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Sales Topic Revisit - Is Sales-Productivity an Obsolete Goal?

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Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion. Today we look at a LinkedIn post by Billy Bob Brigmon, Sr. Principal, Emerging Sales Talent & Innovation at Workday. His post is called Productivity – an Obsolete Goal for Enterprise Sales. B2B Sales Productivity

Three Ways to Build Your Brand as a Leader

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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.

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What Makes a Sales Manager Awesome or Awful?

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Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.

Experts Top Tips to Create Effective Cold Email Messages

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What are the top tips to success when it comes to crafting cold email messaging? Do you even believe there are strategies for success sending cold emails? There are. B2B sales strategy cold email

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Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

The Deal Stalled for Months Now They Say No

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It’s frustrating being a newer sales rep and falling for what I call the “buddy effect”. It’s even worse when you are a veteran seller and this happens to you. It happened to me more than once, until I learned how to qualify. Here is an example of what the buddy effect is –.

Why Be Mediocre

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My mantra in my early 20s as a single parent and a sales rep was “It takes work to be mediocre.” I was told that many times by one of our sales managers at the first technology company I sold for. Sales Skills B2B sales strategy

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Should Women in B2B Sales Sound Overly-Friendly to Succeed

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Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions.

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3 Top Sales Tips That Will Help Keep Your Sales Focus

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Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement. Sales Tips B2

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Sales Reps are CRITICAL to Company Success

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Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change. B2B Sales Productivity company success

Focus - Use Time Wisely

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Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else. B2B Sales Productivity

How to Talk About Your Competition

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Before the New England Pats played the Pittsburgh Steelers in the 2017 AFC Championship game, the media asked a lot of questions – as always. Quarterbacks Tom Brady and Ben Roethlisberger together have six Super Bowl rings. What bad things do they say about each other? B2B sales strategy

Salespeople are AWESOME

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Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something.

3 Ways to Immediately Increase The Right Sales Activity

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Sometimes you, or your sales team members, get in a slump. Monotony. The same old, same old each day. It is easy to get stuck in a rut. Sales Skills Sales Productivity sales strategy

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30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Passion Must Show

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Passion, focus and enthusiasm for what you do as a professional seller are important keys to success. Think of someone you met or saw recently who has a passion for life and a fervor for their career. They are not your everyday colleague, right? They do what they love. Instead of starting to talk about something negative, they talk about the business they will develop today - the people they will impact - and the things they will learn. Sales Ideas & Skills B2B

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Sales Leaders Heads Hurt When Thinking about Tech Tools

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Several main stage talks and numerous breakout sessions at the 2017 AA-ISP Leadership Conference referenced the many thousands of sales tools in existence and how confusing it can be for sales leadership. It is enough to make your head spin. While you may be using 3 or 4 or more of these tools, the average number of apps in a high growth sales development team tech stack is 5 (according to TOPO.)

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Make Your Sales Team Reflect Your Buyers and Grow Revenues

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The #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here. B2B women in sales sales strategy

Recognizing Women in Sales

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On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and women we simply want to give a shout out to in the field of professional selling. We are sharing two resources today. B2B women in sales

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Are You Owed a Reply to Your Well-Crafted Sales Emails?

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You worked hard through trial-and-error to create an introductory email that is worthy of a reply. But do you expect to really get one? B2B sales strategy

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The Most Productive Sales Pros

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Getting organized AND keeping organized as a professional seller can be difficult. Sales Tips B2B Sales Productivity sales strategy

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5 Ways - Don't Leave Money on the Table in Sales

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There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work in a reactionary way, without a plan, things get forgotten. B2B sales strategy

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Review of The Only Sales Guide You’ll Ever Need by Anthony Iannarino

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Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow.

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Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

SaaS Sales Reps Are Bad At Explaining

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When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting. Sales Skills B2B

3 Things I Learned at CEB Sales and Marketing Summit

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I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event.

Woman Shaves Head for Client Fundraiser

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Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

Who Had the Greatest Impact on My Year? Amy and Michael Port, That’s Who!

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My good friend, Jim Keenan, author of Not Taught, speaker, and colleague started this meme for people to share who impacted them the most in their business growth in 2016. I have heard a lot of negativity about 2016, and yet, in professional B2B selling there is always lemonade to be had from your lemons.

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Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Top 30 Social Sales Influencers

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Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk. Sales Skills social selling B2B

We Lead with Sales Leadership

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The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget.

3 Things I Did at Dreamforce 16

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Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all Salesforce.com and the place to meet up with as many people as possible all rolled up into one crazy week. B2B sales strategy

The Best Way to Get a Prospect to Reply to Your Email

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People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go?

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Sales Prospecting in Beast Mode

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As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Want to make the most of your days through the end of the year? Just think Beast Mode.

4 Ways to Reduce Seller Burden and Grow Sales

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At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success. B2B sales strategy

5 Ingredients To Win In Sales

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To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product.

Sales Leaders Love Your Sales Reps

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I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling. B2B Inspiration B2B Sales

The Art of Social Selling -- Summarized by getAbstract

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