Telephone: (201) 782-9663

(all fields required)
Sales 2.0 RSS
.Sales 2.0
Closing Deals
Lead Generation
News and Events
Prospecting
Sales Mngmt
Sales Tools

Spotlight Article

Top 20 Sales Books for a Sales 2.0 World

By Nigel Edelshain

It’s a question I’ve been asked a lot over the last few years. “What are the best sales books?"

Here’s my top 20 sales books somewhat in order (putting them in order is super-tough for me as it’s like choosing between children but I took my best shot).

Read More

Sales 2.0 Companies are Winning - You in?

Sales 2.0 Lead Generation Sales ConsultingCompanies work with us to:

• Hit revenue goals
• Capture new accounts
• Make their sales team more effective

What makes us different is that we are experts in Sales 2.0 tools and techniques. CSO Insights research confirms that companies that use Sales 2.0 approaches sell more. You in? Our services are here.

  • Prospecting

  • Sales Tools

  • Sales Management

  • Lead Generation

  • Closing Deals

  • Some Tips On Overcoming “Call Reluctance”
    By Jonathan Farrington, The JF Consultancy For many sales people, the telephone is an important resource that they use to develop their business. Yet, according to a study by Behavioural Sciences Research Press: 40% of established sales people experienced periods of ‘call reluctance’ severe enough...
  • How to Get Salespeople to Call Higher
    By Ken Valla, Wilson Learning Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe “green zone” of familiar contacts,...
  • We Need More Business, Any Business Will Do, Really...
    By Jonathan Farrington, The JF Consultancy Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn...
  • Cold Calling is not even on the Endangered List
    By Garth Moulton, Jigsaw As part of my furious promotion of the Jigsaw Sales Jam event, I had a recent conversation with SteveRichard, co-founder of a sales training and outsourcing group called Vorsight.  Because I had never spoken with him, I did a little research beforehand (OK- I clicked a link...
  • LinkedIn Invitations - Making them Great
    By Scott Allen, The Virtual Handshake Great LinkedIn invitations? Are they really that big a deal? Sure, canned messages are lame, but inviting someone to connect via LinkedIn (or any other social networking site) is just a simple matter of record-keeping. What’s wrong with just, “Hey,...
  • Cool Sales Tools to Make Prospecting Easier
    By Kendra Lee, KLA Group Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality....
  • Cold Calling Elimination: New Tool
    Nigel Edelshain, Sales 2.0 My wife is still a little annoyed with me that I did not start Jigsaw. Now, I love Garth and Fowler like brothers (well I’m an only child so I’ve got to do something). Actually all the folks at Jigsaw are awesome. The only problem is I thought of the Jigsaw concept many...
  • If I Only Knew Photoshop
    By Miles Austin, Fill the Funnel "If I Only Knew Photoshop." Have you ever had this thought?   For those of us who are not artistic, do not have the patience or time to learn Photoshop and really just need to get an image tweaked and into your presentation or proposal before the deadline you know what...
  • 5 Big Trends In Marketing Automation 2010: #1 Inbound Marketing
    By Scott Mersy, Genius.com At this time of year, it’s always fun to both reflect on what we’ve seen, heard, and learned over the past 12 months and to look ahead to what’s still to come. Over the upcoming days, I’ll be writing about some of the key trends I see for Marketing Automation in 2010.To...
  • Strategic Selling Always Begins In The Boardroom
    By Jonathan Farrington, The JF Consultancy In most industries to-day, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that there are maybe...
  • Are You a Sales Dinosaur? Cartoon
    By Chad Levitt, New Sales Economy Here is a great sales cartoon from Hugh Macleod: Are You a Sales Dinosaur? This one made me chuckle pretty hard and I couldn’t help but think of all the sales executives, managers, and reps that are hanging on to old and out dated sales strategies. They are the...
  • Are You Ready To Emerge From Your Comfort Zone?
    By Jonathan Farrington, The JF Consultancy Having shivered under the dark clouds of financial uncertainty for so long, there was no incentive to leave our comfort zones, and go off in search of greater security. But with the first shoots of economic recovery now appearing, it is time to emerge and really...
  • Nancy Nardin’s 215 Movement
    By Miles Austin, Fill the Funnel “Sales reps have only 18 days a month when they can pursue, advance and close a sale.” This quote from Nancy Nardin, Founder and Editor of Smart Selling Tools in her new eBook titled: Increase Sales Productivity: Sales Tools and the path to productivity...
  • The Opportunity and Caution of Guarantees
    By Jim Logan, B2B Rainmaker It's a common secret.  And equally common missed opportunity.  It's also something widely misunderstood.  I'm talking about guarantees. Guarantees are a great way to close business.  They give the buyer a level of comfort in making a decision...
  • 5 Don’ts for Drip Campaigns
    By Jep Castelein, Lead Sloth, via Genius.com Here are the top 5 things you don’t want to do when implementing your drip campaign. Don’t: Forget to offer value Traditionally, email newsletters are about you as a company with phrases like “we have opened a new office” or “we signed this new...
  • Tips for Creating Better Lead Nurturing Content
    By Jep Castelein, Lead Sloth, via Genius.com Lead Nurturing is a great way to develop prospects into sales-ready leads. By providing prospects with timely and relevant content, they learn more about your solutions and develop loyalty towards your organization. Unfortunately, it...
  • 10 Tips for a Successful Newsletter
    By Jep Castelein, Lead Sloth, via Genius.com At the Marketing Sherpa B2B Marketing Summit they echoed the themes addressed in last month’s Genius.com Content Marketing webinar where Ardath Albee made the case for creating contagious content and mapping this content to the buying stage. This makes...
  • Getting Prospects to Call You
    By Jonathan Farrington, The JF Consultancy Having a strategy to acquire new customers is vital because customers are lost over time for a variety of reasons. Additionally, if you are serious about sales growth then you’ll want to ensure that your salespeople become competent ‘Hunters’ of new business,...
  • Rapport Is The Foundation Of All Good Communication
    By Jonathan Farrington, The JF Consultancy The ability to build rapport with customers and prospects is vitally important. Why? Because, if you have rapport with your customers, they are more likely to trust you, listen to you and communicate openly with you. This in turn enables you to interact...
  • It’s 2010. Make a Decision Already!
    Image by Getty Images via Daylife By Garth Moulton, Jigsaw   People that have never been in sales (particularly finance guys and lawyers, for some reason) always simplify the entire sales process down to the final stages of deal negotiation. They glorify your job as one money call after the other where...
  • The Importance of Face-to-Face Meetings in a Sales 2.0 World
    By Anneke Seley, PhoneworksI am one of the people who writes and speaks about the importance of phone and Web communications in today’s selling and buying processes. I am passionate about sharing ideas about using social media and sales productivity technology to improve the quality and quantity of...
  • Sales Proposals: Less Pain, More Gain
    By Steve Rovniak If you are like many professionals I know in B-2-B sales and management roles, you have led or contributed to many sales proposal efforts over the years. Perhaps more than you'd prefer to remember. Throughout nearly 20 years of working with scores of IT product and services firms,...
  • Thoughts About WIIFM
    By Jonathan Farrington, The JF Consultancy When we agree to an idea or proposal, it’s because there’s something in it for us. It’s hard to influence people who can’t see what’s in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever....
Developed by JoomVision.com
Sales 2.0 is a registered trademark of Sales 2.0 LLC
Sales 2.0 Home