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We thank Jill Konrath of Selling to Big Companies for this great post. It’s illustrates the remarkable power of trigger events and the importance of tools to help sales take advantage of trigger events. All of Jill’s contact info is at the end. _______________________________________________________________ Several years ago, while scouring the business section of my local newspaper, I came [more...] Helping You by Bringing You the Best in Sales We’d like to take a moment and recognize the great sales talent who have contributed to the B2B Sales Lounge. It’s a Who’s Who of Sales. Miles Austin, Fill the Funnel Guest post by Tibor Shanto. Bio at end. Sales like many things in life, is series of actions and reactions. The job of a sales professional is to limit the variability of reactions by Tibor Shanto buyer to actions they set in motion; to initiate those actions that will facilitate the buyer’s buying process, and continually moving [more...] RainToday published this great blog article by Mike Schultz and John Doerr. You can see the original article at http://www.raintoday.com/pages/6669_offers_that_convert_website_visitors_into_qualified_leads.cfm Hope you enjoy it. And thanks Mike and John. ____________________________________________________________ About 50% of sales people won’t prospect. That’s the research. In our experience, the percentage of consultants who won’t prospect is even higher. While most people will tell you [more...] This post is an original article by the author of this blog. Please visit About the Author for bio information. We used to go far and wide looking for customers. That barely works any more. I suggest a new and different approach – Choose your customer. Cold calls, email blasts, webinars, etc. – all designed to attract [more...] Are you looking for ideas to make quota in 2011? The author of this blog just finished the book. Shift: Harnessing Trigger Events that Turn Prospects into Customers. Great book and important content too. My knock of most sales training is it is based on a false assumption – that you already have a prospect with pain. [more...] Here are some quick tips to help your team win more sales opportunities in 2011. Just in case they raised your quotas. Pre-Call Research 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...] This article, by Kendra Lee of the KLA Group, won the prize for the best sales article of 2010, so we wish to share it with the sales executives who read this blog. We hope you enjoy it. Also please note that Kendra talks about the need to have a business conversation based on deep [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...] |
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