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

The Bittersweet Necessity of Tension and Conflict in Your Organization

Sales and Management Blog

“Donna, I’ve sat through three of your team’s executive meetings, one board meeting, and a couple of regional meetings. One of your company’s biggest problems is there’s no conflict. No one is challenging anything in the company.

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.

Vendor 119

Trending Sources

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.

55 1/5 Easy Ways to Boost Productivity Today

The Productivity Pro

Okay, let’s face it. We’re all trying to do more with less. And chances are that you and your company have already made the big, tough decisions needed to streamline operations. But what about the little things? You can still boost both personal and team productivity in lots of smaller ways that are easy to implement and provide immediate results. Read on for quick tips on getting more done. Hit the ground running. Don’t waste the first hour of the day.

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

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Optimizing the Full Spectrum of Customer Interactions

Brian Vellmure

This post is on behalf of the CIO Collaboration Network and Avaya. Last weekend I had the pleasure of introducing a movie for the first time to my 5 year old son – a movie that incidentally, I first saw when I was 5 years old.

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.

The anatomy of new product failures

Sales Training Connection

New Product Launch Sales Training. After all the market assessments, business plans, alpha tests and beta tests, at least half of all new products still fail to achieve commercial success. Why do so many new products fail? Sometimes the product design was fundamentally flawed.

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.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Your organization 8 years from now

Brian Vellmure

Wayne Gretzky is by most accounts the greatest hockey player ever. His father gave him a piece of advice that has been almost immortalized in business circles over the past several years. “Go to where the puck is going, not where it has been.”

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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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.

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.

Sales Training Playbook by Lessonl

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

Sales Lessons and Pillow Talk

Score More Sales

“Prospective Customers Don’t Always Know What They Need” For a long time, I used a contour bed pillow and thought it was great. It solved an issue of being more comfortable for my head and neck. The problem over time though became that I could never flip it over, like a standard pillow.

Visualize ROI, With Your Customer

Dave Stein's Blog

If you’ve been reading this blog, you know how important financial and business acumen is for effective B2B selling. The reasons: It supports demand creation approaches and initiatives. Enables reps to carry on business value-oriented conversations.

ROI 52

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.

The Art of Social Selling -- Summarized by getAbstract

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

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.

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.

Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success.

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 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.

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.

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.

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.

Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success.

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

Successful Selling

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

27 Must-Have Tools to Help You Be More Successful Getting Things Done.

Dan Waldschmidt

You shouldn’t wonder why you aren’t more successful if you haven’t mastered the art of getting things done. And that’s not easy. Being productive is one of the biggest struggles for all of us. From not knowing what to do to not knowing when to do it, it is all too easy to let the most important things not get done in a day. And that is crippling. Because days turn into months and months turn into decades.

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.

Ford Dealer Social Media Success Story – Lebanon Ford Podcast

Social Media and Sales Strategy

Social Media Podcast : Ford dealers across North America are executing some amazing social media strategies. While catching up on my reading and best-practices I stumbled across a great case study on how Lebanon Ford (Ohio) has had some incredible success.

The Power of Nine Minutes

The Sales Blog

The Power of Nine Minutes is a post from: The Sales Blog | S. Anthony Iannarino. The modern alarm clock can be a deadly, life-stealing, procrastination-training device. It comes with a feature that destroys the foundation of all success: me management. It does so by providing you the ability to push a button and reset the alarm to go off at some later time. Most of these snooze alarms are set to give you nine minutes more sleep.