January, 2017

Trending Sources

Today’s Evolving Sales Professional Needs These 9 Top Skills

Pipeliner

Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. What is required in this ever-changing environment?

Time Management Is the Greatest Oxymoron

Increase Sales

Have you ever attended a time management training event or read a book on time management? You do realize of course this concept of managing time is an oxymoron and probably the greatest oxymoron we humans have. Credit www.pixabay.com. Just to be clear, an oxymoron is a figure of speech in which contradictory terms appear in conjunction. We cannot manage time. Time Management Is Self Management!

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Sales Excellence: How to Close Anything and Everything in Any Vertical

Understanding the Sales Force

I was listening to CNN on Satellite Radio and in between rants about the immigration ban, protests, the federal judge who issued a stay, and Trump's first week's worth of executive orders, an advertisement came on promoting How to Close Anything and Everything, no matter what you sell and who you sell it to. And to make their offer even more enticing - it's being offered for free! Did you hear it?

Reasons Cold Calling Is No Good for Account-Based Sellers

No More Cold Calling

Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers , it’s not only a waste of time. It’s a waste of perfectly good relationships. Wrong! There is no in-between.

The Art of Social Selling -- Summarized by getAbstract

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

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How One Word Can Change Your Sales Results

Increase Sales

Sometimes those in sales look for complex solutions to improve sales results. I realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer. By changing the word Lord to Father gives the receiver an entirely different perspective. The focus changes from one person to another. This word conveys negative emotions.

Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year Part 1

Understanding the Sales Force

We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you." I've always outworked everyone in my own companies so both of these quotes resonated with me.

How to Hack Lead Generation with this Simple Principle

No More Cold Calling

Don’t expect sales leads to pour in without it! I stared at the download form, trying to decide if it was worth it. A colleague had recommended I read this whitepaper, and the content certainly sounded interesting. But as usual, the free download came at a cost: my contact information. I took the bait, and sure enough, the calls and emails started that day. Sounds pretty simple, right?

Loyalty Programs and Building Loyalty

Mukesh Gupta

One of the biggest challenges that brands face today is to find and cultivate loyal customers. Most brands have some sort of loyalty programs to reward loyalty from their customers. Most of these loyalty programs that I am a part of, totally miss the point of loyalty itself. HERE ARE MY 2 CENTS FOR MAKING YOUR LOYALTY PROGRAM MORE EFFECTIVE. Loyalty Programs should be for Loyal Customers.

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.

The Arrogance of Experience

Fill the Funnel

This is only the second time I have allowed a guest post on Fill the Funnel. After reading this post that originally appeared on the Business Locker Room by my good friend Kelly Riggs, I immediately reached out and asked Kelly to allow me to include it here for my readers. We are in interesting times, […]. The post The Arrogance of Experience appeared first on Fill the Funnel. Web Tools

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Rehearsal Is the Work in Sales Presentations

Pipeliner

Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I decided we have no idea how we managed to sell anything before we met Patricia.” He told me, “It takes a year for us to have the opportunity to deliver an hour presentation to a small group of executives from the company of one of our prospects. At that point a new relationship is worth between $5 and 10 million dollars to our company.”. I asked, “How long do you spend rehearsing a presentation that important?”. This is disgusting. Unclear Thinking. Want clarity? Wrong Structure.

Learn to Focus On What You Can Control in Sales Communication

Increase Sales

Funny thing about human behavior is we humans have a tendency to focus on what we cannot control. This is quite evident in sales communication. For example, in today’s 24/7 “I want an instantaneous response to my email, my text or my phone call world,” many SMB owners and salespeople fail to communicate what they can control such as: Hours of operation. Response time. Location.

7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up

Understanding the Sales Force

Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. For almost ten years and regardless of how the US economy has performed, reports continue to show that only 50-60% of reps are hitting quota.

Successful Selling

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

Why Sales Managers Need Street Smarts

No More Cold Calling

Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top grades. Studying was a discipline. Sometimes we learned, but the goal was to pass tests. Below is his take.

6 Reasons You Should Rethink Inside Sales

Sales Benchmark Index

Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader

4 Warning Signs Your Sales Career Needs A Change of Employer

Fill the Funnel

If you find yourself wondering if your Sales Career is being limited or damaged by your current employer or sales trainer, here are four indicators that it might be time to leave. There are many more that I ask you to share below in the comments but these are the warning signs demanding you […]. Web Tools

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Social Selling & Personal Brand Building

Pipeliner

Condensed from a Pipeliner SalesChat Interview with Tracey McCormack , conducted by John Golden. Tracey McCormack is the founder and president of McCormack media services, a modern media sales professional skills training company. She has over 25 years experience and demonstrated expertise across all facets of the industry including sales strategy, modern sales selling techniques, and omnichannel marketing. She’s worked with the Discovery Channel, NASCAR, NBC, and many other top companies. ‘. Q : In some people’s minds, social selling and personal branding have gotten all confused.

What Is Sales Truly About?

Increase Sales

The marketplace is filled to the brim with sales training, sales books to sales coaches. Yet at the end of the day, what is sales truly about? Credit www. pixabay.com. My father taught me sales was about buying. You as the salesperson had to build a relationships between you and the prospective buyer or even center of influence to be successful. Share on Facebook.

7 More Tips on How I Sell More and Get More Done Part 3

Understanding the Sales Force

Image Copyright: toonartist">123RF Stock Photo. Who knew that this would turn into a series? Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies. This post presents Part 3, which although having a different perspective on selling more and getting more done, but like the other two parts, stays away from selling-specific competencies.

Sales Teams Need Face Time—with Prospects and Each Other

No More Cold Calling

There’s nothing like getting the gang together in person. A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of them to ask him to drop everything and hop on a plane. I had heard enough. Eric J. Um, no.

Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part II

Anthony Cole Training

In the previous post, I identified 8 clues that would indicate that your sales organization has a sales growth problem ( CLICK HERE to read the article and review the 5 clues). In that article, I identified (in some detail) 2 of the 5 constraints to sales growth: hire better salespeople find salespeople predictable sales growth hiring top salespeople sales management responsibilities

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Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

How to Knock the Socks off Your Boss

Pipeliner

You need a “knock the socks off” plan if you want to consistently impress your manager and be rewarded for doing so. You may impress them by accident on occasion, but hit and miss success won’t earn you the brass ring in the long run. Your plan should contain these 10 elements if you want to stand out, be noticed and take your career to the next level. Top 10 actions to take: 1. Do your homework on your manager. Know them on a deeper level than anyone else on your team. With this detailed personal profile, only you will have the fuel to consistently impress them. experiences. I know.

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Self Leadership Is Required in Sales

Increase Sales

In business there has always been a lot of attention directed to leadership. Yet far lesser attention to this idea of self leadership. As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences. However, research shows self leadership which falls into that bucket of people or soft skills is sorely lacking. Motivation. Autonomy.

10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2

Understanding the Sales Force

To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient. Dave Kurlan sales effectiveness sales productivity sales efficiency

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Sales memo – winning starts with thinking strategically

Sales Training Connection

Crafting sales strategy. In B2B sales, one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. Given this situation let’s explore two overarching ideas for how to develop a winning account strategy. what else?,

Four Ways to Get Better at Your Job Right Away: Stepping Up to Boost Your Productivity

The Productivity Pro

“Have patience. All things are difficult before they become easy.”– ”– Saadi, ancient Persian poet. It should go without saying that one of your primary goals as an employee is to improve at your job, and most of us set out to build toward peak performance using time-tested, long-term methods that produce over time. I certainly have. Most improvements are gradual like this.

Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part I

Anthony Cole Training

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. But, here I go again and for good reason – it’s still a problem. It’s still in the news. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues.

8 Ways Big Data Will Impact Sales in 2017

Pipeliner

The fast development of advanced big data technologies has already revolutionized many business fields. Sales and marketing are definitely on the top of this list. The big data technologies help marketing and sales professionals to define product and service prices and manage their sales networks. In this article, we’ve shared some of the ways big data will impact our sales strategies in 2017. Optimizing pricing strategies. The research conducted by McKensey has discovered that more than 25% of business revenue comes from innovative pricing decisions. Greater customer insight. Conclusion.

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Sales Coaching Tip: 3 Words to Change Your Sales Results

Increase Sales

What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients? Do you possibly think you could change your sales results? Credit – www.pixabay.com. Sales Coaching Tip: Feel. Trust does not begin from a point of logic. Our feelings are innate within us. Share on Facebook.

The Fastest and Easiest Way to Reach Sales Greatness

Understanding the Sales Force

One of the things I hear an awful lot is, "Dave, how do you write so many articles?". 1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too - to find and close more business , sell more consultatively , qualify more thoroughly , and earn more money. I'll share it below.

The Anatomy of a Sales-Driven CEO

Sales Benchmark Index

A sales-driven CEO is a CEO whose strategy is based on having the best sales force in the industry. He, or she, has determined to win by outselling the competition.