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Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. Taking this challenge seriously was reinforced when we recently read an article about successful technology entrepreneurs and a concept called – Pivoting. Enter the idea of pivoting – starting something, quickly determining whether it is working or it isn’t and leveraging the ideas learned to develop alternative approaches.

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

Sales and Management Blog

The frontline sales manager has always been the pivotal job for achieving sales excellence.According to the CEB authors, today’s sales managers are operating differently.  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”. They now rely on collective, even crowd-sourcing skills, in ways that weren’t possible just a few short years ago.”.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Taking this challenge seriously was reinforced in an article about successful technology entrepreneurs and a concept called – Pivoting. Enter the idea of pivoting – starting something, quickly determining whether it is working or it isn’t and leveraging the ideas learned to develop alternative approaches. A Classic – ’63 Corvette. 2015 Sales Momentum, LLC.

Guest Article: Avoiding the Activity Trap, by Jeb Brooks

Sales and Management Blog

They reveal pivotal information about your solution to your prospect. 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. They include: Surveys.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

For example, an  article in USA Today shares what hospitals are doing in relationship marketing.  The article goes on to point out such marketing efforts are widespread – and highly effective in revenue terms. Sales Managers.  We all know that the pivotal job for improving sales effectiveness is the front-line sales manager. Selling to hospitals. Existing Sales Force.

Training ABCs for sales force design

Sales Training Connection

Booz & Co published a particularly insightful article on a particularly important topic –  Sales Force Design: Assessing Stark Choices and Getting it Right. The article explores the design issue from a strategic organizational perspective.  The front-line sales managers will be pivotal in making the change successful.  Sales Force Design. But what about sales training ?

Sales person to sales manager – making the transition

Sales Training Connection

There is little question that the sales manager is the “pivotal job” for building a great sales team.  Technorati Tags: new sales managers , sales best practices , sales coaching , sales management coaching , sales training , sales training articles , sales training best practices , sales training blogs. Sales Coaching. Understanding both is important.  2011 Sales Horizons, LLC.

3 Customer Experience Predictions - Think customers: The 1to1 Blog

The 1to1 Media Blog

Web Exclusive Articles. 2011 was a pivotal year for the field of customer experience. 2011 was a pivotal year for the field of customer experience. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness. Social Media. Voice Of The Customer. Web Exclusives. The 1to1 Blog. Strategy Speaks Blog. Champion Blog. Webinars.

Sales management – it’s all about the time

Sales Training Connection

Front-line sales managers are the “pivotal job” for improving sales productivity.  Technorati Tags: sales best practices , sales coaching , sales management , sales management coaching , sales training , sales training articles , sales training blogs. Sales Coaching. This is hardly new news.  It has been a well-established truth for at least 20 years.  Sales Calls. Strategy Coaching.

Selling in the new normal marketplace

Sales Training Connection

Change the pivotal job first. You need to identify the pivotal job and start there.  The authors noted:  “Identifying what your change program’s pivotal role is and making sure that the people in it have both the tools and the willingness to change is often essential to ensuring that the rest of the organization changes.”. New Normal in Sales. Address the soft stuff.

Sales directors – competencies for the job hunt

Sales Training Connection

Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. Sales Directors. Given all that, we thought a discussion of the Sales Director position from a career development perspective would be an interesting one. 

Top gun sales training

Sales Training Connection

As research has repeatedly shown, the front-line sales manager is the pivotal job for developing a great sales team.  Technorati Tags: high potential sales rep training , sales training , sales training articles , sales training best practices , sales training blogs , sales training curricula , sales training design , sales training for high potential sales reps , sales training program.

Sales Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

In fact, I see so many sales organizations that have pivoted back to leading with a demo. Register for one of our sales training workshops to improve sales performance through a buyer-oriented sales process, or read more sales training articles for helpful sales tips and techniques from CustomerCentric Selling® - The Sales Training Company.

Why isn’t great sales training great?

Sales Training Connection

There is little doubt the front-line sales manager is the pivotal job for creating behavior change in a sales team.  Technorati Tags: sales training , sales training articles , sales training best practices , sales training blogs , sales training curricula , sales training design , sales training implementation. Sales training. Sales training programs do the latter – not the former.

Sales transformation: sometimes necessary – never easy

Sales Training Connection

that included two outstanding articles on sales transformation from a leadership perspective.  Lesson 4 – Spotlight the Pivotal Job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. Sales Transformation. They have changed what they buy, how they buy, and what they are willing to pay for it. Changing Behavior is Tough.

39% of Marketers Do Not Have a Defined Content Marketing Strategy

Sales Benchmark Index

If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. 2013 is a pivotal year for CMO”s to embrace content marketing. After reading this article and the results, I welcome hearing your comments and perspectives. will offer commentary on a few items. Required.

Challenge the Status Quo & Create Value With Insight-Based Directed Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ). salesperson can simply confirm the value of their product by asking generic questions. CHALLENGE THE STATUS QUO & CREATE VALUE  . TRUST BEFORE CREDIBILITY. Michael.

Happy New Year—You’re the Best

No More Cold Calling

Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening. Your article and knowledge confirmed our thoughts about this “potential client.” Perfect timing as we pivot to both accelerating my expert authority in the business and speaking more concisely to our target market. Every time. So thank you!!!

How to get more great sales managers – start early

Sales Training Connection

If you talk with Sales VPs there is a consensus around the notion that the front-line Sales Manager is the pivotal job for building a great sales team.  Technorati Tags: sales best practices , sales coaching , sales management coaching , sales training articles , sales training blogs. First-Line Sales Manager. On the other hand, there is not a single clear path forward. 

Checklist for Launching a Time-to-Trust Sales Campaign

Strategic Sales Growth

In the 2009 article “The Consumer  Decision Journey” McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process. You can also find more discussion on this topic in the Harvard Business Review Article “Aligning With The Customer Decision Journey”  Both are worthwhile reads. Social CRM.

Three self-imposed pitfalls facing new sales managers

Sales Training Connection

Today it is more important to have a superior sales force.  It is safe to say that it is near impossible to have a superior sales force without having a great group of front-line sales managers – front-line sales managers are the pivotal job for driving sales excellence. . Think about new sales managers you’ve known. Often it’s for their sales success. New sales manager.  .

Why the CSO Should Care About Content Marketing

Sales Benchmark Index

Is this just another buzzword du jour like Big Data, Pivoting, and Gamification? XYZ publishes two blog articles “How to get the most out of your practice time” and “Three quick routines you can practice at home”. This blog post is for the small company CSO or VP of Sales. But as CSO have you actually seen it? Between the potential and the reality, there's a big gap. This is good.

Sales training: know the past – win the future

Sales Training Connection

Companies look to their sales teams as a source for competitive differentiation and recognize that the front-line Sales Manager is the pivotal job for sales performance change. Technorati Tags: sales training , sales training articles , sales training best practices , sales training blogs , sales training curricula , sales training curriculum , sales training design , sales training program.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the driver’s seat MOST of the time.      Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing.  ”.    (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and  Checklist for Launching a Time-to-Trust Sales Campaign. ). Selling ONLY at key “pivot points” in the process – - the product demo, the quote, the contract discussion. Are they serious ?  What’s Going On ?

Obsessive Learning, Relentless Execution—The Yin And Yang

Partners in Excellence

Part of the proof to this is the endless blog posts and articles on this.  Or we fail to do keep trying and executing.  They may talk about agility, pivoting, adapting, changing, coming back from failure or other descriptors of how they execute.  Lean startup thinking embraces these concepts in MVP, pivots, agility, and so forth. My post, “Top Performers, Obsessive Learning, Relentless Execution” has stimulated a lot of discussion on both the blog, LinkedIn, and through email.  I thought I’d continue to expand on this topic. They study and study. 

Sales Prospecting at the Speed of Trust

Strategic Sales Growth

Tweet Every great sales rep intuitively sense s t he pivot point moment when they’ve built enough trust in a prospect that they know the deal will close. Conversion rates in the funnel are low (See an article on the funnel. I f yo u answered “yes” to any of these questions, you’re using traditional timeline-based prospecting. DO YOU QUALIFY LEADS BY TRUST LEVEL OR TIMELINE ?

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

Here’s one of my favorite articles that demonstrates the application of Sales Linguistics  to sales presentations. It is the pivotal moment where you can communicate your advantages, gain momentum, and develop the personal relationships necessary to achieve your goal. Accompanying his article was a photo that proved his point.    Articles You May Enjoy.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the drivers seat MOST of the time.     Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing.  ”.    (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and  Checklist for Launching a Time-to-Trust Sales Campaign. ). Selling ONLY at key “pivot points” in the process – - the product demo, the quote, the contract discussion. Are they serious ?  Selling Has Changed – A LOT.

Google is SLAPPING Hard Lately…Here’s The Why and How to Fix It

GKIC Blog

For the budget conscious, you can use 99CentArticles.com to get the base articles written…then edit to put into your voice and some personality. Backlinks will remain a pivotal factor in search engine rankings. You may or may not have seen the story in The New York Times about the SEO debacle involving JC Penney: The Dirty Little Secrets of Search (if that doesn’t work, read it here too ). Basically, JC Penny got busted for using practices that were not inline with Google’s policies.  Let’s go over the timeline of events, then I’ll cover what you should do going forward.

The Pipeline ? When the customer can't be consoled, console the.

The Pipeline

” That’s the pivotal moment when I learn what their hopeful outcome is. link] An inspiring article that's a must-read. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. February 2012. May 2011.

Chet Richards on Strategy, Morale, and Agility in Warfare and Business  – Episode #65

The Sales Blog

One of the ways is to become more agile, able to pivot and adapt in ways that the larger competition is unable to do fast enough. Guardian Article on Facing My Fear. If you haven’t picked up on it by now, Anthony is quite a history buff, particularly when it comes to military strategy and history. He’s discovered that much of what makes a great military strategist and leader is transferrable to the business context. You can hear this engaging conversation and the insights Chet has to share on this episode of In The Arena. You’ll enjoy this episode. How to Plan a Sales Call.

How To Deliver Insight & Challenge The Status Quo With Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ). salesperson can simply confirm the value of their product by asking generic questions. CHALLENGE THE STATUS QUO & CREATE VALUE  . TRUST BEFORE CREDIBILITY. Michael.

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Broken Windows Sales Training

Empowered Sales

Wilson, who passed away this month at the age of 80, this article attempts to highlight some of the genius behind this political scientist’s Broken Windows Theory brought out in the early 1980’s. I’m no expert on the theory, but like many, I read it and it just made sense. As tribute to James Q. Wilson introduced the theory as a means to augment community policing. But here’s the rub.

Checklist for Launching a Time-to-Trust Sales Campaign

Strategic Sales Growth

In the 2009 article “The Consumer  Decision Journey” McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process. You can also find more discussion on this topic in the Harvard Business Review Article “Aligning With The Customer Decision Journey”  Both are worthwhile reads. Social CRM.

The Need to Win - Igniting Sales Transformation

Igniting Sales Transformation

Now that I think about it, a lot of sales people think the same thing. I’ll never forget the sales rep I was mentoring who wanted to demo “pivot tables” to the CIO of a worldwide company, but that’s a story for another day. 3. Great article. Igniting Sales Transformation. The New Handshake Book. Services. Resources. Presentations. Interviews. About. Contact.

Ad Sales Blog: If you had seen the "media correction" of 2009.

Ad Sales Blog

also see this article as a great sales tool to show any advertiser who feels the same. The article looks at the recent spate of acquisitions among online ad giants with eye popping billion (with a "B") dollar signs; Google buys DoubleClick for $3.1 Read the full article on MarketWatch. Awesome article! have gradually become fan of your article and would like to suggest putting some new updates to make it more effective. Thanks a lot for this very nice article. Great article regarding the analysis of the market and great market study.