The salesforce.com blog is excited to be publishing a series of excerpts from Linda Richardson’s soon-to-be released book, Changing the Sales Conversation. The author is also the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement...
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Most entrepreneurs and small business owners will tell you that they want to gain support or momentum for their initiatives, products or services, but they have no idea how to go about it. Even when they’ve come up with a truly creative idea, built a game-changing product or devised an innovative...
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On holidays in the wonderful city of Istanbul, my girlfriend and I visited the famed Grand Bazaar. I thought we were “just looking," but we ended up buying two magnificent carpets. Here is the tale of a master class in sales.
Qualification: Don’t skip it
It all started when we spent a...
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You are not going to win deals without helping your clients develop consensus within their own teams. This is one of the major changes to how we sell, and there are five factors to succeed. Let’s look at all five and how you can get to consensus.
1. Authority
There is no longer a single...
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In a world where consumers are more empowered than ever to share their message, it’s becoming more and more important for businesses to be online. Social media has changed the way we do business. It’s impacted businesses across multiple industrie and specialties. It’s changed tourism, electronics,...
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When poor sales performance persists, and everything you’ve tried hasn’t worked, it’s tempting to sit back and say, "That’s just the way it is." It’s probably the number one reason sales performance problems DO persist. Skepticism.
The Power of Positive Deviance is a generalized look at...
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If there’s one thing on your sales team’s mind this year, it’s this: sales intelligence. Having the ability to know what your prospects are doing and when they’re doing it gives your sales reps a huge advantage over the competition (at Pardot, we jokingly refer to this superpower as “x-ray vision”...
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In my last post I included a list of routine marketing tasks that could be delegated to automation software. But as formidable as this list of functions is, there is no tool to close the sale. Nor are there any tools that go beyond simple numeric scoring to determine the viability of a lead. For...
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Before you closed Q4, you ran your last sales contest, crowned your top sales rep and hopefully met your quarterly and yearly goals. Now, the holidays have passed and it’s time to execute on your 2014 plans. Likely included in your strategy are a few sales contests to help you hit your...
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