February, 2017

Trending Sources

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

It was 18 months ago when I stepped into a large cold conference room with seven executives and a good friend of mine named James who was in a tough negotiation. Imagine a long dark wooden table stretched from one end of the room to the other. Us on one end and seven executives on the other.

Plagiarism Goes Beyond Intellectual Dishonesty

Increase Sales

Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism.

10 Selling Scenarios When You Must Slow Down

Understanding the Sales Force

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points.

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

Sales Training Playbook by Lessonl

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

More Trending

Great Salespeople Truly Never Give Up

Increase Sales

Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com.

21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.

Three Myths to Ignore About Millennial Colleagues: Stop Blinding Yourself with Sound Bites

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, Actor and entrepreneur. You’ve probably heard some negative press about Millennials, the current generation taking the workforce by storm.

7 Obstacles to Executing with Excellence

Steven Rosen

Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders.

The Art of Social Selling -- Summarized by getAbstract

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

16 Tested and Proven Ways to Grow Your Email Subscribers

Fill the Funnel

Grow your email subscribers is one of the most effective marketing recommendations anyone can give. A list of engaged subscribers is one of the most effective and reliable marketing resources. A good list so valuable that it can’t be bought.

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Bring on Salespeople who are Masters of Non-Conformity

Pipeliner

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success.

Can You Afford Not to Delegate?

Increase Sales

Delegation is a way of thinking and doing. For many in business leadership roles, the ability to delegate is not a talent widely embraced. The reasons for this lack of delegation are many including: Credit www.pixabay.com. No time. No money. No knowledge about available resources.

Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

Understanding the Sales Force

Image Copyright OcusFocus. Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager.

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.

What Is the Most Effective of Account-Based Sales Strategies?

No More Cold Calling

Hint: It has nothing to do with digital. . At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start.

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Growing a Successful Sales Team – What Are Your Cultural Requirements?

Anthony Cole Training

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s).

New LinkedIn Cheat Sheet

Fill the Funnel

By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. I think you will find the LinkedIn cheat sheet below to be helpful.

6 Powerful Steps to becoming a Champion Salesperson

Pipeliner

From Nikolaus Kimla’s breakthrough ebook Cutting Through the Water: Becoming a Champion Salesperson comes this short, powerful infographic. Here are 6 steps which, if fully followed, bring an average salesperson up to being a real champion: a salespreneur.

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eBook 141

Successful Selling

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

Hiding Your Lighted Sales Prospects Under a Bushel Basket Are You?

Increase Sales

Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Sales Fact: 44% of salespeople give up after one follow-up (Source: Scripted).

PBTO50: Understanding Why We do, What We do with Dilip Soman

Mukesh Gupta

Who is on the show: In this episode we host, Dr. Dilip Soman. He is a behaviour scientist and the author of the book The Last Mile , and is a Professor of Marketing and holds the Corus Chair in Communications Strategy.

How to Land and Expand with Relationships

No More Cold Calling

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers , or as we used to call them “B2B salespeople.”

Veteran's Great Quote Makes News and Has Terrific Lessons for the Sales Profession

Understanding the Sales Force

On my way to the office, I was listening to FOX News when they cut to a diner in Jacksonville, Florida to interview some of the patrons there. One of the people interviewed was Stanley, a Veteran who said he had two messages he wanted to share.

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What ‘A’ Players Want From You

Sales Benchmark Index

Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what.

Listen Up, Sales People: Two Big Things Your Customer is Telling You

Pipeliner

Ever notice how precious time is? Like you, your customers are crazy busy and trying to maximize their time. And, as sales people, we have to understand where they want to spend their time in order to maximize our time.

To Engage or Not to Engage, that Is the LinkedIn Quandary

Increase Sales

LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections. Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts.

3 Ways to Systematically Come Up with Breakthrough Ideas

Mukesh Gupta

Every organisation and every leader that you talk to today, wants to build a culture of innovation and a breakthrough product as soon as possible. However, if we look closely, there are three ways to come up with an idea that has the potential to become a breakthrough innovation: Imagination.

Are Digital Distractions Slowing Your Sales Productivity?

No More Cold Calling

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation , prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world.

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100 Sales Questions to Understand Your Prospects’ Pain

Fill the Funnel

Sales questions can make all the difference in your results. Want to make more sales this year? Then you must practice the art of listening more. Because nobody really wants to talk to a chatty salesperson. They are annoying. They can go on and on about their product and what’s special about it […]. The post 100 Sales Questions to Understand Your Prospects’ Pain appeared first on Fill the Funnel. Presentation Tools Social Selling Web Tools Questions

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10 Reasons Why Channel Partnerships Fail (and What to Do About It)

Sales Benchmark Index

Article Sales Strategy Channel Marketing channel optimization channel partners Channel Strategy channels Sales Channels selecting channel partners

6 Mistakes Salespeople Make and 7 Sales Strategies to Stop Making Them

Pipeliner

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have to be.

Always Remember Customer Service Is SALES!

Increase Sales

How many times do those in B2B or even B2C industries fail to understand customer service is sales. A new report just released by Astound Commerce through secret shoppers recognized seven retailers who excel in customer service through: Must have website. Visibility. Overall customer service.

Lessons in Leadership from An Elephant, A Rhino and A Penguin

Mukesh Gupta

Lessons from an elephant, a rhino and a penguin by Mukesh Gupta. I came across this video from the FilmBilder channel (they were part of my 20 insanely interesting people I found in 2016 ) on YouTube, that symbolises what we see in and around us – at work and at home.

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