What’s a 21st Century Selling System?

February 12, 2014
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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 […]

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

February 5, 2014
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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 […]

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

January 29, 2014
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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 […]

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

January 21, 2014
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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) […]

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

January 14, 2014
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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 […]

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Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

December 18, 2013
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  Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. Jonathan Farrington and Gerhard Gschwandtner gave their usual entertaining yet heartfelt commentary. You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another.  In all, there were […]

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The One B2B Buyer Tactic Salespeople Must be Prepared for – but Most Aren’t

December 11, 2013
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My dog Rocky gets her dinner every night at 4:00. At 3:55 on the nose, she starts her cajoling to get us up off our home-office chairs and onto the important business of providing chow. How she knows that it’s time, I don’t understand. But everyone with a dog will be shaking their heads right […]

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7 ways to Uncover the Real Meaning (and Proper Execution) of Sales Enablement

December 4, 2013
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Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. That’s rather astonishing. Clearly, it’s a popular topic. But equally obvious, is that people want to understand what the heck it means. The short answer as to why the definition is so cloudy is that it means different things to […]

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The Importance of Social Proof in Building a Movement #DF13

November 25, 2013
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  Think of the last time you were in a social situation and you weren’t sure what you should do or how you should behave. Did you  take your cues from those around you who appeared comfortable and experienced in the situation? In uncertain situations, we don’t like to take the lead, so we wait […]

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Dreamforce 2013: Get Your Print-Out of the Must-See Tools Exhibitor Map #DF13

November 13, 2013
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Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. Destination, as always, is San Francisco. For four days, the city will be over-taken by more than 120,000 visitors clamoring to attend any of the 1250 sessions, an expanded Cloud Expo offering more than 350 exhibitors, and a smorgasbord of parties, […]

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