Sales and Marketing Management
MARCH 2, 2015
'Issue Date: 2015-03-02. Author: Randy Sabourin. Teaser: The odds of a sales reps using the sales training he receives is very low despite the quality of the content or will of the participants. At least Schrodinger’s Cat had a 50/50 chance of success when we look into the box. It seems like the answer to have sales training that sticks is practice.
Understanding the Sales Force
MARCH 2, 2015
'Copyright: 123RF Stock Photo. The salesperson who cold-called me gets kudos for, well, cold-calling me and getting through. Unfortunately, it all went downhill from there. She said she was calling from Charter Business and wanted to talk about phone and internet. I told her that we were all set and that''s when it got interesting.
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Increase Sales
MARCH 2, 2015
'We all have those “Ah $h*t” moments in business. Suddenly we recognize the missed opportunities and the financial impact from those events. No where is this recognition more visible and audible than in the strategic planning process. Currently I am facilitating a strategic planning session for three small business owners with sales ranging from $500,000 to $5 million.
A Sales Guy
MARCH 2, 2015
'We did our first episode of The Word on Thursday. It was sick. We had so much fun. Our guest was Dan Waldschmidt author of Edgy Conversations. The topic was what sales people are missing. We broke down the key traits we think sales people need more of and why it affects sales. We talked about being great, and why too many people don’t aspire to greatness.
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Sales Training Connection
MARCH 2, 2015
'Sales coaching. One frequently asked question is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? Fortunately that question has been answered. The answer is – focus on the 60% of the salespeople that are in the middle of the performance curve. While the above answer is widely accepted, it does not mean that coaching top sales performers should be totally neglected.
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Hyper-Connected Selling
MARCH 2, 2015
Music has always been a huge influence on my life, but science fiction has always been right next to it. My childhood was shaped by big screen adventures such as Star Wars and Star Trek. I was sad when I heard of Leonard Nimoy’s passing last week. (I might have shed a few tears.). It also made me think about why stories of the future – near and far – have always had such an impact on me.
The Pipeline
MARCH 2, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I see a lot of sales organizations and individuals succeed despite what the experts tell them. Mostly because they know better than to follow the crowd, and are willing to try the unconventional. When told “you can’t do that!” They respond by asking “Why?” rather than “OK”, and moving on (usually to the sideline).
Jonathan Farrington
MARCH 2, 2015
'Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they can create.
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