How To Get Board Buy-in On Social Selling

Sales Benchmark Index

and 2004 when it was 60.3. What does this mean for the sales leaders and CXOs? It potentially means your board may be operating from an antiquated perspective about sales and marketing. According to Spencer Stuart , the average age of a board member in corporate America is 63.

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. I can say this, too, as a former Sales Development Rep: slumps really suck. If you’re managing a team of teleprospecting reps who are finding sales qualified leads, or maybe you’ve outsourced that lead development to someone, how do you get an SDR out of a slump? Sales Development TeleprospectingSlumps suck.

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. 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. I believe this more every day as sales continues to evolve and technology continues to improve. Here are some examples of how we can apply split testing to our day-to-day sales activities.

Keys to Successful Sales Negotiations

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan In the United States, Major League Baseball's trading deadline passed today with some noteworthy moves by teams other than my Boston Red Sox. Schilling helped them win the 2004 World Series.

They Actually Said My Sales Lead Generation Is Old School

No More Cold Calling

Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. I joined LinkedIn in March 2004 and Twitter in May 2009, and I often write about the benefits of social selling (and the pitfalls). A sales lead generation technique like this easily expands.

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


The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your sales team adapted to this constant change? In the early 2000s I worked at Dun & Bradstreet, selling sales and marketing databases.

Cold calling math

Sales 2.0

One from a university, one from a smart sales expert and one from my team. Here’s some data Steve Richard (a smart sales expert) published based on his experience running the outsourced B2B calling firm Vorsight. Each SDR (Sales Development Rep) makes 609 calls per week to get 21.4

3 Ways to Grow Sales Inspired by Olympians

Score More Sales

She had competed in 2004, winning Silver, and 2008, also winning Silver. What is the gold in your territory and your sales plan? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling.

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Is a Lost Sale Better for Salespeople Than a Win?

Understanding the Sales Force

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

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The Fastest Growing Companies in Boston Hiring For Sales


Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. Mendix is currently hiring across a range of sales positions.

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.

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

Jeff Shore

Company culture affects the sales environment you create for your customer. Are you setting yourself up for success in the sale by creating that customer-centric environment? buyersmind #sales Tweet This.

12 Must-Read Sales Books For Beginners

Hubspot Sales

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. Best Books for New Sales Reps. The 25 Sales Habits of Highly Successful People. The Sales Acceleration Formula. Secrets of Closing the Sale.

Account-Based Hype: How ABM Makes Outbound Sales Cool Again for B2B


Inbound sales fundamentalists end up sifting through mounds of low-interest, low-fit leads, while waiting patiently for the best accounts to stumble into a funnel. The term “ account-based marketing ” is thought to have been first used by ITSMA around 2004. Sales Skills

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

A Sales Guy

That is until Steve Spurrier took over in 2004. What does your sales leadership look like. Is your sales team one of the best in your industry? Does your sales team continually meet or exceed quota year over year? Is your sales organization seen as the leader in your industry? If your sales team isn’t where you want it to be, it’s time to look at leadership. If it’s not working out the way you want, take a look at the sales leadership.

A Conversation With Doug Davidoff Part I: Understanding and Optimizing the Concept of Sales Playbooks


It’s rare to find a sales professional who actually grew up with a goal to be in sales, but Doug Davidoff is one of those individuals. Sales is a great place to actually break the rules and work on your own timeline.”. What is your personal definition of a sales playbook?

You Can Do It

Mr. Inside Sales

Can you become a top sales producer? We all know who the top sales producers are. Sales reps often ask me if I think they have what it takes to become a top sales producer, and I always answer that question with another question. In 2004, he couldn’t walk any longer.

How to Recruit the Next Generation of Women Sales Leaders

Hubspot Sales

None of my friends ever mentioned or pursued a career in tech sales, so neither did I. After my first job as a consultant, I started recruiting firm Will Reed , focused exclusively on placing sales talent at high-growth technology companies like Qualtrics, Box, AppDynamics and MongoDB.

The Challenge of the Challenger Sales Model - The Facts

Understanding the Sales Force

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. I mentioned the number of times that I have been critical of an HBR article on sales, but I have been nearly as critical of Geoffrey James, a contributor to Inc. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

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

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Let''s leave the world of sales and look at my favorite topic for analogies, baseball, and although it''s very difficult this year, my favorite team, the Boston Red Sox. Back to sales.

Yes Social Media Works for Small Business Owners

Increase Sales

My first action was to become a member of LinkedIn in 2004. Then I began with inbound marketing action by posting articles on directory sites such as Evan Carmichael , Ezine Articles and Sales Gravy. I am truly honored that Open View Sales Lab included my name in their 2013 list.

So Tell Me Why You Are On LinkedIn?

Increase Sales

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. Do you take 6 weeks to respond to your sales leads or other communications?

How you manage makes a difference

Sales and Marketing Management

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. the sales manager?—?to

Executive Coaching Can Bring You BIG Results!

Steven Rosen

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. Executive Coaching Leadership Sales Management Coaching executive coach executive coaching Sales Coaching sales leadership sales management coaching steven rosen what is executive coaching

How to Be One of the Few to Avoid Business Failure

Increase Sales

Back in 2004, the SBA identified the launch of 580,900 new employer businesses and the closing of 576,200. Dan Kennedy, a renowned marketing and sales expert said that there is no business success or failure, but rather people success and people failure. Why do small businesses fail?

The ROI of ROI

No More Cold Calling

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value.

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“Consistency Selling” by Weldon Long [Book Review]

Adaptive Business Services

Powerful Sales Results. This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession. Your goal is to ensure that they make that decision (conclude the sale) in a timely manner regardless of the outcome.

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


OpenSymmetry is the world’s largest independent consulting company specializing in the implementation of Sales Performance Management Solutions. Founded in 2004, OpenSymmetry is head quartered in Austin, Texas with offices in London, Sydney, Chennai, and Kuala Lumpur.

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


Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies:, SuccessFactors and NetSuite. Sales and marketing activity. Selling subscriptions via a direct sales force.

Your Change: Shout It Out

No More Cold Calling

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. It was January, 2004.

How many inquires does it take to make quota?


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. 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). Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota.

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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. 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). Or, the sale rep’s.

PODCAST 31: How a World Series of Poker Winner Uses ‘Bets’ in Decision Making to Improve Outcomes w/ Annie Duke

Sales Hacker

This week on the Sales Hacker podcast , we are delighted to speak with world-famous author and teacher, Annie Duke. . In this episode, we take those concepts and apply them to sales. Subscribe to the Sales Hacker Podcast. Sales Hacker Podcast—Sponsored by Aircall and Outreach.

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.

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. At this point, Rocawear is doing more than $700 million in annual retail sales. I’ve alway loved biographies.

To Build a Sales Culture

The Brooks Group

Part of our mission statement at The Brooks Group is to help our clients build Sales Cultures. What’s a sales culture.” It’s adapted from my father’s 2004 best-selling book, The New Science of Selling and Persuasion. The sales department must be or have the potential to be profitable. If there's no profit derived from the sales department, it's hard to justify its existence. A sales effort is only one of many ways to generate revenue.

20 Blog Posts to Guide Your Event Marketing Strategy


Done right, events are a powerful way to engage your target audience, accelerate the sales cycle and built brand equity. This three-day conference takes place on June 18th-20th in Boston, and will offer valuable strategies and insights designed to help marketing and sales professionals.

Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Sales and Marketing Management

Many of the managers, sales coaches and consultants who responded to a query we posted while researching this story said purposeful work is the only way to drive engagement. Stahl says he joined the Dallas-based company six years ago and built a telesales team of nearly 100 people to complement the company’s independent rep field sales team of more than 3,000. The company has a series of “Through the Eyes of the Sales Rep” surveys.

Everything You Need to Know About Choosing the Best VoIP Providers

Sales Hacker

They’d come in and run wiring, then assign phone numbers to each sales rep’s desk. Benefits of VoIP for Sales. VoIP solutions not only offer scalability as you build your sales team , you often can add and remove users and features as needed. Benefits of VoIP for Sales.

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

Smart Selling Tools

Since scouting out sales tools is my full-time job, I see first-hand the favoritism being shown to large businesses at the expense of small businesses. So why don’t sales software vendors take the easier route? Consider this; according to the 2004 U.S. For small business owners, shopping for sales tools is like going to a flea market. Now take sales enablement. Why can’t there be a “Quicken” of sales and marketing tools?