The Worst Sales Call of 2012

Sales Benchmark Index

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.

Top 50 Sales & Marketing Blogs for 2012

No More Cold Calling

Trending Sources

Dreamforce 2012: A Spectacular Spectacle #DF12

Smart Selling Tools

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.

Top Sales Books To Read in 2012

Fill the Funnel

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.

Your 2012 Sales Plan

Your Sales Management Guru

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. facing in 2012? • What assumptions are you making about the market in 2012? • What assumptions did you make about your.

Sales Lessons from the 1st Presidential Debate of 2012

The Shameless Sales Blog

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.

Medical sales – Blog Round-up – Fall 2012

Sales Training Connection

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.

Top 3 Sales Posts of 2012 and Bonus Video

Score More Sales

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.

Top 5 Sales Strategy Improvements for 2012 and 2013

Sales Benchmark Index

The One CEO Sales Strategy Tool to Use in 2012 Before It Is Too Late

Sales Benchmark Index

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2012 Top Sales & Marketing Awards – Finalists Announced

Jonathan Farrington

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.

CRM isn’t enough: 6 Sales Tools to Drive Revenue in 2012

Smart Selling Tools

When I started Smart Selling Tools five years ago, I focused mostly on CRM. There were (and still are) more than 100 different CRM tools on the market. Since CRM is the platform for sales organizations, it’s important to have ways to compare offerings and to learn what to look for. That was then. SaaS changed everything. As the Internet gained popularity, and SaaS offerings (aka cloud computing) gained credibility, it opened the door for more innovation in the sales software space.

Best of 2012: My Top 10 Most Popular Sales Tips

MTD Sales Training

With 2012 drawing to a close, I wanted to share with you the top 10 blog posts from the MTD Sales Training blog in 2012. All of these posts have been voted for by you as being the most interesting, [[ This is a content summary only.

3 Places Sales Leaders Should Look if You Missed the Number in 2012

Sales Benchmark Index

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?

A Sales Manager’s Recipe: What is Cooking in 2012

Your Sales Management Guru

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.

2013 will NOT be better than 2012! Unless you do this…

Smart Selling Tools

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.

It's Official. Outbound Script Reading Is DEAD. RIP 2012.

Sales Benchmark Index

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

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?

Jonathan Farrington's Blog ? Are You Going to ?Run Towards? 2012?

Jonathan Farrington

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

The Best Sales Blog in the World?

Jonathan Farrington

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!

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2012 and The Next Level of Personal and Business Success

Increase Sales

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!

Achieve Greater Sales Success in 2012

Anthony Cole Training

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

Medical sales – blog round up – Summer 2012

Sales Training Connection

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.

1 Leading Indicator to Determine if You Will Make Quota This Year

Sales Benchmark Index

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7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

7 Things Salespeople Should NOT do in 2012. We’ve all seen list after list of things we need to do to increase our sales in 2012. 2012 is right around the corner. to “7 Things Salespeople Should NOT do in 2012” Leave a Comment. Archives Select Month March 2012. February 2012. January 2012. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking.

The Best Thing Sales Leadership Can do in 2012

A Sales Guy

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.

Competitive Intelligence Just Got Easier with Rival IQ

Fill the Funnel

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

5 Marketing and Sales Lessons from the Inbound 2012 Event

Score More Sales

I’ve spent time at Inbound 2012, Hubspot’s summit for marketers – an event which is growing dramatically year to year. Boston could really use a SXSW-type of event, so why not a bigger Inbound 2012 next year? Did you get to Inbound 2012?

Get on the Podium in 2012

Steven Rosen

I guess you are doomed not to climb the stairs to the podium in 2012. To become a great coach and get to the podium in 2012 you may want to consider the Focused Coaching Program. Once upon a time, all sales managers were sales people.

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Infographic: Sales Processes that Boost Conversion

Velocify

A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion.

Postwire – Dazzle Your Customers With Information They Need

Fill the Funnel

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.

PowerPoint In Your Pocket – SlideShark Now On iPhone

Fill the Funnel

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.

2012 Top Sales & Marketing Awards – The Winners Announced

Jonathan Farrington

If you managed to join us for yesterday’s Awards ceremony, you will know that it was an absolutely brilliant event, which was apparently enjoyed by all. If you missed out, you can still listen in to a recording HERE.

Top 5 Must Haves for Sales Strategy Development

Sales Benchmark Index

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Here it comes, the 2013 budgeting process.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

Powering the new engines of marketing, as we saw in 2012, is becoming big business. We have seen a growth in 2012 in the concept of lead nurturing. One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated.

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Most Frequently Used Web Tool In My Tool Kit

Fill the Funnel

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.

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Evernote and Moleskine Collaborate For A Powerful Solution

Fill the Funnel

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

Top 9 Sales Hunter Posts of 2012

The Sales Hunter

Below are what you all thought were the best posts of 2012! Copyright 2012, Mark Hunter “The Sales Hunter.” Check them out again for great insights that may fuel your sales motivation heading into 2013. 14 More Sales Motivation Quotes to Keep You Going.

Use The Power of Personal Connections with Reachable

Fill the Funnel

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

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift.