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Pushing Pause During the Pandemic

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Here at People First Productivity Solutions, we're taking a break

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Empathy and EI: Soft Skills and Sales Results

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These are the questions buyers ask themselves about sellers. These back-of-the-mind questions influence buyers’ decisions to meet with you and buy from you. emotional intelligence selling skills soft skills for sales professionals Soft Skills and Sales

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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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How to Master Sales Communication: Verbal Presentations

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In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all.

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Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Other-Orientation Is Essential for Mastering the Softer Side of Sales

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One of the most unfortunate stereotypes about sellers is that we are self-centered. Buyers wrongly assume that all sellers are only after their money and only care about themselves. That’s why buyers are guarded.

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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

Promoted! What Is Strategic Sales Management?

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Communication Skills that Are Crucial to Sales Success

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In last week’s CONNECT2Sell blog post, we laid out the case for developing soft skills. We examined how soft skills, in balance with technical/functional hard skills for selling, will improve sales performance.

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Boosting Sales Success Begins with Developing Critical Thinking Skills

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ATD’s sales competency model builds on four foundational competencies: collaboration, solution, insight, and effectiveness. critical thinking in sales critical thinking skills Developing Critical Thinking Skills

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2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

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

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Listening Tops the List of Must-Have Communication Skills for Success in Selling

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Listening well improves business results, including sales. Consider these findings: A study of 267 leading U.S. businesses found that upgrading team members’ communication effectiveness is associated with a 30% improvement in the organization’s market value.

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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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How to Be a Memorable Salesperson: Part 1

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What does it mean to be memorable? sales strategies sales questions sales process sales effectiveness

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Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

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

How Does Critical Thinking Improve Problem Solving and Advance the Sale?

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Sales stall out when buyers can’t see how their problems are going to be solved. critical thinking in sales critical thinking skills How Does Critical Thinking Improve Problem Solving

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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.

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.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Storytelling Is One of the Essential Soft Skills to Succeed in Selling

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Maybe you’ve heard: Storytelling is the most powerful tool in your selling toolbox. Natasha Che, Entrepreneur.com. Storytelling is a must-have sales skill. Sean Pinegar, Tenfold. Top sellers use the power of story to mesmerize. Mike Schultz, RAIN Group. Stories trigger emotional responses.

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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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

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

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Soft Skills for Sales Professionals During a Global Pandemic

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Sales professionals, we need to talk. There’s a global pandemic. People are dying. Businesses are hurting. Every single person in the world will be affected in some way – physically, emotionally, mentally, psychologically, physiologically, relationally, financially, or otherwise. sales performance soft skills for sales soft skills for sales professionals

Is Writing Still on the Communication Skills List for Sales Success?

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Direct from buyers, a list of grievances about sellers’ communication: Spelling errors. Casual or overly familiar. Run-on sentences with poor punctuation. Rambling thoughts that don’t seem connected. Too much to wade through instead of getting to the point.

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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.

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.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

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

Don't Forget Non-Verbals When Working on Your Sales Communication Skills

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Imagine your body has a straight vertical line running from the top of your head to the tips of your toes. We’ll call this your midline. soft skills for sales professionals Sales Communication Skills

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How Is Critical Thinking Used in Decision Making and Negotiating?

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Each of us has a preferred style when it comes to conflict. This preference influences how we make decisions and negotiate, too. Knowing and adapting your style can make you more effective, especially when paired with solid critical thinking skills.

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.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

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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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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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 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.

Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.