November’s edition of Top Sales magazine is now published….
In the interview “hot-seat” this month is Joanne Black, author of the new book “Pick Up The Damn Phone”
Also in this issue we have guest articles from Dave Kurlan, Dan Waldschmidt, Dan McDade, Zorian Rotenberg, Colleen Francis, Paul McCord, Trish Bertuzzi, Deb Calvert and Justin Thiele.
Our regular feature writers, Barb Giamanco, Nancy Nardin, Babette Ten Haken, Tamara Schenk and Keith Rosen are all on excellent form, as usual.
There is a timely reminder that the voting polls for this year’s Top Sales & Marketing Awards open on Tuesday November 12th
We also announce this month’s Top Sales Article and Top Sales Blog Post, and they are both superb.
Finally in his regular “JF Uncut” column, Jonathan Farrington suggests that we need to go back in history to ensure that the quality of our emails can be drastically improved.
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Connecting Beyond the Click: How Real Conversations Seal the Deal – A Conversation with Joanne Black by Jonathan Farrington
It comes as no surprise that Joanne Black, for so many years the world’s leading expert on referral selling, has delivered such a masterful piece of work, packed with so many gems of wisdom.
Sales Has an Image Problem by Barb Giamanco
Thinking back to my corporate days in technology, it was amusing to listen to the spirited debates between sales and product development team members who felt their role in the company was the most important.
Case Study – Which Sales Approach is Really More Effective? By Dave Kurlan
I haven’t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process.
5 Things To Do When You Get Treated Unfairly by Dan Waldschmidt
It’s going to happen. On your conquest through life others are going to lie about you, stab you in the back, confuse your motives, and misinterpret your intentions.
Microsoft Dynamics CRM Gets More Power with InsideView Announcement by Nancy Nardin
With Salesforce.com’s annual Dreamforce conference just weeks away, we’re reminded once again about the popularity of its CRM system and the enthusiasm for its plug-in app.
Prospect Development: The Answer to Your Lead Generation Woes by Dan McDade
The inbound marketing versus outbound marketing controversy rages on. The mantra from Inbound Marketing fanatics is “cold calling is dead.” I could not agree more. How many salespeople do you know who actually . . .
Cultural Revolution: The 4 Elements That Will Transform Your Outbound Sales Prospecting Team’s Culture by Zorian Rotenberg
If there’s one question that Sales Managers ask more than any other, it’s what they can do to get the best performance from their teams. Hitting your number depends on a lot of factors . . .
Pipeline Reviews: Asking Tough Questions to Close More Business by Colleen Francis
Music teaches us valuable lessons we can apply to a sales organization. An accomplished musician will tell you that one of the most important skills they need to have in their profession is the ability to listen to the music.
Want to Create Better Emails? Take Some Tips From Old Letter Writers by Jonathan Farrington
Before email, letter-writing guides were best sellers, the faddy self-help books of their day. There are still many things that we can learn from them before pressing, “send”
How To Drive Cross-Functional Collaboration With Councils – Part 1: Content Council by Tamara Schenk
Whoever owns sales enablement in your organization, it’s always a cross-functional discipline. The need to collaborate to achieve better results is increasing, especially in a complex environment.
The Job of a Sales Manager: What It Is and What It Is Not by Deb Calvert
Is there any role in any industry with less clarity and consistency? This is an article for people who hire Sales Managers. It’s an article about the pure role of Sales Manager – a person who does not handle accounts personally but does supervise direct reports . . .
From Paper To The Web: The Contract Evolution by Justin Thiele
From the biggest enterprises down to small, growing companies, sales contracts are a crucial part of business. They are directly tied to revenue and, if mismanaged, can cost your company millions.
When Being Good is Great by Keith Rosen
Sometimes a manager wants so much for their direct reports to be happy, successful and satisfied that they actually want more for their people than their people want or are ready for themselves.
Engineering Commercialization or Simply Selling? By Babette Ten Haken
The term “commercialization” involves introducing products, services, platforms into the marketplace for revenue generation. That sounds a lot like selling, but it’s not. Not at all.
7 Steps to Guarantee a Great 2014 by Paul McCord
Are you really ready to make 2014 your best year ever? If you aren’t, it isn’t too late—but you’re already behind the eight ball.
CEO’s Response to ‘A Letter of Resignation’ by Trish Bertuzzi
I recently read a fictionalized letter of resignation from a SVP, Sales (to a CEO) over on the Sales Benchmark Index blog. It is worth a full read, but here is a quick excerpt: