Steven Rosen
MAY 10, 2017
6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. Most CSO’s would agree with this, but they are not sure what to do about it. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills.
The Sales Heretic
MAY 10, 2017
Stories are extremely powerful. Not only can they can be informative and persuasive, they can also be engaging, entertaining, and memorable. That is, if they’re told well. A poorly told story can lose the audience, and even lose the sale. So how can you improve your storytelling prowess? 1. Collect Your Stories In Advance The [.].
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The Sales Hunter
MAY 10, 2017
Newsflash: Artificial intelligence and a bot will not take your sales job from you, unless you let it. Sales is the “art of selling.” It always has been and it always will be for one very simple reason — sales is about a transaction between two human beings. You’re reading this post as a […].
Increase Sales
MAY 10, 2017
If good marketing is to attract attention and to begin to build positive relationships, then bad marketing is just the opposite. One very common bad marketing strategy is to build a list such as Top Salespeople and then have others click on the list to download. Credit www.gratisography.com. Several of my colleagues were recently recognized as being in the top 100 sales people (I did not make that list).
Advertiser: ZoomInfo
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesLoft
MAY 10, 2017
A sales team is often referred to as the “front line” of a company, but I don’t think that quite does the role justice. Sales teams aren’t just the first point of contact for your company, they’re also the explorers of the organization, doing research, digging deeper, and continually exploring new territory. The best sales reps are proactive in discovering new accounts and uncovering new information about the accounts they already have.
Customer Centric Selling
MAY 10, 2017
Sales Tips: Understand Payback Before Product. By John Holland, Chief Content Officer, CustomerCentric Selling®.
Partners in Excellence
MAY 10, 2017
I struggled with the title of this post, wanting something more eye catching, provocative, perhaps a little less negative. Complacency is an ugly word. No one likes to be accused of being complacent. Complacency is sometimes associated with laziness, though some of the most complacent organizations I encounter are far from “lazy,” but “crazy-busy” with activity.
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LevelEleven
MAY 10, 2017
[…] enough time for ramp. So how should you go about actually calculating your ramp period? There are a few ways to calculate based on which metrics are most important to your […].
Sales Gravy
MAY 10, 2017
Start setting your own expectations, using your own sales process, and building the tools you need. Make it happen. You dont have to change jobs yet. So often when sales reps arent selling the first inclination is to blame the sales rep.
LevelEleven
MAY 10, 2017
[…] you can utilize historical activity data in weekly one-on-ones and sales coaching sessions. In addition to seeing rep performance for the current period, managers can view activity snapshots […].
Sales Gravy
MAY 10, 2017
This makes the salesperson a shrewd negotiator, choosing to negotiate with the weaker party, making it more likely that a deal is done. One of the things I hear from sales leaders most often is that their sales force cannot negotiate.
Advertiser: ZoomInfo
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.
DiscoverOrg Sales
MAY 10, 2017
As the founder and CTO of PhillyTech , I’ve been involved in technology and consulting for 20 years. The biggest, most consistent challenge I’ve heard from founders, CTOs, CIOs, and VPs of Engineering and Development is hiring the right talent for their organization. People are the most important asset in your organization. According to research by the Human Capital Management Institute, people make up 70% of an organization’s operational expenses.
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