Basho Technologies

Prospecting ROI: Fact or Fiction

The metrics supporting upselling compared to prospecting for new accounts are almost inarguable. However, the ROI for new prospecting is very-much achievable, and measured, repeatable, and scalable prospecting is coming back into vogue.

You Should be Obsessed with Prospecting for Referrals

Prospecting for referrals should be the primary prospecting your do. Let me explain...

Prospecting Metrics: Pick A Metric, Any Metric

Prospecting metrics tend to create the behaviors they intend to measure.

Prospecting Tools and Fun Blogs

In addition to being a great complement to Basho Open, Jigsaw provides Basho users and community members alike with another fantastic resource, Garth's World, a blog by Jigsaw co-founder Garth Moulton.

The Real Value of Information

Newspapers are struggling but is Google CEO Eric Schmidt right to lecture them about user experience?

News from the Field

Basho has collected anecdotes from the field in the last few months and we are seeing a persistent theme – changing times mean the old ways of doing things no longer work.

Discussions out on Basho LinkedIn Group

Take advantage of the Discussion forum out on the Basho LinkedIn Group.

Reach Prospects Through Social Media

It's not enough to simply visit social media sites like LinkedIn and Facebook. You need to actually connect with people to have some impact. There is a wealth of great prospects out there. Here are some great ways to connect with them.

New Podcast: The Sales Prospecting Blitz

If you want to drive new business, one of the best things you can do is to conduct a Sales Prospecting Blitz - the Basho way. What are the elements of a good blitz? What are your goals? Listen to our podcast and find out.

The Daily Sales Tweet: BashoSales on Twitter

Check out the new Daily Sales Tweet - BashoSales is now on Twitter. These daily sales tips will help you jump start your sales activity for the day and provide some motivation to keep you going.

Prospecting Marvelous: 21% Explained

In response to Renay Picard’s Sept 12th blog about Open, Basho Community member Pat Wonder asked, “What do you define as response? - Reaching someone, the right someone, or securing an appointment with someone or the right someone?” Here is how the 21% works.

Sales Opportunities in Q4 and Planning for 2009

Where did the days go? I realized that our ability to influence Q4 08 is rapidly coming to a close. I imagine all my peers across the business world find themselves in a similar situation. Or if they don't, they are in for a big surprise. That slamming sound we will all hear in about three or four weeks: the window of opportunity. Q1 '09 planning begins in six weeks.

Prospecting That Generates 21% Response Rates

What do you do when your boss comes to you and says you need to get more deals into the pipeline? If you're like most salespeople, you jump on the phone and start dialing for dollars. So here's my next question - are you getting responses?

How to Use Social Media for Sales Prospecting

Are you up to speed on social media technologies? If not, then learn what they are and how they can be an influential part of your prospecting strategy.

Welcome to the New Basho Website

Basho Technologies gets a facelift out on www.basho.com.

Basho to Get a New Blog!

Starting next week, the Basho Blog will receive a facelift.

When things aren't clicking...

5:00 a this morning I get up to start my day.

A Community of Sales Leaders

I wanted to send a note of thanks to Mary Lou Roberts for her blog post on The Basho Community out on the DIY Marketing blog.

The perils of double dipping...

Hello again.

A buyer's resolve (Part One)

Why people actually buy is one of the great sales questions of all time.

Why I don't like Mondays

I promised myself that I would devote Mondays and Thursdays to blogging as an attempt to make it more natural, ie - more of a habit.

Happy Friday

As my friend in Baltimore just reminded me, if it wasn't for an errant helmet catch, New England would be the proud owner of 3 Championships this morning.

Ignoring your critics...

Celtics win.

Masking Tape

Flew out to Portland, OR yesterday to meet with some clients when on the airplane, I noticed that a cup filled with swizzle sticks was attached to the side of the beverage cart with two pieces of masking tape.

New Sales Warrior Podcast: The Sales Coaching Process

Getting better at sales requires shifts in behavior.

Selling at Trade Shows and Conferences

Earlier this week, I attended the MarketingProfs BtoB Forum in Boston.

It ain't over till its over...

Biggest comeback in NBA Finals history.

Put me in, coach!

Went with my father on Sunday nightto Game 2 of NBA Finals at the Boston Garden.

Your most valuable customer

Yesterday I noticed that the audience for a web event we are hosting is primarily filled with new contacts.

So you're saying there is a chance....

Played golf with my friend Andy yesterday.

Earl Galleher Named Chairman and CEO of Basho Technologies

We want to inform our customers and the Basho Community about several key announcements regarding Basho Technologies.

Selling Consciousness and Curriculum

This morning I came across a spectacular article written by Robert Metcalfe, the inventor of the Ethernet local area network, founder of 3Com Corp and graduate of MIT and Harvard.

The Five Most Annoying Sales Habits - and How to Turn Them Around

We've all heard from them before:The StalkerThe TalkerThe PreacherThe InterrogatorThe GamblerAs a salesperson, are you guilty of being any of these.

The Creepy Factor

With all of the new technologies popping up these days, it's no wonder that companies are watching our every move - what web pages we visit, our online buying habits, etc.

Overcome Sales Fear

We recently had a request from a community member - we'll call him John.

The Technical Win

One of the topics that has come up a lot lately is the notion of the technical win.

Upcoming Basho Webcast: How Salespeople Use LinkedIn

We recently hosted a live event here in Massachusetts to show people how to use LinkedIn to build strong online networks and gain referrals.

How Salespeople Shift from Defense to Offense

If you find yourself being mainly reactive and less proactive in your sales activity, take a listen to our latest podcast.

Can We Maybe Kiss A Little First?

One of the many things I truly love about Basho is how our techniques help you understand not just selling, but buying as well.

Getting to Real Power

It happens frequently.

Do Sales Professionals Blog?

In a recent meeting, my colleagues and I discussed various social media concepts and our ongoing plans to expand our dialogue with the sales community.

Maximum Productivity for Successful Salespeople

The best salespeople are always looking for tips and strategies that will enable them to achieve maximum productivity.

The Spirit of Giving

In the spirit of Thanksgiving, I have been contemplating the notion of "giving.

Basho Strategies Named Finalist in 2007 Selling Power Sales Excellence Awards

Basho fans rejoice.

Selling in Europe: What Top Sales Reps Need to Know

In order to successfully sell overseas, sales professionals must be aware of cultural differences and how to appropriately build relationships with international clients.

Manage Your Sales Reps as if They Were Prospects

Basho Strategies' founder and CEO, Jeff Hoffman, was recently interviewed by SellingPower Magazine and had this to say about new sales managers:New sales managers often find it tough to transition from being a superstar rep with very few skill gaps to managing a team of reps with many and varied skill gaps.

Do you use LinkedIn to generate real revenue?

I'll bet you use LinkedIn, right.

Selling Internally: How do you sell the the deal within your own organization?

In addition to selling to prospects and customers, part of our jobs as great salespeople involves selling to our own internal customers.

Basho Strategies Extends International Presence and Kicks Off UK Workshop

At last.

New Podcast: The Sales Warrior as Road Warrior

Many sales professionals spend much of their time on the road.

How Top Sales Professionals Maintain Consistent Energy & Motivation

In order to be successful, sales professionals must know how to handle setbacks and move on to maintain top performance.

Does online networking make you more money?

Many of us invest our precious time to build our networks on sites like LinkedIn and others.

Attention New Sales Managers

Think you have 30 days to build your credibility as a new sales manager.

Basho Strategies Welcomes New Director of Sales

One of our most powerful differentiators is the fact that our sales trainers are all former sales executives with many years of experience.

Networking Women

So I attended my first all female networking event this past week with the Downtown Women's Club/Andover group.

Sales Resources That Will Make You More Money

If you are like us, you are constantly on the lookout for great new books, websites, trade magazines and other media that will help you do your job better and more effectively.

Latest Podcast from Monster.com and Basho Strategies

Check out our latest podcast out on Monster.

When to discuss price...part II

Well - I landed safe and sound from the UK (albeit at 2:30 in the morning.

Stuck in Heathrow....

What.

Seven Ingredients in a Healthy Negotiation

Basho's latest podcast focuses on the essentials of negotiation.

When to discuss price...part I

The ultimate paradox at the first sales meeting: the prospect wants to discuss price in the first 10 seconds, while the rep wants to wait and wait and wait (until we establish "value", "benefit", etc.

Basho Teams Up with Monster.com on Podcast Series

We have teamed up with the global careers website giant, Monster.

Latest Podcast: Gain Clarity Into Your Pipeline with A-I-D-A

What is it.

Sales Professionalism Means Everything

I must start out this post by saying that I am spoiled.

Manage Your Toxic Sales Boss

We have all been there.

Celebrate the small victories

Hi all - and happy 4th.

Talk to Your Clients

I am a firm believer that regardless of your industry, one of the most valuable things you can do is to talk to your clients.

Demonstrate the behavior you wish to inspire!

This is a phrase I use often - because I believe it is true.

In ENGLISH, please! Simple, direct language for the sales process

Value.

My favorite sales book...

Like many of you, I have an unlimited appetite for sales education.

Activity Days

Hi again, fellow sales titans.

To Fish or Cut Bait...?

We often are pursuing many opportunities at the same time, however the value of these opportunities may be quite different.

Using technology to close deals - pt 2

Sorry for the week delay on the post, all - end of month and all that.

The Practice of Greater Sales Podcast

If you are looking for a podcast that contains actionable sales tips and strategies, then you should check out the newest Basho Community resource: The Practice of Greater Sales Podcast from Basho Strategies.

Women in Sales

At the recent MIT Sloan Sales Conference, there was a panel entitled "The Power of Women in Sales.

Using technology to CLOSE deals

MS Office.

STICKER SHOCK! Using your Rate Card

I have heard it a million times.

Talking about the Competition...

Well, its Monday and the Red Sox swept the Yankees at Fenway, so all is right in the world.

Why Fridays afternoons are my FAVORITE time to cold call!

TGIF, everybody.

Are Trade Shows Worth Our Time?

Well, its spring in Boston (although you wouldn't know it from out latest Nor'easter) which means the Red Sox are playing, the Marathon is running, and my inbox is filled with invites to trade shows and conferences.

The MIT Sloan Sales Conference

If you are a sales professional in the Boston area, this is a must-attend event.

The Many Benefits of Online Networking

While we all recognize the importance of live networking events, it's important not to overlook the ease and effectiveness of online networking.

The Power of NLP

If you are not familiar with NLP, it stands for Neuro-Linguistic Programming.

There Are NO Slow Months in Sales

It's December.

A Tribute to Our Clients

As we approach the end of 2006 and also celebrate our Finalist Status in the Selling Power Sales Excellence Awards for Sales Education Leader of the Year and Sales Training Program of the Year, we would like to pay tribute to our clients.

The Power of LIVE Practice

Consider, if you will, the following analogy.

The 3 Keys to Effective Networking: Part 4

So you know the "mechanics" of the event, including who is in attendance, your networking goals, as well as how to disengage from non-productive conversations.

The 3 Keys to Effective Networking: Part 3

Now that you know who is at the networking event and you have "sized up the room," you are ready to go forward and meet your key contacts.

Getting Around Gatekeepers: A Necessity for Successful Sales Prospecting

There are two types of "Gatekeepers," those individuals that block or prohibit access to the buyer.

The 3 Keys to Effective Networking: Part 2

During our last post, we mentioned that one of the key techniques for effective networking is "sizing up a room.

Voicemail vs. Email: Which is more effective?

When prospecting, which do you prefer.

Techniques for New Sales Managers

The following is a great sales management question from Rob Matthews of Datamatics Technologies:How do you motivate and coach an account manager that has been promoted to sales manager.

The 3 Keys to Effective Networking: How to Get Maximum Return on Your Time Investment

There are 3 key questions that you need to ask yourself when you sign on for any networking event.

Networking Skills for Maximum Impact

We all want to do it, we know it's important, and we sign up for endless networking events throughout the year.

WELCOME TO THE BASHO STRATEGIES SALES BLOG!

This is an opportunity for all of us involved in the world of sales to share the real-world techniques, tactics, and strategies that have made us more successful in the world's greatest profession.