Sat.Apr 14, 2012 - Fri.Apr 20, 2012

Enabling Better Decision Making: The greatest Big Data challenge

Brian Vellmure

Several years ago, my wife and I ran out of toothpaste in a remote part of small Southeast Asian country. We spent half the day trying to find a place that carried a halfway recognizable form of packaged toothpaste. It was more of an adventure than you might imagine.

Data 118

Sales Leadership Talent of Understanding Motivational Needs

Increase Sales

Understanding motivational needs or what some call the prospect’s motives is a necessary sales leadership talent. Yet human motivation still remains a subject that provides angst to many individuals from employers to parents.

Trending Sources

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

As I have said on numerous occasions, sales success to-day demands a radical shift from the ‘peddler’ mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant.

ACT 77

Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. Your sales managers all think that they are doing a great job coaching.

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.

More Trending

Necessity is the Mother of … Selling

Smart Selling Tools

Tweet The street sellers of Santiago. I have just returned from a long-anticipated trip to Chile– my husband’s native land. Chile is a wonderful and extraordinarily vibrant country, with remarkably friendly people, great food, and lots of interesting and memorable things to do.

Sales 46

I’m Going To Write That Down

Bob Burg's Blog

As I was leaving Dunkin’ Donuts yesterday after my usual Sunday morning two hours of coffee, donuts (just two) and reading, I held the door for a woman who was walking in, smiled at her and said hello. “How do you do it?” ” she asked. “You’re always smiling.

ACT 40

What Is Missing in Social Equity

Increase Sales

Simply speaking, social equity is a term to define the impact of social media actions (think return on investment) for an organization. This impact is directly connected to the relevance of the postings through various metrics. However, there is something else than is being missed by some small business owners to C Suite executives and that is engagement as well as value as perceived by your ideal customer. Credit www.sxc.hu.

Sales tip – working a conference

Sales Training Connection

Sales Tips. Sales reps often find themselves at industry conferences or other large meetings where they should be networking. However, in too many cases sales reps fail to optimize the opportunity because they aren’t sure what to do.

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.

Accepting 100% Responsibility Creates Transformation

Jonathan Farrington

When was the last time you put your hand up and said “ I screwed up ” or “ Why on earth did I take that decision ?” Not just privately, but publicly? For example, whose fault is it that you missed quota in Q1?

Quota 39

How Not to be Boring On Facebook (Your Fans Will Thank You)

Direct Sales Classroom

Guest Post: Kelly Paull [Editor's note: Kelly is our new tech guru in the classroom! Kelly has a wealth of valuable info about online marketing and using technology in your direct sales business. We're excited to share her first post today. If you've been looking for ways to spruce up your facebook page, read on!] [.]. Direct Sales Guest posts Marketing Ideas facebook Kelly Paull social media

How to Increase Sales Myth Work Smarter Not Harder

Increase Sales

There are a lot of how to increase sales myths with “work smarter not harder” as probably one of the most common. Attend many of the sales training coaching seminars to workshops or even some some of the sales management software tools (customer relationship management CRM) and eventually you will hear all about you, as the individual contributor, need to “work smarter not harder” if you want to increase sales. Credit www.sxc.hu. What a bunch of hooey!

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects.

Sales Training Playbook by Lessonl

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

Ditch the Personal Pronoun

No More Cold Calling

Shift your sales conversation from product features to the results you deliver. “I I don’t care about you. I only care about what you can do for me, my team, and my organization.” That’s what our prospects and clients think, but it’s probably not what they say (at least not to your face).

Sellers Can Learn About Luck From Caine’s Arcade

Score More Sales

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. Click here to view the embedded video. I’ve seen this short film about a dozen times already. To me, young Caine Monroy from East L.A.

Film 48

Relationship Marketing and the Continuum of the Social Media River

Increase Sales

Relationship marketing through the various channels or rivers of social media continues to grow. What is so revealing is that people connect with you through a continuum of rivers. The initial attraction may be through an actual face to face meeting, a comment on a blog or in a discussion group or through a mutual acquaintance. Credit www.sxc.hu.

Quit Confusing the Customer!

The Sales Hunter

We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell. Problem is that many times, our own smarts wind up doing some pretty stupid stuff.

The Art of Social Selling -- Summarized by getAbstract

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

Protect Your Dreams from Those Who Would Crush Them

The Sales Blog

Protect Your Dreams from Those Who Would Crush Them is a post from: The Sales Blog | S. Anthony Iannarino. I was approached by a group of undergraduate students this week. They told me that they had decided to start a consulting firm to help small businesses implement social media into their marketing plans. I told them that I thought that that was wonderful. They looked at each other with a look that revealed that there was more to the story.

Sellers Can Learn About Luck From Caine’s Arcade

Score More Sales

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. Click here to view the embedded video. I’ve seen this short film about a dozen times already. To me, young Caine Monroy from East L.A.

Film 48

How a Free Burrito Turned into A $55 Speeding Ticket and a Great Customer Experience

Social CRM

It’s hard trying to keep up in the Age of Acceleration. Everything is sped up. Everything is enhanced. Everything is scaled up.

Not Making Enough Profit? This Could Be Why.

The Sales Hunter

I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride.

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.

Leadership Intimacy, Do You Have It?

A Sales Guy

Melissa is brilliant with people. She has a calming affect. Melissa can move her way through the most stressful, emotionally charged environments and make friends all along they way. It’s not Melissa’s charisma that connects with people, but her easygoing people centric approach. Melissa has an uncanny knack of making people feel good about themselves. I don’t think she has an enemy in the world. Melissa is also extremely detailed oriented. She is excellent at getting things done.

How to Be Valuable on a Sales Call When You Are the Sales Manager

The Sales Blog

How to Be Valuable on a Sales Call When You Are the Sales Manager is a post from: The Sales Blog | S. Anthony Iannarino. As a sales manager, you are going to make a lot of sales calls with your team. You need to make them valuable for the salesperson, for the client , and for you. Here are some ideas about how you can create value on sales calls. Take the Call. Sometimes the sales manager creates the most value for the salesperson for the client by making the call for the salesperson.

Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way.

Sales 26

Sleep Your Way to a Productive Day!

The Productivity Pro

Sometimes I wish I were a bear, so I could hibernate for six months. Alas, I’m only human. How much sleep do you think the average adult gets per night? A National Sleep Foundation poll of 1000 adults found that 1/3 get less than 7 hours per night and only 1/3 are getting the recommended 8 hours per night.

Successful Selling

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

Stop Trying Not to be Not Liked

A Sales Guy

Earlier in my career I was up for a new role. New executive management was on board and they were making the rounds, meeting the potential candidates and assessing the team. I met with the new, yet interim head of sales for the region and business segment. He was an affable guy. He asked good questions and had a decent understanding of what he was looking for.

Companies Don’t Make Decisions. People Make Decisions.

The Sales Blog

Companies Don’t Make Decisions. People Make Decisions. is a post from: The Sales Blog | S. Anthony Iannarino. It’s the most natural thing in the world to use the company’s name when you talk about losing a deal. It’s easy to attribute the loss of the opportunity to a decision that the company made. You might say something like, “Acme went with our competitor.” Or maybe, “Can you believe that XYZ Company chose someone else?” But companies don’t make decisions.

The Truth About Why No One Cares.

Dan Waldschmidt

You lean back in your chair, swing your hands over your head, let out a sigh, and shake your head in disbelief. “No one cares.” ” Despite all of your hard work no one seems to be listening to your message. Your marketing goes unnoticed. Your pitch falls on empty ears. You’ve been there. You’ve seen it. You’ve felt it. And it’s frustrating. And you’re not alone. You might feel like your boss isn’t listening to you.

Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website.