We Lead with Sales Leadership

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

What Kind Of Sales Year will 2018 Be?

The Pipeline

Currently the longest is the 120 months, from March 1991 to March 2001. By Tibor Shanto. As we head into 2018, we are heading into a year that could make the current economic cycle the longest since the great depression.

Are you suffering from B.S.O.S.?

Sales and Marketing

Google’s Timeline marks its first occurrence as a syndrome in March 2001: “The annual report has long been disdained as a bright shiny object unworthy of attention from the serious investor. Issue Date: 2014-01-01. Author: BY DAVE STEIN, CEO AND FOUNDER, ES RESEARCH GROUP, INC.

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Emotions Are Your Customer Experience Reality

Increase Sales

According to Yu and Dean in 2001, they determined that “The impact of emotions is the best predictor of customer loyalty in the customer interaction process.”. Emotions are the common thread that bind humans beings. And it is those very same emotions that are guiding each and every customers experience specific to the points of connection. Again, points of connection are everything your customers see, hear, touch, smell, taste and feel.

Time to Drink from the Glass of Sales Optimism

Increase Sales

since August of 2001. 2017 appears to be one of optimism if we believe a recent poll by Morning Consult. Consumers have expressed the strongest confidence at 113.7 All these positive indicators should also spur drinking from the glass of sales optimism. Credit www.pixabay.com.

Cold Calling – Insights from Chris Orlob at Gong

John Barrows

In 2001, we all thought nobody’s going to be writing code in 10 years, in 2011, and it’s 2018, still people are writing code. Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong.io

Not the “R” Word Again…

No More Cold Calling

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply!

4 Steps to Ensure AI/ML has the Right Data to Learn

Xactly

General AI” would be a system like the HAL 9000 from 2001: a Space Odyssey , possessing an ability to build decisions based on an all-encompassing data set, much as a human might.

Data 76

How Competency Based Leadership Model Continues to Be Old School

Increase Sales

Back in 2001, two authors by the names of Linda Martin and Dr. David Mutchler wrote an extremely powerful book directed towards competency based leadership model and how this was old school.

Friday’s Favorites – Fail-Safe Leadership A Critical Book Review

Increase Sales

Back in 2001, I was exposed to this book, Fail-Safe Leadership , authored by Linda L. Being a notorious bookworm, my office is filled with hundreds of books both hard and electronic copies.

8 Things Technology Will Never Replace

No More Cold Calling

Do you remember the 2001 Southwest Airlines “Some Things Are Just Better in Person” campaign? Digital communication only takes us so far. Generation Y loves technology. They’ve grown up immersed in text messages and emails.

How Marketing Fails by Failing to Market Itself

Sales Benchmark Index

True Story – How I learned to execute Sales Enablement on a field ride in 2001. In 2001 I was an Account Supervisor at VML, a marketing agency. One of the most difficult responsibilities for a B2B marketer is sales enablement.

Sales Leadership – Talent of Relating to Others

Increase Sales

With today being the 11th Anniversary of September 11, 2001 , relating to others is not only a necessary sales leadership talent but a leadership talent that makes sense for all of us to demonstrate. Those who have this ability can integrate personal insights and knowledge of others into effective actions. This is talent makes uses of accurate interpersonal skills when interacting with others.

Is a Lost Sale Better for Salespeople Than a Win?

Understanding the Sales Force

The two that excited me the most were the Red Sox' 2004 World Series victory and the Patriots' 2001 Super Bowl win. Understanding the Sales Force by Dave Kurlan In the past decade Boston's sports teams have won a number of championships.

Sports 186

Lessons From What Not To Wear for Sales Professionals

Increase Sales

These responses were compared against 2001 data. The popular TV show of What Not to Wear provides numerous lessons for Sales Professionals. Believe it or not! Credit-www.allbabypix.com.

Welcome to SMS ? We'll Help You Grow Revenues ? Score More.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Welcome to SMS – We’ll Help You Grow Revenues. by Lori Richardson on November 3, 2010.

How Many Salespeople Can Fit In San Francisco? ? Score More.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. How Many Salespeople Can Fit in San Francisco? by Peter on August 31, 2011.

Does Anyone Have an In-Person Conversation Anymore?

No More Cold Calling

Do you remember the Southwest Airlines’ “Some Things Are Just Better In Person” campaign (2001)? Technology connects us to the outside world, but what about connecting to the world right in front of us? Take a look around you.

6 Ways To Make Sure Your Customers Get The Message

Sales Benchmark Index

What was true when I first founded buyer persona development back in 2001 is still true today – buyer personas not grounded in buyer research and insights are useless. I’ll send an SOS to the world. I’ll send an SOS to the world. I hope that someone gets my. Message in a bottle.

5 Reasons Your Sales Reps Hate Their Jobs and What To Do About It

Openview

unemployment, corporate America is currently facing the most competitive war for talent since 2001. companies spend over $900 billion on their sales forces – three times more than they spend on all advertising media.

Tale of B2B Mobile Websites – Webinar Platforms

Score More Sales

No more 2001 stuff, please. I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet.

B2B 180

Build Sales with this Summer Reading List ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Build Sales With This Summer Reading List. by Lori Richardson on June 21, 2011. For those business builders reading this post – you know who you are.

B2B 183

Talking or Writing Too Much in B2B Sales ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Talking or Writing Too Much in B2B Sales. by Lori Richardson on February 16, 2012. Just a quick post to share a tip posted today over at Jill Konrath’s Fresh Sales Strategies Blog encouraging sellers to be more succinct , and to communicate in the way that your prospective customer wants.

B2B Sales Audio Interview with Nancy Nardin on Tools to Grow.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business. by Lori Richardson on January 5, 2012. Smart Selling Tools.

B2B 166

Closing Time: Learning Lessons From AI

Velocify

In the classic sci-fi film “2001: A Space Odyssey,” two astronauts find their lives in jeopardy when an onboard ship computer thinks it is smarter than the humans that built it and takes over their space mission.

B2B Sales Podcast with Ziglar on Football and Goal Setting ? Score.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. B2B Sales Podcast With Ziglar on Football and Goal Setting. by Lori Richardson on February 3, 2012.

B2B 161

Book Review of High Profit Selling by Mark Hunter ? Score More.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Book Review of High Profit Selling by Mark Hunter. by Lori Richardson on March 6, 2012. In a world with tens of thousands of sales books, is there room for one more?

Margin 156

B2B Sales Podcast with Michael Boylan on Value Propositions.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. B2B Sales Podcast With Michael Boylan on Value Propositions. by Lori Richardson on January 19, 2012.

B2B 158

Bulls, Bears, Bernanke and BtoB Lead Generation

Pointclear

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur).

Help Japan and Help Your Sales Grow at the Same Time ? Score.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Help Japan and Help Your Sales Grow at the Same Time. by Lori Richardson on May 2, 2011.

Global Sales Community Launches! ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Global Sales Community Launches! by Lori Richardson on September 17, 2010. If you are a professional seller – whether entrepreneur running your own business, or you have the title of “sales professional” – you must visit Top Sales World , which just launched this week.

5 Ways to Get Sales Leads to Fill Your Pipeline ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 5 Ways to Get Sales Leads to Fill Your Pipeline. by Lori Richardson on June 17, 2011. Finding names and contacts is EASY.

Sales Tips for the End of the Pipeline ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Sales Tips for the End of the Pipeline. by Lori Richardson on January 31, 2012.

#MyFirstSevenJobs John Pesec and Chris Palmisano

Partners in Excellence

I was on the job in September of 2001 when NYC and Washington, D.C. A number of weeks ago, I started following some posts about people’s First Seven Jobs. It was fun and fascinating to see the very first jobs people held.

Lead Management: Let’s Formalize this Relationship

Pointclear

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions.

15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 15 Ways Entrepreneurs Can Benefit From a Sales Strategy Session. by Lori Richardson on July 20, 2011. Turn your services and products into dollars.

Don't Be "Fooled" By Sales Force Automation Sales Projections

Anthony Cole Training

Havard Business Review also knows this: According to Bain’s 2001 survey of management tools, which tracks corporate use of and satisfaction with management techniques, CRM ranked in the bottom three for satisfaction out of 25 popular tools. Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application.

Sales: It Takes Work to Be Mediocre ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Sales: It Takes Work to Be Mediocre. by Lori Richardson on November 1, 2011. Why not excel if it takes the same amount of energy to be average?

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Gain Ways to Enjoy Prospecting AND Donate to Japan ? Score.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Gain Ways to Enjoy Prospecting and Donate to Japan. by Peter on May 8, 2011. 5 Ways to Have Fun Successfully Prospecting for New Revenues. Presented at: 1:30pm – 2:00pm PACIFIC (4:30-5:00 Eastern).

2014 The Year of Execution and Strategy – Why Most Sales Organizations will be Chewed Up and Spit Out

A Sales Guy

The Dow, S&P 500 are at historic highs and the Nasdaq is at it’s highest since 2001. I’m asked every year to make a prediction about the upcoming year. Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. I think I was half right.