Category: Sales

Sales Secret Weapons: How to Steal a Page from James Bond’s Playbook

Sales Secret Weapons: How to Steal a Page from James Bond’s Playbook

When you think “James Bond,” what springs to mind first? Tuxedos? Martinis? Ridiculously cool cars and international locations? How would he handle Dreamforce? 007 is suave no matter where he is or what he’s wearing, but there’s something special that always sets him apart from his adversaries: his secret weapons.... Read More»

3 Sales Mistakes Hurting Revenue and Your Reputation

3 Sales Mistakes Hurting Revenue and Your Reputation

Your sales team’s performance doesn’t just impact revenue—it also affects your company’s reputation. Even the best sales organizations often make simple mistakes that can result in lost revenue and long-term damage to your company’s image. The irony is these mistakes are driven from the best intentions. Sales leaders and salespeople... Read More»

5 Data Quality Tips for Sales Excellence

5 Data Quality Tips for Sales Excellence

Ask anyone in sales operations and they’ll nod in agreement that a high performance revenue machine requires a perfect process. Order of operations matters immensely, and those processes require the highest quality data possible to function at peak performance. Salesforce is a vessel, and a mighty useful one. The purpose... Read More»

5 LinkedIn Tips for Better Sales Outreach

5 LinkedIn Tips for Better Sales Outreach

LinkedIn is no longer a social network. It may promote itself that way, but it’s really a social contact database. As you connect with people on LinkedIn, you’re getting their contact information. What you do with that data can make or break your next deal. In a recent Webmaster Radio... Read More»

Perfect Practice Makes Perfect: 5 Keys to Better Sales Productivity

Perfect Practice Makes Perfect: 5 Keys to Better Sales Productivity

It often takes several months of onboarding for new sales hires to reach "on-target" performance. It takes time to learn how to sell anything with impact. How long? In his book Outliers, author Malcolm Gladwell notes that it takes around 10,000 hours of practice over roughly 10 years to excel... Read More»

11 Simple Ways to Build Your Selling Confidence (Not Just for Salespeople)

11 Simple Ways to Build Your Selling Confidence (Not Just for Salespeople)

Being confident is something we have all heard, time and time again. There are scores of books written on the topics, lists of seminars around the nation, and quotes aplenty. One of my favorites is from Joe Namath: “When you have confidence, you can have a lot of fun. And... Read More»

The B2B Sales Guide to Voicemail

The B2B Sales Guide to Voicemail

One of the biggest hurdles that B2B call centers and salespeople have to overcome every day is the ubiquitous presence of voicemail. Add caller ID into the mix and your challenges are compounded; but you can win the voicemail game. Should you leave a voicemail message? It depends. I know...you... Read More»

4 Tips for Building an Awesome Team Culture

4 Tips for Building an Awesome Team Culture

In our last post we talked about how creating an awesome company culture has tremendous ROI in terms of increased profits, decreased turnover, higher goal attainment, and becoming lightning rod for top talent…not to mention the amazing customer experience the results! So how can you go about creating an awesome... Read More»

Sales Management: Why Your Team Can’t Close

Sales Management: Why Your Team Can’t Close

“My salespeople can’t close.” How often have you heard that line? If you’re a sales leader, you’ve probably even said it. But closing is never the real problem. Never. That’s just the symptom. The problem is that salespeople neglect important activities during earlier stages of the sales process. Unless you... Read More»

Time Is the Enemy of All Deals

Time Is the Enemy of All Deals

Ask yourself this question: could you use an extra $100 million or more in income this year? If your answer is "yes," you should start a hedge fund. Before you rush off to Wall Street, let me suggest: 1. Stick to what you know. 2. Close the deals right in... Read More»