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  • BUYER INSIGHTS  |  THURSDAY, FEBRUARY 7, 2013
    [Sales] The Ultimate Challenger Sale
    One of the leading sales books of 2012 was ‘The Challenger Sale‘ It’s [.]. Featured Help The Buyer To Buy Buyer Challenges Buying Decisions Buying Process Challenger SaleIn 2012 sellers were advised to challenge their customers.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. What types of digital content shorten the B2B sales cycle?  Company and Product Reviews. Case Studies.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Ignite More Sales with Sales Intelligence
    Any sales reps worth their salt does their homework before contacting a lead. Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 19, 2011
    [Sales] My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz
    In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? Let me tell you. The authors succeeded. classic in the making. link].
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 15, 2013
    [Sales] How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company
    Tweet Traditional marketing practice presumes the more you invest in driving leads through the top of the sales funnel, the more revenue will come out the other side. However, only 10% of its channel partners have a need for a sales-incentive program in any given year. Developing a free 60-page e-book, SalesContestology.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. But I also had in mind another system I had just seen, MDCDOT , which gives marketing automation functions to sales people. Trends are signposts of the future: they point to where we’re headed.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, APRIL 16, 2013
    [Sales] Sales Mgmt: Achieving Balance: Fear vs Respect
    Achieving the Balance Between Having Your Sales Team Respect You But Not Fear You. The topic is extremely important for all levels of sales leadership, especially in challenging situations/times. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 18, 2013
    [Sales] Sales and Marketing: The technology behind CRM
    However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. Marketing, Sales (and IT) alignment.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 28, 2014
    [Sales] Obscurity: The Biggest Challenge in Sales
    Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. It''s not your sales pitch, your product or your service. From marketing campaigns to advertising, the goal has always been to generate enough awareness so that a sale can be made. The Sales World.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 9, 2015
    [Sales] Efficient Effectiveness: Sales Leadership
    Sales Management Thought Leadership:  efficient effectiveness. What does this have to do with sales management?  As a manager you must be prepared-at all times for almost any event.  If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 27, 2012
    [Sales] Sales Management & The Impact of Social Media
    Sales Management and the Impact of Social Media. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   [link]. What changes do you believe will occur with more “business social media” solutions?   The world continues to change, are you?  Is your sales process? Ken Thoreson.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 7, 2010
    [Sales] 5 Sales Closing Techniques
    The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. This This post also appeared recently in B2C Marketing Insider.   I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. Cha-ching! Happy to help.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 12, 2014
    [Sales] Raise Prices for B2B Sales Without Losing Your Regular Customers
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, After three years of selling products and services at the same prices, your company decides a change is in order. Pricing surprises are never a good thing in sales! Sales Process B2B Inside Sales Client Management B2B Sales Success
  • THE ROI GUY  |  FRIDAY, MAY 25, 2012
    [Sales] Sales Enablement Gets Sirius
    Some of m y favorite sessions at the event were about sales enablement – where the current practices are, and how they can be improved to drive sales productivity (efficiency and effectiveness). To make them more competitive – Executives don’t want a sales pitch. The #1 reason sales does not make quota?
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, MARCH 3, 2013
    [Sales] Sales Management: Understanding “Setting the Hook”
    Sales Mgmt:  Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Exceeding monthly sales objectives are the goals of the sales organization, especially the sales manager. Are they early? What to do?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 4, 2014
    [Sales] New Outbound Prospecting Insights for Your Sales Development Team
    Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, APRIL 20, 2011
    [Sales] A process to connect social media, content marketing and sales
    How do these two trends fit together in your sales and marketing plan? Here’s a method you can use to determine where content and social media fit into your online sales strategy.  Let’s start with your good ol’ sales funnel.  Now you know where the different elements can contribute to the sales process.
  • BUYER INSIGHTS  |  FRIDAY, MARCH 28, 2014
    [Sales] How Healthy Is Your Sales Organization?
    Sales managers often think about the effectiveness of the sales team, sales strategy or sales process.  However, there is one vital ingredient of sales success that is generally overlooked.  That is the health of the sales organization.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JULY 16, 2013
    [Sales] 5 ways to use social media in sales even if your customer isn’t on Facebook
    When I talk to B2B sales teams, one of the biggest concerns I hear is: “but my customer isn’t on Twitter.” Here’s a simple idea to give your sales team a little edge: Unify your company and product descriptions so that every employee becomes a potential beacon for your brand. Follow all these people! Thank you.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 29, 2014
    [Sales] 3 Ways Sales and Marketing Can Align Towards Sales Enablement
    Sales enablement is a hot topic for sales and marketing agencies in 2014. DemandMetric and SAVO Group recently hosted sales enablement summits. Sirius Decisions produced a sales enablement framework and model. HubSpot is hiring “Sales Enablement Stars.”. In our guide, we define sales enablement succinctly.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 2, 2014
    [Sales] Why is December a Great Month for B2B Sales Prospecting?
    Historically, the typical sales rep thinks that prospecting and December do not mix. If you want to learn the best reporting metrics to use to benchmark your outbound sales team, download the new Outbound Index ™ ). No one really picks up the phone this time of year, right? Wrong. Fortunately the numbers proved that I’m not crazy.
  • ANNUITAS  |  TUESDAY, NOVEMBER 10, 2015
    [Sales] 3 Steps to Improve Marketing and Sales Alignment
    Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. MQL, SAL, SQL, OMY (OK, I made that last one up) are just some of the acronyms you may be using in conversations with sales. Poor application of what determines a sales-ready lead.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 3, 2012
    [Sales] Your 2012 Sales Plan
      Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  I have included below the various “categories” you should consider in building a plan. Sales Goals. Sales Strategy.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 20, 2012
    [Sales] Sales and Marketing Alignment: How to Sell To A Sales Person
    Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But marketers often struggle trying to sell their ideas to sales people. So how do you sell a marketing strategy to sales people?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 23, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 2]
    And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you''re not keeping a close eye on your team. Share your own strategies to motivate your sales development team below!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 12, 2013
    [Sales] Managing A Sales Manager
    Managing a Sales Manager  . As a result of our one of my readers sending me an email comment regarding his personal situation,  I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com.   . Sales Management Reporting  . Sales Metrics.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 7, 2013
    [Sales] Industrial Content Marketing for Accelerating Sales Pipelines
    However, most of the success is at the beginning of the sales pipeline or [.]. Content Marketing Sales Strategies champion content Industrial Marketing pipeline acceleration sales pipelines Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts.
  • TONY ZAMBITO  |  WEDNESDAY, JANUARY 4, 2012
    [Sales] 5 Ways New Buyer Behaviors Are Impacting B2B Sales
    For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time.  If you follow conventional and social media closely, the storied demise of sales has been told many times. 
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, NOVEMBER 5, 2012
    [Sales] 7 Paradoxical Sales Principles
    Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success. 1. To win more sales, stop selling. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale. 2. To speed up your sales cycle, slow down. Go one step at a time.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 26, 2013
    [Sales] Building a Sales Pipeline
    Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems Build Your Pipeline for the 4 th Quarter.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] #ProspectingChat: Aligning Content and Sales with Brian Hansford
    Over at AG Saleswork''s Twitter account , we''ll be discussing how to align sales and content marketing, with strategies for encouraging your reps to share content and strategies for creating content that will actually further the sale. Topic: Aligning Content and Sales. Sales Enablement Sales Strategy Content Marketing
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 16, 2014
    [Sales] 5 Reasons Not to Build Your Sales Development Team One Rep at a Time
    Sales development reps, you''ve all heard it. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. Hey, we''re in B2B sales for a reason right? 4) Peer Training.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Sales] Are You In The Top 1% Of Sales People?
    This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. You are now in the  TOP 10% of sales/marketing people in the US. Congrats you just made the  TOP 5% of sales/marketing people in the US. Welcome to the  TOP 1% of sales people in the USA.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JUNE 24, 2012
    [Sales] Lead Generation: How 64% of marketers starve Sales of opportunity
    Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales. Tweet Let’s say you’re dining out, and you order chicken pad thai.
  • GREAT B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] Lower the Cost and Boost the Productivity of B2B Sales
    Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. The average tenure of a sales manager is 19 months. Lack of training.
  • DIGITAL B2B MARKETING  |  SUNDAY, APRIL 22, 2012
    [Sales] B2B Sales and Marketing Integration
    Danny lined up a great set of provocative questions for the group on aligning B2B sales and marketing. As always, the #B2Bchat participants shared a range of perspectives from both sales and marketing experiences. Business #B2Bchat Alignment danny hanssel Marketing SalesFollow @B2B_chat for announcements of the topic each week.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 6, 2014
    [Sales] When Sales “Intelligence” is Actually Sales Interruption
    Author: Michael Berger There are many sales intelligence tools in the marketing automation space, all touting to help sales’ productivity by providing insight into buying behavior and helping sales to identify the hottest leads. In other words, they harm sales productivity. Marketing Automation Sales
  • ANNUITAS  |  TUESDAY, JUNE 3, 2014
    [Sales] Trying to Align with Sales? Marketing, You Are the Problem
    One of the more obvious standouts in the early data is the continual struggle of marketing and sales alignment.  Time and time again when I speak with clients, prospects and other organizations at conferences I am asked the same question: how can we get sales to buy into what we are doing? 
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 19, 2015
    [Sales] The B2B Sales Development Rep's Guide to Data Management
    One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. After all, quality data is the key to success in inside sales. Happy sales prospecting! CRM Sales Tools Data Management List Development Create a process and stick with it.
  • VIEWPOINT  |  MONDAY, NOVEMBER 3, 2014
    [Sales] Five Signs You're Missing Sales Opportunities
    Available Free for a limited time! I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time. Lead Generation Sales Leads
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 19, 2014
    [Sales] 4 Reasons to Switch to an Inside Sales Model
    Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps. Inside Sales Reps Can Reach More Prospects.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 21, 2013
    [Sales] 4 Steps to Shorten Your Sales Cycle
    Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. 27% claimed they had insufficient knowledge of prospects already in their sales funnel, and 26% indicated they lost efficiency when they recreated proposals or contracts. Takaway point.
  • VIEWPOINT  |  WEDNESDAY, APRIL 1, 2015
    [Sales] 2015 Horoscope for Sales Executives: from Danmac the Magnificent
    You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Based on CSO Insights you can still beat most of the other sales reps out there with just a little effort.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 11, 2013
    [Sales] How Sales Leaders Model the Right Behaviors
    Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Wortmann , CEO and Founder of Sales Engine , a company that helps firms build and tune their sales engine(s). The best sales leaders I’ve ever worked for had three traits in common that made them powerful leaders. But that’s just the “what.”
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 20, 2015
    [Sales] How to Match Great Content to Your Sales Funnel
    Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. It's about driving them through to the sale by creating great content at each stage of their journey. Navigating the Sales Funnel. 1. Lastly, the bottom of funnel is sales-driven.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 3, 2015
    [Sales] 7 Techniques to Stay Optimistic During Your Sales Superbowl
    B2B sales development reps and managers, if you want to feel proud for your team’s accomplishments at the end of the quarter, stay optimistic and keep cold calling. Sales development reps can move along in their day like a football player moves along on the field. Sales Motivation Optimism Handling Sales Objections B2B Sales Success
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 7, 2013
    [Sales] Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace
    Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. It has instilled in him a passion for viewing Marketing and Sales alignment from the customer’s perspective, as well as the consistent messaging that results from this unique view.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, AUGUST 7, 2013
    [Sales] Sabotaging Industrial Marketing Hurts Sales
    Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. This is only a content summary.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 22, 2012
    [Sales] E-commerce: An Important Channel for Industrial Sales
    I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Annual Sales: $1.5+ billion with no outside sales force. MRO distributor W.W. igus® Inc.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 16, 2013
    [Sales] Sales Tips from Dwight Schrute
    NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp. Pre-Sale. Not only did we make the sale, but there is now far less goat feces in our wheat.”. Get focused.”.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Sales Lead Management Leads to the Most Efficient Media Buy
    Sales Leads Sales & Marketing Management Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 29, 2011
    [Sales] A Dip Into Sales Data vs. Sales Intelligence
    Sales Data vs. Sales Intelligence. Sales Data may be defined as the quantifiable facts and figures about prospects, including company and contact details as well as financials, that can be pulled from a variety of editorial or user-contributed sources. Essentially, sales data is exactly how it sounds: it’s just data.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] To Protect Your Sales Margins, Nothing is Free
    Jeff Ogden of Find New Customers , the nicest company in BtoB marketing today, has lots of sales experience, particularly in the software industry. This is also why companies who reject me for jobs –  like Chief Sales and Marketing Officer – are just plain stupid. sales challenges sales leadership Sales Leads
  • FEARLESS COMPETITOR  |  SUNDAY, MARCH 24, 2013
    [Sales] Selling Power TV – Aligning Sales and Marketing featuring marketing expert Jeff Ogden
    Jeff Ogden, TV Talk Show Host of Marketing Made Simple TV addresses the typical complaints that sales leaders have with marketing such as. not enough qualified sales leads. lack of collaboration between sales and marketing. Visit the website of his sales lead generation company , Find New Customers: www.findnewcustomers.com.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. Industrial Lead Generation BANT Industrial Marketing leads for industrial salesThis is only a content summary.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] 10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth , Chief Copywriter at Copyblogger Media. To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). Read on for 10 essential principles to build belief, sweep aside distrust, and close sales.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] Want to grow your sales? Stop selling!
    Start helping and stop selling and watch sales grow. contact-form] This blog is written by the award-winning sales and marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. sales leadership selecting salespeople Sales Leads sales process To sell more – stop selling.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 8, 2012
    [Sales] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
    At that point, I started thinking about how similar archery is to sales. There are three fundamental keys to hitting your sales target every time. When IDC did a study of B2B buyers , only 16% said sales people were highly prepared for an initial meeting. true sales pro never assumes anything, especially in a competitive market.
  • TONY ZAMBITO  |  THURSDAY, MAY 12, 2011
    [Sales] Reinvent B2B Sales With Buyer Personas
    Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    Buyer Persona Development can be a process and means for B2B Sales to reinvent itself. 
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 26, 2012
    [Sales] Do You Treat Your Sales Teams Like The Hunger Games?
    The Hunger Games in Sales. The mentality of hiring a bunch of sales people and leaving it to them to sink or swim is barbaric. There are career sales people (Tributes) that have been trained for years that you will have to go up against and to compete, you need training. Being the Tribute Winner in Sales. Sales 2.0
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 14, 2015
    [Sales] Prospecting: Fill your sales pipelines now!
    The Telephone Is the Most Powerful Sales Prospecting Tool. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! The phone is your most powerful sales tool. By Jeb Blount, author of Fanatical Prospecting. Books
  • ANNUITAS  |  MONDAY, JUNE 1, 2015
    [Sales] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
    The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. Sirius went on to show additional research that shows the importance of the sales rep at all stages of the buying cycle.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 3, 2014
    [Sales] Marketing and Sales Alignment or Integration?
    Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock , sales consultant and President at Partners in EXCELLENCE , where this post was originally published. I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Sales Enablement Sales and Marketing Alignment
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] Sales Leadership: 5 Steps to Exceed 2015 Quota
    Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit. Is it competitive?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 18, 2014
    [Sales] Sales Mgmt: don’t over complicate it….
    Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. When I said: you don’t show this to them during the sales process do you?
  • VIEWPOINT  |  MONDAY, JULY 20, 2015
    [Sales] The sales rep said, “I never got a lead yet that turned into a sale.”
    I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. We had worth.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 8, 2011
    [Sales] What Sales REALLY Needs From Marketing
    Lead Generation Companies | What Sales Really Needs from Marketing. Strategies to Get More and Better Prospects into your Sales Pipeline. Jill Konrath is one of the top experts in B2B sales in the world today. Jill Konrath. As a result, 1/2 of salespeople did not make quota last year.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JUNE 11, 2015
    [Sales] Learn Why 2,000 B2B Leaders Agree That Sales-Marketing Alignment is a Hot Topic!
    Marketing Sales forrester research forrester tips tricks forrester webinar laura ramos laura ramos webinar marketing tips tricks sales marketing alignment sales marketing collaboration sales marketing leadership sales marketing relationship sales tips tricks
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 12, 2014
    [Sales] 7 Steps to Ensure Sales Forecast Accuracy
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Many sales organizations often struggle with how to predict which sales will close. Their sales forecasts are weak, or non-existent, and that fact affects their bottom line. Know your sales cycle length.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 14, 2013
    [Sales] Sales Management: Taking Smart Risks
    Sales  Management: Taking Smart Risks. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. His latest book is “Recruiting High Performance Sales Teams”.      Ken@AcumenMgmt.com    www.AcumenManagement.com. How Sharp Leaders WIN When Stakes are High.
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • B2B LEAD BLOG  |  MONDAY, AUGUST 17, 2015
    [Sales] Real-life Example of the Use of Big Data in Sales
    Want to know learn how top sales professionals are using data to strengthen their businesses? Mark Hunter, CEO of The Sales Hunter, helps companies (and their salespeople) close more sales without discounting prices. Marketing and Sales Alignment Marketing and Sales Funnel Big Data Marketing marketing and sales funnel
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 4, 2012
    [Sales] Sales Growth: 5 Proven Strategies
    Sales Growth. Five Proven Strategies from the Worlds Sales Leaders. What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies. Five Strategies for Sales Growth. Soup Up Your Sales Engine. Lead Sales Growth.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Sales] How to Beat Larger Competitors at B2B Marketing and Sales
    One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.
  • MARKETING ACTION  |  THURSDAY, MARCH 7, 2013
    [Sales] Unpack Your Sales Funnel
    Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive  tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Sales is hard. There’s a lot of pressure on sales people to make their numbers.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 20, 2015
    [Sales] I put my Sales money where my CRM mouth is
    As all of you well know, it’s not easy doing sales, keeping customers happy, getting to know prospects and build the sort of trust required to end up doing business together, while also fulfilling contracts, being responsive to retainers, managing local and overseas teams, and also keeping up with my fair share of hourly consulting work.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 4, 2012
    [Sales] Sales Leadership: Salesperson Business Plans
    Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. Training needs: sales, industry, product/service, operations. Personal income goals. link].
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 30, 2014
    [Sales] What Are You Doing to Prevent No-Shows for January B2B Sales Calls?
    Here are a few things that have worked here at AG Salesworks to minimize the likelihood that prospects will attempt to reschedule or cancel those important 2015 B2B sales calls: 1) Send a 24-hour reminder email. think we all can get in the bad habit of thinking that our sales calls are at the top of our prospects'' minds first quarter.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Industrial Marketing Can’t Succeed Without Sales
    I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs This is only a content summary.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 5, 2014
    [Sales] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
    AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. For Workers.
  • VIDYARD  |  THURSDAY, NOVEMBER 12, 2015
    [Sales] Video and Sales Go Together Like Cake and My Mouth
    Whether you’re new or consider yourself an expert in the video marketing scene, have you given thought to how video can help your sales teams? Video is perfect for top-of-funnel and mid-funnel content, but sales people can (and should!) be using it to get more customers, faster. Blog Sales EnablementMmmmm…cake…). Ready?
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] B2B Sales Prospecting: Remember to Finish Listening!
    AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 15, 2011
    [Sales] The Invisible Sales Rep
    To read the original post, please visit:  The Invisible Sales Rep. Why would any sales rep make the decision to be invisible to customers and prospects? They wanted my opinion as to which areas of their sales strategy and tactics need to have a new focus. Average #  of LinkedIn connections per Sales Manager/leader:  307.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 22, 2012
    [Sales] Sales Leadership: Nine Minutes on Monday
    My speaking and sales leadership consulting practice causes me to work with many  individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels.  Ken’s latest book is : Leading High Performance Sales Teams!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 7, 2014
    [Sales] Creativity for Sales Leaders
    Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link]. Another example is J.R.R.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JUNE 17, 2014
    [Sales] 50 Statistics About B2B Sales and Marketing (Mis)Alignment
    But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Well, actually it’s a change management problem, rather than just a sales and marketing alignment problem. 79% of marketing leads never convert into sales.
  • CMO ESSENTIALS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
    As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 8, 2011
    [Sales] 20 Awesome Sales Posts You Should Read
    Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. Here are 20 posts you should read from some of the best-known experts in sales. How to Write a Sales Territory Plan – Ron Snyder; Selling Power Blog. Prospecting Sales 2.0
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] Top 3 Disconnects Between Sales and Marketing – Infographic [#Smarketing]
    We recently surveyed 1,000 sales and marketing professionals, asking questions around their alignment with the other team. Our research found that there are three primary reasons for misalignment between sales and marketing teams, and we’ve created this […].
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] 15 Expert Tips on Accelerating Your Sales
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
  • CONVERSIONATION  |  THURSDAY, JULY 21, 2011
    [Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
    In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 8, 2013
    [Sales] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
    There are many important best practices in sales , but the formula for winning is simple: you earn trust. Here are the 3 pillars of trust that I challenge every AE on the Marketo sales team to live and breathe when speaking with prospective customers:   1) Get the person on the other end to LIKE you. Sales won’t cut it.
  • VIEWPOINT  |  THURSDAY, AUGUST 29, 2013
    [Sales] Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
    Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Score More Sales. Via Radius.
  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Sales] Buyers Don’t Care About Your Sales Funnel
    I read an article recently that discussed how content can “help push your prospects through the sales funnel.”  However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic! 
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