Preparing Now for Sales Success in 2014

Preliminary data from 500+ sales organizations that have already taken part in CSO Insights 20thannual Sales Performance Optimization (SPO) study show that 94% of companies are raising revenue targets for next year.

If you are struggling to hit quota this year, how can you possibly be expected to achieve even higher targets next year?

Help is at hand …

Top Sales World is a unique site dedicated exclusively to the profession of sales. TSW draws the industry’s best-known sales experts – including me – who provide unparalleled information in the form of how-to-guides, articles, and web-based Masterclasses and Roundtables, plus so much more.

TSW is the world’s first online “sales hypermarket,” with the shelves stacked with every conceivable resource front-line sales professionals and their managers could possibly need, including:

  • Top Sales Management – an area dedicated to sales leaders.
  • Top Sales Articles – where we re-publish and reward the best written work.
  • Top Sales Blogs – the top 50 sales and marketing blogs in one location.
  • Top Sales Tips – a daily nugget from the best minds in the business.
  • Top Sales Interviews – downloadable recordings on the latest topics.
  • Top Sales Roundtables – we bring together a group of top sales experts every month.
  • Top Sales White Papers – all free to download and digest.
  • Top Sales Events – we keep everyone updated on what’s happening and where.
  • Top Sales Books – a library full of all the best sales books ever written.
  • Top Sales Masterclasses – regular short, sharp online sessions delivered by the masters of sales.
  • Top Sales Training/Coaching – we only recommend the companies that are “best of breed.”
  • Top Sales Awards – the annual awards that reward outstanding contribution to the sales space.
  • Top Sales & Marketing Influencers – each year we select the top 50.

Finally, Top Sales monthly magazine, now with a readership of more than 150k.

Every person who sells something (that would be just about everyone) knows that their sales success depends upon their staying current and on top of their game. And every salesperson, no matter the amount of their experience, needs support, excellent resources, practical tips and information, and a professional, seasoned expert they can turn to.

Top Sales World is THE Most Significant Online, Worldwide Sales Community on the Internet. Period!

Watch this amazing short video – and then get over to Top Sales World

The JF Blogit

That prolific blogger and International sales strategist, Jonathan Farrington has just published his 1000th post over at The JF Blogit.

To celebrate this momentous achievement, he has created a FREE EBook, containing not only some of his own favorite posts but also contributions from a posse of friends including:

Jill Konrath, Joanne Black, Linda Richardson, Dave Stein, Keith Rosen, Dave Kurlan, Paul McCord, Nigel Edelshain, Dr. Tony Alessandra, Paul Castain, Dr. Greg Stebbins, Nancy Bleeke, Niall Devitt, Mark Hunter, Kelley Robertson, Tibor Shanto, Dan Waldschmidt, Kevin Eikenberry, Kendra Lee, Lori Richardson, Billy Cox, Nancy Nardin, Steven Rosen, Dave Brock, Colleen Francis and Diane Helbig. …. And me!

You can download your copy HERE

And Now (Drum Roll, Please), Here’s Top Sales World!

Pssst! Hear the one about the traveling salesman?

You won’t at (probably), but you will find a terrific international sales community and a great place to visit regularly to educate yourself, add new skills and perspectives and enjoy yourself at the same time. This site just launched – as a greatly ramped-up successor to Top Sales Experts – and I’m a big part of it. C’mon! Take a look and tell me what you think.

Some of the best sales minds recommend constant learning as the key to ever greater success personally and professionally. Top Sales World brings together top gurus in the United States and other countries who provide unparalleled information in the form of how-to-guides, one-on-one advice, webinars, articles and much more. The TSW folks also are on a quest to honor sales AllStars regularly, share the latest and most effective sales tools and give you the greatest return on your investment of bits of time in pursuit of growth and greater effectiveness.

You owe it to yourself to invest in building your knowledge each and every day. You can spend hours scouring the Internet, uncertain where to go and who to believe, or you can become part of the Top Sales World community. It’s worth it!

Making the Sales World a Little Smaller and a Lot More Valuable

Sales 2.0 … Networking online … Standing out …  Crystal clear messaging … global business.  So many ways to reach out to prospects and clients and so many pitfalls.  So little time to assimilate the very best practices.

What’s a busy sales professional to do?

Glad you asked. Just this week a dynamic, exciting new (and free) international sales community launched. I’m participating in Top Sales World because it provides the very best support from people like me who are out to help busy people like you achieve greater selling results while deriving greater reward and satisfaction from your own efforts.

We all want to get better what we do. Top Sales World brings together top gurus in the United States and other countries who provide unparalleled information in the form of how-to-guides, one-on-one advice, webinars, articles and much more. Get help on a specific problem. Learn to focus on your goals on a daily basis. See the latest trends. Read about the latest Sales AllStar or Featured Contributor.

Top Sales World evolved from Top Sales Experts and incorporates regular webinars  on everything from “Sales 2.0 and Selling to Big Companies” to “How the Most Successful Companies Develop Their Sales Teams” to “Turn Your Connections into Cash” and “Elevator Speeches that Sing” and “The Dynamic Value Proposition.”

Each event gives you top information and tips you can put to use immediately. Download each presentation  from Top Sales World when it suits your timeframe.

Better yet, new, live webinars are taking place all the time.  On Sept. 16, join Wendy Weiss, the Queen of Cold Calling, for “Cold Calling 2010: What’s Working Today?” Dr. Tony Alessandra presents on “What Exactly is Collaborative Selling” on Sept. 21.  A panel of experts shares “How to Stride into the Final Quarter and Finish the Year Strongly” on Sept. 28.

What’s not to like? I strongly recommend you visit Top Sales World and see for yourself.

Cold Calling Tips from the Queen of Cold Calling

1. Sell something in which you believe–something that offers a value and benefit.

2. You are on an equal level with your prospect. Yes, you need them, but they also need you. It is a reciprocal relationship.

3. Your priorities and your prospect’s priorities are different.  Differing priorities do not translate into rejection. They are just differing priorities.

4. Practice your script with an 8- or 9-year-old. If they do not understand what you are saying–neither will your prospect.

5. Know the goal of your telephone call–and this goal may be different from your ultimate goal. For example, if you are calling to set up a new business appointment, the goal of your call is an appointment–not a sale. Once you know the goal, make sure to ask for what you want.

The Latest Tools and Tactics to Get the Word Out

You want to get the word out to buyers about all the great things your business has to offer. But a big-bucks marketing campaign just isn’t in your budget—especially in this economy. Now you can get the expert information you need about how to get the word out.

“The Complete Idiot’s Guide to Target Marketing” is full of clever, practical, and easy-to-use strategies to help you get your message out to the right people, at the right time, and in the right place. In this Complete Idiot’s Guide®, you get:

·         Savvy ways to identify your most lucrative niche markets.
·         Viral marketing, blogging, webinars, and other web marketing ideas to reach your buyers.
·         Creative public relations strategies that can help you reach your goals inexpensively.
·         Powerful buzz-building methods to reach and impress your target market.
·         The most effective ways to build and maintain strong customer relationships.
And much, MUCH more…

BUY THE BOOK TODAY – on, follow 3 simple steps and you’re ready to get started on your journey to target your market with success!

Plus, when you order your copy today, you’ll also receive a Super Bonus Pack of downloadable e-books, audio and video programs, special reports, and articles – hundreds of dollars worth of free stuff from some of the country’s most successful business strategists. 

Today’s the one and only day that this offer will be available — so act now!

For more details about this offer and to buy your copy of “The Complete Idiot’s Guide to Target Marketing” go to

Sales Superstars Close More Deals and Ramp Up Business for Their Companies

 Do you know one?

AllBusiness and Top Sales Experts want to honor the top-performing salespeople who deliver results in today’s competitive market. You can help make that happen.

We need your nomination. I am honored to be a member of the panel of top sales coaches and experts who will select one salesperson each month from among the nominees.

Monthly winners will:

n      Be recognized by their peers for their outstanding contributions

n      Be profiled in a feature article for AllBusiness and its sister site, Hoover’s

n      Receive free twelve month VIP membership at Top Sales Experts

n      Receive a signed copy of a panelist’s book

n      Be offered the opportunity to receive a free sales profile (Value $195)

One annual winner will receive a package of sales training and coaching programs (Value $3000), life VIP membership in Top Sales Experts, a selection of signed books from the panel, plus of course the AllBusiness Sales Star trophy.

Top salespeople inspire those around them and help drive company success.

Take this opportunity to recognize them for their leadership and contributions to the selling profession. Nominate a true sales star!

Every nominee will receive a FREE six month VIP Membership over at Top Sales Experts

Full details here:

PS: There is no deadline for entries each month; all nominations received are carried forward. 

The Queen Recommends – Marc-André Terriault’s new e-book “It Starts Here: Discover How You Can Find Success in Your Life”


In a world where we live through an international financial crisis, where lives and futures are put on hold, motivation and direction have abandoned us and in their place, fear took a comfortable seat.

But not anymore…

With Marc-André Terriault’s new e-book “It Starts Here: Discover How You Can Find Success in Your Life” you’ll learn how to pull yourself out of the darkness and back into the light.

“Success is in every one of us; we just need realize it and take the necessary action to accomplish any and all of the goals we set ourselves,” says Marc-Andre Terriault, owner of Cheers to the Good Life.

“It amazes me to see how much we are bombarded with information with no actual sense of direction,” explains Marc-Andre who’s also a real estate investor. “We are lost in an empty world, we need direction and by reading my e-book you’ll be able to motivate yourself and really take charge of your life.

Marc-Andre was held captive in a prison in his own mind for almost 27 years. Before he took action and changed his life, he too was trapped in an empty world. Now he is eager to teach everyone how to find success in their lives.

To purchase his life changing e-book click here!

The Queen Recommends – Ask Others, Trust Yourself: The Entrepreneurial Woman’s Key to Success

Ask Others, Trust Yourself: The Entrepreneurial Woman’s Key to Success, by Elisa Balabram – This business resource guide teaches the entrepreneurial woman when, where, why and how to ask for the help she needs, in order to reach her business goals and dreams, while always trusting herself and her intuition. You can purchase the book here.

Building Network Connections through Cold Calling

Long before the days of social media and email, to make a new connection in a target company, sales folks would simply pick up a phone and place a “cold call” to a business in hopes of making a new contact. Once a relationship was established, the focus would then turn toward developing new business opportunities.

Now that we have the internet and great Web 2.0 tools like LinkedIn and Twitter, cold calling is becoming a dying art form. Yet, not all companies and target connects are plugged in. I’m not saying that these people don’t have email. I am saying that email cannot replace a person’s desire to interact with other human beings. Cold calling is a way to get your foot in the door and to get the time you need to present yourself. Before you pick up the phone, there are a few things to consider.

First, you need to think ahead and carve out a strategy. Who are you trying to reach out to? What role would this person play in the company? What are your objectives for this call? Then, think about the path you need to take to reach your intended target. In most cases, you’re going to start with the main number and the first person you will encounter will be the receptionist. The receptionist is a powerful resource that has been placed there to take your call and quickly route you to the appropriate person. He or she has the company directory and often times an org chart at their finger tips. Use his or her knowledge and good will wisely. Treat them well, because if you cross the line, you may never get into the company again.

Other things to consider include whether leaving a voicemail is acceptable, or do you need to talk to a real human being. Note the time of day that you are calling and try calling back another time. It might be more advantageous to speak to an administrative assistant. The admin may have access to this person’s calendar or better yet, have the ability to add meetings to his or her calendar- this would be a huge success.

Once you have sufficiently addressed all these questions, take the information and quickly sketch out a decision tree. It’s your cheat sheet to ensure that you stay on course. This is your pre-planned script on how you’re going to get to the person you want to talk to and complete your objective.

In many cases, the objective is to secure an informational interview (by phone or face-to-face). Limit your conversation to no more than 10 minutes and remember to thank the person for their time- after all, you interrupted some other activity.

With a little bit of planning and using a decision tree, you should be able to project confidence and quickly build rapport with anyone. Using these tools will help to take the fear out of cold calling and make you more comfortable on the call. With a little practice, I estimate that you will be successful more times than not.

Wes Elder is a successful Senior IT operations leader with a prolific history of working with leading Telecom and Equipment manufacturing companies. When he is not providing IT support, he is a strong proponent for open networking, relationship building and the subsequent productivity explosion that results from an increase in online collaboration.

Wes is also an advocate for equal access to the internet so that everyone regardless of their situation or circumstance can participate and have the opportunity to experience the success of online collaboration.

He is a husband and the proud father of 3 young children living in the Raleigh area.

You can find more information at