Sometimes I wish I could pick David Meerman Scott’s brain on a daily basis because every time I speak with him he comes out with some outstanding pearls of wisdom. These simple yet extremely powerful insights have influenced my thinking on more than one occasion in the past. Some years back he was one of ... Read More
John Golden and Matt McDarby outline the five fundamental management activities including a careful alignment with the organization’s Go-To-Market strategy, a deliberate focus on early-stage pipeline opportunities, a dedication to coaching, and a deliberate approach to account growth, all underpinned by a carefully designed and rigorously-adhered-to operating rhythm. Read More
So we are now in Q4 FY2017, I thought we should have a bit of fun – or perhaps it is gallows humor depending on where you are with your quota for 2017. As others start thinking about Halloween, many salespeople already have masks on – with expressions like confidence, determination and commitment etched on ... Read More
Social selling is not something that should be left to chance or allowed to grow without structure inside a sales organization. Rather it needs to be actively managed and treated strategically — and it’s the sales manager who needs to play the central role in ensuring that social selling activities are understood, adapted, adopted, and ... Read More
A sales process is that series of steps followed by salespeople–from a lead, all the way through to a close. For the sake of simplicity, the sales process can be easily compared to and run through 5 basic common steps. Pipeliner CRM supports a company’s specific sales process–visually and intuitively. Download a free trial now. ... Read More
Your personal brand is the new sales call. Build it carefully. The Importance of Your Personal Brand This entertaining checklist accompanies our blog post about the importance of building a personal brand in today’s business environment. Why is personal branding important? The traditional sales call was designed to reach, qualify, and then pitch your prospect ... Read More
So you are now well into Q3, Q4 is looming around the corner, and perhaps you are well behind where you need to be revenue-wise. Perhaps you have lost some big opportunities and you are feeling pretty defeated. If this sounds like you then consider a lesson from 1776. In the winter of that year ... Read More
There has been so much talk about Social Selling and what that means to Salespeople but there has been precious little attention given to the impact on Sales Managers. Finally here is an ebook that provides practical advice on how best to approach and adopt Social Selling with your sales team. Read More
There are enough rules out there today about social selling that they could fill several volumes–and do! To keep you on the straight and successful, here are 10 truisms that, if you consistently bear them in mind, should be of great assistance. It’s Goes Well Beyond Sales – for your company to truly support social ... Read More
Author's Publications on Amazon
The first CRM solution designed to actually empower salespeople.
Sales POP! Weekly Digest
Sign-up to get a weekly summary of the top posts, publications & videos from the previous week delivered straight to your inbox.