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Weaving Social Into Traditional Selling

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Weaving Social Into Traditional Selling

For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I abhor change. I thrive in a system of perfect order, rules, and predictability. Hence, when approached with the prospect of social media, my first, second, and third reaction was to reject it.

Finally becoming open to the possibility that this phenomenon might be an effective business tool (nobody talked ...

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Nimble SCRM Intros Full PieSync Integration and a New Affordable Plan

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Nimble SCRM Intros Full PieSync Integration and a New Affordable Plan

I’ve gone on the record a number of times with my conviction that, for most salespeople, we should keep CRM simple. I still remember the the days of Contact Manager applications, like Goldmine, that allowed salespeople to effectively manage their contacts, communications, and calendars.

I believe that, if salespeople can master these three simple activities, their sales will skyrocket. I still feel that way. Contact Managers addressed the most critical aspects of selling …

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Charlie Transforms Into … Detective – A Discovery Tool

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Charlie Transforms Into … Detective – A Discovery Tool

If you are not familiar with the Charlie App, it was a neat little platform that would discover social, news, and bio information on your contacts. Where it really shined was when it integrated with your calendar events and would deliver these dossiers, via email, to you prior to a scheduled meeting. Recently, Charlie shut down but, over the last year, what it was really doing was morphing into Detective.

When it comes to pre-sales call research, ...

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The 5 Biggest Differences Between Top and Bottom B2B Sales Performers

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The 5 Biggest Differences Between Top and Bottom B2B Sales Performers

Have you ever wondered why there seems to be such a large gap between the top sales performers and the bottom ones? Why do some sales reps hit their quotas effortlessly while others struggle and lag behind?

Being good at sales is a skill. It takes discipline, hard work and often natural talent. Some people are just born good salespeople, while others need to work at it. As a sales manager, you ...

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2017 Social Selling App and Article Roundup #6

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2017 Social Selling App and Article Roundup #6

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out!

While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden ...

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Selling 101 – Managing Customer Expectations

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Selling 101 – Managing Customer Expectations

I can’t speak for you but, I am all about expectations! As a salesperson, I want to set realistic expectations for my clients and then … always exceed those. As a customer, I expect the salesperson to set realistic expectations for me and then, at least meet those. Exceeding them is the icing on the cake.

Most of my expectations revolve around time. When can I expect … ? The time specified is generally not ...

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