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December 1, 2015 12:00 AM
What if you could change one simple thing about your message, pitch or presentation to make it more persuasive? What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo? According to fresh research from my company, that technique exists. If you take advantage of it, you stand to significantly improve your chances of convincing prospects to accept the idea of doing something different.
November 30, 2015 11:35 AM
Ongoing training is important for employees to stay ahead of the curve and do their jobs effectively. But what about training reinforcement? One could argue that reinforcement may be as important as the training itself. After all, even the best training won’t mean much if there’s nothing done to reinforce it. But what’s the best way to make sure that employees retain what they’ve learned?
November 25, 2015 07:14 AM
Black Friday is the unofficial start to the most important time of the year for retailers – the holiday shopping season. For wholesalers, it is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success. To maximize sales, manufacturers and distributors need a strategy that creates a great start to the season on Black Friday, carries that momentum through Christmas, and ensures inventory is sold through by New Year’s.
November 23, 2015 12:00 AM
Technology has dramatically shifted the research and selection process by customers, who now expect a fast response and relevant content delivered, how they want it and at every stage of the sales engagement process. In return, organizations of all kinds are creating digital content at an exponential rate, realizing there is a major opportunity in this new “always on” world to use these digital assets to deliver revenue.
November 23, 2015 06:23 AM
Sales is ultimately a matter of building trust and developing relationships with customers – and it’s never too early to start. In the journey from the first phone call with a customer to the final close, there are numerous opportunities to establish credibility, build rapport, uncover the customer’s unstated needs, and generally show the customer that you are on their side and that you are trustworthy, professional, and thinking about how to solve their problems.
November 19, 2015 12:00 AM
We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is struggling to be productive, they may not be daydreaming enough.
November 18, 2015 12:00 AM
In a previous article, Age of Unified Communications (UC) and Your CRM, I discussed the benefits of integrating a UC solution with a CRM (like Salesforce.com or SugarCRM). One of the advantages of this type of phone system integration is having screen pops that make it easy for sales and customer service teams to log call details. It also provides quick access to existing customer information, enabling outbound-focused teams to have better conversations with customers and prospects.
November 16, 2015 12:00 AM
A mobile device is a salesperson’s best friend, but before your salesperson gets overwhelmed and distracted by a million non-relevant items accessible on their mobile devices, there are ways to streamline and focus the world of information so that the most pertinent and relevant sales assets are prominent. Sales enablement applications not only boost the power of your CRM, but are quickly becoming a requirement for managing and inspiring a successful sales force as they rely more heavily on mobile devices.
November 13, 2015 12:00 AM
To date, technological advancements have always created better jobs and improved the well-being of humanity. But we face the real possibility that technology will, for the first time, displace more jobs than it creates. In his new book, Humans are Underrated: What High Achievers Know That Brilliant Machines Never Will, Geoff Colvin, a senior editor at Fortune magazine, says those people who master the human abilities that are fading all around us will be the most valuable workers in the world.
November 12, 2015 12:00 AM
B2B sales force turnover continues to worsen, with total churn of 22.4 percent in 2015, significantly higher than the year before. The high cost of replacing and retraining sales reps is painful enough. But there is a potentially more damaging risk that can arise from this rapidly revolving door — one that is best summed up as the “Loyalty Giveaway.”
November 9, 2015 12:00 AM
With much of the business world abuzz about content marketing, smart marketers are taking stock of opportunities for their clients to use the power of story to convey a message and build stronger brands. Conspicuously absent from most content strategies, however, is the granddaddy of all content marketing: writing a book. The benefits of launching a book are numerous, including:
November 6, 2015 06:10 AM
If you haven’t heard, Millennials have overtaken Baby Boomers in the workplace for the first time. And with this takeover has come an obvious and inevitable shift in how, when and where employees work.
November 2, 2015 12:00 AM
What makes a great sales team? There’s no real consensus. Some say charm; others cite instinct. In some quarters, it’s even thought that greatness only results from years of experience on the frontline. But the truth is, if you’re looking for a miracle cure-all, you’re going to be disappointed: there’s no one right answer to this question. In the modern age, building a good sales team needs a sustained effort across all fronts. It can, in some respects, be compared to a car: having excellent suspension isn’t much use if you’ve got a flat tire.
October 29, 2015 11:00 PM
What makes a presentation compelling? Why does presenting a product or service one way reduce the likelihood of the sale, while presenting the same product or service in another way increase the probability of the purchase? In the past, answers to these important questions were left up to speculation. However, this is no longer the case. There have been thousands of social science studies, which have identified the causal factors that create and enable influence. As a result, we now know why one presentation inspires buying behaviors, while another does not.
October 26, 2015 04:23 AM
A few years ago, my two children and I really wanted a dog.  However, my wife was dead-set against getting one. So since our house is a democracy, except that my wife gets four votes, she outvoted us and we did not get a dog. Shortly after this decision was made, our neighbors got a new puppy. They felt he would be a good companion for their wheelchair-bound daughter, Delaney.  However, my neighbor is a commercial pilot and travels a lot. The puppy, Cody, became too much for them to handle. 
October 23, 2015 05:16 AM
Companies typically give a lot of thought to how they’ll make a positive first impression with customers. Marketing experts carefully craft a brand image over time, strategizing on how to best convey the company’s value proposition and polish their image with prospects, existing customers and the marketplace. Customer success teams tend to focus on managing relationships with existing customers from onboarding and beyond.
October 20, 2015 01:58 PM
The influx of new sales enablement softwareoptions has completely changed the way sales teams operate, eliminating many disconnections in the sales process. But even with this newfound efficiency, there’s one thing sales still needs to ensure buyers act: a good pricing strategy. Here are a few major pricing strategy mistakes that could ruin your sales and what you should do instead:
October 16, 2015 06:16 AM
The way people are buying has changed selling. Although face-to-face meetings often seal a million-dollar deal, most relationships are built through emails, phone calls and online demos, rather than dinners, conferences and golf games. Businesses are selling globally, which means the deals are being discussed, negotiated and signed digitally. This type of selling is more efficient and more easily measured. When the right data is collected, analyzed and used quickly and at scale across an organization, revenue forecasts can be achieved and surpassed with ease.
October 11, 2015 11:00 PM
Companies have been talking about sales enablement for some time now, but in many ways the definition remains open for interpretation. To some, it may be nothing more than a portfolio of PowerPoint decks, while to others it is support from marketing or other areas of the company in order to have the knowledge to deliver the message a salesperson thinks the customer wants. In my mind, the true definition of sales enablement is giving sales everything possible to effectively solve their customers’ challenges. It may sound simple, but it isn’t.
October 8, 2015 11:00 PM
Not long ago, I was talking to the marketing director of a mid-sized manufacturing client about leads. He explained that his company’s biggest problem lay on the sales side: “We pass off hundreds of great leads to sales and they never follow up on them,” he complained. Strangely enough, I’d had a similar conversation with some of the company’s sales reps earlier in the day. From reps, I’d heard things like, “All the leads from marketing are poor quality.
October 7, 2015 11:00 PM
Baseball pundits have long hailed Angels outfielder Mike Trout as a “natural.” He entered the league at 19 and by 23, Trout had appeared in four All-Star games and won an MVP award. This happens to be the same age that another Angel outfielder with another fishy name — Tim Salmon — made his major league debut.
October 6, 2015 11:00 PM
The villain of the “Terminator”series isn’t the Terminator; it’s Skynet, the evil computer. It’s the same in 2001: A Space Odyssey, Harlan Ellison’s I Have No Mouth and I Must Scream, and countless others. In some quarters, technology – particularly automation technology – is viewed with suspicion.
October 5, 2015 11:00 PM
As a 24/7 salesman, your website has the potential to be your most powerful asset and the centerpiece of your marketing efforts. But rapidly changing technology can make your website feel old and outdated. A redesign maybe ideal but who has the time or the budget? Darling Jimenez, a Web developer and inbound marketer, offers these simple ways to improve your website in a blog post on Hubspot.com:
October 5, 2015 07:26 AM
When I think back over my career working in agencies and now advising agencies and salespeople, many of my mistakes led to some of my best lessons in business. (Come to think of it many of my personal mistakes led to some of my best life lessons.) We will look at the typical mistakes people, including smart people, make when selling and negotiating in the service industry – agencies especially. In other chapters of the main book we will consider how best to avoid and learn from these mistakes. It’s not dumb to make mistakes. What’s dumb is to repeat the same mistake.
September 30, 2015 11:00 PM
Marketers often exchange the terms demand generation (demand gen) for lead generation (lead gen), but they’re not the same strategies. Companies with dedicated sales teams can deploy both strategies simultaneously. Companies often have an inbound sales team to respond to demand generated sales requests and outbound sales teams to engage in those leads generated through lead generation activities.