July, 2016

Trending Sources

10 questions You Must Ask Yourself When Managing Your Sales Pipeline


We see a lot of articles on sales enablement and progression, but few address the importance of pipeline management and its specific contribution in helping sales teams to step up their game in terms of success and efficiency. So let’s take a look at 10 questions that sales managers should ask themselves about how to […].

10 Things Salespeople Need to Do to Save Time

The Sales Hunter

The most valuable asset any salesperson has is their time. It’s not what they sell or the customers they sell to; it’s their time. How How we use our time is what will make a much bigger impact on our success than nearly anything else. Below are 10 things you must be doing to help save your […]. Blog leadership Professional Selling Skills sales leadership time management

Five Ways to Tap into the Psychological State of Flow: How to Get into the Zone and Stay There

The Productivity Pro

“It is when we act freely, for the sake of the action itself rather than for ulterior motives, that we learn to become more than what we were. “— Mihaly Csikszentmihalyi , Hungarian psychologist. Have you ever gotten into a project so deeply and focused on it so intently, that you looked up to discover several hours had passed? Quiet down. This sets the stage for success. 2. Singletask.

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

A LinkedIn connection is not a sales lead. It happened again. In fact, after looking at your profile I would like to loop in our VP of Marketing, (Name), and invite you to our free Strategy call for lead generation and list building. He is one of the best in the country when it comes to Marketing strategies. Here is the calendar link: By the way, what would be a good # to reach you at? Really?

Understand the Hidden Costs of Salesforce Before It's Too Late

Don't get stuck in a dysfunctional CRM relationship

More Trending

10 Ways to Stop Being an Average Salesperson and Become a Top-Performing Salesperson

The Sales Hunter

If you’re content being average, then don’t read any further. If If you’re content being average, then don’t be surprised when you wake up one day and find yourself struggling to make anything happen. Being average is simply something no one can aspire to or be satisfied at being. There’s only two positions you can occupy: […].

The Power Of A Daily 1 Percent Improvement

The Productivity Pro

TRANSCRIPT. But, imagine the power if every single person woke up every day and said “what could I do to be one percent better today?” ” You would roughly double your ability every 70 days. Think about that. Think about the power of how that would compound. It can be something little. It can be saying you know what? Today, I’m going to pick up the phone instead of send an email.

Tech Buyer Explains Why He Has No Use for Salespeople - Must Read

Understanding the Sales Force

I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. You'll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that made my blood boil and I wrote a response to it. You won't be sorry!

Buyer 79

Sustainable Sales Success - Tip 06 - Cold Calling Etiquette

Increase Sales

With caller ID, many SMB people are reluctant to answer their phones. For me, if I want sustainable sales success, I answer all calls. What I have noticed is many who engage in cold calling have failed this important aspect – etiquette. Cold calling interrupts the sales leads from doing what they are doing.  In this instance, it was the later. Autonomy is the most important element.

The Art of Social Selling -- Summarized by getAbstract

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

July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month !  Ok, it is not an act of government and it is only Acumen’s opinion, but let’s explore why I feel that way. And what has not?

3 Simple Ways to Engage Prospects and Win More Deals


How do the top salespeople continually blow away their quotas so effortlessly? Do they have some kind of secret formula they follow to ensure success consistently? Yes – and much of it has to do with how top sales performers adhere to the key sales activities in their sales process and clearly understand the buyer’s […]. For Sales Pros sales professionals salespeople

10 Ways to Overcome a Sales Slump

The Sales Hunter

It’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Here […]. Blog Closing a Sale Consultative Selling Prospecting

Five Ways to Serenity: How to Dial Down Work Stress and Boost Your Performance

The Productivity Pro

“The time to relax is when you don’t have time for it.”–Sydney ”–Sydney J. Harris, American journalist. Despite the many arguments to the contrary, stress isn’t necessarily bad for you. little stress forces you to get off your duff and try to improve your life. Psychologist call positive stress eustress. That’s what causes people to break. Singletask.

Film 99

Winning Consensus-Based Sales

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

Hiring the Wrong VPs of Sales, Over and Over

Dave Stein's Blog

I’ve written a lot recently about salespeople. Key in “hiring” into the search box on my blog or look at my recent posts on LinkedIn.) Sales managers and VPs, and the people that hire them, are the subject of this discussion. Just a note. love salespeople, sales managers, and their bosses, the VPs of sales. It’s a tough job. Hiring

How do you connect Customer Lifecycle to Customer Success?

Babette Ten Haken

Customer lifecycle describes the developmental stages of customer passage with your organization. Customers evaluate, buy, use and develop/maintain a degree of loyalty to your products or services. Customer lifecycle is the foundation of customer relationship management (CRM). Where does customer success enter into this sales equation? Usually That is when you drop the ball. Mis-Assumption #2.

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. From time to time entire industries go through dramatic changes driven by forces that are disruptive in scope and scale. Today the healthcare industry is a prime example. Most healthcare organizations are uncertain about the best strategic path forward.  However, what is clear is standing still is not an option. Clearly for the market-leaders this journey has already begun. 

Should Prospects Decide Whether or Not they are Going to Talk to You?


I posted a question on LinkedIn’s Sales and Marketing VP’s Group and the results have been fascinating. First, here is the question as posted: “What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?” ” One thing I like about LinkedIn is that […].

Successful Selling

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

10 Ways to Start Your Prospecting and Make it Enjoyable

The Sales Hunter

Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].

Five Reasons to Set Impossible Goals: Don’t Be Afraid to Push Yourself Too Hard

The Productivity Pro

“ The only way to discover the limits of the possible is to go beyond them into the impossible. “— Sir Arthur C. Clarke, British science and science fiction writer. If you never dare to dream the impossible dream, you’ll never know how much you can achieve. We all know this in our hearts, but many of us never apply it to our work lives. But I know of a man who did just that.

Hotels 100

Why So Many Sales Managers are So Bad

Understanding the Sales Force

Image Copyright alvinge / 123RF Stock Photo ">123RF Stock Photo. I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!

Successful Leaders Are Not Afraid to Leave Their Comfort Zone

Jonathan Farrington

“Prince Rabadash’s army lay close behind them, Anvard ahead. If they did not reach Anvard before Rabadash and his horde, their journey, their entire lives, would have been wasted. The horses, Bree and Hwin (both of whom could, of course, talk) galloped. Certainly both horses were doing, if not all they could, all they thought […]. Sales Leadership

Use This Wording When Revealing The Price To Your Prospect

MTD Sales Training

Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Pricing prospecting skills revealing price

How To Conduct A Killer Follow-Up


A proper follow-up can make or break a sale. It is also highly underestimated in its effectiveness. Without proper follow-up, many sales die. Rookie salespeople make the mistake of assuming that their job is done after the sales call when in reality that’s when the real job begins. An effective follow-up takes planning and tenacity.  […]. Sales Strategies sales professionals sales strategie

Executive Sales Leader Briefing: Lead Your Customer by Listening to Your Customer

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: I […]. Blog leadership executive sales leader briefing leader sales leader sales leadership

How Do You Know When You Are Being Productive

The Productivity Pro

It’s easy to feel busy. How do you know when you are being productive? (C) 2016 Laura Stack, All Rights Reserved.  www.TheProductivityPro.com. General Podcast productivity


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.

Truly Successful People Continually Challenge Paradigms

Jonathan Farrington

One of the key tasks of a sales manager is to continually seek ways to improve the manner in which their team operates – constantly challenging paradigms and questioning “the way we do things around here”, will ensure the team remains at optimum performance levels. However, it is also important to stay within an overall […]. Sales Management Uncategorized

Sales 68

How Much Do You Really Want to Increase Sales?

Increase Sales

Funny thing about people in sales.  Most say they really want to increase sales. Yet when provided with viable sales leads, they do not return sales calls or actually if they accept the call, they insult the sales lead. Credit www.gratisography.com. have a friend who is rather well off. She and her husband own a very nice home in a rather exclusive subdivision. Her husband is a doctor. ” .

Pipeliner CRM Collection: CRM Consolidated and Streamlined


Today we are releasing Pipeliner CRM Collection—another milestone for CRM users throughout the world! With the release of our last version—Pipeliner Automata—we took a major stride in addressing today’s sales complexity with the very first CRM application to utilize the simplifying science of cybernetics. The complexity of today’s sales landscape has of course continued—and so […].

Sales Motivation Video: What Are Your 18-Month Goals?

The Sales Hunter

I don’t want you thinking just about 2016!  I want you thinking about your 18-month goals too! When you look out 18 months, it changes the way you use your time (your greatest asset!) Ultimately, it also changes the questions you ask and the customer relationships you build. Check out the video to see what […].

Video 88

The Increasing Demands Of Work

The Productivity Pro

TRANSCRIPT. The bar keeps going up. Customers are more demanding, we found that out. Your internal customers are a little more demanding now. Remember when we were in hotel rooms and there didn’t used to be coffee makers. Do you remember those days? Remember the first time you went to a hotel room and there was a coffee maker! remember the first time this happened to me. Look at that, coffee.