The Worst Sales Call of 2012

Sales Benchmark Index

In 2012 our consultants attended 438 live sales calls. Our research shows that real estate developers chose who to bank with based on how long it takes for loans to get approved. 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.

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 -

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Cold Calls Warm With Research in Advance

Score More Sales

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research.

“Our Research Indicates …”

Jonathan Farrington

But research by our team in CEB’s Sales practice suggests that the best ones operate quite differently today: They facilitate idea exchange across their teams, use collective brainstorming to figure out how to unstick stuck deals, and borrow effective approaches to talent management and rep development from peers in other areas of the business.

The Top 50 Sales & Marketing Blogs for 2012

Jonathan Farrington

Linda Richardson interviews Ann Hermann-Nehdi, CEO of Herrmann International and thought leader in brain research, who helps professionals operate and succeed in a VUCA world by applying better thinking: “VUCA?” September Top Sales Magazine Now Published.

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. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. The research you are doing is really good stuff, even if it never results in a sale. 2012 is right around the corner. Archives Select Month March 2012.

Small Business Sales Prospecting Just Got Much Easier

Fill the Funnel

Close Deals Faster - Save time researching sales leads and businesses. Original article: Small Business Sales Prospecting Just Got Much Easier ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools Jigsaw Radius sales intelligence small business smb social web tool

Get on the Podium in 2012

Steven Rosen

Based on SEC research, managers consistently underperform in the area of sales coaching. 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.

17 Seconds, Brain Research and Increase Sales – Friday’s Editorial

Increase Sales

During a mastermind discussion this past week, one of the members shared the first step for cognitive retention is a window of 17 seconds according to ongoing brain research. The world of brain research is fascinating when it comes to marketing, selling, the sales process and overall productivity. In the book Buyology by Martin Lindstrom he shared a wealth of brain research specific to how the brain works within the buying decision process. Credit

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

With the Inside Sales industry (often referred to now, as “remote selling”) growing at the speed-of-light, more and more research is available to help sales leaders identify and adopt best practices. Tweet AA-ISP Inside Sales Summit.

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

When this happens, Sales has two choices: they can either call and qualify the prospect for suitability over the phone, or they can conduct the research necessary to determine suitability via online services like OneSource. Tweet Sales-ready leads.

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New Leads Study Supports Quickness and Follow Up

Score More Sales

This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. I hope they see this research.

Taking the lead with lead quality insights


This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. Not all leads are equal, but too often we treat them that way.

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The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

Some of these tasks, like creating proposals, sending and responding to emails, and conducting pre-call research are recognized by reps as valuable expenditures of their time because they result in sales. 1] Forrester research. [2]

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Sales 3.0: The End of The Road for The Autonomous Sales Rep

Smart Selling Tools

Studies now reveal startling findings: that “buyers conduct 75% of their research before talking to a vendor” and that “the majority of buyers claim they were the ones who found the vendor, not the other way around.”

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Top Sales Books to Read in 2013

Fill the Funnel

consists of books that were published between October 2011 and December 2012. If you are interested in reviewing the entire selection of books on Sales, I recommend the website: Top Sales Books as the place to begin or even last years Top Sales Books to Read in 2012.

Build Sales with These LinkedIn Resources

Score More Sales

If you are a seller wanting to grow your sales, visit the blog over the next few weeks as we have extra LinkedIn conversations, interviews, and links to research which will help you grow as a seller. LinkedIn is the darling of the B2B selling world right now, for a number of reasons.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

they’ve researched. Remember, they’ve done their research. Tweet Up until 15-20 years ago, and out of necessity, buyers would rely on salespeople to get information on products and services of interest to them.

To Show Connections on LinkedIn or Not – 2 Ways to Grow Business

Score More Sales

In doing research with my own industry counterparts, I found 65% of other B2B sales consultants in my space are OPEN with their connections, and 35% do not share them just as I don’t. photo courtesy of Socialkickstarter. How do you use LinkedIn to grow business?

Using Phone and eMail to Close Business

Score More Sales

The study was researched by Leads360. Recently there was a report published on converting B2B sales leads into deals that we blogged about. They also just created a handy Infographic to go with it, so take a look and enjoy.

The Evolution of Sales Tools and the Efficiency Paradox

Smart Selling Tools

Slashes the amount of time needed to research and compile lists. Think about the most recent communication you sent to a prospect. Picture who the prospect was, what you wrote, and what your objective was. Do you have it in your mind? OK then. Let me ask you a few questions.

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Make 5 Strategic Calls This Week and Grow Sales

Score More Sales

Just do research first and have value to add with your products and services. If you don’t know how to do this, listen to the roundtable about pre-call research with a panel of experts on the topic. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

How to Increase Sales Tips & Snippets #19 Research

Increase Sales

The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). May 2012 Be a Year Filled with.

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. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise.

Here’s to Your Success!

Steven Rosen

Research shows that the one thing that successful peo ple always do is set goals. To help make 2012 a breakthrough year , I have attached a copy of the STAR 2012 Goal Action Planner to help you set your goals into action!

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. One great thing about this time of year is the research done by others to help you kick-start your year. CNi Rapid Research.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

As we conduct research across 19 different industries, patterns emerge. They do research online and are less inclined to agree to a F2F appointment. Without researching how customers make a purchase decision, your sales force could be misaligned.

Crocodoc Brings Online Commenting and Markup to Any Document

Fill the Funnel

Crocodoc was founded by the same group of MIT entrepreneurs behind WebNotes , an acclaimed research management tool used by academics and professionals around the world to collect, organize, and share information online. ©2012 Fill the Funnel.

Sales Lead Management Association Honors

Smart Selling Tools

A team of professional researchers thoroughly examine the credentials of one hundred and fifty potential nominees, and query editors from the most popular sales resource venues for their input. Does your business success depend on leads?

Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough.

Watch These Sales & Marketing Thinkers in 2012 ? Best of 2011.

Score More Sales

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. Please create a plan for your professional development in 2012. Hope to meet you all in 2012. Twitter, Facebook for business, and LinkedIn – all B2B companies need to be using you in 2012.

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Five Golden Rules for Boosting Sales Rep Productivity

Smart Selling Tools

If your reps are wasting valuable time researching for the right contact for prospecting purposes, you should definitely consider a tool like iSell by OneSource. Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers.

The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

Many of these assumptions are the result of ingrained learning paradigms before educational and psychological research not to mention current brain research was available.

Putting the Social into CRM Predictions for 2012 ? Score More Sales

Score More Sales

Putting the Social Into CRM Predictions for 2012. Let’s look at an old definition, the challenges with CRM, and some predictions for 2012. We talked with Gartner’s CRM Research Director Adam Sarner. Next post: Refine B2B Sales Process in 2012 With Tools and Attitude.

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4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

In recent qualitative research I have conducted, I am noticing a shift from education thinking to insight thinking. To some, it is becoming a chore to research. If you believe buyer behavior would stand pat for a short while, you better let go of this belief.

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4 Sales Tips for Reaching Prospects by Phone

Score More Sales

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects.

3 Crucial Steps to Help Stop Chasing Bad Prospects

Sales Benchmark Index

Well for starters: Call prep time (include research or prospecting time). There should be specific time allotments for research, prep, call time , etc. Five weeks ago I shadowed a sales rep on a series of calls during a typical day.

‘Five or six degrees of separation’ – So what?

Jonathan Farrington

Ideally therefore, we need some kind of filtering or research system that will help us to build a set of relationships of high quality, or a strong network that can find people and resources both efficiently and effectively.

Sales Leadership – The Talent of Attitude Toward Honesty

Increase Sales

” Many young people appear to believe it is Okay to cheat to be dishonest according to research. Mention the word salesmen and honesty and those who believe in authentic sales leadership are already swimming upstream.

7 Methodical Approaches to Increasing Revenue Velocity

Smart Selling Tools

The term "revenue velocity" has surfaced as the catch-phrase of 2012 and it’s an interesting concept because it ties revenue more closely to time itself. Conduct better pre-call research and prepare more effectively.