Tue.Jul 26, 2016

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What Sales Managers Do That Make Them So Ineffective

Understanding the Sales Force

Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. In addition to me, he has been coached in some capacity by approximately 15 other baseball coaches with varying degrees of effectiveness.

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10 Things Salespeople Need to Do to Save Time

The Sales Hunter

The most valuable asset any salesperson has is their time. It’s not what they sell or the customers they sell to; it’s their time. How we use our time is what will make a much bigger impact on our success than nearly anything else. Below are 10 things you must be doing to help save your […].

Customer 151
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Market Research: How to Understand Your Playing Field

SBI Growth

Market research is mission critical to winning in the market place, and against your competition. It should influence your overall sales strategy, and govern how you allocate your resources.

Research 120
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Use These 2 Examples To Uncover Prospect Needs

MTD Sales Training

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. But the truth is that this can bog you down into thinking you’ve got to vary your questioning type and it can lead to confusion and a lack of flow in the conversation.

Examples 120
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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How to Avoid Wasting 75% of Your Marketing Spend

Pointclear

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. With so little follow-up, they’re reaching, on average, only 25% of available buyers. This means that 75% of the marketing dollars spent on lead generation are wasted. Why it’s Important. “If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”.

Marketing 109

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Business Productivity Close

Tom Hopkins

Business productivity is a great topic to include in your sales presentations. Who doesn’t want their staff members to be more productive? With some products such as software, increasing productivity is a given–after the learning curve has been completed with training. However, with other products, it may not be so obvious that they’ll positively impact […].

Closing 60
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Sales Leadership Dysfunction — Dysfunctional Compensation Plans

Partners in Excellence

My last post inn this series was “ Super Hero Sales Managers.” I hesitated for a moment discussing this topic–sales compensation plans. In many ways, it’s a No-Win discussion. I can barely scratch the surface on this topic, sales people, sales executives, and non sales executives invovled in compensation are likely to be unhappy.

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The Easiest Sales Metrics You Should be Tracking

SalesLoft

Sales metrics may be a new trend for departments like marketing and service, but measuring analytbegiics is nothing new to data-driven sales teams. They’re no stranger to the importance of capturing and analyzing the effectiveness of their daily actions and activities. Everything from time spent on the phone a day to the size of that most-wanted whale opportunity, sales metrics are to sales teams as vitals are to a surgeon.

eBook 52
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Fitbit or Sellbit?

Engage Selling

If more sellers embraced their sales day with the same vigour that they embraced their 10,000 step Fitbit challenges there would be a heck of a lot more companies accelerating revenue this year.

Revenue 48
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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3 Tips to Sound More Natural on Your Sales Calls

Sales Gravy

Sometimes you have to “fake it till you make it”. Meaning, if you’re nervous before a sales call, so be it. Just don’t let the prospect know. This is a problem all sales reps at one time or another have had to conquer.

Sales 40
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You Know You’re a Sales Compensation Consultant When

OpenSymmetry

An inside look of what it’s like to be a sales compensation consultant. Many people don’t know what it’s like to work as a sales compensation consultant. We asked our team to share their own perspective of a traveling sales comp professional. Here’s what they came up with: You know you’re a sales compensation consultant when…. … your subconscious is your friend; you wake up knowing a solution you’d spent hours on the night before. .