Let’s discuss the Energy Star Multifamily High-Rise Program

Increase Sales

The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star.

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How To Get Board Buy-in On Social Selling

Sales Benchmark Index

and 2004 when it was 60.3. According to Spencer Stuart , the average age of a board member in corporate America is 63. This is an increase over 2008 the average age was 61.2 What does this mean for the sales leaders and CXOs?

The #1 Thing I Would Tell My 22-Year-Old Self

John Barrows

The first thing that came to mind was to bet the farm on the 2004 Red Sox when they were down 0-3 to the Yankees in the ALCS. A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The second thing was to A/B split test everything you do. I’ve written and spoken a lot about how we need to become more scientific with our approach to selling to learn, succeed and survive in sales.

Cold calling math

Sales 2.0

Back in 2004 I ran an outsourced calling firm like Vorsight. Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.

Sales Prospecting and the Slumping SDR

Quota Factory

After having one of the longest championship droughts in baseball history (86 years) the Sox (finally) won the World Series in 2004. Slumps suck. I can say this as a fan of the Boston Red Sox. My friends out in the InterWebs who are Cubs fans know how bad slumps suck, too; it took them 108 years to win one. I can say this, too, as a former Sales Development Rep: slumps really suck.

Keys to Successful Sales Negotiations

Understanding the Sales Force

Schilling helped them win the 2004 World Series. He traded disgruntled all-star Nomar Garciaparra for Orlando Cabrera and Doug Mentkiewicz, both of whom helped them win the 2004 World Series.

They Actually Said My Sales Lead Generation Is Old School

No More Cold Calling

I joined LinkedIn in March 2004 and Twitter in May 2009, and I often write about the benefits of social selling (and the pitfalls). But here’s what they’re missing on referral B2B lead generation.

Lessons Mark Bouris and Julie Cross have gallantly taught me this week

Bernadette McClelland

Mark is the Chairman of Yellow Brick Road, a financial services company, founder of Wizard Home Loans that was sold to GE Money for $500million in 2004 and he was also the successful host of the Australian series of The Celebrity Apprentice.

Yes Social Media Works for Small Business Owners

Increase Sales

My first action was to become a member of LinkedIn in 2004. Yes, social media works as evidenced by my own results for the last nine years. Then I began with inbound marketing action by posting articles on directory sites such as Evan Carmichael , Ezine Articles and Sales Gravy.

So Tell Me Why You Are On LinkedIn?

Increase Sales

A Good Example of Why I Am on LinkedIn Since April of 2004. LinkedIn continues to grow as one of the top go to social media sites to find sales leads, sales prospects, colleagues and centers of influence for those especially in the B2B world.

How you manage makes a difference

Sales and Marketing Management

Dynamic spread of happiness in a large social network: longitudinal analysis over 20 years in the Framingham Heart Study,” British Medical Journal, 2004. Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology?

As Good as Your Last Successful Hire - 10 Tips for Consistency

Understanding the Sales Force

They finished last after 10 years of playoff appearances and World Series titles in 2004 and 2007. Understanding the Sales Force by Dave Kurlan. Most executives struggle at maintaining any kind of successful momentum when it comes to consistently hiring salespeople that actually succeed.

Sales Lessons from Baseball's 2013 World Series

Understanding the Sales Force

It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling.

You Can Do It

Inside Sales Training

In 2004, he couldn’t walk any longer. Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom.

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.

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3 Ways to Grow Sales Inspired by Olympians

Score More Sales

She had competed in 2004, winning Silver, and 2008, also winning Silver. This is the time when those who appreciate the top athleticism in the world are in their element – during the Summer Olympics.

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How to Recruit the Next Generation of Women Sales Leaders

Hubspot Sales

For example, in 2004, 20% of all American advertisements featured a celebrity. When I was a junior in college, I knew I wanted a meaningful career, but, like most college students, I didn’t where to start.

Your Change: Shout It Out

No More Cold Calling

It was January, 2004. I said I don’t make New Year’s resolutions , but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World , wrote a remarkable post.

“Consistency Selling” by Weldon Long [Book Review]

Adaptive Business Services

In 2004, he opened his own company, and in 2009 that company was selected by Inc. Powerful Sales Results. Every Lead. Every Time”. Do you remember that scene in “Jerry Maguire” when Renee Zellweger says to Tom Cruise … “You had me at hello” ?

Episode #076: Creating Great Customer Sales Environments with Eric Chester

Jeff Shore

Eric Chester has delivered more than 3000 paid keynote speeches on three continents and is a 2004 inductee into the National Speakers Association’s acclaimed Hall of Fame.

Use Email to Discover Your Best Prospects

Jonathan Farrington

. Gmail was launched as an invitation-only beta release on April 1, 2004, and I note from my records that I became an early-adopter in June 2004.

OpenSymmetry Named in the First-Ever Inc. Best Workplaces Awards

OpenSymmetry

Founded in 2004, OpenSymmetry is head quartered in Austin, Texas with offices in London, Sydney, Chennai, and Kuala Lumpur. Magazine Introduces the Inc. Best Workplaces Awards. OpenSymmetry was named in Inc.’s

The ROI of ROI

No More Cold Calling

He is the author of three bestselling business books, including: ROI Selling (©2004 Dearborn), Why Johnny Can’t Sell (©2007 Kaplan), and the Amazon top-10 business book, The Key to the C-Suite (©2011 AMACOM).

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The Challenge of the Challenger Sales Model - The Facts

Understanding the Sales Force

The Challenger Model is not a sales model; it''s a name they came up with to describe an elite salesperson that OMG identified two decades ago and I described as a selling milestone in Baseline Selling in 2004. Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review.

12 Must-Read Sales Books For Beginners

Hubspot Sales

Jeffrey Gitomer wrote The Little Red Book of Selling back in 2004, diving into what he believes are the 12.5 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.

How many inquires does it take to make quota?

Pointclear

i Obermayer, James, Sales and Marketing 365, Racom Communications, 2004, page 17 Number 12. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Formula to Predict Inquiries Needed to Make Quota i. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask).

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Leadership Matters [Note to CEO, EVP Sales, Sales Leaders]

A Sales Guy

That is until Steve Spurrier took over in 2004. I’m watching college football today and can’t escape all the pre-game hype around the 5th ranked Georgia Bulldogs and the 6th ranked South Carolina Gamecocks. What makes this grid-iron war so unique to me is that the Gamecocks have been perennial losers in the SEC. Since Spurrier took over the program, the Gamecocks have gone 60 -35. That is a 64% winning percentage.

Ethical Selling

Pipeliner

The Wall Street Journal reported ongoing sales chicanery at the company, and traced its roots back to 2004 ( American Express Gave Small Business Customers One Rate, Then Secretly Raised It ), July 31, 2018). American Express Offers a Teachable Moment in Ethical Selling. Every ethics question a business person could face comes down to a question you face on your very first sale: what are you willing to do for a buck?”, Philip Broughton wrote in his book, Mastering the Art of the Sale.

Executive Coaching Can Bring You BIG Results!

Steven Rosen

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results.

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Pointclear

Curious about how long each has been a public company, I checked on the years in which their stocks were offered: Salesforce.com – 2004; SuccessFactors – 2007; and NetSuite – 2007.

Time To Upgrade Your Webinar Tools?

Fill the Funnel

The most popular tool has been GoToMeeting , developed in July 2004 by the Online Services division of Citrix in Santa Barbara, California, using the remote access and screen sharing technology from GoToMyPC and GoToAssist to allow web conferencing.

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

A Sales Guy

2004: After his retirement from making solo records, Jay-Z collaborates with other entertainers and becomes involved in philanthropy. 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?

Don’t Use Your Vote as a Weapon – You Could Shoot Yourself in the Foot

A Sales Guy

A man who voted for a Bush in 2004 because he supported the Patriot Act sued the government when his new Arab son in law was detained for 3 months without due process, because his name was mistakenly on the terrorist list, leaving his pregnant daughter alone to have their first baby.

Is It Time to Get Real About Social Selling?

Jonathan Farrington

Don’t get me wrong, I’ve been a fan of LinkedIn since I became member number 874,098 on July 22, 2004 , and am thrilled that my company was recently selected as one of seven to join LinkedIn’s Sales Solutions Certified Partner program.

Everything You Need to Know About Choosing the Best VoIP Providers

Sales Hacker

RingCentral has an A+ BBB rating with accreditation going back to 2004, plus 29 positive reviews. With so many VoIP options , business may have a hard time choosing the best one. This guide will walk you through the information you need to assess and choose from among the best VoIp providers.

How I got to 1004 Blog Posts.

A Sales Guy

2004, 3004, 5004? This will be my 1004th post. This is a big milestone. That’s almost 3 full years of blog posts. I knew I wanted to commemorate blog post 1,000 but I forgot. I was at the Sales 2.0 conference and got caught up in all that sales information goodness. I missed 1000, and this is now 1004. In addition to getting caught up in the Sales 2.0 hoopla, I wasn’t sure how I wanted to celebrate blog post 1,000. I had a lot of ideas, but nothing really stuck with me.

PODCAST 03: Creating a Revenue Model—Why Your CFO Isn’t the DRI

Sales Hacker

Jess Hunt: 2004. On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. What You’ll Learn. Why your CFO shouldn’t own the revenue model. Real world advice on how to successfully grow your company’s revenue. How to develop a sophisticated sales recruiting engine. Why training is crucial to successful enablement. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

99% of Businesses are Being Stiffed! And You’re Probably One of Them.

Smart Selling Tools

Consider this; according to the 2004 U.S. Being picked last in gym class; standing by the punch-bowl while everyone else is dancing; or sitting alone at lunch-time in the school cafeteria; unfortunately, that’s what happens when the popular kids think you’re unworthy of attention. Software vendors are treating small business owners like the unpopular kids.

IT Does Matter

The ROI Guy

Alinean's analysis of 2004 IT spending across more than 5,000 companies clearly disproves Carr's theory, showing that on average, companies that spend more on IT achieve greater bottom-line benefits. But for the long term, 2004 data reveals that companies agile enough to increase IT spending derive the greatest value, as they capitalize on the recovering economy and new market opportunities. percent of revenue in 2004.

Although it’s not time to Party Like its 1999, There is Plenty to Celebrate

The ROI Guy

IT spending has experienced a healthy three years of budget increases since the beginning of 2004, giving many IT execs plenty of reasons to celebrate. of revenue in 2004, to only 3.3% Annual growths in 2006 is expected to top 6%, and although projections for 2007 show a more conservative sentiment, spending increases are likely to continue with consensus estimates of 5% to 6% expected according to IDC and Forrester Research.

Drive Budget Planning with the “IT Hierarchy of Needs”

The ROI Guy

Comparing IT spending versus revenue, we see that since 2004, IT spending as a percentage of revenue has been declining. For Information Technology, it’s not how much you spend, but what you invest in that matters.

Technology Sales & Marketing - Party Like its 1999?

The ROI Guy

For historical perspective, in 2005 technology marketing spending was up 6.4%, in 2004 spending was up 5.8%, while in 2003, tech marketing spending was down 1.7%. of spending on programs, a migration of more spending on people from a mix of 66% in 2004. Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth?

Business Value Selling and Sales Turnover - Continuous Working for Change

The ROI Guy

For IT sales forces, the average sales turnover rate as measured for 2004, 2005 and projected into 2006 is expected to be a lofty 30% according to well respected human resources research firm Culpepper. Many IT solution providers have recognized that selling the old way based on features, function and price just won’t cut it in today’s marketplace. The age of budget scrutiny, governance and accountability are upon us.