Tech Sales Process Optimization | ChrisBell3rd & Company, LLC http://chrisbell3rd.com IT and biotech software sales for US and international executives and investors Fri, 24 May 2013 11:40:33 +0000 en-US hourly 1 http://wordpress.org/?v=3.5.1 Entrepreneur Coaching & Mentoring http://chrisbell3rd.com/2013/05/entrepreneur-coaching-mentoring/ http://chrisbell3rd.com/2013/05/entrepreneur-coaching-mentoring/#comments Tue, 21 May 2013 01:47:01 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2372 An example of why I have the best part-time job in the country: coaching an 11-year old who is about to make her business pitch to Warren Buffet!

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]]> http://chrisbell3rd.com/2013/05/entrepreneur-coaching-mentoring/feed/ 0 Taking Back 40 Hours Per Month http://chrisbell3rd.com/2013/04/taking-back-40-hours-per-month/ http://chrisbell3rd.com/2013/04/taking-back-40-hours-per-month/#comments Tue, 02 Apr 2013 17:44:07 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2311 Five years ago, I learned how to take back 2 hours per day/ 40 hours per month/ 3 months per year of my FREEDOM... AND became more effective and productive personally and professionally when I did it. Here's how, and a resource for your consideration...

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]]> http://chrisbell3rd.com/2013/04/taking-back-40-hours-per-month/feed/ 0 Radio Interview: But I Hate Sales™ http://chrisbell3rd.com/2013/03/radio-interview-but-i-hate-sales/ http://chrisbell3rd.com/2013/03/radio-interview-but-i-hate-sales/#comments Wed, 27 Mar 2013 21:55:20 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2295 Host, Mindy Guisewite and Christopher Bell. Christopher Bell, III is the author and creator of the “But I Hate Sales™” seminars and events for non-sales people. He owns an IT and biotechnology software sales consultancy based in Columbia Maryland, and one of the fastest-growing commercial energy brokerage consulting companies in the Mid-Atlantic region. Chris is also a business communications course instructor at Howard Community College, an Encore Program Advisor-in-Residence at the Maryland Center for Entrepreneurship and one of the two winners in the 2010 Melinda Emerson $25,000 Entrepreneurs Challenge. If you own a business or are in business, you don't want to miss this one.!

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]]> http://chrisbell3rd.com/2013/03/radio-interview-but-i-hate-sales/feed/ 0 Familiarity – Impediment to Progress http://chrisbell3rd.com/2013/03/the-danger-of-familiarity/ http://chrisbell3rd.com/2013/03/the-danger-of-familiarity/#comments Tue, 26 Mar 2013 20:41:40 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2287 FAMILIARITY connotes: “I’ve successfully done this before, so of course I know what I’m doing today.” But In business, many of The Roads of Familiarity which were once traveled without incident have become over-used congested routes that are easy to follow because most share the same mindset and are going nowhere fast.

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]]> http://chrisbell3rd.com/2013/03/the-danger-of-familiarity/feed/ 0 Where Are The Buyers? http://chrisbell3rd.com/2013/03/where-are-the-buyers-today/ http://chrisbell3rd.com/2013/03/where-are-the-buyers-today/#comments Wed, 13 Mar 2013 22:54:55 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2267 Where are the buyers? Engaging with technology sales subject matter experts.

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]]> http://chrisbell3rd.com/2013/03/where-are-the-buyers-today/feed/ 0 Why Is The CEO in Sales? http://chrisbell3rd.com/2013/03/why-is-the-ceo-in-sales/ http://chrisbell3rd.com/2013/03/why-is-the-ceo-in-sales/#comments Wed, 06 Mar 2013 02:48:19 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2224 This was supposed to be an easy, simple, “renewal & upgrade” deal for the CEO of an emerging technology company and initially I viewed my company's chances of competing and winning as a long shot... until I knew who I was really competing with. Strategy: swarm the account and finish with a slam dunk.

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]]> http://chrisbell3rd.com/2013/03/why-is-the-ceo-in-sales/feed/ 0 Selling With a Home Field Advantage http://chrisbell3rd.com/2013/02/selling-with-a-home-field-advantage/ http://chrisbell3rd.com/2013/02/selling-with-a-home-field-advantage/#comments Fri, 15 Feb 2013 00:58:35 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2211 Obsolete: the habit of regularly showing up to onsite customer meetings and sales engagements to influence the sales process.  It is a time-consuming, expensive activity that is being usurped by a preference for virtual engagements for every-day business interactions. Remedy: Change the game and modify your selling process. Instead, focus on the customer’s buying process [...]

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]]> http://chrisbell3rd.com/2013/02/selling-with-a-home-field-advantage/feed/ 0 Speaker Series: 2013 Tech Sales Trends & Tips http://chrisbell3rd.com/2013/01/speaker-series-2013-tech-sales-trends-tips/ http://chrisbell3rd.com/2013/01/speaker-series-2013-tech-sales-trends-tips/#comments Fri, 04 Jan 2013 19:56:05 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2121 The 2013 Technology Sales Arena. Are there new rules and new tools? Will it be a New Year with new fears? You're invited to register and attend a presentation hosted by the Howard County Economic Development Authority Speaker Series, and authored by Chris Bell, III entitled "2013 Tech Sales Trends & Tips" that may transform your business.

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]]> http://chrisbell3rd.com/2013/01/speaker-series-2013-tech-sales-trends-tips/feed/ 0 Video: Calling on Technology Sales Experts! http://chrisbell3rd.com/2012/12/video-calling-on-technology-sales-experts/ http://chrisbell3rd.com/2012/12/video-calling-on-technology-sales-experts/#comments Fri, 28 Dec 2012 19:14:36 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2108 Has yesterday’s expert advice lost some its efficacy or potency? What’s the shelf-life and expiration date on so-called “best practices” and established methodologies? What’s new and what’s coming? Can we talk about it?

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]]> http://chrisbell3rd.com/2012/12/video-calling-on-technology-sales-experts/feed/ 0 The Obsolete Technology Sales Culture http://chrisbell3rd.com/2012/11/the-obsolete-technology-sales-culture/ http://chrisbell3rd.com/2012/11/the-obsolete-technology-sales-culture/#comments Fri, 30 Nov 2012 19:31:05 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2038 Ever since mankind stood on two legs, somebody has been selling and not many people esteemed those in the profession. In fact, I'd describe society's perspective on sales as being one of strained tolerance. That was yesterday because today's prospective buyers don't have to take it anymore...

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]]> http://chrisbell3rd.com/2012/11/the-obsolete-technology-sales-culture/feed/ 0 (Video) A Technology Sales Team Tune-Up http://chrisbell3rd.com/2012/11/video-a-technology-sales-team-tune-up/ http://chrisbell3rd.com/2012/11/video-a-technology-sales-team-tune-up/#comments Fri, 23 Nov 2012 17:41:18 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2015 Obsolescence in the sales profession is quite real and the velocity towards the cliff of irrelevance is only increasing. The net: What got you here… isn’t enough to keep you here. Is your sales team struggling because of the organizational systemic failure and obsolete processes, protocols, tools you’ve put in place; OR are they lacking the ever-evolving sales skills necessary to win in a hyper-competitive business environment? Perhaps, it’s ALL OF THE ABOVE, but how do you know?

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]]> http://chrisbell3rd.com/2012/11/video-a-technology-sales-team-tune-up/feed/ 0 CB3 Featured Success Story http://chrisbell3rd.com/2012/11/cb3-featured-success-story/ http://chrisbell3rd.com/2012/11/cb3-featured-success-story/#comments Fri, 16 Nov 2012 15:08:12 +0000 chrisbell3rd http://chrisbell3rd.com/?p=2007 Most of the entrepreneurs and small business owners we know work extraordinarily hard to transform their business vision into a reality but too few are provided with an opportunity to be recognized.

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]]> http://chrisbell3rd.com/2012/11/cb3-featured-success-story/feed/ 0 10 Tips To Transition Into Technology Sales http://chrisbell3rd.com/2012/11/10-tips-to-transition-into-technology-sales/ http://chrisbell3rd.com/2012/11/10-tips-to-transition-into-technology-sales/#comments Wed, 14 Nov 2012 13:46:58 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1995 The Technology Sales Arena is where the elite of the sales profession compete to deliver solutions that transform and improve businesses and governments and they are commonly rewarded with six-figure annual income opportunities. Most are professionals… not peddlers. So how does one begin or transition their career into technology sales?

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]]> http://chrisbell3rd.com/2012/11/10-tips-to-transition-into-technology-sales/feed/ 0 “Gimme Your Lunch Money!” http://chrisbell3rd.com/2012/09/gimme-your-lunch-money/ http://chrisbell3rd.com/2012/09/gimme-your-lunch-money/#comments Wed, 12 Sep 2012 19:38:59 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1868 Virtual "show & tell" sales activities with prospects are the status quo in professional technology sales today. But are your reps prepared, trained, and successful at handling bullying or conflict deriving from unfair, flawed, customer buying processes or the occasional unethical antics of your competition? What are you doing about it?

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]]> http://chrisbell3rd.com/2012/09/gimme-your-lunch-money/feed/ 0 Unplug and Change the View http://chrisbell3rd.com/2012/08/unplug-and-change-the-view/ http://chrisbell3rd.com/2012/08/unplug-and-change-the-view/#comments Tue, 28 Aug 2012 00:28:48 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1848 Enough is enough. With 24x7x365 cable news cycles broadcasting gloom and doom about the economy, it's no surprise that just everybody knows somebody carrying an attitude of powerlessness. Yes... its rough out there, but what would you become or pursue if you shut off the constant stream of negativity and made a decision to makeover your life?

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]]> http://chrisbell3rd.com/2012/08/unplug-and-change-the-view/feed/ 0 The Pinocchio Tax http://chrisbell3rd.com/2012/08/the-pinocchio-tax/ http://chrisbell3rd.com/2012/08/the-pinocchio-tax/#comments Mon, 20 Aug 2012 20:06:49 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1836 It’s no secret that the sales training industry is a billion dollar business and many of us are its beneficiaries. The question is, who’s preparing and protecting the businesses and consumers who are doing the buying?

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]]> http://chrisbell3rd.com/2012/08/the-pinocchio-tax/feed/ 0 Six Olympian Tips for Technology Sales http://chrisbell3rd.com/2012/08/six-olympian-tips-for-technology-sales/ http://chrisbell3rd.com/2012/08/six-olympian-tips-for-technology-sales/#comments Thu, 16 Aug 2012 03:20:35 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1828 Both Olympians and technology sales athletes struggle with the demands of daily living, rejection, competition, and family matters but sales athletes also wade thru frigid buying cycles driven by global fiscal constraint, and a more knowledgeable and informed buyer. So how does one win for 5, 10, 15, or even 20+ years and still LOVE what they do?

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]]> http://chrisbell3rd.com/2012/08/six-olympian-tips-for-technology-sales/feed/ 2 Initiating Collaboration That Matters http://chrisbell3rd.com/2012/06/initiating-collaboration-that-matters/ http://chrisbell3rd.com/2012/06/initiating-collaboration-that-matters/#comments Thu, 07 Jun 2012 23:07:35 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1772 Is it really just about YOU? Have you ever reached a goal, exceeded a quota or revenue objective, been #1 in something, and after it's done wondered... "Is that it?" Ditch the self-centered objectives...

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]]> http://chrisbell3rd.com/2012/06/initiating-collaboration-that-matters/feed/ 0 The Cost of Time Traps http://chrisbell3rd.com/2012/06/the-cost-of-time-traps/ http://chrisbell3rd.com/2012/06/the-cost-of-time-traps/#comments Thu, 07 Jun 2012 04:31:48 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1756 There's new messaging out that says it all: "Works Is Not A Place A Place You Go To." If you're you're engaged in professional activities that don't put you in front of a qualified, prospective customer or doesn't add equity to your business... it may be a TIME TRAP. What's it costing you?

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]]> http://chrisbell3rd.com/2012/06/the-cost-of-time-traps/feed/ 0 “Let’s Do Dinner” – A Failure to Reciprocate? http://chrisbell3rd.com/2012/04/lets-do-dinner-a-failure-to-reciprocate/ http://chrisbell3rd.com/2012/04/lets-do-dinner-a-failure-to-reciprocate/#comments Thu, 19 Apr 2012 01:28:03 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1652 After stepping thru enough qualification and discovery sales processes, it becomes easier to hand out really good, qualified leads to colleagues and peers in other organizations… especially when it becomes clear your solution isn’t a fit for your customer and your not competing for the same budget. Unfortunately, it's also quite likely you'll receive a generic token of appreciation from the recipient of your lead that sounds like this....

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]]> http://chrisbell3rd.com/2012/04/lets-do-dinner-a-failure-to-reciprocate/feed/ 0 Video: But I Hate Sales™ – The Beginning http://chrisbell3rd.com/2012/04/video-but-i-hate-sales-the-beginning/ http://chrisbell3rd.com/2012/04/video-but-i-hate-sales-the-beginning/#comments Sun, 01 Apr 2012 07:16:21 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1606 While companies are pouring hundreds of millions of dollars annually into sales training, who is training non-sales professionals who are doing the buying? Why is selling and buying so hard? What has been the impact of this incongruence on businesses and families? Why not change the game? So I did… and began creating the But I Hate Sales™ Series of seminars and products

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]]> http://chrisbell3rd.com/2012/04/video-but-i-hate-sales-the-beginning/feed/ 3 Don’t Jump, It’s Temporary – A Sales Recovery Scenario http://chrisbell3rd.com/2012/03/dont-jump-its-temporary-a-sales-recovery-scenario/ http://chrisbell3rd.com/2012/03/dont-jump-its-temporary-a-sales-recovery-scenario/#comments Wed, 21 Mar 2012 10:12:14 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1577 You're new to the sales position or territory. Don't panic or make crazy, sudden moves if you suddenly find yourself at the bottom of the sales leader board after a transition - it's common! Finger-pointing is dangerous and self-condemnation is premature. Here are 5 tips that should help elevate your game, take some pressure off, and put you on track to exceed your long-term goals.

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]]> http://chrisbell3rd.com/2012/03/dont-jump-its-temporary-a-sales-recovery-scenario/feed/ 4 Just Because You Can, Doesn’t Mean You Should http://chrisbell3rd.com/2012/03/just-because-you-can-doesnt-mean-you-should/ http://chrisbell3rd.com/2012/03/just-because-you-can-doesnt-mean-you-should/#comments Mon, 12 Mar 2012 00:08:21 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1525 If you’re in the sales/business development game you’ve already figured this out: You can do anything, but you can’t do everything. Here are 5 tips that may enhance your effectiveness and productivity...

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]]> http://chrisbell3rd.com/2012/03/just-because-you-can-doesnt-mean-you-should/feed/ 0 From the Top: How Did You Do It? http://chrisbell3rd.com/2012/03/from-the-top-how-did-you-do-it/ http://chrisbell3rd.com/2012/03/from-the-top-how-did-you-do-it/#comments Fri, 02 Mar 2012 00:51:23 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1503 As the founder of the company, over the last day or so, I received a few inquiries and notes of congratulations (and even one warning) about CB3’s transformation from “solopreneurship” but the most common question was: “How did you do it?”

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]]> http://chrisbell3rd.com/2012/03/from-the-top-how-did-you-do-it/feed/ 0 A Solopreneur Transformation http://chrisbell3rd.com/2012/02/a-solopreneur-transformation/ http://chrisbell3rd.com/2012/02/a-solopreneur-transformation/#comments Tue, 28 Feb 2012 14:39:18 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1479 We've been REALLY busy. Yes, I did say "we." At CB3 (or for the more formally inclined, ChrisBell3rd & Company LLC) we've done more than just a little re-branding in the last 120 days. Here's what I mean...

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]]> http://chrisbell3rd.com/2012/02/a-solopreneur-transformation/feed/ 2 Relaunching with New Products and Services for 2012! http://chrisbell3rd.com/2011/12/relaunching-with-new-products-and-services-for-2012/ http://chrisbell3rd.com/2011/12/relaunching-with-new-products-and-services-for-2012/#comments Fri, 02 Dec 2011 05:29:44 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1435 Stay tuned! ChrisBell3rd & Company, LLC has been experiencing significant growth and success in the last 3 years and January 2012 we will be launching new services and introducing a new team who will positively transform the business!

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]]> http://chrisbell3rd.com/2011/12/relaunching-with-new-products-and-services-for-2012/feed/ 0 Another Reason for Excellence http://chrisbell3rd.com/2011/04/another-reason-for-excellence/ http://chrisbell3rd.com/2011/04/another-reason-for-excellence/#comments Mon, 04 Apr 2011 01:15:12 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1417 “...business is in transition, growing, and in this climate of fiscal constraint and layoffs... I'm doubly blessed to also have a well-paying job that I love..."

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]]> http://chrisbell3rd.com/2011/04/another-reason-for-excellence/feed/ 1 The Stereo-Typical Sales Manager http://chrisbell3rd.com/2010/09/the-stereo-typical-sales-manager/ http://chrisbell3rd.com/2010/09/the-stereo-typical-sales-manager/#comments Mon, 27 Sep 2010 21:02:10 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1243 This is a hilarious video featuring a stereo-typical sales manager that you're gonna love!!!!

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]]> http://chrisbell3rd.com/2010/09/the-stereo-typical-sales-manager/feed/ 0 Smallbizlady Coaching with ChrisBell3rd http://chrisbell3rd.com/2010/06/smallbizlady-coaching-with-chrisbell3rd/ http://chrisbell3rd.com/2010/06/smallbizlady-coaching-with-chrisbell3rd/#comments Mon, 28 Jun 2010 10:15:47 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1096 As a new entrepreneur and winner of the "Become Your Own Boss, $25,000 Entrepreneur's Challenge" I'm extraordinarily blessed and humbled to now have direct access to one of the nation's premier small business experts Melinda Emerson (aka Smallbizlady in Twitter circles) as my personal, business coach and advisor. This is the first of several blog posts over the next few months, in which I'll share some of the coaching and advice that Melinda has imparted to me.

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]]> http://chrisbell3rd.com/2010/06/smallbizlady-coaching-with-chrisbell3rd/feed/ 2 “Show Him the Money: a $25,000 Social Media Success Story” http://chrisbell3rd.com/2010/06/show-him-the-money-a-25000-social-media-success-story/ http://chrisbell3rd.com/2010/06/show-him-the-money-a-25000-social-media-success-story/#comments Wed, 16 Jun 2010 16:27:15 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1041 "Show Him the Money: a $25,000 Social Media Success Story" - is an article authored by Tonya Taylor, a feature writer for the Baltimore Social Media Examiner and is an excerpt of from an interview done with Chris Bell, III Senior Partner and Founder of ChrisBell3rd & Company which describes how he launched and grows his small business using social media to get big results.

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]]> http://chrisbell3rd.com/2010/06/show-him-the-money-a-25000-social-media-success-story/feed/ 0 10 Tips for Rookies In Technology Sales http://chrisbell3rd.com/2010/06/10-tips-for-rookies-in-technology-sales/ http://chrisbell3rd.com/2010/06/10-tips-for-rookies-in-technology-sales/#comments Tue, 15 Jun 2010 12:18:47 +0000 chrisbell3rd http://chrisbell3rd.com/?p=1020 Congratulations on making the dive into your first job in the technology sales arena!!! Whether you’re in IT, engineering, biotechnology, or telecommunications… your personal brand and reputation will be established thru extraordinary performance because nobody remembers "average." Before you get too far along, here are a few tips that may serve you well...

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]]> http://chrisbell3rd.com/2010/06/10-tips-for-rookies-in-technology-sales/feed/ 0 ChrisBell3rd A Winner in $25,000 Entrepreneur’s Challenge! http://chrisbell3rd.com/2010/05/chrisbell3rd-a-winner-in-25000-entrepreneurs-challenge/ http://chrisbell3rd.com/2010/05/chrisbell3rd-a-winner-in-25000-entrepreneurs-challenge/#comments Mon, 10 May 2010 13:58:18 +0000 chrisbell3rd http://chrisbell3rd.com/?p=862 ChrisBell3rd & Company, LLC has been announced as A WINNER in the Become Your Own Boss $25,000 Entrepreneur's Challenge! In celebration of her first book, Become Your Own Boss in 12 Months: A Month-by-Month Guide to a Business That Works (Adams Media, March 2010), Melinda Emerson is announcing contest winners featuring a prize of weekly small-business coaching sessions. “The contest brought so many worthy applicants that I found it impossible to choose one winner,” describes Emerson. “I narrowed it to two winners who agreed to share the one-on-one coaching.” Entrepreneurs Jennifer Furr, owner of PictureThatSound in Raleigh, North Carolina, and Chris Bell, owner of ChrisBell3rd & Company in Columbia, Maryland...

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]]> http://chrisbell3rd.com/2010/05/chrisbell3rd-a-winner-in-25000-entrepreneurs-challenge/feed/ 4 National Sales Network (NSN) Event – Guest Speakers: Mark Hill & Chris Bell III http://chrisbell3rd.com/2010/05/national-sales-network-nsn-event-guest-speakers-mark-hill-chris-bell-iii/ http://chrisbell3rd.com/2010/05/national-sales-network-nsn-event-guest-speakers-mark-hill-chris-bell-iii/#comments Sat, 01 May 2010 21:56:46 +0000 chrisbell3rd http://chrisbell3rd.com/?p=847 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

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]]> http://chrisbell3rd.com/2010/05/national-sales-network-nsn-event-guest-speakers-mark-hill-chris-bell-iii/feed/ 0 Amnesty in Social Networking http://chrisbell3rd.com/2010/05/amnesty-in-social-networking/ http://chrisbell3rd.com/2010/05/amnesty-in-social-networking/#comments Sat, 01 May 2010 21:08:50 +0000 chrisbell3rd http://chrisbell3rd.com/?p=762 “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

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]]> http://chrisbell3rd.com/2010/05/amnesty-in-social-networking/feed/ 3 Radio Interview: Building a Career in Technical Sales http://chrisbell3rd.com/2010/03/radio-blogtalk-interview-building-a-career-in-technical-sales/ http://chrisbell3rd.com/2010/03/radio-blogtalk-interview-building-a-career-in-technical-sales/#comments Thu, 04 Mar 2010 01:05:47 +0000 chrisbell3rd http://chrisbell3rd.com/?p=741 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.

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]]> http://chrisbell3rd.com/2010/03/radio-blogtalk-interview-building-a-career-in-technical-sales/feed/ 3 Technology Sales: A CIO’s Perspective http://chrisbell3rd.com/2010/03/technology-sales-a-cios-perspective/ http://chrisbell3rd.com/2010/03/technology-sales-a-cios-perspective/#comments Wed, 03 Mar 2010 17:28:59 +0000 chrisbell3rd http://chrisbell3rd.com/?p=700 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)...

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]]> http://chrisbell3rd.com/2010/03/technology-sales-a-cios-perspective/feed/ 5 Going Solo? http://chrisbell3rd.com/2010/02/going-solo/ http://chrisbell3rd.com/2010/02/going-solo/#comments Thu, 25 Feb 2010 14:50:02 +0000 chrisbell3rd http://chrisbell3rd.com/?p=671 "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.

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]]> http://chrisbell3rd.com/2010/02/going-solo/feed/ 0 The Cost of Obsolete Sales Management Tactics http://chrisbell3rd.com/2010/02/the-cost-of-obsolete-sales-management-tactics/ http://chrisbell3rd.com/2010/02/the-cost-of-obsolete-sales-management-tactics/#comments Thu, 11 Feb 2010 23:03:05 +0000 chrisbell3rd http://chrisbell3rd.com/?p=646 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...

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]]> http://chrisbell3rd.com/2010/02/the-cost-of-obsolete-sales-management-tactics/feed/ 0 It’s Not Just the Money http://chrisbell3rd.com/2010/02/its-not-just-the-money/ http://chrisbell3rd.com/2010/02/its-not-just-the-money/#comments Wed, 03 Feb 2010 01:54:45 +0000 chrisbell3rd http://chrisbell3rd.com/?p=608 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?

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]]> http://chrisbell3rd.com/2010/02/its-not-just-the-money/feed/ 6 You’re Right. You Can’t Do What We Do! http://chrisbell3rd.com/2010/01/youre-right-you-cant-do-what-we-do/ http://chrisbell3rd.com/2010/01/youre-right-you-cant-do-what-we-do/#comments Fri, 15 Jan 2010 16:28:31 +0000 chrisbell3rd http://chrisbell3rd.com/?p=568 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.

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]]> http://chrisbell3rd.com/2010/01/youre-right-you-cant-do-what-we-do/feed/ 1 Happy New Year to our Clients and Supporters! http://chrisbell3rd.com/2009/12/happy-new-year-to-our-clients-and-supporters/ http://chrisbell3rd.com/2009/12/happy-new-year-to-our-clients-and-supporters/#comments Fri, 01 Jan 2010 00:44:59 +0000 chrisbell3rd http://chrisbell3rd.com/?p=459 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...

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]]> http://chrisbell3rd.com/2009/12/happy-new-year-to-our-clients-and-supporters/feed/ 2 So, You’ve Missed your Quota… http://chrisbell3rd.com/2009/12/so-youve-missed-your-quota/ http://chrisbell3rd.com/2009/12/so-youve-missed-your-quota/#comments Mon, 21 Dec 2009 02:09:34 +0000 chrisbell3rd http://chrisbell3rd.com/?p=436 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...

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]]> http://chrisbell3rd.com/2009/12/so-youve-missed-your-quota/feed/ 5 Path of a Blackberry-to-IPhone Conversion http://chrisbell3rd.com/2009/12/journey-to-the-dark-side-a-blackberry-to-iphone-transition/ http://chrisbell3rd.com/2009/12/journey-to-the-dark-side-a-blackberry-to-iphone-transition/#comments Tue, 08 Dec 2009 20:57:14 +0000 chrisbell3rd http://chrisbell3rd.com/?p=418 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.

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]]> http://chrisbell3rd.com/2009/12/journey-to-the-dark-side-a-blackberry-to-iphone-transition/feed/ 2 Because, The Customer Isn’t Always Right http://chrisbell3rd.com/2009/12/because-the-customer-isnt-always-right/ http://chrisbell3rd.com/2009/12/because-the-customer-isnt-always-right/#comments Fri, 04 Dec 2009 01:13:13 +0000 chrisbell3rd http://chrisbell3rd.com/?p=408 "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...

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]]> http://chrisbell3rd.com/2009/12/because-the-customer-isnt-always-right/feed/ 0 5 Appetizers for the Whiners in Sales http://chrisbell3rd.com/2009/11/5-appetizers-for-the-whiners-in-sales/ http://chrisbell3rd.com/2009/11/5-appetizers-for-the-whiners-in-sales/#comments Thu, 19 Nov 2009 19:01:06 +0000 chrisbell3rd http://chrisbell3rd.com/?p=396 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.

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]]> http://chrisbell3rd.com/2009/11/5-appetizers-for-the-whiners-in-sales/feed/ 0 Outsourced Sales Professionals (OSPs) – A Competitive Advantage? http://chrisbell3rd.com/2009/11/outsourced-sales-professionals-osps-a-competitive-advantage/ http://chrisbell3rd.com/2009/11/outsourced-sales-professionals-osps-a-competitive-advantage/#comments Thu, 05 Nov 2009 16:28:51 +0000 chrisbell3rd http://chrisbell3rd.com/?p=390 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.

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]]> http://chrisbell3rd.com/2009/11/outsourced-sales-professionals-osps-a-competitive-advantage/feed/ 0 Video Survey: Acceptance & Confusion – Cloud Computing http://chrisbell3rd.com/2009/10/video-survey-acceptance-confusion-cloud-computing/ http://chrisbell3rd.com/2009/10/video-survey-acceptance-confusion-cloud-computing/#comments Wed, 28 Oct 2009 17:56:31 +0000 chrisbell3rd http://chrisbell3rd.com/?p=379 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.

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]]> http://chrisbell3rd.com/2009/10/video-survey-acceptance-confusion-cloud-computing/feed/ 2 High-Tech for High-Touch http://chrisbell3rd.com/2009/10/high-tech-for-high-touch/ http://chrisbell3rd.com/2009/10/high-tech-for-high-touch/#comments Tue, 27 Oct 2009 15:12:53 +0000 chrisbell3rd http://chrisbell3rd.com/?p=361 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.

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]]> http://chrisbell3rd.com/2009/10/high-tech-for-high-touch/feed/ 0 The Law of “Retraction” http://chrisbell3rd.com/2009/10/the-law-of-retraction-pulled-back-to-excel/ http://chrisbell3rd.com/2009/10/the-law-of-retraction-pulled-back-to-excel/#comments Fri, 16 Oct 2009 22:49:56 +0000 chrisbell3rd http://chrisbell3rd.com/?p=336 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."

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]]> http://chrisbell3rd.com/2009/10/the-law-of-retraction-pulled-back-to-excel/feed/ 1 No Heroics, Just Limited Choices http://chrisbell3rd.com/2009/10/no-heroics-just-limited-choices/ http://chrisbell3rd.com/2009/10/no-heroics-just-limited-choices/#comments Sat, 10 Oct 2009 20:58:32 +0000 chrisbell3rd http://chrisbell3rd.com/?p=274 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?

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