Sat.Apr 07, 2012 - Fri.Apr 13, 2012

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3 Critical Sales Leadership Lessons You Can Learn from Kitchen Nightmares

Smart Selling Tools

Tweet To stimulate your ongoing and by now thoroughly ravenous appetite for more delectable sales leadership fare, the name hovering up in the article heading will surely set this particular table in fine culinary style. Owners of a once thriving and popular restaurant are struggling, in vain as we know, to keep their establishment from going down the drain, literally. Customers never complain!”

Lessons for Sellers from the Unsocial Media

Sales and Management Blog

Is it just me or are others finding that they’re getting more and more brazen sales solicitations of various kinds from their new “friends,” “followers,” and “connections” than in the past? It seems that when I friend or follow or connect with someone I’m far more likely now than in the past to get a direct message or inmail or email thanking me for following and “as a special gift” they offer me a super duper deal on their services or books or whatever. . Other times it is an outright blatant solicitation to sell me something without even the guise of a special offer. . Communication Sales 2.0

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How to Increase Sales Tips & Snippets – Just Let Go

Increase Sales

Let go of the bad stuff, the complaining customers, the sales leads that do not call back is another great how to increase sales tip. Just imagine how much energy you are wasting on all that negative stuff you accumulated yesterday, last year, heck 20 years ago. Each of those experiences did bring some value, some lessons learned and should be filed away and not left in the today to do file.

How To 107

Exploring new frontiers of real time customer feedback

Brian Vellmure

This post is on behalf of the CIO Collaboration Network and Avaya. Growing up, I spent much of my time playing competitive team sports. played soccer, basketball, and (American) football. In each case, almost immediately after some level of effort, I knew how I had done. I got immediate feedback from my coach(es), other players, and often from the crowd. Playing with no feedback. Answers are there.

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

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Sales tip – opening

Sales Training Connection

Sales Tips. Opening does not take long, but how you start often determines how you finish. So although there are no magic words, you do need to think about it.  Three specifics stand out – you should determine how you would: Create initial rapport. Gain agreement on the purpose of the call. Establish the customer’s permission to ask questions. Wasting Time. 2012 Sales Horizons, LLC.

Poor Listening Skills Sabotaging Your Sales Career?

The Sales Hunter

Do you truly listen to your customers? Could you do better? The reason I ask is because it seems that listening is a skill that is emphasized as important, but unfortunately is not actually put into practice — at least to the extent it could be. Let me give you an example that seems subtle on the surface, but is profound. One word can make all the difference. The receptionist’s answer?

3 Productivity Tips for the Sales Pipeline

Score More Sales

Track Your Sales Opportunities! Are you a sales data naysayer? Think that metrics and measurement are “too confining” (that was a National Safety Council ad campaign back in the ‘70s about  wearing seat belts – because that’s how they were viewed, even though wearing them saved lives in most cases). Metrics and measurement save the lives of your sales opportunities. What are the trends?

Deceptive Marketing (Why the Computer World has a Terrible Reputation for Honesty) by Anthony Bondi

Increase Sales

A long time ago I was entirely against computers.  I did not like them, I did not want to use them, I could care less to purchase one and communicate via telephone wire to people I couldn’t see face to face.  Something about the whole ordeal seemed sketchy to me and ate away at me. ”  I got the message loud and clear that computers must be in my future. Now Performing Scan.”  IN 46342.

The Art of Social Selling -- Summarized by getAbstract

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

Coaching sales reps to shelve their poor practices

Sales Training Connection

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. In that blog we focused on the “who to coach” question.  This time around we thought spending a little time on the “what to coach” part of the equation might be useful.

Super Competent: Achieve More in Today’s Workplace

The Productivity Pro

In this competitive economy, just being able to do your job is no longer enough. Competence is simply expected in today’s workplaces. But you can’t be simply competent; you have to be super competent to get an edge. Part of being super competent is discovering the six keys to unlocking your full potential: Activity, Availability, Attention, Accessibility, Accountability, and Attitude. Once you do, you’ll find you have reached a clear and practical system for achieving maximum results in a minimum amount of time. Know exactly why you work hard and what you’re trying to achieve.

Why is Selling Going Inside? Isn’t that Obvious?

Jonathan Farrington

Unless you have been holed up in a remote cave somewhere in Outer Mongolia, with absolutely no access to the outside world for the past two years, you will be aware of the huge increase in internal sales positions. Does this mean that the “sales space” is expanding? Has the economy made a miraculous recovery? Has commercial confidence finally been fully restored? But you get my point?

Sales Leadership – The Talent of Personal Commitment

Increase Sales

Personal commitment is a necessary talent for those in sales leadership positions. Actually, it is a necessary strength or capacity call it what you will for anyone in any role and in any industry.  However, this is one talent that some lack. Over the years I have been able to observe this talent not only in myself, but within others.  For example, I belong to a Tribe over at Tiberr.com. 

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

7 Sales Coaching Tips You Need for Success

The Sales Hunter

One of the biggest issues the sales community is dealing with is the lack of effective sales coaching. We can discuss as to why this is but instead let’s just cut to the chase. want to give you what I see as 7 sales coaching tips you can use right now.  Regardless of your sales position, these are 7 you need to know. 1. Consistently follow-up. Far too many sales managers do not give their people consistent follow-up. Set clear goals and measure them regularly. Goals are much more effective when the person who has the goal is being held accountable.  Don’t lead from a distance.

In Sales Management, The Time To Motivate, Is Not Always The Time To Educate

MTD Sales Training

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you will have to reprimand or take disciplinary action. However, there are some times when you

Get out and Coach!

Steven Rosen

Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy. Who can blame them! How can they break away from the cycle of addressing urgent but not important priorities? Steven.

Currency of Trust in the Sales Process

Increase Sales

One question that I have not often heard is: “How does your sales process earn the currency of trust?” . ” . Credit www.sxc.hu. There is all that talk about establishing rapport or  building rapport in many sales training coaching programs. Yet how does a salesperson go beyond earning the currency of greenbacks and actual builds a savings account filled with trust? If people buy from people they know and trust, then not only establishing trust, but building trust is essential for repeat business (increase sales) and securing additional sales referrals. world.  marketplace.

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.

Building Strategic Partners Video Interview by Jill Konrath of Lori Richardson

Score More Sales

More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now). This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Click here to view the embedded video. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and one of “20 Women to Watch in Sales Lead Management”.

Email as a Sales Prospecting Letter

The Sales Hunter

Based on the number of emails I receive each day — and I’m sure you receive each day – it would be easy to conclude that email must work. What I’m talking about is the email that fails to engage and is supported by other forms of communication. Does your email have a call to action? Does it carry a benefit the receiver can relate to? Is it time driven?

Sales Executives Need to be Coaching their Sales Managers

Steven Rosen

The further you move in the sales organization you begin to realise that you have less impact on driving sales. Sales executive s become further removed from the customer and the day to day management of the business. Sales execution and sales performance are the result of your sales reps and marketing efforts more so than your own. Your focus shifts to long term strategy, budgets and policies.

The Blessings of the Season Happy Easter

Increase Sales

Happy Easter to one and all along with the blessings of the season. Credit www.sxc.hu. May peace be with you become one of your guiding thoughts as you continue to expand your business relationships, your own self directed learning and your friendships. My sincerest appreciation for you as one who reads this business, sales and sometime inspirational blog. Leanne Hoagland-Smith. Share on Facebook. Inspirational blessings of the season Happy Easter

Successful Selling

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

Why Price Is Your Problem

The Sales Blog

Why Price Is Your Problem is a post from: The Sales Blog | S. Anthony Iannarino. Competing on price destroys your ability to create and deliver the value that you promise. Excellence isn’t cheap, and it isn’t easy. Without the ability to capture the price you need to deliver your dream client’s desired outcomes, you fail to deliver and step onto the path to commoditization. Here’s how (the names have been omitted to protect the guilty): A Short (Illustrative) Story. The salesperson says: “Our dream client really want us. They want us, but we have to sharpen our pencils.”. Let’s do it.”.

7 Secrets to Improve Your Negotiating Skills

The Sales Hunter

Here are 7 secrets you can use right now to improve your negotiating skills. 1.  Sell first, negotiate second. Never go into a sales call expecting to negotiate, rather go in committed to sell and close the deal without making any concessions.  It’s during the selling phase when you have the best opportunity to learn the most about what it is the customer needs and wants. 2.  Never negotiate until you know at least 3 needs the customer has or 3 benefits the customer is looking for. You can’t negotiate until you know what it is they want. Offer your ultimate package early.

Listen, Excellent Customer Service is going to become THE Differentiator

Jonathan Farrington

Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute to customer satisfaction. Staff.

Monday Malady Captain Wing It Sales Behavior – Sowing of Business Cards

Increase Sales

The Captain Wing It sales behavior that begins the Monday malady is the sowing of business cards like grains of wheat with the expectations that business, new sales leads or increase sales will actually be the results of these efforts. Credit www.sxc.hu. How many times do sales people attend a business to business networking event and there is at least one person there who passes out his or her business cards to every single person?  This Captain Wing It sales behavior is just one example of what I have deemed “spraying and praying.” ” Now does this truly make sense? .

Lead Scoring: How to pick the right ingredients for high ROI

B2B Lead Blog

Tweet Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Values are assigned to each prospect based on attributes like authority, title, vertical and timing to buy, as well as behavior. For example, did the person: Download a video? Watch a webinar? Review a price sheet?

It’s Only Cold-Calling if You Think It’s Cold-Calling

The Sales Hunter

Recently I was on the phone with a director of sales and marketing for a service company. The conversation had to do with cold-calling and sales prospecting.   The director of marketing had called me looking for strategies they could implement to gain new business that would not require cold-calling. Sorry, but random calling doesn’t work. Copyright 2012, Mark Hunter “The Sales Hunter.”

Your Permission Slip

The Sales Blog

Your Permission Slip is a post from: The Sales Blog | S. Anthony Iannarino. Date: / /. To Whom It May Concern, I, __ (Your Name), as the sole legal guardian and the person completely responsible for __ (Your Name), give __ (Your Name) permission to do whatever is necessary to live the life he/she truly desires. Not the life he/she pretends he/she wants when he/she talks to other people, but the one in his/her dreams. He/She knows which one I mean, and he/she knows what needs to be done to make it real. He/She was born for this! understand that he/she may fail. Signed (Your Name): __. is a post.

What You Can Do.

Dan Waldschmidt

You can point out the personal weaknesses in those around you. You can belittle others when you know what hurts them most. You can throw a fit and make-a-scene until people give you your way. You can run away from problems and not confront your mistakes. You can deny that you are ever wrong and that your mistakes hurt other people. You can always blame someone else for your problems. You can pretend like you’re getting 100% when you’re just going through the motions. You can only try on the days when you feel like it. You can spend your time planning and learning rather than doing.

Lead Generation: How Do You Balance Quantity with Quality?

Modern B2B Sales

by Seth Resler We welcome Leslie Griffey, Marketing Content Manager at Xactly Corporation , as a guest blogger. Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. Rewarding people to do it well is even trickier business. good lead generation team keeps your sales team fed and focused on closing deals. It’s a job with two objectives, right?