About Nigel Edelshain

Author Archive | Nigel Edelshain

Holiday reminders from Uncle Paul

Every time a holiday comes around I can hear “Uncle Paul Castain” reminding us sales people not to slack off. He’s totally right about it too. Whenever you think it might be a bad idea to call someone or send an email because “people aren’t working”, just do it! (For example, some of the best [...]

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6 Sales Strategies from Sales Hacker to use in 2015

This looks like a goldmine of information on how to sell in today’s environment. I love the concept of the Sales Hacker conference (and the concept of “hacking”) and I’m hoping to attend one of these conferences soon. The most important thing that we learned at Sales Hacker Conference SF? At Sales Hacker last week, [...]

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Salespeople, Do Not Send Me This

I think I got the same email that Trish Bertuzzi got. Trish is spot on with this post about email prospecting (as always). We live in a world awash with low cost Sales 2.0/Social Selling tool. If you don’t use these tools to customize your prospecting to the recipient, you are wasting your prospect’s time. Nobody [...]

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5 Best Practices For Building Relationships On LinkedIn

Nice post by Melonie Dodaro via the Linkedin sales blog on the basics of using Linkedin to build relationships (i.e. sales!) To the last point I’d like to add: Take the conversation offline if you really want to have someone as a real contact for the future. There’s a huge difference between a Linkedin connection and [...]

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How to A/B Test Your Sales Voicemails to Improve Response Rates

I love the concept of this post from Patrick Cahill on the Hubspot Inbound Sales blog. It seems totally sensible to me that sales people should A/B test their calls the same way marketers A/B test web pages, emails etc. etc. In fact sophisticated marketers live by A/B testing so why wouldn’t sales people learn [...]

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Get a Call Back This Week for Halloween

If you’ve read my stuff before, you’ll know I love handwritten notes–because they work! So I love this tip from Lori Richardson at Score More Sales. It’s a note that has a great seasonal flavor. So cool (and effective)! I’m sure if you thought about this for a while you could come up with similar [...]

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Sales for Startup Slideshare from Matt Heinz

If you work in a startup, or are planning one, definitely check out this Slideshare from Matt Heinz. There are some great points in here. I’ve added a few ideas to my plans from this deck. For more of Matt’s great ideas go visit his blog. I’ve been reading Matt’s stuff for a while now [...]

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Social selling infographic

Here’s a nice infographic from Linkedin Sales Solutions about social selling. What do you think about the data that shows that social sellers will make more money (by hitting quota) and get promoted faster? The original post that featured this infographic is here. Thanks to Linkedin for letting me use this infographic.  

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5 ideas that will impact your sales career

This post is going to be biased. Sorry. I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales, The New [...]

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Where can I get the best prospect list?

Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had [...]

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