Dump Your CRM (for DRM)


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

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.

Online Marketing Automation


The post Online Marketing Automation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Sales CRM

Sales Training Playbook by Lessonl

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

More Trending

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?

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.

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The Art of Social Selling -- Summarized by getAbstract

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

The Sales Pipeline Revealed


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.”

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.

Announcing: Homepage


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

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.

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.

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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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.


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.

Successful Selling

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

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.

10 Lessons a Great Salesperson Can Learn From Einstein

MTD Sales Training

It’s been long-established that humans learn from modelling the success or failures of others, and their can be no better model in terms of 20th century advancement than Albert Einstein. Paulo. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Lessons For Sales People how to learn from masters sales lessons from Einstein

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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.

Top Sales Experts Predict the Sales Landscape for 2015


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

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.

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?

3 Inbound Marketing Tips You Can Try Today


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

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.

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.

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.

11 Things Great Leaders Do that Managers Only Think About

The Sales Hunter

The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” ” Here is my list of what it takes to be a great leader: 1.

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Why Big Data won’t solve your Big Problems

Brian Vellmure

If you follow this blog at all, you know that I work tirelessly trying to piece together tomorrow’s technology with the challenges of today to help organizations grow; by creating new value propositions and better customer experiences.

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CSC Graduates Participate in Expert Super-Seller™ Panel at Sales Association Annual Conference

The Sales Association

Graduates of the Consultative Sales Certification (CSC) program contributed to an expert sales panel discussion during The Sales Association’s Annual Conference in Denver Colorado on November 13, 2014.

Your Client has a Vested Interest in that Referral They Just Gave You

Sales and Management Blog

I hope you are generating referrals from your clients. If youre not you should be as referrals are one of the most effective, if not the most effective, way of growing your business. But know that once you have gotten the referral your job is hardly done. No, Im not talking about contacting and selling the referred prospect, Im talking about keeping your client in the loop.