INDUSTRY INSIGHTS YOUR PEERS ARE READING
Developing an understanding of the tools of rhetoric can elevate your ability to influence others and protect you from being manipulated. A lot of rhetoric is based on ideas thousands of years old, but the basics of influencing each other haven’t changed much. MORE
At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. MORE
Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. It is one thing to need sales training. Need more sales management resources? MORE
It’s easier to talk about Constructing Insight just by focusing on that. Or likewise for Influence, Trust, and any number of topics on increasing our ability to connect with our customers. We seek to influence our customers’ decisions, getting them to choose to change and to choose us their partner in moving forward. We’ve seen our efforts to influence and persuade others fail when we push or pitch our solutions. MORE
Social media marketing when constructed from an education based marketing approach can dramatically influence potential customers to centers of influence to strategic partners. From this influence comes the power of being credibility, an expert in your particular field or industry, someone who can be trusted to even better yet the capacity to increase sales for small businesses who indeed have limited resources of time, energy, money and emotions. MORE
By Jeff Shore At some point in your sales training you were probably shown a spreadsheet or marketing brochure that demonstrated your significant value advantage over your closest competitor. Your strongest competitor is actually a mental construct in your prospect’s mind. Sales Pro MORE
This week on the Sales Hacker podcast , we talk to Brent Adamson , who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. . MORE
What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. Likewise, understand the administrative teams at your prospects' organizations often have a great deal of influence. MORE
Author: Jeff Epstein Social media influencers may be this year’s biggest marketing disruptors. Some B2B brands are already aboard the social influencer bandwagon and on their way to increased revenue and awareness. Social influencers earn that moniker for a reason. MORE
Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations. MORE
It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. Sales structure, systems and discipline can help. Sales Leadership MORE
In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. Here are the key points: Find someone whose opinion you trust – not just a “yes man” or “yes woman” You need constructive suggestions. MORE
B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. You can cash in on Social Debt to build your virtual sales support team. The Sales and Support Relationship. MORE
Once again in the quest of how to increase sales, I received another marketing effort that was not about me as the potential customer or client, but was rather all about “we” or “I” as the seller. Sales Cartoon. Sales Quotation. MORE
What most vendors overlook is widening their perspective of who can influence decisions to their favor. Below are four brief snippets of corporate influence experiences. Speaking respectfully with many produces more frequent and significant sales. MORE
SaaS sales models are a challenge as an incentive designer, sales operations or finance for a number of reasons. This lack of predictability spans new business sales, existing business, upsell and renewals. The post How Do You Incentivise SaaS Sales? MORE
Dan Pink does a great job of unpacking the negative stereotypes that have been built around the idea of “sales”, and why they might not be that relevant anymore. Not matter what your job title, we are continuously attempting to persuade and influence the people around us. MORE
During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? ” When bank sales training firms first focus on behaviors, that is a really big mistake. MORE
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? MORE
Creating sales compensation plans is a challenging task—it’s all about balance, but sometimes the perfect balance can be hard to strike. You need your incentives to drive the right sales behaviors in order to achieve sales objectives. Creating a Sales Incentive Compensation Plan. MORE
Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. Constructing Tension. The disconnect is that the Challenger sale is not a process at all. If you want to evaluate your sales process, use this simple grader. MORE
Tweet Sales calls are conversational journeys. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. How do you lead each conversation so the prospect will want to continue the sales journey with you? MORE
You can steer them to positive features of the solution or favorable aspects of the contract terms, but being honest is key to becoming a trusted advisor, a key position in B2B sales. But in order to influence the final decision, it’s best to be seen as an expert rather than a “pleaser.”. MORE
If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried. MORE
What does this mean for future generations in the sales industry and workforce for that matter because most parents I know do the same things? As sales leaders, I can assure you that the challenges you are facing today with cold calling reluctance from members of your sales team is only going to get worse as time goes on unless you have a proactive plan. Some will argue that if you have members of your sales team who are hesitant to pick up the phone, to get rid of them. MORE
The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Sales execs tell me they don’t have time to coach their teams. MORE
For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. Marketing becomes the human piñata for all sales complaints. MORE
Avoiding the biggest sales mistakes is crucial. Some behavior trends in the sales world are simply disastrous. This article explores some concrete steps salespeople can take to avoid sales mistakes and utilize more successful behaviors. Obvious Sales Mistakes: There are a few obvious sales mistakes that should entirely be avoided. It’s not just the words that come out of your mouth that influence image. Sales Management For Sales Pros MORE
If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried. Every business needs sales to occur so that business can keep their doors open. Advisor Beliefs Change Leadership Sales Fear Sales Results Thought Leadership MORE
Before any sale can be made, a relationship must be opened. Many sellers focus too much of their time and attention to closing sales. Professional sellers focus more on opening sales than they do on closing sales. Sales MORE
Sales Promotion Ideas. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business. For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder. MORE
And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. How Does Emotional Intelligence Work in Sales? Embracing EI to Make the Sale. MORE
Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople. MORE
We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership. MORE
The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. To “ooch” is to construct small experiments to test one’s hypothesis. MORE
I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Step 1 – Revenue Influencer Feedback. You’ve collected the feedback from revenue influencers and data from your systems. MORE
Here are five rules of megavalue selling: Verify value drivers – Accurately identifying each customer's value drivers is the chief priority for sales professionals. Understand the buy – Knowing the customer’s buying process, timeline and decision influencers is like having the blueprints for constructing a building. Emphasize evidence – Customers put faith in facts, not in worn-out claims or everyday sales pitches. What makes them miss annual sales targets?" MORE
Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. If you have an open environment where ideas can be shared your company has a good chance of using collaboration for sales growth. How can this impact sales? MORE
According to TOPO, prospects open less than 24% of sales emails. And this makes learning how to write a sales email people want to respond to more important than ever. The Ideal Length of a Sales Email. Sales Emails MORE
As with the film, such online sales efforts usually end up as nothing more than annoyances, simply because it’s almost impossible for their creators to address the specific problems or issues actually confronting prospects. Generic sales messages have been being hurled at us for years by marketing and sales gurus. Sales message dynamics. This makes sales messaging even more important when it comes to successful business. MORE
The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. Convenience and simplicity are the overriding influences over pretty much every purchasing decision today. Buyers are demanding more agile and responsive B2B sales practices. MORE
Sales and Marketing Management
AUGUST 8, 2018
Author: Jeff Epstein Social media influencers may be this year’s biggest marketing disruptors. Some B2B brands are already aboard the social influencer bandwagon and on their way to increased revenue and awareness. Social influencers earn that moniker for a reason.
Smooth Sale
JULY 17, 2018
What most vendors overlook is widening their perspective of who can influence decisions to their favor. Below are four brief snippets of corporate influence experiences. Speaking respectfully with many produces more frequent and significant sales.
Partners in Excellence
DECEMBER 24, 2013
It’s easier to talk about Constructing Insight just by focusing on that. Or likewise for Influence, Trust, and any number of topics on increasing our ability to connect with our customers. We seek to influence our customers’ decisions, getting them to choose to change and to choose us their partner in moving forward. We’ve seen our efforts to influence and persuade others fail when we push or pitch our solutions.
Pipeliner
JANUARY 10, 2018
As with the film, such online sales efforts usually end up as nothing more than annoyances, simply because it’s almost impossible for their creators to address the specific problems or issues actually confronting prospects. Generic sales messages have been being hurled at us for years by marketing and sales gurus. Sales message dynamics. This makes sales messaging even more important when it comes to successful business.
Increase Sales
AUGUST 29, 2012
Social media marketing when constructed from an education based marketing approach can dramatically influence potential customers to centers of influence to strategic partners. From this influence comes the power of being credibility, an expert in your particular field or industry, someone who can be trusted to even better yet the capacity to increase sales for small businesses who indeed have limited resources of time, energy, money and emotions.
Smart Selling Tools
MARCH 26, 2013
The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. To “ooch” is to construct small experiments to test one’s hypothesis.
|
The Digital Sales Institute
MAY 17, 2019
Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations.
Sales Benchmark Index
JULY 3, 2013
For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. Marketing becomes the human piñata for all sales complaints.
Hyper-Connected Selling
MARCH 3, 2016
Dan Pink does a great job of unpacking the negative stereotypes that have been built around the idea of “sales”, and why they might not be that relevant anymore. Not matter what your job title, we are continuously attempting to persuade and influence the people around us.
Sales Benchmark Index
MARCH 29, 2013
B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. You can cash in on Social Debt to build your virtual sales support team. The Sales and Support Relationship.
No More Cold Calling
SEPTEMBER 4, 2014
The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Sales execs tell me they don’t have time to coach their teams.
|
Hyper-Connected Selling
MARCH 31, 2016
Developing an understanding of the tools of rhetoric can elevate your ability to influence others and protect you from being manipulated. A lot of rhetoric is based on ideas thousands of years old, but the basics of influencing each other haven’t changed much.
Xactly
JULY 4, 2018
Creating sales compensation plans is a challenging task—it’s all about balance, but sometimes the perfect balance can be hard to strike. You need your incentives to drive the right sales behaviors in order to achieve sales objectives. Creating a Sales Incentive Compensation Plan.
Jeff Shore
JULY 26, 2018
By Jeff Shore At some point in your sales training you were probably shown a spreadsheet or marketing brochure that demonstrated your significant value advantage over your closest competitor. Your strongest competitor is actually a mental construct in your prospect’s mind. Sales Pro
Score More Sales
JUNE 25, 2014
Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. If you have an open environment where ideas can be shared your company has a good chance of using collaboration for sales growth. How can this impact sales?
Score More Sales
JANUARY 25, 2013
At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat.
Customer Centric Selling
MAY 21, 2018
You can steer them to positive features of the solution or favorable aspects of the contract terms, but being honest is key to becoming a trusted advisor, a key position in B2B sales. But in order to influence the final decision, it’s best to be seen as an expert rather than a “pleaser.”.
Score More Sales
AUGUST 20, 2012
We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership.
Pipeliner
AUGUST 12, 2018
Avoiding the biggest sales mistakes is crucial. Some behavior trends in the sales world are simply disastrous. This article explores some concrete steps salespeople can take to avoid sales mistakes and utilize more successful behaviors. Obvious Sales Mistakes: There are a few obvious sales mistakes that should entirely be avoided. It’s not just the words that come out of your mouth that influence image. Sales Management For Sales Pros
Hubspot Sales
APRIL 26, 2018
Sales Promotion Ideas. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business. For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder.
Bernadette McClelland
JUNE 23, 2014
If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried.
Increase Sales
JANUARY 21, 2012
Once again in the quest of how to increase sales, I received another marketing effort that was not about me as the potential customer or client, but was rather all about “we” or “I” as the seller. Sales Cartoon. Sales Quotation.
Score More Sales
NOVEMBER 18, 2013
In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. Here are the key points: Find someone whose opinion you trust – not just a “yes man” or “yes woman” You need constructive suggestions.
Artesian Solutions
OCTOBER 30, 2018
The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. Convenience and simplicity are the overriding influences over pretty much every purchasing decision today. Buyers are demanding more agile and responsive B2B sales practices.
Hubspot Sales
JULY 11, 2018
According to TOPO, prospects open less than 24% of sales emails. And this makes learning how to write a sales email people want to respond to more important than ever. The Ideal Length of a Sales Email. Sales Emails
Increase Sales
JULY 5, 2013
During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? ” When bank sales training firms first focus on behaviors, that is a really big mistake.
Sales Hacker
AUGUST 16, 2018
And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. How Does Emotional Intelligence Work in Sales? Embracing EI to Make the Sale.
Hubspot Sales
MARCH 18, 2019
Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople.
Pointclear
AUGUST 20, 2015
I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Step 1 – Revenue Influencer Feedback. You’ve collected the feedback from revenue influencers and data from your systems.
Bernadette McClelland
JUNE 23, 2014
If every salesperson realised the back story and responsibility that they had in their role, whether it was selling an idea, a product or a service, either for their own business or whether they worked for someone else, then they would see the real impact and level of influence they carried. Every business needs sales to occur so that business can keep their doors open. Advisor Beliefs Change Leadership Sales Fear Sales Results Thought Leadership
Women Sales Pros
MARCH 15, 2019
Before any sale can be made, a relationship must be opened. Many sellers focus too much of their time and attention to closing sales. Professional sellers focus more on opening sales than they do on closing sales. Sales
Pipeliner
OCTOBER 14, 2018
What does this mean for future generations in the sales industry and workforce for that matter because most parents I know do the same things? As sales leaders, I can assure you that the challenges you are facing today with cold calling reluctance from members of your sales team is only going to get worse as time goes on unless you have a proactive plan. Some will argue that if you have members of your sales team who are hesitant to pick up the phone, to get rid of them.
Anthony Cole Training
OCTOBER 1, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?
OpenSymmetry
JULY 17, 2015
SaaS sales models are a challenge as an incentive designer, sales operations or finance for a number of reasons. This lack of predictability spans new business sales, existing business, upsell and renewals. The post How Do You Incentivise SaaS Sales?
Sales Hacker
DECEMBER 10, 2018
This week on the Sales Hacker podcast , we talk to Brent Adamson , who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. .
Hubspot Sales
JANUARY 31, 2018
What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. Likewise, understand the administrative teams at your prospects' organizations often have a great deal of influence.
Your Sales Management Guru
AUGUST 25, 2015
Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. It is one thing to need sales training. Need more sales management resources?
A Sales Guy
AUGUST 16, 2013
It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. Sales structure, systems and discipline can help. Sales Leadership
Braveheart Sales
JANUARY 18, 2018
Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. Constructing Tension. The disconnect is that the Challenger sale is not a process at all. If you want to evaluate your sales process, use this simple grader.
Sales and Marketing Management
JULY 30, 2017
Here are five rules of megavalue selling: Verify value drivers – Accurately identifying each customer's value drivers is the chief priority for sales professionals. Understand the buy – Knowing the customer’s buying process, timeline and decision influencers is like having the blueprints for constructing a building. Emphasize evidence – Customers put faith in facts, not in worn-out claims or everyday sales pitches. What makes them miss annual sales targets?"
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