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The 4 Top Sales Leadership Articles to Boost Sales Today

Understanding the Sales Force

There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! 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.

Sales Podcasts and Video Interviews are Better Than Sales Articles

Understanding the Sales Force

Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back. But are the articles better than say, a lively podcast on the same topic? A radio interview?

Writing Is 20% of Content Article Marketing

Increase Sales

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. Currently this marketing channel is experiencing over 50,000 articles per week.

5 Ways to Measure if Your Sales Process is Working

Sales Benchmark Index

Article Marketing Strategy Sales Strategy sales process

Guest Article: “The Strengths of Sales Introverts,” by Alen Mayer

Sales and Management Blog

The Strengths of Sales Introverts. The advantages and strengths of sales introverts are multiple, and those who know how to draw upon such strengths have excelled greatly in the sales field as a result, many times catching critics by surprise. The more knowledge a person has obviously, the more he can strategize and manage the sale at an advantage. By getting the discussion away from questioning a salesperson’s honesty and back to focusing on the product or service, a sale and deal is far more likely. Uncategorized career development motivation sales selling

Who Owns Sales Enablement – Sales or Marketing?

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement function sales enablement organization

Guest Article: “Funnel Vision,” by Cara Celli

Sales and Management Blog

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. We hope it will be, possibly resulting in a sale, or business success. That being said, there will be times during the sales cycle that you’ll have to spend money on your prospect. You may take them out to lunch to discuss furthering the sales process. Cara Celli is a sales blogger. Funnel Vision. Smile!

Is Sticking with Geographic Sales Territories A Mistake?

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Article Sales Strategy

How to Build Your Sales Enablement Team to Drive Revenue Growth

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Article Sales Strategy

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Article Sales Strategy "A-Player" c player people plan sales sales coaching sales talent sales training talent managementDid you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

6 Reasons You Should Rethink Inside Sales

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Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader

Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

Article Sales Strategy

Guest Article: “No Problem, No Need,” by Jim Keenan

Sales and Management Blog

As sales people we are taught to find a need and sell to it. In almost every conversation I have with sales people on how to sell, the word “need” comes up. It’s without a doubt the most common term I hear sales people use when discussing how they sell and what sales is all about. In almost all cases it’s explained as the “thing” a sale must be attached to. Need, is what sales people need to ferret out. Good sales people find need. As good as it sounds, this approach is wrong and actually handicaps sales people. No Problem, No Need.

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

Sales and Management Blog

Are You Facing Sales Fatigue? The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. It begins with a focus on communication and a series of actions to build belief within your sales team. Sales organizations are the critical ingredients in building a total organizations culture of expectation and success. You may consider honoring a Most Valuable Player chosen by the sales team at each session. Sales Action Plans. by Ken Thoreson.

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

Sales and Management Blog

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to the sales process. This requires a team – a single sales person cannot do it alone. Sales Management Support. 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.

Guest Article: “The Five Golden Rules of Boosting Sales Rep Productivity,” by Nancy Nardin

Sales and Management Blog

Five Golden Rules for Boosting Sales Rep Productivity. Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. The focal point of this article is not to examine or suggest possible changes that reps must make. If you want to ignite your sales rep productivity, and subsequently drive it right off the charts, consider these five golden rules.

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. Most discussions about how to be successful in sales include the essentials of technology and process and skills. Maybe it’s time we talked about the real secrets behind sales success. Maybe it’s time we started “being” better people instead of chasing the next “South Beach” sales process. Uncategorized dan waldschmidt sales sales success by Dan Waldschmidt. How to leverage all three to funnel prospects into closed opportunities. From leads to lots of revenue. Your future is what you make it. ALWAYS.

How to Increase New Sales Rep Productivity

Sales Benchmark Index

Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training

Guest Article: Breathless Business, by Dan Waldschmidt

Sales and Management Blog

Selfish sales and marketing processes dampen client engagement. His Edgy Conversations© have turned hundreds of companies into rock-star businesses and the Wall Street Journal calls his blog one of the” Top 7 sales blogs” anywhere in the world. Leadership management Sales Management UncategorizedBREATHLESS BUSINESS. by Dan Waldschmidt. We’ve become a generation of “good enough” business leaders. We’ve traded a relentless focus on being extraordinary for the justification that we are following the rules. Nothing too risky. Nothing unexplained. Breathless business.

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

Sales and Management Blog

3 Detrimental Sales Coaching Mistakes. 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. .

Why the Deal Went Dark

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Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Buyer 90

Double Article Friday and the Death of All Selling Forever

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays! 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. Head over there for a great read! THEY DO NOT TODAY, NOR WILL THEY TOMORROW, BE USED INSTEAD OF SELLING!

A Sales Funnel…or a Sales Pipeline?

Pipeliner

Okay, this might seem to be a strange title for an article. But knowing the clear difference between a sales funnel and a sales pipeline can mean a great deal to your company, your sales organization and your salespeople—and greatly influence your choice of a CRM solution. The Sales Funnel We’ve all seen a funnel. […]. For Sales Pros Sales Management

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5 Classic Mistakes in New Hire Sales Training

Sales Benchmark Index

Article Corporate Strategy Sales Strategy new reps new sales on-boarding onboarding onboarding new sales reps sale talent sales sales training

Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. I 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. The Key to Powerful Sales Conversations. SALES MANAGEMENT.

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? 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.

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.

Expand the Reach of Your Sales Team with SDRs

Sales Benchmark Index

Article Marketing Strategy Sales Strategy heather young Sales Development Rep Sales Development Representative sales leads SDR SDR compensation SDR incentive SDR management SDR onboarding

The Sales Process of Least Resistance

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Article Sales Strategy SBI on Demand b2b buying journey b2b customer buyer buyer process sales operations sales process sales process adoption

What You Need to Know About Sales Enablement

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Article Sales Strategy

The Missing Piece to Sales Enablement Success

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Article Sales Strategy sales enablement sales enablement content

Will Adding More Sales Reps Help You Make Your Number?

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Article Sales Strategy

Sales 51

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. Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.”. After lead generation spending is slashed, sales continue for about three months as the pipeline is drained of opportunities. by James Obermayer. Does it make sense?

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

Understanding the Sales Force

I 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. It wasn't about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. It wasn't about sales recruiting and selection, sales pipeline or Baseline Selling. Why 4? Why not?

The Most Critical Mistake a Sales VP Can Make

Sales Benchmark Index

Article Corporate Strategy Sales Strategy firing rainmaker mark cuban quota sales sales manager walt disney worst sales decisions worst sales mistakes

Quota 56

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

Sales and Management Blog

Many will phrase it differently, but the underlying attitude, is passive and lacks a cohesive action plan that permeates sales at all levels. You may think this is only prevalent in simple, perhaps commoditized type of sales, not true. Tibor Shanto , Principal at Renbor Sales Solutions Inc., Uncategorized sales selling tibor shanto Don’t Wait For A Bone.

Buyer 91

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. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire. SALES 2.0

3 Critical Factors to Building a Sales Strategy for a Large Salesforce

Sales Benchmark Index

Article Sales Strategy

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. I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE. MOST COMMENTED ON ARTICLE. The article that received the most comments was on an Inc. Favorite?

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

Quota 65