Crunched Blog

This is a Guest Blog Post by Nicolas Woirhaye I just came through a fantastic study conducted by Corporate Executive Board. They interviewed 6’000 sales reps to find out the most effective sales profiles. The study concludes that there are 5 typical profiles of sales people: The Hard Workers: early at the office until late in the evening,… Read More

Topics: Crunched, Nicolas Woirhaye, rapport, relationship building, sales, salespeople

This post originally appeared on BothSidesoftheTable on March 31th, 2012 written by Mark Suster Many MBA programs still cater too much to the needs of large, corporate management jobs or prepare students to enter big consulting companies or investments banks. If you haven’t read Adam Lashinsky’s awesome new book about Apple, you should. It takes on many of… Read More

Topics: B2B, business, Crunched, Mark Suster, sales, salespeople, selling, startups

Guest Blog Post by Andy Paul Create Value with Each Customer Interaction I read a blog posting recently about what a salesperson could do to increase sales. The title was something catchy like “A Billion and One Tips to Increase Sales.” It was hard to argue with the premise of the post. Everyone in sales can use… Read More

Topics: Andy Paul, Crunched, prospecting, sales, salespeople

This post originally appeared on Sales Management Minute by Lee B. Salz No one likes to talk about the one that got away…the deal that was supposed to happen, but didn’t. Sure, it’s a painful experience, but don’t let your salespeople just dust themselves off and move onto their next conquest. There is much to… Read More

Topics: Crunched, Lee B. Salz, lessons, lost opportunity, sales, sales leadership, salespeople

By Andy Paul, author of of Zero-Time Selling Expand Your Definition of Content to Create Value for Your Prospect There is a lot of talk about content in marketing and sales these days. A company no longer has just brochures, datasheets or a company website, it has a pool of content about the products and services… Read More

Topics: Andy Paul, B2B, content, Crunched, customer, engage, inside sales, lead generation, leads, marketing, sales, salespeople, selling, tips, value, Zero Time Selling

By Steve Suggs Recruiting the right salespeople for your team will not only determine whether or not you hit sales targets, but it will influence whether you will look forward to getting to the office in the morning… and if you have any energy left at the end of the day. Also, the wrong salesperson… Read More

Topics: best practice, Crunched, recruitment, sales, salespeople, Steve Suggs, top traits

By Richard Fenton & Andrea Waltz NO: One simple word and yet it has the power to keep countless salespeople from realizing their goals and dreams. But the word ‘no’ can not stop you.  The word ‘no’ doesn’t have to be debilitating. In fact, learning to intentionally hear the word “no” more often can empower… Read More

Topics: Andrea Waltz, Crunched, Go For No, rejection, Richard Fenton, sales, sales opportunity, sales performance, sales professionals, salespeople, success

I decided to take Fred Wilson’s lead on AVC today and write about how and why I started SalesCrunch. Basically, I started SalesCrunch from a burning need. During the four-and-a -half years prior to SalesCrunch, I had built the three sales teams at Trulia that now account for 200 of its 400 employees. Hiring and… Read More

Topics: sales, salespeople, start-up