February, 2017

Trending Sources

How Do You Perfect the Art of Sales Conversation?

Pipeliner

What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question is “How do you perfect the art of sales conversation?” PERIOD.

Plagiarism Goes Beyond Intellectual Dishonesty

Increase Sales

Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism. The group responded and not even 24 hours later, this particular article as well as all other articles under this person’s name were removed. Share on Facebook.

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. I read many articles and quotes after the game but the one that works best in this Blog is a quote from 2016 Cy Young Award Winner, Rick Porcello. That’s getting strike one on the next hitter and going from there.

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. . Article Sales Strategy "A-Player" c player people plan sales sales coaching sales talent sales training talent management

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

Great Salespeople Truly Never Give Up

Increase Sales

Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com. 2016 was and 2017 appears to be years where the can do attitude, never give up attitude will triumph over the can’t do one. ” . They keep moving forward even when defeats happen.

21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. As a matter of fact, I actually found the article refreshing. Nice job Bill Golder!

What Is the Most Effective of Account-Based Sales Strategies?

No More Cold Calling

Hint: It has nothing to do with digital. . At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. Big mistake! The best account-based sales strategies aren’t reactive. Top salespeople are proactive, disciplined, insightful, and great at building relationships. That doesn’t work.

Three Myths to Ignore About Millennial Colleagues: Stop Blinding Yourself with Sound Bites

The Productivity Pro

“Millennials don’t just want to read the news anymore. They want to know what they can do about it.” ” – Ian Somerhalder, Actor and entrepreneur. You’ve probably heard some negative press about Millennials, the current generation taking the workforce by storm. Critics of the Millennial Generation call them disloyal, overly ambitious, entitled, and even lazy. The Upshot.

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.

New LinkedIn Cheat Sheet

Fill the Funnel

By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. I think you will find the LinkedIn cheat sheet below to be helpful. If you have not noticed already, the feeding frenzy […]. Social Selling Social Web Training Web Tools LinkedIn

6 Powerful Steps to becoming a Champion Salesperson

Pipeliner

From Nikolaus Kimla’s breakthrough ebook Cutting Through the Water: Becoming a Champion Salesperson comes this short, powerful infographic. Here are 6 steps which, if fully followed, bring an average salesperson up to being a real champion: a salespreneur. The post 6 Powerful Steps to becoming a Champion Salesperson appeared first on SalesPOP! Entrepreneurs

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eBook 138

Can You Afford Not to Delegate?

Increase Sales

Delegation is a way of thinking and doing. For many in business leadership roles, the ability to delegate is not a talent widely embraced. The reasons for this lack of delegation are many including: Credit www.pixabay.com. No time. No money. No knowledge about available resources. No confidence in employees – fear in hiring wrong people. This wasted time translates to one hour per week.

Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

Understanding the Sales Force

Image Copyright OcusFocus. Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager. Totally on the money, that drove me crazy every day.". Lack of sales management skills. Lack of recruiting skills.

Successful Selling

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

Growing a Successful Sales Team – What Are Your Cultural Requirements?

Anthony Cole Training

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).

PBTO50: Understanding Why We do, What We do with Dilip Soman

Mukesh Gupta

Who is on the show: In this episode we host, Dr. Dilip Soman. He is a behaviour scientist and the author of the book The Last Mile , and is a Professor of Marketing and holds the Corus Chair in Communications Strategy. His researches behavioural economics and its applications to consumer wellbeing, marketing and policy. What are Mindful and mindless nudges and where can we use them?

How to Land and Expand with Relationships

No More Cold Calling

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers , or as we used to call them “B2B salespeople.” George is among the best, because he understands that selling is all about the people. You were there.” He listens.

Listen Up, Sales People: Two Big Things Your Customer is Telling You

Pipeliner

Ever notice how precious time is? Like you, your customers are crazy busy and trying to maximize their time. And, as sales people, we have to understand where they want to spend their time in order to maximize our time. One of the best ways to do that is to better engage with your customers by seeing things through their lens and putting yourself in their shoes. Truly Understand Me. I really do.

Hiding Your Lighted Sales Prospects Under a Bushel Basket Are You?

Increase Sales

Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Sales Fact: 44% of salespeople give up after one follow-up (Source: Scripted). How much time and time is money is wasted? Your firm. Your solution. Share on Facebook.

Veteran's Great Quote Makes News and Has Terrific Lessons for the Sales Profession

Understanding the Sales Force

On my way to the office, I was listening to FOX News when they cut to a diner in Jacksonville, Florida to interview some of the patrons there. One of the people interviewed was Stanley, a Veteran who said he had two messages he wanted to share. He said, "To the media, don't make in-depth assumptions from shallow observations. And to the obstructionist democrats, we have a saying in the military.

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What ‘A’ Players Want From You

Sales Benchmark Index

Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what. Article Corporate Strategy Sales Strategy "A-Player" keep a players retain a players sales talent talent strategy

3 Ways to Systematically Come Up with Breakthrough Ideas

Mukesh Gupta

Every organisation and every leader that you talk to today, wants to build a culture of innovation and a breakthrough product as soon as possible. However, if we look closely, there are three ways to come up with an idea that has the potential to become a breakthrough innovation: Imagination. Insights. Challenging current assumptions. Lets talk about all the three in a bit more detail. Insights: .

Are Digital Distractions Slowing Your Sales Productivity?

No More Cold Calling

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation , prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. My phone pings constantly with Twitter feeds and LinkedIn updates. It’s never quick.) You eliminate distractions.

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How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

It was 18 months ago when I stepped into a large cold conference room with seven executives and a good friend of mine named James who was in a tough negotiation. Imagine a long dark wooden table stretched from one end of the room to the other. Us on one end and seven executives on the other. Not the best way to start a meeting. Surprisingly the first part of the meeting went well. It was him.

To Engage or Not to Engage, that Is the LinkedIn Quandary

Increase Sales

LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections. Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts. Prior to this change, the invitation outreach was through groups. Additionally within this reason for connection, I have included those profiles I have visited.

100 Sales Questions to Understand Your Prospects’ Pain

Fill the Funnel

Sales questions can make all the difference in your results. Want to make more sales this year? Then you must practice the art of listening more. Because nobody really wants to talk to a chatty salesperson. They are annoying. They can go on and on about their product and what’s special about it […]. The post 100 Sales Questions to Understand Your Prospects’ Pain appeared first on Fill the Funnel. Presentation Tools Social Selling Web Tools Questions

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Intentional Sales Coaching – You Can’t Coach "Tall"

Anthony Cole Training

YOUR BIGGEST UNDETECTED CHALLENGE. improve sales sales performance coaching development of sales sales recruiitment

Lessons in Leadership from An Elephant, A Rhino and A Penguin

Mukesh Gupta

Lessons from an elephant, a rhino and a penguin by Mukesh Gupta. I came across this video from the FilmBilder channel (they were part of my 20 insanely interesting people I found in 2016 ) on YouTube, that symbolises what we see in and around us – at work and at home. First, lets watch the short 3 min video : This video is about three friends – An elephant, a Rhino and a penguin.

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10 Reasons Why Channel Partnerships Fail (and What to Do About It)

Sales Benchmark Index

Article Sales Strategy Channel Marketing channel optimization channel partners Channel Strategy channels Sales Channels selecting channel partners

6 Mistakes Salespeople Make and 7 Sales Strategies to Stop Making Them

Pipeliner

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have to be. And believe me there are plenty of funny sales people stories. So what does the rep do?

Always Remember Customer Service Is SALES!

Increase Sales

How many times do those in B2B or even B2C industries fail to understand customer service is sales. A new report just released by Astound Commerce through secret shoppers recognized seven retailers who excel in customer service through: Must have website. Visibility. Overall customer service. Speed of delivery. Efficiency of checkout. One of the top seven performers was The Home Depot. Selling.

Converting Website Viewers Into Customers

Fill the Funnel

If you have a website, answer this question honestly out loud – “Are your website viewers converting into customers?” ” If you are like millions of others then you had to answer “no” Low conversions are the norm so you are not alone. Here are some sobering statistics: You only have 0-8 seconds to impress a […].

Why BASIC Cross Functional Collaboration is Frustrating!

Babette Ten Haken

BASIC cross functional collaboration impedes forward progress, especially in the industrial Internet of Things (IIoT) team-based ecosystem. After all, cross functional collaboration is the hallmark of industrial Internet of Things (IIoT) environments. Not only is everything connected to everything else. Also, everyone is interconnected to everyone else. Let’s explore together, shall we? Her focus?