The Sales Hunter
APRIL 26, 2016
What makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? There’s a reason why customers don’t see value in salespeople, because to be quite blunt, most salespeople don’t bring value. To many customers, there’s zero difference between […].
Mr. Inside Sales
APRIL 26, 2016
Everyone loves to be helpful. Because of this, you have a great opportunity to learn more about your prospects and clients if you learn how to ask the right questions at the right times. Here are some examples of how asking for help, at the right time, can give you a treasure trove of useful information you can use to position your product or service to the right person.
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The Sales Hunter
APRIL 26, 2016
Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect. This absolutely drives me crazy, because the results of […].
MTD Sales Training
APRIL 26, 2016
Many sales people ask us for that ‘one thing’, the idea that will solve all their problems and enable them to hit their goals every time. The ‘magic pill’ if you like, that will make them their sales managers’ dream machine. Sorry, but there isn’t just one thing that will make you successful. But if there is one bit of advice that I can give you that will take your success further, it is this: ‘Do things that unsuccessful salespeople don’t’.
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
A Sales Guy
APRIL 26, 2016
80% of people aren’t ready for the 21st Century. This means fewer job opportunities, lower salaries, fewer promotions, more failed businesses, and more for those not ready. The Information Age has ushered in a new era of success and with it a whole new set of skills. How do you stack up? Are your skills up to par for the 21st Century or are you part of the 80% of people who aren’t ready?
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Partners in Excellence
APRIL 26, 2016
Over the past few months, I’ve been reviewing a lot of my thinking about business to business buying and selling processes, and how we achieve success in both. I’m not sure I’ve changed any of my position, but perhaps clarified some of my thinking. Hope you don’t mind my “thinking aloud.” First, probably some definitions are in order, so we are at least on the same page.
Mindtickle
APRIL 26, 2016
When it comes to planning your sales kickoff , the first step is setting your objectives for the event. Do you want to celebrate a great year or challenge your sales team to think differently? Are you reps in need of some motivation after a challenging year, or is training your main focus at the moment? Tom Snyder, Co-founder and Managing Partner of VorsightBP suggests, “Before you begin to plan the meeting what do you want people to be thinking, to know, to be looking at.
Customer Centric Selling
APRIL 26, 2016
Sales Tips: Different Media, Same Results. By John Holland, Chief Content Officer, CustomerCentric Selling®. Two decades ago tradeshows were in vogue. Especially technology companies who enthusiastically spent millions of dollars from renting space, setting up booths, time and travel for personnel to staff them, collateral, demo equipment etc. Few vendors gave thought to the fact that the vast majority of attendees were interested in products.
Your Sales Management Guru
APRIL 26, 2016
Life Enrichment: Is your campsite in better shape than before you arrived? . If you are not familiar with the question posed above it’s a mantra from my Boy Scout days and training. Whether you are a Sales Manager that regularly reads this blog or any other job role I wanted to raise this topic as I see this as a major question in our world today. During my keynote programs I sometimes use this question to make a point and if there are Boy Scouts in the audience they get it immediately.
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The ROI Guy
APRIL 26, 2016
What if you had the secret sauce to win more than half of all your forecasted deals? A recent study by CSO Insights says you can increase win rates almost 40% by elevating your Value / ROI Selling capability to Great. This means significantly less deals lost to “No Decision” or going with the competition. So how do you accomplish such a competitive advantage and sales performance boost?
Factor 8
APRIL 26, 2016
Last year my amazing Factor 8 team took home the award for best Sales & Leadership Development company in the AA-ISP community. And when I saw the picture I sadly […]. The post At Least My Hair Turned Out appeared first on Factor 8.
The ROI Guy
APRIL 26, 2016
Your prospects drop by your booth at an event. Are they: a) Disappointed by the empty sales pitch they just got b) Impressed with the conversation, provocative advice and personalized next steps roadmap? Unfortunately “a) an empty sales pitch” is all too common, and unacceptable when you think of how much you invest in time, travel and expense for each event.
No More Cold Calling
APRIL 26, 2016
Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” That’s what I hear from every sales leader. Ineffective lead generation tactics are a huge blot on sales productivity and revenue. But simply filling the pipeline with contacts isn’t enough to correct the problem.
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
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