Archive for 'Articles'

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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The Nimble Smart Contacts App Just Got Smarter – Introducing Prospector!

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The Nimble Smart Contacts App Just Got Smarter – Introducing Prospector!

If you are not already familiar with Nimble, Nimble is a Social CRM that has revolutionized CRM in a number of ways …

  • It does the 3 Cs (contacts, calendar, and communications) right and in a way that is actually usable.
  • Nimble will create, and flush out social profiles, contact records for you and it will do so automatically. Or, as Nimble says … automagically.
  • Emails sync ...
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Is the Commission – Quota Sales Model Dead?

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Is the Commission – Quota Sales Model Dead?

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? Before you read on, in full disclosure, you should know that I am on the wrong side of 60 and have been in B2B sales and management since 1977.

Now, I like the company that featured this post and ...

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Selling … Still a Numbers Game?

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Selling … Still a Numbers Game?

I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. We were offering business calculators that averaged $500 each although we also provided specialized and accounting systems that could land for over $10,000.

My goal was to place at least 5 of these calculators, each week, in offices on a trial basis. Continue Reading →

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