B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In

January 12, 2012 B2B

There’s no doubt in B2B selling that getting the top of your funnel (or front end of your sales pipeline) is incredibly important and in a tough economy, can be difficult on a consistent basis.  Reaching decision makers is always the goal. Recently I heard more than one speaker at a conference talking about using [...]

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B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business

January 5, 2012 B2B

2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling. Today I interview Nancy Nardin, CEO of Smart Selling Tools, a company that focuses on [...]

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Building Your Sales Pipeline Is Not a One Step Process

January 3, 2012 Sales Tools

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. Hence using a picture of a funnel gives a visual on how you need [...]

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Watch These Sales & Marketing Thinkers in 2012 – Best of 2011

December 30, 2011 Innovation & Inspiration

As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year. Developing professionally by [...]

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Refine B2B Sales Process in 2012 With Tools and Attitude

December 22, 2011 Sales Tools

A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. There are lots of reasons for these conversations – many companies annually have them as part of their growth plan. Others have them because of a specific challenge they are facing: Our Company Has Lost [...]

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Putting the Social Into CRM Predictions for 2012

December 16, 2011 Sales Tools

Having a sure-fire repository, or “catch-all” place to help support your business growth was the original purpose of a CRM system quite a few years ago. Over time, new capabilities have been added and in some cases, really perfected to offer data intelligence (assuming the field reps all are keeping it updated). Exciting enhancements are [...]

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5 Steps to Build Alliance Partnerships, Grow Your Connections and Your Sales

December 13, 2011 Sales Tips

After working with thousands of businesses over the past twenty-five years, I’ve learned a lot (often the hard way) and seen some great things. A big issue has been problem areas around growing sales and ultimately growing  revenues and profits for many businesses. One of the biggest areas of potential for a professional seller is [...]

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