Driving Team Performance: Why Offboarding is Just as Important as Onboarding

Sales Benchmark Index

According to SBI research, HR leaders and their teams spend 8x more time creating, implementing, and administering onboarding programs compared to offboarding programs. Onboarding programs are no doubt essential to an employee’s ramp time and continued success at the company.

Managing Sales for Construction Projects

The Ultimate Sales Executive Resource

Over at construction management degrees Elizabeth Johnson has published a list of the Top 100 Blogs to Boost your Sales Skills. 60), I have invited her to write a guest article to give us some insights on what it takes to be successful as a Sales Managers for construction projects. But when you’re responsible for managing sales in a construction project, you need to know more than just how to sell or how to motivate to sell.

All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. Many people are not going to like this article.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Sales Training Article: Ignoring Evolution. The cost/square foot is less for new construction than renovating older homes. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. ” A significant initiative within that exercise was submitting articles for publication. In fact, if you ever doubt the value of writing articles, simply Google “Business Development Strategy”.

7 Steps to Developing an ‘A’ Player Profile

Sales Benchmark Index

Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Article Sales StrategyDeveloping an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies.

Heavy Hitter Sales Blog: What are the Top 5 Sales Blogs?

HeavyHitter Sales

Here’s the list according to Construction Management along with their overview comments: 1. Jonathan Farrington’s Blog - While many sites emphasize the importance of Twitter to sales, few have in-depth articles on how to more influentially tweet, as well as other quirky tips, such as pitching your idea to a bigwig…in the elevator. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics.

Building An Integrated Sales & Marketing Engine w/ Phillip Anderson @BCG


Constructing an integrated sales and marketing system may be quite challenging. RELATED: Marketing And Sales: Why They Need Each Other In this article: What Is Integrated Sales and […]. In this episode of Sales Secrets, Phillip Anderson from Boston Consulting Group will be sharing his secrets to aligning sales and marketing. Keep reading to find out more. The post Building An Integrated Sales & Marketing Engine w/ Phillip Anderson @BCG appeared first on The Sales Insider.

Becoming a Master Networker – Networking Currency

Adaptive Business Services

Any sign of construction (including tenant improvements)? City permit websites are free while other similar sources might be paid or require memberships – AGC (Association of General Contractors), Dodge Reports, and Construction Monitor. Articles Selling networkingLet’s start with the basic premise that, in order to become a master networker, you are going to have to have leads to share. Leads, referrals, and introductions are networking currency and givers do get.

7 Steps to a Creative Sales Contest Even Your Prospects Will Love

Sales Hacker

Because of constructive learning, people are more likely to buy when a product or service becomes personally meaningful. Choice Partner Sales Process Sendoso ArticlesWarning: This is not your average sales contest.

How to Run An Ultra-Effective Daily Sales Huddle

Sales Hacker

Here’s a recent one I liked: Sometimes, I also play a clip from a video or podcast, or share a section of an article that helped me think in a new way. Sales Management ArticlesFew would argue with how important it is for sales leaders to meet with their sales people on a regular basis.

The Secret to Building Strong Sales Teams

Sales Hacker

You want people who will challenge each other constructively as a way to learn and get better. Sales Hiring ArticlesIn sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine.

The 15 Most Inspiring Sales Stories We Heard This Year

Sales Hacker

Emily is a great motivator and knows the right balance of constructive and positive feedback. Announcements Career Development ArticlesAt the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado.

Weekly Sales Meetings Suck. Here Are 5 Ways to Improve Them

Sales Hacker

But it doesn’t have to be — it can be inviting and constructive. The exercise should take no more than 15 minutes, and afterward, peers can share constructive feedback and improvement points. Sales Management Articles

The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

Sales Hacker

Finally, measuring buyer progress against milestones is a great construct for deal reviews, allowing you to spend less time fact gathering and more time coaching through the potential roadblocks uncovered by the MAP. Sales Process Articles

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

A solid sales enablement strategy takes time to construct, but once it’s in place it fosters stability and consistency. Choice MindTickle Partner Sales Enablement Articles

10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales Training Connection

Finding the right time and approach for asking these questions in a way that invites constructive and candid responses is critical.”. Technorati Tags: sales best practices , sales leadership , sales management , sales managers , sales training articles , sales training blogs.

7 sales rules of customer loyalty economics

Sales Training Connection

In this regard Bain published an interesting article that is worth revisiting. They cost less to serve, and they provide constructive feedback. Technorati Tags: customer loyalty , sales best practices , sales strategy , sales training , sales training articles , sales training blogs.

Tapping Into Your Soft Side with Emotional Intelligence in Sales

Sales Hacker

Article overview: What Is Emotional Intelligence? For the most part, brands are — at their core — emotional constructs. Article: Stress Reduction for Salespeople: Dominate Sale Like Never Before by Clan Mcloughlin. Sales Psychology Articles

A Review of Reply.io Inbound/Outbound Sales Acceleration

Adaptive Business Services

to contribute to an article on sales follow-up tips. You can read the full article here. At the end of this article, I will share some of my article excerpts as they pertain to my suggestions for best practices. are constructed, all is not lost. article excerpts ).

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

If you don't do the above, don't bother reading the rest of this article. Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust.

Moving From Mid-Market to Enterprise {Part 1} – Product and Market Readiness

Sales Hacker

The complexity of systems integration, data warehouse construction, and need for the platform to be flexible mean an analytics solution tied to a single data source is no longer relevant. Sales Process Articles

CRM Implementation Best Practices: Your Nifty 4-Point Checklist

Sales Hacker

The issue is that these organizations haven’t taught their sales managers how to select the right data and how to use it in constructive coaching conversations. 3) Use data in constructive coaching conversations. Finally, we discovered techniques that help sales managers use data in constructive coaching conversations. Sales Management ArticlesThere’s dirty data everywhere— especially in your CRM.

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Coaching sales reps to shelve their poor practices

Sales Training Connection

The other day we reviewed an article in the McKinsey Quarterly that made us pause and think that in addition to core skills and best practices, a third perspective might warrant attention in the “what to coach” portion of the program. Successful sales peopleSales coaching.

Why Cold Calling Is the #1 Skill You MUST Master to Double Your Income in 2018

Sales Hacker

There’s no doubt LinkedIn, Facebook and Twitter are the most addictive, mind-numbingly fascinating, voyeuristic paradises ever constructed since the Matrix. Sales Calls ArticlesCold Calling is the top sales skill you should be developing to gain a competitive edge, not just for prospecting and landing meetings with C-Level decision makers , but at every stage of the funnel. Especially, in 2018 when Artificial Intelligence (AI) is imminently threatening your job.

How to Build an Army of Virtual Sales Assistants to Help Grow Your Business

Sales Hacker

In this article, I’m going to give an overview of how to hire, ramp, and manage a team of virtual sales assistants to help grow your business. It means that everyone is getting constructive criticism/feedback along with some praise every week. Sales Operations ArticlesEver since the 4-Hour Workweek where Tim Ferriss wrote about using virtual assistants (VAs) as a way to outsource your inbox – hiring virtual sales assistants has hit the mainstream.

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Less is more when handling objections

Sales Training Connection

So going back to our “less is more” construct: ACT. Technorati Tags: objection handling , sales best practices , sales call execution , sales training , sales training articles , sales training blogs. Handling objections.

Is There A Place For Anger In Management?

Sales and Marketing Management

So, when used right, constructive anger can make someone feel strong and powerful and help push them to get what they want. If you’re a nice person, you’re more likely to respond well to anger, the Quartz article surmises. those led to positive outcomes 94 percent of the time,” states the Quartz article. “It Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re

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Sales managers – it’s time to assess your performance last year and adapt!

Sales Training Connection

Finding the right time and approach for asking these questions in a way that invites constructive and candid responses is critical.”. Technorati Tags: sales best practices , sales leadership , sales management , sales managers , sales training articles , sales training blogs.

5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. This includes both positive and constructive feedback. They include: Insight. Feedback. Demonstrate. Role Play. Action Plan. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

Sales managers – assess your performance last year and adapt!

Sales Training Connection

Finding the right time and approach for asking these questions in a way that invites constructive and candid responses is critical.”. Technorati Tags: sales best practices , sales coaching , sales management coaching , sales training , sales training articles , sales training blogs.

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

One template that works well is a “week-in-the-life” construct. A Classic - '63 Corvette. A short quiz for sales leaders – How much has the buying process changed in your market in the last five years?

Changing sales performance: practice doesn’t make perfect – A STC Clasic

Sales Training Connection

If you eavesdrop at the tables you usually hear the customer and observers congratulating the seller on “doing a good job” – but providing little tough, constructive feedback. A Sales Training Connection Classic.

Changing sales performance – practice doesn’t make perfect

Sales Training Connection

If you eavesdrop at the tables you usually hear the customer and observers congratulating the seller on “doing a good job” – but providing little tough, constructive feedback. . This article originally appeared on TrainingIndustry.com.

Features and benefit selling – a new look at an old friend

Sales Training Connection

Time of course can be a double edge sword when it comes to bring clarity to any construct – so is the case with this distinction. Technorati Tags: sales best practices , sales training articles , sales training blogs , selling economic value , selling value. Features vs. Benefits.

Your Foolproof Formula to Become a Sales Manager in 2018

Sales Hacker

This article talks about how to become a sales manager in 5 crucial (and doable) steps. People view what is intended as constructive advice as a personal attack. Career Development HubSpot Marquee ArticlesYou’ve done what you can at your current level and need the challenge only a promotion will bring. But it’s a task easier said than done. How do you stand out from your colleagues and distinguish yourself as the only logical choice for the next promotion ?

What Salespeople Can Learn from Sandcastles

No More Cold Calling

And no one enjoys seeing carefully constructed business deals ebb away before their very eyes. He sets up the story of two architects—a child constructing a sandcastle and an adult building his business. Read the rest of the article.)

Winning complex sales – defining fundamentals

Sales Training Connection

Translating these three core performance skills into action can most effectively be achieved by remembering this simple construct: ask, listen, and then talk. Winning Complex Sales. A complex sale is not just a big little sale. It is qualitatively different.

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories.

Dispatching sales coaching myths and best practices – A STC Classic

Sales Training Connection

Most people struggle when attempting to construct an accurate self-assessment of their abilities and have difficulty pinpointing the true nature of their strengths and weaknesses. A Classic - '63 Corvette.