Sat.Mar 31, 2012 - Fri.Apr 06, 2012

The 8 Buying Considerations CRM Vendors Don’t Want You to Know About

Smart Selling Tools

Tweet Customer Relationship Management. Like most ad-numbed and ‘spin’-undated consumers, when considering a CRM solution, sales software buyers focus on the usual eye popping standards like price and features, while leaving the most important element a distant third – the one that will keep the system in the ‘go-to’ category long after price and features have faded from memory – and that is use-ability.

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Sales Leadership – The Talent of Personal Accountability or Wake Up!

Increase Sales

Top sales performers live and die this sales leadership talent of personal accountability. These individuals are at work before anyone else and usually are working after everyone else.

Trending Sources

Your Preferences on Webinars-Share Your Views

Fill the Funnel

Webinars have become one of the most popular learning platforms available for both presenters and for participants.

10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Anyone can fulfill orders from customers who call. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

More Trending

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” ” I get asked this question a lot. Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. The telephone is the #1 tool. Networking is not prospecting.

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Discussion Continues on B2B Sales Influencers

Score More Sales

image courtesy of Extole. With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I’ll be moderating a second roundtable on Thursday, April 12 at 1PM Pacific / 4PM Eastern.

How Marketing Strategy Goes From Good, to Bad, to Ugly in 24 hours

Increase Sales

Marketing strategy can begin very well such as great headline be it on a website, a printed advertisement, a 10 second elevator pitch or even an email subject line. Then what was initially a good marketing strategy can very quickly turn bad and ultimately can become very ugly.

Sales tip – closing

Sales Training Connection

Sales Tips. Sales Tips are a new type of post you will be seeing on the Sales Training Connection. You can recognize a Sales Tip by the the icon on the left, and the title, of course. A Sales Tip is a short post about one best practice when you are selling in a B2B market.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Sales Prospecting Plan — Does Yours Work?

The Sales Hunter

How is your sales prospecting plan working for you? The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans.

3 Things Inside Sales People Must Stop Doing Today – Contest

Score More Sales

As a seller, there are things that you should not do and then there are major irritants that turn someone far away from you. In sales we know how to push the envelope a bit – how to be bold and how to find ways to stand out.

Sales Management – Sales Killer or Motivator?

Increase Sales

Those in sales management seem to fall into one of two roles that being sales killer or sales motivator. In Drive by Daniel Pink and a McKinsey quarterly article both appear to reinforce how these killer or motivator roles develop.

5 Reasons We Fail

A Sales Guy

This mornings Keynote at the Sales 2.0 Conference was by Jeff Hayzlett. Jeff is a dynamic, ball of energy on stage. He’s a killer presenter. He had me laughing through the entire thing. In his presentation Jeff talked about why we fail.

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.

Prospecting Sales Leads: Quantity vs. Quality?

The Sales Hunter

Where are you getting your prospecting sales leads? And are you concerned about quantity or quality? Too many salespeople seem to believe in simply getting as many leads as possible. This might be true if you sell a low-cost, frequently-purchased good or service. The reality is most salespeople do not sell in this arena. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity.

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All That Can Happen In One Internet Minute

MTD Sales Training

I came across this brilliant infographic from Intel the other day and I just had to share it with you all. As you can see, some of the statistics in this image are staggering! For me, the following figures really jumped out at me: Over 100 new LinkedIn accounts are set up every minute 20

How to Increase Sales Tips & Snippets – Repetition

Increase Sales

Do what you know works well or repetition should be at the top of the how to increase sales tips and snippets.

Top Sales World, Top Sales Management and Top Sales Awards Sold to the Highest Bidder!

Jonathan Farrington

Press Release: April 1st 2012. Jonathan Farrington, Chairman and CEO of London and Paris based Top Sales Associates, today announced the sale of the firm to Qatari company 010412.

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.

The Power of Silence in Securing Higher Profits

The Sales Hunter

If I told you that you may be sabotaging your sales numbers by talking too much, would you believe me? I have met so many salespeople who think the only way to control the sales process is to dump an extraordinary amount of so-called wisdom on the customer.

Selling without a Sale (Who needs money?)

A Sales Guy

There is a great little burrito wagon around the corner from my house. It’s called Asada Rico. They make the best breakfast burritos. I probably get one about every week or so. I’m the Mayor of Asad Rico on Foursquare. Not only is the food good, but it’s cheap.

Passion, Peace and Palms

Increase Sales

Today is Palm Sunday and the beginning for many Christians of Holy Week where passion, peace and palms become the focus. Credit www.sxc.hu. Years ago when driving I saw this phrase “The Passion Play” and truly could not reconcile passion with being crucified. This word truly did not make sense to me in this context. Actually, for years this phrase did not make sense to me. However on that day, I returned home and looked up the word in my trusty Webster’s dictionary.

Preparation Trumps Rejection

The Pipeline

People are always looking for a way to avoid rejection while prospecting for new clients, unfortunately most of the time that quest is unsuccessful. It is an old fashioned good news bad news scenario.

Account-Based Marketing: A Practical Guide

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

Sales Leadership: Gaining Insight & Accountability

Your Sales Management Guru

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Also many organizations never gain real insights from their customers or even help from their customers. What can you do to improve on these two critical blind spots?

Sales Prospecting Methods and What Works

The Sales Hunter

There are more sales prospecting methods than I suspect there are salespeople. The reason I know this is it seems that everyone has sent theirs to me. It’s time to step back and assess. I recently shared with you in this blog what I saw as the big 9 sales prospecting tools. Let’s drill down on the list of 9 tools and talk specifically about #5: Focus, focus, focus. The biggest mistake made by salespeople is they fail to remain focused on prospecting.

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The Medicine for Increase Sales – Friday’s Editorial

Increase Sales

The medicine abounds to increase sales. From the little pills of blogs to the intravenous medications of intense sales training to the therapy treatment offered by sales coaches, there appears to be plenty of sick sales people and sales ill organizations not to mention desperate business leadership. Credit www.sxc.hu.

Don’t Turn That Prospect In To A Client – Sales eXchange – 143

The Pipeline

Labels matter, they drive attitudes, and attitudes drive action, and sales is all about action and execution. How you label an opportunity will dictate your actions, results, and success.

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.

Managing Your Most Important Accounts Is an Art, Not a Formula

Jonathan Farrington

One can often see two ways of managing our most important accounts – for the purpose of this post, let’s call them “Major Accounts” – that are certain to fail. The first is management by chance – There is no control, there is no plan.

4 Key Sales Success Strategies

A Sales Guy

I’m at the Sales 2.0 conference in San Francisco. This morning’s presentations were good. The most compelling presentation was by Jon Vender Ark of McKinsey and Company.

Sales Prospecting: Proven Time-Tested Secrets that Work

The Sales Hunter

Most salespeople agree that sales prospecting is necessary. Not all, though, know how to do it effectively. However, these are skills that you can master! And the results will show up in your profits. I’m offering a FREE webinar on proven time-tested sales prospecting secrets that work!

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Taking The Pain Out Of Lead generation

The Pipeline

Lead generation and finding the right prospects are central to successful execution of revenue and client acquisition strategy. Unfortunately many take a “black box” approach, or rush into launching a program when it is only half baked.

Sales Training Playbook by Lessonl

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