May, 2017

The Stupidest Sales Call Ever… Kill the Monster While It’s Small

Pipeliner

Editor’s note: This blog post is part of our ongoing series of True Sales Tales. This post is an excerpt from the new book of sales worst practices: Sales Insanity: 20 True Stories of Epic Sales Blunders. Some Context. For salespeople, encountering objections is a part of life.

Why You Can’t Automate Relationship-Building in Account-Based Sales

No More Cold Calling

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You’re hosting a dinner party at your home.

Trending Sources

When Your Sales Tank, What Do You Do?

Increase Sales

Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers?

Learning New Tricks: Five Productive Practices Millennials Instinctively Grasp

The Productivity Pro

Millennials don’t just want to read the news anymore. They want to know what they can do about it. – Ian Somerhalder, American actor and entrepreneur.

Sales Training Playbook by Lessonl

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

More Trending

Are Account-Based Sales Reps Motivated by Money?

No More Cold Calling

New research from Xactly suggests it’s more complicated than that. The title of this post is a question—a seemingly ridiculous one. Of course, account-based sales reps are motivated by money. Who isn’t? But that’s not all that matters to them. It matters that their clients get results.

The Real Problem with Social Selling

Increase Sales

Let’s stop with the Naked Emperor and speak the truth about social selling. It isn’t selling. I repeat it isn’t selling. Now for some this is considered heresy. Credit www.gratisography.com.

When Good is Good Enough: Five Situations When Perfection Is Counterproductive

The Productivity Pro

Perfection is achieved not when there is nothing more to add, but when there is nothing left to take away.— Antoine de Saint-Exupery, Author of The Little Prince. Ever heard the term “Good enough for government work?” ” I heard that a lot growing up in a military family.

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend.

Study 93

The Art of Social Selling -- Summarized by getAbstract

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

23 Creative Follow-up Email Topics To Keep Your Customer Engaged

Fill the Funnel

Creative follow-up email topics to keep your customer engaged will surely give you an idea or two to continue the email communication with a customer that has gone quiet. You know that “just checking in” emails are annoying and non-productive and rarely produce the desired result.

Start with Why: The Key to a Successful Presentation

Pipeliner

Have you ever sat through a presentation and thought, “Why am I here?” Presentations that do not answer the question “Why?” are confusing, try your patience, and usually lead nowhere.

Sales Leaders’ Guide to Developing an Awesome Sales Management Team

Steven Rosen

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers.

Are You An Authentic or Just Charismatic Sales Leader?

Increase Sales

Would you rather be an authentic or a charismatic sales leader? This early Saturday morning question surfaced as I read a posting over on LinkedIn. The posting linked to this HBR article. Many people fall for the charismatic salesperson. These are the folks with the warm smile and firm handshake.

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.

The Sunny Side of the Street: Four Ways to Rewire Your Brain for Positivity

The Productivity Pro

“For as a man thinketh in his heart, so is he.” ” Proverbs 23:7, Holy Bible. Let’s talk about brainwashing yourself.

Phone Prospecting - the Key to Scheduling Meetings

Understanding the Sales Force

Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.

10 Steps to Speed the Prospecting Process

The Sales Hunter

Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear.

Sales Alignment with Company Strategy Part-1

Pipeliner

Interview with Frank Cespedes, Part 1.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

No Challenge, No Change

Your Sales Management Guru

No Challenge, No Change.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?!

What Makes You Truly Amazing?

Increase Sales

Have you ever asked yourself this simple question of “ What Makes You Truly Amazing?” ” Probably not. Yet it is a truly an essential question to be answered. Recently I was having a conversation with Dan Waldschmidt (who is amazing).

7 Powerful Exercises to Up Your Sales to the Next Level

Understanding the Sales Force

Image Copyright efks. Some things take a while to catch on. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.".

10 Ways to Overcome the Fear of Selling

The Sales Hunter

The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople.

Are You an Effective Sales Manager? Here are 10 Clues

Pipeliner

Your company’s Go-To-Market strategy is understood by your sales team. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities.

Sales Management Training Webinars

Steven Rosen

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. Most CSO’s would agree with this, but they are not sure what to do about it.

How to Determine Which Sales Problem is Worth Solving?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales assessment sales problem sales strategy worth solving

Want to Achieve More Success? Unite Inspiration, Perspiration and Clarity

Increase Sales

How many people want to achieve more success and yet fall short? They seek inspiration from Ted Talks to attending seminars to reading books. Then some actually go out and start applying through perspiration what has inspired them. Yet with all their efforts they still are not where they want to be. Something is missing and that something is probably, most likely clarity.

Professional Storytelling or merely Professional Bragging?

Babette Ten Haken

Professional storytelling is a lost art in search of being found. Customers are hungry for great customer success stories. Particularly in the wild frontiers of the emerging industrial Internet of Things (IIoT) business and technological ecosystem.

Executive Sales Leader Briefing: How to Motivate Others

The Sales Hunter

Whenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. My answer is simple — nobody can motivate anybody! What did I just say? You read it right. Nobody can motivate anybody.

How To 115

Before Becoming a Sales Manager, Ask These Three Questions

Pipeliner

Picture this: for a number of years, you’ve been a consistent sales producer. One day a sales management job opens up in your company.

Why Sales Teams Are Moving to Facebook Groups – Away From LinkedIn

Fill the Funnel

I was always a big fan of LinkedIn Groups but Facebook Groups have changed my mind. I’ve written about their benefits over a dozen times here on Fill the Funnel. You could find groups for business, professional development, education, hobbies and geography amongst other areas. My LinkedIn for Sales curriculum featured key ways in which […]. The post Why Sales Teams Are Moving to Facebook Groups – Away From LinkedIn appeared first on Fill the Funnel.

When Asking for Referrals Can Hurt Account-Based Sales

No More Cold Calling

Avoid this digital danger zone! As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody Allen is, and that’s OK. Just trust me: He was absolutely right on this point.