Fri.Apr 20, 2012

What Is Missing in Social Equity

Increase Sales

Simply speaking, social equity is a term to define the impact of social media actions (think return on investment) for an organization. This impact is directly connected to the relevance of the postings through various metrics. However, there is something else than is being missed by some small business owners to C Suite executives and that is engagement as well as value as perceived by your ideal customer. Credit

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects.

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Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way.

Buyer 26

4 Powerful Sales Coaching Tips

MTD Sales Training

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1 1 – Lead By Example

Exact 21

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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The Importance of Attitude to Your Sales

The Sales Heretic

What’s the biggest difference between top-performing salespeople and everyone else? Attitude. Whether you’re salesperson, manager, CEO, professional or small business owner, your attitude affects your results more than any other factor. Why exactly does attitude matter so much? And how can make sure your attitude is helping you, not hindering you? Listen to my latest interview with Jim Blasingame [.]. Sales attitude business CEO manager owner professional results

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Hey, Sales Leader, Do You Really Understand Your Role?

Jonathan Farrington

In my view, the role of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the sales leader will have created a sales team with a shared mental model.

A sales leadership lesson from IBM’s Executive School

Sales Training Connection

Lessons from IBM for Sales. Way back in 1955 when the average cost of a new car was $1,900 and a gallon of gas was 23 cents, Louis Mobley was given a blank check by Tom Watson, IBM’s CEO, to create a school for training IBM executives.

Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer

Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Sales Quiz – Dysfunctional Sales Teams

Sell More and Work Less

Are you creating a dysfunctional sales team? Take our sales quiz and find out. Video Sales Quiz

Sales Training Article: How to Improve Partner Sales Forecasts

Customer Centric Selling

Pit Crews and Sales Teams: Planning Improves the Odds of Winning


Keep in mind that pit crews don’t prepare during the race. There is a time for preparing and a time for selling. We don’t start prepping when we’re supposed to be out selling. Before You Start Your EnginesThe gates opened at 6 a.m. There was a mo