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Today’s Evolving Sales Professional Needs These 9 Top Skills


Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. What is required in this ever-changing environment?

What Is Sales Truly About?

Increase Sales

The marketplace is filled to the brim with sales training, sales books to sales coaches.  Yet at the end of the day, what is sales truly about? Credit www. My father taught me sales was about buying.  You as the salesperson had to build a relationships between you and the prospective buyer or even center of influence to be successful. Share on Facebook.

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4 Steps to Create Client Advocates

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. exceeding customer expectations creating advocates solving sales issues

Finding Our Centre Of Excellence

Mukesh Gupta

I read a post by Mitch Joel ( one of my insanely awesome people ) where he proposes a 7 step model to define what could be our centre of excellence. Please do read his post here. wanted to do this exercise and the result is as below: The Tactic : My tactic of my primary output is content, just like Mitch himself. The Format : My format is text and audio.

5 Secrets of the Most Productive Salespeople

Never satisfied with last year's results, salespeople always push for more -- which means they're also constantly seeking ways to boost productivity.

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Website Warning -Your Website Is About To Become Invisible

Fill the Funnel

Your visitors are receiving a website warning. Your website is about to become invisible. Google and others have been talking about this move for over a year and as of January 2017 it is being implemented. This is all related to something called SSL (Secure Socket Layer) certificates. Every website that collects personal information, emails, […]. Web Tools WordPress SSL

Building a Culture of Innovation by Creating A Structure for Unstructured Innovation

Mukesh Gupta

The need for innovation has never been more acute for businesses than it is today. Every CEO of any sizable business is worrying about which startup from which garage is going to change the rules of their game and disrupt them. Innovations can be incremental, sustainable and disruptive in nature. These innovations, in my experience happen at the fringes of the business. Incremental innovations.

Top 30 Social Sales Influencers

Score More Sales

Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk. Sales Skills social selling B2B

Clients and Employees Engaged: Organizational Goals and Why to Use Them


Wouldn’t it be great if you could increase your customer retention while also improving your employee retention and engagement? Defining who you are as a company is a great way to do this, but you can also accomplish it by taking your company culture and using it to define overall goals. Ask your employees how they can help your ultimate goals will help them understand the value of their work, and improve client relations. Employee Engagement. You can keep employees engaged by giving them a driving force behind their actions. Goals Are Great Driving Forces. Goals give them the why. Better Work.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

Self Leadership Is Required in Sales

Increase Sales

In business there has always been a lot of attention directed to leadership.  Yet far lesser attention to this idea of self leadership.  As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences.  However, research shows self leadership which falls into that bucket of people or soft skills is sorely lacking. Motivation. Autonomy.

3 Reasons Your Voice Mails Fail

The Pipeline

By  Tibor Shanto  –  . Voice mail is not going away, mostly because people will have to answer their phones rather than being able to screen calls and preserve their time and sanity for things other than bad prospecting calls. Leaving you to make one of two choices: Not to telephone prospect, thereby avoiding the dreaded voicemail. Intent. Be Counter Intuitive.

Why Sales Managers Need Street Smarts

No More Cold Calling

Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top grades. Studying was a discipline. Sometimes we learned, but the goal was to pass tests. Below is his take.

Executing with Excellence with Steven Rosen

Igniting Sales Transformation

I talked with Steven Rosen at STAR Results about executing with excellence. Steven shares his perspective on what it will take to be successful in 2017. We also discussed the biggest challenge companies face in terms of Strategy and execution, what the research says about business execution, why companies struggle and what companies can do to improve execution against their goals.

The Art of Social Selling -- Summarized by getAbstract

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

Social Selling & Personal Brand Building


Condensed from a Pipeliner SalesChat Interview with Tracey McCormack , conducted by John Golden. Tracey McCormack is the founder and president of McCormack media services, a modern media sales professional skills training company. She has over 25 years experience and demonstrated expertise across all facets of the industry including sales strategy, modern sales selling techniques, and omnichannel marketing. She’s worked with the Discovery Channel, NASCAR, NBC, and many other top companies. ‘. Q : In some people’s minds, social selling and personal branding have gotten all confused.

Sales Leadership Requires You Know What You Do Well

Increase Sales

Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% do not know what they truly do well! The irony, if you want to call it that, is 95.4% of these same salespeople know what they don’t do well. Sales Leadership Question. Why do winning sales teams win? Answer A) Because of the weaknesses of their salespeople. Credit

The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

bourdagese">Image Copyright 123RF. I've written a lot about scorecards in the past 12 months while Kurlan & Associates created scorecards for more than a dozen companies in December alone. Companies that are using our scorecards are reporting significantly higher win rates, better use of resources, and much less time spent chasing deals and accounts that they simply can't win.

Will Industrial Analytics fuel the jump to IIoT Hyperspace?

Babette Ten Haken

Industrial analytics can become the fulcrum for competitive advantage within the industrial IoT (IIoT) space. However, advantage is gained based on how companies wield analytics platforms and tools. Industrial analytics describes nothing less than when, how, why and where all data within manufacturing operations are collected, analyzed and utilized.  What should Happen?). Her focus?

Winning Consensus-Based Sales

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

Loyalty Programs and Building Loyalty

Mukesh Gupta

One of the biggest challenges that brands face today is to find and cultivate loyal customers. Most brands have some sort of loyalty programs to reward loyalty from their customers. Most of these loyalty programs that I am a part of, totally miss the point of loyalty itself. HERE ARE MY 2 CENTS FOR MAKING YOUR LOYALTY PROGRAM MORE EFFECTIVE. 1. Loyalty Programs should be for Loyal Customers.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. We also know there is a cost to preparedness as well as a cost to lack of preparedness. One will provide a win and the other a loss.

Sales Process in a New Sales Leadership Model

Increase Sales

Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture. SMB owners today cannot afford to have separate marketing and sales departments. Finding new sales leads becomes the responsibility of the salesperson.

Can We Stop Accepting Average? Please!

The Pipeline

By  Tibor Shanto  –  . Something has changed over the last few years, and it needs to be reversed. There is too much celebrating of average, everywhere, but especially sales. Let me remind everyone that average = typical; common; ordinary. Not something one would use to describe themselves or loved ones, yet, we seem to celebrate it almost daily. Please!

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.

IIoT PreSale Customer Experience sets Post Sale Expectations

Babette Ten Haken

PreSale customer experience sets the bar for post sale customer expectations. Especially in the magic industrial Internet of Things (IIoT) kingdom. Do you pay enough attention to the quality of presale customer experiences your teams create? Typically, the post sale process receives all the attention, in terms of measuring customer experience. No wonder they are skeptical and hesitant, presale. .

Sales Motivation Video: Why These Three Assets are Crucial

The Sales Hunter

What are your 3 greatest assets? Ask that question of salespeople and some of the common answers are things like what they sell or their customers or their experience. Wrong answer! The 3 most important assets any salesperson has or that matter anyone else has are their MIND, TIME and NETWORK. We will only achieve […]. Blog Sales Motivation sales motivation sales success the sales hunter

Caring is a Super Power

The Sales Blog

If there is a super power in sales (or human relationships more generally) it is caring. If you want to differentiate yourself from your competitors—and your peers—caring more will do it. Selling is about creating a preference, and caring is one of the most effective and most certain ways to do so. Two salespeople are both calling on the same prospective client. Later, he forgets those commitments.

What Is the Purpose of Sales Skills?

Increase Sales

Good sales skills are essential.  Yet with all the emphasis on the more technical skills like discovering wants and needs; asking open ended questions or turning stalls into objections, I sometimes believe we are forgetting the two fold purpose of these skills: Communication. Engagement. Sales research also reveals how much of today’s sales skills return to communication and engagement.

Successful Selling

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

Are Your Sales Metrics Aligned With Your Business Strategy?

Partners in Excellence

Not long ago, I spoke with a frustrated CEO.  His company was doing OK, but somehow not meeting his expectations. Like many companies, thee customers needs were changing quite profoundly.  They were rapidly shifting their solution offerings to match customer needs and to compete.  But the product sales weren’t taking off as he had expected. We talked about sales performance. 

Sowing the Seeds of IIoT Customer Discontent?

Babette Ten Haken

Customer discontent is created by many factors, mostly under your control if you remain alert. Easier said than done, hmm? The pace of industrial Internet of Things environments creates a lot of moving parts to keep track of. We tend to regard IIoT environments as messy and complex. Warning signs of IIoT customer discontent are best caught early and often. Let’s explore. Because, let’s face it.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

On a recent trip to Pennsylvania, PA, I ticked off a bucket list item and stayed on an Amish dairy farm.The learnings were incredible. How a community still maintains ‘the old ways of doing things’, yet adapts enough to be part of the greater community, especially from an economical perspective, was such an eye opener. Very much like the sales profession. Contact was relatively simple.

3 Sales Management Blunders You Must Eliminate to Hit Quota Consistently

Sales and Marketing

Issue Date: 2017-01-16. Author: Mike Scher. Teaser: Getting reps to consistently reach, or better yet, exceed quota requires sales managers to own the shortcomings of their teams and help them improve. Here are 3 behaviors sales managers must abolish in order to lead a successful team. Here are 3 behaviors sales managers must abolish in order to lead a successful team. read more

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