The Pipeline
JUNE 20, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people. One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. For context, this VP had a team of SDR’s and account managers.
Understanding the Sales Force
JUNE 20, 2016
It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.
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Sales and Marketing Management
JUNE 20, 2016
Issue Date: 2016-05-01. Author: Paul Nolan. Teaser: The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons. The challenge is keeping remote workers engaged and feeling like part of a team. The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons.
Score More Sales
JUNE 20, 2016
I always had a bit of panic in my head toward the end of the second quarter of the year in my sales career – no matter which company I was working for. Every company where I was a professional seller followed the calendar year in their business so end of Q2 - in June - ALWAYS meant “the year is half-over” and stress would build.
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The Brooks Group
JUNE 20, 2016
“ The key is not to prioritize what’s on your schedule, but to schedule your priorities.” -Steven Covey. Coaching your salespeople through important deals should be a priority, but that doesn’t mean it has to take up a great deal of your time. Deal coaching is frequently unstructured and that unfortunately leads to wasted time with reps updating the current situation—rather than focusing on the things that should be done to strengthen the strategy and compress the sales cycle.
The ROI Guy
JUNE 20, 2016
Even though business conditions remain challenging and budgets are constrained, Executives are investing significantly more in digital transformation initiatives. According to new research, half of the CEOs surveyed by Gartner expect to see substantial digital transformation in their industries, or for their industries to be almost unrecognizable within five years.
Sales Gravy
JUNE 20, 2016
That stumped him. And thats the whole point.
Klozers
JUNE 20, 2016
Most Sales Leaders at some stage will consider Sales Team Training to help their team hit their ever increasing sales targets they have. There are however some common pitfalls these Leaders want to avoid as unfortunately like most things in life, training your sales team is sometimes not quite as straightforward as one might think. If the sales training is to be effective and deliver the results the business is looking for here are 3 things we strongly suggest you keep in mind: 1) COMMITM
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Increase Sales
JUNE 20, 2016
Again, the person on the other end expressed surprised when I returned his phone call. After several decades in selling, I learned one of the easiest ways to increase sales is to return all phone calls and answer the phone when possible. Credit www.gratisography.com. One of the greatest frustrations expressed by my sales coaching clients and colleagues is the reluctance of people to return phone calls.
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