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Let’s discuss the Energy Star Multifamily High-Rise Program

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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

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Leadership Begins First and Foremost within Each of Us

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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.

Being Comfortable Is for Babies Not Top Sales Performers

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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.

Always Keep Moving Forward

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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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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Sales Prospecting in the 21st century - Part 4

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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.

Top Sales Performers Sell What They Have

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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.

Be Selective Before You Send that Prospecting LinkedIn Email

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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.

Why SMART Goals Are No Longer Enough

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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.

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The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

The Essence of Executive Coaching Is.

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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?

Sustainable Sales Success - Tip #17 Humility

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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.

Reframing Your Sales Conversations to Feel, Know, Do and Remember

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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.

Sustainable Sales Success - Tip #16 - Authentic

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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.

The Sales Prospecting Dilemma of Should I Stay or Should I Go

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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).

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Confusing Sales Tools with Sales Answers Are You?

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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.

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Salespeople Have a Higher Meaning

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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.”

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Please Be Careful if You Call Yourself a Salesperson

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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.

An Unconventional Solution to Reduce Sales Stress

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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.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Sustainable Sales Success - Tip #12 Disqualification

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

Stop, Take a Step Back and Gain Clarity Around Your Purpose

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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.

Time to Rethink Our Sales Fears

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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.

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

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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.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

The Quicksand of Customer Loyalty Those Nasty Complaints

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Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations? Probably, pretty good and you may have even told some of your friends.

Sustainable Sales Success - Tip #14 Clarity

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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.

Sustainable Sales Success - Tip #11 Follow-Up

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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.

5 Tips to Improve Sales Productivity

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Sales productivity is simply the actions necessary to secure the business results that are delivered from your sales goals. When productivity is high, the results should also be high unless there is a lot of lost potential or waste happening with the daily actions. Here are some simple tips that will help you realize greater results by improving your sales productivity. #1 1 – Have a sales plan and more. Without a plan, you are trying to hit a moving target.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Executive Coaching, Sales Coaching, Coaching Is Not Transactional

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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.

What's Your One Word Equity Sales Pitch?

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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.

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Are You Sales Prospecting in All the Wrong Places?

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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

Setting the Sail of Your Life to the Winds of Change

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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.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.

Why Can't You Increase Sales?

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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?

What Would Happen to Our Sales If We Had Crystal Clear Clarity?

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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.

Are You Suffering from the Sales Entitlement Virus?

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Have you heard about the sales entitlement virus? Probably not even though this sales virus has always been present. Where this virus started is within customer loyalty. From the executive leadership team to the sales team, loyal customers were expected to continue to buy from the organization.

Content Marketing Is the NEW Be There or Be Square

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Over 10 years ago, content marketing was not on many business people, sales professionals or SMBs radar screens. I remember reaching out to the local SCORE group.

Successful Social Selling Best Practices Guide

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.