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When Your Sales Tank, What Do You Do?

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Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers?

The Spraying and Praying of Social Selling

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As part of my overall social selling efforts, I regularly ask those who wish to connect with me on LinkedIn what prompted their LinkedIn invitations.

Trending Sources

The Real Problem with Social Selling

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Let’s stop with the Naked Emperor and speak the truth about social selling. It isn’t selling. I repeat it isn’t selling. Now for some this is considered heresy. Credit www.gratisography.com.

Why Do We Fail to Understand Salespeople Are Multi-Dimensional?

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Salespeople are human beings. Yet so often those in business fail to accept that human beings are not just one dimension but rather multi-dimensional. In working with organizations as well as with top performing sales performers, I hear about how one assessment was used to determine the salesperson’s potential. Using just one assessment especially one that is neither statistically reliable or valid is a disservice to the organization and especially to the salesperson.

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Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

What Is Sales Truly About?

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The marketplace is filled to the brim with sales training, sales books to sales coaches. Yet at the end of the day, what is sales truly about? Credit www. pixabay.com. My father taught me sales was about buying.

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Self Leadership Is Required in Sales

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In business there has always been a lot of attention directed to leadership. Yet far lesser attention to this idea of self leadership. As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences.

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.

Another New Sales Tool? Really? Why?

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Almost every day I am solicited to try this or that new sales tool. All promise incredible results. Really? How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?

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12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Want to Increase Sales? Just Answer Your Phone!

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Local small businesses continue to clamor for more sales. Continued calls to increase sales resonate from social media to one on one conversations. Yet, if these sales hungry SMB would just answer their phones, I am sure they would find new sales leads, new customers and continued opportunities.

Plagiarism Goes Beyond Intellectual Dishonesty

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Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism.

Who Helped Me the Most in 2016 - George Richardson A Gentleman's Gentleman

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One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. He then went on to answer how this person helped him.

Great Salespeople Truly Never Give Up

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Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com.

Sales Coaching Tip: 3 Words to Change Your Sales Results

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What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients? Do you possibly think you could change your sales results? Credit – www.pixabay.com. Sales Coaching Tip: Feel.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Top Sales Performers Embrace These ".ations"

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So what makes individuals top sales performers? There are specific aspects as identified within the 5 Point Sales Leadership Model and yet I believe it goes way beyond that to the attitudes of these individuals. The “Ations” Attitudes of Top Sales Performers.

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.

2017 New Sales Behaviors Replace Building Rapport with Building Trust

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How many sales training programs focus on “building rapport?” ” Shouldn’t our sales behaviors be more intentional? Shouldn’t we be building trust from the first handshake, the first exchanged words?

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Don't Look Now Your Real Leadership Ethics Are Showing

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Funny how a simple action can reveal the real leadership ethics of an individual. Let me explain. Credit www.pixabay.com. Earlier this week a colleague received a completely unfair review of his book on Amazon.

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.

A New Sales Leadership Model

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One of my favorite models is the 5 Star Model for Organizational Development. Jay Galbraith and his colleague created a simple graphic to ensure both alignment between key functions of any business and the desired results.

Maybe Sales Quotas Are Only Part of the 2017 Business Growth Equation?

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For the last several weeks to maybe months, sales managers and salespeople are looking to 2017 business growth. Within this annual or quarterly activity is the setting of sales quotas or goals.

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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.

Facing a Fear Greater than Cold Calling

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Mention cold calling to some salespeople and watch the fear in their eyes. Yet there is a greater fear within not only the sales world, but the overall professional and personal worlds. That fear is discovering and facing the truth about yourself.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Two Sales Paths Emerged in the Woods and I Took the One Less Traveled By

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In sales, there are many sales paths. However for most salespeople there are always two paths: Quick Fix. Process. The quick fix path is walked by many and is probably the more traveled one. There are ruts in the path where many others have walked.

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Sales Leadership Requires You Know What You Do Well

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Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% do not know what they truly do well! The irony, if you want to call it that, is 95.4% of these same salespeople know what they don’t do well. Sales Leadership Question.

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.

Your First Rule of Sales Is Probably Not This One

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Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as: People buy from people they know, like or trust. Ask open ended questions. Research your sales prospect. Understand your solution.

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Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Possibly These "R" Words Are Limiting Your Sales Activities?

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Sometimes when we think of one word that begins with a specific letter, suddenly others come quickly to mind. This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regret. Regret is a word that hangs over some salespeople.

Lazy Salespeople and LinkedIn

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A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. Note: Only a person not a company can send a LinkedIn invitation.). Lazy Salespeople and LinkedIn Invitations. Then there are those template LinkedIn invitations from people.

Sales Process in a New Sales Leadership Model

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Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture.

You Would Think a Leadership Consultant Could Follow Directions

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Yesterday I attended an early morning local B2B networking event. The host asked everyone in the room to just state his or her name and his or her business. He emphasized not to give a 30 second introduction because there were over 30 people at this event. The first 15 people followed his directions.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Why Good Salespeople Are Hard To Find

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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.

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Are We Confusing Value Creation with Value Connection?

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Value creation is still a popular term even though concepts like sales enablement or account based selling seem to be front and center these days. In working with a new client, I once again realized how value creation doesn’t really exist because what is really happening is value connection.

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Goal Achievement in a New Sales Leadership Model

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Noted business guru Peter Drucker is quoted as saying “Leadership is all about results.” ” For those in sales leadership including sales management roles, results happen through consistent goal achievement.

Start 2017 Sales With This Aim Small, Miss Small Focus

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One of my most favorite quotes is in the movie The Patriot where the father reminds his sons to “aim small, miss small.” ” I only wish those seeking to increase 2017 sales would heed this advice. Credit www.pixabay.com.

The Art of Social Selling -- Summarized by getAbstract

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