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Fine Dining Serves Up a Great Example of Positive Sales Technique

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Next time you’re enjoying a relaxing meal in a fine dining restaurant, observe these six sales lessons in positive sales technique that will help you get follow-up business from your customers, too. sales and service sales tricks

Agile Selling & Improved Efficiency Starts With Management Practices

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To improve a sales team’s efficiency, I start by assessing the team’s sales enablement efforts. In many sales organizations, the attempts to enable are actually disabling sellers by creating staggering inefficiencies and, even worse, impairing sales effectiveness.

Mini Sales Manager Training to Improve Your Sales Forecast Accuracy

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Here’s a crash course in improving the accuracy of your sales forecast. Unfortunately, these issues may have not been addressed in sales manager training courses you’ve attended. sales performance sales managers sales training

Turn B2B Leads to Sales With the Perfect Demo

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( Editor’s Note: This article about the lead to sales path for B2Bs is guest written by Mike Mai. With more than 10 years of experience in marketing, Mike is now the marketing manager at Retalo.io.

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Creating Value in Sales When Selling to the C-Suite

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As a sales coach and guest on sales podcasts, I get asked a lot of questions about selling to the folks in the C-Suite. Here are some of the questions I hear most frequently.

5 Things I Vowed Never to Do as a Sales Keynote Speaker

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I'm fortunate to be invited to lots of conferences and events as a sales keynote speaker. I get great opportunities to learn from others while I'm at these events. Even before I became a keynoter and regular at sales conferences, I’d go to them whenever I could -- even if it meant spending money out of my own pocket. That's because I see the value in learning from others who are up there on stage. sales speaker

Yes, a B2B Sales Experience Can Be Euphoric for Your Buyer

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Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected. B2B sales effectiveness

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4 Steps to Create Your Sales Philosophy

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This is a message for sellers who sometimes feel like they have to set their own values and standards aside in order to do the work of selling. What you need is a Sales Philosophy. sales fundamentals sales leadership philosophy of leadership

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Selling Tips for People Who Aren’t Comfortable with Selling

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Everyone sells. You’re selling ideas, decisions, vision, and more every day even if sales is not your chosen career. Or maybe you are in a sales role but feeling a little uncomfortable with some of the “sales-y” things you think you’ll have to do. These selling tips – based on research with buyers and stories from sellers - will give you a different way of approaching sales.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Showcase Value in All Your Sales Process Stages

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Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Some of them are extremely complex; Others are as simple as three steps. Whatever your process looks like, the most important thing is to understand where your buyer is. You need to align your sales process with your buyer’s process to be relevant and to create value. Value Selling sales process

3 Types of Questions that Transform Leads to Sales

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DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes. only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes: gathering d ata (D), identifying desired o utcomes (O), and magnifying c onsequences (C). That means there are five types of questions most sellers seldom ask. sales questions

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The Stupidly Simple Formula for Sales Pipeline Management

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I wanted to give you this formula for pipeline sales management because I get a lot of questions from sellers about: time management, about how to keep the funnel filled, and about when (and if) you should take people out of your funnel. time-management sales cycles

Why Consultative Selling Doesn't Work Anymore

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Consultative selling doesn’t work anymore. I realize that's a provocative statement, but I think it's a fair one. consultative selling SSSL

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Needs Assessment and Qualification Are Not the Same Thing

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I've noticed that there’s an increasingly blurred line between the discovery process and the buyer qualification process. Discovery, also known as needs assessment or needs analysis, is meant to be about the buyer’s primary needs. By contrast, qualifying questions are about the buyer’s needs for you and your product plus their ability to buy at this time. needs assessment questions lead qualification

Sales Suffer without Delegation in Management

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Is there any role in any industry with less clarity and consistency? This is an article for people who hire Sales Managers. It’s an article about the pure role of Sales Manager – a person who does not handle accounts personally but does supervise direct reports (called salespeople) whose primary function is to sell. It is not about “sales managers” who are given this title because they manage accounts or those with dual responsibility for account management and people management.

Leadership Behaviors Are the New Selling Skills

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Maybe you’ve felt this way as a sales professional. Stereotypical selling skills take away from the joy of selling in a way that helps other people. Or maybe you’ve mastered traditional selling skills, but something is still missing. Our research with buyers and stories from sellers will show you how to use leadership behaviors to enhance your selling skills. selling skills B2B buyer research SSSL

Open-Ended Questions for Sales Set You Apart From Your Competition

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Through research with buyers and sellers spanning over 25 years, I’m convinced that there’s one tool, above all others, that accelerates sales cycles and win rates. It’s why I recommend building your skills in asking open-ended questions for sales success. sales success DISCOVER Questions™ open-ended questions

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.

Questions: Not Just for Sales Needs Analysis Anymore!

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As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Hands down, the master skill in selling is knowing how to ask purposeful questions. Great questions will advance the sale throughout your sales process , so don’t use them for sales needs analysis alone! sales questions

Overcoming Sales Objections: Start With This Question

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One simple question will help you with overcoming sales objections and change the way you handle them. You’ll be far more effective if you use this simple technique. sales strategies sales questions

5 Ways Sales Manager Training Is Missing the Mark

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I believe that sales managers have one of the hardest jobs anywhere. Not only is it one of the hardest jobs, but it's also a job that isn't as well supported as it should be. For example, sales manager training may not be offered at all or, when offered, usually focuses on sales and not management. And then there are the mixed messages about what, exactly, the job duties are -- selling? managing? coaching? forecasting? All of the above and more?

Your Sneak Peak Into One of the Top Sales Books (Infographic Inside!)

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What do today's buyers really want? That's the question sellers have been asking themselves since the game changed due to a proliferation of information and options + how easy it is for buyers to find them. Stop Selling & Start Leading -- the new book from Jim Kouzes, Barry Posner and Deb Calvert -- is loaded with buyer-based research and seller stories to answer to that big question. That's why it's become one of the top sales books since its release in March 2018. books about selling SSSL

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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.

Qualifying? 3 Bad Questions to ask customers when selling a product

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Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions. sales questions

What’s the Toughest Question to Ask a Potential Buyer? (The Inbound Sales Approach)

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A few months ago, someone asked me a fascinating question via LinkedIn. The question, based on a post about my DISCOVER Questions® Get You Connected book , was "In your experience, what are the toughest questions to ask a prospective customer ?". connecting with buyers DISCOVER Questions™ inbound sales

Selling Skills: Why It All Starts With You

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You matter. A lot. You matter a lot when it comes to whether or not the buyer will make a purchase with your company. Your selling skills matter a lot in determining whether or not the buyer is going to take another call or a meeting with you and your company. You matter greatly when it comes to whether or not this sale is going to advance all the way to a close.

Sales Training Ideas for Sales Managers

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As you’re entering into 2019 budgeting processes, it’s time to talk about how to allocate your training dollars. You’re probably reviewing an array of sales training ideas. But are you also considering training for Sales Managers? You should be. sales managers sales training role on a team

Togetherness: Achieving Sales and Marketing Alignment

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.

Question Based Selling: The First Question You Should Ask

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Jim Kouzes and Barry Posner, my co-authors for Stop Selling & Start Leading , are the creators of the body of work known as The Leadership Challenge®. Jim and Barry have spent decades researching leadership and understanding exactly what it is that leaders do to make themselves more effective with their followers. As it turns out, these are the very same behaviors our buyers want us to exhibit more frequently.

Buyer 169

No Such Thing as Too Many Sales Books!

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( Note : This is an unabashed love letter to all sales authors. I’ve learned so much from you! Sales books have been my superpower for decades, overcoming every kind of sales kryptonite I’ve ever encountered!). inspiration sales tricks

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Before You Go Overboard with New Sales Training Ideas …

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This is a post about the importance of taking it back to the basics even when introducing new sales training ideas. sales training SSSL

Don't Put the Cart Before the Horse in Sales Management Training

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I don't have anything against sales management training. … But, in most cases, the approach puts the cart before the horse. sales management sales training SSSL

Staying Relevant in Sales as AI and Technology Continue to Take Over

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 an how to add it throughout the sales process!

Trustworthy Leadership in Business or Life Is Key to Hitting Your Goal

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( NOTE: This guest blog post about trustworthy leadership was written by Steve Smith, sales director of U.K.-based based company The Tree Group. He’s the one in the orange shorts.). sales leadership trust in selling

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Connecting Buyers and Sellers: Are You Making These Mistakes?

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There are lots of activities that are labeled as “connecting” but fall short of being what I consider a true connection. So let's start there. When it comes to connecting buyers and sellers, what is a connection, anyway? connecting with buyers

Buyer 141

The New Blueprint for Sales Tactics

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The preferences of buyers are that we begin to do things a little bit beyond the ordinary. Buyers are fatigued with ordinary sales tactics. sales strategies stop selling & start leading

Buyer 162

Sales Tactics That Work: Confidence + Ennoblement

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Buyers really do prefer to work with sellers who are confident. Confidence is not only among the sales tactics that work best, it's also a way to inspire buyers to be confident, too. sales strategies ennoble

Buyer 158

Using Connected Device Data to Improve Sales

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.