The Worst Sales Call of 2012

SBI Growth

In 2012 our consultants attended 438 live sales calls. Humans are far too complex for some simple tool like this. 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.

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

SBI Growth

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Top Two Marketing Tips from Smarter Commerce 2012 Summit

Score More Sales

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. 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.

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. Users will now have more tools in a convenient location to do everything they need to draw more prospective customers their way. Boston could really use a SXSW-type of event, so why not a bigger Inbound 2012 next year? Did you get to Inbound 2012?

Achieve Greater Sales Success in 2012

Anthony Cole Training

sales tools (25). 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? How do we utilize and leverage the CRM tools that weve invested in? Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople.

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A Time Management Tool for Sales Managers

SBI Growth

Tools 200

Same Sales 2.0 Tools, Different Outcome

Sales 2.0

tools something odd happens: you start to do things marketers do. We ask you to use tools that your marketing colleagues have been probably been using for quite a while. Many of the tools you use in executing Sales 2.0 You use these tools to get the sales process going but you don’t stop there. tools do you use? ToolsI’ve been a marketer and a sales person both.

Tools 176

Most Frequently Used Web Tool In My Tool Kit

Fill the Funnel

The most frequently used web tool in my tool kit currently is TimeTrade. As I began writing this series, I lined up a list of the newest, most interesting web tools that I have come across in the last few months. As I compiled the list of all twenty web tools that I will be sharing this month, I was shocked to realize that I have never written about TimeTrade. Original article: Most Frequently Used Web Tool In My Tool Kit ©2012 Fill the Funnel.

Tools 96

Innovative New Web Tool Combines Video and Powerpoint

Fill the Funnel

Traditional online presentation and video tools lack something very important to a successful delivery – You! An innovative new web tool that adds you and your wonderful presence to your story is now out of beta and ready for you to explore. There is at least one Fortune 500 company already deploying 9Slides and I anticipate you will be seeing more innovative companies and individuals sharing their information with this tool.

Tools 103

Confidence as a Sales Tool

The Sales Hunter

Copyright 2012, Mark Hunter “The Sales Hunter.” Are you a confident salesperson? I love asking salespeople this question, and the majority of the time people respond with a “yes.” ” The problem in my eyes is that people are responding with a “yes” only because they know that’s how they should respond. Let’s now phrase the question a little different.

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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. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Sales Tool. 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.

B2B Sales Audio Interview with Nancy Nardin on Tools to Grow.

Score More Sales

B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business. by Lori Richardson on January 5, 2012. Smart Selling Tools. 2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling. The typical way is to hear about a tool and work to apply it. Sales Tools.

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Stay in Sync with Your Buyers with 1 Proven Tool

SBI Growth

Tools 192

Hiring Sales Talent: A Tool to Help CEOs Get It Right the First Time

SBI Growth

A Tool for You. Download the CEO’s Time Management Tool to get started. Diagnose the root causes of the problem using the CEO Time Management Tool. Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. Growing the company means having time to focus on strategic business objectives like: Acquiring new companies. Developing new products. Penetrating new markets. Raising additional capital.

A CEO Tool to Spot a Sales Problem Before It Happens

SBI Growth

Stop wasting time trying to predict the future with yesterday’s forecasting tools. Get this tool for free when you sign up for this. An example of its use: The purpose of this tool is to assess the health of your customers. Their accuracy is 95% in 2012. Sales forecasting does not work. Running reports on dirty data from the field is not worth the effort.

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Twenty Web Tools To Improve Your Performance eBook

Fill the Funnel

The only way to get it is if you are a subscriber to the Fill the Funnel Web Tools newsletter. If you would like your copy of Twenty Web Tools to Improve Your Performance , simply register before Friday morning and you will be on the list. We explored some amazing new tools during the past 30 days. Web tools are no longer just the arena for marketing and sales teams. This will help fuel the growth and development of more web tools in the years ahead.

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Dreamforce 2012: A Spectacular Spectacle #DF12

Smart Selling Tools

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. Luckily, I wrote and published a cool-tool recap on Saturday, before it kicked in. The recap lists some intriguing must –see sales tools that caught my attention while making my rounds visiting and chatting with vendors. You’ve probably read over and over, that there were 90,000 people registered, 750 sessions, and more than 350 exhibitors.

Scrivener Is A Surprising Tool for Sales

Fill the Funnel

When I started to finalize the list of the twenty tools that I wanted to highlight in this series, Scrivener kept jumping off the screen at me, demanded to be added to the series. I hesitated at first because Scrivener is not technically a ‘web tool’, rather a download that you install on your Mac or PC (rumored to be coming to an iPad near you). For that type of written communication, Scrivener has proven to be a powerful tool.

Tools 89

Voicemail as a Prospecting Tool

The Sales Hunter

Copyright 2012, Mark Hunter “The Sales Hunter.” Let’s not kid ourselves. The vast majority of phone calls go to voicemail. Because of this reality, if you intend to use the telephone to develop sales prospects, then you have to be able to use voicemail effectively. The biggest mistake people make when leaving a voicemail message as part of their prospecting strategy is they leave a message that has zero value to the person receiving it.

Tools 144

PowerViews with Brian Carroll: The State of B2B Lead Gen & 2012 Recommendations


Click to start video at this point — Asked about new social media tools and recent findings that senior executives are using them to connect rather than research and purchase, Brian says too many companies are focusing on technology in hope of creating a process. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process. My guest today is Brian Carroll.

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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. b. Launch (Kickoff meeting), move to Tools to execute.

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. The telephone is the #1 tool. Use multiple tools and targeted message. You might be saying these aren’t tools, but rather actions. Master the actions first, then determine what software or CRM tool you need after that. Copyright 2012, Mark Hunter “The Sales Hunter.”

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The “Take-Away” Can Be A Great Tool To Close Sales

MTD Sales Training

For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and deny someone of their right, ability or choice to have it, and they will want it

Tools 220

New Sales Web Tool Each Weekday in September

Fill the Funnel

Start each morning with a new sales Web Tool! Original article: New Sales Web Tool Each Weekday in September ©2012 Fill the Funnel. Web Tools sales Web Tools. Sales web toolClick here to view the embedded video. Beginning September 4th and each weekday throughout the month. All Rights Reserved.

Tools 91

Using Cash Flow as a Sales Prospecting Tool

The Sales Hunter

Copyright 2012, Mark Hunter “The Sales Hunter.” Everyone is looking for a discount. Far too many salespeople are willing to give in and give a new customer a discount thinking it’s what is needed to close a sale. Don’t get me going regarding what I think of discounting. I hate it, as it only cheapens your value and worse yet, damages both short and long-term profitability for you and your company.

Tools 151

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. The good and bad news for sales leaders is this; while there are a lot of great tools now to choose from, you have to take the time to learn about and budget for them. I encourage you to enter the sweeps for a chance to deploy powerful software tools at no cost.

The Best Thing Sales Leadership Can do in 2012

A Sales Guy

Sales leaders, pull out your 2012 sales strategy right now. How much of the budget is allocated to sales improvement or support tools? 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.

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

Smart Selling Tools

There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. That’s a lot of ‘tools’ to cover in 60 minutes so you can expect this webinar to be informative, fast-paced, and full of energy. I guarantee you’ll walk away with one or more tools you can implement immediately to start you down the path toward higher achievement in 2013. Don’t put your sales tool schooling on hold.

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Top Sales Tools of 2020 and the Digital Sales Revolution

Smart Selling Tools

Top Sales Tools of 2020 and the Digital Sales Revolution. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. Be sure to do yourself a favor and check-out the Top Sales Tools of 2020 Final Cut Guide.

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Sales Tools You Can Win That Will Grow Your Business – But Hurry!

Score More Sales

Time is almost up to enter the Smart Selling Tools Sales Software Sweepstakes. We also like and trust many of the sales tools in the prize packages: Front Row Solutions, ePrize, Qvidian, DocuSign, OneSource, and IntroRocket. Congrats to Smart Selling Tools for finding a unique way to get the word out about their great website, and about tools that help sales teams. Sales Tools You Can Win That Will Grow Your Business – But Hurry!

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2 Sales Tools and Productivity Webinars on December 13th

Fill the Funnel

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. Which web tools deliver results for each task. How to leverage web tools to complement one another. 31 Must-Have Sales Tools in 2013. Comprehensive explanations of each tool and why you need it.

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People Skills Grow B2B Sales While Tools Make it Easier ? Score.

Score More Sales

People Skills Grow B2B Sales While Tools Make It Easier. by Lori Richardson on February 16, 2012. Some of my sales colleagues would hand-write on the tabs of the file folders and add tabs to hanging folders– these tools were our “lifeline” to keeping track of potential sales opportunities and all our connections. People do business with people – not with companies – not with CRM tools. Keep your focus on people, and use tools to having conversations with them.

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What do you Know about your Prospect?

Sales 2.0

tools in general). Circa 2012 it’s so easy to find out some information on your prospect that the prospect expects that you’ve done it. We increasingly have the tools to know more about our prospects right at our fingertips. ToolsHere’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 This post is about knowing about your prospect.

13 Tools to Create and Share Your Presentations

Fill the Funnel

When that need arises the following tools can not only ease the creation process but save you some time, and allow you to create a presentation masterpiece. Each of the 13 tools or services listed below has the potential to help you dazzle your next audience, whether it be in a boardroom, a school room or your living room. An effective tool to create and deliver your critical business communications to your customers, SlideRocket is worthy of your exploration.

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Old school tools aren’t ready for the museum

Sales and Marketing Management

Going social is certainly an important aspect of any sales and marketing strategy these days, but it can't come at the expense of tried-and-true "old school" tools. Going social is certainly an important aspect of any sales and marketing strategy these days, but it can't come at the expense of tried-and-true "old school" tools. Issue Date: 2012-05-01. Author: Paul Nolan.

Tools 186

Social Selling – This Could Take a While

Sales 2.0

tools? And putting those tools in place will change behavior? Tools Sales ManagementA few things happened to me this week that remind me how long It can take for new sales techniques to be adopted – and become a habit with sales people. I was discussing a situation with one of my sales consultant friends where they are seeing a sales force where solution selling is still only a skill of the minority.

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. The books below will challenge much of the traditional guidance for sales success, and take into account the many new web tools and social platforms that were simply not available just a few short years ago. Social media platforms are now your best tools.

Savvy Salespeople Use the Best Intuitive Cloud-Based Tools

Sales and Marketing Management

Mobility, intuitive cloud-based tools, iPads, iPhones, and social media have forever transformed the sales ecosystem. The biggest challenge is getting salespeople to adapt to new technologies and finding tools that tackle tedious tasks and make time for more deals By JOHN HAND, CEO, MobilePro. Across all industries and sectors, salespeople are no longer chained to a desk or landline, and managers and executives agree that integrated technology makes selling more efficient.

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CRM is the Tool and Sales Follow Up is Key ? Score More Sales

Score More Sales

CRM Is the Tool and Sales Follow Up Is Key. by Lori Richardson on February 8, 2012. The same is true with any cloud-based (SaaS) tools to help you in your business – they must be used, and used properly for you and your company to benefit. Many still think that CRM tools are underutilized because of two things: 1) many that are widely in use are still deemed too complicated and. These must be documented, and your CRM tool needs to be set up to support your process.

Applying Sales 2.0 in Real Life

Sales 2.0

Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell. There is a cool tool called SocialPandas that I use to help with lead gen via Twitter. tools and techniques in this role? tools – i.e. if you could only take three tools with you to a dessert island which ones would you take? Jorge : my “desert island tools” are: a. Linkedin : Linkedin is my essential sales tool. tools.

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