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The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility. IQ—how smart you are. Fixed and baked into your DNA. AQ—how much you know. Makes IQ relevant. Makes more time for human relationships.

Groups 106

Sales listening 101 – critical and often missing

Pipeliner

Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of information on an individual is a painful reminder that sales people have healthy egos and they love to be in the transmit mode much of the time. Sales should be a relationship-building event which is impossible to conduct in the face of a sales monologue.

5 Keys to Better Prospecting

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. You may have wonderful opportunities in your sales funnel today. You will either win or lose these opportunities and deplete your funnel. Clear out your funnel! Be ruthless and clear out your funnel! Work with a process!

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? There has to be an easier way to score qualified sales leads! Yes, bothersome. But it’s not their fault.

The Art of Social Selling -- Summarized by getAbstract

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

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Executive Sales Leader Briefing: Never Stop Hiring

The Sales Hunter

Never stop hiring. Great leaders hire the talent whenever it’s spotted. Top-performing salespeople have always been in demand, but recently the demand has been over the top. It’s too easy to accept conventional wisdom that the only time you hire a salesperson is when you have a need. I believe it’s time to throw conventional wisdom […]. Blog leadership leader sales leader sales leadership

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Why Your Reps Abandon The Sales Process

Sales Benchmark Index

Article Sales Strategy adapt sales process broken sales process deal size is my sales process broken sales sales process

New business from existing business is smart business

Sales Training Connection

Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months. You’ve decided the best approach is to ask your sales reps to grow the business in their existing accounts. What was the impetus for the opportunity?

Your Best Prospecting Tool is Literally Staring You in the Face

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Prospecting is hard enough at the best of times but how often is the best prospecting tool available to us left under-utilized? In fact, how often is it literally staring us in the face and we stare vacantly back at it? Source: Nielsen. Source: DaleCarnegie. Source: IDC. invites.

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.

Need, a Word to Be Banished from Your Content Marketing and Sales Conversations

Increase Sales

Just this morning in my news feed, I read a content marketing and sales headline “These are the skills you need to have.” ” The following thoughts quickly surfaced in my mind: Really, I need to have these skills of (leadership, sales, management, etc.)? What if I don’t have these skills? Will I be less successful without these skills? You need to make straight As.

The Hard Thing About “Digital Transformation”

Mukesh Gupta

The Hard thing about Digital Transformation by Mukesh Gupta. Premise : Everywhere you go on the internet, there is one thing that is prevalent. No, I am not talking about Donald Trump, though he seems to be prevalent almost everywhere as well. I am referring to “Digital Transformation” I have been reading about digital transformation everywhere i go on the internet for sometime now and yet, I don’t yet see true success story of a brand or a business that has actually successfully gone through and transformed, in the true sense of transformation. The question is why is this so?

Sales EQ with Jeb Blount

Igniting Sales Transformation

The sales profession is in the midst of a perfect storm. Buyers have more power, more information, more at stake, and more control over the sales process—than at any time in history. Yet, in the eye of this storm, an elite group of top 1 percent sales professionals are crushing it. Do you want to know how ultra high performing sales reps do it? This is the episode for you.

Who Owns Sales Enablement – Sales or Marketing?

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement function sales enablement organization

Successful Selling

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

The Perfect Close: A Book Review

Pipeliner

21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. Believe me James Muir’s book, The Perfect Close, is a great add to any sales library. They are warmth and competence.

New Book Improves Sales Excellence and Grows Revenue

Understanding the Sales Force

Jeb Blount's eagerly awaited new book goes on sale today and I recommend that you order it! jeb blount sales eq

Objections Are Only Negative IF You Allow Them To Be

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was. On the other hand, you also know that there will be some specific objections that are going to come up, and how one deals with that often separates the high performers from the also-rans.

Sales Competencies Top Professionals Need

Score More Sales

What sales competencies do the top sales professionals have - SDRs, BDRs, ADRs, account managers? Can sales people be built or are we born to sell? These questions fuel many discussions in board rooms around the world. It is a universal challenge to find the top sellers for your company’s sales team. But how to go about it? sales leadership

Sales Motivation Video: Success is What You Do TODAY, Not Yesterday!

The Sales Hunter

It’s a brand new week! Every week is a new opportunity. And I want you to remember that success is what you do TODAY, not yesterday! Are you making the most of today? Check out the video to see what I mean: Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation success

Dimensions of Trade: The Bridge from the Past to Sales of Today

Pipeliner

The subject of trade is of vital importance today. It was the forefront of our new President’s campaign, and has been at the top of his list of tasks as he assumed office. It is the subject of my recent ebook Trade: A Time for War…or Peace? Nations engaged in trade are not engaged in battle. Like any endeavor, trade has evolved through time, and has passed through stages. 1333-1324 BC).

Predictable Revenue

Partners in Excellence

No, this post is not about Aaron Ross’ book, at least directly. It’s about the challenge each sales person and leader faces in achieving their sales goals. How do we create “Predictable Revenue?” ” This issue is at the core of most conversations I have with sales people. What do we do?” Generating the right revenue stream is not rocket science.

Which Of These F’s Should You Give an F About?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales like many other crafts, vocations, or professions, continues to evolve, or should. Some developments come along and become the rave for a while, only to fade after a time when they are proven ineffective, this is the first F, as in Fashionable. And there is no shortage of talk in sales). Witness what happened with sales 2.0, Join Now!

Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

Sales Benchmark Index

Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

The Tell Me Economy is Dead

A Sales Guy

The tell me economy consists of expressions of your worth and capabilities. It’s your resume, your static LinkedIn profile, a referral from a friend, your personal elevator speech, etc. The tell me economy is how we used to promote ourselves. We or someone we know would tell everyone how good we are, how we need to be hired, booked, connected or whatever. We expect proof today.

The Sales Manager as the Greatest Revenue Multiplier (Chap. 1 Managing Social Sales Team Audio Book)

Pipeliner

Social selling is not something that should be left to chance or allowed to grow without structure inside a sales organization. Rather it needs to be actively managed and treated strategically — and it’s the sales manager who needs to play the central role in ensuring that social selling activities are understood, adapted, adopted, and executed in the right way. Sales Management For Sales Pros

Act Where You Want to Be, Not Where You Are!

Steve Schiffman

How many sales people do you know who bemoan their fate? It seems to them that nothing goes their way and they look and sound like a failure. A modern sales person has to take the opposite approach; look and act not the way they are but the way they want to be! Selling is complicated enough without you being the downer in the conversation. This is not to say be someone that you are not. Sales Tip

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Lessons in Storytelling That I learnt from TED Conference Speakers

Mukesh Gupta

Lessons in Storytelling From TED Conference Speakers by Mukesh Gupta. Premise : Story telling has been one of the most memorable and influential ways to spread ideas. The TED conference is so popular because the speakers in the conference are mostly good at telling stories – stories that they are passionate about and that passion spills over to the audience and we are able to connect. Also, note that the duration of these talks are not very long. So, I wanted to learn if there are any story telling secrets that i can learn from the TED speakers. Telling a compelling story is not easy.

Sales Isn’t Dying, We’re Killing It Ourselves!

Partners in Excellence

Long time readers will be surprised. I’ve raged against the posts predicting the death of sales. I’ve shifted my views, we are killing ourselves! The issue isn’t whether our customers no longer need sales people. They are hungry for information, more importantly they are starved for help! Our customers’ worlds are increasingly complex. They are overworked and overwhelmed. They face challenges they’ve never encountered before. Many don’t even recognize they could be doing better or that they are missing opportunities. They want to learn and improve.

The 2 “MUST TAKE” Steps for Guaranteed Sales Results

Anthony Cole Training

Here’s the problem: Sales results are not what you expected. Regardless of your role - sales manager or salesperson - you are looking at your sales results YTD and you are: close more sales how to improve sales results no excuses

D.B. Wienke Talks LinkedIn Sales Strategies

Pipeliner

At the Palm Beach Power Breakfast, D.B. Wienke shared some insights into how to optimize your use of LinkedIn to drive real sales results. The post D.B. Wienke Talks LinkedIn Sales Strategies appeared first on SalesPOP

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Why Order Taker Mindset will become IIoT Business Extinct

Babette Ten Haken

Order taker mindset will go the way of the dinosaurs. For starters, order takers have difficulty adapting to the challenges presented to them, courtesy of the Internet of Things (IoT) business ecosystem. Changing order taker mindset assaults ingrained professional habits developed within legacy business models. Are you an order taker or an innovator? Are you data-driven? Are you collaborative?

Standing Out Above the Crowd: How to Toot Your Own Horn

The Productivity Pro

“ Become addicted to constant and never-ending self-improvement.” ” – Anthony J. D’Angelo, self-improvement author and speaker. When I was young and first heard the term “human resources,” it took me a while to figure out what it meant. But looking at the equation from a hard-nosed business perspective, that’s exactly what people are. 2017 Laura Stack.

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The Greatest Disservice We Can Do To Our Customers, Waiting For Them To Buy!

Partners in Excellence

There are just too many stupid conversations about the digitally savvy customer going on. Yes, we know customers are self educating, yes we know they are self diagnosing (that by itself is a frightening prospect), yes we know they don’t want to talk to sales people who simply parrot what they already find thought Google. You might guess I struggle with a world that assumes 100% inbound.).