The Sales Heretic
AUGUST 23, 2017
If you’re a regular reader of this blog (You are, right? RIGHT?), you know that I’m a big fan of questions. Because if you ask your prospect enough of the right questions, they’ll tell you everything you need to know to make the sale. Yet too many salespeople don’t ask anywhere near enough questions. And [.].
MTD Sales Training
AUGUST 23, 2017
It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack the resources required to behave assertively. This may come across as submissive, passive-aggressive or even overtly aggressive at times. So, what phrases can you use in sales that will show an assertive disposition without coming across as pushy or subservient?
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A Sales Guy
AUGUST 23, 2017
Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore to understand selling and to sell better you have to understand your buyer’s motivation to change. People need a reason to move, to change and you need to know it.
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DocSend
AUGUST 23, 2017
When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. Perhaps, you have an impressive list of marquee customers or an advanced set of features that your competition doesn’t have. But, what big names and cool features can’t do is answer the question of why.
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Contact Monkey
AUGUST 23, 2017
How to track forwarded emails in 2018. Do you need more information on the emails you send? Wondering how to track forwarded emails? If so, you’re not alone. It’s a good idea to know exactly who is using your emails, what they’re doing with them, and if they’re being forwarded to someone else. You need to know if you’re getting in contact with the right person, or if your emails are being forwarded to the sales manager at a different branch.
The Brooks Group
AUGUST 23, 2017
The annual sales meeting is a crucial part of setting the tone for the upcoming year with your sales team. It can be rare to get all of your salespeople together in one place, so use the time as productively as possible to communicate strategy, set priorities, and generate excitement for the upcoming year. If you’re intentional about the planning of your annual sales meeting, your salespeople will be more engaged and will walk away prepared to hit their goals in the New Year.
Hyper-Connected Selling
AUGUST 23, 2017
Like most things in life, the rise of social media platforms has been both a blessing and a curse for professionals. There is a host of new opportunities to create meaningful engagement…and lose hours of productivity. Our approach to these platforms goes a long way to determining whether they really help us in our professional lives. For example, my wife surfs Facebook after a long day to connect with her friends and see what people have posted.
SalesLoft
AUGUST 23, 2017
Account-based sales development requires at least 16 to 20 touches per contact according to TOPO research. To successfully complete that high number of touches, your account-based efforts require strategy and alignment across your entire sales organization. Just like an offensive coordinator in football, sales managers have the visibility to see the entire playing field and can help your reps carry out the right tasks.
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Partners in Excellence
AUGUST 23, 2017
It might seem obvious to everyone reading the title of this post. Of course we know that not everyone is a prospect or a potential customer. One would never guess that is common knowledge based on emails and phone calls I receive. I reflect on the emails and calls, astounded, thinking, “Why do they possibly think I might be interested in a conversation or that I could even be a prospect for their solutions?
Customer Centric Selling
AUGUST 23, 2017
Sales Tips: When and How to Provide Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.
Marc Wayshak
AUGUST 23, 2017
Did you ever read the Art of Selling? It was written, now, over years ago. Watch this powerful video to see the updated approach to the art of selling in today’s marketplace. The post How to Master the Art of Selling Anything: Updated appeared first on Sales Speaker Marc Wayshak.
Partners in Excellence
AUGUST 23, 2017
Knowledge is power—this has been acknowledged for years. Let’s assume that’s correct. Many people leap from this statement to saying, the customer has all the power in the buying process. After all, they are at least 57% through their buying process, perhaps according to some research they are as much as 90% through the process before they even get sales involved.
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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.
EyesOnSales
AUGUST 23, 2017
Success Is Your Choice. By Richard F. Libin, President, APB, Inc., www.apb.cc. Nike had it right when they coined the slogan, “Just Do It.” And if people today simply focused on just doing the best job possible, client loyalty would never be in question. Like New England Patriots’ coach Bill Belichick said, “Just do your job - well.” Yet every day, people don’t deliver.
Sales Evangelist
AUGUST 23, 2017
Are you just going to be like just everybody else trying to fight based on price? Today’s snippet is from one of our past sessions over at the TSE Hustler’s League where I talked about the unique differentiating factor you can bring to the table. So you can stand out from what others are doing. […] The post TSE 645: TSE Hustler’s League-“What Makes You Different” appeared first on The Sales Evangelist.
Close
AUGUST 23, 2017
There’s no question that inside sales can be a challenge.
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Sales and Marketing Management
AUGUST 23, 2017
Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 percent of businesses making them a priority. In addition, the same study found sales training was the most popular sales enablement service. Certainly, your sales force may be one area to address, but in most organizations, frontline sales managers hold the most vital role.
Adaptive Business Services
AUGUST 23, 2017
Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out! While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden inside this regular curation.
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