Sales POP - Purveyors of Propserity
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Don’t Believe The Hype, Believe The Reality

Don’t Believe The Hype, Believe The Reality

All About CRM / Dec 17, 2018 / John Golden

There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would ... Read More

A 12-Step Program to Exceed Quota

A 12-Step Program to Exceed Quota

Sales Training / Dec 16, 2018 / Tony Hughes

Sales is broken, it’s sick. It’s time to kick the social crack pipe! Doug Davidoff recently posed the question, “To Sell or Not to Sell” in this ingenious post rebuking a CEO that’s eschewing ever hiring another salesperson??!! Anthony Iannarino’s takedown of this post was so classic I must lift this paragraph here to share with ... Read More

Whose Value is in the Value Proposition?

Whose Value is in the Value Proposition?

Sales Management / Dec 13, 2018 / Brian Sullivan

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more ... Read More

Twas the Night Before Forecasts*

Twas the Night Before Forecasts*

For Sales Pros / Dec 12, 2018 / Lisa Magnuson

Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers were nestled all snug in their rooms, Where visions of better predictions, and hitting ... Read More

The Most Important Component of Any Mobile App

The Most Important Component of Any Mobile App

All About CRM / Dec 11, 2018 / Nikolaus Kimla

There are many important components that go to make up a worthwhile mobile app. But the most important component is…(drum roll please)…the user interface, known to most everyone today as the UI. Very obviously, with a mobile app, you’re quite limited as to viewable screen space. A potential user will glance at it, and if ... Read More

Shouldn’t Your Data Work For You?

Shouldn’t Your Data Work For You?

For Sales Pros / Dec 10, 2018 / John Golden

Let’s be honest, there is a huge limitation with traditional CRM systems where the type of data and how it is displayed is often predetermined by the system or by an all powerful administrator. This often leaves users frustrated and not seeing the value of the system because it seems like you are working for ... Read More

The Importance of Sales Referrals

The Importance of Sales Referrals

For Sales Pros / Dec 6, 2018 / John Golden

Ask for Advocacy: Why Sales Referrals are Important Sales referrals are one of the best ways to get new outbound leads and potential clients. The lead comes from someone that you already know rapport with. Some of this rapport and trust is transferred to the new relationship, allowing you to close the deal faster. However, ... Read More

A Rate Book and a Yellow Pad of Paper

A Rate Book and a Yellow Pad of Paper

For Sales Pros / Dec 5, 2018 / Robert Jolles

We all know that changes in life are inevitable. But change is not always perfect, and sometimes there are important things lost when we make a change. I’d like to tell you about something we did lose as a result of a change, and lessons we can all learn from it when you read… “If ... Read More

Mobile: Communications Fourth Dimension

Mobile: Communications Fourth Dimension

For Sales Pros / Dec 4, 2018 / Nikolaus Kimla

Communication has a very interesting history. When laid out in four separate dimensions, as I will do here, it can be seen how radically mobile communications has affected our civilization. First Dimension: Ancient Trade If we go back to the beginning of mankind’s history, people were nomads. Then some stopped moving about and put down ... Read More

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