. Podcast Sales Strategy

LinkedIn Summary, Why the Third Person or Queen's We?

Increase Sales

If people buy from people they know and trust, why in the world would any reasonable thinking salesperson speak in the third person on LinkedIn?  I can appreciate the third person’s biographical summary on a publication or book.  That makes sense. To speak in the third person on probably the most recognized B2B social media site is beyond comprehension. What makes you different?

Sales Motivation Video: How to Leave the Best Voicemail

The Sales Hunter

The voicemails you leave are crucial to your success if you want your prospecting to be High-Profit Prospecting! Too many salespeople leave boring voicemails! Boring. Or the voicemails are all about the salesperson, rather than about the prospect.  Or the voicemail is too long. want to help you leave the best voicemails possible, which is […].

Video 75

The Second Most Important Sales Lesson of My Life

Understanding the Sales Force

Earlier this week I posted an article that told the story of the biggest sales lesson of my life. received so many emails about that article because it seemed to really resonate with my readers. Yet, as much as it resonated, there was one question that several of them asked in their emails. They wanted to know why we were in that tenement building in the first place.

What to Trust When Evaluating Sales Performance and Talent

Anthony Cole Training

When evaluating sales performance - past, present and future - it’s difficult to figure out what information or data to trust when making decisions. Just like investments where past performance is not a guarantee of future results, past sales performance does not guarantee anything for the future. managing sales teams sales assessments evaluating salespeople assessing sales talent

How Sales Can Help a Start-Up Dodge the Grim Reaper


Few startups make it; half don’t survive 5 years.  At launch, the right sales development strategy is critical to gain a successful trajectory. Employ Employ these 20 sales actions to increase your odds of beating the grim reaper. Concentrate much of your sales development work BEFORE you launch, to help ramp sales up quickly and attract investor […]. Sales Strategies

Migrating from Spray and Pray to Account Based Marketing

Sales Benchmark Index

Do you have a list of dream accounts to target? Many marketers strive to replace leads with opportunities for the sales team using account based marketing. We recently interviewed Leo Tucker, the senior vice president of global marketing for PGi. Marketing Strategy Podcast