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How to Hire the Right Lead Generation Representative


If you are a Lead Generation, Market Development, or Sales Development hiring manager, you know that a bad hire can cost you. Not only do you lose time, money, and potential customers — the wrong person is likely to reduce productivity and decrease morale. For a well-rounded perspective on a candidate, I suggest multiple screening […]. Sales Management sales management

Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com. I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now!

Social Selling: What the Sales Pros Do Differently

No More Cold Calling

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content to the sales team. Timothy Hughes—45.44.

How Targeting Improves Win Rates and Shortens Sales Cycles

Understanding the Sales Force

Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood. The analogy that works best for today's topic is Archery.

The Art of Social Selling -- Summarized by getAbstract

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

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SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

10 Quick Tips On How Sales People Can Improve Their Listening Skills

MTD Sales Training

It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Communication Skills improving listening sales communication

5 Ways to Overcome Stress in Sales and Business

The Sales Hunter

All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […]. Blog leadership Professional Selling Skills Sales Motivation optimism sales success stress success

Inside the Rise of B2B Video Marketing


A look at what’s fueling the growth of video in B2B marketing and how you can tap into this burgeoning field. What’s the next big thing in B2B content marketing? Video. We know what you’re thinking — do people really watch videos that relate to their jobs? And of those who do, how many are decision makers? Can we really believe that CEOs are sitting at their desks surfing YouTube? Magazine ).

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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.

Seventeen Things to Do Before Engaging a Prospect


They say that people buy from people they like and people like people who know them. More and more B2B salespeople must become trusted advisors rather than transactional order takers. A lot is written about the customer journey and influencing them over the course of that journey with content designed to inform and influence their […]. Sales Strategies sales strategies Tips and Tricks

Who Helped Me the Most in 2016 - George Richardson A Gentleman's Gentleman

Increase Sales

One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. He then went on to answer how this person helped him. Keenan shared his posting with me and it got me thinking, truly thinking, that deep, dive down to your guts type of thinking of who helped me the most in 2016. I made a list of people who had gone out of their way to be supportive. Share on Facebook.

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the theatre—not in real life. Believe that Buyer 2.0 drives the sales process? Believe that Buyer 2.0

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The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it! Dave Kurlan sales process sales cycle closing ratio dan mcdade win rates gazelles the buyer journey

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Successful Selling

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

Five Tips to Work Productively from Home: Whether You Telecommute Occasionally or Always

The Productivity Pro

“On the fourth day of telecommuting, I realized that clothes are totally unnecessary.”—Scott ”—Scott Adams, American cartoonist. Whether you call it distance working, telecommuting, or freelancing, technology has made working from home more effective and productive than ever before (. I’ve worked from home for 25 years now. Maintain a dedicated work area. It Is What It Is.

Sales coaches – and the teaching trap

Sales Training Connection

Sales coaching. When top sales managers are asked what advice they would give to someone wanting to improve their coaching, a pervasive answer is – stop trying to teach your sales team and start trying to help them learn. . This is hardly new news. Now, history is unclear as to whether he was chatting with an aspiring salesperson. Whatever the case, the point still holds. When will you do it?

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Who are keepers, who are laggards?

5 Tips for Cultivating a World-Class Sales Team

Sales Benchmark Index

Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can. Sales Strategy Video

PBTO40: Transforming Observation into Innovation with Andrea Simon

Mukesh Gupta

Who is on the Show: In this episode, we are hosting Dr. Andrea Simon. She has won numerous Addy and Aster awards for her marketing and advertising campaigns. She is a well-published author with articles in Forbes , Business Week and numerous publications and online blogs. She is a guest blogger for FierceHealth Hospital Impact and Executive Street Blog. This is an insightful conversation.

10 Best Sales Motivation Quotes by Mark Hunter

The Sales Hunter

“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” ” “A sale made without integrity is not a sale.” ” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.” ” “My goal with each person I […].

How to Grade the Performance of Salespeople

Anthony Cole Training

The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them? Sure, the numbers tell you they are not performing but, as an effective sales manager, you need to find out why. The only way to do that is to look at additional data points.

12 Things to do Every Day to be a Sales Success


Excelling and standing out in anything requires a game plan and relentless execution. In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: 1: Check your performance dashboard to see where you are year-to-date. Keep your targets in front of you and look at them constantly. Where are you […]. Sales Effectiveness

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?

Think Sales Reps Will Become Obsolete? Think Again

No More Cold Calling

The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. of the U.S.

What Sales Managers Do That Make Them So Ineffective

Understanding the Sales Force

Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. Some were very good, and some were very bad. Here is an example of a bad coach from when our son was 12 years old.

Five Ways to Maintain Your Most Important Asset: YOU!

The Productivity Pro

“I have come to believe that caring for myself is not self-indulgent. Caring for myself is an act of survival.”— ”— Audre Lorde, American writer and civil rights advocate. In your rush to adopt the latest tools to maximize your productivity, you may have forgotten to take care of your greatest asset—the one you got free at the beginning of your career. I’m talking about you.

Diagnosing a common sales pitfall – ask then pitch

Sales Training Connection

Sales calls – ask questions. Today almost everyone has come around to the idea that “ asking questions ” is a critical sales skill. Asking questions is now accepted as a fundamental sales competency. Questioning is fundamental because it is used in every sales call and is required for developing advanced skills like negotiating and building customer relationships. True. Common Pitfall.

1st Quarter 2017, Are you set up for success?

Your Sales Management Guru

First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What do you need to have on your to-do list for the next 60 days? I have listed the top 10; let me know what I have missed or what is on your list? Sales skills.

Three Ways to Build Your Brand as a Leader

Score More Sales

Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It. sales leadership build your brand

PBTO38: Office Humour and lessons in Management with Sarah Cooper

Mukesh Gupta

Whom are we hosting in this episode: In this episode, we host Sarah Cooper, host of The Cooper Review. Why are we hosting her. The Cooper Review is the satirical blog of Sarah Cooper. It features weekly original articles, videos and cartoons on corporate humor, news, and other stuff. She describes herself as demotivational speaker and the Chief Evangelist of Evangelism.

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5 Ways to Speed Up Your Selling Process

The Sales Hunter

Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions. Don’t focus […].

9 Sales eBooks With a Webinar Thrown In For Free

Fill the Funnel

Changing your view and perspective can yield surprising results. I advise my clients over and over to look at opportunities from multiple angles to discover some golden nuggets. Here is an example that I hope you will take advantage of. I have been telling everyone I know about a terrific webinar coming up on Wednesday, January 20th called Virtual Sales Kickoff 2016. Anthony Iannario. John Spence.

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101 Motivational Sales Quotes for Sales Managers


Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management, sales managers still have to contend with keeping the right frame of mind to deliver optimally. We are constantly dealing with happy emotions that come from closing deals, and painful […]. All About CRM Sales Management