Sales and Marketing Management
JULY 2, 2014
'Having a strong sales team that can deliver results is crucial to success. However, there are many factors that can cause a sales team to be ineffective. Anything from email bouncebacks to losing a lead because someone did not properly follow up can be frustrating for sales personnel.
SBI Growth
JULY 2, 2014
'How much time do you get to spend executing your sales strategy? You’ve set your vision for the sales force. At sales kickoff or quarterly business reviews, you reinforce your strategy. However, demands on your time mean you have to trust your leaders to execute. You can’t be everywhere at once. Sometimes, execution doesn’t happen how you envisioned.
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The Sales Hunter
JULY 2, 2014
'In my work with salespeople, I’ve noticed that there are some indicators if someone is genuinely a sales leader. I recently put together a visual that highlights 10 Physical Signs of a Sales Leader. This is a fun and insightful way to pinpoint the skills you are doing well — and the ones where you […].
Sales and Marketing Management
JULY 2, 2014
'Issue Date: 2014-07-01. Teaser: In her book, “Game Time: Learn to Talk Sports In 5 Minutes a Day for Business,” Seattle sports broadcaster Jen Mueller states that a lack of sports knowledge can cost you money. You don’t need to be able to break down Phil Jackson’s triangle offense, but knowing enough to realize that a fast break isn’t referencing a quick trip to the locker room is a good start.
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Understanding the Sales Force
JULY 2, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot. They use Objective Management Group''s (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Increase Sales
JULY 2, 2014
'Chaos sometimes appears to reign supreme especially for those in executive leadership, sales management and even more so for the solo entrepreneur (SOHO). The ability to increase sales is critical and yet the more sales, the more chaos and suddenly you feel like the hamster in the wheel, running and running without forward progress. One of the best friends for those experiencing this chaos is the 5 Star Model.
A Sales Guy
JULY 2, 2014
'Fifty years ago today, July 2nd 1964, then President Lyndon Johnson signed into law one of the most important pieces of legislation ever signed. It was the Civil Rights Act. It is truly astounding it took 190 years AFTER this sentence was penned to actually live to the creed. these truths to be self-evident, that all men are created equal , that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.
SBI
JULY 2, 2014
' The article that follows is a reprint from my column in the July Top Sales World magazine, the one online magazine I never miss. The July issue includes a number of articles I found to be quite interesting including but not limited to: Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen.
The Science and Art of Selling
JULY 2, 2014
'When people first think of selling, they get an unsatisfactory image of a car salesman. However, selling represents a critical business growth strategy that keeps businesses alive, keeps revenue coming in, and pays bills. So everybody to some extent depends on businesses performing good selling. A customer also needs a reason to buy. He needs to be told that the product or service solves his problem and does so effectively.
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Partners in Excellence
JULY 2, 2014
'Before my non-US followers get in an uproar, I’m not talking about the revenue type of turnover. I wanted to spend some time discussing sales rep turnover. I worry too many sales executives spend too little time understanding turnover and it’s impact on the organization. Even worse, are those leaders who tend to think of people as commodities, churning through people continuously (but those folks are probably not reading blogs like mine).
VuVan
JULY 2, 2014
'Would you believe me if I told you that there are actual benefits behind procrastination/procrastinating? Crazy statement, I know. The idea came to me after having a meeting with one of my clients who is an accomplished person and does much more than just his day job, but is also a thought leader, event coordinator, […].
Partners in Excellence
JULY 2, 2014
'It probably sounds like heresy to talk about “Good Revenue” and “Bad Revenue,” particularly when you’re struggling to make your numbers and everything seems good. But that’s just the point, understanding what “Good Revenue” is, focusing on finding it, minimizing our time chasing “Bad Revenue” makes achieving the numbers much easier!
Customer Centric Selling
JULY 2, 2014
'Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter. Most came far short of their numbers for the year.
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SalesLoft
JULY 2, 2014
Marketing automation is invaluable. It helps score and grade leads, run outbound email and drip campaigns, letting sales and marketing teams make educated decisions. It can also track links, build forms, and post on social. All of which can help your business thrive. But it was built for marketers. At its foundation it is a volume based approach. Once you start a campaign, having full control over each and every interaction is impossible.
SBI
JULY 2, 2014
' The article that follows is a reprint from my column in the July Top Sales World magazine, the one online magazine I never miss. The July issue includes a number of articles I found to be quite interesting including but not limited to: Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen.
Engage Selling
JULY 2, 2014
'You did it. You made the sale. The paperwork has gone through and you’re ready to move on to the next prospect and close yet another deal. Little do you know, making the sale was the easy part, maintaining a mutually beneficial relationship with your new client is where things start to get messy. One […].
Sales Evangelist
JULY 2, 2014
During this episode I am going to go a little personal and share something that I learned early on in my sales career as a novice seller. You see, when making prospecting calls I use to think that there were only two possible outcomes. Either the prospect was going to reject me with a no, […] The post TSE 053: At Least 1 of 4 Things You Should Get From EACH Prospecting Call!
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SugarCRM
JULY 2, 2014
'The post The Marketing Automation Sales Cycle appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.
Jonathan Farrington
JULY 2, 2014
'In case you haven’t heard, the July edition of Top Sales Magazine is now published. The big news this month is that we are moving from a monthly publication to a weekly one, from August: It will be lighter, more easily digestible, more dynamic, more succinct … in fact everything you want from the most popular sales magazine on the planet! So what is in this collector’s final edition?
Jonathan Farrington
JULY 2, 2014
'As a young man obsessed with driving rapid sports cars (often far too rapidly) I considered myself fortunate to have my very own mechanic, who would regularly tune my latest “beast” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened, not unlike the way a master piano-tuner listens.
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