Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation MORE
Selling in today’s world has many challenges. Bad customer service should not be one of them. Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. Real Time Bad Customer Service. Recent events on social media have shown the impact of real time customer experience. MORE
A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. Note: Only a person not a company can send a LinkedIn invitation.). Lazy Salespeople and LinkedIn Invitations. Then there are those template LinkedIn invitations from people. MORE
People say to me, “If culture is so important, then why can’t it be measured?” ” My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit. Check out this 29-second video as I share thoughts on this issue: Not only does culture matter to you and […]. Blog leadership Professional Selling Skills culture executive sales leader briefing leader sales MORE
When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising). MORE
Article Corporate Strategy Sales Strategy bail candidate mystery shop candidate point of view hiring sales hiring profile sales reps top candidates MORE
In this irreverent talk, creator, teacher and artist par excellence – James Victore shares his thoughts on Revolution. He believes that revolution is not something out there – Its Us. Its in us. There is a revolution waiting to happen inside each of us. MORE
Article Sales Strategy SBI for SMB hamster wheel head of sales revenue growth sales leader cadenence strategies tactics VP of Sales will I make the number MORE
Social media is now a recognized additive to almost every forward thinking organization’s sales force. In the B2B space the top 3 networks used during the sales process are LinkedIn, Twitter and Facebook. MORE
Premise: Manish Singhal is a founding Partner of pi Ventures. He is a veteran of 24 years in building hardware and software IP-oriented product companies, early stage investing, valuations, deal structuring and strategy advisory across different sectors. MORE
Eve Mayer. Off the Cuff Interview Question: “What would you say are the top 3 rules for social selling today?”. The Top 3 Rules for Social Selling Today Are: 1) Pick the right platform to prospect on! It is essential you hunt where the game is. For example, if you are B2B, use LinkedIn. MORE
To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting MORE
Critical thinking skills and ability to collaborate with AI (artificially intelligent) systems play big in developing the next generation workplace. In addition, incorporating competency in these skills impacts all career paths. MORE
In pursuing complex enterprise accounts, a significant challenge that sales teams face is long, drawn out sales cycles. Working a major enterprise opportunity can take months or even years–and even then it may or may not be won. MORE
The Lost Art of Closing. -a a book review-. MORE
Radiation oncology appears to be a provocative sandbox for incorporating artificially intelligent computer systems as a tool for cancer prognosis and treatment. The field is characterized by its wide variety and veracity of data types and consequential decision-making process on patients’ outcomes. MORE
Premise: Being an entrepreneur is not for the faint hearted. As entrepreneurs, we are constantly trying to juggle things, fighting fires, digging wells, selling ideas and influencing people. MORE
Article Corporate Strategy Sales Strategy account pyramid how far upstream? inside sales inside sales team isr stratification up stream upstream where should inside sales work MORE
I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies. MORE
“To know oneself is to study oneself in action with another person” – Bruce Lee. MORE
You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story. MORE
Depending on which sales course you took, you as a salesperson were probably taught to identify and set meetings with buying influences–known as economic buyers, technical buyers or recommenders. MORE
“Wasted days and wasted nights” That is how a recent conversation started with a colleague. It immediately reminded me of the Freddie Fender song by the same name. MORE
Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […]. Blog Professional Selling Skills Sales Motivation customer motivation sales motivation sales success MORE
This week, I think the universe has been “telling” me to write this blog post. It must be a sign when I can look back at this week and recall 1 face-to-face meeting, 2 phone calls, and 9 (yes nine ) emails–every one of them aimed at directly getting me to buy or getting me to take action to buy. All messaging involved their stories, their product, their prestige, their accolades, their features or their next steps. MORE
Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. The idea of actually knowing your ideal customer , your target market to the sales leads never enters the minds of these individuals. MORE
I always hate to start a post with a disclaimer or an apology. This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job. MORE
We recently caught up with long-time client, Guaranteed Rate, to chat about their challenges and successes over the past decade and how Velocify has helped them rise to the top in an ever-evolving mortgage market. MORE
How many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note immediately after the meeting, everything will be […]. Blog Closing a Sale Customer Service Prospecting customer follow-up prospect prospecting MORE
Right now I cannot count the number of articles, books to sales training workshops that promise to deliver what I call the one size fits all sales solutions. From the top five closing questions to a proven sales process, each of these sales solutions fail to recognize these three critical buying axioms and one selling axiom. #1 1 – People Buy From People They Know and Trust. MORE
Fill the Funnel
JULY 26, 2017
You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story.
Pipeliner
JULY 25, 2017
Depending on which sales course you took, you as a salesperson were probably taught to identify and set meetings with buying influences–known as economic buyers, technical buyers or recommenders.
Pipeliner
JULY 23, 2017
When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising).
Understanding the Sales Force
JULY 25, 2017
Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation
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While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.
Fill the Funnel
JULY 24, 2017
“Wasted days and wasted nights” That is how a recent conversation started with a colleague. It immediately reminded me of the Freddie Fender song by the same name.
Mukesh Gupta
JULY 26, 2017
Premise: Being an entrepreneur is not for the faint hearted. As entrepreneurs, we are constantly trying to juggle things, fighting fires, digging wells, selling ideas and influencing people.
Babette Ten Haken
JULY 24, 2017
Critical thinking skills and ability to collaborate with AI (artificially intelligent) systems play big in developing the next generation workplace. In addition, incorporating competency in these skills impacts all career paths.
Sales Benchmark Index
JULY 25, 2017
Article Corporate Strategy Sales Strategy account pyramid how far upstream? inside sales inside sales team isr stratification up stream upstream where should inside sales work
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Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.
Pipeliner
JULY 21, 2017
Social media is now a recognized additive to almost every forward thinking organization’s sales force. In the B2B space the top 3 networks used during the sales process are LinkedIn, Twitter and Facebook.
The Sales Hunter
JULY 23, 2017
Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […]. Blog Professional Selling Skills Sales Motivation customer motivation sales motivation sales success
Your Sales Management Guru
JULY 26, 2017
The Lost Art of Closing. -a a book review-.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Leads360
JULY 26, 2017
I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies.
The Sales Hunter
JULY 25, 2017
How many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note immediately after the meeting, everything will be […]. Blog Closing a Sale Customer Service Prospecting customer follow-up prospect prospecting
Increase Sales
JULY 21, 2017
Selling in today’s world has many challenges. Bad customer service should not be one of them. Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. Real Time Bad Customer Service. Recent events on social media have shown the impact of real time customer experience.
Sales Benchmark Index
JULY 26, 2017
Article Sales Strategy SBI for SMB hamster wheel head of sales revenue growth sales leader cadenence strategies tactics VP of Sales will I make the number
Advertisement
Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
Leads360
JULY 21, 2017
We recently caught up with long-time client, Guaranteed Rate, to chat about their challenges and successes over the past decade and how Velocify has helped them rise to the top in an ever-evolving mortgage market.
Pipeliner
JULY 26, 2017
In pursuing complex enterprise accounts, a significant challenge that sales teams face is long, drawn out sales cycles. Working a major enterprise opportunity can take months or even years–and even then it may or may not be won.
The Sales Hunter
JULY 25, 2017
To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting
Increase Sales
JULY 26, 2017
Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. The idea of actually knowing your ideal customer , your target market to the sales leads never enters the minds of these individuals.
Advertisement
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.
Mukesh Gupta
JULY 22, 2017
Premise: Manish Singhal is a founding Partner of pi Ventures. He is a veteran of 24 years in building hardware and software IP-oriented product companies, early stage investing, valuations, deal structuring and strategy advisory across different sectors.
Babette Ten Haken
JULY 26, 2017
Radiation oncology appears to be a provocative sandbox for incorporating artificially intelligent computer systems as a tool for cancer prognosis and treatment. The field is characterized by its wide variety and veracity of data types and consequential decision-making process on patients’ outcomes.
Pipeliner
JULY 27, 2017
Eve Mayer. Off the Cuff Interview Question: “What would you say are the top 3 rules for social selling today?”. The Top 3 Rules for Social Selling Today Are: 1) Pick the right platform to prospect on! It is essential you hunt where the game is. For example, if you are B2B, use LinkedIn.
The Sales Hunter
JULY 21, 2017
People say to me, “If culture is so important, then why can’t it be measured?” ” My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit. Check out this 29-second video as I share thoughts on this issue: Not only does culture matter to you and […]. Blog leadership Professional Selling Skills culture executive sales leader briefing leader sales
Advertisement
Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.
Partners in Excellence
JULY 21, 2017
I always hate to start a post with a disclaimer or an apology. This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job.
Mukesh Gupta
JULY 24, 2017
In this irreverent talk, creator, teacher and artist par excellence – James Victore shares his thoughts on Revolution. He believes that revolution is not something out there – Its Us. Its in us. There is a revolution waiting to happen inside each of us.
Increase Sales
JULY 24, 2017
Right now I cannot count the number of articles, books to sales training workshops that promise to deliver what I call the one size fits all sales solutions. From the top five closing questions to a proven sales process, each of these sales solutions fail to recognize these three critical buying axioms and one selling axiom. #1 1 – People Buy From People They Know and Trust.
Pipeliner
JULY 27, 2017
“To know oneself is to study oneself in action with another person” – Bruce Lee.
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