Fri.Apr 20, 2012

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Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way. Remembering that your buyers are moving at just a fast a pace, and are dealing with many of the same realities you are, namely greater demands on their time and resources, less people and resources to get things done; leaving them, like you, having to fit 16 hours of work into a 10-hour workday.

Lead Rank 299
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4 Powerful Sales Coaching Tips

MTD Sales Training

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1 – Lead By Example [.

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Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer

Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times. It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. I often wonder if there is anyone actually in charge of implementing the mission statement.

Loyalty 249
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The Importance of Attitude to Your Sales

The Sales Heretic

What’s the biggest difference between top-performing salespeople and everyone else? Attitude. Whether you’re salesperson, manager, CEO, professional or small business owner, your attitude affects your results more than any other factor. Why exactly does attitude matter so much? And how can make sure your attitude is helping you, not hindering you? Listen to my latest interview with Jim Blasingame [.].

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Cheap Prospects Equal Cheap Customers

The Sales Hunter

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers?

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A sales leadership lesson from IBM’s Executive School

Sales Training Connection

Lessons from IBM for Sales. Way back in 1955 when the average cost of a new car was $1,900 and a gallon of gas was 23 cents, Louis Mobley was given a blank check by Tom Watson, IBM’s CEO, to create a school for training IBM executives. The first step he took was to locate a group of the very best executives he could find. Then he developed a battery of test to find the skill sets they had in common.

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The Mind Plays Tricks on Salespeople

Sales and Marketing Management

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What’s In It For The Person Paying The Bill?

Partners in Excellence

I received a frustrated email from a colleague the other day. He described a sales situation—he’s selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment – a business case that seems compelling on the surface. But he’s frustrated because he can’t close the deal.

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Sales Quiz – Dysfunctional Sales Teams

Engage Selling

Are you creating a dysfunctional sales team? Take our sales quiz and find out.

Sales 69
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Pit Crews and Sales Teams: Planning Improves the Odds of Winning

Sales Gravy

Keep in mind that pit crews don’t prepare during the race. There is a time for preparing and a time for selling. We don’t start prepping when we’re supposed to be out selling. Before You Start Your EnginesThe gates opened at 6 a.m.

Sales 40
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Self-Marketing with Brainshark from Laura M. Foley

BrainShark

Self-promotion is an important piece of the business pie for entrepreneurs. Laura M. Foley, Principal at Laura M.

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Sales Quiz – Dysfunctional Sales Teams

Engage Selling

'Are you creating a dysfunctional sales team? Take our sales quiz and find out.

Video 48
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Hey, Sales Leader, Do You Really Understand Your Role?

Jonathan Farrington

In my view, the role of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the sales leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one. For clarity, here is a brief description of the following terms: An organization’s vision is a guiding image of success formed in terms of a huge goal.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Sales Training Article: How to Improve Partner Sales Forecasts

Customer Centric Selling