Blog Sales

The 4 Sales Fundamentals That Matter Most

What do the successful sales initiatives of multi-billion dollar enterprises, early-stage start-ups, tech and healthcare companies all have in common?

Every time, the success of the sales effort often comes down to consistent execution of the fundamentals.

This shouldn’t be surprising. In baseball, especially the playoffs, experts often note how key games come down to things as simple as catching and throwing the ball. Or running the bases. Fundamentals that are easy to overlook, yet can make or break your success.

It’s no different in sales. There are no shortcuts, and the fundamentals that will drive success can just as easily be forgotten, or ignored, or brushed aside when things get particularly busy.

Blog Sales

The Rise of the Millennials! Challenges and Opportunities for the Sales Industry

Rise of the MillennialsBy 2025, 75% of the workforce will be comprised of Millennials. This poses a lot of challenges and opportunities for us in the sales industry.

We’re at a really interesting time in human history right now. There is an entire generation of people who can’t remember life without the internet. This means that the act of staying connected and consuming information from a fire hose is baked into their DNA. These folks are entering the work force en masse with very different ideas on how to do things and they’re not afraid to let you know, the way we’ve been doing things isn’t working for them.

If you haven’t read Shama Kabani’s article in Forbes What You Need to Know About Millennials, you should check it out. The Millennials is the generation that is full of hope, courage and excitement. Although they get a bad rap for being the generation of entitlement, they are the future. It’s up to all of us to nurture their creativity.

Blog Sales Social Selling

‘No Social Media at Work’ Policies Are Paranoid, Not Practical

Social Media at WorkIt’s 2014 and social media has become a bona fide and legitimate communications medium in society.

Everything from sharing updates about family to organizing massive country-wide revolutions is happening on social media platforms. Some governments around the world have banned social media outlets like Facebook and Twitter (the latest news comes from Turkey where country leaders have banned Twitter outright).

But we’re not in a foreign country – we’re in the hotbed of open markets and free economies. Right?

Blog Sales Sales Advice

Sales Leaders: Resistance is Futile

Sales LeadersResistance is Futile” – Star Trek

This blog post marks a major achievement, something I’ve always wanted to do but have never had the creative ability or context to pull off. Until now.

I’ve just quoted Star Trek in a professional setting.

Personal achievements aside, I wanted to share our frank opinion with you. By “our” I mean the bunch of us that want to shake things up a little in the world of sales. But we’re being kept at bay. It feels like we’re about to ask our parents to do something that will help us grow but they think that preventing us will help protect us.

Blog Sales Social Selling

4 Reasons to Connect With Your Linked Profile Viewers

LinkedIn Profile ViewersLinkedIn’s “Who Viewed Your Profile?” feature can be a very effective and useful sales tool. But should you be connecting with all of your LinkedIn profile viewers?

Sales professionals commonly ask the question, “Should I connect with people that are viewing my profile, even though they are not my ideal buyer?”

It’s a great question. But the answer is simple: ABSOLUTELY.

Here’ are 4 great reasons you need to make these people 1st degree connections today:

Blog Sales Social Selling

Twitter Lists for Newbies & Non-Users

Twitter ListsWho doesn’t like lists? Staying organized is a huge part of our day (at least I hope it is for most of us). For social sellers, Twitter Lists are a must.

We’re all up to our eyeballs in work and sometimes the only way to feel productive is to run your day with a well thought out and efficient list.

Your time on Twitter shouldn’t be any different, especially if you’re new to the 140 character beast. Whether you’re just starting out with Twitter or wondering if you should jump in, there are a ton of great reasons to start with Twitter Lists. Check out a few here.

Blog Sales

F U Email! How Can You Master the Email Monster?

Email MonsterAre you being completely consumed by your inbox? Is it hurting your productivity as a sales leader or business owner? Here’s a few tips to help you master the email monster.

Email is the bane of my existence.

On average, I receive between 300 and 500 emails a day. If there are about 600 minutes in the average workday (working 10 hours a day), that means I receive an email EVERY 30 SECONDS.

If I was to respond to each of these emails, I’d spend my ENTIRE day doing it!

Blog Sales Social Selling

The Idiocy of the Second to Market Strategy

Second to Market StrategyThere are a mountain of blog posts and articles that cite the advantages of the second to market strategy. But is it really advantageous to hold off on changes that won’t hurt you?

Here’s one that makes you want to crawl back in your cave and hibernate until someone else takes a leap first. I’m not sure who came up with this saying, but it’s one that I’ve heard before that stops people dead in their tracks:

“Pioneers get slaughtered. Settlers prosper.”

Blog Sales Social Selling

Buying Cycles vs. Sales Cycles

Buying Cycle

It’s time for sales to grow up. It’s no longer about our sales cycle, it’s about our customers’ buying cycle.

I recently met with two passionate and smart chaps in London, England from Artesian Solutions (hence, the usage of the term chaps).

Andy Sadler and Dale Roberts are dinosaur pushers. They’re pushing the slow-moving and ever-lazy beast of sales. They question the efficacy of doing things normally or routinely and it was inspiring to see this level of innovation from across the pond.

You see, Andy and Dale firmly believe in the transformative power of social media in B2B sales.

Blog Sales Social Selling

Blowback! Social Media and the Next Great Corporate Sales Challenge

Sales Challenge

Social media has created a new dynamic in the relationship between salespeople and customers. For organizations still living in the 90’s, embracing this dynamic is the next great sales challenge.

There are many analogies, explanations, laws, theories, concepts and interpretations of karma.

Maybe I’m too simplistic, but I like to think of it as the law of causality (like Wikipedia describes).

In military terms, we’d call it blowback: suffering an unintended consequence due to your actions (or lack of). I don’t think that many corporate leaders today are naïve enough to think that they’re just buying time, imagining they won’t get left behind as the world of business evolves.