2014

Dump Your CRM (for DRM)

Pipeliner

I’ve been thinking. Instead of “Customer Relationship Management,” we should rebrand CRM to mean, “Could Really Matter.” Why? Oh come on. You know why. I’m not even going to bothering tossing out the time-worn quotes about how many CRM implementations do (or don’t achieve) their desired results.

Guess What Dad… I’m Going Into Sales!

Smart Selling Tools

I graduated from Arizona State University in 3 years with honors. I don’t say that to brag, but to put the following paragraph in context. When I announced to my dad that I was going “into sales” I could detect an ounce (more like a pound) of concern.

Trending Sources

You Are Losing New Customers Before You Ever Talk To Them

Fill the Funnel

Are you spending your sales and marketing efforts in the wrong area? Are your prospects clicking away without action? How are you delivering your messages and information to those most important to your business success?

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10 Traits of the New ‘A’ Player

Sales Benchmark Index

You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away.

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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Top 5 Keys to Select and Hire Great Salespeople in 2015

Understanding the Sales Force

Copyright: swingvoodoo / 123RF Stock Photo. I''m always amused when an email comes through with a message that says something like, "Maybe we should target candidates that aren''t recommended" or "Why do so many candidates lack Commitment?"

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6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more.

How the Digitization of Everything is forcing CMOs and CIOs to evolve

Brian Vellmure

We’ve talked in the first two posts about how the digitization of everything is disrupting marketing and changing the face of commerce. Organizations are having to change the way they operate, and that’s causing roles in the C-suite to evolve.

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Gratitude Is Graciousness of Spirit

Increase Sales

Life is so incredibly short and chaotic we sometimes leave gratitude along side the road much like the rotting road kill carcasses. Why can’t we be gracious and take the time to authentically show our gratitude?

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.

The Sales Pipeline Revealed

Pipeliner

What is the sales pipeline? A sales pipeline describes an approach to selling, founded on the underlying principles of the sales process.

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.”

Social Selling Isn’t All About Selling

Fill the Funnel

Too many times the word “selling” implies talking or presenting ideas and products to a prospect/customer.

How a CEO Rebuilds a World-Class Sales Force

Sales Benchmark Index

You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will you communicate to the board and shareholders that you have an answer? How do you plan to transform your sales force and correct course?

Sales Training Playbook by Lessonl

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

Announcing: Homepage

Salesfusion

The post Announcing: Homepage appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.

Are You Deserving of the Title “Sales Leader?”

Sales and Management Blog

Over my three plus decades in sales I’ve seen lots and lots of sales managers. The vast majority fall into one of these four types: The Hall Monitor. The Hall Monitor sees their job as one of chronicling activity, taking names, dispensing discipline, focusing on procedures, thinking those are the keys to generating results—or at least to keeping their job. Hall monitors tend to be oriented to process, are organized, and have a strong sense of discipline.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked.

You're Afraid to Sell Because You Think There is Hope

Understanding the Sales Force

It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can''t believe I''m a decade late watching this! A soldier was telling an officer that after the drop into Normandy, he simply hid in a ditch.

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The Art of Social Selling -- Summarized by getAbstract

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

Sales success – don’t forget these 6 soft skills

Sales Training Connection

Develop soft sales skills, too. Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught.

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Wearables in the Enterprise: CIO Implications

Brian Vellmure

In my last post, I highlighted the imminent penetration of wearables into society , considering some of the broader implications. In this post, I’d like to narrow in a bit on the topic of wearables in the enterprise, and the implications this will have on the CIO.

Don’t Be One of “Those” People

No More Cold Calling

Nurture your network or lose it. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network.

Top Sales Experts Predict the Sales Landscape for 2015

Pipeliner

Editor’s Note: Believe it or not, we are closing the curtain and sweeping up the stage after yet another year!

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.

Smart Selling Visions: Up-Close with Top Revenue Leader Henry Schuck

Smart Selling Tools

We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning and their vision, for the industry.

7 Tips for Better B2B Social Networking

Fill the Funnel

Business to business networking is a skill. Unlike traditional social networking, which can be figured out in moments, learning to be a great B2B social networker takes a bit of practice. These seven tips will help you be a better B2B networker and make more successful connections online.

3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success.

3 Inbound Marketing Tips You Can Try Today

Salesfusion

The post 3 Inbound Marketing Tips You Can Try Today appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Customer Interaction Email Marketing Nurture Marketing

Successful Selling

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

The Dark Side of Sales–It Ain’t Going Away

Sales and Management Blog

My father passed away in 1979. I went with my mother to the funeral home to help her make the arrangements for my father’s funeral. It was one of the most obscene experiences of my life. The salesperson used every trick he could think of to manipulate my mother’s grief and emotional distress to up-sell her at every turn. I grew up in a working class family. My father was a Battalion Chief for the City of Garland, Texas fire department. He had some life insurance, but not much.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

This is the One Thing Missing from the New Way of Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I subscribe to several newsletters written by medical doctors who practice natural medicine.

Onboarding salespeople – yesterday’s good is not good enough

Sales Training Connection

Onboarding New Sales Reps. How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great onboarding programs for new sales people are still the exception.