#SalesChats Ep. 47: How Sales Can Become More of a Strategic Weapon with Roy Osing


How Sales Can Become More of a Strategic Weapon. It takes a lot more than a hatful of tricks to sell today–it takes a clever, thought-through strategic approach. What does that really mean?

#SalesChats Ep. 44 Stop Selling & Start Leading with Deb Calvert


Stop Selling & Start Leading. Today it’s a stiffly competitive sales landscape out there. In the end, who wins the deal–the person that simply tried to sell, or the person who LED the prospect to the win and the close?

#SalesChats Ep. 48: Why People Don’t Believe You! with Rob Jolles


Why People Don’t Believe You! Credibility is a very important aspect of selling. You must tell the truth and your prospect must believe you. Otherwise you’re not going to sell a single thing.

2 Quick Tips to Increase Sales Management Effectiveness


In this video, Adrian Davis offers 2 quick but powerful tips to increase effectiveness in sales management. Don’t drive looking in your rear-view mirror. It’s fine to look over reports of what’s been done, but to effectively manage you need to look out ahead, and manage behavior accordingly.

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.

Sales Management…Isn’t Management


I’ve always maintained that a truly great person responsible for a team of sales professionals doesn’t “manage” at all. Traditional sales “managers” spend their time enacting what the sales discipline prescribes. Their intent is to move the sales team up the learning curve on sales fundamentals to make sales individuals better; to improve their performance. how to make a cold call. how to spot a good lead. how to manage their sales funnel more productively. how to author a good sales proposal.

7 Key Responsibilities of Sales Managers


Selling as we know it has shifted. Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. Sales management provided oversight, bridged with corporate and could be hands-off. Not today!

How Sales Wins the Long Dollar


The “long dollar” is the most valuable prize coveted by sales; it’s a dollar that keeps on giving to the salesperson. The long dollar represents repeated customer spending over many months and years as opposed to the short dollar which is spent in the short term.

A Sales Manager’s Recipe: What’s Cooking in 2018?


Last week after presenting a keynote program called Gourmet Living , an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough, and she was looking for new ideas for 2018 to excite her team and to simply change up the routine. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking, I started thinking about what her sales management recipe should be.

Sales Training Playbook by Lessonl

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

Deal Review for Sales Leaders


Sales managers and leaders can impact the quality of the sales conversation and win ratios by asking the right questions at the right time. Successful sales leaders have a solid deal review guide as part of their Sales Leadership Playbook. The questions can be used during pre-call planning, as part of 1:1 coaching or during business reviews. Deal reviews ensure the health of the deal on a regular and predictable basis. They also add rigor to sales forecasting.

The Crucial Path to Employee Engagement


Following the publication of her last book Winning in the Trust and Value Economy , Meridith Eliott Powell found herself being asked by CEOs how to build a culture that gets employees to want to get engaged and take ownership of their organizations.

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Sales Professional Time Management 2018


Millions of leaders and sales professionals have given thought to, and set ambitious goals for 2018. It’s that time of year. Many may be getting to the gym, taking a break from drinking, eating healthier, showing up on time and contributing more to company and team meetings.

Don’t Sell People “Things”–Sell Them Value


If you want a better understanding of what truly motivates people who are looking to buy, here’s a great story–backed up by one of my favorite poems.

SPIN Selling Quick Overview and Why Questions Matter in Sales


SPIN Selling by Neil Rackham is a hugely influential book about the importance of asking the right questions in the sales conversation. Customers will be motivated to buy something if they identify there’s a need. And the questions you ask are key to that.

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Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

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. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

The Selling Power of “What If?”


Because I was raised by a salesman, you could certainly say that selling runs in my blood. I sold many different things between school clubs, boy scouts and sports teams.

Standing Out from the Crowd When They Won’t Let You


Off the Cuff Instant Interview Question: You emphasize in your writings that a salesperson must strive to be different. How would you advise a salesperson who is being forced to follow “best practices” and yet considers they could do a better job if left to their own devices?

What is a Sales Manager?


The Job of a Sales Manager: What It Is and What It Is Not. Is there any role in any industry with less clarity and consistency? This is an article for people who hire sales managers.

Create Value by Providing Choice


From 1915 through 1975 it was the largest grocery store chain in the United States. Today you probably never heard of it. It was called A&P. Only a few A&P stores remain open today. One mistake in particular accelerated their rapid decline: they underestimated the importance of choice. They made a management decision to primarily stock stores with A&P brand products. When deprived of the ability to choose, their consumers went elsewhere.

The Art of Social Selling -- Summarized by getAbstract

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

Winning Over Skeptical Buyers


You can’t blame today’s buyers for being a bit skeptical. A history of vendors making similar claims, over-promising and under-delivering could make a skeptic out of anyone! The courtroom is a great place to understand how to win over one of the most skeptical audiences in the world: jurors. Trial lawyers have been applying proven techniques in this area for many years with great success. Here are four techniques that can help you win over skeptical buyers in your presentation or meeting.

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Firing Your Sales Manager or Boss


The job of a sales manager is to provide a succeeding environment for salespeople. Part of that is the provision of intrinsic competitive value in the product or service being sold.

The Awful Nickname that Worked


We have probably all been called various nicknames throughout our lives. I’ve certainly had plenty myself. At five years old my hair was extremely short, and my Dad nicknamed me “bur head.” If it came from my Dad, I was okay with it. In high school I was called “Broadway.”

How to Engage Your Sales Team


All sales executives and sales managers that Steven speaks with have one thing in mind: a highly engaged sales team. What are you doing to engage your sales team? In fact, what have you done today? It really doesn’t take much—but you do have to do it.

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Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Influence of Content Marketing


Many think that content marketing only recently came about, but it’s actually been around forever. You can even go back to caveman times for writing on stone tablets, or the famous John Deere ads of the 20th century.

Sales Performance Begins with Sales Process


Sales process is one of the most important subjects in sales, and one that yet gets paid lip service, or something that’s done once and remains the same instead of being dynamic. Yet the one vitally important statistic about a sales process is that it actually improves sales results.

Deb Calvert Interview: Stop Selling and Start Leading


We recently interviewed top sales expert, bestselling author and leading sales and executive coach Deb Calvert on several topics of her expertise, including her new book Stop Selling and Start Leading. The interview gives some fascinating insight into sales questions, teamwork, and the amazing power of leadership in sales. The name of your company is People First Productivity Solutions. Tell us why you gave the company that name, and how that philosophy influences your business solutions.

B2B Sales Trends for 2018


The new year is fast approaching. Is your organization set up for success? Are you prepared to leverage the sales trends experts predict will be big in the coming year? Or are you unwittingly putting your company at risk of falling behind with outdated methods, strategies and technologies? If you want to perform at your highest level in 2018, you can’t ignore the following trends.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Flip Your Sales Demo Upside-Down


Does your demo start with any (or all) of the following? PowerPoint slides talking about your company, your customers, the problems you solve or the solutions you provide. An agenda outlining what you’re going to demonstrate. Logging into the software. Clicking through a workflow or process. Warning: Your Sales Demo is Upside Down and it’s costing you sales! A recent analysis of 67,000+ SAAS demos done by Gong.IO found that demos that “Do the Last Thing First” are significantly more successful.

The Age of Remote Sales Training


Why The Days of Live In-Person Training Are Coming To An End. In recent years I have noticed something: more and more of my clients do not want live in person training. They want training done remotely. When I first started to facilitate online training way back in 2012, I found it difficult to ensure that participants were getting the most out of the sessions. I couldn’t see their faces or watch them writing. I learned to see with my ears.

Panel Discussion: Prospecting Strategies for Sales


How important is sales prospecting? Well, without it you’re not going to have any sales in the pipeline. In today’s digital world, a lot of prospecting is conducted through social media and inbound methods. Many of the old rules are still in force, though, even if applied in new ways.

Getting Customers Who Never Leave


It’s all about creating a customer base that is addicted to your organization. Addiction isn’t a casual interest or a take-it-or-leave it attitude. When customers are addicted to a particular organization they are “all in” as long as they continue to receive the value that converted them to raving fans in the first place. And their loyalty can even tolerate the infrequent disappointment.

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

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

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!)

What Is Your Value Quotient?


You’ve heard of I.Q. You might also have heard about E.Q.—Emotional Emotional Quotient—which is emotional intelligence, something all salespeople need today.

6 Great Technology Sales Insights


Mine’s Better”. In technology sales, salespeople are often trained to focus on their product’s or service’s “bells and whistles” (features). This is done in an effort to convince potential buyers that their offering beats their competitor’s. The focus is put onto the technical (often slight) differences and advantages of their technology, instead of its value. Because the differences are marginal, the conversation often descends into pricing.

Sales Effectiveness Comes From Sustainable Value


What is sustainable value ? Stated simply, it is “value that keeps on giving.” For the customer it is that quality of a product, service or company that always delivers, that is always there. For the seller, it is an opportunity or an account that pays for itself over and over. Sustainable value should be the highest aim of a seller—for keeping and expanding one customer is far more cost-effective than obtaining a new customer.

Pulling Up the Failing Salesperson


There are 4 phases to sales management evolution: 1) Chaos – no management. 2) Primitive management – some reporting, some standards, often optional; Gallup poll management, every salesperson is unique, cater to the salesperson; no one fired. Take all orders, even (and sometimes especially) the unprofitable ones. 3) Strong management – consistent, fair, appropriate standards are established and required. Toxic salespeople are fired. Opportunity is managed for profitability.