Heavy Hitter Sales Blog: Best New Sales Book of 2011

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. IT Sales Strategy: Software, SaaS & Hardware Sales » November 03, 2011.

5 Important Things To Look For In CRM Software

MTD Sales Training

It involves programs, software, training and process management. However, the key ingredient will be a sophisticated software program. The post 5 Important Things To Look For In CRM Software appeared first on MTD Sales Training. Account Management CRM Software Managing Customer RelationshipsCustomer Relationships Management (CRM) is essential in today’s business environment.

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New for 2011: Sales and Marketing Software Buyer’s Guides

SBI

And there are plenty of software tools to make the job easier. If you’re one who has vowed to take charge in 2011 and deploy the right tools to get the job done, we want to help. We are publishing a long list of sales and marketing software buyer’s guides throughout 2011. These guides will give you the background you need for each of 15-20 software product categories.

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. « Best New Sales Book of 2011 | Main. | » November 25, 2011. Heavy Hitter Sales Blog.

Are You Really Asking For The Order?

MTD Sales Training

Sales Person: “Finally, Sarah, we will deliver, install and test the software. Posting Dec 28th, 2011: Three Ways Of Asking For the Sale. Failing to Ask For the Sale. A problem that many sales people have is that they do not properly ask for the order. They do not clearly ask the prospect to make a decision. Now before you say, “Oh, I don’t have that problem…” you may want to read on.

Three Ways Of Asking For the Sale, That ASK For The Sale

MTD Sales Training

Sales Person: “Finally, Sarah, we will deliver, install and test the software. Sales Person: “Finally, Sarah, we will deliver, install and test the software. In the recent post, “Are You Really Asking For The Order?” I talked about how many sales people suffer with using weak, fearful closes that do not actually ask for the order. A few of them are: 1. Waiting for the prospect to take the initiative and ask for the sale. Asking the prospect what they think.

4 Ways to Close More Sales By Changing Your Sales Process.

The Sales Hunter

Dec 08, 2011. If it means spending money buying a new computer or software system, then do it. Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login.

Want To Learn How To Sell To Tough Customers? Join Me For My.

Jeffrey Gitomer

Gitomer | May 12, 2011 | 3 Comments. What software will I need to view the webinars? Ron Harvey says: May 14, 2011 at 12:16 am. Dave says: May 17, 2011 at 2:02 am. uswah says: June 19, 2011 at 3:51 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Want To Learn How To Sell To Tough Customers?

How To 186

6 Qualities Of The Modern Day Sales Professional

MTD Sales Training

In addition to knowing how to gather all of your sales performance data via sophisticated CRM software, you must know what to do with the information. You probably know already that I often speak and write about the evolution of the modern-day buyer. . However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every aspect.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. As you grow your inbound strategies, follow one of the leading software and content providers in this small and medium business space, Hubspot. And the easier and more comprehensive your software, the better. July 29th, 2011.

The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. Home About The Pipeline. Contest.

Heavy Hitter Sales Blog: Bad Sales Days & the End of the World!

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. Top Five Sales Presentation Mistakes » May 21, 2011. Today is May 21st, 2011.

It's Time To Kill Social Media | Sales Motivation and Sales Training

The Sales Hunter

Dec 15, 2011. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. ” Copyright 2011, Mark Hunter “The Sales Hunter.” One Response to “It’s Time To Kill Social Media” John says: December 16, 2011 at 6:52 pm. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011.

Today my wish came true: New Revolutionary Sales Software Introduced

SBI

It’s a revolutionary sales productivity software tool designed for companies of all sizes and budgets – and I do mean revolutionary. This new software solves the biggest sales issues of all: Knowing who to call, when to call, what to say, how to follow up, when to follow up, how to get answers, how to schedule more appointments, what to do next, who to focus on, what to up-sell, where to cross-sell, when deals are at risk, and how to get contracts signed quickly.

The Pipeline ? Get Your Veteran Salespeople to Take Baby Steps

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

The Pipeline ? Customer Hot Potato ? Sales eXchange ? 117

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

“You Can’t Catch Water With A Fist”

Pointclear

Lead Generation: Short term, an 18 month window, very measurable, and requires cooperation from salespeople, management and indispensible tools: CRM and Marketing Automation software. 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.

Marketers: Should Salespeople ONLY focus on Closing Sales.

Score More Sales

by Lori Richardson on July 4, 2011. I was amazed at a comment that was made by a presenter (won’t name) about how companies should have salespeople just be working to focus on closing sales, and the automated software should do all the rest. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Marketers: Should Salespeople ONLY Focus on Closing Sales? Just hire a monkey to close deals - automate everything!

Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. Best New Sales Book of 2011 » October 04, 2011. Heavy Hitter Sales Blog. Recent Posts.

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. Marketing automation software generates the data marketers need to provide new levels of support to sales. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011. April 15th, 2011.

Heavy Hitter Sales Blog: Top Five Sales Presentation Mistakes

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. Personality Study of 1,000 Top Salespeople-Harvard Business Review » June 09, 2011.

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. Understand Why You Lose Deals: The Martin Curve » July 01, 2011. Heavy Hitter Sales Blog. Recent Posts.

Study 128

The 11th Question to Ask Before Buying a Marketing Automation Solution

Pointclear

on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? ,

Jeff Pedowitz on The State of Marketing Automation

Pointclear

It is occurring because revenue is an enterprise wide problem and no successful enterprise software platform finds wide market acceptance without winning over IT. My sense is that marketing automation vendors have not involved consultants to the extent they could to ensure success, or at least provide a realistic estimate for what implementation costs (it is not uncommon for software to have a 2x or 3x consulting to software license ratio).

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

Pointclear

Lauren Carlson, an analyst at Marketing Automation Software Guide , recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who are considering IPOs, their recent venture capital funding, and the type of financial performance they may need to warrant shareholder valuations comparable to publicly-held SaaS companies.

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

Pointclear

” There are numerous software products attempting to take credit for being the Keystone (much better than a corner stone). 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.

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?

Pointclear

Last year I was looking for forms software to support CustomerThink. Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together.

Feel Like a Social Media Toddler? ? Score More Sales

Score More Sales

by Lori Richardson on April 6, 2011. One company – Logos Software, now the largest developer of Bible software, made $300,000 in ONE weekend due to their social media word-of-mouth marketing. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Feel Like a Social Media Toddler? Are you a little wobbly with your social media strategy? Do you feel like you got it, so you start going faster, then you fall down on your rear?

Alinean Builds on Momentum for a Strong Second Quarter 2011

The ROI Guy

Alinean today announced the addition of three new customers and four new strategic partners during the second quarter of 2011. Alinean has been selected to develop and power value-based marketing and sales tool campaigns for customers including Quest Software, Polycom and Finlistics. And our new partners, Tangence, The Vanella Group, Futurecurve and Rainier Group, help us broaden our customer reach and extend the services we are able to offer to our customers.

ROI 47

4 Things to Consider Before You Buy Marketing Automation

Pointclear

Implementation Is More Than Just Software. But remember, we’re not just talking software here. Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

Pointclear

As a lead management software provider, we sit uniquely in the middle because we provide the software that drives the activities of both the end-user as well as professional lead gen and appointment setting companies. Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales.

You’ll never break a horse if you stay sittin on the fence!

Pointclear

It means managing the sales lead process and not expecting a software program to do it for you. 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. A friend of mine, Michael Burkett, a Texan from Dimmitt, Texas, also said to me that I should watch out for people that are “All hat and no cattle.” ” Dimmitt is on the old Ozark Trail , a roadway from St.

Heavy Hitter Sales Blog: Are Top Salespeople Born or Made?

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. If Sigmund Freud Was Your Sales Manager » September 09, 2011. Heavy Hitter Sales Blog. Recent Posts.

Closing the Deal: It’s Never About the Technology

No More Cold Calling

Why is it the one of the first things we hear from a software salesperson is “I’d love to give you a demo”? Solid, smart sales are focused on our clients’ pain points, not on the tech demo. Of course you would. You want to show me your cool technology with all the bells and whistles. Bells and Whistles and Disinterest. You haven’t even taken the time or shown interest in my business challenges. I just attended a trade show and that was pretty much the dialogue I heard.

Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates

Pointclear

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. 2011 @Copyright Smart Selling ToolsToday we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales. The ideal situation for a sales organization is to have enough “ripe” opportunities hanging on the tree-of-prospects to simply pick the low-hanging fruit first.

Stop Your Salespeople from Walking Out the Door

No More Cold Calling

We give them sophisticated software—Cloud CRM applications, aggregated intelligence, appointment setting, marketing automation, and social media tools—among others. Great salespeople need more than a desk, a phone, and a computer. Give them real tools and training and start realizing your sales numbers! It used to be that we hired salespeople , indoctrinated them with product knowledge, and showed them how to fill out timesheets, medical forms, and benefit forms.

A 3 Step Process to Make Social Media Produce Sales

Pointclear

Because someone who sells social media buzz monitoring software says so? Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. He blogs at [link]. Follow customers into social spaces. It's a smart idea. But incomplete without a means to capture demand and convert it to sales.

Heavy Hitter Sales Blog: 6 Comments Not to Say to a Spouse in Sales!

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. Martin - Part I » March 11, 2011. Heavy Hitter Sales Blog. Recent Posts.

Handling the No Name Policy When Cold Calling: Part II – What to Do with A Name

MTD Sales Training

Sales Person: “Do you know who might be in charge of making decisions on database software in your firm? Next up on Friday, August 26, 2011. In Part I, I explained a few ways to find the name of someone in your prospective company. Now, let us see how you can use that name to reach your decision maker (DM). If you were unable to find the name of someone in the company, don’t worry. In Part III, I will give you a few tips to cold call with no information at all. Using a Name.

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

Pointclear

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.