No More Cold Calling
JANUARY 12, 2011
“I’m not working today.” That’s the email message I received from a client in response to information I sent at his request. How are you not working if you’re checking email? It’s the blessing and the curse of those of us in sales. As entrepreneurs, we have the flexibility to state our own hours, take vacations when we choose, get our haircut on a weekday, and walk the dog at 11 a.m.
Pointclear
JANUARY 11, 2011
Comment on The Bridge Group's ten predictions for inside sales in 2011. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions. Roles will continue to segment. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Hunters will go after new business while farmers will cultivate the customer base.
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Anthony Cole Training
JANUARY 11, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Steven Rosen
JANUARY 13, 2011
Setting Your Goals into Action. Research shows that the one characteristic that successful people have in common is that they continually set goals for themselves. Below you will find my 5 Step Process to Setting Your Goals into Action. Achieving the success you desire is within your reach. 5 Steps to Setting Your Goals into Action. Step 1 What: Establish what you want to achieve.
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Fill the Funnel
JANUARY 25, 2011
Why would any sales rep make the decision to be invisible to customers and prospects? To intentionally block a company from learning of you and your capabilities? Are you waiting for your company to provide training for you? Have you adapted the “see no evil, hear no evil, speak no evil” approach depicted above toward your online presence and your use of social tools?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
JANUARY 25, 2011
InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. Finally, a Sales 2.0 company states that cold calls are dead.Yet, many sales people continue to cold call. My definition of a cold call: You call a person who does not know you and is not expecting your call. (For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”.
Pointclear
JANUARY 19, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. This month Jim's intention is to stimulate conversation. I am asking you to take a journey of Counterfactual Reflection.*. Counterfactual reflection is considering a turning point in the past and making assumptions as if the event had not occurred.
Keith Rosen
JANUARY 19, 2011
It’s the third week in January. Do you know where your goals are? How about the plan that will enable you to achieve them? At this point, a good number of managers have already set their yearly sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or
SBI
JANUARY 9, 2011
One of the most valuable assets a company has is their contact database. In fact, an inventory of prospect and customer names is just as important as product inventory. People would lose their jobs if they let 40% of the company’s product inventory spoil every year. Yet, according to the U.S. Bureau of Labor Statistics , 37.2 percent of the total workforce was hired into new jobs in 2009 (not including people who got new jobs with the same employer).
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Fill the Funnel
JANUARY 13, 2011
If you are a casual LinkedIn user you might not have noticed, but LinkedIn has been very busy releasing new features and enhancing some of their familiar standards over the last four months. The quiet, conservative company has launched more features and updates during this short window of time than at any time that I can recall. There have been so many changes and additions that I thought we should review them for you in one post.
Your Sales Management Guru
JANUARY 2, 2011
Sales Leadership: What? All my numbers are back to zero? Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are really two aspects of this topic that sales management must face.
No More Cold Calling
JANUARY 7, 2011
I said I don’t make New Year’s resolutions , but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World , wrote a remarkable post. The following excerpts are from Jonathan’s blog : ““ Year’s end is neither an end nor a beginning but a going on, with all the wisdom that experience can instill in us.” – Hal Borland. And that is what it will all be about for me in 2011, building on many of the wonderful things we achieved in 2010.
Pointclear
JANUARY 31, 2011
I recently published The Truth About Leads. Find out why. Click here to view Amazon listing.
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Keith Rosen
JANUARY 26, 2011
*Do you find that your business partners have differing views on the business, the relationship and more? *Does the thought of having a conversation with your partner leave you uneasy and frustrated -or do you avoid them altogether? *Do disagreements between you and your partners leave your staff or customers unsure of decisions? *Have you heard that most partnerships aren’t successful so you’re hesitant about getting into one?
Sales Training Advice
JANUARY 18, 2011
Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however, is quite the opposite. I find time after time when I’m working with salespeople across any number of industries that the failure to listen is a huge issue.
Fill the Funnel
JANUARY 21, 2011
If you are in sales and have an iPad, you have probably been looking for an iPad app designed exclusively for your needs. The first iPad powered App designed specifically for outside sales reps and account managers is now available. Here is a link to an overview 90 second video of Sales Beaver in action. Sales Beaver is the App and in spite of it’s cutesy name, this application actually performs very well.
Your Sales Management Guru
JANUARY 24, 2011
The Importance of Sales Management in a Recovering Economy. During the past two weeks I have been in Miami, Phoenix and this weekend I have been speaking in San Antonio. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. It’s been a great few weeks.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
SBI
JANUARY 23, 2011
Even for the smallest of companies, this year will bring a renewed enthusiasm for tightening up the sales and marketing process. There are just too many reasons not too. And there are plenty of software tools to make the job easier. If you’re one who has vowed to take charge in 2011 and deploy the right tools to get the job done, we want to help. We are publishing a long list of sales and marketing software buyer’s guides throughout 2011.
Tom Hopkins
JANUARY 17, 2011
I recently received this message from Jeb Blount, CEO of Sales Gravy, a great website I contribute articles to: “We are seeing solid trends indicating that 2011 will be a big year for sales hiring and that the fight for talented sales professionals will become even more competitive. We currently have 76,000 sales jobs [.] No related posts.
Keith Rosen
JANUARY 10, 2011
With the timely pressure that we place upon ourselves in the New Year when declaring our resolutions and charting our goals, many people often fall short of attaining their goals or honoring these resolutions. Sure, there are many reasons why we may not reach our goals but before we point our finger at things like lack of execution, resources, skills or effective time management, we need to first look at the source of the problem; that is, the goal itself.
The Science and Art of Selling
JANUARY 13, 2011
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Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Fill the Funnel
JANUARY 31, 2011
Google Chrome has been my preferred browser for some time now, primarily due to speed and efficiency. The vast majority of my computer activity is now web-based applications versus those that I have bought and installed a license for. As frequently as I open and close web apps, they are still a bit cumbersome to get to when compared to your downloaded applications like Microsoft Excel or Powerpoint.
Your Sales Management Guru
JANUARY 31, 2011
Sales Management: January is over; how do you feel? On Friday I had my two year eye exam. The doctor went through the usual tests with eye charts, drops in the eyes and checks for cataracts/glaucoma-good news he said I passed and was ok for another 5,000 miles. On the way back to my office I was thinking about you. Remember in my blog on Sales Management Time Management I mentioned there are only 10.5 months to achieve your yearly quota?
BrainShark
JANUARY 27, 2011
Do you or your target audience own an iPhone or an iPad? If so, you’re one of over 30 million people that does. And with Verizon already distributing iPads, and recently announcing their plans to distribute the iPhone in February, those numbers will rise.
Tom Hopkins
JANUARY 5, 2011
If you have access to a postal mailing list for potential clients, I suggest sending them a simple, one-page letter of introduction then following up with a phone call. [Even better, if you can network with someone else who already does business with the people you're trying to approach, get their permission to send the [.] Related posts: How to Handle an Angry Client.
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The ROI Guy
JANUARY 25, 2011
Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, January 25, 2011 Diametrically Opposed Forces: Selling Value in a Buyer Controlled World Alinean just had the pleasure of wrapping up a webinar with SiriusDecisions analyst Jim Ninivaggi, and this session contained import
The Science and Art of Selling
JANUARY 10, 2011
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Sales Training Advice
JANUARY 13, 2011
“Never let the final proposal be the first proposal they see.” This is advice that I have given many times in sales training sessions to salespeople in organizations both large and small, and I’m often asked to explain in more detail what I mean by that. I’m pleased to do so in this article, because what I have to say in that point is absolutely vital for salespeople who want to improve hitting and surpassing their sales targets.
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