Sat.Feb 11, 2017 - Fri.Feb 17, 2017

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


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.

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.

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.

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: .

The Art of Social Selling -- Summarized by getAbstract

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

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Quick Fixes in Sales Often Ignore This Reality

Increase Sales

In sales many seek the quick fixes that range from sales training, incentives, hiring new sales managers, new salespeople or some motivational speaker. Yet in a few days to a few weeks, the sudden burst of sales productivity gradually returns to its pre-quick fix levels. The reality is 99.9% of all quick fixes ignore this reality. The reality is clarity or rather lack of clarity. In the story Alice in Wonderland , Alice approaches the Cheshire Cat sitting in a tree. At the foot of the tree are various paths. Alice asks the Cat “What path should I take?” Share on Facebook.

Developing Deeper Customer Engagements in the Digital Age


We already invested time talking about how smarter sales content analytics impact and improve your business in our article “ Sales Enablement in the Digital Age.” While we certainly see how analytics play a huge role in driving businesses forward, the digital age of sales management allows us to do much more. Every salesperson knows that engagement = opportunity. Technology as a Springboard.

Getting sales rep onboarding right – it matters more than ever

Sales Training Connection

Onboarding new sales reps. Today a sales team must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies, it is increasingly difficult to sustain a competitive advantage by traditional means. So optimizing sales performance matters more today than it did yesterday and it will matter more tomorrow than it does today. Onboarding. Summary.

Leadership Lessons from The Recent Political Crisis in Tamil Nadu

Mukesh Gupta

Leadership Lessons from Recent Political Crisis in Tamil Nadu by Mukesh Gupta. Looks like the final curtain on the political crisis in Tamil Nadu finally came down, with Palanisamy being sworn-in as the chief minister. There are two leadership lessons that we can all learn from the way this entire episode unfolded. Importance of Succession Planning: This entire incidence only goes to show that there was no clear succession plan in place, if something were to happen to the erstwhile chief minister Jayalalitha. This is one of the most common mistakes that leaders commit. These scars heal slow.

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.

11 Tips for Starting a New Sales Role

Modern B2B Sales

Author: Chris Gillespie So you have a new sales job. The desk is clean, the laptop screen has shiny protective film, and your strategy is a blank slate. You feel giddy with excitement at what the future holds, and you can hear the cowbell clanging as other account executives ring in their deals. Quietly, you resolve to outsell them all. Leverage Your Mentor. Learn the Tribal Stories. Mentoring.

Is it Time to Rethink your Sales Force?


In today’s world in which a buyer can totally bypass the traditional buyer/seller relationship, sourcing product or service information directly online, the requirement to restructure your sales force to match up with these buying patterns has become even more crucial. In their excellent book Rethinking the Sales Force , Neil Rackham and John De Vincentis explore this topic in detail.

Sporadic Customer Retention Strategy is not a Strategy at All

Babette Ten Haken

Sporadic customer retention strategy tends to appear in three forms. If you are inconsistent and half-hearted when working with customers, then you lose credibility in their eyes. Do not expect to retain their business due to lack of professionalism. Then, there are huge failures in manufacturing execution or post-sale service delivery quality that derail any chances for customer retention. I know.

PBTO51: Non-Obvious Trends with Rohit Bhargava

Mukesh Gupta

Who is on the show: In this episode we host, Rohit Bhargava. He is a “non-obvious” trend curator, founder of the Influential Marketing Group, and an expert in helping brands and leaders be more influential. He is the Wall Street Journal best selling author of five books on topics as wide ranging as the future of business, building a brand with personality, and why leaders never eat cauliflower.

Successful Selling

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

3 Reasons ‘C’ Players Must Go

Sales Benchmark Index

Article Sales Strategy SBI on Demand Talent Strategy sales talent talent assessment

The Salesperson Mindset: The Quality of Security


For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility and individuality. Now let’s look at the next quality: security. Salespeople and Security. Or an airline pilot until a flight is successfully made? Security and Trust.

What’s The Difference Between A Cold Call and Warm Call?

The Pipeline

By Tibor Shanto – . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral. But the reality is that the difference is in your head. Download your copy of the Objection Handling Handbook.

Lessons from My Attempt to Re-Claim My Weekends

Mukesh Gupta

Lessons from My Attempts to Reclaim my weekends by Mukesh Gupta. Situation. One of the constant complains that my family has with me is that I am obsessive about my gadgets. Even when I am on a holiday or during the weekend, I obsessively go for the gadgets and if it is not checking my emails, it is to check my twitter feed or my Facebook feed or my LinkedIn or my blog stats or my podcast stats or WhatsApp groups or something else. But they complain that I keep reaching for my phone or my iPad for something or the other. I am sure this is a common phenomenon in most of our lives. Conclusion: .

Executive Sales Leader Briefing: Should Sales Leaders be Passionate or Rational?

The Sales Hunter

Do these two things — passionate and rational — even fit in the same sentence? I’ve had people say to be a leader of any type you can’t be passionate, because you’ll get your emotions tied into your decision-making process. The argument is you have to remain rational in how you think. The argument […]. Blog leadership executive sales leader briefing leader sales leadership

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The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. But I was wrong. As a buyer, the very last thing I needed was to buy. THE JOB OF A BUYER. But I was an outsider.

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What Your Rejected Email Really Means

The Sales Blog

When you send an email asking your dream client to call you, and that email is never returned, you have been given feedback as to your approach. The rejection means that what you did failed. It didn’t work, and you didn’t get what you wanted. When you send hundreds of emails that are not returned, you are getting feedback with hundreds of data points, all which point to the same fact. They’re not.

Simple Things That Could Hold You Back in Your Transformation Journey

Mukesh Gupta

Simple Things by Mukesh Gupta. Do we still need policies. I do a lot of travel as part of my work and one of the side-effects of this kind of travel is for us to submit our expenses to get the expenses reimbursed. One of these expense request got rejected with the reason that this is not according to policy and if I need to get the same approved, I need an approval from my CFO as an exception approval. I wrote to the CFO and he approved the request as it was a valid expense that I had incurred for a business reason. I certainly dont. Do they make sense? What kind of behaviour do they encourage?

How Your Location Impacts Sales Success

HeavyHitter Sales

  This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review.   Does your location influence your sales success? And, which area of the country enjoys the most success? In this article, we examine the impact geographic location has on sales success.  Previous Year Quota Attainment. Career Average Quota Attainment. Career Advancement Rating.

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EP91. Amanda Goldman-Petri: Market Like A Nerd!

Tony Durso

Amanda Goldman-Petri declares war on the term “hustle.” She is the go-to international “work smarter, not harder” marketing coach for online entrepreneurs who want to create a sustainable business. Working smarter, not harder gives you more money and more freedom.–Amanda –Amanda tells us how to market like a nerd! Working smarter, not harder gives you more money and more freedom.–Amanda

Sales Leaders Don’t Invest Enough Time Hunting for Talent

Sales Benchmark Index

Article Sales Strategy acquire talent hunt talent sales new hires sales talent

Sales 38

Customers Should Care About Your Profitability!

Partners in Excellence

Too often, we succumb to price pressure–even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business. What if we started shifting our conversations from discussions of discounting to educating them about the importance, to them, of maintaining our pricing and our profitability? Walking Away.

Never Let A Good Plan Get In The Way Of Success!

The Pipeline

By Tibor Shanto – . In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue! Join Now!

Choice: The Key Ingredient In Your Incentive Program

Sales and Marketing

Issue Date: 2017-02-13. Author: Craig DeWolf. Teaser: People like to be in charge of their own decisions. That holds true in the programs designed to motivate their work performance as much as anywhere else. People like to be in charge of their own decisions. That holds true in the programs designed to motivate their work performance as much as anywhere else. read more

How to Get Sales to Use Your Marketing Content

Sales Benchmark Index

Article Marketing Strategy product marketing sales adoption sales enablement

Prescription Without Diagnosis Is Malpractice

Increase Sales

One of my colleagues, George Richardson , shared this quote by a Dr. Nancy Synderman “Prescription without diagnosis is malpractice” with me nearly 20 years ago. These words are so true especially for those in any professional role including salespeople, executive coaches, consultants, leadership and management. How many times do those in any of these roles of sales, executive coaching, leadership training or even management prescribe a solution without a formal or even informal diagnosis? Yes an effective diagnosis is an investment of time, money and energy. What would you do?

Why You Have a Time Management Problem

The Sales Blog

If you feel like you have a time management problem, there are a number of things that you might be doing to generate that feeling. Lack of Priorities : You will find it difficult to be productive with your time if you haven’t defined your priorities. If you don’t know what your biggest priorities are, then you will have trouble deciding where to spend your time. There was no thinking required.

Value Proposition, “What Might You Be Doing Instead?”

Partners in Excellence

We can learn a lot about value propositions by looking at the vast new array of personal services available through the web. For example, I have a Virtual Assistant. This person spends a few hours a week doing things I used to do. They are a lot of the administrative tasks that used to take some of my time. I’m paying this person to do these things, but what she does frees up time for me to invest in things that are more important. Things that I just never got around to, because I had to do those administrative tasks. For example, now I get a few more hours for prospecting each week.

Handling Objections like a Pro | Sales Tips

Sell More and Work Less

One thing that I’ve noticed recently is that sellers aren’t always good at is learning how to pivot. During the qualification stage, we get thrown for a loop sometimes.