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Great post in the Salesforce Effectiveness Blog. To access the original article, click the permalink here. __________________________________________________ What is the first thing a potential candidate sees when they are job hunting? Many times it is the name of the role, followed closely by an elaborate, seemingly never ending job description. Who cares? You should, if you are [more...] In our opinion here at the B2B Sales Lounge, value propositions are critical and one of the hardest things for sales managers to create. So when we found this post at RainToday, we decided the readers here would enjoy it. To read the original article, check out the permalink here. ___________________________________________________ Every business pundit has said at [more...] Customers hate being giving a hard close. So when I saw Jill’s post, I though “you really ought to hear this.” (Jill’s bio follows the article.) __________________________________________________________________________ “My salespeople need to get better at closing,” the Vice President of Sales said to me shortly after I arrived in his office. If I’ve heard that line once, I’ve heard [more...] Great post by Erica Stitch over at the RainToday blog. The permalink to the original post is here. ____________________ There’s no doubt that building a strong relationship and making a connection with a buyer is essential to winning new business. After all, when selling services people do business with people they like. But building rapport is not as easy [more...] Undoubtedly, many of our fans do a lot of outbound calling. This means they leave lots and lots of voice mail messages. Improving the effectiveness of those messages would help a lot. So we want to share this post by a good friend that ran at RainToday. The permalink to the original post is here. All [more...] 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...] The B2B Sales Lounge is a big fan of Anneke Seley of the Sales 2.0 Advocate. Contact info at end of post. The original post can be found here. Thanks to Brent Holloway for this guest post. Brent is a regional sales director for Verint Systems Inc. and coauthor of “Sales 2.0.” According to CSO Insights data, [more...] Having sat though many mind-numbing presentations, I found this post by Geoffrey James spot-on. If you want to see his original post, click here. Want to know how powerful story-telling really is. Check out the top-selling author and management guru, Tom Peters here. According to the latest neuroscience, the normal, non-autistic, human brain organizes EVERYTHING into stories, [more...] Loved this post over at RainToday.com. You can go to the original article here. We thank Andrew for giving us permission to use his article. His contact info is below. A lot of experienced salespeople call this the “happy ears” problem. The salesrep wants a deal so badly, he hears only what he wants to hear. [more...] This is the special post just for the B2B Sales Lounge, by the author of this blog. I was invited to read and review the book RainMaking Conversations by Mike Schultz and John Doerr. As a top expert in sales, the authors invited me to submit a review for the book release this April. We’re also [more...] |
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