Wed.Nov 22, 2017

The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

Winners make things happen. Losers make excuses. Regardless of the field, this time-tested principle consistently rings true. In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Yes, competition is almost always brutal. Yes, some of your product features suck.

What you think you know about the buyer's journey is wrong

Membrain

These days, there’s a lot of talk about the “buyer’s journey.” We’re all supposed to be mapping it so that we can align our marketing and sales with it. Supposedly this is going to make us exponentially more effective. Sales Management

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How to Hire a Great Sales Hunter

The Center for Sales Strategy

Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for. We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter. Great question! So good, in fact, I thought I’d share my response with you.

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Your Digital Reputation Gets You In The Boardroom

SalesforLife

Recently, my VP Sales, Brian Lipp and I flew into Manhattan for a meeting with a global company that brought their CSO, CMO and Enablement teams all to the same boardroom. As Brian and I put down our bags to start setting up for the meeting, the Chief Sales Officer said energetically, “I was checking you out online Jamie and I see you’re connected to Steve Richards from XYZ. I’ve reached out to him to understand more about how you’re connected.”. Sales Sales Leadership

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.

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43 Questions to Create a Sense of Urgency

Hubspot Sales

Create a Sense of Urgency in Sales. If you don’t want your deals to stall -- or end up in nothing -- make sure to establish urgency. Urgency gives your prospects a reason to move forward and overcome inertia.

The Science of Motivation

Sales and Marketing

Author: Tim Houlihan Why we don’t know what motivates us best. Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! I’ve got bills to pay! Sales manager: Sounds good. Thanks for the input. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Or you might be new to sales management and you want to be the cool leader by collaborating with your new reports.

The 9 Best Sales Tools for Small Businesses

Hubspot Sales

What Are the Best Sales Tools for Small Businesses? Documents tool. Inventory and order management software. Invoicing software. Survey tool. Personalized video creation and analytics app. LinkedIn Premium. Meetings app. Email management tool.

What You Should Know Before Opening a European Office

Sales and Marketing

Author: Deirdre Moran, VP of Emerging Technologies, IDA Ireland The advent of online sales has certainly upended the traditional model of selling high-tech products but doing business over the internet only goes so far. Ultimately, fast-growing U.S.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

13 Inspiring Motivational Videos That Will Get Your Blood Pumping in 2017

Hubspot Sales

We all need a little kick sometimes. Whether you’re gearing up for an interview, call, client pitch, or just a Monday morning, these videos will put you at the top of your game.