Why the iPad Pro Matters to Every Sales Professional     

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“The iPad Pro is the tool we dreamed about when we first built CCM for Sales Professionals.  With this new machine, Apple finally empowers salespeople to take their business interactions to a whole new level.” Here are 10 reasons why the iPad Pro + SpearFysh is worth your attention. #1   Perfect Memory:  Every conversation preserved forever. #2   Voice Search:  Quickly retrieve any …

How Apple Is Transforming Field Sales

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In case you haven’t noticed, Apple is about to permanently change the field sales profession.   This is classic Apple with a twist – technology that not only delivers better human experiences, but better human interactions. It all starts in November with the release of the iPad Pro, the soon-to-be indispensable tool for field sales professionals. Here’s some background. The …

The Anatomy of a Commercial Conversation

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Every day, Salespeople, Marketers, & Professional Services engage customers and prospects in conversations. We call these Commercial Conversations when they are specifically linked to revenue generation. For example: Market Researchers interview customers to create new insight & messaging. Complex Salespeople qualify, discover, & persuade to create demand. Professional Services consult to shape technical requirements around business realities. Successful conversations are …

What China’s Economy & Your Sales Org Have In Common

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China’s economy is a lot like most Sales Organizations in the United States. Here are a few lines from a recent WSJ article: ——————————————————————————————————————————– For All Its Heft, China’s Economy Is a Black Box For sheer clout, China’s economy outweighs every country in the world save the U.S. But on transparency, it remains distinctly an emerging market, with murky politics, …

Apples & Oranges

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Notetaking vs. Sales Call Knowledge Management. The way we capture the salient information in a sales call is the lifeblood of the revenue we produce. Accordingly, there is no shortage of methods for capture: paper and pen, tablet, laptop, Word, Excel, Evernote, Salesforce, etc. The bottleneck with each of these is being limited to the meager notes you can capture …

Can An Algorithm Hire Salespeople Better Than A Human?

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Hiring salespeople still remains a highly subjective process. Amidst the myriad of personality/ aptitude/cognitive tests applied to improve candidate assessment, the decision on whether to onboard a new sales hire usually comes down to the subjective opinion of a single person. Can an algorithm really hire salespeople better than a human? A recent NY Times article got me thinking on …

Which 3 Sales Traits Do Buyers Value Most?

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A recent blogpost by Hubspot delved into the 3 key traits that Buyers value most in salespeople. What struck me was the last trait mentioned – something worth additional comments. The first two –Knowledge & Empathy– would be hard to argue with. The third one – Transparency – makes sense as well, and prompts an engaging conversation for you and …

How to Hire Better Salespeople Using Conversation Capture Technology

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I recently downloaded Hubspot’s blogpost template on “25 Great Sales Interviewing Questions.” Did you see it too? Having assessed thousands of salespeople, I appreciate any tool or method that helps gauge whether a candidate has the “right stuff” for sales. It’s not easy! In fact, it’s been said that… “The only thing more valuable than talent in an organization is …

Thoughts from Tien Tzuo, CEO of ZUORA

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The Glass Box: Transforming Sales & Other Professions A few weeks ago, I was chatting with one of business’ brightest minds, Tien Tzuo, CEO of ZUORA.  Our conversation involved the immense disruption that occurs when previously “opaque” professions like Selling can finally reach transparency. Until recently, the sales conversation has remained enormously difficult to improve due to lack of visibility or …

Bringing Science to the Sales Conversation

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My take on the Sales Profession is that it hasn’t changed much in 50 years.  Technology has certainly made selling more efficient, but not more effective. For example, software like Salesforce, Webex, & LinkedIn enables salespeople to target, communicate, and network more efficiently, but none of these help Sellers have more effective conversations. Separating Efficiency (doing the right things) from Effectiveness …