Wed.Mar 14, 2012

Sales force turnover – a problem that demands addressing

Sales Training Connection

Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is left uncovered for several months?

Act the Part to Become the Part

Sales and Management Blog

I often hear complaints from both new and experienced sellers that they don’t know how to become successful. . The key questions is always, “what do I need to do to become successful?”. When I ask, most say that they have some very successful sellers in their company, while others indicate that although they may not have any high production sellers in their office, they still know at least one highly successful seller that they are in regular contact with regularly.

ACT 48

Trending Sources

Why Salespeople Fail – Plus a Free Sales Health Check

Jonathan Farrington

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects?

Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

Increase Sales

The last several years have been difficult for the vast majority of businesses. It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them.

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

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10 CRM Trends to Watch

The 1to1 Media Blog

CRM is in the spotlight. According to a recent Gartner survey of CEOs, respondents rated CRM as a top priority in terms of avenues for growth, followed by e-commerce. Similarly, Gartner found that increasing customer acquisition, customer satisfaction, and revenue are the top three CRM goals for 2012.

How to Know the Sales Person You are Interviewing is a Superstar

A Sales Guy

You want to upgrade your sales team, either because someone or somebodies didn’t work out or because your growing and could use some more sales power. Either way, if your adding a new sales person, you are upgrading your team. You wouldn’t hire someone worse or less impressive than the last person OR the existing team, would you? Let me help you a little on this one. If you are hiring, the goal had better be to upgrade.

Refusing To Be An Imposter.

Dan Waldschmidt

We all want to be something that we’re not. At least, that’s how we’re talked to by advertisers, coaches, and business experts. According to the pros, you’re better off being an imposter than relentlessly pursuing bold ideas. You’re told that: It’s better to be rich then build relationships. It’s better to “get yours first” rather than give happiness to others. It’s better to smile but hurt inside than to cry but heal.

Matching Your Needs to Your Sales Trainer

Dave Stein's Blog

Note: This blog post was written by Al Case, ESR’s Principal Analyst and Research Fellow. Selecting the best sales training provider for your company’s needs isn’t easy.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Picking Up Your End of the Stick

The Sales Blog

Picking Up Your End of the Stick is a post from: The Sales Blog | S. Anthony Iannarino. There are a lot of people that help and support you at work. They pick up their end of the stick, and they expect you to pick up your end of the stick. Your sales leadership and your sales management support your efforts. They support you by teaching you, training you, coaching you, and sometimes by helping you win deals. By doing so, they are picking up their end of the stick.

Customer Experience Isn't the Only Thing; It's Everything

The 1to1 Media Blog

Is your customer experience where it needs to be? If not, your business may be missing valuable opportunities to boost customer satisfaction and improve retention. Worse yet, you may soon be facing critical problems. There’s more… To read the rest of this blog posting click here or visit

Luck of the Irish

Empowered Sales

The luck of the Irish is a common refrain as we prepare to celebrate St. Patrick’s Day. Possibly, the most widely celebrated saint’s day, St. Patrick’s Day dates back to 1783; a couple of decades after my ancestor’s moved to the middle colonies, of what would become the United States of America.

Gartner's Scott Nelson: Shifting From CRM as a Band-Aid to CRM as a Strategy

The 1to1 Media Blog

CRM as a concept has been around for a long time. And many firms have undertaken not just one, but several, CRM initiatives. As such, Gartner has looked at how CRM evolves and developed generational models that explain the changes in thinking and emphasis that we see. There’s more… To read the rest of this blog posting click here or visit Customer Strategy Gartner & 1to1 Media CRM Excellence Awards crm customerstrategy gartner1to1mediacrmexcellenceawards

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

The 3 Social Media Tools You Can’t Live Without (+6 More!)

Productivity and Motivational Tips for Inside Sale

It’s only when I travel to hot spots such as Pierron, IL, or Wilmington, DE, or Allen, TX, that I remember I live in San Francisco. You know — the city where you can walk down one street and decide whether you are going to have Burmese, Ethiopian, Japanese, or Spanish tapas for dinner.

Help Cure PPCD

The Pipeline

PPCD is an affliction suffered by many sellers, some are aware they suffer from it, others are not. Left unaddressed PPCD kills sales and bring danger to many companies whose top and bottom line have been negatively affected by this scourge. The good news is that when detected, it can be addressed, treated, and positive gains can be had moving forward.

Illuminate and Dust Off Your Sales Force

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Have you ever noticed that the inside of your car can appear perfectly clean and then, if the sun hits the dashboard just right, all of the glass and plastic windows, radio, navigation, dials and displays are filthy dirty with dust?

By: The Sales Association Launches SalesProCentral

Julie Hansen's Sales Blog

[.] the sales industry’s key thought leaders including Nancy Nardin, Jill Konrath, Lori Richardson, Julie Hansen, Colleen Francis, Brian Vellmure, Miles Austin, Rick Schwartz, Dave Kurlan, and many

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks. 2012 Technology Marketers Handbook

Sales Addiction

There are always great discussions going on at They’ve just released their 2012 Technology Marketers Handbook. Aside from the fact that I’m one of the contributors to the report, it’s a good read. Check it out. View this document on Scribd. Content Marketing Marketing content marketing linkedin marketing Marketing Technology Rick Schwartz

Illuminate your Sales Force and Dust it Off

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Have you ever noticed that the inside of your car can appear perfectly clean and then, if the sun hits the dashboard just right, all of the glass and plastic windows - to the radio, navigation, dials and displays - are filthy dirty with dust? Have you ever noticed the exact same thing in your home, apartment or office?