Sun.Jun 23, 2019

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

I received this question from a reader of my blog last week: “Mike, I have a question for you. Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach?

Actionable Innovation in an Ever-Changing Competitive Landscape Is a Requirement for Survival

Sales Benchmark Index

As the CEO, one of your core responsibilities is harnessing and utilizing the intellectual capital tied up in your employees. Not all market-defining and competitive differentiating ideas will be yours. But whether your company is fledgling or enterprise, the challenge.

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

Monday Motivation Video: How to Get Focused and Achieve More

The Sales Hunter

How many things are you focused on this week? Probably a million, because we all feel like we have a lot to do. You will accomplish more when you intentionally focus your mind in the moment. For the next 15 minutes, set your mind on the one task you’d like to achieve right now.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

High Performers Spend Their Time Differently

Partners in Excellence

Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with.

More Trending

Do You Present As If You Are Sliding In For the Win?


Baseball season is upon us, and today’s Sales Tale is about PowerPoint presentations or sliding in toward earning a win. Unfortunately, the person at the center of the story struck out big time!

Your Personal Growth and Fighting the Drift

Anthony Iannarino

Scientists believe that every one of the 37 trillion cells in our body is replaced every seven years, with our bones being replaced every ten or so years. This is not including the 38 trillion or so bacteria contained within your body.

ACT 77

How to Prevent Phishing and Avoid Cyber Attacks


Companies across the globe experience more than one million phishing attacks each year ( source ). Let that sink in. This means, the individuals who perpetrate this type of crime are constantly attempting to gain access to highly personal information.

Four Components to Optimize Your Sales Organization


I recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them. Sales Management Sales Strategy

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Weekly Recap, June 23, 2019

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs. sales tips

Why Does Visibility of the Production Floor in your CRM Increase Customer Satisfaction?


According to Marc Murphy , CEO of Atlatl software, “Prior to Industry 4.0, production was the bottleneck to growing a successful company and customer base. Now, the bottleneck in manufacturing is the front end sales process.”

CRM 43

Addressing Scalability When Selling to Enterprises


Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. These customers bring in significantly more revenue, but the buyer journey and experience have their own nuances. Enterprise-level organizations have hundreds or even thousands of employees, several office locations globally, bring in billions of dollars every year, and may have been around for decades.