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+4 4 votes

Sales Objections 2.0

The JF Guest Author Spot It all started a few years ago with Web 2.0, and now Sales 2.0 is the hot topic. What does this mean? Essentially, it means a complete transformation is taking place in our sales efforts, processes, tools, customers and markets, which all impact our sales cycle. As the customer’s buying cycle [...]

Recent Posts

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Just How Important Is Emotional Intelligence?

  Old ways of doing business no longer work: the increasingly intense competitive challenges of the world economy challenge everyone, everywhere, to adapt in order to prosper under new rules. In the old economy, hierarchies pitted labour against management, with workers paid wages depending on their skills, but that is eroding as the rate of change [...]
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Facebook Borrowing $100 Million for More Servers

Facebook is borrowing $100 million to accommodate growth on the site. The money, from venture loan firm TriplePoint, brings the amount raised to around $350 million. The site has grown quickly and needs around 50,000 more servers to handle the load. Facebook has over 70 million active users and around 109 million monthly visitors. According to Business [...]
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Prospecting: How to Create Instant Rapport

Calling Don Diggerman was always painful. Much as I wanted to do business with his company, I dreaded talking to him. I'd sit at my desk, staring at the phone, trying to figure out how I could avoid dealing with that man. But it was just wishful thinking. The decision rested on Don's shoulders and unless I won him over,...
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The Critical Missing Data on Sales Technology Effectiveness

From a simple Google search of sales technology keywords such as CRM, Sales Force Automation and Sales Performance Management, one would think that sales technology is taking over the world.  There are dozens upon dozens of companies competing for the technology sale.  From internet based programs designed for individual salespeople and small sales teams to [...]
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+1 1 vote

Sales Training Companies from a Unique Perspective (Part 2)

Before I go any further, let me again state that there are a lot of effective, high value, ethical sales training companies out there.  They have long lists of customers who have managed to dramatically improve their teams’ sales performance. Stealing Let me dig a bit into a point I made in Part 1—the fact that some [...]
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Friday Links

Here are some great articles from links.hubspot from the past week:

How to Handle Negative Comments

"But what happens when you get a negative comment? One that throws you off, crosses the line or just generally seems like the person made an appearance to stir the pot? Let’s discuss."

8 Effective Link Building Strategies

"By valuable content, I don't mean simply writing about ...

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+1 1 vote

RANTS & RAVES – HOW TO LOSE A CUSTOMER IN TEN MINUTES

I have been known to rave or rant about customer experiences, especially those that either make me a lifelong customer of a company or give me good reasons never to do business with them again. Sadly it seems that it’s getting easier to find rants and harder to find raves … but maybe it’s just me. I’ve raved about Delta Air Lines who seems to take pretty good care of its premium customers; I’ve ranted about cell phone companies whose cust...

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Branding and Trust: Redundant Terms or Oxymoron?

I’ve long meant to write about trust and branding. I don’t pretend to have the last word on this subject; but I don’t think the first words have said enough yet.

What triggered this article was several conversations with Steve Cranford at Whisperbrand,  and in particular, a recent blog posting by him.

What’s the difference between trust and branding? Or are they the same? Is Brand Trust an intuitively meanin...

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Google Annual Shareholder Meeting - CliffsNotes Version

If you’re not a fan of Google-related news, you might want to turn away now (we’ll tell you when it’s safe to resume reading). <Google Overload> Google held its annual shareholders meeting yesterday and discussed lots of topics. Here are the Pilgrim’s CliffsNotes: Yahoo: "Excited to be working with them…They were under a hostile attack and we wanted [...]
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Try a Combination

OK, automakers, try this idea on for size. If you make those large, gas-guzzling SUVs (yeah, I have one, too), offer a small commuter car that gets exceptional gas mileage as an add-on. Not everyone will take advantage of it or appreciate the social consciousness of the move, but for those of us [...]

Weekly Highest Rated

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+4 4 votes

Sales Objections 2.0

The JF Guest Author Spot It all started a few years ago with Web 2.0, and now Sales 2.0 is the hot topic. What does this mean? Essentially, it means a complete transformation is taking place in our sales efforts, processes, tools, customers and markets, which all impact our sales cycle. As the customer’s buying cycle [...]
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+3 3 votes

Marketing and Sales -- Can't We Just Get Along?

I was looking for some good blogs to link to on this site and I came across Seth Godin’s post from June 2006.  What a winner!

What a salesperson would say: “There is no comparison, NONE, between an inbound call (one that you created with marketing) and a cold call (one that you instructed me to create with a phone book.) Your job is to make it so I never need to make a cold call.” 

I know the subject of sales and marketing alignment ...

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+3 3 votes

The Star Trek Officer Team & The Herrmann Brain Theory

    Today, something a little highbrow, but stay with it because it’s interesting! Everyone has a different make-up that influences how they take decisions. Ned Herrmann’s extensive research in this field led to the Herrmann Brain Theory. There are four parts of the brain. As well as the familiar parts (the cerebral brain) – Left (realistic) and Right [...]
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+2 2 votes

Get off Your S: The Biggest Trust Factor Affecting Trust

What’s the single best way to become trusted? Is it to increase your expertise? Your communications skills? Your credentials? Industry knowledge? Interpersonal skills? Empathy? Your appearance?

According to the Trust Equation, it is to decrease your self-orientation.

The Trust Equation is T = (C + R + I) / S , where C stands for credibility, R for reliability, I for intimacy, and S for self-orientation. (Read more about the tru...

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+2 2 votes

Not Quite An Epiphany Of Damascus Highway Proportions But…

    When a colleague loaned me Stephen Covey’s “The Seven Habits Of Highly Successful People” many years ago, it took me about three months to get round to reading it - I now realise that I wasted those three months! In fact, I read it three times in order to ensure that I had fully digested [...]