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3 Ways Sales Machine Mastered Social Selling

Last week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. I was on a panel with the brilliant Jill Rowley and the ever engaging Jamie Shanks.  We were talking about social selling and how the tools available to sales people today have never been so powerful in helping salespeople connect with buyers. Hillary Bird of Consensus reached out and asked if we’d be willing to

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The Subtle Art of Follow-up

Guest Post by Kelly Riggs Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. In many cases a salesperson will work for weeks or even months to secure a piece of business; a process that likely includes several meetings, a number of presentations, and a host of additional sales calls before he/she finally reaches the finish line and wins the sale. Then, of course, the

Matt Heinz

When We Stop Calling It “Social Selling”, We’re Finally Doing It Right

Guest Post by Matt Heinz Frankly, I’m getting a little tired of hearing people talk about social selling.  Somewhat ironic, I know, given how much I talk about and use social sales efforts today. But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy. You can’t execute

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Align Sales Compensation With Your Goals: 
A Compensation Plan That Works

Guest Post by Ken Thorenson Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and

Leanne Hoagland-Smith

Is All The Sales Noise Keeping You From Active Listening?

Guest Post by Leanne Hoagland-Smith There is a lot of noise within the sales advice world. Each month if not week, sales professionals are bombarded with the latest “sales flavor”  from this or that small business consultant, sales coach or author. All this sales noise can be a barrier to the basics of the buying/selling process. Zig Ziglar said it best: “Sales is the transference of feelings.” If all that noise is a barrier to the

Dan Waldschmidt

64 WAYS TO LIVE A KICK ASS LIFE.

Guest Post By Dan Waldschmidt Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters. Lead by example. Lead when no one is following. Open your mind to the possibility that there is an option you haven’t considered. Reduce the amount of time you spend “thinking about doing” instead of doing. Settle your differences with class, maturity, and dignity. Teach those who want

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According To The Data, Salespeople Should Work On Saturday And Play Golf On Monday

This is  a guest post from Mark Roberge, Chief Revenue Officer at Hubspot. Mark has done some amazing things at Hubspot and the data they’ve been gathering on sales and marketing is impressive.  This post on email timing is a great example of connecting with prospects. I hope you like it. Break it down Mark — This is an actual email thread I had with the VP of Global Sales Operations at a $10B+ revenue company. 

Kelly Riggs

Equal and Opposite Reactions

Successful sales people will consider Newton’s law of Equal and Opposition Reactions; be self-aware and do not give reason for a bad reaction.

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Why Marketing Should Own Inside Sales (and why they shouldn’t)

The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term.

Here are four advantages of having marketing own the inside sales function, followed by four reasons why it might not work. At minimum, if you’re already trying or considering trying this shift, it’s important to have these in mind.