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The 4 Top Sales Leadership Articles to Boost Sales Today

Understanding the Sales Force

With that in mind, some of the best articles you haven't read were published this summer! I'm going to share four of them right here, tell you why the article will help today, and you can decide whether or not to read it. Dave Kurlan sales process sales management sales leadership top articles on sales and selling

Writing Is 20% of Content Article Marketing

Increase Sales

With so many small businesses with under 20 employees (97.7% of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic.  For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead. The other 80% should be promoting that article. Credit www.picjumbo.com.

Guest Article: “Funnel Vision,” by Cara Celli

Sales and Management Blog

Funnel Vision. by Cara Celli. Sales Funnel: Definition–metaphoric sales process showing a large number of unqualified leads at the top of the funnel, being filtered in subsequent levels i.e. stages, and the actual clients that result exiting the bottom of the funnel. Also known as a pipeline. Getting that first appointment. Remember the first five minutes of the conversation is what will make or break you. Friendliness goes a long way in a conversation, and remember, this is not rocket science! You don’t have to be a fancy talker to be a great salesperson. Positive energy. Smile!

18 Essential Retailing Articles

Strategic Sales Growth

Here’s a great selection of 17 of my favorite articles that I think represent the latest trends in retailing and illustrate how some leading retailers are taking advantage of them to reinvigorate their businesses and brand: 1. IBM Institute for Business Value survey of 26,000 consumers, January 2013, January 15 2013, 2. 

Guest Article: “The Most Underutiled Strategic Advantage,” by Lee Salz

Sales and Management Blog

The truth is that price and differentiation are directly related, but that is a topic for another article.) The Most Underutilized Strategic Advantage. By Lee B. You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to her by the end of the day. In a panic, you send a company-wide email in search of these referenceable clients. Mission accomplished!

Double Article Friday and the Death of All Selling Forever

Understanding the Sales Force

Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week. Head over there for a great read!

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Team selling – lone wolfs no longer reign supreme by Richard Ruff. Team selling continues to be on the rise. We’ve heard this from clients and colleagues – and now from the research front. According to a recent Corporate Executive Board (CEB) study , the individual salesperson “no longer reigns supreme”. As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. They now rely on collective, even crowd-sourcing skills, in ways that weren’t possible just a few short years ago.”. There are a number of reasons – let’s explore three.

Guest Article: “Are You Facing Sales Fatigue?” by Ken Thoreson

Sales and Management Blog

Are You Facing Sales Fatigue? by Ken Thoreson. The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress.   As someone that works with partner organizations on a daily basis we have seen all of these situations cause an increase in mental and physical fatigue. . As we face another year most individuals are unclear as to the future, will it either be a recovering economy or another challenging series of events?

Guest Article: “Don’t Wait for a Bone,” by Tibor Shanto

Sales and Management Blog

Don’t Wait For A Bone. by Tibor Shanto. Nothing bothers me more than when a rep uses any expression relating to selling that includes a variation of “throw me a bone”. You hear this a lot especially in industries that are highly competitive, the buyers have viable options, and the risk of commoditization looms large. But the reps are not alone to blame in perpetuating this sheepish way of selling. 

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Guest Article: “Debtors Face Having Pensions Raided,” by Chrissy Hoey

Sales and Management Blog

Although this article is written about and for those in the UK, I think it might be a good warning for all about the potential we all face in the current world economy where our security might be as fleeting as a change in the law.  . Debtors Face Having Pensions Raided. by Chrissy Hoey. As the UK continues to struggle with its finances and the economy sinks into a triple dip recession, the number of individuals facing Bankruptcy is higher than ever. The Court decided that the Trustee in Bankruptcy could insist on taking money from the individual’s pension nest egg.

Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

Sales and Management Blog

The Proven Best Way To Gain New Customers. by Miles Austin. Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like  Yelp  have emerged to leverage this truth. It is a recognized fact that our customers are active in the selection process before sales ever gets involved.  Much of the time, this activity will take them directly to customer reviews or testimonials.

Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. Before we begin our discussion, it would be very helpful if you took a quick look at both articles:   The 30,000+ Views “Viral” LinkedIn Article.   The 1,000+ Views “Traditional” LinkedIn Article.

Guest Article: “5 Truths About Sales Success We Don’t Want to Admit,” by Dan Waldschmidt

Sales and Management Blog

5 Truths About Sales Success We Don’t Want to Admit. by Dan Waldschmidt. Most discussions about how to be successful in sales include the essentials of technology and process and skills. How to leverage all three to funnel prospects into closed opportunities. From leads to lots of revenue. But that discussion is misleading (in fact, quite damaging) to an organization and especially to the newest members of that team. Because it leaves out the most important elements to being successful. It’s the personal stuff most of us don’t talk about much. Your future is what you make it. Ask for help.

Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. Here they are in no particular order - My Top 10 Articles of 2013: SALES. The Key to Powerful Sales Conversations.

Is Sticking with Geographic Sales Territories A Mistake?

Sales Benchmark Index

Article Sales Strategy

Guest Article: “In Sales, What Differentiates the Top 5% Players?” by Jonathan Farrington

Sales and Management Blog

In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington. As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics; where are their strengths and what differentiates them? Over the past twenty-five years I have trained and developed more than one hundred thousand sales professionals, from foundation right up to “master craftsman” level and this has given me the opportunity to formulate an accurate profile of a Top 5% Achiever.

How to Build Your Sales Enablement Team to Drive Revenue Growth

Sales Benchmark Index

Article Sales Strategy

5 Articles to Inspire Customer Experience Success

The 1to1 Media Blog

Customer experience today means everything. With retailers announcing seemingly on a weekly basis of store closings, experience is more important than ever before. Many companies think of customer experience, however, as a flashy marketing campaign, a cool social media outreach effort, or putting associates through a one-time training program. To do customer experience right, everyone might be responsible for delivering on it and be held accountable for its success or failure. Experience must be woven through the culture and delivered consistently across channels.

Guest Article: “3 Detrimental Sales Coaching Mistakes,” by Sean McPheat

Sales and Management Blog

3 Detrimental Sales Coaching Mistakes. by Sean McPhea. Great sales coaching will not only inspire sales people and generate more sales revenue, but also increase market share, reduce employee turnover, increase customer loyalty and much more.  Successful sales coaching strategies can be the foundation on which your sales team thrives. Conversely, negative coaching, consisting of poorly planned and executed sales meetings and de-motivational management concepts, will cost your organisation in ways that you may not be able to recognise or quantify.  . Sales Coaching Mistake #3 – Ridged Control.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies.  Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities. 

Top 5 Sales Leadership Articles of 2013 - So Far

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE. The most popular article was an article from two years ago, What''s the Difference Between Sales Commitment and Motivation.

Guest Article: “Hiring the Right Sales Pro for the Job,” by Nancy Martini

Sales and Management Blog

Hiring the Right Sales Pro for the Job. by Nancy Martini. Did you know that it costs a company $370,000 to replace one employee with a base salary of $90,000 per year? According to the Bureau of Labor Statistics, this “replacement cost” is even higher for top performers or more senior positions. With these numbers, it’s no wonder why hiring the right person for the right position is more important than ever. Below are three basic recruiting tips to consider when selecting a sales person that can ultimately have an impact on job performance: Analyze the Job. Assess Candidates. Determine Job Fit.

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire. Chime in! You can download the issue here. SALES 2.0

Finding Opportunities For Guest Articles and Blog Posts

Ian Brodie

Shortly after publishing the podcast I got a wonderful email from PR Coach Debbie Leven expanding on the interview with some very practical tips on finding relevant opportunities for guest articles, blog posts and other media appearances. liked Debbie’s email so much that with her permission I’ve turned it into an article with a couple of my own tips added in.

Guest Article: “Selling Your Relevance, Not Your Product,” by Babette Ten Haken

Sales and Management Blog

Selling Your Relevance, Not Your Product. by Babette Ten Haken. Have you ever listened to yourself speak with your prospects and customers? If you’ve gone through any type of sales training, the goal of your discussion usually is finding out what your prospective customer “needs”. Then it’s supposed to be a straight-line shot to showing them why your product or technology is the only solution. So what? That’s the spiel your current and prospective customers are expecting to hear. If you’re an engineer, the customer has you from “hello”. So what if you solved their problem in 10 seconds flat?

Guest Article: Avoiding the Activity Trap, by Jeb Brooks

Sales and Management Blog

Examples include: Sending useful content ( e.g. , articles, whitepapers, etc.) to them. Avoiding the Activity Trap. by Jeb Brooks. Many salespeople make the assumption that activity leads to results. “As long as I’m doing something,” they argue, “results will come.”. This is a mistake. It’s the best way to get stuck in the activity trap. The activity trap occurs when you begin working too hard to make the sale. Sales is much more simple than a lot of salespeople make it out to be. Above all, your interactions must be meaningful. They close opportunities (for the good or bad).

Guest Article: “How to Quickly Build LinkedIn and Facebook Connections,” by Kelly McCormick

Sales and Management Blog

How to Quickly Build LinkedIn and Facebook Connections. by Kelly McCormick. There is an art to making connections in the virtual business world. As the term implies, ‘Social Networking’ is about building relationships. And the best place to start the process is at the ‘invitation’ stage. From personal experience, the ‘Accept’ ratio increases when a personalized message is included in requests to connect. BUT, it’s important that the ‘personalized’ message doesn’t sound phony or like a template. So let me show you what to do and say instead. Ditch The Default Message. Try This. Bingo!

Guest Article: “Dumbing it Down: 5 Secrets to Getting Smart People to Buy,” by Nancy Nardin

Sales and Management Blog

Dumbing it Down: 5 Secrets to Getting Smart People to Buy by Nancy Nardin. B2B sellers of complex technologies, that address a broad spectrum of customer issues, are generally very smart people, especially within the framework of their specific scope of solutions. On a parallel scale, business buyers of these complex technologies are also very smart people. Smart people are perfectly capable of grasping and solving complex problems, though they may certainly differ in their approach or priorities. And when that happens, your buyer goes radio-silent! When it’s gone, it’s gone. Don’t tell them.

Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer

Sales and Management Blog

Sales Lead Brownouts Produce Sales Dips Within Three Months, Leading to Pipeline Failure. 1. by James Obermayer. Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.”. Please reread that last sentence.  Of course, I can understand caution when cash is short, but slowing down lead generation is not the way out of the morass.  This is how it works.

Guest Article: “Success Is a Decision You Make,” by Robert Terson

Sales and Management Blog

Success is a Decision You Make. by Robert Terson. When salespeople call me for help, one of the first things I tell them is the title of this post—success is a decision you make. When you decide to be successful, are bound and determined that you’re not going to allow anything or anyone to stand in your way, success will follow. No, if your goal is a worthy one, it normally doesn’t happen right away, nor does it usually come easy, but if your decision is in the form of an ironclad Commitment, the odds are highly in your favor that it’ll eventually happen—you’ll achieve the success you desire.

Guest Article: “Sales Management: 4 Steps on How to Not Get Fired!” by Ken Thoreson

Sales and Management Blog

4 Steps on How to Not Get Fired!” by Ken Thoreson. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward a quick summary of a few basic actions sales leadership must take to succeed would be of value. Step One: Build an active recruiting plan.  Most sales managers get fired for not hitting the desired sales goals, the issue is normally because they have a lack of salespeople selling their products/services!  Recruiting is sales leadership’s marketing campaign for sales leads.

Guest Article: “Developing New Business–6 Best Practives,” by Dr. Richard Ruff

Sales and Management Blog

Developing new business – 6 best practices by Richard Ruff. In today’s B2B market a sales person needs an array of skills to be a top performer – they need to know more and know it at a higher level of proficiency than ever before. But if you asked a whole lot of sales people from all over the world what is the one a competency they think they could most benefit from if they knew how to do it better? Survey of Sales Effectiveness: Global Research on what Drives Sales Success addressed that question.  The skill set that sales people felt was most challenging was: Developing New Business.

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4 Signs You Have an ‘A’ Player in the Interview

Sales Benchmark Index

Article Sales Strategy "A-Player" A-Player Interview identify an a-player sales talent

Guest Article: “Building Your Sales Pipeline Is Not a One Step Process,” by Lori Richardson

Sales and Management Blog

Building Your Sales Pipeline Is Not a One Step Process. by Lori Richardson. Do You Have a Sales Funnel? For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. Hence using a picture of a funnel gives a visual on how you need more at the top to end up with some at the bottom. I’ve used a pipeline for years rather than a funnel,  so am used to talking about the front, middle, and end of a pipeline. Magic?

SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. But we did pick fifteen of the more serious articles. Some are articles backed by science and some are assessment comparisons. Five are on selling and two are articles where I debunked other published articles. Missing are the articles with analogies, humor and comparisons to children, but other than that, it's a nice cross-section.

Which Article Hits You The Hardest?

Dave Stein's Blog

During October and November I ran a four-part article of a wonderful interview I did with my Irish colleague, Angela Byrne, on doing business in Germany for SMEs. Cover story) (Mar/Apr 2012) This featured article provides a clean path on how to evaluate and select the right sales training partner for your business. The post Which Article Hits You The Hardest? Not enough.

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Guest Article: “Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business,” by Mike Weinberg

Sales and Management Blog

Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business. by Mike Weinberg. There is a lot of noise and confusion about prospecting in the sales world. It’s always been hard to get salespeople to prospect for new business — even when proactively pursuing strategic target accounts was widely accepted as a valid method for acquiring new customers. Today, the false teachers, many from the Sales 2.0 movement, loudly proclaim that prospecting is dead and completely ineffective for developing new business. For the most part, they never had to prospect for new business.

What CEO's and Sales Leaders Care About the Most - Are They Trends for 2017?

Understanding the Sales Force

reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. Because my topics are driven by the conversations I have with clients and prospective clients, my articles are a reflection of what CEO's and Sales Leaders care about. listed the reader favorite and finally, my 4 favorite articles of 2016.

Guest Article: “The Successful Secrets of Exhibition Management,” by James Barnett

Sales and Management Blog

Analyze influential articles on exhibition management techniques and learn from these resources.  The Successful Secrets of Exhibition Management. by James Barnett. According to research from the Oxford Economics Facetime publication the Exhibitions Industry contributes £5.6 billion to the UK economy.  Exhibitions if marketed correctly can provide more business for your company then all other sales initiatives combined. An important statistic from Exhibition Industry Research (CEIR) states 88 per cent of exhibition visitors will not have been approached by a sales team in the last year.