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    • Question #7: Blog Comment Strategy
      The Innovative Marketer | Jul 29, 2010 | Permalink
      Donna asked: How do you comment into existing blogs without sounding self serving sales pitch? Suggestions would be greatly appreciated on strategy around this? Donna, what a great question. Look, buyers aren't stupid. If you post something that is bright,...
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    • Question #8: Social Marketing Conferences
      The Innovative Marketer | Jul 29, 2010 | Permalink
      Wendy wondered: Are there any conferences for social marketing - especially making videos - you would suggest? What do you guys suggest? I've been to a couple of great conferences this year. The Web 2.0 show is always a valuable...
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    • Question #6: Blog Spamming
      The Innovative Marketer | Jul 29, 2010 | Permalink
      Roy asked: Could you please explain blog spamming and how to avoid being considered a blog spammer by search engines? Wikipedia has a great definition of blog spam.
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    • What is lead nurturing?
      The Innovative Marketer | Jul 29, 2010 | Permalink
      Salesforce.com’s big Dreamforce conference is over. The keynotes have been distilled down to talking points for the media. The hangovers from the after parties have been dealt with. The Black Crowes have flown away, the hangovers from the after parties...
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    • Please add our current RSS feed
      The Customer Collective | Jul 29, 2010 | Permalink
      Sorry for the inconvenience. We recently moved to a new platform and thought all of our RSS subscribers canme over but, lo-and-behold, we were wrong! Here are the current RSS feeds for our sites: http://feeds.feedburner.com/socialmediatoday_allposts http://feeds.feedburner.com/theenergycollective_allposts http://feeds.feedburner.com/myventurepad_allposts http://feeds.feedburner.com/smartdatacollective_allposts http://feeds.feedburner.com/thesocialcustomer_allposts http://feeds.feedburner.com/thecustomercollective_allposts http://feeds.feedburner.com/governingpeople_allposts http://feeds.feedburner.com/sustainablecitiescollective_allposts
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    • 5 questions to ask before considering sales training as a solution to substan...
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      First in a 3 part series on sales training theoryIn the 20 or so years we've been in the telesales training business, we've turned down a significant number of potential training situations. The main reason? We didn't think training was the solution for the client's problem, and we knew it just wouldn't work, because other things needed to be fixed first. Today's post is about saving you money if you're thinking of hiring any company to train your team, or doing it yourself with internal resources. Lack of superior performance can be a training issue, but not always. So before you consider sales training as a solution to poor performance, ask yourself the following questions to determine if you've correctly analyzed your sales situation: 1) Product. Do you have a significant underperfor...
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    • Increase sales through better compensation? How do I know I’m getting paid ...
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      Even though we're best known for our telesales training courses, I have dozens of conversations every week regarding compensation issues and hiring new reps. Inside sales managers love talking to us, because we don't charge for referring great reps that have been through our training courses to them. Often, those managers will ask what the going pay rate is for inside sales people, because if the comp plan is too low, reps will leave as soon as a better opportunity comes along. And if they pay too much, they'll have to hire fewer reps. Here in the Bay Area, in the past six months, I've seen base pay for quota-bearing inside sales reps vary between $35,000 and $90,000 per year, quite a spread. The dilemma is compounded because base pay can also depend on the area of the world where your ...
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    • Best sales training practices: an inside sales tour through Bloom’s Taxonomy
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      Second in a 3 part series on sales training theory A question I'm commonly asked is "what's your training methodology?" All training companies have their own, and they're copyrighted, mine included. I was having a discussion with a potential client about adult learning issues, and it got deep into the basics of what makes training work. I'm a big believer in something called "Bloom's Taxonomy," and it's driven the way I train ever since I got my Master's in Education, where I was first introduced to Bloom. I'm going to share some of Benjamin Bloom's methodology with you, because it makes more sense than 90% of what I read today about best training practices. Benjamin Bloom was an educator at the University of Chicago who cobbled together a team of researchers in the 1950s in an attempt ...
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    • A technique to increase your online chat sales rate
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      Many of the companies with whom we work in our inside sales training classes are making increasing use of online chat with sales prospects. Much of the time, they're not maximizing the full benefits of chat, either because they're not collecting all the data they might have, or not attempting to engage the prospect in a telephone conversation as soon as the chat session has finished. That second situation is what I'll discuss today. Although chat has the real benefit of engaging a prospect through your website, nothing works as well to increase sales as having a real conversation. During the chat session, the prospect controls the communication, and the rep is essentially in response mode. In most cases, reps give far too much information, enough that the prospect doesn't feel a need to...
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    • A toast to a past job
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      Every time I teach one of my insides sales courses, one of the first things I do is ask what the folks in the room did prior to becoming inside sales people. Not only does this help me to know them better, but when we get to the part of the course where we talk about the importance of knowing the prospect's business, I can link it back to some expertise in business areas that the reps, in many cases, had forgotten they had. We're all experts in something related to business, and the kinds of questions I ask the reps, they can in turn ask to their prospects. Asking great business questions is often as simple as simply being interested. A few of my past jobs generally surface as part of the class, too. I thought about one of them this week, because I read Brother Korte's obituary in the n...
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    • Some tough challenges in doing business overseas
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      Two weeks ago, I wrote about the challenge a client of mine is facing, namely being located in an area where an increasingly violent civil protest is taking place.  Even before an M79 grenade hit across the street from his facility, he'd arranged to have his inside sales team work from home. Even so, as power was shut to his building during days where the temperatures reached the mid-90s, he realized that his servers might be damaged, and not work when fired up again, and his concerns turned out to be justified. If you've been watching CNN or BBC World news, you now know that a small scale military battle is taking place between the Thai military and protesters on the streets of Bangkok. It's happening right at my client's building, so normal operations are shut for the time being.  St...
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    • A brutal sales territory: as challenging as yours is, this one’s probably w...
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      Today I'm flying over the Kamchatka Peninsula. It's completely covered in snow, with huge Mt. Fuji-shaped volcanic peaks thrusting out of the landscape. Relatively few extol the beauty of Kamchatka because it's not exactly a tourist destination, remote and uncompromising. It looks cold down there, and it reminds me that no matter how bad a grim sales day can be, there are many jobs that are worse than sales. Just ask those miners working 30,000 feet below me. But then again there are a few really bad sales jobs, too. The story I'm going to tell you is one I sometimes tell in my telesales training classes, to illustrate how good the people I'm training really have it. They say every bad sales territory is salvageable. I'm not sure about this one. You tell me: My dad's great with people,...
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    • Improving pipeline quality: what constitutes an “Aâ€� lead?
      Inside Sales Tips Blog | Jul 29, 2010 | Permalink
      One of my inside sales training course ' target='_self'>inside sales training course clients had a real dilemma a couple of weeks ago. Since her Lead Qualification reps were being compensated on appointments being sent to the field, she was finding that there were a significant number of unqualified appointments being made, and the Field salespeople were beginning to complain.  One of the problems was that there wasn’t a lead grading system in place, so a lead was characterized as either being an appointment or a non-appointment. This is not an isolated incident, and I see this quite frequently. Naturally, if no lead grading system is in place, Business Development reps will create as many appointments as they can, because that’s how they’re measured and compensated.  To fix this, a lea...
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