June, 2016

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20 Ideas on How to Sell Successfully


It’s not one thing. There’s no Hail Mary pass or silver bullet that will vault you from an average salesperson into a mind blowing success with results that stagger the imagination. But these 20 things worked for me. And they will work for you if you give them an honest try. Take a long term […]. The post 20 Ideas on How to Sell Successfully appeared first on Pipeliner CRM Blog.

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10 Best Sales Questions to Use When Talking with a Customer

The Sales Hunter

One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales questions you can use. The questions […].

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. The Big Five.

Sales Leads - The Downfall of the Thrill of the Chase

Increase Sales

For many in sales, the thrill of the chase is everything. These “hunters” love to find and chase down sales leads. Credit www.gratisography.com. Within the SMB world, this thrill of the chase can present a psychological problem for the salesperson and a a business growth problem for the SMB owner, executive or sales manager. Time is money. The thrill of the chase is energizing. 

The Art of Social Selling -- Summarized by getAbstract

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

Sales alert: millennials are here

Sales Training Connection

Millennials and Sales. Millennials, born between 1982 and 1993, are 80 million strong. In 2015 Millennials passed Generation X to make up the largest share of the workforce.  In 2020 they will be nearly half of the workforce. Some important facts about Millennials as reported by the Council of Economic Advisors are: Millennials are now the largest most diverse generation in the U.S. population.

This Webinar Tool Is Changing The Market

Fill the Funnel

The tool that I am sharing today is truly moving a marketplace in the first few days since it hit the market. If you have done, or want to do webinars, you have had only a few options if you wanted to attract and present to a large audience of 500 or more. The lag time between video and audio is awful, between 30 to 60 seconds, making audience interaction next to impossible. …and much more.

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Are These Two Beliefs Holding Back Your Account Management Team


If there is one thing that every human being on the planet is faced with it’s our thinking, our psychology and the conditioning of our mind and held beliefs. These beliefs of ourselves, others and our abilities can enable and empower us for success. They can also stop us from achieving greatness and pollute those […]. Entrepreneurs entrepreneurs sales management

10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

6 Ways to Succeed Despite Unpleasant Coworkers

The Productivity Pro

“Before someone can treat you like a doormat, you have to lie down first.” ” — Dear Abby, American advice columnist. One thing we often forget about teamwork is that you don’t have to like everyone on your team to work effectively with them. It helps, but in any group, you’ll probably find someone who rubs you at least slightly the wrong way. Avoid the troublesome.

A Real Salesperson Is.

Increase Sales

The question of what is or what makes a real salesperson is answered on a weekly if not daily basis by noted sales experts.  And the funny thing is their answers have some similarities, but also have differences. Some of these quoted experts may share specific sales skills while others look to interpersonal or people skills.  Funny thing, all humans beings are salespeople.  Secure employment.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click


Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. summary: 1.

Winning Consensus-Based Sales

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

The Most Effective Sales Strategies Aren’t Digital

No More Cold Calling

How can your sales team sell if they’re “not there?” ” “There’s nothing like meeting people in person.” ” That’s definitely my belief, but I was stunned to hear these words uttered by a Millennial. We’ve all heard they are tethered to their devices. Human beings instinctively know how to connect with others. Proving the Power of Face-to-Face.

When It Comes to Results, Focus on Your Customer


As a sales leader, you live and die by your results. No doubt, you experience intense frustration when members of your team don’t seem to get it. Equally frustrating are the salespeople that are so focused on their numbers they turn customers and prospects off. What is the key to building a team that is […]. For Sales Pros customers sales leaders salespeople

10 Ways to Overcome a Customer’s Objection

The Sales Hunter

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Here are 10 responses to consider: 1. Ask the customer to share with you more insight as to why they raised the objection. always say it’s not the […]. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tips

Taming Workflow Processes: Xerox’s Productive Innovations

The Productivity Pro

Ultimately, boosting productivity boils down to building and honing efficient workflow processes that automate and routinize tasks, projects, and services. Luckily for us, our rapidly converging computing, communications, and time-management technologies can’t help but yield rational work processes that repeatedly raise the bar on productivity. The slowness of it all frustrated many of us.

Just Return Calls to Increase Sales

Increase Sales

Again, the person on the other end expressed surprised when I returned his phone call. After several decades in selling, I learned one of the easiest ways to increase sales is to return all phone calls and answer the phone when possible. Credit www.gratisography.com. Sales Coaching Tip:  Caller ID may reduce wasted time, but is potentially harmful to increase sales. That may be true.

Successful Selling

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

Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling

Understanding the Sales Force

Image Copyright 123RF Stock Photo. If you are a regular reader, you might recall this great article on Selling to a CEO. In that article I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Do think I was right? Or wrong? Dave Kurlan sales selling twitter Relationship Selling linkedin social selling sales assessments

Dealing with Toxic Clients

Babette Ten Haken

I have dealt with more than a few toxic clients. Have you? Anything over zero toxic clients is more than anyone’s fair share of them. Ideally, you and I never should find ourselves in a situation where we are contractually obligated to toxic clients. You tell yourself: “Next time will be different.” ”  But it isn’t. Avoid them in the future. You are a fixer. My advice: Run.

The Important Role Patience Plays in Selling


Most everyone has heard the expression that patience is a virtue. Through the years when someone asks me to describe the major difference between A Players (superior) and B/C Players (average) salespeople in one word, my response: Patience. Mistakes sellers make stem from their impatience Once goals or problems are shared, many sellers immediately try to rescue […].

Executive Sales Leader Briefing: Are You Listening or Just Waiting to Talk?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Think […]. Blog leadership executive sales leader briefing sales leader sales leadership

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Four Ways to Facilitate Inter-Team Teamwork

The Productivity Pro

“Good things happen when you meet strangers.” ” — Yo Yo Ma, Chinese American cellist. One thing you can count on when working for a large organization is working with people from other teams (click to tweet). So do what you can to smooth the transition, even if you fail to understand the reason for it. Always show your willingness to work with even the most unfamiliar co-workers.

How Women in Sales Boost the Bottom Line

No More Cold Calling

Wake up call for sales leaders: If you don’t have enough saleswomen on your team, you’re at a disadvantage. Women are just plain naturals at selling. Saleswomen have the skills and grit it takes to be top-tier performers because success in sales is about building and nurturing relationships. Women get that. All things being equal (and they never are), we hire people who look and sound like us.

Want to Increase Sales? Put on Your Sherlock Hat

Increase Sales

To increase sales requires every salesperson to be somewhat like Sherlock Holmes.  Time and effort must be directed to researching potential sales opportunities as well as lost ones. For example in real estate, my sense is there are many lost opportunities to increase sales because realtors do not investigate further why someone chose not to buy a home.  Want to schedule a time to talk with Leanne?

Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

Understanding the Sales Force

I've been trying very hard to find the time to write this article. always have plenty of material but I just couldn't wait to write this particular article, and I've been waiting for nearly 24 hours since the idea was triggered by an email. 24 hours may not seem like a lot of time, but for me, once I decide to do something, I want to do it right then. We are so proud!

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New Business Strategy: Where to Focus


It seems like everyone is looking for a one-size-fits-all strategy for outbound. And unfortunately there are plenty of sales experts encouraging this idea by claiming that they have ‘the magic formula.’ With multiple variables like a prospect’s vertical, state of the market, target buyer personas, etc. company must consider many factors before selecting which […].

Sales Motivation Video: What Sales Leaders are Doing Friday Afternoons

The Sales Hunter

Do you know what sales leaders are doing Friday afternoons?! They are selling! Unlike so many other salespeople who start to see Friday afternoons in the summer as a time for taking it easy, sales LEADERS are out there making things happen. As we head into summer, you have to make a decision. Are […].

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Do Not Overload Yourself

The Productivity Pro

It’s not productive to take on too much. How to keep from overloading yourself. (C) 2016 Laura Stack, All Rights Reserved. www.TheProductivityPro.com. Personal Productivity Podcast overload productivity

4 Strategies All Successful Salespeople MUST Employ

MTD Sales Training

We often see the successful salesperson and put it down to being in the right place at the right time, getting the breaks or simply being ‘lucky’. When successful people are analysed, though, we see. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips sales advice sales strategies

Finally – Sales Funnels That Dazzle and Convert

Fill the Funnel

Finally anyone, and I mean anyone, can create beautiful web pages and entire sales funnels that look beautiful and convert like crazy. No longer does an individual sales rep need to learn how to work with messy code and HTML to create stunning web pages. No more waiting for a marketing team or web developer to get you on the calendar. This is brand new and goes on sale  at the lowest price June 14th (Tuesday) at 8:00 am Pacific for three hours by using the following Coupon Code for Fill the Funnel readers: eskimo5   Write this down – it not shown on the order page. They all work well.

What Percentage of New Salespeople Reach Decision Makers?

Understanding the Sales Force

It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. While this is very cool for me, I think this could be even more awesome for you!

Seven Methods for 20/20 Vision with Your Sales Forecasting


Wouldn’t it be great to have a crystal ball that would tell you what your sales totals will be each month, quarter and year? Managing the business would be so much easier anticipating cash flow and profits. The problem is sales forecasts are usually less reliable than predicting the weather. Mark Denning, CPA and Author […]. Sales Management sales crm sales management

Executive Sales Leader Briefing: Do You Have to be a “Born Salesperson” to be Successful in Sales?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Recently […]. Blog Cold-Calling Consultative Selling Professional Selling Skills executive sales leader briefing sales selling skills success

Spotting Job Productivity Killers

The Productivity Pro

TRANSCRIPT. Whenever you feel really frustrated by something that you’re spending your time on, it is just dragging down your productivity and it is a very inefficient type of process, you’ve got to say to yourself “Ain’t nobody got time for that.” ” I was working for example with Sherwin Williams. They have given me permission to share this story.

Being Real About the Re-Start Sales Mentality

Increase Sales

We all know the Einstein’s definition of insanity. Maybe that is why some SMB owners to  professional salespeople favor what I call the re-start sales mentality.  This is when bumps in the business road happen a new CRM, a new sales manager, whatever is brought in to overcome or really re-start sales to even marketing activities. Credit www.picjumbo.com. Example of Re-Start Sales Mentality.

The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

In the race to grow your company, defeat your competition, and dominate the marketplace, it can sometimes feel like the most important parts of the SWOT analysis lie in the externally-focused quadrants: Opportunities and Threats. Your ability to leverage OPM, OPT, and OPE (Other People’s Money, Other People’s Time, and Other People’s Effort) can define your success. It’s also expensive.

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A CEO's Guide to the Differences in Sales Leadership Roles

Understanding the Sales Force

Image Copyright 123RF Stock Photo. I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?". Let's attempt to explain some of the important differences between Sales Managers and the other Sales Leadership roles.

Commitments that Get You to the Close


There has been so much published about “closing the sale.” Specifically, about WHEN to close the sale. I don’t even use that term anymore because its name alone gives the wrong impression about how it’s done! Close” gives the impression that it’s conducted at the end of the sales process. When really, closing the sale […]. For Sales Pros sales process salespeople

Sales Motivation Video: Confirm Appointments by Voicemail

The Sales Hunter

It’s summer and that means that those appointments you have scheduled may not happen as planned, especially if you don’t confirm them. highly recommend you confirm them with voicemail. Using this approach will result in fewer appointments being cancelled. Check out the video to see what I mean: Sign up below for […].

Compiling the Team To-Do Lists: How Far Ahead Can You Actually Plan?

The Productivity Pro

“ If you have a dream, you can spend a lifetime studying, planning, and getting ready for it. What you should be doing is getting started.” ”  Drew Houston, American entrepreneur and founder of DropBox. In recent years, it’s become almost impossible to do the long-term planning corporations were once famous for. Stepping Up. This does not, however, mean we’re helpless.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. It is also not about the elapsed time since you last did it.  The strategic  “it” in this case is the decision about whether you should make an investment in sales training. Fast forward to the present – can you hear those same voices?  Our experience says absolutely.  The sales training discussion needs to be updated and reframed. Go-to-market strategy. New product.

The 3 Words That Will Galvanise You To Sales Superstardom

MTD Sales Training

I’ve just finished listening to another Tony Robbins CD. He’s someone who I’ve always admired, not only because of his knowledge and awareness of what makes us do what we do (although he’s up there. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MtdBlog free sales training sales success

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Those Who Follow Sales Best Practices Don't Necessarily Become Top Performers

Understanding the Sales Force

You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions. Dave Kurlan omg the challenger sale top producer sales assessments objective management group top performing salespeople


6 Practical Tools You Should Use In Pipeliner CRM Reports


With Pipeliner CRM Reports you can report on your data in many different ways. You can use standard reports, pivot reports or even [new] forecast reports. All of these report types have the simple Pipeliner CRM reporting tools in common, that you can use for creating, organizing or updating them. As with many aspects of Pipeliner […]. Tips and Tricks