Sales and Marketing Management

FEBRUARY 12, 2016

Issue Date: 2016-02-12. Author: Greta Roberts, CEO, Talent Analytics, Corp. Teaser: It’s possible (even easy) to measure and predict sales reps natural abilities before you hire them. When considering why sales reps struggle in a solution sales rep role, consider that it might be the person selling before spending time and money on training that will have little or no impact.

Hiring 166

Hiring Analytics Training Sales 166

DiscoverOrg Sales

FEBRUARY 12, 2016

I’m not sure where this metaphor came from. Perhaps I was working late one night, slightly delirious from the computer’s mesmerizing dance of pixel-flickering, combined with a gnawing hunger. Perhaps my subconscious provided me with the background music of a Mariachi band. Or maybe it was a friend obsessing over the creation of their own Mexican wrestling masks.

Hiring 131

Hiring Decision Maker Sales Cycle Vendor 131

Mr. Inside Sales

FEBRUARY 12, 2016

You hear it all the time: “I/we can’t do anything now because the (fill in the blank with market or economy, or company, or industry, or budget, etc.) is down.”. And the crazy thing is that sales reps actually buy into that objection! I guess if you’re not prepared to overcome it with a good script, and you keep getting it day in and day out, you’re susceptible to buying into it.

Objections 127

Objections Industry Marketing Face-to-face 127

The Sales Hunter

FEBRUARY 12, 2016

If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. Anyone can lead a team when things are going well. The mark of a great leader is how they lead when things are […].

Leads 115

Leads Marketing Qualified Lead Sales Sales Leadership 115

Speaker: James Kahler, COO of Full Course

Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.

Opportunity

Increase Sales

FEBRUARY 12, 2016

How many times have you heard this question within the first few minutes of talking to a new sales lead? “How much will this cost?” What this question has revealed beyond your own internal negative reactions is a leadership mindset of scarcity. Decision makers who are forward thinking leaders do not bring cost up within the first few moments.

Decision Maker 75

Decision Maker Ideal Customer Profile Promotion Call-back 75

Customer Centric Selling

FEBRUARY 12, 2016

Sales Tips: Sales Doesn't Need More Product Experts. By John Holland, Chief Content Officer, CustomerCentric Selling®. Salespeople are expected to be product experts, but senior executives have neither the time nor inclination to acquire significant amounts of product knowledge. They’re busy and simply want to understand the potential value that can be realized with a product or service.

Hiring 48

Hiring Proposal Buying Cycle Discount 48

Engage Selling

FEBRUARY 12, 2016

Setting goals is supposed to move your business forward. Making this mistake, however, will more than likely lead to your sales members leaving your company! Have you picked up your copy Nonstop Sales Boom yet? Gain valuable sales leadership insights to move your business forward.

Sales Leadership 48

Sales Leadership Sales Leads Marketing Qualified Lead 48