About Nigel Edelshain

Author Archive | Nigel Edelshain

New Nimble app–much needed. Thanks!

Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing [...]

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It’s Never JUST A Sales Problem!

I totally agree with David Brock here. I saw this many times when I was a sales consultant (and sales manager.) It’s way too easy to blame sales for revenue problems when in fact the bigger problems are elsewhere (like the market does not want what you are selling!) We often get called by execs, [...]

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KISS me

“We have a proprietary video processing technology that takes advantage of YouTube’s API and significantly beats industry benchmarks for throughput”. I don’t know what the rest of the voicemail said because I hit delete. I was having a bad day. I was working on a big project that had become seriously complicated. I was up [...]

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My 3 secrets for getting more done

This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and [...]

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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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