Sales Benchmark Index

NOVEMBER 26, 2012

In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. I thought I would share this story with you. I hope to help you avoid some mistakes. The story begins with the EVP of Sales of a large technology company. He hired our firm. The purpose of the engagement was to understand why The Challenger Sale was not working. In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach.

Real Estate 110

Real Estate Banking Software Software 110

Smart Selling Tools

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. You’ve probably read over and over, that there were 90,000 people registered, 750 sessions, and more than 350 exhibitors. While those numbers top those of previous years, the show seemed less crowded.

SalesForce 79

SalesForce Hotels Vendor Networking 79

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. ©2012 Fill the Funnel. © MASP - Fotolia.com.

Handbook 111

Handbook Salary System Cold Calling 111

Sales and Management Blog

JANUARY 27, 2012

My argument is simply that in 2012—and probably for the foreseeable future—there will not be a “new normal.”. Don’t ignore social media and by all means use technology to the fullest, but if you want to be successful in 2012, pick up the phone, fill up the car, and hit the streets just like you did last year and the years before that. As with the beginning of almost every year we have a number of commentators and pundits proclaiming what the “new normal” is.

Travel 106

Travel Social Media Comparison Face-to-face 106

No More Cold Calling

SEPTEMBER 6, 2012

Marketing 78

Marketing Sales 78

Jonathan Farrington

SEPTEMBER 5, 2012

Then following on from the “Top 50 Sales & Marketing Influencers for 2012” which we now compile every May, we give you the “Top 50 Sales & Marketing Blogs for 2012” the definitive list of the very best bloggers, chosen from hundreds of sales commentators who post regularly.

Influencer 35

Influencer System Research Marketing 35

Social Media and Sales Strategy

JANUARY 27, 2012

Today’s podcast is on 11 Social Media Trends for 2012. Here’s the outline for my podcast – I would love your feedback and thoughts: Key trends. How not if. TV on everything and social on everything (Major adjustments for broadband providers will need to be made to keep pace with this multi-screen universe). Location based marketing will continue to grow. Social cultures will evolve out of social use. Social CRM will move mainstream. India is rising.

Social Media 30

Social Media Trends Media Policies 30

Social Media and Sales Strategy

JANUARY 27, 2012

Today’s podcast is on 11 Social Media Trends for 2012. Here’s the outline for my podcast – I would love your feedback and thoughts: Key trends. How not if. TV on everything and social on everything. Location based marketing will continue to grow. Social cultures will evolve out of social use. Social CRM will move mainstream. India is rising. A return to engagement. Rewards versus contests. Filters will dampen the noise. Social networks will become more fluid and mobile.

Social Media 30

Social Media Trends Media Policies 30

Jonathan Farrington

DECEMBER 29, 2012

I began 2012 - as I do any and every year - with optimism and a “cunning plan” I tend to believe that 80% of any success we enjoy is down to the planning stage, and there is no greater satisfaction than to witness a well thought out strategy being fully realized.

Competition 38

Competition Report Objections Groups 38

Sales Training Connection

MARCH 30, 2012

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the Medical Sales – Blog Round-up. 2012 Sales Horizons, LLC.

Health Care 40

Health Care Training Sales 40

The Shameless Sales Blog

OCTOBER 4, 2012

Boy Did I Screw Up on Last Night's Debate! I thought I knew everything. Figured I'm the persuasion-meister, such a master at influence, that I would be GREAT at analyzing and calling the Presidential Debates last night. I decided kinda last minute to live post my thoughts to my Facebook page , as the debate between President Obama and Governor Romney was happening. It was a fun experience – if you weren't there with me on my Facebook page , you missed out.

Facebook 48

Facebook Exact Influencer Strategy 48

Sales Training Connection

NOVEMBER 14, 2012

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Fall 2012 – in the Medical Sales – Blog Round-up. Medical Sales Round Up.

Health Care 36

Health Care Pharmaceuticals Training Sales 36

Score More Sales

DECEMBER 31, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Outbound 64

Outbound Hubspot Social Media Inbound 64

Social Media and Sales Strategy

JANUARY 27, 2012

11 Social Media Trends for 2012. Today’s podcast is on 11 Social Media Trends for 2012. 11 Social Media Trends for 2012. January 2012. 11 Social Media Trends for 2012. February 2012. January 2012. Social Media Speaker Shane Gibson.

Social Media 39

Social Media Trends Media Hotels 39

Smart Selling Tools

DECEMBER 11, 2012

Do you want to accomplish more in 2013? Do you want to do more? Learn more? Sell more? If you answered yes to any of these questions, you’ll need to do something or some things differently. Einstein of course defined “insanity” as doing the same things over and over and expecting different results.

Tools 59

Tools Guarantee Sales Tools Energy 59

Sales Benchmark Index

JULY 28, 2012

Strategy 47

Strategy Sales 47

Sales Benchmark Index

AUGUST 1, 2012

Tools 56

Tools Strategy Sales 56

Jonathan Farrington

DECEMBER 5, 2012

Every industry that I have ever been involved with has traditionally created a vehicle to recognize and reward the “best of breed” In doing so they have afforded the whole of that environment an opportunity to continually raise the standards by healthy competition.

LinkedIn 31

LinkedIn Competition Groups Industry 31

Productivity and Motivational Tips for Inside Sale

DECEMBER 19, 2012

Our top 10 blog posts of 2012! Inside Sales Women Are the New Bond Girls. Multitasking versus Unitasking. 10 Reasons Why Field Sales Teams Are Becoming Extinct. My favorite sales Infographics. Calling All Sales Introverts. Thanks, Steven Covey, for Teaching Me about Quadrant #2.

Inside Sales 20

Inside Sales Sales Strategy 20

Sales Benchmark Index

JANUARY 2, 2013

Don’t waste time worrying about 2012 anymore. But you can excel in 2013 because of your shortcomings in 2012. Did you generate enough leads in 2012 to make the number? Can you analyze your 2012 Lead Generation using top down and bottom up approaches?

Lead Generation 111

Lead Generation Maximizer Referrals Social Selling 111

Fill the Funnel

SEPTEMBER 28, 2012

Original article: Competitive Intelligence Just Got Easier with Rival IQ ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools BI Business Intelligence competition competitive intelligence Rival IQ RivalIQ.com

Competition 93

Competition Funnel Data Channels 93

Brian Vellmure

DECEMBER 31, 2012

2012 was a great year and I look forward to building on it 2013. Below are the Top 12 posts from 2012 , measured by direct traffic to this blog (not counting syndicated links and traffic). All Posts Featured 2012 collaboration crm Customer Experience innovation Marketing social businessHappy New Year! Thanks for taking the time to visit, read, comment on, and share some of my thoughts from the last year.

Enterprise 20

Enterprise Enterprise Software Software 20

Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. So if 2011 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2012 your best year ever. Push yourself to become a professional in 2012, consider visiting other offices and view how their sales managers run their sales teams.

Sales Management 35

Sales Management Quota Networking Video 35

Sales Benchmark Index

JULY 24, 2012

Outbound 44

Outbound Sales Lead Generation Inside Sales 44

The Productivity Pro

DECEMBER 26, 2012

If you’re anything like me, you recently looked up and wondered (or said aloud to a friend), “Hey, what the heck happened to 2012?” So as you close out 2012, take a little time to study what you’ve learned. What good habits did I pick up in 2012?

Exercises 28

Exercises Study Objections Positioning 28

HeavyHitter Sales

JANUARY 1, 2012

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Top 7 Critical Sales Trends for 2012. What are the top sales trends for 2012?

Trends 21

Trends Decision Maker Analysis Penetration 21

Fill the Funnel

SEPTEMBER 26, 2012

Original article: Postwire – Dazzle Your Customers With Information They Need ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools customer pages Portal Postwire Private web page VisibleGainsRelevant, timely information wins business.

Collateral 82

Collateral Customer Funnel Industry 82

Fill the Funnel

SEPTEMBER 5, 2012

Original article: PowerPoint In Your Pocket – SlideShark Now On iPhone ©2012 Fill the Funnel. 20 Web Tools 2012 Presentation Tools Web Tools iPhone powerpoint SlideSharkBrainshark announced early this morning the immediate availability of the free SlideShark iPhone App.

Construction 81

Construction Funnel Maximizer Report 81

Jonathan Farrington

DECEMBER 21, 2011

Are You Going to “Run Towards” 2012? I am very much a “Running Towards” personality – I always have been - and I am certainly running towards 2012, in fact I cannot wait for it to begin– let me explain …. Copyright © 2012 All Rights Reserved

Retention 44

Retention Exercises Maximizer Energy 44

Dave Stein's Blog

MAY 9, 2012

Monday I attended and presented at ASTD’s (American Society of Training and Development) 2012 International Conference and Exposition. Thanks to Mike Galvin for inviting me to contribute to the Sales Enablement track.

Conference 40

Conference Negotiation Sales Channels 40

Fill the Funnel

SEPTEMBER 12, 2012

Original article: Most Frequently Used Web Tool In My Tool Kit ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools Appointments iCal LinkedIn Outlook TimeTradeThe most frequently used web tool in my tool kit currently is TimeTrade.

Tools 76

Tools Retail Enterprise Enterprise 76

Fill the Funnel

OCTOBER 1, 2012

Here is the video demonstration from MoleSkine: Original article: Evernote and Moleskine Collaborate For A Powerful Solution ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools digital Evernote journal Moleskine notebook searchable notes

Journal 74

Journal Funnel Exact Benefit 74

Fill the Funnel

SEPTEMBER 20, 2012

Original article: Use The Power of Personal Connections with Reachable ©2012 Fill the Funnel. 20 Web Tools 2012 Social Web Web Tools connection paths Connections facebook LinkedIn Outlook peoplemaps Reachable social proximity selling twitter

Inbound 73

Inbound Outbound Networking Funnel 73

Jonathan Farrington

NOVEMBER 15, 2012

General Anthony Iannarino Best Sales Blogger 2012 Dan Waldschmidt Dave Stein Gerhard Gschwandtner Ian Brodie Jill Konrath Keith Rosen Kelley Robertson Kevin Eikenberry Mark Hunter Paul McCord Tibor ShantoNo, not this one!

Competition 74

Competition Video Course Groups 74

Increase Sales

JANUARY 1, 2012

Today is the first day of 2012. Goals that were not achieved and been revisited, reworked and are on my 2012 action plans. What do you want to achieve in 2012? The choice to make 2012 the best year ever is really up to you. Happy New Year!

Infusion 26

Infusion Penetration Distribution Analysis 26

Anthony Cole Training

JANUARY 5, 2012

Achieve Greater Sales Success in 2012. Posted by Tony Cole on Thu, Jan 05, 2012. What are the key focus areas for sales success in 2012? Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com.

eBook 21

eBook SalesForce Insurance Insurance 21

Sales Training Connection

JULY 23, 2012

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2012 – in the Medical Sales – Blog Round-up. Medical Sales Round Up.

Health Care 18

Health Care Training Sales 18

Fill the Funnel

SEPTEMBER 19, 2012

Original article: How To Get New Twitter Profile Page Without Waiting ©2012 Fill the Funnel. 20 Web Tools 2012 Social Web Tool tips Web Tools New Page New Profile Page Profile twitter

Twitter 65

Twitter Funnel How To Facebook 65

A Sales Guy

JANUARY 2, 2012

Sales leaders, pull out your 2012 sales strategy right now. The best thing sales leadership can do in 2012 is support the sales team. Take a look at your plan for 2012 then ask a very simple question. The beginning of the year in sales always starts with a number. Then it moves to getting to the number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc.

Collateral 24

Collateral Analysis Sales Leadership Quota 24

Sales Benchmark Index

JUNE 27, 2012

Quota 73

Quota Compensation How To Sales 73