How One VP Hired 23 Reps in 100 Days (and Lived)

Great post for sales managers from two great people. Congrats to Kevin Gaither for pulling this off! And great thanks to Matt for bringing this information to light. I’ve come to learn that having a pipeline of candidates and making good sales hires is a critical part of a sales managers job. I’ve certainly screwed this [...]

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Does Anti-Social Selling have its place?

“Do you guys not have clients?” That was the point where he lost me. Actually more like the point where some rude sentences scrolled across my mind. “Uh yes, dude, we have clients!” I’m the marketing director here. “What do you think I do all day? Sit around and play with my Scrabble set?” (OK, [...]

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What are the best B2B lead sources to fill the top of your funnel?

Looking at the big picture and figuring out where you should spend your time and money on lead generation is a tough task and one I’ve seen many companies skip. Skipping this thinking is not a good idea as you can easily sink hundreds of hours and tens of thousands of dollars into an approach [...]

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Every Sale Should Be THIS Easy

Here’s a great story from Joanne Black of how easy it easy to close a deal when you’ve been referred in. There are social selling techniques you can use to get more referrals. Sniff around this blog or visit Joanne’s blog for ideas on that. With referral selling, the hard part is over before you [...]

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High-End Selling: Be BRAVE Or Be Gone

Check out this post by my friend George Bradt over on Forbes.com. It’s the story of a bloke selling pianos but he sells in such a manner that I wager these approaches will work well for other high ticket items…like enterprise software. You must be BRAVE to sell at the high-end. Behaviors, relationships, attitude, values [...]

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3 Strategies For Elevating Your Sales Game

I really like this very actionable post from Kelly Riggs over on the Nimble blog. Regardless of how good you are there is always value in elevating your game. Obviously, your competitors’ are always looking to move up in the standings, and there is no need for that. Let’s get a sense of where you are currently. [...]

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Do you believe proposals have magic powers?

Do you believe proposals have magic powers? If I put the question this way then I’m sure you’d say “no”. But throughout my career I’ve observed sales people acting as if proposals do have magical powers. As soon as a buyer shows enough interest to allow us to create a proposal it’s like a genie [...]

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Use leverage

Great post today by Anthony Iannarino. It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. How to Get Leverage A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of [...]

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Talk to people

Another nice post by Mr David Brock here. I can be totally guilty of this. Don’t get wrapped up in the “coolness” of Sales 2.0 tools and Social Selling. Unless you take things “offline” and actually talk (and even more crazy, meet with people) you’re not going to sell anything. The Most Important Improvement In [...]

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How would you do on the Newlywed Game?

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). In the game the host would ask one member of [...]

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