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Sales Lead Management Association Blog
What's the best way to track the sales leads that are passed to channel partners?
Entry by Andy Brownell, Chief Marketing Officer, LeadMaster Inc. For those of us who do business through channel partners, finding out exactly what happened to leads that are sent to the channel is always a challenge. How many of those leads did your partners follow up with?...
Starting Down the Path of Lead Management
Author: Lisa Cramer, Co-Founder & President, LeadLife Solutions We often hear marketers struggle, knowing that they need and desperately want lead management systems and processes, but are worried about their ability to implement one. We are all resource constrained, marketers probably more than most, so how...
<p>We have three new e-Books on the SLMA site.</p> <p><strong>Title: Focused Outreach Lead Generation from Exceed Sales. <br></strong> Author: Elisa Ciarametaro. <a href= "http://www.exceedsales.com">www.exceedsales.com</a></p> <p>Are you sick and tired of hacking through a jungle of information about lead generation?<br> Elisa Ciarametaro wrote this e-book to make your strategy clear and easy to follow. There...
E PLURIBUS UNUM from Michael A. Brown
From Michael Brown ... One of the 50 Most Influential People in Sales Lead Management 2009 This Latin phrase, which also is on our money, means “of many, one.” You make many lead generation and development calls each day and they may start...
Company URL http://www.sales-lead-experts.com Who are your mentors and why? ...
White Paper Attributes Lack of Sales Lead Follow-up to Normalized Deviation
<p>The Sales Lead Management Association connects Space Shuttle Columbia defects and Toyota recall issues to high rate of sales lead follow-up failure.</p> <p>The <a href="http://www.salesleadmgmtassn.com">Sales Lead Management Association</a> has released a new white paper sponsored by <a href="http://www.marketo.com">Marketo</a> and <a href="http://www.leadtrack.com">LEADTRACK</a> . The paper offers an explanation and solution to...
Modern B2B Marketing | Marketo Blog
BMA 2010 Engage Conference – Making Ideas into a Reality
Taking ideas from the BMA Engage Conference and implementing them at Marketo....
Lead Nurturing Through Social Media: Just Do It (Right)
Lead nurturing via social media, AKA seed nurturing, can help build relationships with qualified prospects. Learn more on the Marketo Best Practices Blog....
The Top 5 Skills You Need to be a Marketable Marketer
The top 5 skills to become a Marketable Marketer, including forecasting, analytics and sales skills....
The Methodology behind Revenue Analytics
Creating a methodology and defining the stages of the revenue cycle is essential to revenue cycle analytics....
5 Ways to Give Your B2B Marketing Strategy a Makeover
Spend some time in Q2 giving your B2B marketing strategy a makeover with these 5 tips from Modern B2B Marketing Blog by Marketo....
Lessons from Sales and Marketing Revenue Masters
What do you need to become a Revenue Master, driving visibility into your pipeline through marketing accountability and reporting?...
The SalesRoundup Podcast
Confession Of Sin! Bless us listeners, for we have sinned! It has been way too long since our last podcast… We have been just out straight with our day jobs and have ignored you… We will say three Our Fathers, two Hail Marys throw in a Glory Be! along with this show...
Secrets of Selling to Procurement Part 3
Cracking the Code Part 3 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part three of this three part series on...
Secrets of Selling to Procurement Part 2
Cracking the Code Part 2 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part one of this three part series on...
Secrets of Selling to Procurement
Cracking the Code Part 1 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part one of this three part series on the secrets...
Selling in the New Normal Part 3
The “New Normal” Part 3 Have you heard any sales people say “I can’t wait for things to get back to normal”? We’ve heard that several times in the past 2 years and it never fails to discourage us. Hopefully you’re not waiting for things to “go...
Selling in the New Normal Part 2 Interview with Jeff and Chad Koser
The “New Normal” Part 2 Have you heard any sales people say “I can’t wait for things to get back to normal”? We’ve heard that several times in the past 2 years and it never fails to discourage us. Hopefully you’re not waiting for things to “go back to normal” because...
The Growth Guy
Mexican Hero; 40% Wrong; Dawn of VC in Mexico; Microsoft Invitation
"...keeping you great" HEADLINES: You're Invited -- Microsoft WPC Leadership Summit July 12 or 13, Washington DC. Taking over an entire city, this is the major corporate event Microsoft hosts each year for their Worldwide Partners. This year they've partnered......
Executive Health; Stop the Rust; SpreadShirts; Kindest Gift
"...keeping you great (and healthy)" HEADLINES: Spreadshirt.com -- Thanks to all of you that sent notes re: my uncle's passing -- greatly appreciated. The most unique note and gift were from Jana Eggers, CEO of Leipzig and Boston-based Spreadshirt, Inc.......
Perfect Website; Why Complexity Fails; Why Sales Reps Fail; Taste of Influence
"...keeping you great" HEADLINES: Why Complexity Fails -- somehow Clay Shirky's writings and books have eluded me. Not any more, after reading his insightful (and easy to read) article on why complex business models ALWAYS fail. Note's Shirky in his......
Zuckerberg's Wisdom; Wally's Wit; Jack Stack's Wise Advice; European Coaches Meeting
"...keeping you great" HEADLINES: "No project I ever built made sense at the bottom line and I made millions. I didn't study the bottom line. I studied the opportunity." Walter Hickel I'll Miss You Wally-- the world lost a great......
2000 Applicants; Top 100 Reasons; Melting Block of Ice; Geoff Smart Webcast May 13
"...out-learning the completion" HEADLINES: Nobody is smarter than everybody. I Love Rewards recruiting video Hiring This Year? Geoff Smart "Who" Online Seminar Thursday -- the #1 ranked process for recruiting, hiring, and retaining people -- noon -- 1:30pm ET May......
Greatest Transaction Ever; Russian Nightmare; Why Amish Businesses Succeed
"...keeping you great" HEADLINES: Photo Request -- did you have your picture taken with one of the keynote speakers at the Fortune Sales & Marketing Summit? We would love to have a copy to post on our website (and we'll......
Understanding the Sales Force
10 Obstacles That Most Salespeople Cannot Overcome
Understanding the Sales Force by Dave Kurlan A great salesperson can overcome a myriad of obstacles including my top ten:resistancecompetitionpricingtechnologybudgetingrelationshipexpertise/reputationcustomer servicehistory/track recordself presentation/first impressionsAn average/ineffective salesperson may not be able to overcome any of the ten with the possible exception of relationship. Some salespeople, while strategically and tactically challenged, are quite...
But I'm a Sales Guy! The Story of Motivation and Compensation
Understanding the Sales Force by Dave KurlanA Sales VP and his CEO were in the conference room and each time the CEO brought up a problem, we asked the Sales VP to elaborate. Each time he began with, "Well I'm a sales guy so I know this stuff..."Yes and No.Yes,...
Jiffy Lube Magic, Sales Adaptability and Plagiarism
Understanding the Sales Force by Dave KurlanPerhaps you've noticed that while driving past a Jiffy Lube during (slow times for them) your commute there may be a mechanic out front, holding a sign, offering a discount, hoping you'll pull in. I don't know about you, but I am not particularly...
With Blown Call, Jim Joyce Succeeds at a Sales Core Competency
Understanding the Sales Force by Dave KurlanIf you're a baseball fan, you've probably heard all about Jim Joyce's horrendous call that cost Detroit Tigers pitcher Armando Galarraga a perfect game. It would have been just the 21st perfect game in Major League Baseball history. The worst part about this baseball...
The Delayed Impact of Lack of Sales Commitment
Understanding the Sales Force by Dave KurlanWhen should you pay attention to how committed an individual is to sales success?Clients tend to believe that as long as they're getting results from a salesperson, lack of commitment is not a problem.Clients tend to believe that when they're not getting results from...
The Role of Preparation in Developing Top Salespeople
Understanding the Sales Force by Dave KurlanThe Internet has made it easier than ever for prospects to find your company, a benefit of Sales 2.0. The upside is that your leads are coming from unexpected places and you are getting audiences with prospects you may not have found ten years...
The Science and Art of Selling by Alen Majer
Six Common Objections and How to Handle Them
You as a salesperson should give every opportunity to the prospect to ask questions and make objections if she is inclined to do so. It is desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the...
Sales Amateur vs. Sales Professional
I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about...
Trigger Events can play a very significant role in your sales strategy – arming your outreach with relevant insights on key business events in your target accounts, such as leadership changes, new product offerings, acquisitions, expanding operations, and litigation. Please join Selling Power for this complimentary webinar program, featuring Alen...
Prospecting: Intro to Trigger Events
Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an...
What are trigger events and how to use them
Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or...
How to win the deal without discounting
In my previous article I was talking how If you live by price - you will die by price. Let’s talk further about how to close the deal without discounting. If you base your offer on your price only, there is a good chance that someone will have lower price than you,...
The Accidental Negotiator
How To Use The “Pivot Technique” To Defend Your Price During A Sales Negotiation
I just love Ferris wheels. They are generally huge, have the ability to take you way up into the sky and then always bring you safely back down to earth. If you’ve ever taken the time to look at how a Ferris wheel is built, then you already know about...
Tactics 101: Giving Away Nothing & Becoming A Litterbug
In the world of negotiating, the actual process of negotiating is very much an art. In order to be good at it, a master sales negotiator needs to have a complete collection of negotiating tactics at his or her disposal. Not every negotiation will call for every tactic to be...
2 “Never Fail” Secrets To Getting Your Way In A Sales Negotiation
Hey, did you read any of those Harry Potter books (or at least see one of the movies?) If you did, then you probably got drawn into the world of magic and wizards that the books are all about. It sure seems as though in these stories that there is...
Sales Negotiations – Hollywood Style
Can anyone remember what happened way back in November of 2007? That’s when all of the writers in Hollywood went on strike. After that the Screen Actors Guild walked out. Talk about a mess. Well guess what, in the first half of 2011 this could all happen again – those...
2 Negotiating Secrets That Nobody Else Will Tell You
Ok, so it’s time to get down and dirty about this sales negotiating stuff. Time after time I keep seeing sales negotiators making the same two mistakes over and over again and it just has got to stop. You can build the best product in the world, have the best...
Stand Your Ground: Two Ways To Not Fold During A Sales Negotiation
So there you are: the classic sales negotiator in the headlights. You’ve got a firm fixed price that you’ve been told to not budge on and yet you know that you’re getting ready to start a negotiation during which the other side is going to be hammering you to lower...
Jeb Blount| Sales Gravy Blog
Sales Gravy Twitter Weekly Updates for 2010-06-02
OUTSIDE SALES REP-Indiana | Sales Jobs| Sales Careers – Sales Gravy http://bit.ly/a4VjIO # Edgy Technology: Let Feedly Feed your Mind – http://bit.ly/9sZYZQ # RT @chadalevitt Should Sales Reps Be Allowed to Blog? IBM Says Yes. http://bit.ly/bh0zqD # #sales # jobs – Sales Professional – SoCal – F500 Company – http://bit.ly/bs3dIJ # #sales...
Get Your 2010 Sales Year Back on Track
Alice Kemper and Nancy Bleeke founders of Sharpenz are offering a free webinar which will provide sales managers, directors, executives and business owners three key strategies for doubling or even tripling sales in the back half of the 2010 sales year. Be sure to register for this free webinar today: http://www.sharpenz.com/2010backontrack/ convert...
Sales Gravy Twitter Weekly Updates for 2010-05-26
Sales Force Automation – Making the Right Choice | Jeb Blount| Sales Gravy Blog http://bit.ly/cOXJup # Jeb's Blog Sales Gravy Twitter Weekly Updates for 2010-05-19 http://bit.ly/bfHAs1 # Inside Sales Consultant – Skill Storm – Arizona Sales Jobs – http://bit.ly/ciOcnN # Inside Sales Consultant – Base Plus – Scottsdale – http://bit.ly/ciOcnN # Business Development...
Sales Hiring Managers Who Snooze, Lose
If you employ salespeople this is your Wake-Up call: Times they are a changing. The Great Recession often put sales hiring managers in the position to choose the pick of the litter from the line of salespeople waiting for their precious open positions. There was time to carefully consider each applicant - because...
Sales Gravy Twitter Weekly Updates for 2010-05-19
"Outside Sales Rep – Software – home office | $75k Base"( http://twitthis.com/idslv5 ) # Reading: "#jobs #sales – $100k – Internet Media Sales Representative | Sales Jobs| Sales Careers "( http://twitthis.com/bwf479 ) # Now is the Time to Master Financial Conversations | Kendra Lee | Sales Gravy Articles http://bit.ly/9uaJvd # The...
Sales Force Automation – Making the Right Choice for Your Team
by Jeb Blount, Author of People Buy You Can the right CRM program give your sales team the winning edge? You bet it can! The problem is there are so many choices on the market these days it is difficult to know which hosted CRM suite is right for your team....
The Sales 2.0 Network
Book Review: Delivering Happiness by Tony Hsieh (CEO of Zappos)
This is a fabulous book! Tony Hsieh (pronounced Shay), CEO of the phenomenally successful online shoe and clothing retailer Zappos, shares his perspective about what I think of as more about the ‘happiness of pursuit’ more than the ‘pursuit of happiness’.…...
You Need A Sales Process: Here’s why, and a quick way to get started
When speaking to a chief procurement officer recently, we were reminded of how professional buyers have become. He had a very structured buying process. He invested heavily in educating his team how to handle vendors; counseling never to build too…...
Book Review: SNAP Selling – Jill Konrath
There’s no question that everyone, including your customers, is increasingly busy. Last year’s cost-cutting has resulted in organizations trying to get by with fewer resources. As the economy has begun to improve, the ‘mot juste’ for corporations is productivity, and…...
For Customers, ‘Broken’ is More Urgent Than ‘Better’
We can all get so excited by our products that we forget that the customer doesn’t really care. When we’re looking elsewhere, we overlook what the customer really cares about. We’re aimed at what’s possible while the customer is focused…...
13 Rules of Pipeline Management: including Social Networking
I recently conducted a survey on LinkedIn to determine what sellers view as their biggest problem at the moment. The result is pretty definitive. It’s all about the pipeline baby! So, I’ve revisited a post I did about a year ago…...
Sales Forecast Accuracy – The Results Are In (and it’s not pretty)
If I told you that everyone in your sales organization spends up to 2.5 hours each week on a task that is worthless – or indeed, the results of which, costs the company money – what would you say? I…...
Sales Machine
Sales Partnerships: Relationships that Help You Sell
How to build the kind of sales partnerships that allow teams of reps to pursue and win complex opportunities. An easy-to-understand, five step process for creating and maintaining sales partnerships that help you sell....
Sales Quiz: How to Handle a Zombie Customer
What do you do when a customer doesn't buy right now, but might buy in the future. How can you help these "zombies" turn into real live customers?...
10 Essential Sales Tips To Double Your Conversion Rate
A list of 10 things that you can do TODAY that can easily double your conversion rate, and probably land you in your company's "winner's circle."...
Why the iPhone 4 Will Trounce Droid, Palm, Blackberry & Microsoft
Five good marketing reasons that the smartphones from other manufacturers are simply not going to be a real competitive threat to the iPhone, as soon as iPhone is available on multiple phone networks....
Top 10 Reasons Selling is Better than Sex
People who don't sell for a living just don't understand why sales is such a great job. To help them understand, here are the top 10 reasons that selling is better than sex....
Is Debrahlee Lorenzana Too Sexy for a Sales Job?
Debbie Lorenzana is suing Citigroup on the grounds that she was fired solely because her bosses thought she was too sexy. What do you think?...
The Entrepreneurial Salesman
When I first started out in sales many years ago there was always an enigma around selling and whether it could be considered an honourable profession or not. When compared to the trusty banking profession there was no contest… one was considered to fleece you and the other a trusty...
The Six Best Reasons to use CRM
I take it all back… CRM is the future of sales… the amount of value that CRM has contributed to sales efficiency and sales results is unimaginable. I was working with one of my clients last week when the moment arrived. How I have been so blind to the obvious...
Treat Sales People as Entrepreneurs
My last post mentioned the poll I put up on LinkedIn - What is the most important thing for sales reps to succeed in doing… and I had some very interesting results and a good number of comments. I believe the comment from Peter Styles is most apt for this...
In the absence of a national poll to determine the next government of the UK, I thought I would share the details of a Poll that I have just created on LinkedIn. Although not as important as the big political poll, mine may well be just as controversial and if...
Focus on the individual not the organisation.
Currently, one of my favourite quotes is often attributed to Albert Einstein and his definition of insanity… “Doing the same thing over and over again expecting a different result.” The reason why I find this quotation so appealing is that it is for our times… most of the world is in recession...
I thought it was about time to dust down my keyboard and put finger to keys, or two fingers in my case, and write a post. It seems like it has been weeks and that is because it has! Although not posting on my site I have written a couple...
sales training blog - startup sales mentor
Twitter Weekly Updates for 2010-06-13
#Linux #Clustering Calling all Linux Admins, there is a new chief in town and the game is scalability. http://bit.ly/btfQsO # Powered by Twitter Tools. ...
Twitter Weekly Updates for 2010-05-16
Have you thought about greening your business with Renewable Energy Credits? #RECs #Green check it out at http://bit.ly/9gtFyI # Powered by Twitter Tools. ...
Twitter Weekly Updates for 2010-05-09
#Teambox is now offering 12 months for the price of 10. Send me a DM for the link to Basic, Pro, or Corp. http://bit.ly/11LFmy # Powered by Twitter Tools. ...
Twitter Weekly Updates for 2010-04-25
Forget your assumptions when calling a new lead, if you know nothing they can tell you everything. # Presumptions are the stumbling blocks that get in the way of sales greatness. # Asking questions you should already know the answers to is good business sense. # Take a look at Ecoelectrons. We are...
Twitter Weekly Updates for 2010-04-18
Yoga and MnM are a great way to start a day # Watching Meet Joe Black with Sasha and getting my Sales 2.0 Social Networking on. Now if my web designer would just wake up we can cook! # Do not be blinded by what other people tell you is important # Only...
Garth's World
Rubbin’s Racin’ - Driving Business
Part of this week’s local networking orgy brought me to the 9th annual Five Ventures Business Plan Competition and Conference at the brand spanking new campus of UNC Charlotte. I originally balked when the director of the program, Ken Paulus,......
Image by RMTip21 via Flickr Thanks to my move to the wrong time zone for watching national sporting events, I’m dragging today after staying up late (almost midnight!) three nights in a row. The two Red Sox/Yankees marathons were par......
Account Management 101 from a Teenager
Last week I got a lesson in sales from a most unlikely source. It all started with a “honey do” (which in my case immediately converts to a “honey sub contract” whenever possible) list item that had taken over that......
Even though my wife thinks I am busy obsessing over my fantasy baseball draft and filling out multiple NCAA brackets, in actuality I am digging out from a week in San Francisco which included the Sales 2.0 Conference. Man o......
As any regular reader (there is a large handful of you-thanks, mom!) of my blog knows, the posts where I can tear down the subject are better (at least funnier) than when I am endorsing something Jigsaw related. I like......
Cold Calling is not even on the Endangered List
Al Gore inventing the Internet by SOCIALisBETTER via Flickr As part of my furious promotion of the Jigsaw Sales Jam event, I had a recent conversation with Steve Richard, co-founder of a sales training and outsourcing group called Vorsight. Because......
Art Sobczak's Telesales Blog
Graduation Sale! take 50% Off Everything!
It’s graduation season, but one school the best never graduate from is the school of sales. And I want to help you further your education. This week, until Thursday, you can save 50% off all of the resources we offer…books, audios, videos, courses, and already-discounted packages of resources. Check out the...
Go Low-Tech, High-Touch for Major Impact
In our age of being constantly electronically connected to our Blackberrys, iPhones, social media sites and more…let’s stop and revisit what really makes a memorable difference in sales, and all of life for that matter: the personal touch, and the little things that mean a lot. One example that sticks out...
Managers: Get this free ebook of 30 mistakes to avoid
One of the smartest sales management guys I know–heck, business management in general–is a fellow member of my mastermind group, Bill Lee. He has just put out an ebook I suggested he charge for, but he’s giving it away (what do I know?) "30 Ways Managers Shoot Themselves in the...
Scammer Voice Mail, Part 2–They’re Using the Same Script
A few weeks ago I shared a voice mail sent in by a fellow reader. It wasn’t bad, other than being a flat out lie, and probably a scam. Here’s another one, pretty much identical, from a female caller this time. And again, the person who received it had never,...
Success Story from a Sales Pro
I love to hear your success stories and specific techniques that work well for you. Here is one from a fellow reader Last December I wrote a weekly email Tip titled "What to Do With an Immediate Brush Off." http://businessbyphone.com/TelE-Sales12-2-09.htm Brian Callaghan with Continental Web shared howhe immediately used it: Art, This article came...
Do You Use “Corporatespeak” on Calls?
Here’s a call I received at my office: "Art, this is Joe Collins with Data International. We’re the most respected provider of data funneling (or something like that–I had never heard the term before). We work with the IBM’s, AT&T’s …," Huh? The guy lost me already, but I let him go on...
Jill Konrath | Selling to Big Companies
#1 Amazon + FREE Interview + Free Teleseminar + Free Webinar
SNAP Selling was the #1 sales book on Amazon for much last week. Very fun to see. Also, there are fifteen FIVE STAR reviews already too. It warms my heart. However, the graphic to the left made me the most excited. That's right. Both SNAP Selling & Selling to Big...
There Are No Shortcuts to Success
As someone who spends hours (and months) writing articles & books, I don't have any tolerance for people who knowingly use other author's material as their own. That's why I was appalled when several colleagues discovered that another "sales expert" was re-purposing their articles under his name. (See Jonathan Farrington's...
It's been only a week since my latest book SNAP Selling came out. While Selling to Big Companies was a sleeper hit - slowly climbing up the bestseller lists to gain a spot in the top 20 sales books on Amazon (where it's been for over 4 years) - SNAP...
Finally ... the new rules for selling to crazy-busy prospects are here!
It's tough to capture & keep the attention of today's overwhelmed prospects. If you're ready to learn the new rules for selling to these people, check this out: SNAP SELLING: Speed Up Sales and Win More Business with Frazzled Customers My new book has already been called an instant classic,...
Your Chance to Find Out Which Lead Database is Best in 2010
Ruth Stevens and Bernice Grossman are back this year with a totally new and updated analysis of business-to-business databases. They've done exhaustive research to determine which of these resources has the MOST leads in specific data segments as well as the QUALITY of those leads. Five major vendors participated: Demandbase...
Survey: For Active Sales Professionals Only
What does it take to succeed in sales today? Your career depends on the answer, yet there’s little data on the strategies that sales professionals pursue to increase their effectiveness. To gain greater insight, the American Society for Training & Development (ASTD) along with ES Research Group, Inc., is conducting...
The Microfit Small Business Blog
There are more books, lining more shelves, sitting in more bookstores, located in more cities, than we could ever care to count, let alone read. All promising the, “hidden secrets” to all things sales. Closing, opening, countering, negotiating, calling, networking, presenting… the list goes on. And all these hidden secrets are...
3 Tips for the Entrepreneur / Workhorse
When we have dinner parties or the neighbor makes small talk, the topic of what I do for a living always comes up. I mean, it’s par for the course when you’re getting to know some one. Most times you can equate what a person does to what their daily...
When I think back to this time in 2008, I remember this vivid moment, filled with emotion. I was driving on 280 in Birmingham, Alabama and I remember what I was feeling at that exact moment about the economy. I’d left Apple the previous year to start my life as...
Ready for a New Website? 3 Things to Keep in Mind!
Are you looking to develop or re-develop a website / blog for your company? If so, I have three things I thought would be helpful to share that I usually only share with people who I can be painfully honest with. Usually these types of people are friends or family, sometimes...
DIY A/B Split Testing Using PHP and MYSQL
I was recently working on a landing page for a client that prompted visitors to fill out a quick survey. The page looked pretty nice and invited visitors to click a button that launched the survey inside of a modal box. That seemed good enough, but the next day, I...
Marketing “Experts” Need A Whaaambulance!
Over the past month or so I’ve been apart of conversations, social media events, read blogs and/or viewed tweets that are complaining about the flood of “experts” using social media. In the small pond that is social media, there seems to be this anger shown towards the new comers to the...
Sales | Marketing & Business Development Solutions | Drew Stevens
Simple Rules of Customer Service
In the last several weeks I have solicited over 20 vendors for a variety of reasons; restaurants to home improvement centers. There is a stark contrast in treatment from one establishment to the next. Most bewildering is the general lack of focus and respect for customer service. The simplest issue...
It’s All About the Salesperson: Taking Advantage of Web 2.0
Wondering what role Web2.0/Sales2.0 and/or social networking plays in the sales arena? This paper reveals what it is and how it can help the quota carrying sales rep sell more, faster. It uncovers how salespeople can take advantage of Web 2.0/Sales 2.0 technology to: Easily interact with...
Increasing Sales Team Productivity for Sales Executives
FOR IMMEDIATE RELEASE ExecSense Publishes Webinar on Increasing Sales Team Productivity for Sales Executives Led by Drew J. Stevens, PhD – President, Stevens Consulting Group (San Francisco, CA) (April 8, 2010) Drew J. Stevens, PhD – President, Stevens Consulting Group, has been selected by the speaker board of ExecSense (www.ExecSense.com) to...
Today is Election Day in many parts of the United States. This is a perfect time to express our democratic freedom and vote for desired change. I plan on doing that in addition to observing the folly of politicians. Some could use a few best practices to aid in their...
How Selling Professionals Avoid Failure
A common travesty that underpins sales success is fear. Selling professionals fear picking up the phone, they fear asking for referrals, they fear asking for the agreement. Sellers fear because they do not know what to do if something does not go their way. They have failed. Not true, failure...
How to Prospect Successfully The act of selling is comparable to gold mining. The original gold miners searched everywhere and labored to discover gold. They got their hands dirty, sloshing through mud and mountains in search of destiny. They simply exhausted themselves. Prospecting need not be labor intensive, but it does need...