The Sales Heretic
MARCH 25, 2015
'Aikido is a Japanese martial art that focuses on redirecting an attacker’s energy and using it against them. Instead of meeting force with force (i.e. kicking and punching), the idea is to blend with the assailant’s movements to either throw them or pin them to the ground. Aikido makes use of momentum, balance and gravity, [.].
Understanding the Sales Force
MARCH 25, 2015
'Copyright: / 123RF Stock Photo. Recently, I was asked to explain what a company can do with the bottom 74% that I write about so frequently. It''s a great question.and I will share several examples.
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MTD Sales Training
MARCH 25, 2015
'One of my clients was discussing with me a few weeks ago how the attitude of salespeople has changed over the years. He now employs a lot of ‘millenials’ in his business and has recently noticed how. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Pointclear
MARCH 25, 2015
'In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.
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Increase Sales
MARCH 25, 2015
'Fact: Everyone is in sales regardless if it is in your title or directly reflect your paycheck. Since everyone is in sales, then those who are the top sales performers know self-leadership comes first and leadership second. If you cannot lead yourself first and foremost, how can you lead others? Now those others you may be leading could be: External customers.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
A Sales Guy
MARCH 25, 2015
'I received this email the other day and it started like this; If you work in sales enablement you should – Well, I don’t and I suspect most of the other recipients didn’t either. The email then went on to talk about the value proposition of the podcast they were promoting. After a decent list of benefits the email ended like this: If you are in sales enablement , and need to scale, you will benefit from listening to this podcast.
Sales Training Connection
MARCH 25, 2015
'Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. With that in mind, McKinsey & Co conducted a survey of 1,400 executives worldwide to explore the question. Major Finding. When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics.
Engage Selling
MARCH 25, 2015
'Choose growth stagnation! In today’s podcast I’ll explain why the changing world demographic matters to your organization’s growth. Choose growth stagnation! In today’s podcast I’ll explain why the changing world demographic matters to your organization’s growth. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!
Customer Centric Selling
MARCH 25, 2015
'Sales Tips: Create Superior Buying Experiences. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stock Images at FreeDigitalPhotos.net. One of my clients told me within the first six months of implementing CustomerCentric Selling® (CCS®) that they had 2 clients compliment them because their buying experiences were markedly better than any other sales they had been involved in.
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OpenSymmetry
MARCH 25, 2015
'Sales Performance Management (SPM) has truly evolved over the last 10+ years from the days of having an on-premise solution that primarily automated the compensation calculation process with basic reporting, to a new dynamic frontier with extended capabilities. Gone are the days of data being pushed from upstream systems, clunky user interfaces automating the comp plan rule logic, and basic compensation statements with drill-through capabilities.
Tom Hopkins
MARCH 25, 2015
'The most important “do” of addressing concerns is: Get the other person to answer his own objection. That advice may sound tricky to follow, but here’s why it’s so important: You’re trying to persuade your prospect, so he’ll be likely to have reservations about anything you do or say. Why? Because anything you say must […]. The post Get Buyers to Answer Their Own Concerns appeared first on How to Selling Skills.
OpenSymmetry
MARCH 25, 2015
'Is your organization driving the right sales behavior? How motivated is your team to go above and beyond what is expected to meet revenue goals? It is not uncommon for companies to take a “one size fits all” approach when it comes to driving sales behavior. For decades we keep hearing from plan designers, the most effective plans have no more than 3-5 metrics, they need to be simple and I believe while these are very true statements, many organizations might misinterpret it to mean keep all pla
The Science and Art of Selling
MARCH 25, 2015
'Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold calling is not easy; in fact, it can be frightening. Same as writing blogs about cold calling. There are some proven cold calling techniques that really work and they can help you to succeed in overcoming your fear.
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OpenSymmetry
MARCH 25, 2015
'The other day I was talking to an individual on the phone and let’s just say that they have a very interesting sales process. It boggled my mind that they not only had multiple people that needed to be paid from one sale, but their entire compensation process was extremely complex and was done in a homegrown system. Surprisingly, this was not the first time I had heard of this type of sales compensation program.
Sales Evangelist
MARCH 25, 2015
Do you absolutely, truly, definitely want to slam your way to sales success? Our guest today will show you how. Ken Thoreson is a speaker, author, and consultant with extensive expertise in strategic sales management. Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to […] The post TSE 124: Sales Management & Developing High Performing Sellers appeared first on The Sales Evangelist.
BrainShark
MARCH 25, 2015
“Is your sales content drowning your sales force?
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