Announcements

Show & Tell: What Kindergarten Taught Me About Selling

February 8, 2012
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I’ll never forget the first time we had Show & Tell in kindergarten. The teacher said we could each pick a day to bring our favorite thing to school and share it with our classmates. I knew immediately that I would be bringing my pet frog. And when the day came, I was the center [...]

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Are Your Business Contacts Worth 20K? Survey Says…

October 14, 2011
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Yesterday, Xobni, who recently released a new product suite called Smartr, announced the results from two online surveys conducted on its behalf in July & August 2011 by Harris Interactive. When you cut through all the statistical mumbo-jumbo, you learn two key take-aways. The majority of people with both business and personal contacts believe their business contact information [...]

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Dreamforce Scoop #4: This One’s a Biggie!

August 30, 2011
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Tomorrow, Salesforce is announcing a collaboration with Dun & Bradstreet that will marry Jigsaw’s vast contact database with the strength of D&B’s massive company database. The resulting database of contacts and companies will be known as Data.com and will be built into the Salesforce.com platform*. Jigsaw, which was acquired by Salesforce in May of 2010, [...]

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Intelligent Sales Forecasting – an Oxymoron?

August 23, 2011
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Today, Cloud9 Analytics announced a new solution for intelligent sales forecasting. The key word is “intelligent.” It’s a good descriptor if you want to get a point across. Sales forecasts are the very best guess about which deals will come in - and when – based on the best intelligence on that day. Problem is – the minute [...]

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Recommended Reading:Rainmaking Conversations Plus Special Bonus when You Buy Today

April 26, 2011
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If you’re looking to close more deals, bring in more revenue, and be more successful –I’ve got the book for you. Conversations make or break sales. In Rainmaking Conversations my good friends over at RAIN Group — Mike Schultz and John Doerr –provide a guide that will help you master the art of the sales [...]

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Today my wish came true: New Revolutionary Sales Software Introduced

April 1, 2011
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This new software solves the biggest sales issues of all: Knowing who to call, when to call, what to say, how to follow up, when to follow up, how to get answers, how to schedule more appointments, what to do next, who to focus on, what to up-sell, where to cross-sell, when deals are at risk, and how to get contracts signed quickly.

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Catching Fly Balls: overcoming the dreaded price objection

March 31, 2011
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With every batter I repeated the same mantra, “please don’t come to me, please don’t come to me!”

I was ill-equipped to catch the ball and so I dreaded the opportunity. If your Inside Sales team dreads the ‘price obejction’ it’s because they aren’t confident in their ability to handle it.

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Six Essential Behaviors of the Extraordinary Sales Leader

September 22, 2010
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There certainly isn’t any shortage of advice about sales management and how to be a good manager. But the folks at Zenger Folkman use hard science to determine what separates good managers from extraordinary leaders. They’ve done studies and collected statistically sound data from 1,000′s of sales leaders around the world. Next week: a very [...]

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Tweet by Email?

September 11, 2010
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Twêpe let’s you manage your Twitter activities via email.

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GoldMail, Tungle & WiseStamp: Perfect Symbiosis

September 9, 2010
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I couldn’t wait to write about the announcement today from GoldMail, Tungle, and WiseStamp. GoldMail has been a favorite of mine for awhile. In fact Josiane Feigon and I included them as a “must-have” tool in our InsideSales 2.0 Tools E-book (but it’s great for anyone in sales and marketing).   GoldMail solves so many problems [...]

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