3 Things I Did at Dreamforce 16

Score More Sales

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

Revisiting the Buyers Journey


I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey. Sales Process Sales Methodology

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Restaurant Results // In Our Backyard

Sales Result

Sales Result has been in business since 2003, so it comes as no surprise that we’ve established some lunch and dinner favorites by now.

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How Many Days Should a Sales Manager Spend in the Field Sales Coaching?

Steven Rosen

There is a Corporate Executive Board study from 2003, it is an old study, but it had 2400 reps and found that sales reps who received up to a day or more of coaching significantly out-performed those who received little or no coaching.

How to Build Your Social Brand

Score More Sales

I started blogging with a Typepad account in October of 2003. LinkedIn was new in 2003 and I put my profile on LinkedIn in October. Online visibility helps build your personal brand as a seller, and your company brand as a trustworthy and helpful organization.

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Episode #069: Persistence Pays with Jeff C West

Jeff Shore

Free PDF to creating Fusion – How I Raised Myself from Failure to Success in Selling by Bettger, Frank (2003) Paperback. In This Episode of The Buyer’s Mind with Jeff Shore: Jeff C West, author of The Unexpected Tour Guide, talks with Jeff about the importance of persistence.

Episode #095: The Problem of Friction in Sales with Nir Eyal

Jeff Shore

Nir founded two tech companies since 2003 and has taught at the Stanford Graduate School of Business and the Hasso Plattner Institute of Design at Stanford.

To Show Connections on LinkedIn or Not – 2 Ways to Grow Business

Score More Sales

I was an early adopter of LinkedIn (October, 2003) – connecting with people I knew in real life, and it is still the strategy I use today. photo courtesy of Socialkickstarter. How do you use LinkedIn to grow business?

LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

I opened my LinkedIn account on October 3, 2003. Click here to view the embedded video. They say time flies when you are having fun – especially in sales. LinkedIn sent out a great email to its members which included the video you see here.

Top 10 Sales Coaching Quotes

Steven Rosen

If the players don’t trust the coach, it is a problem, and vice versa.” – Bill Parcells – Dallas Cowboys Head coach, 2003–2007.

Don’t Forget Your Old Tech Tools – Skype Is Alive and Well

Fill the Funnel

Skype has been around since 2003. It provides even more value now than it did in 2003. I have just published an updated 34-page Skype Jump-Start Guide for Business that is available as a free download.

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What Happens in Vegas Stays in Vegas?

Grant Cardone

” “What happens here, stays here” began in 2003 when ad agency R&R Partners were trying to come up with something more than just gambling to get people excited about Las Vegas. THIS POPULAR PHRASE JUST ISN’T TRUE. Every day, everywhere, what you do matters.

How Will You Sell With A Restrictive US Privacy Policy Act?


2003 - LinkedIn launched in May 2003, and it quickly became known as a place to find jobs and/or find candidates. Even with the launch of Facebook and LinkedIn in 2003 and 2004, this had virtually zero impact on the sales community yet!

Build Sales with These LinkedIn Resources

Score More Sales

In fact, this month marks my 9th year as a LinkedIn member – October, 2003. LinkedIn is the darling of the B2B selling world right now, for a number of reasons. As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter.

How to Lose Your Sales Leader in 10 Days

Jeff Shore

Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? By Amy O’Connor. You know the one where her job assignment is to write an article for her magazine on all the things girls unknowingly do that make guys bolt?

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Psychological Pricing and the Big-Time Boost It Offers Businesses

Hubspot Sales

In 2003, researchers from MIT and University of Chicago conducted an experiment about pricing in retail. It goes without saying, but setting your prices can't be an arbitrary process.

How you manage makes a difference

Sales and Marketing Management

The research, completed in 2003, details how happiness extends up to three degrees of separation (for example, to the friends of one’s friends’ friends). Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology?

Looking for Good B2B Leads? Get LinkedIn!

MTD Sales Training

Launched in 2003, LinkedIn reports to have more than 120 million registered members in over 200 countries worldwide. With the influx of social networking sites flooding the Internet, LinkedIn has emerged as the premiere resource for business professionals.

Maximize Your "B Player" Sales Talent in 2013

Sales Benchmark Index

Harvard Business Review published Let’s Hear it for B Players in 2003. Welcome to the final SBI blog post of the year! By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential.

What to Do When Life Goes Up in Flames

Grant Cardone

This is Blockbuster thinking Netflix was a fad in 2003. Big news was made recently when the Notre Dame cathedral in Paris caught fire. . Over 8 centuries of history was nearly destroyed in a few hours.

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In Sales Are You Doing the RIGHT Math?

Increase Sales

In 2003, McKinsey released some valuable information regarding pricing and discounting. Doing the math is essential in sales. What I have learned is sometimes salespeople fail to do the “right math.” ” What is the right math you may be thinking?

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The ‘mom jeans’ of sales tactics: 3 old-school strategies that still work


I’m willing to bet you’re already confused, and images of Tina Fey in the 2003 SNL skit are dancing through your head. Or you very well could be reading this while your rib cage rests on the top of your very own pair of mom jeans. Whether your belly button is in close proximity to your pants or not, you’re most likely wondering where I’m going with this. Fashion works in cycles. Things that were once outdated often come back around slightly reinvented.

3 LinkedIn Power Tips for Sales

Score More Sales

If we are not connected, and I don’t know of you otherwise, chances are I won’t want to put you in my valuable network which I have been building on LinkedIn since 2003.

The Surprising Benefit Of Social Selling The Best Are Leveraging

A Sales Guy

Society is creating more information every 2 days than we did from the dawn of time until 2003. Yeah, yeah, we all know about the value of social selling for top of the funnel selling. How it’s great for engaging your prospects, and potential clients.

7 Ways to Reassure Client-Facing Teams in Turbulent Times


Just in the past 30 years, we faced 1987’s Black Monday, when the market declined 24% in one day, the tech bubble in 2000, the credit crisis in 2003, the housing market collapse in 2008. No one needs to be told that times have changed dramatically in just the past few weeks.

Is a Lost Sale Better for Salespeople Than a Win?

Understanding the Sales Force

I was on cloud nine the day after the big wins, but speechless, depressed and generally miserable for weeks after the big losses - especially the 1986 World Series loss to the Mets and the 2003 Playoff loss to the Yankees.

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What is Spam? The Truth About Unsolicited and Cold Email


The CAN-SPAM Act, enacted in 2003, establishes requirements for commercial messages , gives recipients the right to have you stop emailing them, and spells out penalties for violations. What is spam? What is a cold email? And when is your email against the law?

How young professionals can build a strong network


When I was a young salesperson back in 2003, there was no such thing as LinkedIn or internet groups that you could join with live broadcasts and webinars. You may not know it, but the people you are surrounded by right this very second at your job, are going to be big deals.

The Top 50 Famous Movie Quotes (How Many Do You Know?)

Hubspot Sales

Finding Nemo, 2003. Movies can be an escape from reality or an inspiration. We often relate to the characters, situations they’re presented with, or words they speak. And many famous quotes have originated from movies.

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Sales Tips: Want Better Results? Avoid "Commission Breath"

Customer Centric Selling

He''s one of the best coaches in college football, having won three BCS championships with Alabama in 2009, 2011 and 2012, and another with LSU in 2003. Sales Tips: Want Better Results? Avoid "Commission Breath".

Combine LinkedIn and Outlook To Improve Productivity

Fill the Funnel

In order to use this new web tool, you must have Outlook 2010, 2007, or 2003 installed. LinkedIn has provided a free, easy to install web tool that connects your LinkedIn connections with Microsoft Outlook. Think of the convenience this adds by being able to: Build your network from frequent contacts. Manage your LinkedIn contacts in Outlook. Stay connected to your network. To download this free tool directly from LinkedIn, click the button below.

Sales Tips: Nick Saban and Sales - What's the Connection?

Customer Centric Selling

He's one of the best coaches in college football, having now won four BCS championships with Alabama in 2009, 2011, 2012 and 2015, and another with LSU in 2003. Sales Tips: Nick Saban and Sales - What's the Connection?

Metrics to Drive Lead Generation Performance


Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

Marketing is More than Automation


In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. They discussed an intriguing idea – creating campaigns specifically tailored toward individual accounts.

How to Track and Drive Productivity for Remote Sales and Customer Service Reps in 2019

Sales Hacker

employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. The remote sales force and customer service team is officially here. The last decade has seen a staggering rise in remote work.

Start to Grow Sales ? Just Start ? See Revenues Climb ? Score.

Score More Sales

I’ve followed Seth for many years – in fact I read his essay In Praise of the Purple Cow in Fast Company Magazine in January of 2003. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Start to Grow Sales – Just Start – See Revenues Climb.

What’s Your “Net Promoter Score?”

Partners in Excellence

In 2003, Fred Reichheld introduced it in his HBR article: “ One Number You Need To Grow ” The concept of the NPS is simple, you ask a customer: How likely is it that you would recommend our company/product/service to a friend or colleague?

5 Critical Things to Consider When Evaluating Lead Generation Companies


D&B —since 2003. The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

12 Must-Read Sales Books For Beginners

Hubspot Sales

Gitomer published the original Sales Bible in 1994 and came out with a revised edition in 2003. If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books.

An ideal time to ask for a referral

Selling Essentials RapidLearning Center

2003). Your customer has just paid you a compliment. And not just about your product or service. She’s given you positive feedback on the relationship. “I I always know I can count on you,” she says. You’re not like those other salespeople.”. What’s your reaction?