Article Corporate Strategy Sales Strategy "A-Player MORE
Alen Mayer , Chief Sales Introvert, helps sales people who identify themselves as introverts to be successful in sales by writing articles and conducting seminars on how to maximize introvert’s sales potential. The Strengths of Sales Introverts. by Alen Mayer. So introverts have game, and quite a bit of it to be exact. MORE
Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE. MOST LINKED TO ARTICLE. MORE
Article Marketing Strategy marketing leader MORE
In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington. As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics; where are their strengths and what differentiates them? MORE
Funnel Vision. by Cara Celli. Sales Funnel: Definition–metaphoric sales process showing a large number of unqualified leads at the top of the funnel, being filtered in subsequent levels i.e. stages, and the actual clients that result exiting the bottom of the funnel. Also known as a pipeline. Getting that first appointment. Remember the first five minutes of the conversation is what will make or break you. MORE
Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays! MORE
5 Truths About Sales Success We Don’t Want to Admit. by Dan Waldschmidt. Most discussions about how to be successful in sales include the essentials of technology and process and skills. How to leverage all three to funnel prospects into closed opportunities. From leads to lots of revenue. But that discussion is misleading (in fact, quite damaging) to an organization and especially to the newest members of that team. Because it leaves out the most important elements to being successful. MORE
Selling Your Relevance, Not Your Product. by Babette Ten Haken. Have you ever listened to yourself speak with your prospects and customers? If you’ve gone through any type of sales training, the goal of your discussion usually is finding out what your prospective customer “needs”. Then it’s supposed to be a straight-line shot to showing them why your product or technology is the only solution. So what? That’s the spiel your current and prospective customers are expecting to hear. MORE
Don’t Wait For A Bone. by Tibor Shanto. Nothing bothers me more than when a rep uses any expression relating to selling that includes a variation of “throw me a bone”. MORE
Hiring the Right Sales Pro for the Job. by Nancy Martini. Did you know that it costs a company $370,000 to replace one employee with a base salary of $90,000 per year? According to the Bureau of Labor Statistics, this “replacement cost” is even higher for top performers or more senior positions. With these numbers, it’s no wonder why hiring the right person for the right position is more important than ever. MORE
Article Sales Strategy MORE
The Dichotomy of Sales! by Lynn Hidy. I was working with a relatively new inside salesperson recently and we uncovered he was facing the Dichotomy of Sales! not sure what dichotomy is? Merriam Webster says “something with seemingly contradictory qualities”. On one side: it is all about making commission. On the other side: it is all about making sure the customer solves their problem. MORE
Are You Facing Sales Fatigue? by Ken Thoreson. The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As someone that works with partner organizations on a daily basis we have seen all of these situations cause an increase in mental and physical fatigue. . MORE
I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. MORE
Article Sales Strategy MORE
The truth is that price and differentiation are directly related, but that is a topic for another article.) The Most Underutilized Strategic Advantage. By Lee B. You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to her by the end of the day. MORE
Article Sales Strategy demo disaster demo planning demo pre demo planning sales demo MORE
Customer experience today means everything. With retailers announcing seemingly on a weekly basis of store closings, experience is more important than ever before. Many companies think of customer experience, however, as a flashy marketing campaign, a cool social media outreach effort, or putting associates through a one-time training program. To do customer experience right, everyone might be responsible for delivering on it and be held accountable for its success or failure. MORE
Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back. MORE
BREATHLESS BUSINESS. by Dan Waldschmidt. We’ve become a generation of “good enough” business leaders. We’ve traded a relentless focus on being extraordinary for the justification that we are following the rules. That we are doing what we’ve been told we should be doing — college degree, MBA, and 5 year subscription to Smart Business magazine. Nothing too risky. Nothing unexplained. In place of wonderment, we’ve adopted process, policy, and politics. There are rules for everything. MORE
The Proven Best Way To Gain New Customers. by Miles Austin. Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like Yelp have emerged to leverage this truth. It is a recognized fact that our customers are active in the selection process before sales ever gets involved. MORE
Article Marketing Strategy Sales Strategy sales process MORE
Team selling – lone wolfs no longer reign supreme by Richard Ruff. Team selling continues to be on the rise. We’ve heard this from clients and colleagues – and now from the research front. According to a recent Corporate Executive Board (CEB) study , the individual salesperson “no longer reigns supreme”. As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. MORE
Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. MORE
3 Detrimental Sales Coaching Mistakes. by Sean McPhea. Great sales coaching will not only inspire sales people and generate more sales revenue, but also increase market share, reduce employee turnover, increase customer loyalty and much more. Successful sales coaching strategies can be the foundation on which your sales team thrives. MORE
Article Sales Strategy Buying process sales enablement sales leader sales process MORE
Article Sales Strategy MORE
With that in mind, some of the best articles you haven't read were published this summer! I'm going to share four of them right here, tell you why the article will help today, and you can decide whether or not to read it. MORE
Although this article is written about and for those in the UK, I think it might be a good warning for all about the potential we all face in the current world economy where our security might be as fleeting as a change in the law. . Debtors Face Having Pensions Raided. by Chrissy Hoey. As the UK continues to struggle with its finances and the economy sinks into a triple dip recession, the number of individuals facing Bankruptcy is higher than ever. MORE
Article Corporate Strategy Sales Strategy accurate forecast forecast forecast miss forecasting missed revenue sales forecast MORE
I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published. MORE
Article Sales Strategy MORE
No Problem, No Need. By Jim Keenan. As sales people we are taught to find a need and sell to it. Needs based selling is what many of us have been taught from the early days. In almost every conversation I have with sales people on how to sell, the word “need” comes up. It’s without a doubt the most common term I hear sales people use when discussing how they sell and what sales is all about. In almost all cases it’s explained as the “thing” a sale must be attached to. MORE
The focal point of this article is not to examine or suggest possible changes that reps must make. Five Golden Rules for Boosting Sales Rep Productivity. by Nancy Nardin. Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. MORE
V + E = RESULTS. by Daniel Francès . Some of you reading this blog may have an immediate recollection at the mention of the letters “V” and “E” because they have long been associated with V-E Day: Victory in Europe Day, hearkening back to World War II. A little before my time, granted, but the annual remembrance celebrations certainly did not escape my attention, especially growing up in Holland. MORE
Article Sales Strategy MORE
Article Sales Strategy more with less sales leader MORE
Dumbing it Down: 5 Secrets to Getting Smart People to Buy by Nancy Nardin. B2B sellers of complex technologies, that address a broad spectrum of customer issues, are generally very smart people, especially within the framework of their specific scope of solutions. On a parallel scale, business buyers of these complex technologies are also very smart people. MORE
of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic. For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead. MORE
Here’s a great selection of 17 of my favorite articles that I think represent the latest trends in retailing and illustrate how some leading retailers are taking advantage of them to reinvigorate their businesses and brand: 1. MORE
This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. The 1,000+ Views “Traditional” LinkedIn Article. THE VIRAL ARTICLE EMPLOYED A “COWCATCHER”. MORE
Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. MORE
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With that in mind, some of the best articles you haven't read were published this summer! I'm going to share four of them right here, tell you why the article will help today, and you can decide whether or not to read it.
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OCTOBER 14, 2015
of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic. For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead.
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JANUARY 27, 2017
Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back.
Sales and Management Blog
OCTOBER 18, 2012
Funnel Vision. by Cara Celli. Sales Funnel: Definition–metaphoric sales process showing a large number of unqualified leads at the top of the funnel, being filtered in subsequent levels i.e. stages, and the actual clients that result exiting the bottom of the funnel. Also known as a pipeline. Getting that first appointment. Remember the first five minutes of the conversation is what will make or break you.
HeavyHitter Sales
AUGUST 29, 2017
I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published.
Sales and Management Blog
JULY 24, 2014
No Problem, No Need. By Jim Keenan. As sales people we are taught to find a need and sell to it. Needs based selling is what many of us have been taught from the early days. In almost every conversation I have with sales people on how to sell, the word “need” comes up. It’s without a doubt the most common term I hear sales people use when discussing how they sell and what sales is all about. In almost all cases it’s explained as the “thing” a sale must be attached to.
Sales and Management Blog
AUGUST 6, 2014
Alen Mayer , Chief Sales Introvert, helps sales people who identify themselves as introverts to be successful in sales by writing articles and conducting seminars on how to maximize introvert’s sales potential. The Strengths of Sales Introverts. by Alen Mayer. So introverts have game, and quite a bit of it to be exact.
Sales and Management Blog
JULY 14, 2014
The Dichotomy of Sales! by Lynn Hidy. I was working with a relatively new inside salesperson recently and we uncovered he was facing the Dichotomy of Sales! not sure what dichotomy is? Merriam Webster says “something with seemingly contradictory qualities”. On one side: it is all about making commission. On the other side: it is all about making sure the customer solves their problem.
Sales and Management Blog
FEBRUARY 13, 2012
BREATHLESS BUSINESS. by Dan Waldschmidt. We’ve become a generation of “good enough” business leaders. We’ve traded a relentless focus on being extraordinary for the justification that we are following the rules. That we are doing what we’ve been told we should be doing — college degree, MBA, and 5 year subscription to Smart Business magazine. Nothing too risky. Nothing unexplained. In place of wonderment, we’ve adopted process, policy, and politics. There are rules for everything.
Understanding the Sales Force
APRIL 25, 2014
Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays!
Sales and Management Blog
JUNE 24, 2014
Team selling – lone wolfs no longer reign supreme by Richard Ruff. Team selling continues to be on the rise. We’ve heard this from clients and colleagues – and now from the research front. According to a recent Corporate Executive Board (CEB) study , the individual salesperson “no longer reigns supreme”. As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.
Sales and Management Blog
AUGUST 21, 2013
Are You Facing Sales Fatigue? by Ken Thoreson. The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As someone that works with partner organizations on a daily basis we have seen all of these situations cause an increase in mental and physical fatigue. .
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JULY 21, 2014
Don’t Wait For A Bone. by Tibor Shanto. Nothing bothers me more than when a rep uses any expression relating to selling that includes a variation of “throw me a bone”.
Sales and Management Blog
MARCH 8, 2013
Although this article is written about and for those in the UK, I think it might be a good warning for all about the potential we all face in the current world economy where our security might be as fleeting as a change in the law. . Debtors Face Having Pensions Raided. by Chrissy Hoey. As the UK continues to struggle with its finances and the economy sinks into a triple dip recession, the number of individuals facing Bankruptcy is higher than ever.
Sales and Management Blog
JULY 30, 2014
The Proven Best Way To Gain New Customers. by Miles Austin. Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like Yelp have emerged to leverage this truth. It is a recognized fact that our customers are active in the selection process before sales ever gets involved.
Sales and Management Blog
AUGUST 22, 2012
The focal point of this article is not to examine or suggest possible changes that reps must make. Five Golden Rules for Boosting Sales Rep Productivity. by Nancy Nardin. Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers.
Sales and Management Blog
OCTOBER 22, 2013
5 Truths About Sales Success We Don’t Want to Admit. by Dan Waldschmidt. Most discussions about how to be successful in sales include the essentials of technology and process and skills. How to leverage all three to funnel prospects into closed opportunities. From leads to lots of revenue. But that discussion is misleading (in fact, quite damaging) to an organization and especially to the newest members of that team. Because it leaves out the most important elements to being successful.
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Article Corporate Strategy Sales Strategy accurate forecast forecast forecast miss forecasting missed revenue sales forecast
Understanding the Sales Force
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I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking.
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In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington. As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics; where are their strengths and what differentiates them?
HeavyHitter Sales
OCTOBER 17, 2016
This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. The 1,000+ Views “Traditional” LinkedIn Article. THE VIRAL ARTICLE EMPLOYED A “COWCATCHER”.
Sales and Management Blog
SEPTEMBER 18, 2012
3 Detrimental Sales Coaching Mistakes. by Sean McPhea. Great sales coaching will not only inspire sales people and generate more sales revenue, but also increase market share, reduce employee turnover, increase customer loyalty and much more. Successful sales coaching strategies can be the foundation on which your sales team thrives.
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Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies.
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Dumbing it Down: 5 Secrets to Getting Smart People to Buy by Nancy Nardin. B2B sellers of complex technologies, that address a broad spectrum of customer issues, are generally very smart people, especially within the framework of their specific scope of solutions. On a parallel scale, business buyers of these complex technologies are also very smart people.
Sales and Management Blog
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V + E = RESULTS. by Daniel Francès . Some of you reading this blog may have an immediate recollection at the mention of the letters “V” and “E” because they have long been associated with V-E Day: Victory in Europe Day, hearkening back to World War II. A little before my time, granted, but the annual remembrance celebrations certainly did not escape my attention, especially growing up in Holland.
Understanding the Sales Force
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Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE. MOST LINKED TO ARTICLE.
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Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire.
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Customer experience today means everything. With retailers announcing seemingly on a weekly basis of store closings, experience is more important than ever before. Many companies think of customer experience, however, as a flashy marketing campaign, a cool social media outreach effort, or putting associates through a one-time training program. To do customer experience right, everyone might be responsible for delivering on it and be held accountable for its success or failure.
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Selling Your Relevance, Not Your Product. by Babette Ten Haken. Have you ever listened to yourself speak with your prospects and customers? If you’ve gone through any type of sales training, the goal of your discussion usually is finding out what your prospective customer “needs”. Then it’s supposed to be a straight-line shot to showing them why your product or technology is the only solution. So what? That’s the spiel your current and prospective customers are expecting to hear.
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Hiring the Right Sales Pro for the Job. by Nancy Martini. Did you know that it costs a company $370,000 to replace one employee with a base salary of $90,000 per year? According to the Bureau of Labor Statistics, this “replacement cost” is even higher for top performers or more senior positions. With these numbers, it’s no wonder why hiring the right person for the right position is more important than ever.
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