National Sales Network (NSN) Event – Guest Speakers: Mark Hill & Chris Bell III

Today's leading-edge, IT, engineering, biotechnology, and telecommunications solutions are being delivered in a competitive marketplace by uncommon and exceptional sales professionals - YOU! Come join members of the National Sales Network (NSN) to secure great-career changing tips from guest speakers Mark A. Hill and Christopher Bell, III, accomplished technology sales professionals and executives as they address how you can make a personally rewarding transition into the technology sales arena... Date: Thursday, May 13 2010 Time: 6:30PM Holiday Inn College Park 10000 Baltimore Avenue College Park, MD 20704 (directly in front of IKEA College Park) Members: Free Non-Members: $15 Come and hear what is being said about this market

By | May 1st, 2010|Archives, Press Releases|0 Comments

Amnesty in Social Networking

“How can one individual authentically manage hundreds, if not thousands of Facebook, Twitter, and LinkedIn relationships?" Answer: They don't. There's simply not enough time in the day to do it. So, if you’ve got lots of social media connections and only a fraction of your interactions seem relevant, lighten up, forgive yourself, and give your connections permission to break things off by declaring an informal period of amnesty. Then, you can enjoy nurturing and developing the remaining relationships

By | May 1st, 2010|Archives|0 Comments

Radio Interview: Building a Career in Technical Sales

If you're new to technology sales, looking for a career change, or soon-to-be graduating college student, take a little down-time and grab a cup of coffee or your favorite beverage and then listen to this radio interview facilitated by Tai Goodwin, Career Makeover Coach. This discussion features me and my colleague Mark Hill, Executive Director of Minorities in Technology Sales (MiTS) as we discuss the benefits and challenges transitioning into technical sales.

By | March 3rd, 2010|Archives|0 Comments

Technology Sales: A CIO’s Perspective

Has a CIO or experienced senior technology officer ever told you EXACTLY how to engage him and what he's looking for in his interactions with a technology sales professional? If not, this article is MUST-reading for you. Ed Anderson has been recognized as one of the Top 100 CIOs and senior technology executives in the United States. Tap into the wisdom and advice he offered to those present at a local meeting for Minorities in Technology Sales (MiTS)...

By | March 3rd, 2010|Archives|0 Comments

Going Solo?

"Anybody can become a consultant. But not everybody does it well. Here's what you need to know to thrive." - WSJ Article entitled "How to Succeed in the Age of Going Solo" written by Richard Greenwald.

By | February 25th, 2010|Archives|0 Comments

The Cost of Obsolete Sales Management Tactics

As a business owner or senior sales executive for your small and growing technology company, you've probably moved away from old-school sales management tactics. But if you haven't, perhaps you've not weighed the cost...

By | February 11th, 2010|Archives|0 Comments

It’s Not Just the Money

I LOVE the technology sales profession but I must confess, too many of us become so self-absorbed that we forget that professional success is dependent in part upon the committment, professionalism, and sacrifice of the people within our sphere of influence. When was the last time you showed some appreciation?

By | February 2nd, 2010|Archives|0 Comments

You’re Right. You Can’t Do What We Do!

If you've been a business development or sales professional for a while, I'm sure that you've come across someone at some point in time whose disposition, demeanor, or statements have left the impression that they don't think too highly of your career selection. The fact is, ours is an honorable profession that's crafted for very few and most people could never successfully do what we do.

By | January 15th, 2010|Archives|0 Comments

Happy New Year to our Clients and Supporters!

I want to extend a special note of thanks and best wishes for the New Year to some of the people I collaborate with to include...

By | December 31st, 2009|Archives|0 Comments

So, You’ve Missed your Quota…

What do you do when your numbers fall just a little short or when it becomes certain you're not going to achieve your sales quota or revenue objectives? To the best of my knowledge, there's not a lot of literature or support for teaching sales athletes how to react when they lose but here's a reality check: most sales athletes are NOT going to be #1 all the time. While there is no single reference that covers all circumstances, here's a list of tips to consider...

By | December 20th, 2009|Archives|0 Comments

Path of a Blackberry-to-IPhone Conversion

Yes, I did it. I'm a recent Blackberry-to-iPhone convert. The transition has been both exhilarating and disappointing. Make no mistake. I loved using my BlackBerry and though my 30-day iPhone 3GS trial is over I do find comfort in knowing that using a BB device was a smart personal and business decision two years ago.

By | December 8th, 2009|Archives|0 Comments

Because, The Customer Isn’t Always Right

"The Customer is Always Right" is a powerful lie. What'Ss interesting is that over the years after hearing this same statement repeated over and over again from the mouths of intelligent, well-meaning business owners and executives, we should be impressed with the longevity and power of this falsehood. Why? Because ironically, there's a contradictory but viable measure of wisdom that professional sales and business development specialists understand: Customers have a right to be wrong. Be quiet and let them be wrong UNLESS...

By | December 3rd, 2009|Archives|0 Comments

5 Appetizers for the Whiners in Sales

The "main course" of life serves up plenty of lessons. But sometimes sales professionals and business development specialists can sit at the table where a feast of opportunities are set before them and respond by whining and complaining. Before you adopt this posture, here are "5 Appetizers for the Whiners in Sales" that are on the menu.

By | November 19th, 2009|Archives|0 Comments

Outsourced Sales Professionals (OSPs) – A Competitive Advantage?

In times of fiscal constraint, companies are always seeking ways to increase productivity and sales revenue while concurrently reducing their costs. A recent BusinessWeek blog post entitled "A New Wrinkle on Outsourcing" provides a fresh perspective on the use of Outsourced Sales Professionls (OSPs) in technology sales.

By | November 5th, 2009|Archives|0 Comments

Video Survey: Acceptance & Confusion – Cloud Computing

This video features the results of a survey about Cloud Computing which was completed by Applied Research and sponsored by F5 a few months ago. Most would agree, for a 3.5 minute video, it does a fairly decent job detailing the acceptance and adoption of cloud computing today.

By | October 28th, 2009|Archives|0 Comments

High-Tech for High-Touch

The old adage "you can't manage what you can't measure" presents itself as a unique challenge when a sales force begins to adopt and leverage Web 2.0 capabilties with social media tools to research, prospect, qualify, and drive their sales opportunities to closure. So where does one begin? Answer: With the end in mind.

By | October 27th, 2009|Archives|0 Comments

The Law of “Retraction”

Have you ever talked to, our met with someone you've known for years and walked away from the dialogue blown away by their transformation or growth from what you perceived as a point of failure or tough circumstances? How did they seem to move from "zero-to-hero"? One plausible explanation is the "Law of Retraction."

By | October 16th, 2009|All|0 Comments

No Heroics, Just Limited Choices

One of the unexpected outcomes of our inaugural business launch last week was a sense that I had done something really extraordinary or heroic by overcoming a series of tough professional and personal circumstances. I hate to be an image buster, but to me the image of heroic is: a 19 year-old kid going on daily night missions in Afghanistan kicking down doors that may be booby-trapped. Let�s keep it real here, can we?

By | October 10th, 2009|Archives|0 Comments

Thanks for the Acknowledgements!

Many thanks for numerous shout-outs and congratulatory thanks from previous customers, old and new friends, business associates (and even a few competitors) in recognition of the inaugural launch of ChrisBell3rd & Company a few days ago. The response to our launch has FAR EXCEEDED our expectations and we look forward to helping small software companies [...]

By | October 8th, 2009|Archives|0 Comments

New Sales Outsourcing Business ChrisBell3rd & Company Launches Overcoming Daunting Challenges

Columbia, Maryland (PRWEB) October 6, 2009 -- Christopher Bell III had no idea he would launch a successful small business a year ago. At that time, personal and professional tragedy hit him hard. However, starting a new venture is exactly what Bell has done with the founding of his new company, ChrisBell3rd & Company - [...]

By | October 6th, 2009|Press Releases|0 Comments

9 Tips to Transition into the Technical Sales Arena

Some of the best talent in your sales organization hasn't been introduced to you yet. As business owners, sales executives, and investors we may be missing gold that's sitting on top of the ground because we're too busy digging in the mine. There are some "A-Players" out there ready and willing to make sales career transitions. Can you provide some tips to help them out?

By | September 30th, 2009|Archives|0 Comments

When Sales Performance Isn’t Enough – A sales reps view.

If you're a sales manager or executive managing a sales team, you may have hired people on your team you've worked with before or have had a previous personal connection with. That's great unless sales performance becomes secondary to the personal relationships you've established. Here's a question that was recently posted by a sales professional [...]

By | September 30th, 2009|Archives|0 Comments

End of a Sales Era?

Obsolete and adversarial sales "tactics & strategies" are being countered by new empowered buyers who are leveraging technology and social media to minimize the role of the traditional sales profession where the lack of trust is prevalent. Marketing and sales professionals must adopt the new transparency enabled by social media and embrace consistent, ethical sales practices that will be independently validated by empowered buyers.

By | September 25th, 2009|Archives|0 Comments