Sat.Mar 18, 2017 - Fri.Mar 24, 2017

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Sales listening 101 – critical and often missing


Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of information on an individual is a painful reminder that sales people have healthy egos and they love to be in the transmit mode much of the time. Sales should be a relationship-building event which is impossible to conduct in the face of a sales monologue.

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility. IQ—how smart you are. Fixed and baked into your DNA. AQ—how much you know. Makes IQ relevant. Makes more time for human relationships.

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5 Ways to Measure if Your Sales Process is Working

Sales Benchmark Index

Article Marketing Strategy Sales Strategy sales process

Why Your Video’s Are Not Producing Results

Fill the Funnel

Have you ever wondered why your videos underperform…? It could be a simple tweak. The key is being able to have absolute control over the viewer’s experience. As sales and marketing professionals, we understand we have only SECONDS to get the attention of potential new customers. Which is why providing an exceptional experience while being able […]. Marketing Web Tools PressPlay Video

The Art of Social Selling -- Summarized by getAbstract

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

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New business from existing business is smart business

Sales Training Connection

Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months. You’ve decided the best approach is to ask your sales reps to grow the business in their existing accounts. What was the impetus for the opportunity?

Getting Your Sales Back on Track: The First Step


It can happen that when quotas and targets are not being met, salespeople become perplexed as to what to do next. They might be tempted–and often are–to grab onto anything that that will seemingly make an impact, be it a new platform, tool or methodology. Deep down most of us know that there’s no such thing as a magic bullet. Of course the reality is more complex. Why is this important?

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […]. Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnel

Why Your Reps Abandon The Sales Process

Sales Benchmark Index

Article Sales Strategy adapt sales process broken sales process deal size is my sales process broken sales sales process

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.

Priceless, The First Customer Service Experience

Increase Sales

In relocating from NW Indiana to NW Arizona, we have had to outreach to several businesses. Once again I realized how truly priceless the first customer service experience really is. Credit Must Have Internet. My business depends on the Internet. Having a reputable Internet firm is essential. I did my research and discovered Data-Max Wireless. Must Have Working Oven.

A Positive Attitude Sets the Foundation for Essential Sales Skills


People tend to hold the notion that salespeople are “born.”. That’s a myth. Here’s the reality: There’s no such thing as a “born salesperson.” People are born one of two things: a baby boy or a baby girl. Salespeople are made. They are made through trial and error, commitment and an unwavering dedication to learning the complex and detailed art of sales. At 19, I started my sales career. What Now?

Sales EQ with Jeb Blount

Igniting Sales Transformation

The sales profession is in the midst of a perfect storm. Buyers have more power, more information, more at stake, and more control over the sales process—than at any time in history. Yet, in the eye of this storm, an elite group of top 1 percent sales professionals are crushing it. Do you want to know how ultra high performing sales reps do it? This is the episode for you.

Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

Article Sales Strategy

Successful Selling

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

A Sales Maxim To Be Held True

Increase Sales

What sales maxim do you hold to be most true? This past week I had the opportunity to personally witness how the violation of this code of sales behavior turned me away from one vendor to another. Let me explain. As we have just relocated from 1/3 acre home with no fence to two acres totally fenced, we decided it was time to find a dog. I asked her what made this clinic different?

The Perfect Close: A Book Review


21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. Believe me James Muir’s book, The Perfect Close, is a great add to any sales library. They are warmth and competence.

Read This if You are A Sales Executive or a Sales Leader: Best Among What I Read – Sales Edition

Mukesh Gupta

Best Among What I Read by Mukesh Gupta. If you know me at all, you would already know that I read a lot of stuff – right from business topics like (Sales, Innovation, Leadership, Marketing) to personal topics like philosophy, religion, psychology, habit formation, economics and the lot. I used to share a collection of articles that I really thought were well written or were thought provoking for me, almost everyday till a few months back. So, here we go. Below is a list of posts that I think were really the best among a lot of content on sales that i read in the recent past.

How to Increase New Sales Rep Productivity

Sales Benchmark Index

Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training

The 2 “MUST TAKE” Steps for Guaranteed Sales Results

Anthony Cole Training

Here’s the problem: Sales results are not what you expected. Regardless of your role - sales manager or salesperson - you are looking at your sales results YTD and you are: close more sales how to improve sales results no excuses

Predictable Revenue

Partners in Excellence

No, this post is not about Aaron Ross’ book, at least directly. It’s about the challenge each sales person and leader faces in achieving their sales goals. How do we create “Predictable Revenue?” ” This issue is at the core of most conversations I have with sales people. What do we do?” Generating the right revenue stream is not rocket science.

The Sales Manager as the Greatest Revenue Multiplier (Chap. 1 Managing Social Sales Team Audio Book)


Social selling is not something that should be left to chance or allowed to grow without structure inside a sales organization. Rather it needs to be actively managed and treated strategically — and it’s the sales manager who needs to play the central role in ensuring that social selling activities are understood, adapted, adopted, and executed in the right way. Sales Management For Sales Pros

Why We Behave Badly and What Can we Learn from that Behaviour

Mukesh Gupta

Why We Behave Badly & What Can we learn from it by Mukesh Gupta. Today, I did something bad. Something that I had decided to never do. Yet, I ended up doing exactly that same thing. What I did seriously undermines one of my most important tenant in my personal manifesto – to stay healthy – emotionally. What I did took a toll on me and even more so on the person on the other side. I immediately felt sorry after whatever I did. But, does that help? The damage was already done. I did apologise, because it’s the right thing to do… The words we say are like arrows.

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New Book Improves Sales Excellence and Grows Revenue

Understanding the Sales Force

Jeb Blount's eagerly awaited new book goes on sale today and I recommend that you order it! jeb blount sales eq

Sales Motivation Video: Success is What You Do TODAY, Not Yesterday!

The Sales Hunter

It’s a brand new week! Every week is a new opportunity. And I want you to remember that success is what you do TODAY, not yesterday! Are you making the most of today? Check out the video to see what I mean: Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation success

The Sales Manager as the Agent of Social Change (Chap. 2 Managing Social Sales Team Audio Book)


Salespeople by the very nature of their job continually observe human behavior looking for clues that will help them figure out what motivates or is important to a prospect and it is no different when they observe their sales manager. The post The Sales Manager as the Agent of Social Change (Chap. 2 Managing Social Sales Team Audio Book) appeared first on SalesPOP! Sales Management For Sales Pros

3 Steps to Arrive at the Right Coverage Model

Sales Benchmark Index

Knowing when customers prefer to buy directly or indirectly can make or break your revenue goals. Likewise, matching the appropriate customer acquisition cost (CAC) by channel with customer lifetime value (CLTV) by customer and product type can improve the odds. Corporate Strategy Magazine Sales Strategy buyer need CAC channel selection CLTV select channels

Which Of These F’s Should You Give an F About?

The Pipeline

By Tibor Shanto – . Sales like many other crafts, vocations, or professions, continues to evolve, or should. Some developments come along and become the rave for a while, only to fade after a time when they are proven ineffective, this is the first F, as in Fashionable. And there is no shortage of talk in sales). Witness what happened with sales 2.0, Join Now!

Are High-Performing Salespeople Passionate?

The Sales Hunter

A couple years ago, a well-recognized “sales expert” told me top sales performers are not passionate. The argument they laid out was passion does not exist in sales, as it will cloud a person’s thinking ability. That conversation has bugged me ever since I first heard it. I believe being passionate is a requirement […]. Blog leadership Professional Selling Skills passion sales leader sales leadership

D.B. Wienke Talks LinkedIn Sales Strategies


At the Palm Beach Power Breakfast, D.B. Wienke shared some insights into how to optimize your use of LinkedIn to drive real sales results. The post D.B. Wienke Talks LinkedIn Sales Strategies appeared first on SalesPOP

Why Order Taker Mindset will become IIoT Business Extinct

Babette Ten Haken

Order taker mindset will go the way of the dinosaurs. For starters, order takers have difficulty adapting to the challenges presented to them, courtesy of the Internet of Things (IoT) business ecosystem. Changing order taker mindset assaults ingrained professional habits developed within legacy business models. Are you an order taker or an innovator? Are you data-driven? Are you collaborative?

How to Become an Unstoppable Closer

Sell More and Work Less

The sales profession is in the midst of a perfect storm. Buyers have more power, more information, more at stake, and more control over the sales process—than at any time in history. Legions of salespeople and their leaders are coming … Read More »

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Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

Sales Benchmark Index

Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

The Golden Download Week 2 March 2017


John Golden reviews the contributions to the Sales POP! blog from the week of March qoth 2017. The post The Golden Download Week 2 March 2017 appeared first on SalesPOP! Sales Management For Sales Pros Salespreneur Entrepreneurs Leadership

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