SBI Growth
JANUARY 15, 2018
Strategy and culture are inextricably intertwined. The saying goes, “Culture eats strategy for breakfast.” Strategy is logical, tangible, formal. Culture is more amorphous, evidenced through values, purpose, and shared goals. Leaders rise through the ranks developing their strategic capabilities along.
Understanding the Sales Force
JANUARY 15, 2018
Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics.
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Mr. Inside Sales
JANUARY 15, 2018
Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales training, the same number of hours in the day, etc. – why are there always top producers who hit or exceed their goals, while the rest of the team members struggle to varying degrees?
Hubspot Sales
JANUARY 15, 2018
Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. First, let’s walk through the sales script creation process. You can follow this framework to craft your pitching strategy -- then simply plug in your unique value props into the template.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Pipeliner
JANUARY 15, 2018
I wrote recently about the importance of having an effective follow-up system in place to dramatically (and more easily) increase your sales closing rate. Autoresponder emails are a key component to effective follow-up and no follow-up system should be without them. Setting up a series of automated emails not only saves you time, it puts your follow-up on autopilot while helping to ensure you stay top-of-mind with prospects.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
JANUARY 15, 2018
I bet when you read "Killing your KPI's", your first thought was this was going to be a blog about sales high performers , right? Not really! I'm literally telling you that you should KILL your KPI's. As in buried and dead. As in no longer around. Ok, that might be a little over the top, but I fear that if I don't push the envelope, you won't get my point about why you shouldn't be basing your sales success on just Key Performance Indicators.
BrainShark
JANUARY 15, 2018
An infographic of the six must-have metrics every B2B sales leader should track to keep their sales team as productive as possible.
Partners in Excellence
JANUARY 15, 2018
The first post in this short series focused on Talent Management. Without a strong base of the right people in each role, it’s impossible to develop and sustain high performance in the organization. This post, and the next one, will focus on various issues of complexity. Understanding the impact of complexity on each of us, our partners, and our customers; doing everything we can do to radically simplify the things we do are the next areas of management focus.
SalesforLife
JANUARY 15, 2018
This is a common question for US-based organizations deploying learning globally, and for sales leaders thinking about how to digitize their sales teams.
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Product Management University
JANUARY 15, 2018
How can you gauge whether your product is hitting the mark? We’re not talking just good. We’re talking great, nailed it, hit it out of the park. Measuring product success ultimately comes down to one thing, and it’s the best barometer for what sales, customer retention, user engagement, wallet share and other success metrics should be. In B2B, the pinnacle of product success is when your products consistently make people (users) measurably better at their jobs in ways that have quantifiable stra
Sales Evangelist
JANUARY 15, 2018
Today, we dig deeper into the core behind your motivation. What drives you? There are a lot of different things that drive people. But at the end of the day, of course, you want to gain some money. Personally, I joined the sales industry because I saw the opportunity to increase my income. I didn’t […] The post TSE 747: What Do You Desire the Most as a Salesperson?
Pipeliner
JANUARY 15, 2018
60 to 90 percent of sales events end with no close. According to James Muir, author of the bestselling book The Perfect Close , salespeople have learned many manipulative-style closes over the years. The net effect is that prospects, not feeling comfortable with them, don’t do anything at all. The Perfect Close , however, is totally non-confrontational, and every time it’s used the salesperson will either get an advance (moving the sale forward), or an actual close.
Sales Evangelist
JANUARY 15, 2018
As a sales professional, what really matters more to you in terms of your career? Money or sustainability? Choose the former and you might shortly realize you’re in the wrong company. It’s therefore critical that you choose the company that best fits you if you want to advance your career – long term. Dan is […] The post TSE 748: Selling Characteristics and How They Align with Your Sales Environment appeared first on The Sales Evangelist.
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Sales Gravy
JANUARY 15, 2018
Opening, rather than closing, is the most important phase of selling because it?s binary. It?s akin to doing science without Newton?s first law or acknowledging gravity. It?
Sales and Marketing Management
JANUARY 15, 2018
Author: Mary Walton As a business, you already know the importance that content marketing has on your sales. However, the typical use of content is for attracting customers to buy products and services. So, what happens if your customer base is other businesses? In short, that’s ideal! You still have a ton of opportunities to create engaging content, you’ve just got to do it right.
Sales Gravy
JANUARY 15, 2018
Testimonials provide a level of credibility that a sales conversation doesn?t instill. Every salesperson knows that client testimonials are like gold in the sales process.
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