All Posts Tagged Tag: ‘sales effectiveness’

Mastering Your Revenue Objectives – It’s Hard to Hit a Moving Target

What about Bob? We all know someone who goes through life with a rainbow overhead. He just does what feels right and makes his quota every month. Somehow, we all wish we could be like him. It would be such bliss, wouldn’t it? Just go out there and sell your socks off and live the life; carefree and bonus-bound. Park …

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The Power of Call Lists

Human nature is complex and at times counterproductive.  Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things.  We embrace our habits like they are a lifeline.  All too often we will go down with the ship, rather than jump in and …

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Moving Conversations Beyond Product and Price

Sales conversations inevitably follow a specific course, down one topical path. It is a well-worn and often quite predictable track called “product and price.”  To improve your chances for a sale, you may try to steer the conversation in other, more intellectual directions. Your intention of course is to engage the buyer in a higher quality discussion that addresses their …

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5 Fundamentals for Turning Low-Performers into Sales Super-Stars

One of the great and productive functionalities of CRM is the ability for sales managers to track the activity levels and performance benchmarks of their team members. If reps are not conducting or managing enough phone calls, follow-ups, and sales meetings, you will know about it-and so will they.

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Increase Sales Productivity and Captivate Prospects

Email may not seem like an ideal communications medium when it comes to increasing sales productivity and captivating prospects.  It is, however, how most sellers and buyers communicate today.  More than likely your reps rely on emails as a follow-up to phone conversations and to communicate throughout the sales cycle.  Because email follow-up, while necessary, takes away from valuable selling …

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3 Critical Elements for Successful CRM Adoption

By estimate, there will be approximately 70,000 people at this week’s spectacular Dreamforce event,’s annual conference and expo being held in San Francisco. Its impressive agenda is all about how the social revolution is changing the way we do business. The event will impact and illustrate how business trends are adjusting to and dictating emerging technologies. There can be …

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8 Crucial Capabilities Sales Managers Need to Optimize the Revenue Pipeline

Every sales organization has one over-arching objective to which all other activities are in service and that is to meet or exceed its revenue goals. For sales teams, that is how “victory” is defined. If you run a sales team, odds are pretty high that you’ve been focusing on the following in order to ensure your team is positioned and …

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9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

All inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner. They ask themselves two fundamental questions: 1. “What should I do today?” (Prioritization) 2. “What do I need in order to do it?” (Execution)

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Revenue Pipeline Optimization: Take your Follow-up from Good, to Better, to Best

Would you like your sales pipeline to be optimized, or to operate in a more streamlined fashion? I am not referring to the number of prospects currently in the funnel, or even the number of deals being worked. I am asking whether you would like to guarantee that every prospect and every deal is moving swiftly through the pipeline in …

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How to Have a Brilliant Sales Conversation Every Time (hint: Don’t Break These 4 Rules)

What, does the term “Selling” mean to you? I decided to see how the various dictionaries define Selling–beyond the obvious. Paraphrasing what I found, Selling is “to persuade or influence to a course of action or to the acceptance of something; to bring about or cause to be accepted; to advocate successfully.” Persuade. Influence. Advocate. To sell-and to do it …

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Incite: to stir up or provoke to action