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“Sales Management vs. Sales Coaching”—and Other Falsehoods


I recently heard a sales podcast that put forth a concept I was very surprised to hear: that sales coaching is more important than sales management. asked myself: Did I really hear that? Then I recalled that in the last year or so I’ve been seeing this same kind of message said in different […]. Sales Management sales coaching sales management sales managers


PBTO38: Office Humour and lessons in Management with Sarah Cooper

Mukesh Gupta

Whom are we hosting in this episode: In this episode, we host Sarah Cooper, host of The Cooper Review. Why are we hosting her. The Cooper Review is the satirical blog of Sarah Cooper. It features weekly original articles, videos and cartoons on corporate humor, news, and other stuff. She describes herself as demotivational speaker and the Chief Evangelist of Evangelism.

Video 63

Time to Stop with the Cheap Sales Behaviors - Part 1

Increase Sales

Cheap has always existed doing or wanting the most for the least. In sales cheap usually means the buyer won’t pay the big bucks or little bucks for your solution. Yet, today there are a lot of cheap sales behaviors being demonstrated by salespeople day in and day out. Credit: Promotional Items. “I want the cheapest pen as a leave behind.”  Sales Pitches.

Customer Fade-away and Lost Sales Opportunities

Babette Ten Haken

Customer Fade-away happens. Customers you really didn’t pay much attention to gradually ride off into the sales sunset. You didn’t even know you lost them. Until you and I decided to take a look at that customer base of yours. There’s been quite a bit of attrition over the years, eh? Customer fade-away represents not only lost initial sales opportunities. Let’s see. Here are some common excuses.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

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Are You Up to the Challenge of Change?

Jonathan Farrington

Becoming a strategic and consultative Sales Superstar requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders: These new ways of thinking probably directly challenge what you have been taught and believe. When faced with significant innovations in thinking, we tend initially to find […].

Sales 45
Sales 45

Sales Management When "Life Happens" - Failure is NOT an Option

Anthony Cole Training

A year ago tomorrow, I was released from University Hospital here in Cincinnati. Doctors Augsburger and Correa had performed radioactive plaque surgery on my right eye. The plaque stayed attached to my right eye for 5 days with a lead eye patch covering it. I was confined to a lead lined room. sales management radioactive plaque surgery life happens cancer

Dissecting the #1 Sales Best Practice

Understanding the Sales Force

One company is attempting to create a compilation of best sales practices by sending out a weekly survey to sales leaders and asking them to choose from multiple choice questions what they most often do and teach. The topic changes each week. Here is an example of what they asked this week: Dave Kurlan Consultative Selling asking questions sales best practices active listening

What Does It Mean To “Really Add” Customer Value?


The experts are telling us that in today’s economic environment if you want to keep and build your customer base then you need to learn to add value. Value is your differentiator, value is what will make you standout from your competition. So what does that mean to “really” add value? Isn’t it enough that […]. The post What Does It Mean To “Really Add” Customer Value? appeared first on Pipeliner CRM Blog. Entrepreneurs customers

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Got Sales Courage?

Increase Sales

Remember the ad campaign “Got milk?” ” Maybe for those business, we should embrace “Got sales courage?” ” Monday is the first day of the work week and the weekly routine starts again. Make phone calls to sales leads, leave voice mails and send emails.  Do not receive returned calls, do not receive new calls and do not receive returned emails. Share on Facebook.

B2C 53

Field Marketing: Close More Leads with Higher Satisfaction

Sales Benchmark Index

Marketing Strategy Podcast

Sales Motivation Video: Fail Fast! Learn Even Faster!

The Sales Hunter

If you’re not failing, you probably aren’t learning all you need to learn. That’s right!  I say, “Fail fast and learn even faster.” ”  In sales and in life, we are all going to fail from time to time. Key is to take those experiences, learn from them, and move forward toward success. Check out this […]. Blog Professional Selling Skills Sales Motivation sales motivation

Video 52

We Lead with Sales Leadership

Score More Sales

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002. B2B sales leadership

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

How to Merge Accounts in Pipeliner CRM


In our last blog post we explained how you can merge contacts in Pipeliner CRM. In this post we will show you how to merge duplicate accounts. The merging feature of Pipeliner CRM Collection allows you to merge 2 accounts into a single account. The post How to Merge Accounts in Pipeliner CRM appeared first on Pipeliner CRM Blog. Tips and Tricks pipeliner crm

Time to Stop with the Cheap Sales Behaviors - Part 2

Increase Sales

Credit: Continuing with the cheap sales behaviors, here are another four (4) that may resonate with you. Professional Development. How much time do you devote to your own professional development? Are you in the sales behavior of self-directed learning?  Sales continues to change even though in many instances it still remains the same.  Common Courtesy. Returned Phone Calls.

ACT 49

The 3 Sales Questions I Should Have Asked

Jill Konrath's Fresh Sales Strategies Blog

A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention. Winning Deals

Executive Sales Leader Briefing: Setting the Prospecting Tempo

The Sales Hunter

What are the signals you’re sending to your team with regard to developing prospects? I see far too many sales managers focused solely on the number of contacts, whether it be phone calls, emails or in-person visits, to determine how prospecting is going. Your job as a sales leader is to set the prospecting tempo […]. Blog leadership Prospecting prospect prospecting sales leadership sales prospecting

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Creating an Always-On Customer Experience Strategy

Babette Ten Haken

An always-on customer experience strategy keeps your organization on its toes. Your focus? Opportunities to impact customer success through innovation. Think about it. Customer service is not the sole component of an always-on customer experience strategy. Far too many companies focus on creating positive experiences for resolving negative issues involving product performance failures.

Priorities vs. Objectives

The Pipeline

By  Tibor Shanto  –  . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs.  One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.  Well maybe. Join Now!

Sales Communication When Selling to the High D and High C

Increase Sales

Many people in sales have either heard or have taken the DISC Index profile. This is one of the best tools to understand and apply sales communication behaviors. The assessments reveals how you communicate; how others perceive your communication and how you can leverage that knowledge to increase sales. I am a high D (at the top) as well as a higher C (above the norm). Share on Facebook.

How to Grow Sales: The Never Ending Question Just Found ANSWERS!

Anthony Cole Training

Growing sales depends on the ability to know the answers to the right questions. Often companies make a decision to invest in their people in order to improve performance. Sometimes the investment pays off: other times, not so much. sales evaluation OMG managing sales teams evaluating sales teams

Do You Have a Prospecting Process that Works?

The Sales Hunter

I’m continually surprised at the number of salespeople who, when challenged, admit their prospecting process doesn’t work. What is even more concerning is the number of salespeople I encounter who readily admit they don’t even have a process! Excuse me, but did I miss something? How can anyone expect to be successful closing deals if […]. Blog Professional Selling Skills Prospecting prospecting sales prospecting

Hiring Holism engages a Workforce of Collaborative Employees

Babette Ten Haken

Hiring holism, or hiring strategy in general, probably is the last thing on your mind as a business leader of worth. However, when leadership makes hiring holism a priority, engaged and collaborative employees gain a sense of purpose and commitment to their organization. That translates into value creation. However, your organization is not defined by statistics, is it? Recalibrate how you hire.

It’s Here: Not Taught Audio Version

A Sales Guy

[link]. It’s here folks. And yes. narrated it. Take a listen: Let me know what you think. It’s available at hope you like. Not Taught


Before You Make That Request for a Guest Sales Blog Post

Increase Sales

Today I received another request for a guest sales blog post.  This individual was from Chicago and said he was a salesperson.  He also indicated he would send me some samples of his writing. Several times a week I receive unsolicited requests from complete strangers to post an article in this sales blog.  Making a request is in all actuality making a sales pitch.  This is called marketing.

Are Sales People Inherently Lazy?

Partners in Excellence

Often, I read and hear, “Sales people are inherently lazy… ”  Perhaps, I’m looking at the world through rose-colored glasses, but I believe most sales people want to do the right things.  The problem is, too often, they just don’t know what the right things are. Sales people face more “no’s” than “yes’s” everyday.  No related posts.

Maximizing Your Results

The Productivity Pro

[TRANSCRIPT]  Why should you care about being productive? Why do you want to be efficient, organized, use your email correctly, manage your time, set boundaries, say no, and focus on value? It all comes down to achieving maximum results in the minimum amount of time. That is what it is all about. It’s not about saving time so you can cram more in. Leadership & Teamwork productivity results

How to Grow Revenue Faster than Your Industry and Competitors

Sales Benchmark Index

Article Corporate Strategy

#heykeenan Take 26: Conviction vs Selling Skills and Making the Quarter

A Sales Guy

#heykeenan Take 26 is out. This is our first one since Max, my business development rep moved to Florida.  He’s still working for ASG, but he’s no longer behind the camera. We miss him. In this take, I talk about conviction and the importance of selling skills as well as making your quarter as it comes to an end. Enjoy peeps. What’s your question? heykeenan

What Is Your Customer Buying?

The Pipeline

By  Tibor Shanto  –  . Most sales people are good at telling you what they sell, not necessarily communicating how the customer will be ahead as a result, but they are good at telling. Regularly scheduled role play in team meeting will usually help you get ahead of that. The version they run with will be determined by which camp of the ever popular ‘80/20’ they are in.

Sales 23

How to Hire a Salesperson

The Sales Blog

Part One: It’s easy to get trapped in the belief that you are hiring salespeople only for a certain set of skills. You focus your time and attention on what it is you want salespeople to do in the way of activities. The first test to add to your evaluation is whether the salesperson you are considering is the person you want to deliver to your prospective and future clients. Part of Your Team.