No More Cold Calling
JANUARY 12, 2011
“I’m not working today.” That’s the email message I received from a client in response to information I sent at his request. How are you not working if you’re checking email? It’s the blessing and the curse of those of us in sales. As entrepreneurs, we have the flexibility to state our own hours, take vacations when we choose, get our haircut on a weekday, and walk the dog at 11 a.m.
Pointclear
JANUARY 11, 2011
Comment on The Bridge Group's ten predictions for inside sales in 2011. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions. Roles will continue to segment. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Hunters will go after new business while farmers will cultivate the customer base.
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Score More Sales
JANUARY 31, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. The “100 for 100K” Program Starts February 1 to Help Grow Your Revenues. by Lori Richardson on January 31, 2011. Recently we wrote about a new program we are starting that will offer great advice on growing your revenues, without having to pay for individual coaching.
Anthony Cole Training
JANUARY 11, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Steven Rosen
JANUARY 13, 2011
Setting Your Goals into Action. Research shows that the one characteristic that successful people have in common is that they continually set goals for themselves. Below you will find my 5 Step Process to Setting Your Goals into Action. Achieving the success you desire is within your reach. 5 Steps to Setting Your Goals into Action. Step 1 What: Establish what you want to achieve.
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No More Cold Calling
JANUARY 25, 2011
InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. Finally, a Sales 2.0 company states that cold calls are dead.Yet, many sales people continue to cold call. My definition of a cold call: You call a person who does not know you and is not expecting your call. (For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”.
Pointclear
JANUARY 19, 2011
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. This month Jim's intention is to stimulate conversation. I am asking you to take a journey of Counterfactual Reflection.*. Counterfactual reflection is considering a turning point in the past and making assumptions as if the event had not occurred.
Score More Sales
JANUARY 9, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. The New 100 / 100 Project for Entrepreneur Revenue Growth. by Lori Richardson on January 9, 2011. Recently we read about an amazing woman, Sramana Mitra , who launched a project to help one million business owners do a million dollars in annual revenues by 2020.
Fill the Funnel
JANUARY 25, 2011
Why would any sales rep make the decision to be invisible to customers and prospects? To intentionally block a company from learning of you and your capabilities? Are you waiting for your company to provide training for you? Have you adapted the “see no evil, hear no evil, speak no evil” approach depicted above toward your online presence and your use of social tools?
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Keith Rosen
JANUARY 19, 2011
It’s the third week in January. Do you know where your goals are? How about the plan that will enable you to achieve them? At this point, a good number of managers have already set their yearly sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or
No More Cold Calling
JANUARY 18, 2011
What’s the first thing you do every day? I bet you can’t wait to get to your email, or check Twitter, Facebook, and LinkedIn. What time do you surface from all this activity? Some of my clients tell me, “lunchtime.” I don’t really think that’s accurate, but the truth is we waste hours every day on activities that don’t contribute to business development.
Pointclear
JANUARY 31, 2011
I recently published The Truth About Leads. Find out why. Click here to view Amazon listing.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Score More Sales
JANUARY 23, 2011
Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Differentiate Yourself Through Persistence & Follow Up. by Lori Richardson on January 23, 2011. It is amazing that just by following through on your word you can set yourself apart as one of the top 3-5% of sales professionals (or business owners, as the case may be).
Fill the Funnel
JANUARY 13, 2011
If you are a casual LinkedIn user you might not have noticed, but LinkedIn has been very busy releasing new features and enhancing some of their familiar standards over the last four months. The quiet, conservative company has launched more features and updates during this short window of time than at any time that I can recall. There have been so many changes and additions that I thought we should review them for you in one post.
Your Sales Management Guru
JANUARY 2, 2011
Sales Leadership: What? All my numbers are back to zero? Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are really two aspects of this topic that sales management must face.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
No More Cold Calling
JANUARY 7, 2011
I said I don’t make New Year’s resolutions , but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World , wrote a remarkable post. The following excerpts are from Jonathan’s blog : ““ Year’s end is neither an end nor a beginning but a going on, with all the wisdom that experience can instill in us.” – Hal Borland. And that is what it will all be about for me in 2011, building on many of the wonderful things we achieved in 2010.
SBI
JANUARY 9, 2011
One of the most valuable assets a company has is their contact database. In fact, an inventory of prospect and customer names is just as important as product inventory. People would lose their jobs if they let 40% of the company’s product inventory spoil every year. Yet, according to the U.S. Bureau of Labor Statistics , 37.2 percent of the total workforce was hired into new jobs in 2009 (not including people who got new jobs with the same employer).
Sales Training Advice
JANUARY 18, 2011
Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however, is quite the opposite. I find time after time when I’m working with salespeople across any number of industries that the failure to listen is a huge issue.
Fill the Funnel
JANUARY 21, 2011
If you are in sales and have an iPad, you have probably been looking for an iPad app designed exclusively for your needs. The first iPad powered App designed specifically for outside sales reps and account managers is now available. Here is a link to an overview 90 second video of Sales Beaver in action. Sales Beaver is the App and in spite of it’s cutesy name, this application actually performs very well.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Engage Selling
JANUARY 25, 2011
Your Sales Management Guru
JANUARY 24, 2011
The Importance of Sales Management in a Recovering Economy. During the past two weeks I have been in Miami, Phoenix and this weekend I have been speaking in San Antonio. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. It’s been a great few weeks.
BrainShark
JANUARY 27, 2011
Morgan Stanley has projected that the number of mobile Internet users will exceed the number of desktop Internet users by 2014. At that point there will be more than 1.6B mobile Internet users!
Keith Rosen
JANUARY 26, 2011
*Do you find that your business partners have differing views on the business, the relationship and more? *Does the thought of having a conversation with your partner leave you uneasy and frustrated -or do you avoid them altogether? *Do disagreements between you and your partners leave your staff or customers unsure of decisions? *Have you heard that most partnerships aren’t successful so you’re hesitant about getting into one?
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Sales Training Advice
JANUARY 6, 2011
Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be… and yet, that doesn’t make it any easier. The issue, of course, comes down to discipline. To enjoy that pipeline full of fresh, qualified sales leads later, we have to do some things that might be inconvenient or uncomfortable today.
Fill the Funnel
JANUARY 31, 2011
Google Chrome has been my preferred browser for some time now, primarily due to speed and efficiency. The vast majority of my computer activity is now web-based applications versus those that I have bought and installed a license for. As frequently as I open and close web apps, they are still a bit cumbersome to get to when compared to your downloaded applications like Microsoft Excel or Powerpoint.
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