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Promoted! What Is Strategic Sales Management?

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How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

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As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls.

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The Importance of Critical Thinking: Logic vs. Emotion in Selling

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Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking

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Promoted! Effective Sales Management Begins with Letting Go

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Why is there so much confusion about what effective sales management looks like? delegating for development sales leadership sales management philosophy of leadership

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.

Critical Thinking: What It Is & Why It Matters in Sales

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Promoted! New Sales Manager Training for Your Ongoing Development

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his series has focused on a wide variety of topics that will help you succeed as a new sales manager. That’s the short-term view. In this post, we’re looking longer term, too, so you’ll be preparing yourself for your next-level job even as you settle into this one.

Promoted! You’ll Need Sales Manager Leadership Skills, Too!

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The role of a sales manager involves sales outcomes and manager responsibilities. There’s something else, too, that sets the most successful sales managers apart from others. That something extra is what inspires members of the team and ignites engagement and performance. It’s leadership.

Promoted! How to Develop a Sales Team

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As sales manager, you can focus on the short-term and drive sales results to meet this period’s goals. It’s a lather-rinse-repeat approach, and you’ll be doing exactly the same thing next period and next year.

Why Are Critical Thinking Skills Important in Sales?

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Sales competencies, outlined in job descriptions, usually include traits like outgoing, self-motivated, organized, persistent, and resilient.

Sales Training Playbook by Lessonl

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

Critical Thinking Skills for Sales Success and Invalidating Objections

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No one wants so hear an objection from a buyer. Sellers would prefer smooth sailing from open to close. overcoming objections critical thinking skills Critical Thinking Skills for Sales Success

Promoted! Now What? First-Time Sales Manager Series

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You’re new to your role as a Sales Manager. Congratulations on your recent promotion! Not promoted yet but angling for a sales manager role? Here's a post to help you get there.). career Learning to lead manager or leader new sales manager

Promoted! Sales Manager Goals and Objectives

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As a sales manager, you’re responsible for delivering results. Leading people starts with leading yourself and making choices that truly get the right results the right way. delegating for development leadership development manager or leader sales goals new sales manager sales managers

Promoted! Sales Manager Tips to Drive Sales Productivity

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Sales productivity is the measure of how productive a seller or sales team is. This is measured in results (dollars!). In this post, we’re going to take a look at the key drivers of sales productivity and provide actionable sales manager tips for boosting productivity on your team.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

How to Be a Memorable Salesperson Part 9: Follow Through

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The opposite of memorable is forgettable. Unremarkable. Average. You are none of those things. So why act like it? Why act like every other seller out there, blending in to a sea of sameness? The work of selling is a lot more fun when you do the things that make you a standout.

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How to Improve Critical Thinking Skills: Give Your Buyers Grace

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Developing your mental prowess requires mastering new techniques and approaches. It’s as much about your mindset as your skill set. critical thinking critical thinking in sales How to Improve Critical Thinking

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Critical Thinking Skills Examples to Boost Your Credibility

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At the risk of sounding preachy, we’re continuing what we started last week in the CONNECT2Sell series on Critical Thinking. Last week, we looked at truth as an absolute standard that buyers demand.

Developing Critical Thinking Skills to Improve Sales Presentations

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Arguing is not necessarily a bad thing. To argue simply means to present reasons for (or against) a position. The ability to construct a solid argument enables you to be persuasive, influential, and effective in advancing toward your goals.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Truth in Selling Highlights the Importance of Critical Thinking Skills

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A “little white lie” is one that is about a small or unimportant matter. White lies are told to please or appease another person and are viewed, by some, as an innocent part of everyday interactions.

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Critical Thinking and Problem Solving: Do This First in Sales!

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Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving

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Critical Thinking Skills Examples in Sales: Asking Questions

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This is part three in a series of posts about why and how to build critical thinking skills you can use to excel in selling. Be sure to bookmark the CONNECT2Sell Blog or subscribe to our weekly newsletter so you won’t miss these posts. Each one offers additional ways to build your mental might.

How to Be a Memorable Salesperson Part 6: Take Risks

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In a research study with 530 B2B buyers, we gathered information about buyer experiences with sellers. In related research, we collected over 500 stories from sellers about their own personal best in selling. Every single one of the sellers’ stories had something in common.

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Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Promoted! Sales Team Management Tips for Turnaround Teams

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In this series for new sales managers, we’re about to look at sales team management tips for turnaround teams … teams that aren’t performing well. coaching leadership skills sales leadership sales management

Why Critical Thinking Is Important for Sales Success

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Socrates was a scholar and teacher in ancient Greece. His method is the foundation of most Western systems of logic to this day. He believed that the power of the mind was more important than physical power and aimed to use ideas and dialogue to improve the well-being of society.

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Promoted! New Sales Manager Tips for a Smooth Transition

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Instead of selling, what’ll you do all day long as a new sales manager? Not knowing the answer to that question will lead you astray. You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales.

One of the Most Common Barriers to Critical Thinking in Sales

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Sales success is often contingent on well-reasoned arguments and the seller’s ability to make a strong, compelling case to the buyer. In our last post , we mentioned a logical thinking fallacy that often plagues sellers.

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Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How to Be a Memorable Salesperson Part 2: Collaborate With Buyers

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Being memorable in sales translates into making more sales. This 12-part series on how to be a memorable salesperson includes specific ways you can make yourself stand out to buyers.

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Promoted! New Sales Manager Tips for Creating a Rock Star Sales Culture

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Asking sellers to describe the sales culture where they work is like asking a fish to describe water. The fish isn’t even aware of his environment because he is swimming in it and is completely oblivious to its presence or its importance, for that matter.

Promoted! Leadership Training for Sales Managers

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You already know that your actions significantly impact sales performance. As a sales manager, there’s a cause-and-effec t for nearly every thing you do. The problem is that you may not know how the pieces fit together.

How to Be a Memorable Salesperson Part 3: Personalize Your Pitch

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This 12-part series is all about standing out. sales pitch sales effectiveness

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2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.

Promoted! Training Sales Managers: The Role of HR

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If you’re a sales manager, keep reading! This post will also help you understand what’s reasonable to expect from HR and how you can become more effective by accessing expertise from others. Mostly, though, today’s post is intended for the HR team members who interact with the sales division.

The Other Half of Sales Team Development

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As a seller, your job was to deliver results. You were measured by and rewarded for performance. Your priority was to reach your sales quotas. leadership development sales managers sales performance

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How to Be a Memorable Salesperson Part 7: Encourage Your Buyers

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Now that we’re more than halfway through this CONNECT2Sell series on how to become a more memorable as a seller, be sure to go back and catch up on any posts you’ve missed. We’re covering 12 different ways you can make a lasting impression with buyers.

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What Is the Role of Sales in the Customer Buying Experience?

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You can’t close a sale until you open and nurture a relationship with a buyer. You have to demonstrate value that is personal, meaningful, and relevant to the buyer. Sales does the work to open, nurture, and communicate value. Without this work, it’s hard to create a great customer buying experience.

How to Successfully Coach Your Sales Team to Drive Efficiency

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.