June, 2017

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.

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.

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Sales Effectiveness - How to Win Every RFP That You Respond To

Understanding the Sales Force

Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting.

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.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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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?

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.

[Free Webinar] Overcoming Your Biggest Sales Management Challenges

Steven Rosen

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities.

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!

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Acing Your Sales Job Interview: 5 Tips for Recent Grads

Velocify

After four years of midterms, finals, group projects and everything else higher education brings, it’s finally time to put all those years of education to work. Your first challenge is the job interview, with what some might say is your toughest critic – a sales leader.

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.”

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.

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.

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Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

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.

The 13 Least Known Sales Technologies

Velocify

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market?

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.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

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 […].

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."

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

What Does That Do? Curiosity Stimulates Interaction.

Fill the Funnel

What does that do? One of the most frequent questions I get asked. As a reader of Fill the Funnel you are frequently participating in one of more tests or experiments I am running at any given time.

Sales Training Playbook by Lessonl

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

Top Sales Lead Management Mishaps

Velocify

Businesses spend billions to attract ready buyers, generating a vast number of leads. Despite this, research shows that sales reps typically do a poor job of managing their leads, at the expense of their company’s revenue potential.

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 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.

How To Prospect: Don’t Start What You Can’t Finish

The Sales Hunter

You need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

The Art of Social Selling -- Summarized by getAbstract

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

9 Simple Sales Enablement Tips to Implement Now

Sales Benchmark Index

Article Sales Strategy playbook sales sales certification sales charter sales enablement sales playbook sales training training

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.

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Sales EQ-a book review

Your Sales Management Guru

Sales EQ-a book review . Twenty six page corners turned over! Without checking that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, buy this book today. Jeb Blount’s latest book Sales EQ is a MUST READ book if you are in sales, especially if you have a desire to succeed at higher levels.

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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.

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.