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Happy Sales People

happy sales people

The “World Happiness Report” for 2017 was recently released and it made me wonder how happy sales people are around the world. The World Happiness Report measures happiness in countries around the world, based on several different factors: GDP Social Support Healthy life expectancy Freedom to make life choices Generosity Perceptions of corruption Dystopia – … Continue reading

Sales Levity

funny sales movies

When in search of the lighter side of the sales profession, it strikes me that the list of funny sales movies is awfully short. There are lots of creative works about the dark side of selling, “Death of a Salesman” being the most obvious example. The humorous side of selling just doesn’t get as much … Continue reading

Next Big Thing in CRM

Next Big Thing in CRM

What will be the next big thing in CRM?  If you’ve used CRM solutions for any time at all, you know that automation, lead scoring and a few other innovations have been the “big news” for a few years.  So, what’s going to be the next breakthrough CRM tech? There are a lot of theories! … Continue reading

Getting to the Decision Maker – Go Over a Prospects Head?

Getting to the Decision Maker

Inbound marketing and leads coming in through your website are great!  If done well, these can be among the most qualified and “hot” leads you can get.  However, for B2B marketers and salespeople, frequently the person that visits your site is not the actual decision maker.  Often the lead is a lower level staff member … Continue reading

Lead Nurturing, the No-Brainer for Sales Growth

Lead Nurturing

Do you have a lead nurturing plan?  Are you leaving that up to your salespeople to manage? Every sales manager knows that sales people very commonly have a tough time managing to follow up consistently with active customers and leads.  If you’re expecting them to also keep in touch with cold leads, you’re asking them … Continue reading

Under-utilized CRM Ruins Customer Experience

CRM Customer Experience

If you’re not measuring sales engagement with customers using your CRM, then your speeches and slogans about the desire to create a compelling customer experience and build lasting relationships with customers by focusing on customer service are worthless. It’s not going to happen without holding the sales team accountable to specific measurement of the depth … Continue reading

Subject Line Drives Email Marketing Success

email marketing subject line

A recently published study of email marketing subject lines points out the importance of using email analytics like open and click rates to optimize emails.  The study illuminates some very counter-intuitive email marketing tips.  Without analysis of email analytics, there’s no way most people could pick up on these tactics, except possibly by blind luck. … Continue reading

Can Inside Sales Replace Outside Sales?

Inside Sales vs Outside Sales

Can inside salespeople replace your outside salespeople?  Sales is changing, undoubtedly.  Thought leaders like Justin Roff-Marsh assert that field sales is dead. Here’s a fascinating webinar where Justin argues that the “sales” function can be moved inside with a smaller contingent of sales engineers for on-site visits, coordinated by the inside team.  There’s no doubt … Continue reading

Motivating Salespeople to Make Prospecting Calls

Motivate Salespeople to Make Prospecting Calls

Getting salespeople to make their prospecting calls and getting salespeople to use the CRM are probably the two of the biggest challenges faced by a sales leader/manager. Ironically, the two objectives go hand in hand.  You can’t reach your sales goals without consistent prospecting, and you can’t be sure that the prospecting calls are getting … Continue reading

Catch Buyers Lying with Sales CRM

Sales CRM catches customers lying

It’s easy for salespeople to see themselves as the conduit for all information instead of the sales CRM, marketing messages and other sources.  It’s almost impossible for a salesperson to fully appreciate how much information the customer is presented with online and how that “colors” their perspective. Retargeting is a relatively new trend that has … Continue reading

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