June, 2017

How Do You Respond to “Sell Me This Pen”?

Pipeliner

It’s a pair of classic scenes from The Wolf of Wall Street. Former stockbroker Jordan Belfort, played exceedingly well by Leonardo DiCaprio, challenges top sales executives to sell him the pen he has just extracted from his pocket.

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Customers Leave People Not Businesses

Increase Sales

You work hard to build your SMB. You make the extra effort to show appreciation to your loyal customers. And then poof, one of your people, with some poor emotional intelligence destroys what you worked so hard to achieve. A True Customer Loyalty Story.

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Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful.

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Do Account-Based Sales Reps Really Need SDRs?

No More Cold Calling

Here’s how to land and expand outside the box. “I’ve I’ve been waiting my whole life to say this.”. That was the subject line of an email I received from my daughter. She explained that my granddaughter, age six and in kindergarten, wanted to wear high-heeled play shoes to school.

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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[Free Webinar] Overcoming Your Biggest Sales Management Challenges

Steven Rosen

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities.

Brother Can You Spare a Posting?

Increase Sales

A LinkedIn post by Tibor Shanto entitled Brother Can You Spare a Sale made a connection with me regarding all the unsolicited requests I receive to submit articles for this blog. These complete strangers want me to spare a posting so they can get their marketing message out. Really? People buy from people they know and trust. This is the first sales buying rule my father taught me years ago. Why would I allow my prime marketing real estate to be given to a complete stranger? .

An IT OT Convergence Culture is about Opportunities, not Obstacles

Babette Ten Haken

Creating an IT OT convergence culture requires vision and guts. And versatility. Often, execution of strategy is specific to industry and market. On the one hand, industrial Internet of Things (IIoT) environments create huge opportunities for enlightened organizations and vendors.

Travel Tips from a Road Warrior

The Sales Hunter

People ask me how I put up with traveling so much. (I I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.) My response is travel has never been easier, despite all of the hassles of full planes, security lines, bad weather […].

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.

Perhaps Hope is a Selling Strategy After All!

Understanding the Sales Force

Image Copyright 2Jenn. You've heard that hope is not a strategy - and it isn't a strategy if you're sitting there saying to yourself, "I hope I win this deal.". As you know, hope was a big news topic this week when James Comey revealed that President Trump said, "I hope you can let this go."

Stop Chasing the C-Suite

Pipeliner

A client and I were chatting over steamy hot chocolate and scones (yes, I have the best meetings) when suddenly this Director of Demand Generation turned very serious. I could see her body tense as she asked, “So, how can we get to the C-suite?

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5 Steps to Develop An Awesome Remote Coaching Program

Steven Rosen

Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business.

I Have 13,000 LinkedIn Connections Now Justifies Bad Marketing

Increase Sales

Bad marketing is rampant on LinkedIn. Yesterday after accepting a second degree connection, I received a message to read his article and get on the pre-order list for his book. My response was: So you reached out to me to make a sales pitch? Not the best use of LinkedIn. I will be disconnecting from you. Possibly next time attempt to establish a more personal relationship before the sales pitch. He then said “The article is free.” ” I responded “But the pre-order is not.”

Sales Training Playbook by Lessonl

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

What Does That Do? Curiosity Stimulates Interaction.

Fill the Funnel

What does that do? One of the most frequent questions I get asked. As a reader of Fill the Funnel you are frequently participating in one of more tests or experiments I am running at any given time.

Executive Sales Leader Briefing: Quit Trying to Use Discounts to Close Sales

The Sales Hunter

What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […]. Blog leadership pricing Professional Selling Skills Prospecting high-profit prospecting price prospect prospecting sales sales leader sales leadership

Predict the Weather but Control the Sales Forecast and Revenue

Understanding the Sales Force

Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius.

Need a Job? 4 Steps to Finding New Business Opportunities

Pipeliner

You might discover that instead of on LinkedIn, the business opportunity you are seeking might be right next door. My friend Sarah that told me she obtained a job as marketing head for a new startup company.

The Art of Social Selling -- Summarized by getAbstract

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

How Account-Based Sales Teams Can Make Buying Easy

No More Cold Calling

Prospects need more insights, not more information. The love affair began when I put a soft, Italian leather wallet in his hand. It was a done deal. I made the sale. This was decades ago, when I owned a luggage and gift store. My customers had countless choices for suitcases.

Gratitude Is a Two Way Street in Business and Life

Increase Sales

Is it just me or has gratitude become a less traveled street than in years gone by? What happened to personal thank you cards or even small gifts to acknowledge the work efforts of others? Have we become so conditioned to he or she “is getting paid to do” whatever that we have forgotten this simple, human gesture of gratitude? The reason for this question is because of some recent interactions with a local health care facility and its staff.

Disrupt Customers by Disrupting Yourself First

Babette Ten Haken

When we disrupt customers, what do we seek to accomplish from our intentions and actions? Let’s say we are engineers offering what we perceive is an incredible solution to a perplexing manufacturing issue.

What Prospecting Tools are You Using?

The Sales Hunter

If you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […]. Blog Professional Selling Skills Prospecting prospect prospecting prospecting tools sales prospecting

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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.

Sales Science and Data Win the Day

Understanding the Sales Force

Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months.

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Power Tips To Start Your Day From Top Business Experts

Pipeliner

At the end of every episode of our bi-weekly SalesChat series, we like to ask our experts for their power tip to start the day and set themselves up for success. This slideshare is a collection of those great tips. Enjoy!

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Instant Productivity: Five Ways to Be Immediately Productive in the Morning

The Productivity Pro

Instant Productivity: Just Add Coffee. Humorous sign, author unknown. Short of caffeine, there’s no magic elixir you can take to make you productive, or we would all surely be addicted to it.

You'll Talk to Anyone Is a Sales Prospecting Necessity

Increase Sales

One of my most favorite people, Michael Sleppin (who is now retired) saw strangers as a sales prospecting opportunity. Michael would talk to anyone and by being so open he made incredible contacts. Yet we as children are conditioned not to talk to strangers. To overcome this negative yet protective childhood conditioning requires us to leave our comfort zones and to accept that our FEAR of talking to strangers is F alse E vidence A ppearing R eal.

Successful Selling

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

9 Simple Sales Enablement Tips to Implement Now

Sales Benchmark Index

Article Sales Strategy playbook sales sales certification sales charter sales enablement sales playbook sales training training

Executive Sales Leader Briefing: Who is in Your Peer Group?

The Sales Hunter

Who are you spending your time with? More importantly, are those you’re spending time with helping you become a better person? Every week as my schedule allows, I spend 30 minutes to an hour talking with Gerhard Gschwandtner. If you’ve been in sales for any period of time, you’ll know him as the founder […]. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadership

Learning to Deal with Artificial Intelligence

Mukesh Gupta

In an MIT Review post , Liesl Yearsley a serial entrepreneur who has developed AI bots, shares her first hand experience of how we are susceptible to influences by Artificial Intelligence.

5 Signs You’ve Got Fake Sales Reps–Order Takers–on Your Team

Pipeliner

In my first sales job, I had a very tough product to sell: advertising for the worst TV station in our market. In order to earn our customers and deliver actual value for them, we had to hustle in a major way and get mega creative. Media buyers didn’t readily see the upside of placing ads on a weak station–in the same market, there were 3 other stations with triple or quadruple our ratings in most time slots.