November, 2016

Trending Sources

12 Things to do Every Day to be a Sales Success

Pipeliner

Excelling and standing out in anything requires a game plan and relentless execution. In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: 1: Check your performance dashboard to see where you are year-to-date. Keep your targets in front of you and look at them constantly. Where are you […]. Sales Effectiveness

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?

Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople

Understanding the Sales Force

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. Why didn't it work?". It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company every year. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime.

SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

More Trending

Sustainable Sales Success - Tip #17 Humility

Increase Sales

Sales success today definitely requires leaving your ego at the door. Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat. No what it means is you are authentic because you are more focus on the potential ideal customer or sales lead than yourself. The word humility comes from the Latin word humilitas , This word can be translated as humble.

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.

Why Cold Calling and Stupid Prospecting Don’t Work

No More Cold Calling

Are your sales reps missing this crucial step in the sales process? Bluebirds are great, aren’t they? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. It’s a lucky break, a win/win. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Are Your Reps Barking Up the Wrong Tree? How about you?

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […]. Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

Now is the Time to Build Your Pipeline for 2017. At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.

Introverted and Shy? You Can Still Be a Great Salesperson

Pipeliner

When you look at the prototypical salesperson, they are energetic, personable, and magnetic. However, in order to achieve success, do you have to have these characteristics? The straightforward answer is no. Anyone can be successful in sales – even those who are introverted and shy. Give These Six Tips a Try If you’ve ever attended […]. The post Introverted and Shy? Sales Effectiveness

Two Sales Paths Emerged in the Woods and I Took the One Less Traveled By

Increase Sales

In sales, there are many sales paths. However for most salespeople there are always two paths: Quick Fix. Process. The quick fix path is walked by many and is probably the more traveled one. There are ruts in the path where many others have walked. Where there are no ruts, the path is almost smooth and free of vegetation. Walking this sales path appears to be quick and easy. Share on Facebook.

Travel 115

Have the Promises of Inbound Sales Come to Fruition?

Understanding the Sales Force

Last week, I spoke at Inbound , where 19,000 people attended this sold-out event in Boston. Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings. Why is it ironic? Well, the promise of the Inbound movement is that cold calling is dead. Has that happened?

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Your Technical Experts Rock at Lead Generation … Really

No More Cold Calling

Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are more trusted than your CEO.

Quit Chasing Every Customer!

The Sales Hunter

United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. Check out at this link a great article by Benjamin Zhang at Business Insider regarding […].

What Do You Do When Your Customer Wants To Vent?

MTD Sales Training

There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Communication Skills customer service when customers need to vent

Sales Must Adapt or Die: 12 Reasons Why

Pipeliner

Adapt or die. We have seen this consequence play out for centuries. Now it’s time for sales to pay attention. Old school traditional sales has outlived its usefulness. It no longer works. If sales is to maintain relevance in today’s world, a transformation of the way it is practiced is required. Not just incremental change, […]. For Sales Pros sales salespeople

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

Increase Sales

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training. If current approach to developing sales skills is still not securing the desired results, then maybe something is missing. FREE Download AI-Self-Assessment-78-Talents. Share on Facebook.

Why Do You Think That Harvard Business Review Does This When it Comes to Sales?

Understanding the Sales Force

For years now, Harvard Business Review and its Blog on hbr.com have been accepting articles on sales that are usually laugh-out-loud wrong. The information is sometimes old and outdated, usually not routed in science, and sometimes simply stupid. While they have always published a great magazine, the information on selling regularly fails to meet our expectations.

Reclaim One to Two Hours of Your Day with Jill Konrath’s New Book [Preorder Now]

No More Cold Calling

Are you overwhelmed and stressed? Jill Konrath can help you stop the vicious cycle. I never expected to hear my friend and colleague Jill Konrath say that she was overwhelmed. After all, she’s a pro—a top speaker, a sales thought leader, a respected author. But she was not just overwhelmed. She’d lost focus, felt stressed, and never caught up. However, when we’re online, all bets are off.

10 Steps to Networking Effectively

The Sales Hunter

As we near the end of the year, it seems the calendar fills up with numerous parties and events, all of which are great opportunities to network. As good as these can be, they can take a lot of time away from other more pressing activities. Here is my list of 10 steps to […]. Blog Networking Professional Selling Skills network networking

Dear CEO: The Era of Accountability Starts in 2017

Pointclear

(Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. At some point it has to stop, doesn’t it? You would think so, but there are few signs of it stopping in the real world today. Sales is mad.

Sales Qualification and Discovery: 6 Questions

Pipeliner

I conducted a seminar for one of the leading technology companies on the planet and we discussed how to best qualify a prospect. Most salespeople are familiar with some of these sales qualification frameworks: But qualifying is not just about removing time-wasters and nor should these be framed as clumsy closed questions. Just because some of […]. The post Sales Qualification and Discovery: 6 Questions appeared first on Pipeliner CRM Blog. For Sales Pros sales qualification salespeople

Possibly These "R" Words Are Limiting Your Sales Activities?

Increase Sales

Sometimes when we think of one word that begins with a specific letter, suddenly others come quickly to mind. This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regret. Regret is a word that hangs over some salespeople. “I should have done that or I could have done that.” Reflection. Referrals. Recommendations.

Great Quotes for Success Found in the Least Likely Place

Understanding the Sales Force

Our son was at his baseball practice last weekend and I saw these great messages on the white board. I couldn't resist snapping some pictures. I didn't expect to see these quotes - meant to inspire teenage boys - but I'm so glad that I did. Let's explore the applications for these quotes as they apply to sales and selling: Dave Kurlan Motivation Baseball salespeople quotes for sales

Sales 85
Sales 85

The Twelve Steps to Activity-Goal Alignment; Or, How to Get Where You Want to Go

The Productivity Pro

“When it is obvious that a goal cannot be reached, do not adjust the goal; adjust your course.”—attributed ”—attributed to Confucius, ancient Chinese philosopher. When available, I enjoy watching the TV screens on the seat back in front of me, showing the plane’s current location and route, including the dozen subtle adjustments the pilot made along the way. Big Reasons. Output.

Did Your Salespeople Grow Up on the Farm?

Anthony Cole Training

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired: record collection nature vs nurture product of your backgroun Sales Effectiveness and Improvement Analysis SEIA core values and beliefs

How Confident Are You With Your Sales Process?

The Sales Hunter

Success in sales is not measured by activity. It’s measured by results. This sounds simple, yet too many times we get caught up in the process, thinking if we just do the process enough we’ll be successful. The challenge is how do we know the process we’re using is working and is there something different […].

How to Improve Your Sales Presentations

Pipeliner

What makes someone an effective presenter? Why do some salespeople seem to effortlessly captivate their buyers, while others struggle just to keep them awake? What an ocean of research has identified is that the way something is presented shapes how it will be perceived and whether it not it will be acted on. In other […]. Sales Strategies sales presentations salespeople

How To 161

You Would Think a Leadership Consultant Could Follow Directions

Increase Sales

Yesterday I attended an early morning local B2B networking event. The host asked everyone in the room to just state his or her name and his or her business. He emphasized not to give a 30 second introduction because there were over 30 people at this event. The first 15 people followed his directions. Disrespectful of others (weak values, business ethics). Clueless about B2B networking protocol.

Team Shadowing promotes Communication and Collaboration

Babette Ten Haken

Team shadowing is fun! Most of the time, it is revelatory. When teams shadow each other they spend a day in a professional environment far different from theirs. They look, see and speak outside of their comfort levels. And if they listen, and ask very good questions, team members learn a whole lot. Hey, why limit team shadowing to a one-day occurrence? Free employees from their functional silos.

Sales productivity – time to push the more button

Sales Training Connection

Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. These efforts tend to be laser focused on helping sales reps enhance their ability to sell more effectively. How great is the opportunity? Substantial.