Fri.Mar 23, 2012

Can It Get Any Stranger?

Sales and Management Blog

We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more often than not we continue to make the same mistakes time after time. Maybe not the big obvious mistakes, but the little ones that we don’t notice we keep doing and doing. Doesn’t it seem reasonable that if we’re doing something that has a negative outcome that we’d stop doing it?

Exact 111

Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers can make all types of blunders.

Trending Sources

The One Way Street of Relationship Selling – Friday’s Editorial

Increase Sales

Relationship selling is a great sales strategy when combined with this element – gratitude or what my colleague Dan Waldschmidt calls a giving mindset.

Saturday’s Guest Post

Jonathan Farrington

Many of you reading this blog today are business owners, but how many of you undertake risk assessments on a regular basis? Just like that annual health-check, if we miss them, we are exposing ourselves to potential problems at a later date.

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.

More Trending

What You Should Be Reading This Weekend-Be a Little Adventurous!

Jonathan Farrington

We have just published this month’s Top Sales Magazine – and what a bumper edition! “So So here we are, almost at the end of “Mad” March, and that means many of you will be scrambling to close down business before month/quarter end.

A Little Pain Now Or a Lot of Pain Later (A Note to the Sales Manager)

The Sales Blog

A Little Pain Now Or a Lot of Pain Later (A Note to the Sales Manager) is a post from: The Sales Blog | S. Anthony Iannarino. It’s difficult to fire people. It’s difficult to do something that you know is going to cause another human being pain. Which is why you should do everything in your power to make certain it is truly your last resort. And you should make sure no one is ever surprised that they are being let go. All that said, it is still sometimes necessary to fire people.

Sales 18

A Powerful Answer To The, “I Want To Think About It” Objection

MTD Sales Training

“I want to think about…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did not successfully inspire a sense of urgency in the prospect. As I have said before, you

How Loyal Are Your Customers?

The 1to1 Media Blog

Gaining and retaining customer loyalty is no easy feat. Customers are often "loyal" based more on convenience than emotion, which means given a better option their loyalties will change as quickly the weather on a Florida afternoon. Loyalty programs help bolster retention, but they're not a magic bullet for fostering attitudinal loyalty. Earlier this week at Loyalty 360's Loyalty Expo 2012 several speakers shared research findings that reveal just how fickle consumers can be.

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.

Decisions Are Great – The Tools Are Also Important

Bob Burg's Blog

In a recent post by Certified Go-Giver Coach, Linda Ryan , she suggested some great ideas for bringing yourself out of an emotional funk. One of her readers wrote, “Why not just decide to be happy?”. It was an excellent question. And, knowing the reader personally, I know he is a successful business person with a great attitude and, I assume, happy, as well.

The Sales Quiz

Sell More and Work Less

Take today’s sales quiz and see how sales savvy you are! Video Sales Quiz

Customer Retention, Customer Service, Customer Experience The Rant Goes On

Partners in Excellence

A couple of days ago, I ranted, in part, about my experience with my past computer supplier. We had depended on their computers for many years. Over the past several weeks, I have had power supply, battery problems and related issues. I’ve spent hours on the phone with customer service representatives. Each one of them has been very polite and reassuring, “We will get your problem solved!

Guest post at LeadsCouncil: 5 landing page mistakes we all make

Buyer Zone's Lead Generation Blog

I've got a guest post up at the LeadsCouncil web site: Five Landing Page Mistakes We All Make. I say "we" in the headline specifically because BuyerZone has made all of those mistakes at different points over the years, and while we've learned the lessons, we're still not perfect. As a result of #3 -- constantly testing new designs and other changes -- we're regularly creating new versions of our landing pages.

Sales Training Playbook by Lessonl

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

Business of Software: What Heads of Sales and Marketing Need to Think About To Grow? … Hint: Keep Your Channels Close

Software Business Blog

Knee-Jerk Reaction: Online Commerce Leads to Software Channel Disintermediation. The popular press has been filled with articles about the ongoing disintermediation of channels coupled with the rise of direct vendor to end-consumer relationships.

The Sales Quiz

Sell More and Work Less

Engage Selling''s Sales Quiz. Video Sales Quiz

Offline Relationships Are More Critical Today Than Ever Before!

Vertical Response

So I just got back from a week at the South by Southwest Interactive festival in Austin, TX. I have to admit that this was probably the most impactful trip I’ve had since I first attended back in 2009.

B2B email sees increases despite overall drop

Inside Campaigner

Return Path's Global Email Deliverability Benchmark report for the second half of 2011 reported a decline in inbox placement rates in worldwide, dropping from 81 percent six months ago to 76.5 percent.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Guest post at LeadsCouncil: 5 landing page mistakes we all make

Buyer Zone's Lead Generation Blog

I've got a guest post up at the LeadsCouncil web site: Five Landing Page Mistakes We All Make. I say "we" in the headline specifically because BuyerZone has made all of those mistakes at different points over the years, and while we've learned the lessons, we're still not perfect. As a result of #3 -- constantly testing new designs and other changes -- we're regularly creating new versions of our landing pages.