5 questions to climb to new sales heights

Tue, 06/26/2018 - 13:43 jeremytews

You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70 percent of your people will fall short of their quota. You have to get the sales reps to change their behaviors. You must get them in line to produce results.

6 Reasons Why Duplicates in Your CRM/Marketing Automation Platform May Cost You a Fortune

Wed, 07/18/2018 - 00:00 paulnolan

The most efficient way to solve the problem is to dedupe datasets and go behind the limit line again, but it doesn’t save you from making a much bigger CRM damage. Here are six reasons why duplicates in your CRM and marketing automation platform may cost you a fortune.

4 Ways To Maximize Your Marketing Strategy

Mon, 07/16/2018 - 00:00 paulnolan

To get the most out of your marketing spend, net exceptional ROI, and increase profits, you need to maximize your marketing efforts. Here are 4 ways to make it happen.

8 Marketing Lessons Big Brands Can Teach Startups

Fri, 07/13/2018 - 00:00 paulnolan

Learning tactics to market products that a startup has created can be gained from big brands that have penetrated the market and made a name for themselves.

How To Optimize Your Messenger Chatbot and Make Sales a Breeze

Wed, 07/11/2018 - 05:50 paulnolan

Using Facebook Messenger as a sales channel has become an incredibly popular option recently, and for good reason. People primarily use their phones to send and receive messages, and moving your value propositions into that conversational space is a great way to capture their interest.

3 Ways to Increase Wallet Share with Existing Accounts

Mon, 07/09/2018 - 05:35 paulnolan

Selling more to the base creates value beyond the obvious revenue gains. Here are three tactics to consider when servicing your existing bases that could pay dividends (both literally and figuratively).

9 Ways to Boost Your Social Media Marketing

Fri, 07/06/2018 - 00:00 paulnolan

Social media marketing has become tougher than ever. Everyone has access to it yet only the smartest and most resourceful will prevail. Here are some simple yet effective ways to improve your social media marketing performance.

Preparing to focus

Mon, 07/02/2018 - 16:19 jeremytews

Sales professionals, management types and overburdened workhorses, this message is for you. You may think you’re God’s gift to multitasking, but the 60,000-year-old human brain in your cranium has not evolved for multitasking. It is best at focusing on one thing at a time and moving back and forth between different issues quickly.

Micro Coaching Videos with Tim Hagen

Mon, 07/02/2018 - 09:25 admin

Click to view micro coaching Videos from Tim Hagen.

4 Steps to Better Strategic Content Development

Mon, 07/02/2018 - 05:24 paulnolan

Everything starts with content, but you can't generate content for the sake of churning out content. Here is a four-step approach to developing stronger content.

3 Keys to Effective Sales Teams in the Age of the Informed Buyer

Thu, 06/28/2018 - 06:48 paulnolan

From casual browsing to thorough research, online exploration occurs well before customers meet a salesperson. More than ever, understanding one’s field is critical to sales success.

Business strategy gets graphic

Tue, 06/26/2018 - 14:30 jeremytews

As CEO of the Strategic Thinking Institute, Rich Horwath works with managers at companies such as FedEx, Google and L’Oreal to help them understand the importance of landing on a strategy that everyone in an organization understands and can work to achieve. Now, he has put those lessons into a graphic novel, “StrategyMan vs. The Anti-Strategy Squad.”

Focus hacks for multitaskers

Tue, 06/26/2018 - 13:59 jeremytews

In an article written a few years ago, Michael Jordan, one of the greatest athletes of all time, listed 10 rules for maximizing competitiveness. Unsurprisingly, focus was numero uno. In Jordan’s mind, nothing was more important than focus.
Without focus, nothing gets done.

A kick of kindness

Tue, 06/26/2018 - 13:32 jeremytews

Technology disrupts. It changes how we live. It changes how we work. For managers, it changes how they strategize.

B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

Mon, 06/25/2018 - 15:57 paulnolan

You may have fallen into sales and then into sales management. These five words can prevent burnout and power success.

Five Tips for Being a Better B2B Sales Manager

Fri, 06/22/2018 - 06:05 paulnolan

A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. Here are five ways sales managers can harness technology to alleviate stress, build a more cohesive team, boost results – and ultimately, be better at their jobs.

more articles >>

5 questions to climb to new sales heights

Tue, 06/26/2018 - 13:43 jeremytews

You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70 percent of your people will fall short of their quota. You have to get the sales reps to change their behaviors. You must get them in line to produce results.

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Editor's Notebook

Paul Nolan

Technology disrupts. It changes how we live. It changes how we work. For managers, it changes how they strategize.

continue >>

Engage (...by Hinda)

You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70...

continue >>

Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Canon)

As CEO of the Strategic Thinking Institute, Rich Horwath works with managers at companies such as FedEx, Google and FOX TV to help them understand...

continue >>

Lift (...by Seiko)

In an article written a few years ago, Michael Jordan, one of the greatest athletes of all time, listed 10 rules for maximizing competitiveness....

continue >>

Additional Web Resources

7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.

Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches.
Read more.

2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue.
Download here.

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