John Barrows

MAY 15, 2019

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing. My former company, Basho, developed an app that plugged into Salesforce and gave you insights/triggers on customers and contacts that you could directly input into pre-made, customizable templates and then tr

Outsourcing Services 187

Outsourcing Services Ideal Customer Profile Intent Data InsideView 187

Connect2Sell

MAY 1, 2019

Why is there so much confusion about what effective sales management looks like?

Promotion 279

Promotion Sales Management Sales Sales Leadership 279

The Pipeline

AUGUST 6, 2019

By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Quota 242

SBI Growth

MARCH 26, 2019

Sales 298

Sales 298

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Jill Konrath

APRIL 7, 2019

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

Closing 264

Closing 264

The Pipeline

OCTOBER 1, 2019

By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. This will take work, like quitting smoking (how many times have you done that?

Objections 291

Objections Sports Up-Sell Buyer 291

SBI Growth

JUNE 25, 2019

Buyer Persona 249

Buyer Persona Buyer Top of Funnel Lead Rank 249

The Pipeline

JULY 16, 2019

By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause. For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Sales and Marketing Management

DECEMBER 16, 2019

Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. . A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year.

Company 423

Company Customer Insurance Insurance 423

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Sales Management

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling. It’s my belief that there are networking style ways to generate appointments that are actually more effective than cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

No More Cold Calling

DECEMBER 6, 2019

Repeat After Me: I Will Not Cold Call. I want to scream every time I read articles about cold calling—the ones where “expert” cold callers explain how to capture a prospect’s attention in 10 seconds, craft a message to reach the decision-maker, navigate through gatekeepers, overcome sales resistance, create voicemail messages that will actually get your calls returned, and build a sales pipeline that can’t be beat.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Steven Rosen

JUNE 20, 2019

Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Understanding the Sales Force

MAY 15, 2019

I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there.

Opportunity 324

Opportunity Closing Sales 324

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Connect2Sell

JANUARY 16, 2019

What does it mean to be memorable?

How To 314

How To Sales Process Strategy Sales 314

Jeffrey Gitomer

JANUARY 13, 2019

YES! The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service.

Small Business 313

Small Business Small Business Banking Commission 313

Bernadette McClelland

JANUARY 31, 2019

I have always said to my kids, ‘behave yourself because you never know who’s watching’. Like all kids, without fail, they listen to their mum (she says tongue in cheek!). But the point I am making is you never know who is watching you. Not from a creepy, stalking way, but more an observational perspective. And today, our personal branding extends way past a name on a building, a copyright mark that we might put against our initials, or the bio we choose to add to any profile we put on the web.

Call-back 308

Call-back Ideal Customer Profile Face-to-face Conference 308

Jill Konrath

MAY 19, 2019

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”.

Company 302

Company Sales Tools 302

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

SBI Growth

MARCH 21, 2019

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

Segment 302

Segment Relationals Company Customer 302

The Pipeline

NOVEMBER 26, 2019

By Tibor Shanto. Some of you Boomers will remember the “Is it live – or Memorex” commercial, you Millies can see it here. The goal was to deliver an experience so real; the listener can’t tell if they hear something live or recorded. That desire to provide “an in-room experience” took hold and was further propagated by people who sold us voicemail. Hasn’t turned out to be the boon for sellers as promised.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Sales and Marketing Management

FEBRUARY 11, 2019

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. In many ways, the average customer now carries the sum of all human knowledge in their pocket on their smartphones. Because of this, it’s no surprise that the buyer’s journey has undergone a fundamental shift.

Education 330

Education Buyer Buyer Persona Social Media 330

Sales 2.0

NOVEMBER 22, 2019

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). In the game the host would ask one member of the married couple questions about the other while their spouse was kept offstage and unable to hear.

Vendor 307

Vendor Face-to-face Tools Prospecting 307

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

No More Cold Calling

DECEMBER 19, 2019

No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories.

Sales Qualified Lead 349

Sales Qualified Lead Hiring Face-to-face Cold Calling 349

The Sales Heretic

NOVEMBER 26, 2019

I don’t watch a lot of television, but I recently binge-watched the Discovery Channel program, Undercover Billionaire. The eight-episode reality show follows self-made billionaire, Glenn Stearns, as he attempts to build a million-dollar business in a mere 90 days. While it may not sound like much of a challenge for a billionaire to start a [.].

Channels 298

Channels Marketing Sales 298

Understanding the Sales Force

MAY 29, 2019

Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". Many readers left comments about the importance of relationships as a means to preventing resistance from going up. I left a comment that said, " Thanks Tom.

ACT 317

ACT LinkedIn Up-Sell Data 317

Connect2Sell

DECEMBER 18, 2019

Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking.

Influencer 294

Influencer Sales 294

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Jeffrey Gitomer

MARCH 4, 2019

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

Bernadette McClelland

OCTOBER 3, 2019

OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! What if I was to tell you the difference between the top 1% of over a million salespeople evaluated and the bottom 1%, 94% of the top 1% of salespeople choose to take responsibility for their results, yet only 20% of the bottom 1% choose to take responsibility for their results

Account 301

Account Sports SalesForce Conference 301

Score More Sales

MAY 31, 2019

It is that time of year where you and your sellers are going to be more distracted with that upcoming vacation, parents / friends / other family visiting, and other benefits of the summer season.

Benefit 281

Benefit Sales Sales Goal Revenue 281