Understanding the Sales Force

FEBRUARY 3, 2016

Recently, a number of readers asked me to review two articles which they thought were right up my alley. Apparently they thirst for one of my specialties - poking holes in articles that are just plain wrong about hiring salespeople. It's not that I enjoy ripping articles apart, it's just that I don't have any tolerance for authors who either don't know what they are talking about, don't have any science backing them up, or use examples that can't be replicated across industries, markets and geog

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Hiring Industry Examples Marketing 160

Increase Sales

FEBRUARY 3, 2016

Leadership is very much like the buying and selling process. To be bought as a leader, the leader requires understanding why he or she should be bought by each follower. If the leader is not bought, possibly he or she failed to answer these five (5) unasked leadership questions? #1 Why – Why You as the Leader? Why should the follow buy you? For some this could be 30 years of leadership expertise, experience to even your ethics and values. #2 Why – Why Me as the Follower?

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Decision Maker Energy Twitter Facebook 90

Paul Cherry's Top Sales Techniques

FEBRUARY 3, 2016

Stop wasting your customer’s time. As a sales training consultant, during the discovery process, when trying to qualify a sales opportunity, I’m shocked by the number of times salespeople mention “wasting time” to customers. “I don’t want to waste your time.” “I don’t want to waste my time.” What do our customers think? Let me share a personal experience from a customer’s point-of-view.

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Software Software Opportunity Training 61

SalesLoft

FEBRUARY 3, 2016

Mindfulness is a psychological trend that’s quickly making its way over to the sales industry. Mindfulness is the scientifically-backed notion of simply being mindful of your personality, communication traits, and how others respond to your ways of communicating. Seems like a no-brainer — but it actually takes a real effort to insert mindfulness into daily conversations such as your sales calls and emails.

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Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Mindtickle

FEBRUARY 3, 2016

Back in the early 80s, psychologist Howard Gardner of Harvard University claimed to have identified the following seven types of intelligences: Visuo-spatial. Bodily-kinesthetic. Musical. Interpersonal. Intrapersonal. Linguistic. Logical-mathematical. Gardner’s theory of multiple intelligences is the basis of the concept of everyone having their own learning style.

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Hoovers Education Benefit Survey 52

Mindtickle

FEBRUARY 3, 2016

Back in the early 80s, psychologist Howard Gardner of Harvard University claimed to have identified the following seven types of intelligences: Visuo-spatial. Bodily-kinesthetic. Musical. Interpersonal. Intrapersonal. Linguistic. Logical-mathematical. Gardner’s theory of multiple intelligences is the basis of the concept of everyone having their own learning style.

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Hoovers Education Benefit Survey 52

The Brooks Group

FEBRUARY 3, 2016

According to Bridge Group Research , there is a minimum 20% annual turnover in Sales (up to 34% if you include both voluntary + involuntary.). With top talent comes a flight risk, but the risk of losing top performing salespeople is especially high, since in general, they tend to be independent self-starters who have trouble sitting still for too long.

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Hiring How To Motivation Incentives 45

Mindtickle

FEBRUARY 3, 2016

Today’s sales training is rapidly moving away from live on-site seminars and classes. Online sales training eliminates the need to gather your sales team in one place. Training materials can be delivered to your sales reps directly on their computers and mobile devices. If your company is looking at investing in an online sales training platform, here are four things that you should consider.

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Training Distribution Hiring Study 40

Sales Evangelist

FEBRUARY 3, 2016

As I watched Superbowl 50 I was able to glean some very fundamental lessons which tied back to sales and marketing. During this episode I share those principles and offer a little elaboration. Here are the points. People love to be entertained: As an entrepreneur or salesperson, you need to have something that is going […] The post TSE 258: 5 Things I Learned From Superbowl 50 appeared first on The Sales Evangelist.

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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Mindtickle

FEBRUARY 3, 2016

Today’s sales training is rapidly moving away from live on-site seminars and classes. Online sales training eliminates the need to gather your sales team in one place. Training materials can be delivered to your sales reps directly on their computers and mobile devices. If your company is looking at investing in an online sales training platform, here are four things that you should consider.

Training 40

Training Distribution Hiring Study 40

Customer Centric Selling

FEBRUARY 3, 2016

How to Earn the Right to Close. By John Holland, Chief Content Officer, CustomerCentric Selling®. One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a poor 3-act play can be salvaged by a strong ending.

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Closing How To B2C Insurance 40

Mindtickle

FEBRUARY 3, 2016

There are many factors that affect sales target achievement. Unfortunately, many of those are beyond your circle of control such as competitor pricing, state of economy etc… The good news is that predictable sales can be accomplished in any environment by adopting a disciplined approach to sales management. Most sales organizations do a pretty good job of managing the well-known levers of sales management such as – hiring the right talent, actively managing the pipeline and CRM repor

Hiring 52

Hiring Sales Enablement Top of Funnel Buyer Persona 52

Mindtickle

FEBRUARY 3, 2016

There are many factors that affect sales target achievement. Unfortunately, many of those are beyond your circle of control such as competitor pricing, state of economy etc… The good news is that predictable sales can be accomplished in any environment by adopting a disciplined approach to sales management. Most sales organizations do a pretty good job of managing the well-known levers of sales management such as – hiring the right talent, actively managing the pipeline and CRM repor

Hiring 52

Hiring Sales Enablement Top of Funnel Buyer Persona 52

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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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