2017

Trending Sources

How to Make B2B Data an ROI Catalyst

Sales and Marketing

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth. read mor

ROI 20

7 Things Salespeople Do to Stand Out

Pipeliner

It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players. They help their fellow salespeople and the favor is regularly returned. They don’t cold call.

Time Management Is the Greatest Oxymoron

Increase Sales

Have you ever attended a time management training event or read a book on time management? You do realize of course this concept of managing time is an oxymoron and probably the greatest oxymoron we humans have. Credit www.pixabay.com. Just to be clear, an oxymoron is a figure of speech in which contradictory terms appear in conjunction. We cannot manage time. Time Management Is Self Management!

Course 121

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility. IQ—how smart you are. Fixed and baked into your DNA. AQ—how much you know. Makes IQ relevant. Makes more time for human relationships.

Groups 107

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

Four Ways to Intensify Your Focus: Maximizing the Value of the Time You Have

The Productivity Pro

. “ You will never reach your destination if you stop and throw stones at every dog that barks.” ” —Winston Churchill, British statesman. One of the characteristics of high achievers is their intensity of focus. Click to Tweet) High achievers know how to bury themselves in their work to such an extent that nothing can easily pull them away. Keep a distraction list open. 2016).

Sales and Sales Management Scorecards – How Can They Drive Sales Growth? Pt.1

Anthony Cole Training

SCORECARDS DO NOT DRIVE SALES GROWTH. sales performance coaching predictable sales growth how to hit goals in sales salesforce evaluation

16 Tested and Proven Ways to Grow Your Email Subscribers

Fill the Funnel

Grow your email subscribers is one of the most effective marketing recommendations anyone can give. A list of engaged subscribers is one of the most effective and reliable marketing resources. A good list so valuable that it can’t be bought. Because when subscribers sign up for your list, they’re signing up to hear from […]. Marketing Tool tips Web Tools email

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The Role of Creativity in the Life of a Product Manager

Mukesh Gupta

The Role of Creativity in the Life of a Product Manager by Mukesh Gupta. First, lets talk about a few successful products and the stories about how they became successful. We will then try to learn what did the product managers (in some cases, entrepreneurs themselves) do so that their products became successful. Chester Carlson was a patent attorney in Mallory’s, while studying law.

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.

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

Why Your Prospecting Strategy Is Failing

Pipeliner

4 Innovative Strategies To Prospect Like a Pro. Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. . Most sales people hate to prospect. I get it, prospecting is not exactly the most exciting part of the sales job. However, while it may not be the most exciting part of the sales process it is the most important.

How One Word Can Change Your Sales Results

Increase Sales

Sometimes those in sales look for complex solutions to improve sales results. I realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer. By changing the word Lord to Father gives the receiver an entirely different perspective. The focus changes from one person to another. This word conveys negative emotions.

The Perfect Close

Your Sales Management Guru

The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Books

Successful Selling

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

Reasons Cold Calling Is No Good for Account-Based Sellers

No More Cold Calling

Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers , it’s not only a waste of time. It’s a waste of perfectly good relationships. Wrong! There is no in-between.

Sales Excellence: How to Close Anything and Everything in Any Vertical

Understanding the Sales Force

I was listening to CNN on Satellite Radio and in between rants about the immigration ban, protests, the federal judge who issued a stay, and Trump's first week's worth of executive orders, an advertisement came on promoting How to Close Anything and Everything, no matter what you sell and who you sell it to. And to make their offer even more enticing - it's being offered for free! Did you hear it?

Why the Deal Went Dark

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Buyer 90

Three Myths to Ignore About Millennial Colleagues: Stop Blinding Yourself with Sound Bites

The Productivity Pro

“Millennials don’t just want to read the news anymore. They want to know what they can do about it.” ” – Ian Somerhalder, Actor and entrepreneur. You’ve probably heard some negative press about Millennials, the current generation taking the workforce by storm. Critics of the Millennial Generation call them disloyal, overly ambitious, entitled, and even lazy. The Upshot.

4 Steps to Create Client Advocates

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. exceeding customer expectations creating advocates solving sales issues

New LinkedIn Cheat Sheet

Fill the Funnel

By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. I think you will find the LinkedIn cheat sheet below to be helpful. If you have not noticed already, the feeding frenzy […]. Social Selling Social Web Training Web Tools LinkedIn

Loyalty Programs and Building Loyalty

Mukesh Gupta

One of the biggest challenges that brands face today is to find and cultivate loyal customers. Most brands have some sort of loyalty programs to reward loyalty from their customers. Most of these loyalty programs that I am a part of, totally miss the point of loyalty itself. HERE ARE MY 2 CENTS FOR MAKING YOUR LOYALTY PROGRAM MORE EFFECTIVE. Loyalty Programs should be for Loyal Customers.

Sales memo – winning starts with thinking strategically

Sales Training Connection

Crafting sales strategy. In B2B sales, one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. Given this situation let’s explore two overarching ideas for how to develop a winning account strategy. what else?,

Today’s Evolving Sales Professional Needs These 9 Top Skills

Pipeliner

Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. What is required in this ever-changing environment?

Learn to Focus On What You Can Control in Sales Communication

Increase Sales

Funny thing about human behavior is we humans have a tendency to focus on what we cannot control. This is quite evident in sales communication. For example, in today’s 24/7 “I want an instantaneous response to my email, my text or my phone call world,” many SMB owners and salespeople fail to communicate what they can control such as: Hours of operation. Response time. Location.

Are Predictive Hiring Models the New Norm?

Babette Ten Haken

Predictive hiring analytics provide high-value insights for creating workforce hiring models. Executing that innovative HR strategy will become the new norm, especially in the demanding industrial Internet of Things ecosystem. Because the globally competitive IIoT ecosystem is demanding. Workforce hiring strategy becomes a competitive advantage. These are real line of business metrics. Their focus?

Data 102

How to Hack Lead Generation with this Simple Principle

No More Cold Calling

Don’t expect sales leads to pour in without it! I stared at the download form, trying to decide if it was worth it. A colleague had recommended I read this whitepaper, and the content certainly sounded interesting. But as usual, the free download came at a cost: my contact information. I took the bait, and sure enough, the calls and emails started that day. Sounds pretty simple, right?

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. I read many articles and quotes after the game but the one that works best in this Blog is a quote from 2016 Cy Young Award Winner, Rick Porcello. That’s getting strike one on the next hitter and going from there.

5 Ways to Measure if Your Sales Process is Working

Sales Benchmark Index

Article Marketing Strategy Sales Strategy sales process

Managing UP: Four Things Never to Do

The Productivity Pro

“ One who controls others is masterful, but one who has mastered himself is mightier still.” ” – Lao-Tzu, Ancient Chinese philosopher. I’m a firm believer in managing up, the process of striving to learn and meet your manager’s needs without he or she even having to ask. Remember the TV show M.A.S.H. ? The result was an unusually smooth-running hospital. 2016).

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Growing a Successful Sales Team – What Are Your Cultural Requirements?

Anthony Cole Training

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).

The Arrogance of Experience

Fill the Funnel

This is only the second time I have allowed a guest post on Fill the Funnel. After reading this post that originally appeared on the Business Locker Room by my good friend Kelly Riggs, I immediately reached out and asked Kelly to allow me to include it here for my readers. We are in interesting times, […]. The post The Arrogance of Experience appeared first on Fill the Funnel. Web Tools

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PBTO50: Understanding Why We do, What We do with Dilip Soman

Mukesh Gupta

Who is on the show: In this episode we host, Dr. Dilip Soman. He is a behaviour scientist and the author of the book The Last Mile , and is a Professor of Marketing and holds the Corus Chair in Communications Strategy. His researches behavioural economics and its applications to consumer wellbeing, marketing and policy. What are Mindful and mindless nudges and where can we use them?

More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different tone from her past books, Selling to Big Companies, SNAP Selling and Agile Selling. In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity.