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Since iSell prepares salespeople for great calls – relationships, trigger events, and other insights, we found this article by Jill Konrath spot on. Prospects can recognize a self serving salesperson from a mile away. So please listen to what Jill has to say. ___________________________________________________________ No one I know wants to sound like a self-serving salesperson. So, [more...] What’s a Lead? Really? If you are like most salespeople, you think “The leads Marketing gives me are crap.” You’d be right. They are crap – for most companies. So what do we do about it? (This is a key skill of the blog author.) With MarketingSherpa finding 8 out of 10 companies say the lack of quality [more...] We loved this summary of the changing world of B2B sales by Donal Daly of The TAS Group, and hope you do too. We thank Donal for letting us share it with our fans. Click the link to learn about The TAS Group. We’re also proud that iSell was named a best 2.0 sales tool for [more...] We’re big fans of Jill. In fact, the author of this blog was featured in Jill’s book, Get Back to Work Faster. So we’re happy to share her great work while giving her full credit. OneSource is thrilled to share insights from top experts. One of the problems vexing sales leaders is the “happy ears” problem. [more...] Written by Tibor Shanto As we enter a new year, it is a good time to look at goals (like quotas) and plan how to hit them. Tibor is one of our favorites and we wish to share his insights below. _____________________________________________________________________ Among all the other rituals of the season, the New Year brings with it the season [more...] We loved this article by Joanne Black, which came close to winning the best sales article of 2010. We hope you enjoy it too. ______________________________________________________ Believe it or not, social networking isn’t the next best thing…You are! It’s the personal connection that still seals the deal. The Internet, social networking, and other breakthroughs in technology have fundamentally [more...] Beyond Sales 2.0 – a terrific new white paper for sales pros can be obtained for free at OneSource. Just click the image Sales 2.0 and Social Media. Jeremy Sacco had this great post talking about a good friend of mine, Joe Pulizzi, co-author of Get Content, Get Customers. Here’s the link to his post http://leads.buyerzone.com/2010/11/want-inbound-leads-think-like-a-publisher.html In [more...] Salesforce.com is the dominant standard for Sales. But is it really a useful tool for salespeople or just a forecasting tool? Unfortunately, Salesforce.com alone is not much of a selling tool. It’s more of a tool for sales forecasting. Sure you can log phone calls and schedule follow ups. But you cannot prioritize prospects, speed research [more...] Ian Brodie had a great post on differentiation in Sales. We agree on the need for differentiation as too often all sellers sound alike to buyers. We hope you enjoy it. Here’s the permalink to his article on Differentiation. To contact Ian go here. _________________________________________________________________ To buyers, vendors look alike We talk a lot about differentiation in marketing. Differentiation [more...] For a great Guerilla Marketing Strategies ebook, go to OneSource. Or click the document image. Last week I had an interesting conversation with the owner of a start-up business selling fluid cleaning systems starting in the USA from a manufacturer in Europe. He raved about his wonderful product, but needed me to explain how to gain [more...] |
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