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Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

The frontline sales manager has always been the pivotal job for achieving sales excellence.According to the CEB authors, today’s sales managers are operating differently. 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”.

Guest Article: Avoiding the Activity Trap, by Jeb Brooks

Sales and Management Blog

They reveal pivotal information about your solution to your prospect. Examples include: Sending useful content ( e.g. , articles, whitepapers, etc.) Avoiding the Activity Trap. by Jeb Brooks. Many salespeople make the assumption that activity leads to results. “As As long as I’m doing something,” they argue, “results will come.”. This is a mistake. It’s the best way to get stuck in the activity trap. The activity trap occurs when you begin working too hard to make the sale.

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. Taking this challenge seriously was reinforced when we recently read an article about successful technology entrepreneurs and a concept called – Pivoting. So adopting a “pivoting” mentality might lead to more effective and timely pipeline management.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Taking this challenge seriously was reinforced in an article about successful technology entrepreneurs and a concept called – Pivoting. We would suggest adopting a “pivoting” mentality might lead to more effective and efficient pipeline management.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

For example, an article in USA Today shares what hospitals are doing in relationship marketing. The article goes on to point out such marketing efforts are widespread – and highly effective in revenue terms. Hospitals are going through a period of transformation change.

Medical device sales – translating clinical value into economic value

Sales Training Connection

This means that people, other than physicians, increasingly are become pivotal players in the decision-making process.

Sales person to sales manager – making the transition

Sales Training Connection

There is little question that the sales manager is the “pivotal job” for building a great sales team. Sales people often are promoted into sales manager positions – primarily based on their sales success.

3 Customer Experience Predictions - Think customers: The 1to1 Blog

The 1to1 Media Blog

Web Exclusive Articles. 2011 was a pivotal year for the field of customer experience. 2011 was a pivotal year for the field of customer experience. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness. Social Media.

What to Do With The Uncoachable

A Sales Guy

The people who defend everything, argue when given constructive criticism, and aren’t open to hearing about their shortcomings, that’s who this article is about. The only way to grow is to be able to improve, change, pivot, etc.

Selling in the new normal marketplace

Sales Training Connection

Change the pivotal job first. You need to identify the pivotal job and start there. When it comes to sales it is suggested that the pivotal job is the front-line sales manager. New Normal in Sales.

Sales directors – competencies for the job hunt

Sales Training Connection

Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. Sales Directors.

Sales training – more of the same never results in something different

Sales Training Connection

Optimizing Sales Performance that included two outstanding articles on sales transformation from a leadership perspective. Spotlight the pivotal job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. Sales training.

Top gun sales training

Sales Training Connection

As research has repeatedly shown, the front-line sales manager is the pivotal job for developing a great sales team. Sales Training. Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training.

Sales Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

In fact, I see so many sales organizations that have pivoted back to leading with a demo. Sales Tips: Has Senior Management Given Up on Sales? By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company.

39% of Marketers Do Not Have a Defined Content Marketing Strategy

Sales Benchmark Index

If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. 2013 is a pivotal year for CMO”s to embrace content marketing.

How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83

The Sales Blog

In response to their recent article posted on CEBG, “The New Sales Imperative,” Anthony invited them to come on the show to talk about what they are seeing in this new age of sales when buyers have more information prior to contacting a salesperson than ever before.

Challenge the Status Quo & Create Value With Insight-Based Directed Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ).

Happy New Year—You’re the Best

No More Cold Calling

Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening. Your article and knowledge confirmed our thoughts about this “potential client.” I liked your article on “ Do Your Leads Suck?

Why the CSO Should Care About Content Marketing

Sales Benchmark Index

Is this just another buzzword du jour like Big Data, Pivoting, and Gamification? XYZ publishes two blog articles “How to get the most out of your practice time” and “Three quick routines you can practice at home”. This blog post is for the small company CSO or VP of Sales.

Why isn’t great sales training great?

Sales Training Connection

There is little doubt the front-line sales manager is the pivotal job for creating behavior change in a sales team. Sales training. The vast majority of sales training programs have solid content and excellent instructional design.

Checklist for Launching a Time-to-Trust Sales Campaign

Strategic Sales Growth

In the 2009 article “The Consumer Decision Journey” McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process. When they have reached the trust “Pivot Point” they will come to you.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the driver’s seat MOST of the time. Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing. ”. (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and Checklist for Launching a Time-to-Trust Sales Campaign. ).

Obsessive Learning, Relentless Execution—The Yin And Yang

Partners in Excellence

Part of the proof to this is the endless blog posts and articles on this. They may talk about agility, pivoting, adapting, changing, coming back from failure or other descriptors of how they execute. Lean startup thinking embraces these concepts in MVP, pivots, agility, and so forth. My post, “Top Performers, Obsessive Learning, Relentless Execution” has stimulated a lot of discussion on both the blog, LinkedIn, and through email.

Sales Prospecting at the Speed of Trust

Strategic Sales Growth

Tweet Every great sales rep intuitively sense s t he pivot point moment when they’ve built enough trust in a prospect that they know the deal will close. Conversion rates in the funnel are low (See an article on the funnel.

Connected Internal Teams retain Connected Customers

Babette Ten Haken

How might you incorporate a nugget of what you just read to pivot your customer retention strategy moving forward into the relentless pace of the industrial Internet of Things ecosystem? Subscribe to the Sales Aerobics for Engineers® Blog via the red Never Miss An Article box.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the drivers seat MOST of the time. Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing. ”. (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and Checklist for Launching a Time-to-Trust Sales Campaign. ).

6 steps to get sales and marketing working on the same team

OnePageCRM

BOF content: Advanced webinars, help articles, special offers, email outreach. Write an article on how to win at prospecting emails. Here are some quick-win content ideas aimed at advancing the sale at pivotal stages in the funnel. Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. CSO Insight. They say the reason why cats and dogs don’t get on is because of language.

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

Here’s one of my favorite articles that demonstrates the application of Sales Linguistics  to sales presentations. It is the pivotal moment where you can communicate your advantages, gain momentum, and develop the personal relationships necessary to achieve your goal.

Sales management – it’s all about the time

Sales Training Connection

Front-line sales managers are the “pivotal job” for improving sales productivity. Technorati Tags: sales best practices , sales coaching , sales management , sales management coaching , sales training , sales training articles , sales training blogs. Sales Coaching.

Sales transformation: sometimes necessary – never easy

Sales Training Connection

8 that included two outstanding articles on sales transformation from a leadership perspective. Lesson 4 – Spotlight the Pivotal Job. The front-line sales manager is the pivotal job for driving the success of any sales transformation effort. Sales Transformation.

Three self-imposed pitfalls facing new sales managers

Sales Training Connection

It is safe to say that it is near impossible to have a superior sales force without having a great group of front-line sales managers – front-line sales managers are the pivotal job for driving sales excellence. . Think about new sales managers you’ve known.

Sales training: know the past – win the future

Sales Training Connection

Companies look to their sales teams as a source for competitive differentiation and recognize that the front-line Sales Manager is the pivotal job for sales performance change. Sales Training. In the last several years the world of sales has under gone significant changes.

How to get more great sales managers – start early

Sales Training Connection

If you talk with Sales VPs there is a consensus around the notion that the front-line Sales Manager is the pivotal job for building a great sales team. Technorati Tags: sales best practices , sales coaching , sales management coaching , sales training articles , sales training blogs.

The Pipeline ? When the customer can't be consoled, console the.

The Pipeline

” That’s the pivotal moment when I learn what their hopeful outcome is. link] An inspiring article that's a must-read. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Google is SLAPPING Hard Lately…Here’s The Why and How to Fix It

GKIC Blog

For the budget conscious, you can use 99CentArticles.com to get the base articles written…then edit to put into your voice and some personality. Backlinks will remain a pivotal factor in search engine rankings. You may or may not have seen the story in The New York Times about the SEO debacle involving JC Penney: The Dirty Little Secrets of Search (if that doesn’t work, read it here too ).

Chet Richards on Strategy, Morale, and Agility in Warfare and Business  – Episode #65

The Sales Blog

One of the ways is to become more agile, able to pivot and adapt in ways that the larger competition is unable to do fast enough. Guardian Article on Facing My Fear. If you haven’t picked up on it by now, Anthony is quite a history buff, particularly when it comes to military strategy and history. He’s discovered that much of what makes a great military strategist and leader is transferrable to the business context.

How To Deliver Insight & Challenge The Status Quo With Questions

Insight Demand

No wonder the majority of enterprise sales opportunities end with the customer deciding to stick with the status quo and not buy (see my HBR article When to Sell with Facts and Figures, and When to Appeal to Emotions ).

Broken Windows Sales Training

Empowered Sales

Wilson, who passed away this month at the age of 80, this article attempts to highlight some of the genius behind this political scientist’s Broken Windows Theory brought out in the early 1980’s. As tribute to James Q.

Checklist for Launching a Time-to-Trust Sales Campaign

Strategic Sales Growth

In the 2009 article “The Consumer Decision Journey” McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process. When they have reached the trust “Pivot Point” they will come to you.

The Need to Win - Igniting Sales Transformation

Igniting Sales Transformation

I’ll never forget the sales rep I was mentoring who wanted to demo “pivot tables” to the CIO of a worldwide company, but that’s a story for another day. Great article. Igniting Sales Transformation. The New Handshake Book. Services. Resources. Presentations.