Eric Seminara

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Don’t Draft a Digital Strategy Just Because Everyone Else Is

When the CEO of GE announces that it will become a digital industrial enterprise and the CEO of Citigroup says it will become the world’s leading digital bank, you know that a new strategic priority is sweeping the corporate world. It used to be “What’s your IT strategy?” Then it was “What’s your …

The Growing Power of Inside Sales

<i>The number of inside sales jobs has increased dramatically in recent years, far outpacing the growth in jobs for field salespeople. We spoke with Mike Moorman, a senior leader in ZS Associates’ B2B sales and marketing practice and a leading authority on sales management, about how inside sales</i> …

The 9 Best Marketing And Sales Analytics - Every Manager Should Know About

Sales and marketing analytics are essential to unlocking commercially relevant insights, increasing revenue and profitability, and improving brand perception. With the help of the right analytics, you can uncover new markets, new audience niches, areas for future development and much more. Let’s …

Marketing

5 Design Principles That Drive Social Customer Experience Marketing

Traditional marketing was known for its inside out approach. The idea was to create a cumulative series of messages known as brand impressions. …

Sales Learning is the New Path to Increased Sales Productivity

In today’s market, winning is often measured by how quickly you can meet customer demands – and that means demonstrating more agility than your …

The Most Important Leadership Competencies, According to Leaders Around the World

dave wheeler FOR HBR<p>What makes an effective leader? This question is a focus of my research as an organizational scientist, executive coach, and leadership development consultant. Looking for answers, I recently completed the first round of a study of 195 leaders in 15 countries over 30 global …

Managing Upward: A Key Part Of Being A Really Useful Manager For Your People

The most important part of being a great boss is focusing on the people who work for you. Perhaps the second most important element is learning to effectively manage upward. Doing this well can be a great help to the people that work for you.<p>Even the CEO works for the Chair of the Board, and the …

100 Answers to the Question: What Is Leadership?

There are as many definitions of leadership as there are leaders. Here are 100 of the best ways to define leadership.<p>If you Google the word leadership you can get about 479,000,000 results, each definition as unique as an individual leader.<p>It's a difficult concept to define, perhaps because it …

30 LinkedIn Sales Triggers

The key to social selling success is fishing where the fish are. You might be fishing where the fish are, but you do know what to do when you get a …

Selling

The Best Social Listening and Influencer Identification Tools of 2018

Social media marketing means more than just getting your message out there. It means listening to see who's hearing it and what they think. We test …

Sales Teams Need More (and Better) Coaching

On the ride back from Redwood City to San Francisco, my manager John and I hardly said a word to each other. We’d just left the headquarters of Oracle, and one of my worst sales calls ever. During the meeting, I had done my best to identify specific objectives the company might have that would …

How to Get Your Salespeople to Execute Your Strategy

Sales professionals make decisions every day about what prospects and customers they will be meeting with, what products or services they will highlight in their pitches, and even what elements of your value proposition they will emphasize. McKinsey & Co. research on B2B purchases indicates that …

A Top Sales Executive's Formula for Lasting Success: 10 Tips

Need simple and straightforward tips to give your sales team? Look no farther.<p>Without sales you have no business. And that means without great salespeople you have no business.<p>Want to make your sales team more effective? (Of course you do.)<p>Here's a guest post from Lynne Zaledonis, a Senior Director …

Moving a sales force from products to solutions

The world of sales has changed dramatically over the past few years. Customers can easily access a ton of information online. All that …

4 Ways Your CRM May Be Shortchanging Your Sales Projections

Over half of sales projections are wrong. Your CRM could be responsible for it.<p>Sales managers spend up to 10 percent of their work week drawing up forecasts, yet 59 percent of sales forecasts are wrong. Too often we are asked to make the data in our CRM look the way we think our management wants it …

Don’t Turn Your Sales Team Loose Without a Strategy

When formulating a strategy, markets and segments are important categories to consider. But a market never buys anything. Only customers buy. To borrow a telecom industry metaphor, a deal with a customer is the “last mile” in connecting any strategy with business development efforts and marketplace …

The Crucial Part of the Sales Funnel You’re Probably Ignoring

Elias St. Elmo Lewis was a prominent advertising executive around the turn of the 20th century; he was also almost murdered on two separate occasions.<p>…

You've Been Promoted to Sales Manager; Now What?

Three strategies to handle the hardest promotion in business<p>One of the most difficult career transitions in business is the promotion from star sales executive to sales team manager. In fact, I am willing to bet that there is no step on the corporate career path littered with as many corporate …

Sales tech is disrupting marketing’s role. Here’s how to share the pipeline

The line between marketing and sales is getting blurrier by the minute. Sales reps are leveraging new sales acceleration tools like Tout, Yesware, Sidekick, and Outreach, and it feels like a new one comes out every quarter.<p>These specialized apps have become so sophisticated that they’re enabling …

Marketing

How to Manage People Who Are Smarter than You

The best managers hire smart people to work for them. But what if your direct reports are smarter than you? How do you manage people who have more experience or more knowledge? How do you coach them if you don’t have the same level of expertise?<p><b>What the Experts Say</b> <br>Getting promoted to a job that …

Helping an Employee Overcome Their Self-Doubt

<i>You want to give a member of your team a stretch assignment, but she tells you she’s just “not ready yet” — she’d like to get more experience before taking it on.</i><p><i>You offer to make a valuable introduction for someone you mentor. He seemed excited about it at first, but doesn’t follow up. Later, you</i> …

Use A Sales Funnel To Generate More Sales

How A Sales Funnel Can Generate More Sales From Your Website<p>Are you getting a lot of traffic without enough conversions?<p>Would you like to attract a …

Designing Your Sales Stack so that Customers Come to You

<i>Back in 2011,</i> <b>Max Altschuler</b> <i>joined an early stage education tech marketplace called</i> <b>Udemy</b> <i>as its first sales hire. The marketplace needed to bring on</i> …

Sales Leadership Begins With Having Industry Knowledge

Are you as smart as your customer when it comes to knowing how your industry operates? Why should a customer make time to speak with us if we don’t …

Selling

You’ve Heard About Business Intelligence, But Has Anyone Told You About Sales Intelligence?

The revolution has begun, and tons of businesses - even those that had nothing to do with technology - are starting to adapt new platforms that help them operate efficiently and reduce costs. But, why should we include sales intelligence? What <i>is</i> sales intelligence?<p>"Sales intelligence is …

Business Intelligence

LinkedIn clobbers competitors in sales intelligence, new rankings show

When you think sales intelligence solutions — data companies that offer names, organizations, and contact information for leads — you typically think of old graybeard companies like Dunn & Bradstreet, founded in 1841. Or Hoovers, its subsidiary, or perhaps Data.com.<p>But LinkedIn?<p>According to a new …

What Is Sales Acceleration? Start By Picking Up Your Phone

A decade ago, when Dave Elkington and I started InsideSales.com, which is mentioned in this article, salesforce.com was the big 800-pound gorilla in the sales automation space. They still are, and they keep getting bigger.<p>Salesforce.com pioneered the concept of renting customer relationship …

Five steps to define your sales funnel

Most business owners want to grow as quickly as possible. While there is no one-size-fits-all acceleration model, having a clearly defined sales funnel early can help. In fact, behind every decision our company makes today is the original white-boarded funnel from our early days.<p>The purchase funnel …

Seven steps for building a successful sales process

At ElasticSales, we've had the privilege of working with dozens of early-stage startups, helping them establish their sales processes. Some ask us to build their process from the ground up. Many come to us solely looking for guidance as they develop their own sales processes and teams. In both …

Five steps to developing an effective sales strategy

What is the single most important strategic sales activity that if applied consistently by your business as a whole for the next 90 days would have the greatest impact on your growth?<p>I've just finished delivering a great Sales Secrets Academy, my sales training programme, to a cracking customer of …