http://blog.salesscale.comQuick BlogcastMon, 13 Feb 2012 17:18:25 GMThttp://blog.salesscale.com/2009/01/07/new-rep-checklist.aspx#comment-4945129fundraising ideasCan 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.http://blog.salesscale.com/2009/01/07/new-rep-checklist.aspx#comment-4945129Thu, 10 Feb 2011 18:07:43 GMThttp://blog.salesscale.com/2009/01/08/winnability-scoring-1.aspx#comment-4804575Email Marketing SoftwareYour 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.http://blog.salesscale.com/2009/01/08/winnability-scoring-1.aspx#comment-4804575Thu, 03 Feb 2011 18:15:58 GMThttp://blog.salesscale.com/2009/01/08/measuring-winnable-opportunity-simple-opportunity-scoring.aspx#comment-4804325Email Marketing SoftwareRewarding 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.http://blog.salesscale.com/2009/01/08/measuring-winnable-opportunity-simple-opportunity-scoring.aspx#comment-4804325Thu, 03 Feb 2011 18:07:00 GMThttp://blog.salesscale.com/2010/11/05/best-practice-customer-stories.aspx#comment-4801780Business ContinuityI 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.http://blog.salesscale.com/2010/11/05/best-practice-customer-stories.aspx#comment-4801780Thu, 03 Feb 2011 14:07:47 GMThttp://blog.salesscale.com/2008/11/23/scaling-sales.aspx#comment-4801718Business ContinuityI'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.http://blog.salesscale.com/2008/11/23/scaling-sales.aspx#comment-4801718Thu, 03 Feb 2011 13:57:58 GMThttp://blog.salesscale.com/2009/01/07/new-rep-checklist.aspx#comment-4783091Human Resource ManagementIt 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.http://blog.salesscale.com/2009/01/07/new-rep-checklist.aspx#comment-4783091Wed, 02 Feb 2011 22:33:34 GMThttp://blog.salesscale.com/2009/03/22/thought-bubble-inflation-the-sales--service-handoff.aspx#comment-4185585life insuranceHi I would like to find out where you found this template from I love it!http://blog.salesscale.com/2009/03/22/thought-bubble-inflation-the-sales--service-handoff.aspx#comment-4185585Tue, 21 Dec 2010 20:03:41 GMThttp://blog.salesscale.com/2009/01/08/winnability-scoring-1.aspx#comment-4094705long term care insurance quoteHave you ever thought of adding more videos to your blog to keep the visitors entertained?http://blog.salesscale.com/2009/01/08/winnability-scoring-1.aspx#comment-4094705Thu, 09 Dec 2010 04:33:21 GMThttp://blog.salesscale.com/2008/11/23/scaling-sales.aspx#comment-4040656car gamesa well typed post, very appreciative for your insight.http://blog.salesscale.com/2008/11/23/scaling-sales.aspx#comment-4040656Tue, 30 Nov 2010 01:16:51 GMThttp://blog.salesscale.com/2010/11/05/best-practice-customer-stories.aspx#comment-3913235David SheddPaul, 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).http://blog.salesscale.com/2010/11/05/best-practice-customer-stories.aspx#comment-3913235Fri, 05 Nov 2010 23:54:37 GMT