SBI Growth
JUNE 13, 2017
Our expert practitioner today is a Chief Human Resources Officer who knows a thing or two about sourcing the right executive talent to achieve the corporate strategy. Today’s topic is focused on how to match the capabilities of the executive.
The Sales Heretic
JUNE 13, 2017
As a number of prominent companies have experienced declines in sales over the past few years, much effort has gone into uncovering the causes of those declines. Both CEOs and business “experts” have sought to explain the struggles of once-thriving companies. And while various explanations have been floated, a consensus appears to have formed as [.].
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Score More Sales
JUNE 13, 2017
Lately a phrase has been making the rounds which is the perfect mantra for all of us in professional selling and leading sales: Don’t be a Know-it-All, be a Learn-it-All. Attending conferences and events last week in the Bay area, I heard this phrase more than a dozen times.
The Sales Hunter
JUNE 13, 2017
Last week I awoke in Nashua, New Hampshire, to spend a few hours with a great client talking prospecting and customer service. From there I was to travel to Stuart, Florida, for an 8 AM meeting the next morning. (Go ahead and Google the cities if you’re not familiar with the location of each.) Nothing […].
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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.
Increase Sales
JUNE 13, 2017
A LinkedIn post by Tibor Shanto entitled Brother Can You Spare a Sale made a connection with me regarding all the unsolicited requests I receive to submit articles for this blog. These complete strangers want me to spare a posting so they can get their marketing message out. Really? People buy from people they know and trust. This is the first sales buying rule my father taught me years ago.
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The Sales Hunter
JUNE 13, 2017
Dealing with tough prospects is hard enough, so let’s not go making it any harder on ourselves with not believing in how we can help others. If we don’t believe in ourselves, what makes us think customers should believe in us? Would you buy from somebody you don’t trust? Not likely. I’ll argue the only […].
Hyper-Connected Selling
JUNE 13, 2017
Salespeople tend to be an infinitely practical lot. Over two decades of coaching and training has made me realize that usually sales professional want to know the fastest ways to be successful, and what they should do to learn those skills. “Just tell me what to do and I’ll do it!” is a common refrain. If you’re always looking for ways to improve your game, there’s no reason to change the habit.
Topline Leadership
JUNE 13, 2017
[…] Kevin F. Davis shares practical solutions to the most challenging issues that frontline sales managers struggle with every day. Kevin blogs on methods for everything from leading, coaching, and managing priorities, to hiring, forecasting, and driving rep accountability. Kevin is the president of TopLine Leadership, Inc., and the author of the new book, “The Sales Manager’s Guide to Greatness.”Find his blogs and articles at TopLineLeadership.com/blog and kevinfdavis.com/blog […].
Partners in Excellence
JUNE 13, 2017
There’s an interesting conversation going on in LinkedIn. It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” This focuses on what we call wall/calendar time (look at the clock or calendar on the wall, reduce time between meetings–shorten sales cycle). It is a way to reduce sales cycle, but it’s probably the least controllable way to do this.
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Mindtickle
JUNE 13, 2017
This post is based on an interview with Chirag Singh, Sales Capability Development Manager at Dabur. You can listen to the podcast here. Dabur is the world’s largest Ayurvedic and natural healthcare company. With over 2,000 sales reps Dabur has certainly had its challenges finding the best way to train and coach its salespeople working in different geographical regions.
Your Sales Management Guru
JUNE 13, 2017
Sales EQ-a book review . Twenty six page corners turned over! Without checking that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, buy this book today. Jeb Blount’s latest book Sales EQ is a MUST READ book if you are in sales, especially if you have a desire to succeed at higher levels.
Mindtickle
JUNE 13, 2017
This post is based on an interview with Chirag Singh, Sales Capability Development Manager at Dabur. You can listen to the podcast here. Dabur is the world’s largest Ayurvedic and natural healthcare company. With over 2,000 sales reps Dabur has certainly had its challenges finding the best way to train and coach its salespeople working in different geographical regions.
Partners in Excellence
JUNE 13, 2017
Whew, we are getting to the end of this series! Thanks to those of you who have hung in and contributed. I’ll be packaging this as an eBook, give me a couple of weeks, but email me if you want a copy. We’ve gone through the philosophies and principles underlying the Toyota Production System, (TPS), in the past 4 posts of this series. If you haven’t read them, here are the links: What Sales Can Learn From Lean Manufacturing , Part 2 , Part 3 , and Part 4.
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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.
Velocify
JUNE 13, 2017
A wave of new sales technologies is providing businesses unprecedented choice in building out their ideal sales stack. As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting. But with so many new and untested solutions coming out, could sales organizations be facing an overwhelming list of choices, integration challenges, and sales training nightmares?
Sales Evangelist
JUNE 13, 2017
Life is a big ole sales process. No matter what stage of life we’re at, being a student or a kid, we all have to persuade individuals and do some kind of persuasion in our life. Today, we talk about the power of persuasion and how you can increase that factor and become more effective […] The post TSE 592: Is Rapport Building a Waste of Time? appeared first on The Sales Evangelist.
Sales Gravy
JUNE 13, 2017
If youre serious about upgrading your meetings, ask your best salespeople what they would like to see covered in team meetings, and inquire about what they have seen work well elsewhere.
Sales Evangelist
JUNE 13, 2017
Sometimes we don’t like to hear the word “no” and this episode is going to change the way you look at it. Oftentimes, it takes multiple approaches before your prospects finally say yes. and that’s what our guest today, Andrea Waltz, is going to teach us. Andrea is the co-author of the book Go For […] The post TSE 593: Just Go For No! appeared first on The Sales Evangelist.
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SalesEngine
JUNE 13, 2017
Prospecting is the most challenging part of a sales professional’s job. It’s time-consuming, monotonous, and filled with rejection. But prospecting is also indispensable. Without a pipeline of quality prospects, a salesperson cannot succeed. Use this Sales Prospecting Checklist – you may be surprised at how much fun you can have and how well you can do. when you prospect like a pro!
The ROI Guy
JUNE 13, 2017
Many Cloud / SaaS businesses talk a good game when it comes to renewals, but when it comes right down to it, most aren’t doing what they need to in order to retain their precious subscribers. Did you know. ● A 15% customer churn rate is the average performance for over 50% of current SaaS / Cloud providers (Pacific Crest 2016) ● It costs a hefty $1.13 to acquire $1 of annual contract value for a new customer, compared to only $0.13 to retain $1 in contract value for a renewal (Pacific Crest 2016
SalesLoft
JUNE 13, 2017
It takes a lot to get sales ops professionals excited, so when you hear a Salesforce trick referred to as “the most brilliant analytics trick of all time,” you know it’s something serious. That’s exactly how Salesforce Admins have referred to the Salesforce analytics hack known as the Power of One. The Power of One offers a fix to a little-known problem in Salesforce reports: the count of records at the bottom of every report is accurate, but almost always hard to deciphe
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