Smart Selling Tools

Guess What Dad… I’m Going Into Sales!

Smart Selling Tools

I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context. When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern.

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.”

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How High-Performing Sales Organizations Differ From Others

Smart Selling Tools

What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? That’s what Velocify , along with Steve Martin , author of the “Heavy Hitter” series of books on enterprise selling, set out to discover.

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3 Rules of Thumb for Selling to Buyers from Hell

Smart Selling Tools

Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes.

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Accelerate Your Sales Performance

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.

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1]

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Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.

Smart Selling Visions: Up-Close with Top Revenue Leader Anil Jwalanna of Witty Parrot

Smart Selling Tools

We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning and their vision, for the industry.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Mark O’Connell of @SAVO_Group

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.

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The Playbook for Account-Based Marketing (ABM)

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.

The Single Most Important Factor for #Sales Success (and How to Achieve it)

Smart Selling Tools

What determines whether you’ll be an average salesperson or a phenom? Just like an athlete, you’ll never be great without mastering the fundamentals of the game.

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Dreamforce 2013: Get Your Print-Out of the Must-See Tools Exhibitor Map #DF13

Smart Selling Tools

Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. Destination, as always, is San Francisco.

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Why be Different?

Smart Selling Tools

There is great honor in being the first one to do something—the first one to climb a mountain, the first one to conduct an innovative medical procedure, the first one to discover a species or a land mass. Being the first one can bring fame, recognition, and wealth. But there is also great risk.

Predictive Sales Analytics: The New Normal?

Smart Selling Tools

Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms.

7 ways to Uncover the Real Meaning (and Proper Execution) of Sales Enablement

Smart Selling Tools

Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. That’s rather astonishing. Clearly, it’s a popular topic. But equally obvious, is that people want to understand what the heck it means.

Sales Training Playbook by Lessonl

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

Social Selling is Personalized Selling: Why it’s No Longer an Option

Smart Selling Tools

What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’

What Every Sales Leader Needs to Know and Do to Turn CRM into a Strategic Advantage

Smart Selling Tools

CRM as a strategic advantage. Implementing CRM across your sales organization is a big and exciting deal. After what was likely a long needs-analysis and a long period of researching the various CRM options, you have—or had—high expectations. What were they?

The 9Billion #CRM Debacle

Smart Selling Tools

I read ClearSlide’s blog “4 Reasons why it’s time to re-boot technology ” with great interest and enthusiasm. In a most concise (a mere 291 words) and convincing way, they outlined the importance of finding new ways to put technology to work for sellers. The post listed several startling stats.

Smart Selling Visions: Up-Close with Top Revenue Leader Frank Donny of Marseli

Smart Selling Tools

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.

The Art of Social Selling -- Summarized by getAbstract

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

Stalled Deals: 4 Strategies for Staying Out of the Friend Zone

Smart Selling Tools

You know the feeling. You hang up from a sales call, turbo-pumped with adrenalin, giving yourself a mental high-five. You ‘nailed it!’ Your confidence is soaring and you’re positive the prospect is equally excited.

How to Turn CRM into a Strategic Advantage

Smart Selling Tools

CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research.

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Why 96% of Prospects Remain Unknown to You (and what to do about it)

Smart Selling Tools

$44 Billion. That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1].

Don’t Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear

Smart Selling Tools

We live in a scarey time. Decision-makers are under pressure and short on patience. In a word, they’re easily spooked. They look for reasons to run away—or to avoid salespeople in the first place. Put these five tips into practice and assure your prospects they’ve got nothing to fear.

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.

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

Smart Selling Tools

Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps.

Myth Busters: The 9 Sales Myths You Don’t Want to Fall For

Smart Selling Tools

Last week, I wrote a post called “ Uh Oh! One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic.

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The One B2B Buyer Tactic Salespeople Must be Prepared for – but Most Aren’t

Smart Selling Tools

My dog Rocky gets her dinner every night at 4:00. At 3:55 on the nose, she starts her cajoling to get us up off our home-office chairs and onto the important business of providing chow. How she knows that it’s time, I don’t understand.

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Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” I have to give him some credit – he got my attention and raised a very important question.

Successful Selling

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

3 Keys to Survival in the Sales Jungle

Smart Selling Tools

Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing.

Want to sell more? Do This, Not That!

Smart Selling Tools

I love to figure out how seemingly unrelated concepts can apply to the field of sales. In today’s blog, I’d like to ask for your input. Here’s the subject. If you’ve ever bought something at a drugstore check-out you’ve probably noticed a small book called “ Eat This, Not That! ”

Why I’m Launching The Sales Productivity University

Smart Selling Tools

At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex.

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Is Your Sales Process Full of ^@#%!

Smart Selling Tools

To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. All other tasks are often referred to as ‘non-selling’ tasks.

The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota. At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process.

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Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

Most organizations live and die by quota. Quotas are derived from financial projections which are created and necessary for companies to operate. We rely on quotas as a method for measuring sales rep performance.

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Sales Team Gamification and the Virtual #SalesSummit

Smart Selling Tools

I enjoyed being one of the presenters for last week’s InsideSales Virtual Summit. The event was deemed the world’s largest virtual sales trade show with a record setting, 15,000 registered participants. All of the speaker sessions are now available on-demand free of charge.

The Perfect Sales Tool: Is it Time to Stop Wishing?

Smart Selling Tools

Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Certainly as a group, no one product could proclaim to include all features and many singular features weren’t available in any product.

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3 Sales Myths You Don’t Want to Fall For

Smart Selling Tools

Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s. Don’t sell features, sell benefits. The listen to talk ratio should be 70/30. People buy from people they like. Qualify for budget, authority, need, and timing (B.A.N.T).

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