Wed.Mar 14, 2012

Trending Sources

Sales force turnover – a problem that demands addressing

Sales Training Connection

Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is left uncovered for several months? How will the customer’s perception change as there is sales rep “churn” in serving the account? Bottom line – sales rep turnover matters. Review hiring practices. Career development.

Sales 76

Act the Part to Become the Part

Sales and Management Blog

I often hear complaints from both new and experienced sellers that they don’t know how to become successful. . The key questions is always, “what do I need to do to become successful?”. When I ask, most say that they have some very successful sellers in their company, while others indicate that although they may not have any high production sellers in their office, they still know at least one highly successful seller that they are in regular contact with regularly. Seldom do I run into a seller that is satisfied with that answer.  And they wonder why they’re not successful?

ACT 48

Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

Increase Sales

The last several years have been difficult for the vast majority of businesses.  It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them. Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale.  Facebook: [link].

Sales 41

Why Salespeople Fail – Plus a Free Sales Health Check

Jonathan Farrington

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high? This really means – how strong are their selling skills? Hopefully you can say yes!

Sales 39

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

More Trending

10 CRM Trends to Watch

The 1to1 Media Blog

CRM is in the spotlight. According to a recent Gartner survey of CEOs, respondents rated CRM as a top priority in terms of avenues for growth, followed by e-commerce. Similarly, Gartner found that increasing customer acquisition, customer satisfaction, and revenue are the top three CRM goals for 2012. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Strategy Social Media crmtrends customerexperience customerselfservice mobilecustomerstrategy socialmedia

Matching Your Needs to Your Sales Trainer

Dave Stein's Blog

Note: This blog post was written by Al Case, ESR’s Principal Analyst and Research Fellow. Selecting the best sales training provider for your company’s needs isn’t easy. In simple terms, it’s a matter of finding the provider at the intersection of a number of critical learning areas. Then ESR began to see a shift. Sales skills subject areas. Target company/sales force size. 

Sales 24

How to Know the Sales Person You are Interviewing is a Superstar

A Sales Guy

You want to upgrade your sales team, either because someone or somebodies didn’t work out or because your growing and could use some more sales power. Either way, if your adding a new sales person, you are upgrading your team. You wouldn’t hire someone worse or less impressive than the last person OR the existing team, would you? Let me help you a little on this one. If you are hiring, the goal had better be to upgrade. So then, how do you know if the person you are hiring is a superstar? There you are, you and the candidate sitting across from each other. Game on! Creativity.

Sales 23

Refusing To Be An Imposter.

Dan Waldschmidt

We all want to be something that we’re not. At least, that’s how we’re talked to by advertisers, coaches, and business experts. According to the pros, you’re better off being an imposter than relentlessly pursuing bold ideas. You’re told that: It’s better to be rich then build relationships. It’s better to “get yours first”  rather than give happiness to others. It’s better to smile but hurt inside than to cry but heal. We’re told that we need to be what everyone else thinks we should be. Not who we really are right now.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Picking Up Your End of the Stick

The Sales Blog

Picking Up Your End of the Stick is a post from: The Sales Blog | S. Anthony Iannarino. There are a lot of people that help and support you at work. They pick up their end of the stick, and they expect you to pick up your end of the stick. Your sales leadership and your sales management support your efforts. They support you by teaching you, training you, coaching you, and sometimes by helping you win deals. By doing so, they are picking up their end of the stick. Your operations team keeps the promises that you make. They execute for your clients. Their good work makes you look like a star.

Customer Experience Isn't the Only Thing; It's Everything

The 1to1 Media Blog

Is your customer experience where it needs to be? If not, your business may be missing valuable opportunities to boost customer satisfaction and improve retention. Worse yet, you may soon be facing critical problems. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Experience Customer Loyalty Customer Service Customer Strategy Gartner & 1to1 Media CRM Excellence Awards customerexperience customerstrategy gartner1to1mediacrmexcellenceawards

Luck of the Irish

Empowered Sales

The luck of the Irish is a common refrain as we prepare to celebrate St. Patrick’s Day.  Possibly, the most widely celebrated saint’s day, St. Patrick’s Day dates back to 1783; a couple of decades after my ancestor’s moved to the middle colonies, of what would become the United States of America. Sales Training. Origin of the phrase, the luck of the Irish , remains unclear.

Gartner's Scott Nelson: Shifting From CRM as a Band-Aid to CRM as a Strategy

The 1to1 Media Blog

CRM as a concept has been around for a long time. And many firms have undertaken not just one, but several, CRM initiatives. As such, Gartner has looked at how CRM evolves and developed generational models that explain the changes in thinking and emphasis that we see. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Strategy Gartner & 1to1 Media CRM Excellence Awards crm customerstrategy gartner1to1mediacrmexcellenceawards

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Help Cure PPCD

The Pipeline

PPCD is an affliction suffered by many sellers, some are aware they suffer from it, others are not. Left unaddressed PPCD kills sales and bring danger to many companies whose top and bottom line have been negatively affected by this scourge. The good news is that when detected, it can be addressed, treated, and positive gains can be had moving forward.  But as with most of these type of killers, it needs to be detected, and then the victim has to accept the diagnosis, and be willing to take steps to cure PPCD.  Read On… What’s in Your Pipeline? Tibor Shanto. Sales 2.0

The 3 Social Media Tools You Can’t Live Without (+6 More!)

Productivity and Motivational Tips for Inside Sale

It’s only when I travel to hot spots such as Pierron, IL, or Wilmington, DE, or Allen, TX, that I remember I live in San Francisco. You know — the city where you can walk down one street and decide  whether you are going to have  Burmese, Ethiopian, Japanese, or Spanish tapas for dinner. But food isn’t all that is booming in my town. ” “No problem!” “Good.

Are You Forgetting to Ask These Questions?

Jill Konrath's Fresh Sales Strategies Blog

Tibor Shanto , CEO of Renbor Sales Solutions and co-author of SHifT (a book on trigger events), shares how his own expertise actually hurt his sales success. It's hard to believe that you can be too smart in this business, but as you'll soon discover, it can happen. When I first started out in sales, like many, I was more ego-driven than knowledge or experience based. blamed it on "stupid client."

Illuminate and Dust Off Your Sales Force

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Have you ever noticed that the inside of your car can appear perfectly clean and then, if the sun hits the dashboard just right, all of the glass and plastic windows, radio, navigation, dials and displays are filthy dirty with dust? Have you ever noticed the same thing in your home, apartment or office? But it was there. You can't see them. You see it.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

By: The Sales Association Launches SalesProCentral

Julie Hansen's Sales Blog

[.] the sales industry’s key thought leaders including Nancy Nardin, Jill Konrath, Lori Richardson, Julie Hansen, Colleen Francis, Brian Vellmure, Miles Austin, Rick Schwartz, Dave Kurlan, and many

Focus.com 2012 Technology Marketers Handbook

Sales Addiction

There are always great discussions going on at Focus.com. They’ve just released their 2012 Technology Marketers Handbook. Aside from the fact that I’m one of the contributors to the report, it’s a good read. Check it out. View this document on Scribd. Content Marketing Marketing content marketing Focus.com linkedin marketing Marketing Technology Rick Schwartz

Illuminate your Sales Force and Dust it Off

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Have you ever noticed that the inside of your car can appear perfectly clean and then, if the sun hits the dashboard just right, all of the glass and plastic windows - to the radio, navigation, dials and displays - are filthy dirty with dust? Have you ever noticed the exact same thing in your home, apartment or office? The air looks perfect but if the some comes through - early in the morning or late in the day - it suddenly illuminates billions are tiny dust particles that you didn't know existed? It's the illumination factor I want to talk about.

Never Forget to Ask Follow-Up Questions

Jill Konrath's Fresh Sales Strategies Blog

Today Tibor Shanto , CEO of Renbor Sales Solutions and co-author of SHifT (a book on trigger events), shares how his own expertise actually hurt his sales success. It's hard to believe that you can be too smart in this business, but as you'll soon discover, it can happen. When I first started out in sales, like many, I was more ego-driven than knowledge or experience based. Of course I didn't.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.