Trending Sources

We Lead with Sales Leadership

Score More Sales

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002.

Jim Steele and David Rudnitsky Explain Moneyball for Sales

The Sales Insider

Moneyball was inspired by the 2002 Oakland A’s baseball team, which, despite a smaller budget, was able to outperform much wealthier teams. You might be familiar with the popular Hollywood film Moneyball.

Film 35

Want Sales Success? Practice. (We’re Talking About Practice?!?)

Anthony Cole Training

Let’s conservatively pretend that he didn’t start to hit Major League Batting Averages until 2002. Several years ago, a video with Allan Iverson (then with the Philadelphia 76ers) went viral.

Sales 46

Sales Tips: Stop Spouting Features Buyers Don't Need

Customer Centric Selling

Since we created CustomerCentric Selling® in 2002, we have said the primary difference between superior sellers (A Players) and the rest (B and C Players) is patience. Sales Tips: Stop Spouting Features Your Buyers Don't Need. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales 35

Sales Thoughts: Imitation Is the Greatest Form of Flattery

Customer Centric Selling

Since 2002 when we launched CCS®, we have been teaching salespeople and sales organizations how to most effectively manage conversations with educated buyers and instead of ‘selling,’ rather empowering people to buy. Sales Thoughts: Imitation Is the Greatest Form of Flattery.

Sales 32

What’s Your Purpose?

Increase Sales

” April 28, 2002. Purpose, we hear that word and in so many instances never think of our own reason for being. Why are we here right now? What makes us unique as individuals? Our purpose changes because our lives change. The purpose of a baby is to: Eat. Sleep. And dirty diapers.

Kevin Bacon and a Unique Way to Crush Lead Generation

No More Cold Calling

Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? Your referral network is larger than you realize. Have you ever played the game, “ 6 Degrees of Kevin Bacon ”? The concept is simple: We’re all connected … sometimes in the most absurd and unbelievable ways.

Change: From Specialty to Core Competency

Brian Vellmure

Yet, so many organizations seem to be stuck in 2009, or 2005, or 2002… What’s even more interesting is that many senior leaders of these organizations are actually relatively up to speed on much of the evolving technological landscape.

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!

5 Reasons You Need a Sales Coach

Igniting Sales Transformation

In 2002, I became certified in co-active coaching and earned my certification from the Coaches Training Institute (CTI). In the business world, coaching has gained in popularity and with rapid growth comes questions. Some of the more common questions are: What exactly does a coach do?

5 Critical Things to Consider When Evaluating Lead Generation Companies

Pointclear

Some examples (many client agreements restrict us from publishing that we work with them): CenterBeam —since 2002. One of the world’s largest software companies—since 2002. The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead.

The Sabermetrics of the New CMO

Sales Benchmark Index

In 2002, faced with limited payroll, Billy lost his top players to free agency. This post is for CMOs who are newly hired or evolving. Your #1 goal entering a B2B organization is to drive results. How does the modern CMO drive results?

Same New, Same New!

The Pipeline

For example, when BlackBerry introduced the first device to combined e-mail and phone in one handset in 2002. Tibor Shanto – tibor.shanto@sellbetter.ca. We are familiar with the expression “same old same old”, indicating that little has changed save the packaging.

Sales 21

Sales Tips: No Goal, No Prospect

Customer Centric Selling

When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. Sales Tips: No Goal? No Prospect. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In other words, if sellers can’t get potential buyers to share desired business outcomes (or problems) they’re willing to spend money to achieve (or address), there’s no selling to be done.

Sales 28

Sales Tips: Is It Time to Update Your Sales Process and CRM?

Customer Centric Selling

Since launching CustomerCentric Selling® in 2002, we’ve said the most common reasons for “no decision” outcomes are: Failure to identify desired business outcomes. Sales Tips: Is It Time to Update Your Sales Process and Align Your CRM?

Sales 31

What’s New in the Sales World for 2013?

The Sales Hunter

The question is, “Are you still using 2012 strategies to sell or, even worse, are you still using 2002 strategies?” If you haven’t noticed, it’s a new year.

Sales 44

3 Legacy Recruiting Tactics CEOs Should Eliminate Now

Sales Benchmark Index

If your next sales leader candidate has 15 years of software sales experience, does it really matter if he was able to sell an on premise enterprise system to a customer in 2002?

Buyer 67

PowerViews with Tony Zambito: Buyer Predictability

Pointclear

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. My guest today is Tony Zambito.

Buyer 77

Sales Tips: How to Apply Common Sense in Sales

Customer Centric Selling

Back in 2002 we suggested attendees to many tradeshows were “tire kickers” and would be poor entry points to start buying cycles for complex and expensive offerings. Sales Tips: How to Apply Common Sense to Sales. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales 22

Mary Meeker 2012: Mobile’s Hypertrajectory and the Re-imagining of Everything

Brian Vellmure

Approximately 2% of companies created about 100% of wealth creation of 1,720 Tech IPOs in the USA between 1980 and 2002. Mary Meeker delivered her increasingly famous annual internet trends report and analysis this morning at the D10 Conference. Below are the highlights. The impressive 112 page deck is below. Mobile’s Hyper Trajectory – still with room to grow. Tablet Growth Exponential. iPhone set new records, Android Smartphones growing exponentially faster.

Sales Tips: Empower Rather Than Sell

Customer Centric Selling

Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. Sales Tips: Empower Your Prospects, Don't Sell Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

Sales 36

The Status Quo Bias: Why Customers Deviate From Rational Economic Behavior

Insight Demand

In 2002, Daniel Kahneman won the Nobel Prize in economics for his work on loss aversion. The value to buy your product is overwhelming, and yet the customer decides not to buy. The optimism and status quo bias block customers from making the rational choice to buy your product.

On Thought Leadership And Meaning

Partners in Excellence

He was born in 1912 and died in 2002. This will be a bit of an unusual post for me. Usually, I ramble on about all sorts of things. Today, it will be brief. More importantly, the words won’t be mine. One of my favorite speakers, authors, thought leaders is John Gardner.

Rethinking Account And Opportunity Prioritization

Partners in Excellence

For example, in 2002 I was involved in founding an AI Based Predictive Analytics Company. Since 2002, the application of predictive analytics solutions in our segments has skyrocketed. I’ve written quite a bit about the importance of defining our “sweet spots.”

Sales Management Book of the Month

Steven Rosen

As an aside, former New York City Mayor Rudy Giuliani’s book, simply titled “Leadership” (Hyperion, 2002), speaks about his efforts to improve New York City but offers lessons that can be applied to everyday business. Slammed: For the First Time Sales Manager.

Sales 30

LinkedIn Endorsements, Start-ups, and Cambridge University

Dave Stein's Blog

Aidan recruited me into Enterprise Ireland’s brand new sales effectiveness initiative in 2002, which he conceived of and started. First I want to thank all of you who have endorsed me on LinkedIn. It’s a privilege to be acknowledged in that manner by so many of you whom I respect in return.

Cool Companies Interview: FusionCharts & Collabion

Software Business Blog

In early 2002, a 16 year old boy, Pallav Nadhani, (that’s me J), wrote an article on a tech website to earn some pocket money. October 2002 saw the launch of FusionCharts v1.0. I recently had the pleasure of speaking to Pallav Nadhani, CEO and co-founder of FusionCharts, an industry leader in creating data visualization tools. Pallav is also involved in a new start-up, Collabion, focused on charts for SharePoint.

Tools 21

Social Media Is a Marketing Tool Not Just for B2C – But Also for B2B By Debbie Laskey, MBA

Increase Sales

Since 2002, Debbie has served as a judge for the Web Marketing Association’s annual web award competition. In today’s era of instant communications, social media has been both a positive and a negative element of most companies’ marketing outreach.

B2C 30

Slammed!!! for the first time sales manager: chapter 24

Your Sales Management Guru

As an aside, former New York City Mayor Rudy Giuliani’s book, simply titled “Leadership” (Hyperion, 2002), speaks about his efforts to improve New York City but offers lessons that can be applied to everyday business. Slammed!!! for the first time sales manager, chapter 24.

Sales 24

The Status Quo Bias: Why Customers Deviate From Rational Economic Behavior

Insight Demand

In 2002, Daniel Kahneman won the Nobel Prize in economics for his work on loss aversion. The value to buy your product is overwhelming, and yet the customer decides not to buy. The optimism and status quo bias block customers from making the rational choice to buy your product.

Bestselling Author Ruth King Gives Business Profitability Advice on Revenue Chat with Tony DUrso

Tony Durso

She began Internet training in 1998 and began her first television broadcasting in 2002. Revenue Chat with Tony DUrso welcomes Ruth King Best Selling Author on Business Profitability.

Assets Under Management – A Sales Leaders Job!

Anthony Cole Training

In 2002, Marie Guion-Johnson ’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming. I hate calling people “assets” or “human capital”. They are people that take on careers to help them and their families achieve very specific personal goals.

Sales 21

HOW CAN I DELIVER INSIGHT TO AN EXECUTIVE WITH 25 YEARS OF EXPERIENCE?

Insight Demand

In an interview just after winning the Nobel Prize for economics in 2002, Kahneman said : “There is an asymmetry between gains and losses, and it really is very dramatic and very easy to see. Today, most sales and marketing executives would agree that they should deliver insight to customers.

Is Everyone Coachable? [The Answer Might Surprise You]

A Sales Guy

I’ve been coaching professionally since 2002. This is a guest post in response to my coaching post a week ago. While writing the post I asked my friend Matt if everyone was coachable. He said yes.

Millennials are not from Mars

Sales and Marketing

You can’t pick up a magazine (we’re guilty) or attend a trade show these days without running into yet another discussion on the likes and dislikes of people born between 1982 and 2002 (the officially unofficial definition of millennials). Issue Date: 2016-11-01.

4 Reasons Why CMO’s Should Care About Buyer Personas Today

Sales Benchmark Index

“When we have deep information about our customers, it makes all the difference in the world,” said the Chief Marketing Officer of one Fortune 500 company. Hundreds, if not thousands of CMO’s across the globe make similar comments.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Part of the decision to launch CCS® in 2002 was the recognition that a larger percentage of transactions were continuous improvement rather than disruptive offering sales. Sales Training Article: Ignoring Evolution.

Sales 13

The Most Innovative Tech Companies in Orange County

Brian Vellmure

Earlier this week, Tech America hosted the 19th annual Orange County High Tech Innovation Awards.

Assets Under Management – A Sales Leader's Job!

Anthony Cole Training

In 2002, Marie Guion-Johnson ’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming. I hate calling people “assets” or “human capital”. They are people that take on careers to help them and their families achieve very specific personal goals.

Sales 11

The gender flap

Sales and Marketing

In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. Issue Date: 2016-03-01. Author: Paul Nolan.

B2B 1