Share what you know with millions of people

Focus is the best place to turn what you know into remarkable content

×

Peter Notschke

Follow Following Unfollow

Score More Sales

0 points

May 18, 2012

Peter Notschke recommends this answer by Craig Rosenberg

What are must read blogs for the VP of sales in all Fortune 1000 companies?

Hi Steve:
I know I can answer this, but I have so many blogs I read that I can't be entirely fair....
My colleague Catherine Goldberg put together a very comprehensive list of sales people to follow. The VAST majority I read or have in ... more

Feb. 8, 2012

Peter Notschke recommends this answer by Lori Richardson

How to make cold prospects warm customers?

Helen, this is a question that inside sales teams all over North America grapple with. There are some good answers so far - and in addition, I would just stress:
1) you really need to have succinct, clear, value-focused messaging. What that means is that ... more

Dec. 12, 2011

Peter Notschke recommends this answer by Lori Richardson

What were the best business related blogs of 2011?

The top nominated "Top Sales and Marketing Blogs of 2011" are being voted on right now at http://www.topsalesawards.com -- this is a GREAT place to see blogs focused around growing revenues.
Scroll down to that category and you can easily click on each one for ... more

General Management

Human Resources

Sept. 30, 2011

Peter Notschke recommends this answer by Lori Richardson

Have you ever walked away from a sale? Why?

Lauren, this is a great question. In the simplest of terms, any professional, consultative seller working on a sales opportunity sees that changes which make this less of a win for both parties are happening - or that what seemed to be true suddenly is ... more

Sales Management

Sept. 30, 2011

Peter Notschke recommends this answer by Lori Richardson

Why don't more sales organizations invest in sales training courses?

This is a valuable conversation and one that we don't often hear about. We live in an "instant gratification" society - companies routinely ask us for "just a quick session" or an annual "half day" or perhaps a day - but that doesn't work.
Adults learn ... more

Sales Management

Sales Organization

June 9, 2011

Peter Notschke recommends this answer by Lori Richardson

What are the most common pitfalls you've seen once organizations begin pursuing a CRM solution?

The biggest pitfalls we see with SMBs pursuing a CRM solution are:
1. Loss of Interest: They get started because someone mentions one specific CRM program and they start to look into it, but then soon have more pressing matters and neglect to follow through.
2. Overwhelm: ... more

March 22, 2011

Peter Notschke is now following Lori Richardson

March 17, 2011

Peter Notschke recommends this answer by Nancy Nardin

What were your biggest take-aways from the Sales 2.0 2011 conference?

1.Peer powered sales and marketing
Only 20% of buyer’s surveyed, say the seller found them. The other 80% of buyer's said they found the seller. (Paul Melchiorre of Ariba quoting a Marketing Sherpa study).
What it means. Need to engage with buyers before you begin selling, ... more

Feb. 8, 2011

Peter Notschke recommends this answer by Trish Bertuzzi

What are typical call to contact ratios for inside salespeople?

How good is the list?
What level are they calling?
Do they have direct dial numbers?
Are these warm calls or unexpected calls?
Do the contacts typically have gate keepers?
Are they following up on leads and if so, is the respondent the decision maker ... more

Inside Sales Metrics

Jan. 17, 2011

Peter Notschke recommends this answer by Kendra Lee

How long should your telemarketing sales pitch be?

1 minute then ask your first business-focused question, that demonstrates you did your homework or know something about their situation. I think that the quality of what you say in that first minute is just as important as how concise it is. You have to ... more

Jan. 14, 2011

Peter Notschke recommends this answer by Lori Richardson

Sales Presentation Best Practices: What are your 3 tips for giving a successful sales presentation?

1. Start with your homework - know who will be in the room, how they will make their decisions, what are they meeting for, what you think they expect - in advance.
Have an internal coach - if this is a large group, meet with ... more

General Management

Jan. 5, 2011

Peter Notschke recommends this answer by Lori Richardson

B2B Sales Trends: What are the biggest trends in B2B sales to follow in 2011?

I may sound "old school" on this - but what I have seen going around talking with and working with thousands of small business owners and sales reps this past year is a lack of focus on activities that actually create revenues, and distraction by ... more

Jan. 1, 2011

Peter Notschke is now following

Jan. 1, 2011

Peter Notschke is now following

Dec. 17, 2010

Peter Notschke is now following

Dec. 17, 2010

Peter Notschke is now following

Dec. 17, 2010

Peter Notschke is now following

Dec. 17, 2010

Peter Notschke is now following

Following 5 Topics

Customer Service

Following 1 Person

Followed by 0 People