November, 2016

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better.

SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

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Trending Sources

Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople

Understanding the Sales Force

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. Why didn't it work?". It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company every year.

Why Cold Calling and Stupid Prospecting Don’t Work

No More Cold Calling

Are your sales reps missing this crucial step in the sales process? Bluebirds are great, aren’t they? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. It’s a lucky break, a win/win.

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.

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Is Your Value Proposition Causing You to Lose Deals?

Sales Benchmark Index

Article Corporate Strategy Account Segmentation buyer alignment Buyer Segmentation Buying process Market Research positioning statement sales process sales strategy user segmentation value prop value proposition

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation.

Your Technical Experts Rock at Lead Generation … Really

No More Cold Calling

Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

Now is the Time to Build Your Pipeline for 2017. At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Quit Chasing Every Customer!

The Sales Hunter

United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit.

Sustainable Sales Success - Tip #17 Humility

Increase Sales

Sales success today definitely requires leaving your ego at the door. Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat.

Is Sales Enablement Helping Reps Do More with Less Effort?

Sales Benchmark Index

Today’s article is focused on transitioning from sales training to sales enablement. . The goal is to drive revenue per sales head up and time to productivity for new sales hires down. The sales enablement function exists to onboard new sales hires.

Why Do You Think That Harvard Business Review Does This When it Comes to Sales?

Understanding the Sales Force

For years now, Harvard Business Review and its Blog on hbr.com have been accepting articles on sales that are usually laugh-out-loud wrong. The information is sometimes old and outdated, usually not routed in science, and sometimes simply stupid.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

3 Referral Selling Skills All B2B Sales Reps Should Practice

No More Cold Calling

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. But adults resist practice. We get paid to do our jobs correctly the first time. Practice is on our own time.

Dear CEO: The Era of Accountability Starts in 2017

Pointclear

(Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today.

10 Steps to Networking Effectively

The Sales Hunter

As we near the end of the year, it seems the calendar fills up with numerous parties and events, all of which are great opportunities to network. As good as these can be, they can take a lot of time away from other more pressing activities. Here is my list of 10 steps to […].

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

Increase Sales

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Is Now the Right Time to Pull the Compensation Trigger?

Sales Benchmark Index

Article Sales Strategy b2b sales sales compensation sales incentive pay sales incentive pay changes sales rep comp plans sales strategy sales variable compensation

Have the Promises of Inbound Sales Come to Fruition?

Understanding the Sales Force

Last week, I spoke at Inbound , where 19,000 people attended this sold-out event in Boston. Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings. Why is it ironic?

Reclaim One to Two Hours of Your Day with Jill Konrath’s New Book [Preorder Now]

No More Cold Calling

Are you overwhelmed and stressed? Jill Konrath can help you stop the vicious cycle. I never expected to hear my friend and colleague Jill Konrath say that she was overwhelmed. After all, she’s a pro—a top speaker, a sales thought leader, a respected author. But she was not just overwhelmed.

Did Your Salespeople Grow Up on the Farm?

Anthony Cole Training

You and your salespeople are a product of mom and dad, the people met, the experiences had and the education/knowledge acquired: record collection nature vs nurture product of your backgroun Sales Effectiveness and Improvement Analysis SEIA core values and beliefs

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

How Confident Are You With Your Sales Process?

The Sales Hunter

Success in sales is not measured by activity. It’s measured by results. This sounds simple, yet too many times we get caught up in the process, thinking if we just do the process enough we’ll be successful.

You Would Think a Leadership Consultant Could Follow Directions

Increase Sales

Yesterday I attended an early morning local B2B networking event. The host asked everyone in the room to just state his or her name and his or her business. He emphasized not to give a 30 second introduction because there were over 30 people at this event. The first 15 people followed his directions.

Sales productivity – time to push the more button

Sales Training Connection

Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials.

Great Quotes for Success Found in the Least Likely Place

Understanding the Sales Force

Our son was at his baseball practice last weekend and I saw these great messages on the white board. I couldn't resist snapping some pictures. I didn't expect to see these quotes - meant to inspire teenage boys - but I'm so glad that I did.

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The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Developing a High-Performance Sales Culture

Sales Benchmark Index

Podcast Sales Strategy performance management sales culture sales leadership development sales strategy succession planning talent development

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Habits of Highly Successful Sales Managers

Anthony Cole Training

Successful sales management requires several contributions: sales management managing sales teams sales habits highly successful salespeople

10 Things Salespeople Should Be Thankful For

The Sales Hunter

I’ve been in sales now for more than 30 years, and during that time I’ve come to not just appreciate the profession, but also to become absolutely passionate about it. I see it as the ultimate profession, as it provides unlimited opportunities to help others. Below are the 10 things I believe all salespeople should […]. Blog leadership Professional Selling Skills grateful sales sales leadership

Possibly These "R" Words Are Limiting Your Sales Activities?

Increase Sales

Sometimes when we think of one word that begins with a specific letter, suddenly others come quickly to mind. This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regret. Regret is a word that hangs over some salespeople.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.