The Sales Heretic
APRIL 14, 2015
'The top people in every profession got there by studying. Raw talent and intelligence will only take you so far. Whether you’re talking about doctors, athletes, lawyers, business leaders, artists, writers or teachers, the best are committed to continual learning. The same is true for salespeople. If you want to join the ranks of the [.].
No More Cold Calling
APRIL 14, 2015
'For Silicon Valley women struggling to get ahead, the answer might be a change of location. If you’d asked tech leaders in Silicon Valley about women in technology 10 years ago (or maybe even five), the response probably would have been, “We know there are some women around here, but I really don’t know who they are.” And if you got more specific—asking about women programmers, coders, or engineers—you’d have been even harder-pressed to find them.
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MTD Sales Training
APRIL 14, 2015
Most salespeople we train know they need to achieve their KPI’s, as this is the key measurement against which their performance is analysed. Normally these performance areas revolve around the number. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Pointclear
APRIL 14, 2015
'On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience.
Advertiser: ZoomInfo
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Understanding the Sales Force
APRIL 14, 2015
'What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That''s right, they are all junk and junk is bad for you to consume. Over the years, there has been no better source of junk science written about sales and salespeople than the reputable Harvard Business Review Blog.
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Increase Sales
APRIL 14, 2015
'Many sales coaches to sales experts talk about how to “close more sales.” I understand the premise yet in sales I think the goal is to open more sales. When you ask the right questions, you may sell more (up sell) with greater ease than pigeon holding yourself into just one solution. Several years ago I developed the ACE Approach in working with executive coaching clients.
The Sales Hunter
APRIL 14, 2015
'Below are 14 things great salespeople do that average salespeople only think about. If you want the broader explanation of each, check out my free eBook on the topic! Great salespeople… 1. Set goals. 2. Don’t settle for average. 3. Know their job is to help those around them succeed. 4. Understand what service […].
HeavyHitter Sales
APRIL 14, 2015
' Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles about What Separates the Strongest Salespeople from the Weakest. What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25 percent?
Partners in Excellence
APRIL 14, 2015
'I’m a sales professional. I’m disturbed by the persistent rumors–or, perhaps, wishful thinking about my death. I’m still alive and thriving! My customers recognize that I create great value for them. My customers view me as a critical partner in their success. My customers recognize that I understand their business, their customers, their markets.
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Engage Selling
APRIL 14, 2015
'Technology. I can’t think of a another word that creates more feelings of excitement, growth and enthusiasm in some, yet feelings of confusion, fear and frustration in others. The truth is, if you’re in sales, you’re going to have to get used to some technology in order to be an efficient sales rep. Not only that, […].
The ROI Guy
APRIL 14, 2015
'Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% YoY decline from 2014. The spending decline is likely to make winning your next deal even more competitive, and make it much harder to meet your revenue growth goals. This latest estimate comes on the heels of Gartner RAISING forecasts to kickoff the New Year, expecting a 2.4% increase compared to 2014.
LevelEleven
APRIL 14, 2015
i am not a lead just FYI but want to mention that this is a great article and very helpful.
Hyper-Connected Selling
APRIL 14, 2015
Fifteen seconds. By the end of that those few seconds, over half of a webpage’s visitors have left (according to research by digital metric tracker Chartbeat in 2014). And if you do a quick Google search on “how long do viewers stay on a webpage”, you’ll find a host of other stats, numbers, and figures, but they all point to a simple fact: People don’t spend a lot of time reading online information.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Sales Evangelist
APRIL 14, 2015
Are you still writing lengthy, long-winding emails to your prospects? Well my friend, unfortunately, you still are living in the sales fantasyland and you need to wake up! In the real world, long emails suck! No one’s going to have time to read your novel. The key is to keep your email SHORT and CONCISE. […] The post TSE 129: Get Out of Sales Fantasyland…Your Long, Drawn-Out Emails Suck!
Jonathan Farrington
APRIL 14, 2015
'Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. The more you understand the function of human motivation, the more successfully you will sell.
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