February, 2017

Trending Sources

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

Pipeliner

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. really do.

New LinkedIn Cheat Sheet

Fill the Funnel

By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. think you will find the LinkedIn cheat sheet below to be helpful. If you have not noticed already, the feeding frenzy […]. Social Selling Social Web Training Web Tools LinkedIn

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.  When I notified the CEO, he called and said he was unaware, apologized and the copy was removed. The CEO blamed the web designer. loss in shareholders’ value.

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. read many articles and quotes after the game but the one that works best in this Blog is a quote from 2016 Cy Young Award Winner, Rick Porcello. That’s getting strike one on the next hitter and going from there.

What Salespeople Can Learn from Classic Songs

More Trending

16 Tested and Proven Ways to Grow Your Email Subscribers

Fill the Funnel

Grow your email subscribers is one of the most effective marketing recommendations anyone can give. list of engaged subscribers is one of the most effective and reliable marketing resources. good list so valuable that it can’t be bought. Because when subscribers sign up for your list, they’re signing up to hear from […]. Marketing Tool tips Web Tools email

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Great Salespeople Truly Never Give Up

Increase Sales

Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com. 2016 was and 2017 appears to be years where the can do attitude, never give up attitude will triumph over the can’t do one. ” . They keep moving forward even when defeats happen.  F.

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!

Growing a Successful Sales Team – What Are Your Cultural Requirements?

Anthony Cole Training

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).

The Art of Social Selling -- Summarized by getAbstract

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: .

Bring on Salespeople who are Masters of Non-Conformity

Pipeliner

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to the rule book and you will pass.

100 Sales Questions to Understand Your Prospects’ Pain

Fill the Funnel

Sales questions can make all the difference in your results. Want to make more sales this year? Then you must practice the art of listening more. Because nobody really wants to talk to a chatty salesperson. They are annoying. They can go on and on about their product and what’s special about it […]. The post 100 Sales Questions to Understand Your Prospects’ Pain appeared first on Fill the Funnel. Presentation Tools Social Selling Web Tools Questions

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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 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. 

Winning Consensus-Based Sales

Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

Understanding the Sales Force

Image Copyright OcusFocus. Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager. Totally on the money, that drove me crazy every day.". Lack of sales management skills. Lack of recruiting skills.

How to Land and Expand with Relationships

No More Cold Calling

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers , or as we used to call them “B2B salespeople.” George is among the best, because he understands that selling is all about the people. You were there.” He listens.

PBTO50: Understanding Why We do, What We do with Dilip Soman

Mukesh Gupta

Who is on the show: In this episode we host, Dr. Dilip Soman. He is a behaviour scientist and the author of the book   The Last Mile , and is a Professor of Marketing and holds the Corus Chair in Communications Strategy. His researches behavioural economics and its applications to consumer wellbeing, marketing and policy. What are Mindful and mindless nudges and where can we use them?

How Do You Perfect the Art of Sales Conversation?

Pipeliner

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. pitch is one-sided. 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.

Secrets to Successful Inside Sales Management

Converting Website Viewers Into Customers

Fill the Funnel

If you have a website, answer this question honestly out loud – “Are your website viewers converting into customers?” ” If you are like millions of others then you had to answer “no” Low conversions are the norm so you are not alone. Here are some sobering statistics: You only have 0-8 seconds to impress a […].

Can You Afford Not to Delegate?

Increase Sales

Delegation is a way of thinking and doing.  For many in business leadership roles, the ability to delegate is not a talent widely embraced. The reasons for this lack of delegation are many including: Credit www.pixabay.com. No time. No money. No knowledge about available resources. No confidence in employees – fear in hiring wrong people. Share on Facebook.

Veteran's Great Quote Makes News and Has Terrific Lessons for the Sales Profession

Understanding the Sales Force

On my way to the office, I was listening to FOX News when they cut to a diner in Jacksonville, Florida to interview some of the patrons there. One of the people interviewed was Stanley, a Veteran who said he had two messages he wanted to share. He said, "To the media, don't make in-depth assumptions from shallow observations. And to the obstructionist democrats, we have a saying in the military.

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Three Myths to Ignore About Millennial Colleagues: Stop Blinding Yourself with Sound Bites

The Productivity Pro

“Millennials don’t just want to read the news anymore. They want to know what they can do about it.” ” – Ian Somerhalder, Actor and entrepreneur. You’ve probably heard some negative press about Millennials, the current generation taking the workforce by storm. Critics of the Millennial Generation call them disloyal, overly ambitious, entitled, and even lazy. The Upshot.

Successful Selling

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

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

It was 18 months ago when I stepped into a large cold conference room with seven executives and a good friend of mine named James who was in a tough negotiation. Imagine a long dark wooden table stretched from one end of the room to the other. Us on one end and seven executives on the other. Not the best way to start a meeting. Surprisingly the first part of the meeting went well. It was him.

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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Always Remember Customer Service Is SALES!

Increase Sales

How many times do those in B2B or even B2C industries fail to understand customer service is sales.  A new report just released by Astound Commerce through secret shoppers recognized seven retailers who excel in customer service through: Must have website. Visibility. Overall customer service. Speed of delivery. Efficiency of checkout. One of the top seven performers was The Home Depot. Selling.

Why BASIC Cross Functional Collaboration is Frustrating!

Babette Ten Haken

BASIC cross functional collaboration impedes forward progress, especially in the industrial Internet of Things (IIoT) team-based ecosystem. After all, cross functional collaboration is the hallmark of industrial Internet of Things (IIoT) environments. Not only is everything connected to everything else. Also, everyone is interconnected to everyone else. Let’s explore together, shall we? Her focus?

Convert Website Visitors into Customers

Fill the Funnel

16 Days 19 Hours 51 Minutes 42 Seconds We Are Live! Get Your Name On The Early-Bird List Over a year in field testing with beta clients, February 22nd will bring the launch of my new Software as a Service. Designed for progressive website owners, sales, and marketing professionals that want to Amplify, Engage, Capture […]. Web Tools

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg Sales

Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging. If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email. Watch the Video. Building a Framework.

6 Mistakes Salespeople Make and 7 Sales Strategies to Stop Making Them

Pipeliner

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have to be. And believe me there are plenty of funny sales people stories. So what does the rep do?

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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