Trending Sources

Be Prepared: Visualize the Steps to Sales Success


If you’ve got an important sales opportunity in the works, you can improve your chance of success by preparing in advance, and visualizing the steps that will lead your prospect to make a purchase decision in your favor. During a buying cycle, there are very few opportunities to interact with your prospect in a meaningful [.] Sales Process Management

Why Good Salespeople Are Hard To Find

Increase Sales

What makes for good salespeople? Some might respond with top sales skills. Others may suggest a great sales process. While there may be some who believe outstanding marketing is behind good salespeople. Entrepreneurs have this talent. People who have succeeded where others have not have this talent. Good salespeople have learned to harness their WILL to move forward. Share on Facebook.

5 Tips for Women in Sales: Get Ready to Change the Game

No More Cold Calling

Believe it or not, women have the advantage in selling. Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall. I wasn’t like that, and I´m still not. But charisma isn’t what makes a good salesperson. Top salespeople build strong, ongoing, trusting relationships. We’re not the center of attention. The math doesn’t add up.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. What really separates the best salespeople from the rest of the pack? Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the customer’s needs.

Buyer 134

The Art of Social Selling -- Summarized by getAbstract

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

More Trending

Top 5 SEO tips for landing page optimization


The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion. Best Practices Marketing Automation Uncategorized search engine optimization

Sales management – the power of culture

Sales Training Connection

Consider this …. “If If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and will do the right things from an execution perspective. I used to think strategy, execution and culture were a three-legged stool. Now I realize that if you create a great culture, the other two will follow.”. At a minimum we thought it was worth a look.

7 Ways To Make Your Monday Morning Sales Meetings Buzz

MTD Sales Training

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Meetings holding effective meetings

The “Prospecting” Disease

Sales and Management Blog

During my three decades in the sales industry I’ve worked with, met, coached, and observed thousands of sellers from a multitude of industries. They’ve been new and experienced, inside and outside sellers, big ticket and small, specialized products and services as well as common, commodity products, some very successful and a great many barely holding their own or failing. Some have been hail fellow well met types, others have been shy introverts. Some pound the phones, others pound the pavement. Some are highly attuned to technology, others can barely turn their cell phone on. Most are not.

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.

Sales Managers: Prepare Your People for What’s Coming


There are 18 million people currently in Sales today in North America. Gartner Group predicts that only 4 million will be left by 2020. Is that likely? What we do know is that Sales is undergoing unprecedented transformation. As a sales manager, are you preparing your team for the seismic shifts ahead? When I started [.] Sales Management

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Unfortunately, these are usually the most obvious and ignored even with the plethora of marketing, selling and overall sales advice. This is not surprising and has been consistent with other research. What was surprising was what contributed to distrust and a lack of credibility. . Would you believe no contact information?

B2B 133

What the 15 Top Women Leaders Have in Common

No More Cold Calling

Leadership today requires a feminine touch. Tell your kids to do something? Forget it. They’ll either ignore you or do the opposite. Find a way to influence their thinking so they learn to make wise decisions? Well, that’s a different story. This is as true in business as it is in parenting. You can’t just tell people to perform. ” Translation: leaders with influence.

The #1 Reason Why Sales People Underperform - Taking Responsibility

Anthony Cole Training

Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected? In the 7 posts for the series, I’ve covered the following: The Pareto Principle & Perry Marshal l – 80% (approximately) of your sales results come from JUST 20% of the team. Were they reasonable? Where should I start?”

eBook 106

Successful Selling

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

Predictive Sales Analytics: The New Normal?

Smart Selling Tools

Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales. applications.

How Dramatically Has Selling Changed?

Understanding the Sales Force

Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].". Now, pretend it''s 1995, and reread the quotation. Let''s take selling. how dramatically has that changed in 20 years?

Wait a Minute Here: Promoting a Team Culture That Questions the Status Quo

The Productivity Pro

“Any business today that embraces the status quo as an operating principle is going to be on a death march.” ” ― Howard Shultz, Chairman and CEO of Starbucks. Here is the weekly roundup of activity from Laura Stack’s blog, columns, podcast, and other featured articles. This week on the Blog. Wait a Minute Here: Promoting a Team Culture That Questions the Status Quo. The result?

Top 10 Email Marketing Trends for 2015


The post Top 10 Email Marketing Trends for 2015 appeared first on Salesfusion. Marketing Automation

Trends 120

Sales management – balancing micromanaging and abandoning

Sales Training Connection

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. But swinging to the other side of the pendulum isn’t the right answer either. So where is the balance?

What To Say When The Customer Asks, “Why Should We Use You?”

MTD Sales Training

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Unique Selling Proposition building value Sales Interactions usp

Objection? Buying Signal? Maybe Neither–Maybe You’re Being Put Under the Microscope

Sales and Management Blog

A few years ago I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.” In the course of the article I argued that it is natural for a prospect to ask about price–and often to do so too early in the sale, before the seller has had an opportunity to create real value for the prospect—because price is one of the factors prospects use as they seek to qualify the seller and the purchasing opportunity. Yet the prospect’s qualifying the seller and the seller’s value/solution is the crux of the whole sales process.

How To Build Emotional Intelligence in a Winning Sales Team


“Emotional intelligence” and “sales” are not often mentioned together — they’re considered oil and water. Sales leaders often mistakenly confuse emotional intelligence with being weak, which is far from the reality. Emotional intelligence is a crucial leadership skill, and the research supports its inclusion in a winning sales team. #1: Are you the […].

How To 251

The Scariness of Forward Thinking Leadership

Increase Sales

Believe it or not what scares many people are those individuals who demonstrate forward thinking leadership. For it appears, those who claim to what the status quo to change truly don’t want that change because change threatens their own authority, influence and power. Credit www.gratisography.com. For the last 30 plus years I have been observing the leadership dynamics here in Northwest Indiana.

3 Reasons Sales Teams Should Never Ask for Referrals on LinkedIn

No More Cold Calling

Don’t alienate your social networks by asking for referrals the wrong way. Are your reps just clicking buttons to invite people to connect on LinkedIn? Or worse yet, to ask for referrals? The “standard” invite has become pretty standard. But it’s not enough for salespeople, whose job is to build relationships. Where’s the “hello?” Where’s the conversation? Where the heck are their manners ?

10 Ways to Increase Your Value as a Salesperson with Your Customers

The Sales Hunter

Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both you and your customer can’t answer. Salespeople are famous for […].

How to Turn CRM into a Strategic Advantage

Smart Selling Tools

CRM as a strategic advantage. Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research. No doubt, you developed high expectations for your implementation by the time you were ready. What were they? Most important, were your expectations met? I get it.

How To 102

30 Reasons Why 1 Million Sales Jobs Will be Obsolete

Understanding the Sales Force

Image Copyright: / 123RF Stock Photo. On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. Here''s why. Dave Kurlan sales performance social selling salespeople sales tools

Call Him, Email Me, Text Her: The Many Methods of Business Communication

The Productivity Pro

“ The most important thing in communication is hearing what isn’t said. “ – Peter F. Drucker, Father of Management Theory. Recently, I read an article discussing how, in addition to basic methods of written and verbal communication, savvy workers also learn to decode non-verbal communication. Less than 30 years ago, we had just a few. ” to all you young whippersnappers. The Methods.

Do your prospects think of your email as spam?


The post Do your prospects think of your email as spam? appeared first on Salesfusion. Marketing Automation

Sales success – just how important is grit?

Sales Training Connection

One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. Cox was interested in identifying the factors that contributed to the accomplishments of true genius. She studied the background and works of 300 recognized geniuses, from Leonardo Da Vinci to Mozart to Albert Einstein. Grit is the perseverance and passion for long-term goals.

16 Questions That Will Help You Understand The Buyer’s Perspective

MTD Sales Training

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Buyer Types buyer's perspective understanding wants and needs

Buyer 101
Buyer 101

3 Steps to Getting High Quality Referrals From Your Clients

Sales and Management Blog

Are you one of the majority of sellers that isn’t converting the majority of the referrals you get because the “referral” is nothing more than the name and phone number of someone who isn’t a real prospect? Are you one of the sellers who have simply given up even asking for referrals because they have proven to be more of a waste of time than anything else? Chances are you said yes because that’s the experience of most sellers–weak or worthless “referrals” that cost more time and waste more energy than they’re worth. Simple. Bad idea.

10 Top Skills for the Evolving Sales Professional


Sales, like everything else in the modern age, is changing at a staggering velocity. Today’s buyer has unprecedented powers — all the information the Internet has to offer is at their fingertips. As a result, they move on their own timetable, and often without guidance from the sales professional who used to be the gateway […].