January, 2017

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Today’s Evolving Sales Professional Needs These 9 Top Skills


Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. What is required in this ever-changing environment?

What Is Sales Truly About?

Increase Sales

The marketplace is filled to the brim with sales training, sales books to sales coaches.  Yet at the end of the day, what is sales truly about? Credit www. pixabay.com. My father taught me sales was about buying.  You as the salesperson had to build a relationships between you and the prospective buyer or even center of influence to be successful. Share on Facebook.

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Are Predictive Hiring Models the New Norm?

Babette Ten Haken

Predictive hiring analytics provide high-value insights for creating workforce hiring models. Executing that innovative HR strategy will become the new norm, especially in the demanding industrial Internet of Things ecosystem. Because the globally competitive IIoT ecosystem is demanding. Workforce hiring strategy becomes a competitive advantage. useful HR question to answer focuses on flight risk.

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4 Steps to Create Client Advocates

Anthony Cole Training

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. exceeding customer expectations creating advocates solving sales issues

5 Secrets of the Most Productive Salespeople

Never satisfied with last year's results, salespeople always push for more -- which means they're also constantly seeking ways to boost productivity.

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How One Word Can Change Your Sales Results

Increase Sales

Sometimes those in sales look for complex solutions to improve sales results. realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer. By changing the word Lord to Father gives the receiver an entirely different perspective.  The focus changes from one person to another. This word conveys negative emotions.

Sales Acumen or Sales Noise? 5 Tips to start the Year!

Babette Ten Haken

Are you showcasing sales acumen to clients. Or sales noise? The start of any fiscal sales year typically is accompanied by a huge surge of client attraction activities. Hint : otherwise known as prospecting). The sales force gets ready for a grand kick-off meeting. Quotas are set. Contests are announced. Sales reps are pumped to get out there and sell, sell, sell! Demonstrate sales acumen, instead.

Sales memo – winning starts with thinking strategically

Sales Training Connection

Crafting sales strategy. In B2B sales, one-size-does-not-fit-all is a cornerstone proposition.  There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. Given this situation let’s explore two overarching ideas for how to develop a winning account strategy. What is X?

7 More Tips on How I Sell More and Get More Done Part 3

Understanding the Sales Force

Image Copyright: toonartist">123RF Stock Photo. Who knew that this would turn into a series? Part 1 and Part 2 were very popular and centered around productivity and technology, but not selling competencies. This post presents Part 3, which although having a different perspective on selling more and getting more done, but like the other two parts, stays away from selling-specific competencies.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

Aligning Sales and Marketing: 4 Major Benefits


In today’s business environment, Sales and Marketing are often divorced. In fact they often behave just like a divorced couple, constantly pointing fingers at each other, most frequently over lead quantity and quality. Marketing says that Sales isn’t taking advantage of the leads they have, and is wasting them. Sales, on the other hand, is grumbling that the leads Marketing provides just don’t convert into opportunities. There are companies today, though, that are realizing that this isn’t a modern approach and their progress is being hampered by this situation. Find out all about it here.

Top Sales Performers Embrace These ".ations"

Increase Sales

So what makes individuals top sales performers?  There are specific aspects as identified within the 5 Point Sales Leadership Model and yet I believe it goes way beyond that to the attitudes of these individuals. The “Ations” Attitudes of Top Sales Performers. Aspiration – Wants to continued to achieve, to look forward to the future, to always be better. Share on Facebook.

Finding Our Centre Of Excellence

Mukesh Gupta

I read a post by Mitch Joel ( one of my insanely awesome people ) where he proposes a 7 step model to define what could be our centre of excellence. Please do read his post here. wanted to do this exercise and the result is as below: The Tactic : My tactic of my primary output is content, just like Mitch himself. The Format : My format is text and audio.

The Art of Social Selling -- Summarized by getAbstract

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

Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part I

Anthony Cole Training

I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. But, here I go again and for good reason – it’s still a problem. It’s still in the news. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues.

10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2

Understanding the Sales Force

To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient. Dave Kurlan sales effectiveness sales productivity sales efficiency

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Why Sales Managers Need Street Smarts

No More Cold Calling

Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top grades. Studying was a discipline. Sometimes we learned, but the goal was to pass tests. Below is his take.

#SalesChats Ep. 21: Sales Management: The Need of Emotionality with Ken Thoreson


It often happens that sales managers get too focused on ratios, tracking of activity, and dashboard statistics, all critical and important for success–but they can miss the crucial factor of emotion. You have to connect emotionally with a salesperson, and with the sales organization so that you can charge them up. If you’ve got your team behind you, they’re going to perform.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Self Leadership Is Required in Sales

Increase Sales

In business there has always been a lot of attention directed to leadership.  Yet far lesser attention to this idea of self leadership.  As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences.  However, research shows self leadership which falls into that bucket of people or soft skills is sorely lacking. Motivation. Autonomy.

4 Signs You Have an ‘A’ Player in the Interview

Sales Benchmark Index

Article Sales Strategy "A-Player" A-Player Interview identify an a-player sales talent

20 Insanely Interesting People I Came to Know in 2016

Mukesh Gupta

One of the things I do over time is to discover new people and learn from new sources. I had shared my earlier list of 25 insanely interesting people in 2014. You can find that list here. They are changing the world as we know it. Here is my list of insanely interesting people I came to know in 2016 (in alphabetical order). Then I went on to listen to his book – Originals on Audible.

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The Fastest and Easiest Way to Reach Sales Greatness

Understanding the Sales Force

One of the things I hear an awful lot is, "Dave, how do you write so many articles?". 1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work. The secret behind that kind of prolific writing can actually help you too - to find and close more business , sell more consultatively , qualify more thoroughly , and earn more money. I'll share it below.

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.

Top 30 Social Sales Influencers

Score More Sales

Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk. Sales Skills social selling B2B

Clients and Employees Engaged: Organizational Goals and Why to Use Them


Wouldn’t it be great if you could increase your customer retention while also improving your employee retention and engagement? Defining who you are as a company is a great way to do this, but you can also accomplish it by taking your company culture and using it to define overall goals. Ask your employees how they can help your ultimate goals will help them understand the value of their work, and improve client relations. Employee Engagement. You can keep employees engaged by giving them a driving force behind their actions. Goals Are Great Driving Forces. Goals give them the why. Better Work.

Sales Leadership Requires You Know What You Do Well

Increase Sales

Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% do not know what they truly do well! The irony, if you want to call it that, is 95.4% of these same salespeople know what they don’t do well. Sales Leadership Question. Why do winning sales teams win? Answer A) Because of the weaknesses of their salespeople. Credit www.pixabay.com.

Website Warning -Your Website Is About To Become Invisible

Fill the Funnel

Your visitors are receiving a website warning. Your website is about to become invisible. Google and others have been talking about this move for over a year and as of January 2017 it is being implemented. This is all related to something called SSL (Secure Socket Layer) certificates. Every website that collects personal information, emails, […]. Web Tools WordPress SSL

Successful Selling

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

Slammed! Sales Management Book Camp

Your Sales Management Guru

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed! The New Sales Manager Boot Camp. We hear these comments all the time: Revenues are flat. have a problem growing sales profitably. We seem to react to every opportunity. To Learn More     [link].

The Art of Storytelling For Business

Mukesh Gupta

It is well known that all of us make most of our decisions based on our emotions rather than pure logic or intellect or rationality. So, if we are to influence people and their decisions, we need to learn about moving them emotionally enough to get them to make a decision in our favour. If you are in the business of influencing anyone, I strongly urge you to take the 55 mins and watch this talk.

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

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Social Selling & Personal Brand Building


Condensed from a Pipeliner SalesChat Interview with Tracey McCormack , conducted by John Golden. Tracey McCormack is the founder and president of McCormack media services, a modern media sales professional skills training company. She has over 25 years experience and demonstrated expertise across all facets of the industry including sales strategy, modern sales selling techniques, and omnichannel marketing. She’s worked with the Discovery Channel, NASCAR, NBC, and many other top companies. ‘. Q : In some people’s minds, social selling and personal branding have gotten all confused.