New sales managers. Congratulations! You’ve done it! You have crossed over! You are now a sales manager. So, what do you do now? Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. The mountains of paperwork about HR concerns and other administrative requirements take most new sales managers back a step or two. MORE
SBI Growth
JULY 27, 2016
SBI recently spoke with Todd Skiles, the senior vice president of sales at Ryder. Ryder is a Fortune 500 company in the commercial fleet management and supply chain solutions business with approximately $6.5 billion in annual revenue. Todd leads the.
Increase Sales
JULY 27, 2016
One of the results of this blog and my LinkedIn Pulse postings is the request to do podcasts from other sales experts to entrepreneurs. These interactions usually are around specific sales questions that the listeners may find of interest. Credit www.gratisography.com. Having over four decades of sales experience, asking asking questions that no one else has asked is something I do fairly consistently.
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Sales Training Connection
JULY 27, 2016
New sales managers. Congratulations! You’ve done it! You have crossed over! You are now a sales manager. So, what do you do now? Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. The mountains of paperwork about HR concerns and other administrative requirements take most new sales managers back a step or two.
Customer Centric Selling
JULY 27, 2016
Sales Tips: Death of Product Differentiators. By John Holland, Chief Content Officer, CustomerCentric Selling®. Rita Gunther McGrath is a professor at the Columbia Business School. A few years ago her book The End of Competitive Advantage espoused the thought that shrinking product development times and shorter product life cycles make it unreasonable for vendors to enjoy long-term product advantages.
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Close
JULY 27, 2016
Commissions. Quotas. Competition. There are plenty of stress triggering factors in the daily life of a salesperson. By nature, salespeople are put in situations that create a high-stress environment.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 27, 2016
Somehow I get involved in lots of conversations about micromanaging. These conversations always have the same pattern. It’s an individual contributor talking about their manager, or a manager talking about a more senior manager—it goes all the way up the food chain, I recently heard of a CEO of a multi-billion organization approving every request for travel and expenditures over $100.
The Brooks Group
JULY 27, 2016
Would you stand in front of a truck for your boss? Probably not, especially one moving at high speeds. But if you see metaphorical truth in that statement, then you are one of the lucky few. Our best (and worst!) bosses leave important footprints in our lives and on our careers. As with great coaches, top sales leaders make a difference. Contrarily, many “rookie” sales managers remain rookie throughout their entire career.
Cincom Smart Selling
JULY 27, 2016
Distributing product through multiple channels means accommodating multiple sets of needs, competence levels and knowledge. Each channel is unique to some degree, and that means each channel has unique requirements as well. Discerning the nature of those requirements requires visibility into the individual sales channels. Different sales partners typically address different market segments.
BrainShark
JULY 27, 2016
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Hyper-Connected Selling
JULY 27, 2016
The post Move with a Quickness appeared first on David J.P. Fisher.
Jonathan Farrington
JULY 27, 2016
I have been thinking a lot about this recently – the differences between so called “specialists” and the alternative, which must logically be “generalists” It is easy to imagine what a specialist is; someone who is perceived to be if not an expert, then certainly someone who is focused; has chosen to focus on one […].
Partners in Excellence
JULY 27, 2016
I tend to look to the approaches sales and marketing experts and automation suppliers as representative of preferred and best practices in sales and marketing. After all, they are the experts in driving effective, efficient, and impactful engagement with prospects and customers. It seems one would be well served by understanding what these people do as “best practices” in representing their own products and services, then adapting them to our own approaches to prospecting, engaging,
SalesLoft
JULY 27, 2016
The availability of data in today’s world is breathtaking. We have tools to gather and parse sales metrics, deliver them in beautiful interfaces , and view them on desktop or mobile at a moment’s notice. But such high volume isn’t without it’s drawbacks. If you’ve ever heard the phrase “measuring everything leads to measuring nothing,” you know exactly what I mean.
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
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