June, 2017

Sales Reps: Do the Right Thing

Pipeliner

For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s

Customers Leave People Not Businesses

Increase Sales

You work hard to build your SMB. You make the extra effort to show appreciation to your loyal customers. And then poof, one of your people, with some poor emotional intelligence destroys what you worked so hard to achieve. A True Customer Loyalty Story.

Trending Sources

Instant Productivity: Five Ways to Be Immediately Productive in the Morning

The Productivity Pro

Instant Productivity: Just Add Coffee. Humorous sign, author unknown. Short of caffeine, there’s no magic elixir you can take to make you productive, or we would all surely be addicted to it.

Do Account-Based Sales Reps Really Need SDRs?

No More Cold Calling

Here’s how to land and expand outside the box. “I’ve I’ve been waiting my whole life to say this.”. That was the subject line of an email I received from my daughter. She explained that my granddaughter, age six and in kindergarten, wanted to wear high-heeled play shoes to school.

Sales Training Playbook by Lessonl

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

More Trending

Brother Can You Spare a Posting?

Increase Sales

A LinkedIn post by Tibor Shanto entitled Brother Can You Spare a Sale made a connection with me regarding all the unsolicited requests I receive to submit articles for this blog. These complete strangers want me to spare a posting so they can get their marketing message out. Really? People buy from people they know and trust. This is the first sales buying rule my father taught me years ago. Why would I allow my prime marketing real estate to be given to a complete stranger? .

Ban Interruptions! Six Ways to Limit Drop-Ins

The Productivity Pro

Many of the most creative, productive conversations I’ve ever had started as spontaneous, unplanned interruptions. Sometimes we need to interrupt others if we have a customer on the line and need a fast response.

How Account-Based Sales Reps Can Win New Clients from Lost Deals

No More Cold Calling

Referrals might be your silver lining. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. But there’s one I’ll never forget. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career.

Predict the Weather but Control the Sales Forecast and Revenue

Understanding the Sales Force

Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius.

The Art of Social Selling -- Summarized by getAbstract

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

5 Steps to Develop An Awesome Remote Coaching Program

Steven Rosen

Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business.

Why Is My Sales Team Losing Momentum?

Pipeliner

Your sales team is performing well, you are reaching out to new prospects, turning them into new customers and revenue figures are looking healthy. Suddenly, however, things start to change. Your team is finding it harder to close deals and the percentage of staff achieving quota is falling.

I Have 13,000 LinkedIn Connections Now Justifies Bad Marketing

Increase Sales

Bad marketing is rampant on LinkedIn. Yesterday after accepting a second degree connection, I received a message to read his article and get on the pre-order list for his book. My response was: So you reached out to me to make a sales pitch? Not the best use of LinkedIn. I will be disconnecting from you. Possibly next time attempt to establish a more personal relationship before the sales pitch. He then said “The article is free.” ” I responded “But the pre-order is not.”

An IT OT Convergence Culture is about Opportunities, not Obstacles

Babette Ten Haken

Creating an IT OT convergence culture requires vision and guts. And versatility. Often, execution of strategy is specific to industry and market. On the one hand, industrial Internet of Things (IIoT) environments create huge opportunities for enlightened organizations and vendors.

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.

Do Your Account-Based Selling Teams Need a Strategy?

No More Cold Calling

Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it?

3 Character Traits of a Good Innovation Manager

Mukesh Gupta

Premise: Almost every CEO that i meet wants to find out a way to out-innovate their competition. They want to innovate to improve their profits. They want to innovate so that they can help their customers innovate.

Sales Science and Data Win the Day

Understanding the Sales Force

Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months.

Data 76

4 questions to help you engage with a prospect

Pipeliner

My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Gratitude Is a Two Way Street in Business and Life

Increase Sales

Is it just me or has gratitude become a less traveled street than in years gone by? What happened to personal thank you cards or even small gifts to acknowledge the work efforts of others? Have we become so conditioned to he or she “is getting paid to do” whatever that we have forgotten this simple, human gesture of gratitude? The reason for this question is because of some recent interactions with a local health care facility and its staff.

Most Effective Way To Get Your Message To Customers

Fill the Funnel

The most effective lead generation method right now incorporates video. In order to stand out, viewers want to see a high-quality, jaw-dropping video and say WOW!

Funnel 105

1 Simple Way the VP of Sales can close Sales Management execution gaps

Sales Benchmark Index

Article Sales Strategy execution gaps head of sales sales execution gaps sales management svp of sales

Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful.

Tools 72

Perhaps Hope is a Selling Strategy After All!

Understanding the Sales Force

Image Copyright 2Jenn. You've heard that hope is not a strategy - and it isn't a strategy if you're sitting there saying to yourself, "I hope I win this deal.". As you know, hope was a big news topic this week when James Comey revealed that President Trump said, "I hope you can let this go."

Stop Chasing the C-Suite

Pipeliner

A client and I were chatting over steamy hot chocolate and scones (yes, I have the best meetings) when suddenly this Director of Demand Generation turned very serious. I could see her body tense as she asked, “So, how can we get to the C-suite?

Buyer 208

Travel Tips from a Road Warrior

The Sales Hunter

People ask me how I put up with traveling so much. (I I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.) My response is travel has never been easier, despite all of the hassles of full planes, security lines, bad weather […].

Looking for Shorter Working Hours, Then Forget Sales as a Career

Increase Sales

Being in sales as a career requires not only a variety of skill sets, but the willingness to work long hours. Recent research released by Workforce360 for RandstatUSA discovered Millennials and the forthcoming Generation Z generations were unprepared for the long hours in their current jobs. With 97.7% of the U.S. businesses have fewer than 20 employees, working long hours has become the norm. Not only is there the standard 8 hour day, but other before and after work commitments.

How Sales Operations Enables the Sales Strategy

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics descriptive analytics pipeline management predictive analytics quota setting Quota setting process sales operations territory design win-loss analysis

How to Create an Ebook From Blog Posts and Grow Your Customer List

Fill the Funnel

You’ve heard this already – “the money is in the list”, right? So you know, you need to build your email list. It’s easier said than done though.

eBook 95

Disrupt Customers by Disrupting Yourself First

Babette Ten Haken

When we disrupt customers, what do we seek to accomplish from our intentions and actions? Let’s say we are engineers offering what we perceive is an incredible solution to a perplexing manufacturing issue.

Need a Job? 4 Steps to Finding New Business Opportunities

Pipeliner

You might discover that instead of on LinkedIn, the business opportunity you are seeking might be right next door. My friend Sarah that told me she obtained a job as marketing head for a new startup company.

How Account-Based Sales Teams Can Make Buying Easy

No More Cold Calling

Prospects need more insights, not more information. The love affair began when I put a soft, Italian leather wallet in his hand. It was a done deal. I made the sale. This was decades ago, when I owned a luggage and gift store. My customers had countless choices for suitcases.

You'll Talk to Anyone Is a Sales Prospecting Necessity

Increase Sales

One of my most favorite people, Michael Sleppin (who is now retired) saw strangers as a sales prospecting opportunity. Michael would talk to anyone and by being so open he made incredible contacts. Yet we as children are conditioned not to talk to strangers. To overcome this negative yet protective childhood conditioning requires us to leave our comfort zones and to accept that our FEAR of talking to strangers is F alse E vidence A ppearing R eal.