The Lie You’ve Been Told About Advertising


That was what one of our GKIC copywriters, Cindy Cyr, was told by her sales manager back when she sold advertising for a regional magazine. Ad agencies, college marketing professors and media sales people tell people to “get your name out there.”

3 Ways To Get You New Clients Fast!


When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising). Sales Management For Sales Pros

Trending Sources

Sales Alignment with Company Strategy Part-2


This is part 2 of a 2 part interview with Frank on the crucial subject of aligning sales efforts with company strategy. How can sales metrics be better aligned to forward company strategy? Also, remember that markets don’t care about any specific firm’s strategy and sales process.

Sales Alignment with Company Strategy Part-1


This is part 1 of a 2 part interview with Frank on the crucial subject of aligning sales efforts with company strategy. Why is it important to connect selling to company strategy, and what are some suggestions for getting a sales organization to do that? Sales Management Leadership

High Trust Selling


Consumers were not very sophisticated, so selling techniques revolved around this typical scenario, which still exists today: Low trust salespeople paid little attention to targeting their markets or planning their sales calls. The low trust sales pitch was, by necessity, generic.

Sales Process in a New Sales Leadership Model

Increase Sales

Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture.

How to Recognize and Sell to Your Niche Audience!


With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Making sale after sale is the ultimate target of any salesperson. Another option for you here is Facebook Advertising.

How to Sell to Your Niche Audience on Facebook


Banner advertisements, website promotion, search engine optimization, email marketing and affiliate marketing all fall under the umbrella of the term Internet marketing but there is even more to Internet marketing than those concepts. Advertising or Retargeting Using Facebook.

7 Critical Sales Leadership Challenges

Steven Rosen

That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced.

The Fearless Sales Leader

Steven Rosen

The Fearless Sales Leader . In our industry, sales leaders are accountable for achieving the company’s sales objectives and sales objectives equal success. Sales leaders believe it is their job to develop their sales managers.

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Big Deals and High Heels: Why Women Are Naturals at Selling

No More Cold Calling

And that’s a good thing in sales. Men still outnumber women in the upper echelons of sales. Success in sales is about building and nurturing relationships. We delight in enlisting multiple generations in our sales efforts. But I do love sales.

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

No More Cold Calling

Referral selling is a disciplined process sales leaders need to learn. Or do you unequivocally believe and trust that you have a referral process in place to drive revenue, save your job, and position your company for sales success?

Build Predictable Revenue

Your Sales Management Guru

CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. Sales Management Systems

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Dump the Script We’ve all had to make calls from a script at some point in our sales career. Consider the opposite sales approach.

Write with Care in Your Sales Presentations

Increase Sales

Sales presentations can earn the sale or sink it. In thinking of my past corporate sales management life, I would have love to have charged for sales meetings. Sales presentations are an opportunity to differentiate you, your SMB and your solution.

Trigger Events, Value Selling and a Little Weekend Project Involving a Power Sander

Smart Selling Tools

I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. Value-gaps are what keep opportunities from closing and lengthen sales cycles.

Forget the Shiny Toys and Wondrous Bobbles

No More Cold Calling

Don’t let technology wreck your sales pipeline. Our relationships are actually what seal deals —and keep our sales pipelines full of hot leads. Technology provides valuable tools for advertising, marketing, and sales research.

Managers and Teams – United We Stand, Divided We Fail?

Jonathan Farrington

I have also been frequently quoted as saying “Show me an underperforming sales team and I‘ll show you an unqualified and ill-equipped sales manager”. Managing people doesn’t just mean acting as overseer, to see that they get their work done satisfactorily.

In Sales What Worked Yesterday May Not Work Today in the Same Way

Increase Sales

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. Sales is changing yet remaining the same.

Win with Social Selling

Igniting Sales Transformation

After all, it takes more than a well written social profile or a few connections, clicks and likes to achieve sales objectives. Like all aspects of being good in sales, how you utilize social channels as part of your sales process takes work.

How to Get More Referrals Now

No More Cold Calling

Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers. It’s then that we can make the person-to-person sale.

Use Personal Recruiting To Build Your Sales Team

MTD Sales Training

Yet finding top sales people , especially those who will become long-term loyal assets to your firm, remains a difficult task. . However, with all of our advanced technology, word-of-mouth is still a powerful and effective tool, not only in selling, but in recruiting sales people as well.

How This Unknown Factor in Social Media Affects the B2B Sales Cycle

Increase Sales

Social media is a marketing strategy and tactic that has become embedded within many business to business (B2B) sales cycle. If traditional advertising is employed, the date of the advertisement serves as the potential first contact date.

61 Awesome B2B Sales Jargon Busters


If you are new to Business to Business Sales then sometimes the sales jargon, buzz words, phrases and acronyms Sales Professionals use can be quite confusing. Furthermore without any standard definitions these words and phrases continue to confuse and mislead Sales People.

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Sales Recruiting: Scoring Your Interviews

Your Sales Management Guru

Sales Recruiting: Scoring your Interviews. In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process.

Marketing—How Everything (and Nothing) Has Changed

No More Cold Calling

With new, sophisticated Web applications, social media, the cloud, and the skyrocketing adoption of mobility, marketers and advertisers alike have been scrambling to figure out how rapidly-evolving technologies impact the way we engage customers. The future of marketing is happening now.

Mark Zuckerberg Redefines Value

No More Cold Calling

In the sales world, we equate value with ROI. Interestingly, WhatsApp co-founder, Jan Koum, who has written damning posts on advertising, will now join the Facebook board. What’s the message for those of us in sales? Do you have $19 billion?

The Sales Shortcut Mentality - Is that You?

Increase Sales

Have you ever viewed those headlines in emails or advertisements announcing this or that “shortcut” to improved results be it in sales, leadership, business operations, etc.? One of the results of all this messaging is it appears to be fostering a “sales shortcut” mentality. The sales manager is pushing hard to increase sales. The salesperson is looking to make her or his sales quota.

[Sales Alchemy]: Turning a “No” into a “Yes”

No More Cold Calling

” That’s a wise observation from an astute manager I worked for early on in my sales career. Others say prospects use objections to test your sales savvy or to see how you respond. This reduces and often eliminates major objections to the sale.

60,000 Unique Visitors Sales Pitch Means Nothing Part 3

Increase Sales

You are in sales and work for a print and digital newspaper. Your sales script emphasizes your site secures 60,000 unique visitors because you have been told unique visitors matter to your ideal customers who are small business owners. Increase Sales Coach – Blog.

What Is The Best Way To Grow Your Prospect List?

Sales Tips & Techniques

A sales management team may be able to help determine the best strategies for their representatives, but when it comes down to it, salespeople need to do the ground work. You can cold call on the phone, work face-to-face, use networking, attend seminars or executive briefings, use email blasts, newsletters, advertising, SEO, referrals or user groups. There is no magical solution for building a prospect list.

Sales Management and Company Culture

The Sales Insider

I bring this up because I think all of us in sales have had the experience of closing a deal, all the while having a nagging feeling in the back of our minds that we may actually have just cost the company money by making the close. Obviously I’m not saying that a sales rep should reject a sale because “it just doesn’t feel right.” It manifests itself in hiring and training practices, marketing and advertising, pay structures and bonuses.

Leads are Making Salespeople Lazier Than Old Golden Retrievers

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? If you don’t need sales reps, you’re not innovating. .

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How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders. Today, getting in the door is more difficult than executing face-to-face sales calls. Today your sales people have multiple product specialists, overlays, and management support.

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Lies You Want to Believe

The Sales Blog

Every day I watch the social media advertisements roll by on Facebook and LinkedIn. Today I saw no less than three advertisements on LinkedIn, all of which began with the headline: “ Cold Calling Is Dead.” If you have learned to hate cold calling, this advertisement is aimed directly at you. If you don’t like a big, expensive sales force, learn to lead it and teach it to succeed and it will be the cheapest sales force money can buy. Sales 3.0

Sales Leadership: Be Prepared!

Your Sales Management Guru

Sales Leadership; Be Prepared. Sales leaders face challenges every day and being prepared as much as you can be is critical success factor/CSF. While many times salespeople are less organized than many other job roles good sales management must be highly organized because of the random nature of various events that can be disruptive on a daily basis. So what can a sales manager do to help themselves?

The Truth Behind Failed Sales Training Coaching

Increase Sales

The truth behind failed sales training coaching is the curriculum, the process, the methodology call it what you will has been designed for the 1.8% Most, probably 95% of all sales training coaching has been developed to work with these three presumptions: Strategic plan exists.

Overcoming Rejection is a Key to Success in Selling

Sales and Management Blog

How we handle the “no” is one of the keys to succeeding in sales. . Finally, someone has his checkbook out and is ready to go, all you need is a little help from your sales manager. Your sales manager says NO. You managed to get your manager on board? These salespeople will use a number of impersonal prospecting methods, such as direct mail, email blasts, and advertising. If you sell you have to learn to deal with rejection.

How To Determine Whether Or Not To Put A Price On Your Product

Sales Tips & Techniques

A sales management team always has to determine whether or not they want to advertise the price of the product or service they are offering, and many managers will struggle with making a decision regarding the availability of the information. Read full story → Sales Management