Crunched Blog

PART 2: HOW TO BUILD A SOCIAL SELLING MACHINE with Andrew Quinn and Mark Roberge of HubSpot “How HubSpot Generates & Qualifies Leads” SalesCrunch is delighted to present to you How to Build a Social Selling Machine with HubSpot at MIT, a series of interview with HubSpot’s own Andrew Quinn (Head of Sales Training) and Mark Roberge… Read More

Topics: sales process

How to Ask the Right Questions and Know If A Prospect Is Worth Pursuing VIDEOS NOW AVAILABLE FOR THIS CLASS. If you weren’t able to make it to last week’s Online Class check out the videos here. PART 1: PART 2:     WHEN: Wednesday, July 6, 2011 3pm EST WHERE: A CrunchConnect meeting room near… Read More

Topics: Classes, sales fundamentals, sales management, sales process

    A must-read study on the Effectiveness (or rather Ineffectiveness) of Selling   “While many signs point to economic recovery, underlying performance challenges persist for the sales teams at many large enterprises where more than cosmetic fixes may be needed to capture greater revenue from current customers, penetrate new and emerging markets and maintain… Read More

Topics: sales management, sales process, sales training

We heard the same thing from all of our presenters over the past couple of weeks – it is all about the narrative and the right story – when you are out there developing relationships and selling. Mark Suster gave us personal stories about the power of the narrative. Jan Schultink showed us all how… Read More

Topics: presentations, sales process

Sales needs an overhaul. Frankly, the entire selling process needs to change.  And to be fair that’s probably an exaggeration. Here is part two of Dan Waldschmidt’s Terrible Sales Ideas We’re Addicted To. (If you missed the first 8 terrible sales ideas, you can read them here…)   9. “Checking in” Somehow we seemed to have… Read More

Topics: sales process

At our past few events we have spoken about changing the sales process – taking sales from fuzzy art to repeatable process by capturing, measuring, training & tracking customer interactions, engagement and sales across the organization. On this topic, we wanted to share Dan Waldschmidt’s 8 Terrible Sales Ideas that We’re Addicted To. Dan shares… Read More

Topics: sales process

Did you ever notice that whenever you say NO in a conversation you stop the momentum, you creative friction?   Conversely, whenever you say YES you have the power to keep things moving, to create an easy flow of information.   Lesson: Just say YES! is one of the best tools in my repertoire.   I learned… Read More

Topics: relationship building, sales process

Our friends that hosted us this week up at MIT, the Sloan Sales Club, are organizing a great conference that we would like to share with you.   Hear, discuss, and learn the strategies and best practices that are behind the world’s greatest leaders and most successful companies. The MIT Sloan Sales Conference is organized… Read More

Topics: sales process

Thought-leader Drew Stevens Ph.D., shares his expertise with SalesSchool with a three-part article on the importance of referrals to accelerate your sales. He is President of Stevens Consulting Group, sales management and business development experts with 28 years of true sales experience and has advanced degrees in sales productivity. Part 1: Sales Acceleration with Referrals… Read More

Topics: lead generation, productivity, sales process

Today we share Part 2 of this article from Drew Stevens Ph.D. on the importance of referrals to accelerate your sales. He is President of Stevens Consulting Group, sales management and business development experts with 28 years of true sales experience and has advanced degrees in sales productivity. PART 2: During my last article I… Read More

Topics: lead generation, productivity, sales process