Fri.Apr 20, 2012

What Is Missing in Social Equity

Increase Sales

Simply speaking, social equity is a term to define the impact of social media actions (think return on investment) for an organization. This impact is directly connected to the relevance of the postings through various metrics. However, there is something else than is being missed by some small business owners to C Suite executives and that is engagement as well as value as perceived by your ideal customer. Credit

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects.

Trending Sources

Protect Your Dreams from Those Who Would Crush Them

The Sales Blog

Protect Your Dreams from Those Who Would Crush Them is a post from: The Sales Blog | S. Anthony Iannarino. I was approached by a group of undergraduate students this week. They told me that they had decided to start a consulting firm to help small businesses implement social media into their marketing plans. I told them that I thought that that was wonderful. They looked at each other with a look that revealed that there was more to the story.

How a Free Burrito Turned into A $55 Speeding Ticket and a Great Customer Experience

Social CRM

It’s hard trying to keep up in the Age of Acceleration. Everything is sped up. Everything is enhanced. Everything is scaled up.

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

The Mind Plays Tricks on Salespeople

Sales and Marketing


Email Marketing for Coaches and Consultants

Ian Brodie

As I wrote in The Truth About Email recently, email marketing is still one of the most powerful tools any business can have in its arsenal. But what about email marketing for coaches, consultants and other professional? Will it work for us?

What’s In It For The Person Paying The Bill?

Partners in Excellence

I received a frustrated email from a colleague the other day. He described a sales situation—he’s selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment – a business case that seems compelling on the surface. But he’s frustrated because he can’t close the deal. It’s actually a situation B2B sellers encounter quite frequently.

Sales Quiz – Dysfunctional Sales Teams

Sell More and Work Less

Are you creating a dysfunctional sales team? Take our sales quiz and find out. Video Sales Quiz

Sales 11

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.

Hey, Sales Leader, Do You Really Understand Your Role?

Jonathan Farrington

In my view, the role of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the sales leader will have created a sales team with a shared mental model.

A sales leadership lesson from IBM’s Executive School

Sales Training Connection

Lessons from IBM for Sales. Way back in 1955 when the average cost of a new car was $1,900 and a gallon of gas was 23 cents, Louis Mobley was given a blank check by Tom Watson, IBM’s CEO, to create a school for training IBM executives.

The Importance of Attitude to Your Sales

The Sales Heretic

What’s the biggest difference between top-performing salespeople and everyone else? Attitude. Whether you’re salesperson, manager, CEO, professional or small business owner, your attitude affects your results more than any other factor. Why exactly does attitude matter so much? And how can make sure your attitude is helping you, not hindering you? Listen to my latest interview with Jim Blasingame [.]. Sales attitude business CEO manager owner professional results

Affiliates – Start Your Engines

Software Business Blog

Avangate is proud to launch its 2012 line of contests for affiliates that generate sales. Software is a great niche to promote as an affiliate, no doubt about that: big commissions, instant gratification for customers, easy to test & promote. But here’s another reason you may want to grow your sales through the Avangate Affiliate Network: we’re offering $8,000 worth of prizes for both our existing affiliates and the new affiliates that will join us into promoting software online.

Sales Training Playbook by Lessonl

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

Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer's Sales Blog

Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times.

A Purchase Is Not an Opt-In

The 1to1 Media Blog

How many times have you bought something from a retailer online only to find yourself facing a sudden onslaught of emails from the company? Too many, I'm sure. Yes, online retailers need their customers' email addresses to confirm their purchases. But it's the more customer-centric companies that actually 1) note that the email will be used for confirmation purposes only, and then 2) ask if you'd like to opt in to their mailing list(s).

Don't let B2C headlines change your B2B strategy

Buyer Zone's Lead Generation Blog

Read a terrific piece today by Chuck Richard at Outsell that should be a warning to B2B companies of all kinds: Mind the Trap: Consumer Does Not Equal B2B. The Outsell article is focused on media executives, but the lessons apply equally to B2B marketing and sales teams. When you're constantly exposed to articles about how to use Pinterest for marketing and using Facebook to generate leads , it's easy to get swept up in the excitement.

Learn from the Pros – Contests & Promotions We Love

Vertical Response

Contests and promotions are a great way to get people excited and talking about your business. They can be a refreshing addition to your usual advertising.

The Art of Social Selling -- Summarized by getAbstract

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

Sharon Drew’s ‘retirement’ & the Future of Buying Facilitation®

Sharon Drew Morgan

In 1988, I trained Helping Buyers Buy to a sales team at KLM. In 1997 my 2nd book Selling with Integrity was on the NYTimes Business Bestseller’s list. In 1998 I was on CNN Airport News, in 6 minute segments, 8 times a day for a week, worldwide.

Sales Quiz – Dysfunctional Sales Teams

Sell More and Work Less

Are you creating a dysfunctional sales team? Take our sales quiz and find out. Video Sales Quiz

Sales Training Article: How to Improve Partner Sales Forecasts

Customer Centric Selling

5 Tips for Driving Sales With Email Marketing

Inside Campaigner

As the appeal of cloud services for businesses continues to build in today's increasing mobile world, sales professionals now have the ability to employ email marketing tools that can help drive success, while facilitating the ability to communicate with existing customers or wake up prospects that may have gone dark. A robust email marketing tool or service has many benefits for business owners, including: Eliminating the need for clunky mail merges in Outlook. More successful email delivery.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.