Blog

Your company’s tech versus your company’s needs for Lead Management

“Are you still stuck using legacy CRM’s to drive your Lead Management process? CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization.  While they provide a lot of great features for tracking different sales processes, they don’t always hit the mark when it…
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Practice Makes Perfect

Both musicians and B2B sales pros can benefit from regular jam sessions. The difference is that while musicians need to practice their chords, sales pros need to ensure they strike the right chords with B2B buyers. While you may think you get enough “practice” just by completing your appointment schedule each day, there are definite…
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What we can learn from race teams about our sales performance?

“There’s a lesson the be learned from race teams – If you expect to win and be competitive on the race track, or in the in the marketplace; you need real-time visibility on your performance metrics. The end of Q3 signals the end of the planning cycle for many organizations. Did your functional leaders coordinate their…
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Why you need to do sales follow-ups?

“The purpose of the follow up is to demonstrate INTEREST in this person and those things that are important to them. You must be creative to stay INTERESTED. Great sales people are creative, not at selling, but as entrepreneurs. Look for creative solutions to show interest in your clients. Technology like CRM’s, e-calendars, automated reminders or an old…
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On the things or situations that can hamper sales

“I would encourage you to look for the pinch points in your organization that make it difficult for your sales team to do the job that they need to do. Get your team together, brainstorm solutions, and you’ll minimize or eliminate all the sales prevention departments.” Read more from Colleen Francis on The Sales Leader

On the KPI of Referring

“Some sales leaders do measure reps based on referral results, but referral activities are the referral metrics that matter. Results metrics are a lagging indicator, and you can’t manage to results. You can manage to these activities: number of people asked, number of referrals received, number of meetings scheduled, number of meetings conducted, and the close ratio…
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How Top Salespeople Stay Motivated

With a steady drumbeat of negativity and business challenges, even the best printing salespeople sometimes struggle to stay focused and motivated.  From motivational books to daily meditation, we have seen salespeople try any or all techniques imaginable. Whatever the strategy, self-motivation is always longer lasting and sustainable than external motivation. Unfortunately, there is no magic potion…
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On Sales and Ethics

“As a sales leader, you’re tasked with impacting others, but what does that really mean?  Whether it is a meeting with a customer, another department in your company or a person who works for you, the need to care for them is essential.” “Anyone can stand up when everyone around them is standing up.  It’s…
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Solving the Mystery of Successful Sales Enablement

There’s no question about it: Sales enablement is a difficult task that is compounded by an enormous amount of confusion. To clear the smoke and bring some much-needed clarity to this function, it’s important to take a look at what sales enablement actually is and how to tackle it for greater success within your sales…
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Strategic Negotiation for Decision-Makers this April 27

Decision-makers are the ones who have the final say whether the plan is ok to be executed or not. Oftentimes, they decide the company’s business directions. Now, we will share a story on how Strategic Negotiation helps decision-makers of any industry. Joey (not his real name) is the president of the city’s business association. He…
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