Sat.Feb 18, 2017 - Fri.Feb 24, 2017

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How Do You Perfect the Art of Sales Conversation?


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.

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!

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.

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

The Art of Social Selling -- Summarized by getAbstract

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

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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

Can Sales and Marketing Evolve? A Psychological Perspective


Are sales and marketing equipped to evolve and change? Let’s take a look at this through the lens of psychology. In a very interesting 2003 Journal of Applied Psychology piece on Resistance to Change, Shaul Oreg of Cornell University reviewed the literature around the topic, including the different traits associated with it. routine seeking. emotional reaction to imposed change.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg Sales

Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles. We’ve essentially taken our A players and forced them to do 2-3 different roles making them B or C players at both.

Great Salespeople Make Selling Look Easy

Increase Sales

Ever wonder why so many people are venturing into being solo entrepreneurs or SMB owners? Beyond the obvious advantage of being your own boss, my sense is these folks have witnessed great salespeople who make selling look easy. Just hop over to LinkedIn and scan a few profile summaries. Sales is simple. Pretty easy, well not so much so. People buy from people they know and trust. Share on Facebook.

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.

Skills, Attitudes and Habits that Make Us Better Leaders

Mukesh Gupta

We all know (either by experience or by research) that people who like us and trust us are much more likely to work with us or refer us or our services to their peers, friends and social circles. In his book “ Top of Mind “, John Hall talks about some rules, skills and habits that can help us become more likeable, trust worthy and top-of-mind, as he calls.

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How to Recognize and Sell to Your Niche Audience!


With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Salespeople must understand social media, and more importantly, how to prospect within it. That means a salesperson must become an expert on who the buyer is exactly for the product or service they are selling that will place them ahead of their competition. No matter! Like You!

Executive Sales Leader Briefing: Leadership is a Lifestyle Lived with Passion

The Sales Hunter

Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […]. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadership

What Makes for a Great Sales Attitude?

Increase Sales

Noted sales expert Zig Ziglar said an “attitude is a habit of thought.” ” If we apply his definition to what makes a great sales attitude, the response will be various habits of thought. Top sales performers have more than one habit of thought, more than one attitude when it comes to selling. When these talents are combined, they turn into sales skills. Would you increase sales?

Successful Selling

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

Four Ways to Avoid Complacency: NEVER Hit Pause on Your Career

The Productivity Pro

“ Success breeds complacency. Complacency breeds failure. Only the paranoid survive.” ” —Andrew Grove, Hungarian-American businessman and engineer. After finally accomplishing a tough task or achieving a long-term goal, it’s human nature to want to sit back and take a breather. “I I deserve a little down time,” you might think. The problem? Springing into Action. 2016).

Study 59

Kurt Shaver “The New LinkedIn and Gaining Competitive Advantage”


Kurt Shaver spoke at our Power Breakfast in Santa Monica about how Microsoft’s $26.2B acquisition of LinkedIn is clear evidence that social networks will play an increasingly important role in business. Just as the deal closed, LinkedIn started rolling out the biggest design change in its 14-year history. These changes create the opportunity for “first-movers” to gain a competitive advantage in their markets. Learn the LinkedIn actions you should be taking now to fully leverage the new LinkedIn. For Sales Pros Sales Management Salespreneur

PBTO52: Good Marketing Opens Minds and Good Sales Closes Deals – Krishnan Chatterjee

Mukesh Gupta

Who is on the show: . In this episode, we host Krishnan Chatterjee. He is a musician and a marketer. He heads marketing for SAP Indian sub-continent. He stumbled his way through IIM-A into the corporate jungle. Became the Head of Marketing for a large IT Company-a journey in which he used his voice in keynote speeches and such like. Why is he on the show: . What do we talk about: .

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When Catch-Up Time Becomes Ketch-Up Time

Increase Sales

Weekends for many have become catch-up time for all those weekly things you didn’t have time to finish stuff. Sound familiar? Yet how many times does this catch-up time becomes truly red much like ketchup. The emotions overtake logic. Hands go up in frustration and sometimes in despair. At the end of Sunday night you are exhausted and wondering where did the time go? Imagine for a moment what would happen if twice each day, you would look at your calendar, your schedule for less than 30 minutes. Review in the morning in 5-10 minutes what needs to be accomplished that day.

Why Your Sales Operations Strategy may not be Robust Enough

Babette Ten Haken

Sales operations strategy encompasses all business-related activities and processes which help a sales organization run effectively and efficiently. That definition seems cosmic, inter-galactic and all-encompassing, doesn’t it? However, in complex selling environments, this definition may be too narrow. Here’s why. First of all, let’s get a working definition of sales operations. But wait.

The WHAT, WHY, & HOW of Personal Brand Building


The pervasive nature of the web and social media has changed the game for every company’s sales, marketing, and PR efforts. Every person on your staff – INCLUDING YOU – can be searched and researched. Have you ever googled yourself? Do you know what Google says about you? Do you surface on the first page (if not, you may have a real problem!). In the modern world, you are who Google says you are. Every member of your sales team, no matter how junior or senior, needs to understand the importance of their own personal brand and why it matters. For Sales Pros Sales Management

Why a Good Economy Can Be Bad for Sales Teams

No More Cold Calling

A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy. It goes up and down. I hope not, but history tends to repeat itself.

The Perfect Sales Presentation with Victor Antonio

Igniting Sales Transformation

I talked with Victor Antonio about sales presentations and how you can perfect a pitch that leads deals forward. Victor shared his perspective on why your sales presentation matters so much, the elements of a great presentation, and the best way to engage buyers in a way that leads them to say yes to meeting with you. Enjoy the interview! About Victor Antonio. Connect with Victor on LinkedIn.

Make Buying Easier!

Partners in Excellence

As sales people, we want to make it easy for our customers to buy. We have endless amounts of data sheets, cases studies, presentations, and information about our products. We seek to be super responsive to our customers informational needs, immediately burying them with information, conducting endless demos to respond to their questions. in their buying/problem solving journey.

How to Build Future Sales Leaders

Sales Benchmark Index

Article Corporate Strategy Sales Strategy build future leaders leadership sales leader bootbamp sales leadership sales leadership curriculum sales manager sales training curriculum sales training program

Empathy and Sympathy

Mukesh Gupta

Empathy & Sympathy by Mukesh Gupta. One of the most difficult things for me when it comes to building strong bonds with people I constantly interact with, is the ability to empathise. I always was capable of intellectually understanding what the other person was going through but always found it extremely difficult to feel what they were feeling. I never quite understood why that was the case. After watching this video from Brene Brown , I think I now know why I always found it difficult. This is scary and painful. It is meant to be scary and painful.

Be Different By Being Creative

A Sales Guy

Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea. The best ideas come with your 7th, 8th, 9th and even 10th. Can you think of 10 ideas to solve even the simplest of problems? Speaking Videos

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Sell Like a Human

The Sales Blog

We don’t like people who are inauthentic. We don’t like phonies, frauds, or fakes. We like people who are real, honest, and congruent. We also don’t like to do business with people who are only telling us what we want to hear so they can make a sale. We don’t appreciate someone using what they know about us to manipulate us, persuade us, or coerce us into taking action—especially for their gain.

EP92. David Barnett: How to Sell My Own Business

Tony Durso

Three-Time Amazon bestselling author David Barnett returns after writing another bombshell: How To Sell My Own Business. An educator in the field of local investing and small business transactions, David is achieving his big dream by having multiple income streams. Now, he shares how you can privately sell your own business David Barnett: Speaker, educator, Podcast business entrepreneur money

Listening – the forgotten twin of sales success

Sales Training Connection

Listening in sales calls. While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top 
performance. It is the forgotten twin in the proposition – ask, listen and then talk. For them, the first step is awareness. The second step is actually becoming more skilled. Listen actively. Think back.

Rejection In Your Face

The Pipeline

By Tibor Shanto – . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. The rate of rejection or acceptance did not change much, may have even gone up as it is easier to ignore a text message. Not so for many in sales. So why not go direct?

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How to Get Better at Working Remotely #FutureOfWork

Mukesh Gupta

How to Get Better At working REmotely by Mukesh Gupta. We are entering an era where more and more of our work is going to be done not in office but elsewhere, either because commuting to office is getting worse due to traffic or because a lot of the people who work are not full-time employees but individual service providers or because of ubiquitous availability of connectivity. My work involves a lot of travel for me and which in turn means that I am working out of cabs or airports, Starbuck’s or hotel rooms. I must say that I found it tough to work remotely. Stay hydrated.

6 Steps to Building Your Personal Brand: The Checklist


Your personal brand is the new sales call. Build it carefully. The Importance of Your Personal Brand. This entertaining checklist accompanies our blog post about the importance of building a personal brand in today’s business environment. Why is personal branding important? The traditional sales call was designed to reach, qualify, and then pitch your prospect — by phone or in person. Set goals.

They Say Imperative. I Agree.

The Sales Blog

I just received a copy of The New Sales Imperative: B2B Purchasing Has Become Too Complicated, You Need to Make It Easy For Your Customers To Buy , by Nick Toman, Brent Adamson, and Cristina Gomez of CEB. Some portion of the emails I receive continually argue against what CEB’s research shows to be true. This is an article that is worth studying. They are “ deeply uncertain and stressed.” I Agree.