Sales Effectiveness

Using Leverage in Sales: The Art of Winning an Unfair Game

April 9, 2014
Share via email

Are you employing leverage to get the most from your sales organization or from your own individual sales activities? Sales tools are all about “leverage”. Yes, they take time to deploy and yes, some of them cost money. But the key element is that they produce a return that is greater than the costs.

Read the full article →

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

March 25, 2014
Share via email

  I’m pleased to have Michael Boyette as a guest author for today’s post. Michael  is the Executive Editor of Rapid Learning Institute and thought leader for the Top Sales Dog blog. He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. […]

Read the full article →

80+ Leading Business Experts, One Incredible Online Event

March 11, 2014
Share via email

A gaggle of geese, a herd of elephants, a troupe of artists, these are all collective nouns. What would you call a group of the sales & marketing industries top authors, speakers, trainers, and thought leaders?  You’d call it the Sales Acceleration Summit. The brightest minds in sales and marketing will share their secrets in […]

Read the full article →

Why be Different?

February 25, 2014
Share via email

There is great honor in being the first one to do something—the first one to climb a mountain, the first one to conduct an innovative medical procedure, the first one to discover a species or a land mass. Being the first one can bring fame, recognition, and wealth. But there is also great risk. It […]

Read the full article →

How the Sales Process Compares to Olympians Spiraling Head First at 80mph

February 18, 2014
Share via email

I had no awareness of my surroundings. My eyes were focused on the television and without realizing it, I was holding my breath, neck extended forward. If cameras could be in the living rooms of families around the world at that very moment, I suspect they would capture millions in the same moment of repose. […]

Read the full article →

What’s a 21st Century Selling System?

February 12, 2014
Share via email

The theme of Salesforce’s annual Developer Conference, Dreamforce, was “The Customer Company Revolution.” The theme can be summed up thusly, if you want to become a customer company you must enhance the customer experience no matter what and always put customers in charge. According to a recent Salesforce infographic, the marketing industry is undergoing its […]

Read the full article →

3 Reasons Why Thinking-Outside-the-Box is Harmful to Sales Productivity

February 5, 2014
Share via email

Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out-shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps. Perhaps not. The phrase “thinking outside […]

Read the full article →

Myth Busters: The 9 Sales Myths You Don’t Want to Fall For

January 29, 2014
Share via email

Last week, I wrote a post called “Uh Oh! One of the Oldest Tenets in Sales is Just Plain Wrong” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. The reason it’s wrong is that both are equally involved in making the decision even while they’re often […]

Read the full article →

Uh oh! One of the Oldest Tenets in Sales is just Plain Wrong!

January 21, 2014
Share via email

If we can get our prospects to know the benefits of our products and services and how those benefits can impact their business, then they will buy. Except, of course, we know that isn’t true. Other things matter, like whether they have the authority and the budget. That’s why BANT (Budget, authority, need and timing) […]

Read the full article →

An Ingenious Way to be the First in the Door and Close the Business 63% of the Time

January 14, 2014
Share via email

The revenue funnel, as it’s now called, consists of the marketing funnel and the sales funnel. Marketing drives engagement with prospects, nurturing leads until they’re considered to be MQL’s (marketing qualified leads). At that point, they turn them over to sales to develop into opportunities. More and more, Marketing is expected to automate this process […]

Read the full article →