With more than 130,00 attendees at Dreamforce last week, hundreds of speakers and roar coming from the trade show floor, I wondered how sales and marketing leaders are going to differentiate when literally dozens of vendors can deliver similar functionality. 

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Every salesperson irrespective of the industry and geography is engaged in a battle – a battle in partnership with marketing for the mind share of their prospects and customers.

The most responsive salespeople will have a better chance of winning the battle leaving the rest by the wayside.
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At the Sales 2.0 Conference last month I sat in Phil Harrell, VP of Enterprise Sales at HubSpot’s presentation entitled Inbound Sales. In our interview after his talk, I asked Phil what he meant by inbound sales.

What is Inbound Sales?

“There has been a dramatic shift in how people buy. Buyers today have all of the information in their control. Inbound Selling is about providing tools and behavioral intelligence, so that salespeople are armed with the contextualized, personalized information they need to have meaningful conversations.

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Last month I had the pleasure of meeting and interviewing Anthony Iannarino at the #Sales2.0Conf in San Francisco.

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A Startling Sales Productivity Statistic

I was introduced to Nancy Nardin of Smart Selling Tools through her business partner after the recent @Sales20conf event in San Francisco and she presented some startling numbers on sales productivity.

An organization with $100M in sales should generate 28M in incremental revenue by increasing their time spent with prospects from 37% to 45%.
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It’s an interesting time to be a Sales and Marketing professional. Over the last few years there has been a sea of change in how entire markets and customer segments engage with sellers.

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The Pet Shop or Dead Parrot sketch has nothing to with sales enablement, but it is celebrated as one of the most famous Monty Python sketches and I thought it would be fun to show it at Halloween.


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Why Do Sales Leads Die?

This is the first in a series of articles on sales enablement and improving sales productivity across the buying process and is excerpted from the forthcoming book “Facilitating the Buying Process – the New Role for B2B Salespeople”, by Mark Gibson.

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I grew up in the country in South Australia and one of the expressions we learned as young adults when visiting the “big smoke” of the city of Adelaide, was “keep your wits about you”.

The definition of this idiom according to the Cambridge Dictionary online is “to be ready to think quickly in a situation and react to things that you are not expecting:” 

In sales, we need to be ready to react to any situation quickly. Fortunately, there is far more predictability in the day of a salesperson than the first solo visits to the big city for a country boy. 

But in sales in particular, you need to keep your wits about you… let me explain.
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Minutes Matter in the Life of a Lead

Online Lead Conversion vs. Offline Lead Conversion

In some companies, “I’m busy, I don’t have time to call the lead right now, I’ll get back to them in 15 minutes after my break” could get you fired.
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