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It is easy to feel good about letting yourself be taken out the sale. It feels right: The prospect asked for something, and we always try to give the prospect what they asked for. But sometimes it is isn’t right to give the prospect what they ask for. Sometimes it is better to do the right thing and to sell the idea that something else is needed before pricing, proposals, or presentations can be Read More

I think it’s harder than ever to keep your sales process moving forward. There are so many innovative technologies that hold promise for sales. So many social media tools that help us connect and build relationships. Unfortunately all this scatters our attention and focus and working the sales pipeline.

Here are some time-tested ideas for returning your focus to forward sales movement. Read More

So Hollywood tells us that the world is going to end in 2012. Yikes! That means we only have a couple years to meet our sales and career goals! Better hurry... Read More

Every good golfer needs to work on their follow through, and so do good sales people. You need to get past the surface where a lot of sales reps get stuck by having follow through questions for each question you ask. Read More

A competitor has recently been calling to pitch a new feature: Pop-ups when a customer opens one of your emails. The competitor seems to believe that the moment an email is opened is a good time to call the customer. I disagree.

First, if I were the customer I'd probably get freaked out. Just because I open an email from some random company doesn't mean I want to talk to them. Read More

Could it be that some salespeople are more effective than others at calling and gaining appointments with C-level executives? There is no reason that you, as a professional salesperson, cannot pick up the phone and call C-level executives, providing you have great ideas (and you do have great ideas!). Read More

A Play in One Act: Why Can't Tiffany Sell to Men?

As the scene opens, the sales manager is having a private sales coaching meeting with Tiffany, one of his average-performing salespeople. Tiffany is sitting back in her chair, legs extended, looking tired and frustrated.
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Today’s podcast is with sales technology thought leader John Cousineau who is President of Innovative Information the creators of Amacus. John and I have had a number of coffee chats and debates around why and how to use technology and social media to improve sales performance and customer experience. The nexus of sales and social media seems to be happening in the CRM and Social CRM space. The Read More

Competitive intelligence is an increasingly critical skill. The economy has made the business environment more competitive. However, the increasingly social Web is big factor.

Companies (your competitors) are leaking more information than ever into social media channels. Snooping on these dropped hints and disclosures can give you a big strategic advantage.
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Mike Damphousse, of Smash Mouth Marketing blog does an interesting survey of several lead generation experts.

How aggressively do I go after them? Do I pounce immediately? Do I pause and call shortly thereafter? Do I just nurture them? Do I wait a couple days then call?

This is definitely the top question we get about Internet lead management at Kaleidico. So, what do the experts say? Read More