March 2014

Making Big Data Work for B2B Sales

Retail salespeople always seemed to have it a bit easier than B2B salespeople: the price is on the tag, take it or leave it.

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How Pay-Per-Lead Marketing Can Ruin Your Business

Have you ever been asked to work on a pay-per-lead basis? Some potential clients call it a “performance basis.” Others euphemize it as “partnering.” But what they inevitably say is that, “If you’re so good, why not put some skin in the game?”

Are We Going To Be Thrown Out?

Imagine this for a moment: your sales coach, instead of holding the usual meeting at his office or yours, picks you up and takes you to Barnes & Noble and once there, tells you something that prompts you to ask “Are we going to be thrown out?”
Let me tell you the story.

Is Your Sales Pipeline the Wrong Shape?

When you think of a sales pipeline, what shape begins to emerge in your mind? If you are like most sales leaders and executives, you will see a funnel. The conventional funnel-shaped pipeline has a large opening on one end where potential leads pour into the sales cycle and a gradually tapering funnel that ends with closed business.

Prospecting for Success

A successful sales professional has been trained in time management and will devote a portion of her week to prospecting for new clients. The methods vary but the results are the same. The primary goal is to enhance the client base with qualified accounts that produce revenues for the company.

Shark musings

When he was 12, Mark Cuban sold garbage bags to pay for an expensive pair of basketball shoes. An entrepreneur was born and the business world hasn't been the same. Cuban is the owner of the Dallas Mavericks of the National Basketball Association, Landmark Theatres and Magnolia Pictures, and the chairman of AXS TV. He is also one of four “shark” investors on the TV series “Shark Tank.” He recently answered some questions via an email exchange with Sales & Marketing Management.

The Most Critical Skills in Sales

Sales teams have multiple responsibilities over the course of their workdays, and it is inevitable that many of these tasks pose a significant challenge. Seeking out new leads, hustling between prospects and clients and attending meetings with marketing and management can get overwhelming. Because time management is integral to the success of a sales team, how can one better manage?

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