The Sales Hunter

OCTOBER 10, 2014

'Everyone talks about the need to create more value for customers, but one element that gets left out far too often is the element of time. Time is an incredible asset for any salesperson and, for that matter, for the customer. The one who leverages time the best is going to be the one […].

Discount 227

Discount Consultative Selling Selling Skills Closing 227

Increase Sales

OCTOBER 10, 2014

'Are you making your small business growth harder than it could be? Maybe you may wish to consider Socrates Three Filters as a small business growth behavior. Socrates as many know was a Greek philosopher. He was the originator of the Socratic dialogue that works especially well in relationship selling. Behind this structured conversation, Socrates applied these three filters to his response and in doing so grew himself and others.

Small Business 137

Small Business Small Business Social Media Facebook 137

Sales Training Connection

OCTOBER 10, 2014

'Motivating sales reps. Motivating sales reps is a key responsibility of every sales manager. How can they motivate their sales teams effectively? Newton and Davis recently shared several factors that help improve the effectiveness of an organization. Two struck us as really important for sales managers. Autonomy. We’ve written about the importance of sales managers not micro-managing.

Sales Management 100

Sales Management Motivation Face-to-face Research 100

Engage Selling

OCTOBER 10, 2014

'My new book Nonstop Sales Boom is now available! Learn key strategies to create continuous sales growth and success!

Conversion 76

Conversion Sales Strategy 76

Advertiser: ZoomInfo

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.

Sales Cycle

The ROI Guy

OCTOBER 10, 2014

'Many of your sales reps struggle to meet their quota. In an environment where sales leaders must use existing resources to drive profitable revenue growth, sales teams are burdened to "do more with less." Moreover, customers indicate that they are not getting what they need, so they are choosing to delay purchase decisions, disengage, and "go it alone.

Customer 45

Customer Quota Resources Revenue 45

Hyper-Connected Selling

OCTOBER 10, 2014

I was catching up with my friend Ian yesterday and our conversation turned philosophical (as it usually does when we are sharing a few craft beers). At one point he asked, “Do you think that American society is on the path to solving its problems, or are we not even asking the right questions ?” This morning I’m thinking about how that same distinction can apply to us as individuals.

Face-to-face 40

Face-to-face Networking Coaching Examples 40

Sales Gravy

OCTOBER 10, 2014

The key to successfully checking in with your prospect is to ask a tie down that engages your prospect and elicits some kind of response. What that means is that you must ask a question that is more open-ended and sometimes even a little assumptive.

How To 40

How To Prospecting 40

Sales Gravy

OCTOBER 10, 2014

In the chaos of daily priorities managers often forget their most important responsibility: Developing their people. Overlooking this core leadership imperative sub-optimizes the performance of their team.

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