SBI Growth
AUGUST 20, 2014
'Sales reps want to be productive. Productivity results in quota attainment and job satisfaction. If they’re unproductive, they’ll likely become frustrated and leave. To be productive, they need potential. One root cause of rep turnover is an unproductive account/territory assignment. Often, territory assignments are outdated and have not kept pace with market changes.
The Sales Heretic
AUGUST 20, 2014
'Everyone knows that buyers want the best products and the best service at the best prices. But that’s not all they want. And in fact, those aren’t even the most important things they want. What are the most important things buyers want? Listen to my appearance on Breakthrough Radio with Michele Price. In this nine-minute [.].
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SBI Growth
AUGUST 20, 2014
'Mark Synek interviewed Martyn Etherington, CMO of Mitel this week. The topic was the creation, and use, of buyer personas. Go here and spend 30 minutes listening to Martyn’s wisdom.
Understanding the Sales Force
AUGUST 20, 2014
'Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. "This is one of my top salespeople - how can she possibly lack Desire for sales success?". It''s a great question and I hope to explain it fully here.
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Anthony Cole Training
AUGUST 20, 2014
'The Tale of the Fail - I have to give credit to Ron S. for this phrase. Ron was a senior sales management executive for one of our clients. It was his responsibility to make sure that his sales people were always improving and it was his belief that sales people improved by reviewing their experiences and the experiences of others. So, when he conducted post-call debriefs with his sales people, he wanted to hear about 2 things - the Tale of the Sale AND the Tale of the Fail.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI
AUGUST 20, 2014
'This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Jim Mooney, CEO of RO|Innovation. Nancy: What does RO|Innovation do? What problem/s are you solving for sales and/or marketing organizations?
A Sales Guy
AUGUST 20, 2014
'If GPA matters to you when hiring sales people, you are losing out on some of the best talent. GPA has no correlation to job success ( Google ) or success in general ( How Children Succeed, Paul Tough ). GPA is a useless measure when it comes to hiring and using it as a hiring criteria is only hurting you, your team, and your organization. “G.P.A.’s are worthless as a criteria for hiring, and test scores are worthless. … We found that they don’t predict anything.” — Laszlo Bock.
Sales Training Connection
AUGUST 20, 2014
'Onboarding New Sales Reps. How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great onboarding programs for new sales people are still the exception. This lack of emphasis is part of the larger problem companies have with Talent Management.
Leading Results Rambings
AUGUST 20, 2014
'In my last blog , I began discussing the change in marketing that has occurred over the last fifty or so years. Strategy was the focus of that post. In this post, we’ll discuss the difference between copy-writers of old and great content writers of today. When I think about copy-writers, I think of Peggy from Mad Men. Her job was to create promotional materials for the purpose of selling to a specific demographic.
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Engage Selling
AUGUST 20, 2014
'The first half of 2014 is over – today I discuss what you can do to ensure you hit or exceed your goals for this year. The first half of 2014 is over – today I discuss what you can do to ensure you hit or exceed your goals for this year. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!
The ROI Guy
AUGUST 20, 2014
'We''ve completed a great number of value marketing / selling campaigns and tools for industry leaders worldwide - 50+ of which we are featuring here in our customer showcase. Value Sales / Consulting Tools - check ROI / TCO Calculators - you betcha! Diagnostic Assessment Tools - yes got em too You can get some great ideas by seeing what other B2B sales and marketing leaders are doing, and examining these great value storytelling / insight / justification tools in action.
Customer Centric Selling
AUGUST 20, 2014
'STOP! Why Rush to Issue Proposals? Here Are 2 Sales Tips to Consider First. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Scott Chan at FreeDigitalPhotos.net. In my experience, most proposals are issued prematurely. Sellers view issuing proposals as a step toward the ultimate goal of obtaining orders.
Jonathan Farrington
AUGUST 20, 2014
'So, yesterday I boldly stated that in “reactive sales situations” if we are on top of our game, we should not anticipate objections, because after rigorous qualification, we simply give the customer what they need or want, and achieve an appropriate profit for ourselves – “win-win.” (If you missed yesterday’s post, you should read it first , and catch up, because it is wholly relevant to what I am about to say next).
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SugarCRM
AUGUST 20, 2014
'The post How to Successfully Manage Leads in 4 Easy Steps appeared first on Salesfusion.
SugarCRM
AUGUST 20, 2014
'The post Lead Source Reporting and True ROI appeared first on Salesfusion.
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