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  • Tread Carefully, A Q4 Sales Crunch Can Create Repercussions
    Issue Date:  2014-10-23 Author:  Frank Visgatis, President and COO, CustomerCentric Selling® Teaser:  Emptying pipelines in a fourth-quarter rush usually creates future repercussions, so tread carefully. Emptying pipelines in a fourth-quarter rush usually creates future repercussions, so tread carefully. read more
    in salesandmarketing.com
  • Join Me at Dreamforce 2014
    If you're planning on being at Dreamforce this year, I'll be speaking there. This event is huge. Last year 130,000+ people came from around the world. Put on by SalesForce.com, it is THE EVENT for people in the sales space.  I'm speaking on Wednesday morning. Here are the details: #1 Competitive Edge in Today's Sales World October 15th, 9 am PT (Wednesday) Marriott Marquis, Yerba Buena Salon 7 With today's escalating buyer expectations and ever-changing business environment, it's tough to stay at the top of your game. I kick off the session with a focus on the singular skill that virtually guarantees a successful career.
    in Top Sales World
  • In a Tech-Enabled Market, Do Salespeople Still Matter?
    Issue Date:  2014-10-27 Author:  Amit Khanna, President of Small and Medium Business, SalesGenie Teaser:  In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? read more
    in salesandmarketing.com
  • Meeting at DreamForce 2014
      K, I’m gonna be at Dreamforce the week of October 13th.  If you’re gonna be there let’s connect. My favorite part of Dreamforce isn’t the Keynotes, or the sessions. My favorite part of Dreamforce is connecting with the attendees. Today’s world is more virtual than ever. Our sphere is bigger than it’s ever been, […]
    in Top Sales World
  • Selling on Top of the World
    As you can imagine, I am often asked by sales leaders anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics, where are their strengths, and what differentiates them? Over the past twenty-five years I have trained and developed more than one […]
    in Top Sales World
  • Say ‘No’ to ‘No’
    Issue Date:  2014-10-24 Author:  Marty Jacknis, President, Opportunity Maximizers, Inc. Teaser:  Considering the amount of time, effort and money invested throughout most sales processes and endeavors, making a second or even multiple attempts to reverse a “no” decision makes good business sense, especially when a negative response rarely tells the whole truth. Considering the amount of time, effort and money invested throughout most sales processes and endeavors, making a second or even multiple attempts to reverse a “no” decision makes good business sense, especially when a negative response rarely tells the whole truth. read more
    in salesandmarketing.com