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.

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

Tweet Sales-ready leads. Marketers, as we all know and understand, are responsible for many critical business tasks.

Trending Sources

Top 5 Must Haves for Sales Strategy Development

Sales Benchmark Index

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number.

At What Point In The Sale Should You Disclose The Price?

MTD Sales Training

We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation.

Sales Training Playbook by Lessonl

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

More Trending

Infographic: Sales Processes that Boost Conversion

Leads360

A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion.

Effective Sales Coaching Practices – Part 1

Steven Rosen

Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales.

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

I “discovered” Mike Kunkle a while back through his contributions to the sales effectiveness discussion groups, his tweets, and his comments on various sales experts’ blogs.

LinkedIn Acquires SlideShare

Fill the Funnel

LinkedIn announced the acquisition of the popular slide-sharing and hosting service SlideShare. With the substantial cash and stock power behind LinkedIn’s IPO, they have added to their momentum of expanding into additional productivity web tools.

The Art of Social Selling -- Summarized by getAbstract

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

We’re Sellers, We Are The Hollow Men

Sales and Management Blog

We are the hollow men. We are the stuffed men. Leaning together. Headpiece filled with straw. Our dried voices, when. We whisper together. Are quiet and meaningless. As wind in dry grass. Or rats’ feet over broken glass. In our dry cellar.

Poor Sales Traction: 15 Questions to Identify the Root Causes

Smart Selling Tools

Tweet Through the course of my professional endeavors, I am quite privileged to meet and interact with executives from an extensive array of companies, comprising all stages and strategies of development.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift.

It Takes Only An Hour A Week To Produce Leads Through LinkedIn

MTD Sales Training

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online.

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.

Selling is Social, Duh!

Increase Sales

With all the buzz around social media and how the 21st century business marketplace has dramatically, there appears to be this very obvious disconnect: Selling is social.

Trust: It matters (more than you think) ? Value Creator.

Brian Vellmure

[link] Daryl Choy. Trust: It matters (more than you think) [link] via @bsdalton @BrianVellmure. Elke Schmitt. Thank you for this great insights! I totally agree with

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Do You Drop Your Pants Too Early?

Jonathan Farrington

Today’s post is all about defending margin, and so I apologize for any embarrassment the title may have caused – and I also apologize to anyone anticipating some mild titillation: In fact the only embarrassment I may cause you today, is if you recognize yourself in any of the scenarios!

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Why sales people talk too much … and what to do about it

Sales Training Connection

Pre-Call Planning. Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much.

Successful Selling

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

STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. unreachable dream? The first place to start is by looking at your sales people and discerning why they are not performing.

What Does It Take to Sell to This Fortune 500 Executive?

Dave Stein's Blog

I was introduced to the sales performance improvement firm, Executive Conversation, more than 15 years ago. At the time, I was consulting with a number of technology companies, assisting them in devising competitive strategies against some significant competition in some very big deals.

VIDEO: Three Fatal Mistakes When Giving Your Price

The Sales Hunter

If you are not closing more sales at full price, the reason could be three fatal mistakes you are making. You may not even be aware of these mistakes. In fact, most salespeople make them at one time or another. You can eliminate them, though. Check out the below video to see how.

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Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer

Sales and Management Blog

Sales Lead Brownouts Produce Sales Dips Within Three Months, Leading to Pipeline Failure. by James Obermayer. Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.”. Please reread that last sentence. Does it make sense?

4 Powerful Methods to Keep Deals from Stalling

Smart Selling Tools

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing.

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Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse.

The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

Six Things Customers Want ? Value Creator (BrianVellmure.com)

Brian Vellmure

About brianvellmure. Brian Vellmure is the principal and founder of Innovantage / Initium LLC, a management consulting firm specializing in accelerating growth through customer focused business design. For more than a

My Six Essential Qualities of Successful Sales Leadership

Jonathan Farrington

I have read a number of excellent articles recently regarding the “essential” traits of the very best sales leaders, and indeed I am often asked to define the essential qualities necessary to be successful in a front line sales leadership role.

Radio Silence Doesn’t Always Mean the Death of the Deal

No More Cold Calling

Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails.

Which Sales Rep do you Hire?

Steven Rosen

In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts.

LinkedIn Worst Practice – You’ve Got to Be Kidding

Fill the Funnel

You know I am a big proponent for anyone in business using LinkedIn. Like most things in life, if you invest the time to learn how to use it, you will enjoy the ubiquitous Return On Investment.

Why Are Deals Stalling and What Can You Do About It?

Dave Stein's Blog

John O’Gorman and Ray Collis are directors of The ASG Group, an organization ESR Research recently recognized as being among the global leaders in selling to professional buyers. The ASG Group subscribes to ESR’s research.)