2012-02-13T17:18:22Z http://blog.salesscale.com/comments/atom.aspx Quick Blogcast tag:blog.salesscale.com,2011-02-10:4945129 fundraising ideas http://winspireme.com 2011-02-10T18:07:43Z 2011-02-10T18:07:43Z Can anyone commenting here refer me to an alternate source for additional research. This blog has some info but I would like a reliable source for futher reading. tag:blog.salesscale.com,2011-02-03:4804575 Email Marketing Software http://www.exacttarget.com 2011-02-03T18:15:58Z 2011-02-03T18:15:58Z Your scoring approach brings objectivity to a very subjective subject often clouded by a number of "personal agendas". It's a brilliant way to ensure limited resources are devoted to those activities most likely to contribute to profitability. Well done. tag:blog.salesscale.com,2011-02-03:4804325 Email Marketing Software http://www.exacttarget.com 2011-02-03T18:07:00Z 2011-02-03T18:07:00Z Rewarding salespeople for contributing to profitability instead of just revenue takes real organizational discipline. Many privately held companies are hesitant to reveal how profitable they are. But, as you point out, the "quote & hope" approach wastes time and resources. tag:blog.salesscale.com,2011-02-03:4801780 Business Continuity http://www.neverfailgroup.com/neverfail-v6/business-continuity.html 2011-02-03T14:07:47Z 2011-02-03T14:07:47Z I agree that a well delivered, relevant story is an extremely effective selling technique. What better way to convince a skeptical buying that your product will meet his need than describing how it solved a similar problem for a similar company? It's the closest thing to a third party endorsement that a "first party" can present. tag:blog.salesscale.com,2011-02-03:4801718 Business Continuity http://www.neverfailgroup.com/neverfail-v6/business-continuity.html 2011-02-03T13:57:58Z 2011-02-03T13:57:58Z I've often wondered if the reluctance of many salespeople to follow proven sales practices stems from the personality traits that attract people to sales in the first place. In my experience, many extroverts are drawn to social situations and avoid studying "programs". Those managers that can convince natural salespeople to master these proven practices are worth their weight in gold. tag:blog.salesscale.com,2011-02-02:4783091 Human Resource Management http://www.paycor.com 2011-02-02T22:33:34Z 2011-02-02T22:33:34Z It never ceases to amaze me the money companies waste by not ensuring their new salespeople have what they need to be immediately productive. They have no qualms about demanding high performance. Yet, they rarely structure their employee orientation programs to support that level of performance. tag:blog.salesscale.com,2010-12-21:4185585 life insurance http://usalifeinsurance.com 2010-12-21T20:03:41Z 2010-12-21T20:03:41Z Hi I would like to find out where you found this template from I love it! tag:blog.salesscale.com,2010-12-08:4094705 long term care insurance quote http://longtermcareinsure.com/long-term-care-insurance-quote/ 2010-12-09T04:33:21Z 2010-12-09T04:33:21Z Have you ever thought of adding more videos to your blog to keep the visitors entertained? tag:blog.salesscale.com,2010-11-29:4040656 car games http://www.freecargames.org 2010-11-30T01:16:51Z 2010-11-30T01:16:51Z a well typed post, very appreciative for your insight. tag:blog.salesscale.com,2010-11-05:3913235 David Shedd http://www.davidsheddblog.com 2010-11-05T23:54:37Z 2010-11-05T23:54:37Z Paul, excellent article. You hit the nail on the head with the importance of telling stories to help sales sell to customers. Well Done! As an addition, I think that you can use social media, such as blogs, to collate some of these customer stories and additional vignettes. That puts the story easily at hand for the sales people, tells the company successes and stories in a unique voice (much better than the typical "voiceless" web site), and allows for a great follow-up as a way to tell a confirming story after the meeting (send a link to the blog or paste into the follow-up E-mail).