Understanding the Sales Force

SEPTEMBER 26, 2014

'As I drove to work today I passed 4 joggers, all with different styles, paces and appearances. As usual, I saw the similarities between what I observed and the sales profession. Jogger #1 was an overweight man, in his 50''s, working very hard but not going very fast or far. He had lots of unnecessary motion and wasted energy, was wearing himself out, and showing little in the way of results.

Hoovers 228

Hoovers Hiring Sales Qualified Lead Lead Rank 228

Score More Sales

SEPTEMBER 26, 2014

'With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. Why? Because people who sell are all different and our buyers are also people who are all different.

Buyer 226

Buyer Exercises Compensation Engineering 226

The Sales Hunter

SEPTEMBER 26, 2014

' Are you driving results or are you merely reacting to what is happening around you? I watch far too many CSOs (Chief Sales Officers), VPs of Sales, etc., fail to be proactive enough in understanding their marketplace. The result is their forecasts wind up being nothing more than an expectation of what will happen. […].

Strategy 209

Strategy Forecasting Motivation Sales Leadership 209

Increase Sales

SEPTEMBER 26, 2014

'The end of the year is quickly coming to an end. Now once again small business owners including many sales professionals are scrambling because their results from their past choices are not where they want them to be. And there is a plethora of sales experts and business consultants writing articles to giving radio interviews to capture all of those individuals who are now seeking the “ quick fix.” Credit: www.gratisography.

Small Business 136

Small Business Small Business Facebook Education 136

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Sales Training Connection

SEPTEMBER 26, 2014

'New sales managers. When front-line sales managers take over a new sales team, the natural tendency is to get things moving – make a mark. While admirable, the question becomes – “Get going on what?”. For example, it is not uncommon that the “what” turns out to be a bunch of stuff that choruses of those on your sales team are complaining about.

Sales Management 88

Sales Management Sales Leadership ACT Training 88

BrainShark

SEPTEMBER 26, 2014

You may not have noticed, but sales enablement has quickly beco

Sales Enablement 62

Sales Enablement eBook Sales 62

Sales Evangelist

SEPTEMBER 26, 2014

Are you sick and tired of your mediocre sales performance and are looking for a game change? Well, I guess thats why you listen to The Sales Evangelist podcast and today we have the prefect person who can help you “change the game”. I introduce to you Mr. John Condry. John is a creator, innovator […] The post TSE 074: A Sales Professional’s Guide to Game Changing Performance!

Sales 40

Sales 40

Partners in Excellence

SEPTEMBER 26, 2014

'I read an interview with a very well known sales pundit on the “6 Ways To Beat Lower Priced Competitors.” At the end, I sighed, thinking, “How can some of the ‘best in the world’ continue to get things so wrong.” There were six items listed, without knowing them, you can probably guess, they are the old stand by’s taught in every Sales 101 course.

Construction 93

Construction Competition Relationals Objections 93