How to Power Up Your Sales Force With Tablets

Tablets are helping to reinvent the sales profession. They’re making it possible for sales reps to be productive pretty much any time anywhere. Reps are using the devices to breeze through the humdrum tasks that need doing before and after the sales call – and make the calls themselves much more productive.

The Age of Builders

Last October, Symantec’s stock took a beating after its new CEO, Steve Bennett, gave financial guidance that fell short of analyst expectations. As often happens, sales execution was proffered as the primary reason for the gloomy guidance.

Stop selling products and start making emotional connections

We humans are emotional creatures. We make our purchase decisions based on how products promise to make us feel. That’s why great brands succeed by seeking intimate emotional connections with customers.

How to Cultivate and Harvest Your Leads Effectively

Businesses often set aside a large budget to generate leads. But they don’t follow up with enough eagerness, vigor or persistence. That’s lead waste, and it’s preventable.

Getting the Full Value Out of Collaborative CRM

For small businesses, using enterprise customer relationship management (CRM) is like trying to ride the Olympic mogul course at Sochi using a pair of skis designed for Yao Ming. Unless you’re 7’6”, those skis will not turn without a lot of effort. So you spend the run slamming into each mogul instead of turning your skis and absorbing the bumps.

Exit gracefully

There’s that moment on so many initial sales calls when it becomes clear that the prospect is not a prospect at all (at least not for the next quarter or two). No budget. No timeline for implementation. No need or perceived urgency.

A clean exit is needed — something that allows for moving on while also leaving the door open for future contact.

With data, size matters, but not how you think

The Test That Most Executives Fail

Turbulent Skies

“Please return to your seats and keep your seat belts fastened.”

It has been a long week. You’ve declared this a no-email flight and are just getting ready to start a movie. Suddenly, the “Fasten Seat Belt” light comes on with a ping. Although you’ve been in this situation many times before, it is still unsettling.

Creating Conversations That Matter

It’s frightening to admit it, but I’ve been writing about sales and the techniques companies use to improve sales performance for more than two decades now. It has always seemed somewhat ironic to me because sales is a job that I feel completely unsuited for.

Close a deal? You may as well ask me to draw up the blueprints for an office tower.

Snow Day Sales Strategies

WEATHER WARNING: Snow, ice, wind, rain, lightning, tornado advisory warnings until 5 p.m. tomorrow. This winter, every event, meeting, seminar, appointment and night class around the country has been at risk of being cancelled, closed or delayed due to weather. STAY IN YOUR HOMES!

5 Ineffective Actions Most Sales Executives Take On LinkedIn

As LinkedIn gives sales professionals direct access to targeted decision makers and influencers, it can be and should be one of the most powerful tools in their arsenal. However, many sales professionals complain they are not getting an ROI from their LinkedIn efforts. They are making a number of connections, but generating few leads and sales.

The New Rules of Sales Execution

It is tougher than ever for sales teams to cut through the clutter and differentiate with prospects. But who can blame them? Sales teams can’t find the right resources, so they spend less time selling than hunting for resources, which means lost opportunities – leading to overall poor sales performance. The facts regarding the buying environment and sales execution are startling:

Five Ways to Model Your Sales Leadership After Pete Carroll

The Seattle Seahawks’ stellar season, which culminated with yesterday’s 43-8 drubbing of the Denver Broncos in Sunday’s Super Bowl, left me pondering some interesting parallels between what top NFL coaches like Pete Carroll and highly successful sales executives do to ensure victory on the field of battle.

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