July, 2017

My Third Year of Sales

Pipeliner

My third year of sales, I once again had a new job. This one was more exciting than the previous two as I was finally working for a credible company. I was ready to try my hand at selling to Fortune 500 and 100 companies.

Why Most Sales Forecasts Are Inaccurate

Sales Benchmark Index

Article Corporate Strategy Sales Strategy accurate forecast forecast forecast miss forecasting missed revenue sales forecast

Trending Sources

30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.

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One More Time: Three Effective Ways to Polish Your Time Management Skills

The Productivity Pro

“Better three hours too soon, than one minute too late”. William Shakespeare, British playwright. In the past few decades, as we’ve all taken on more work and become increasingly productive, time management has become a crucial part of every worker’s skillset.

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Sales Training Playbook by Lessonl

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

More Trending

5 Ways Sales Leaders Can Do More With Less

Sales Benchmark Index

Article Sales Strategy more with less sales leader

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What We Can Learn from the Latest Data on Sales Motivation

Understanding the Sales Force

Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation

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Making It Stretch: Five Tips for Being More Productive with Less

The Productivity Pro

“I think one key part of doing more with less is to be more strategic, to realize what the objectives you’re truly trying to accomplish are, and then to drive with greater focus towards those objectives.” ” – Risa Lavizzo-Mourey, American businesswoman.

How to Overcome the Top Three Objections in Sales

Inside Sales Training Blog

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry.

The Art of Social Selling -- Summarized by getAbstract

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

Why Your Account Based Selling Teams Are Lagging Behind

No More Cold Calling

Can sales managers influence the buying process? It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. If sales close, you win. If they don’t, you lose. There’s no in-between. Then why are so many account based selling teams given revenue targets and let loose?

Sales Manager Micromanaging You? Here Are 3 Reasons Why

Pipeliner

Salespeople very often say, “I don’t like to be micromanaged.” You can’t blame them–nobody likes it when someone is constantly checking or double-checking their activities.

How Far Upstream Can I Go with Inside Sales?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy account pyramid how far upstream? inside sales inside sales team isr stratification up stream upstream where should inside sales work

12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".

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.

Lazy Salespeople and LinkedIn

Increase Sales

A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. Note: Only a person not a company can send a LinkedIn invitation.). Lazy Salespeople and LinkedIn Invitations. Then there are those template LinkedIn invitations from people.

Power Of The Pixel

Fill the Funnel

For the past two years, many have been chuckling behind my back since I started talking about my growing enthusiasm for Facebook as a sales and marketing platform, especially for B2B sales. When I mentioned Pixels, and advertising on Facebook to generate leads and sales they scoffed.

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That Data Scientist Colleague is a Business Asset. 5 Tips.

Babette Ten Haken

Think about that data scientist colleague you work with. Does she drive you crazy or is she your greatest business asset? In today’s digitally-connected business and manufacturing ecosystem, chances are you work with a data scientist or two.

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The Art of Negotiation: How to Deal with Complex Clients

Pipeliner

Negotiation has existed since the beginning of times, as it’s a fundamental part of our existence. We first negotiate with our minds, and then with the exterior world. In the present times, negotiation has become a whole different concept.

Successful Selling

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

Why Top Sales Candidates Bail From Your Hiring Process

Sales Benchmark Index

Article Corporate Strategy Sales Strategy bail candidate mystery shop candidate point of view hiring sales hiring profile sales reps top candidates

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Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Understanding the Sales Force

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show!

How to Increase Sales with this Question

Increase Sales

Most sales people want to increase sales. This is why open ended questions are so popular. Yet there is a question framework that when executed flawlessly can accomplish this professional and organizational goal. Homework Required. However before asking this specific question, the salesperson must do his or her homework. Knowledge about the sales lead and the organization is essential. Possibly this is why more than three contacts are necessary to convert the sales lead into a customer.

Front Row Seat To The Next Industry Collapse And Your Big Sales Opportunity

Fill the Funnel

You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story.

Focus and the Role of Reflective Thinking

The Productivity Pro

When doing productive work and making effective decisions, total focus is crucial.

10 Proven Methods for Sales to Have Quota Success

Pipeliner

Achieving quota is stressful for every salesperson but there are some actions you can take to not only mitigate the anxiety, but also to be successful year after year. Understand the strategy of the organization intimately.

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6 Habits of Highly Successful Sales VPs

Sales Benchmark Index

Article Sales Strategy SBI for SMB 6 habits habits VP of Sales

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Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.

The 12 Stages of Burnout

Mukesh Gupta

Premise: As leaders and entrepreneurs, we are people with a lot of drive and motivation to do stuff. In our hustle to make progress, we often don’t realise if we start suffering from burnout until it’s too late. So, when I looked up for a reliable way for us to find out if we are suffering from burn out, I came across this white paper written by Herbert Freudenberger and Gail North. 12 Phases of Burn out. They have divided burning out into 12 phases. You can read their entire paper here.

Are You Leveraging the Power of Video in Sales?

Fill the Funnel

Video is taking over marketing and sales communication. Growth in the use of video has exploded at a rate never seen before. Video drives sales results in clear and direct ways.

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How Do I Make Sure I Hire Someone Who Has Excellent Sales Skills?

Anthony Cole Training

8 Reasons Why Hiring Elite Salespeople is Difficult

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3 Root Causes of a Scary, Silent Sales Department

Pipeliner

It never takes me long to diagnose problems. I make it a point because it all comes down to “time is money.” I like to attribute my ability as a keen consultant to a combination of listening, perception, experience and intuition. Like a bloodhound for revenue issues. but one that loves a good latte.

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How Do You Measure Sales Enablement?

Sales Benchmark Index

Article Sales Strategy effectiveness efficiency how to measure measure measure sales enablement sales enablement

In Sales and Marketing Feelings Count More than Logic

Increase Sales

Sales and marketing research can be interesting and provide some insight as what not to do. The CMO Council and Dow Jones surveyed over 2,000 consumers from North America and the United Kingdom which revealed the importance of feelings in sales and marketing messages.