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How to Construct the Perfect Target List

Sales Benchmark Index

After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. Segmenting your accounts is an important first step in any Sales plan. They can be measured only after a few sales interactions. Customers with a higher propensity to buy have a shorter sales cycle. It’s that time again.

How to Construct the Perfect Target List

Sales Benchmark Index

After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. Segmenting your accounts is an important first step in any Sales plan. They can be measured only after a few sales interactions. Customers with a higher propensity to buy have a shorter sales cycle. It’s that time again.

Construct Your Own Action Plan to Increase Sales Part 1 of 4 Parts

Increase Sales

Before constructing an action plan to increase sales, consider the sage words of President Eisenhower: “Plans are worthless; planning is everything.” ” Your sales success is just as much about planning (thinking) as doing. Your action plan to increase sales begins with assessing your: Sales process. Market place. Ideal customer.

Constructing Insight

Partners in Excellence

Sales is impatient for marketing to deliver their polished presentations, then they rehearse diligently to create commercial teaching. We don’t deliver Insight, we Construct Insight. We cannot do it in isolation, but have to construct Insight collaboratively with our customers. We have to work with the customer in constructing the Insight. We know what that is.

The Leadership Playbook: Three Rules for Constructive Conflict

The Sales Blog

When you have constructive conflict and disagree about what is right, you get a chance to explore new ideas, even ideas that make some people uncomfortable. But constructive conflict needs to be done in a way that is safe and beneficial to the organization. Don’t blame people for mistakes, problems, or challenges : A personal review is something different from constructive conflict, even though it might include some constructive conflict. Constructive conflict is necessary, and it’s incredibly valuable when done well. Sales 3.0

Construct A Winning Sales Resume

Sales Tips & Techniques

An increasing number of questions have been directed towards me from people looking to gear their resume towards a job in the sales industry. Read full story → Hiring Salespeople

Keeping Up the Property Value of Your Very Fine (Sales) House


We have all heard that Sales is in the middle of a huge transformation, focused on buyers, their concerns, their worries, and their patterns. While all of this new construction is [.] The post Keeping Up the Property Value of Your Very Fine (Sales) House appeared first on Pipeliner CRM Blog. Sales Effectiveness

Your Competitive Advantage: Fluency in the Language of Business Finance


And yet, constructing a Business Case that demonstrates positive impact on a key financial ratio can win the [.] Sales EffectivenessEnterprise salespeople selling big spend, high impact solutions MUST SPEAK THE LANGUAGE OF BUSINESS FINANCE. I know I’m shouting, but I’ve been at this long enough to know that this is an area that salespeople flee from.

Imagine This Truly Forward Thinking Sales Kick Off Meeting

Increase Sales

Sales managers and SMB owners are scrambling to schedule their next Sales Kick Off meeting. One the screen is the predetermined annual sales goal broken down into quarterly goals based upon the last five years of sales per quarter. Note: This is a working sales kick off meeting. A new quarter is quickly approaching. What would happen if the following took place?

Top 10 Sales Coaching Quotes

Steven Rosen

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. Below you will find 10 Sales Coaching Quotes that I find insightful and inspirational. What do you coach?

Value Articulation Maybe Your Only Sales Obstacle

Increase Sales

Simplicity for top sales performers is to remove every sales obstacle before it becomes an impediment to a successful sale. So, I was not surprised of these findings regarding this sales obstacle of value articulation: For the last four years, sales leaders agreed the number one barrier preventing sales quota achievement is the inability for salespeople to articulate value.

B2B sales – is more better?

Sales Training Connection

The professors constructed six persuasive scenarios and had hundreds of undergraduates read the scenarios and play the buyers role. But the study was about B2C sales. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. A myth that is still being repeated time and time again even in B2B sales.

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10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales Training Connection

The same is true of sales managers. If you believe front-line sales managers are the key to a team’s sales success – and we do – the end of Q1 is a good time to look at what’s working, what isn’t working and why. Finding the right time and approach for asking these questions in a way that invites constructive and candid responses is critical.”.

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. 7 Signs Your Sales Rep Should Be Promoted: Making the Number Properly : Ultimately, fulfilling your sales job description is exceeding your quota.

6 traps successful women avoid in b2b sales

Sales Training Connection

Successful Women in B2B Sales. These women toot their own horns – they don’t wait for their customers or their colleagues to recognize their sales successes. From closing a large complex sale to completing a successful product implementation, successful female salespeople promote their successes. They focus on the substance of the issue and how to constructively fix it.

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The Sales Fools Who Multitask

Increase Sales

How many multitasking sales behaviors are you demonstrating in your SMB world? Are many of those multitasking behaviors connected to your desire to increase sales? Believe it or not the human brain is not constructed to multitask. The importance of stopping the multitasking in sales is essential. To increase sales demands concentration and clarity. Radio 1:27.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Tweet Sales calls are conversational journeys. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects?

You May Wish to Add this to Your Sales Fact Finding Process

Increase Sales

Most sales training programs look to the sales fact finding process. This process usually involves asking open ended questions as well as doing some research before actually meeting with the sales lead or prospect. With its recent sale to Microsoft what was available for free such as advanced search now is only available through the paid subscription service. This clarity can support further sales efforts including prospecting to keeping loyal customers loyal. Possibly any SMB may wish to begin to construct their own social history through their CRM.

Pipeliner CRM Case Study: S. Sterling Company


Sterling Company of Atlanta, Georgia is a sales and distribution firm representing electrical component suppliers to U.S. Clients include Airstream, Volvo Construction Equipment, Blue Bird Body Co., […]. vehicle and equipment manufacturers throughout a 14-state region including the South, Southeast, and Midwest. The post Pipeliner CRM Case Study: S. Our Case Studies

Top Sales Performers Remember to Spin Their Hats

Increase Sales

Sales is not a one dimensional role. Top sales performers understand how their roles must change to adapt to the sales conversations. Years ago during a sales training workshop, I listened to Dr. David Mutchler (co-author of Fail-Safe Leadership ) described the sales process as one of facilitation. Consultative sales is a relatively new term to sales.

The Dark Side of Sales–It Ain’t Going Away

Sales and Management Blog

I would like to think that we are making great strides in moving the sales profession to higher ethical standards, and in many industries I think we are. Yet there are still many, such as the funeral industry, the automobile industry, some areas of financial services, construction and remodeling, and others, where a good many sellers find it more profitable to manipulate, lie, and cheat than to sell ethically. Uncategorized sales selling My father passed away in 1979. I went with my mother to the funeral home to help her make the arrangements for my father’s funeral.

Sales managers – it’s time to assess your performance and adapt!

Sales Training Connection

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look. Sales managers are starting the new year setting sales goals and reviewing their territories for opportunities. least time?

Sales Management Simplified Good Advice for Entrepreneurs

Increase Sales

businesses are managed by single office/home office entrepreneurs (SOHO), these crazy busy small business owners might think this book Sales Management Simplified by Mike Weinberg is not for them. What a huge mistake they would be making if they passed up this excellent book on sales written for them as well as those officially in sales management. For 97.7% of all U.S.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. To “ooch” is to construct small experiments to test one’s hypothesis. I’m sure that there are many ways that ooching can come into play in our marketing and sales strategies. W iden your options beyond ‘This OR That’.

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Sales role plays – do them right then they work

Sales Training Connection

Sales role plays. From time to time we hear disparaging words about the use of role-plays in sales training programs. Here are some fundamentals for designing sales role-plays that will create an experience that will be well received by salespeople and sales managers – provide a platform for real behavior change. Who are these top sales performers? Good feedback.

The Six Skills of Great Sales VPs

Sales Benchmark Index

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. However, we frequently see Sales VPs still stuck in the sales manager mindset. His team flounders. Summary.

5 Steps to an Effective Sales Strategy

Sales Benchmark Index

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. We will then help prioritize sales initiatives your leadership team will execute. Common Signs of Poor Sales Strategy. Inspect what you expect!

Sales Leadership The Talent of Correcting Others

Increase Sales

Some might not appreciate how this sales leadership talent of correcting others fits within their role of selling. So what does this talent look like in sales and business through a behavioral perspective? ” Did you notice several key words within this sales leadership talent? As top sales performers, are not these other behaviors present? Evaluate ? Empathetic ?

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

Sales Tips: Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities. Sales losses are hard. Sales teams often feel as though they’ve given their best proposal, their best price, their best value proposition. Sales Effectiveness: How effective was the sales approach in convincing the buyer that their offering was better than that of the competitor’s?

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What Defines a Truly Great Sales Manager?

Jonathan Farrington

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. Information coming to Sales Managers is of all kinds – from verifiable facts to rumor. Having both the desire and the ability to ornate and develop constructive ideas. • A sales manager may or may not be an outstanding salesperson. Judgment. Communication.

Get the Right People on Your Sales Team

Dave Stein's Blog

It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement. Based on my experience helping companies hire sales talent over the years, I believe that somewhere between 20% and 33% of salespeople do not have the capabilities to be successful at their jobs.

Sales Leadership The Talent of Realistic Personal Goal Setting

Increase Sales

Sales leadership is truly about leading yourself first. This inconsistency helps to account for the inability to increase sales. When working with clients, I use the Results Tool (as constructed by myself and Laura Novakowski ). P.S. Each remaining Tuesday in 2012, one sales leadership talent will be featured based upon the past blog “ Selling Is Not the Problem.”

Riddle Me This Please Sales Leaders…

Bernadette McClelland

If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questions with a purpose. Here are a few different categories of questions found in any good coaching manual and from my own experience as someone with a Diploma in all things coaching – business and personal, past sales and business coach for APAC for Anthony Robbins, and Board Certified from USA, I can vouch for these questions contributing to some pretty powerful outcomes. Here’s a riddle for you? What are we?

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. With that thought in mind, the sales training initiative should be viewed as a process not a single event. .

Sales And The Zombie Apocalypse

Partners in Excellence

Recently, I was having a conversation with Robert Racine about the state of sales management. During the discussion, he mentioned, almost in passing, that too many Sales Managers are becoming Zombies–that is acting purely on autopilot, rather than thinking, evaluating, engaging. But something has changed in selling. It may be the systems, tools, processes we put in place.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. In some cases the sales team uses the QBR as an open forum to ambush marketing. Marketing becomes the human piñata for all sales complaints. Offer solutions.

[Message to Management]: 14 Things Top Sales Managers Do

No More Cold Calling

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue. What separates a great sales manager from the rest?

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. It is one thing to need sales training. to your offer.

What Are Your Action Plans to Increase Sales?

Increase Sales

Many small businesses have a sales action plan and some of the more forward thinking have a strategic action plan. Successful organizations understand they must align several action plans to increase sales. Sales Training Coaching Tip: An effective action plan is reinforced by written WAY SMART goals. Then comes the marketing plan followed by the sales action plan.

So How Do You Develop A First Class Sales Team?

Jonathan Farrington

The primary objective of a professional Sales Manager has to be: “ To achieve consistently superior results through the performance of every key individual.”. Yesterday I provided you with an opportunity to complete the “Sales Manager’s Health Check” – if you missed that post, do simply scroll down. The Acid Test: When thinking about your own sales force …. .