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

Membrain

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

Trending Sources

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.

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.

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?

ROI 77

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.

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.

LinkedIn Celebrates 10 Years with Big Enhancements

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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.

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.

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.

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".

Marketing is More than Automation

Pointclear

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.

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?

Neuroscience Confirms We Buy on Emotion & Justify with Logic & yet We Sell to Mr. Rational & Ignore Mr. Intuitive

Insight Demand

i] Interview Mahoney & Zaltman, “The Subconscious Mind of the Consumer (And How To Reach It)” Harvard Business Review, Jan 13th, 2003. [ii] Harvard Business School professor Gerald Zaltman [i] says that 95% of our purchase decision making takes place subconsciously (aka System 1). [ii]

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.

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.

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.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

Copyright © 2003 EBSCO Publishing). Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club.

The Top 10 Do’s and Don’ts of Email Marketing

Salesfusion

Congress passed the CAN-SPAM Act in 2003, and this law outlines several restrictions that apply to email marketing. From planning your schedule to crafting your emails to fretting over subject lines, there’s a lot that goes into an email marketing campaign.

5 Critical Things to Consider When Evaluating Lead Generation Companies

Pointclear

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.

How A Career In Umpiring Helped Me Develop My Sales Strike Zone

Sales and Marketing

John spent the last four years of his professional umpiring career at AAA and was invited to the MLB Arizona Fall League in 2003. Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers.

Film 23

4 Ways to Use Insights for More Effective ABM

Sales and Marketing

Prior to Owler, Jim founded Jigsaw in 2003 and was CEO until it was acquired by Salesforce in 2010 for $175 million Author: Jim Fowler Buzzwords don’t get much buzzier than account-based marketing. Marketers in the B2B space are all about it, and there’s data to back that assertion up. SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM.

Metrics to Drive Lead Generation Performance

Pointclear

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.

ROI 17

Success Saturdays – Jay-Z and The Choices We Make?

A Sales Guy

2003: Jay-Z releases The Black Album, ostensibly his final record before retirement. I’ve alway loved biographies. I’m fascinated by the stories of peoples lives. How did they get where they are? What challenges did they over-come? What breaks did they capitalize on?

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.

Myth Busters and Selling - No Excuses!

Anthony Cole Training

The MythBusters have tackled more than 700 myths since their 2003 premiere. HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call?

Life Success, Sales Success, Management Success - 24 Thoughts

Anthony Cole Training

I was recently going through a document for our business planning that I wrote in 2003. HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call?

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.