Increase Sales

OCTOBER 23, 2018

Believe it or not, old school sales still tops new sales skills. So what are these historic old ways? #1 1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works. People want responses now, not later. Technology of emails is not fool proof and does fail. #2 2 – Honor your word by doing what you say you will do. This means return phone calls, send promised information, etc. Be a person of character. #3

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Loyalty Compensation Research Leads 198

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JANUARY 5, 2018

In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

Energy 275

Energy Construction Marketing 275

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MARCH 6, 2018

Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses. What these courses and other books fail to recognize is leadership must begin, first and foremost, with each of us.

Infusion 225

Infusion Course Advertising Advertising 225

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DECEMBER 1, 2016

Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com.

Analysis 315

Analysis Conversion Energy Prospecting 315

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A blueprint for turning average performers into top reps.

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Increase Sales

NOVEMBER 9, 2016

Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward?

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Course Facebook Sales 306

Increase Sales

NOVEMBER 18, 2016

Being in sales for over 40 years, I am continually surprised by the SMB salespeople who tell me they are in sales and want to sell. Yet upon questioning, I hear all these self-imposed, self justification excuses as to why they are not achieving their sales goals.

Real Estate 302

Real Estate Retail LinkedIn Social Media 302

Increase Sales

SEPTEMBER 23, 2016

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report.

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Prospecting Report Social Media Engineering 307

Increase Sales

NOVEMBER 25, 2016

An amazing characteristic about all the top sales performers I know is they sell what they have. These high earning salespeople do not attempt to change the buyer’s situation. Imagine for a moment, a woman walking into an upper end clothing store.

Opportunity 294

Opportunity Commission Buyer Engineering 294

Increase Sales

JUNE 30, 2017

Just read another eBook about how to increase sales for executive coaches in just three easy steps. Following these three steps, your executive coaching or sales coaching practice will magically transform itself and you will have riches beyond your wildest expectations. Really?

eBook 256

eBook Lead Generation Exact Conversion 256

Increase Sales

NOVEMBER 17, 2016

How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better.

LinkedIn 293

LinkedIn Prospecting Research Email Marketing 293

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OCTOBER 14, 2016

Executive coaching is becoming a recognized sustainable solution to improve the business leadership performance of individuals. Yet, how often are people asked to explain the essence of this powerful solution?

Coaching 298

Coaching Tools Course Facebook 298

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NOVEMBER 14, 2016

SMART goals have been with SMB sales professionals and owners for over 50 years. Yet how many executive leaders and salespeople consistently fail to achieve both professional and personal goals? As SMB has evolved, now is the time for SMART goals to evolve as well.

ACT 293

ACT Research Motivation Study 293

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NOVEMBER 26, 2016

Sales success today definitely requires leaving your ego at the door. Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat.

Positioning 288

Positioning Facebook Conversion Sales 288

Increase Sales

NOVEMBER 4, 2016

How many sales conversations leave you confused, wondering what was just said? Maybe others may feel the same way about your interactions? Credit www.gratisography.com.

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Conversion Referrals Trends Quota 291

Increase Sales

NOVEMBER 16, 2015

What makes for good salespeople? Some might respond with top sales skills. Others may suggest a great sales process. While there may be some who believe outstanding marketing is behind good salespeople.

Trends 347

Trends Twitter LinkedIn Facebook 347

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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Social Selling

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OCTOBER 12, 2016

Sales prospecting presents many dilemmas for salespeople. Some sales research suggests more salespeople are going rather than staying with prospects. 44% of salespeople give up after one follow-up (Source: Scripted).

Prospecting 294

Prospecting Referrals Facebook Follow-up 294

Increase Sales

NOVEMBER 19, 2016

One of the most consistent attributes for those wishing to have sustainable sales success is “be authentic.” ” Today’s far more educated buyers or decisi9on makers can spot a phony a mile off.

Social Media 288

Social Media Education Media Positioning 288

Increase Sales

NOVEMBER 3, 2016

Each day I receive announcements about new sales tools from CRMs, sales training software, books on sales, etc. Most suggest by purchasing these tools, they will be the answer to your sales problems.

Tools 288

Tools Sales Tools Exercises Software 288

Increase Sales

OCTOBER 3, 2016

One of the lessons I have recently relearned is there are a lot of people who believe they are salespeople. For me, a salesperson actively works to sell something be it a product, service or a combination of products and services. He or she does not rely on others to sell his or her solutions.

Real Estate 293

Real Estate Commission Industry Funnel 293

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Coaching

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OCTOBER 28, 2016

This past week I attended a “Power Breakfast” sponsored by Pipeliner CRM where the CEO Nikolaus Kimla made the following statement: “Salespeople have a higher meaning.”

CRM 289

CRM Motivation Positioning Facebook 289

Increase Sales

SEPTEMBER 22, 2016

Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought. Yet it is amazing how many salespeople ignore this somewhat unconventional solution.

Energy 294

Energy Networking Consumer Coaching 294

Increase Sales

OCTOBER 22, 2016

One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success.

Lead Qualification 288

Lead Qualification Decision Maker Facebook Sales 288

Increase Sales

AUGUST 27, 2018

Marketing lies abound and speak to the unethical behavior of many salespeople. Just two days ago I received this email headline marketing message “Per Our Conversation” with “Leanne, it was great talking with you” in the body of the email. As I read this message, I scratched my somewhat old brain for this conversation without success. I checked my notes and my contact data base. This person’s name did not appear.

Conversion 149

Conversion Marketing Email Marketing Facebook 149

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Marketing

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NOVEMBER 29, 2016

So what’s your purpose if you are in sales, leadership or some other role? People are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit www.gratisography.com.

Construction 281

Construction Travel Facebook Sales Leadership 281

Increase Sales

NOVEMBER 28, 2016

Sometimes by rethinking what we believe to be true, we can change our results. This is especially true for our sales fears. Credit www.gratisography.com. Being in sales is not easy.

Closing 281

Closing Facebook Follow-up Sales 281

Increase Sales

NOVEMBER 30, 2016

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training.

Training 280

Training Social Selling Facebook Motivation 280

Increase Sales

NOVEMBER 5, 2016

One of my favorite quotes is by Marcel Proust who wrote “The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.” ” Proust recognized the power of clarity and how humans have a tendency to seek something new because their vision is clouded.

Referrals 284

Referrals Sales Coaching Facebook Tools 284

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Sales Process

Increase Sales

AUGUST 1, 2018

People continue to confuse the essence of sales and this confusion or lack of clarity is responsible for missed sales goals, unhappy customers, etc. My Dad said to be successful “people must first buy you.” ” Unfortunately many sales professionals believe they must sell the solution first and therein is their first obstacle to earning a successful sales or in the common vernacular “close the deal.”

Education 158

Education Facebook Follow-up Positioning 158

Increase Sales

OCTOBER 15, 2016

Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople.

Follow-up 287

Follow-up Hubspot Networking CRM 287

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NOVEMBER 1, 2016

Over in a LinkedIn discussion group, there were several comments about the necessity for online executive coaching, sales coaching or business coaching. The argument was to justify additional income. My observation was simply this: Coaching, be it executive, sales or business is not transactional.

Coaching 281

Coaching Sales Coaching Sports Channels 281

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NOVEMBER 2, 2016

According to Microsoft, human beings have an attention span of 8 seconds. A goldfish has an attention span of 9 seconds. Possibly this is one of the reasons for the one word equity sales pitch as described by Dan Pink in his book To Sell Is Human: The Surprising Truth in Moving Others.

Travel 280

Travel Microsoft Conversion Conference 280

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OCTOBER 25, 2016

Do you remember the song “Looking for Love in All the Wrong Places?” ” Many SMB owners and sales professionals may have this as their theme song because they are sales prospecting in all the wrong places. These three gaps appear quite frequently. #1

Prospecting 282

Prospecting Facebook Research Coaching 282

Increase Sales

OCTOBER 24, 2016

Are you frustrated, really frustrated by the inability to consistently increase sales? Have you tried a lot of different inexpensive to expensive solutions, but still have unacceptable results. If you could quickly achieve more sales, what would that do for your business?

Commission 282

Commission Retention Exact Facebook 282

Increase Sales

NOVEMBER 13, 2016

Each of our lives is very much like a boat with a sail. The winds of change among other winds drive our boats over the seas of chaos and calm. Sometimes we may through out the anchor in a protected harbor during terrible storms. Other times we just allow ourselves to drift aimlessly.

Networking 278

Networking Course Facebook B2B 278

Increase Sales

OCTOBER 13, 2016

Funny think about sales, many people lack crystal clear clarity. These are the salespeople that scurry around B2B networking events, who stumble when ask what they do, and who complain about the inability to increase sales.

Networking 282

Networking Facebook Follow-up Tools 282

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.

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