March, 2017

Trending Sources

7 Things Salespeople Do to Stand Out

Pipeliner

It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players.

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

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Another New Sales Tool? Really? Why?

Increase Sales

Almost every day I am solicited to try this or that new sales tool. All promise incredible results. Really? How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?

Tools 109

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility.

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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

New business from existing business is smart business

Sales Training Connection

Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months.

Top Sales Performers Who Behave Badly

Steven Rosen

Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. Less talented teams who have great chemistry and are committed to doing whatever it takes to win usually come out on top.

Managing and Overcoming Resistance is the Key to Sales Success

Understanding the Sales Force

[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography.

Sales 96

Why the Deal Went Dark

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Buyer 102

The Art of Social Selling -- Summarized by getAbstract

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

How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition.

A Positive Attitude Sets the Foundation for Essential Sales Skills

Pipeliner

People tend to hold the notion that salespeople are “born.”. That’s a myth. Here’s the reality: There’s no such thing as a “born salesperson.” People are born one of two things: a baby boy or a baby girl. Salespeople are made.

What's So Wrong with this LinkedIn Invitation?

Increase Sales

LinkedIn is a great social media site to increase business contacts and when done well will increase sales. Yet there is a correct way to write a LinkedIn invitation to connect and so many wrong ways to write a LinkedIn invite.

What Awesome Sales Leaders Are Doing to Lead Their Team to Succeed

Steven Rosen

Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success.

Sales 91

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.

Call Reluctance is Just as Popular as Ever!

Understanding the Sales Force

Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments.

5 Ways to Measure if Your Sales Process is Working

Sales Benchmark Index

Article Marketing Strategy Sales Strategy sales process

The Role of Creativity in the Life of a Product Manager

Mukesh Gupta

The Role of Creativity in the Life of a Product Manager by Mukesh Gupta.

Account-Based Marketing: Would you rather get 56 leads for $49,835 or 27 leads for $172,200?

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. When we assess a new (for PointClear ) business opportunity, or evaluate the results of a current client’s program, we look at the following: Market (60%). Message (20%).

Successful Selling

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

3 Important Ways Account-Based Sales Teams Can Stay Relevant

No More Cold Calling

What does it take to increase sales in today’s uncertain business environment? This is a time of great change and uncertainty. Now more than ever, sales leaders and their account-based sales teams must be prepared for change.

Sales 84

The Perfect Close

Your Sales Management Guru

The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

Managing UP: Four Things Never to Do

The Productivity Pro

“ One who controls others is masterful, but one who has mastered himself is mightier still.” ” – Lao-Tzu, Ancient Chinese philosopher. I’m a firm believer in managing up, the process of striving to learn and meet your manager’s needs without he or she even having to ask.

Study 82

The Sales Process of Least Resistance

Sales Benchmark Index

Article Sales Strategy SBI on Demand b2b buying journey b2b customer buyer buyer process sales operations sales process sales process adoption

3 Simple Actions to Take Today to Change Your Sales Results Tomorrow

Increase Sales

Over the course of nearly 40 plus years in business, I have been fortunate to meet many much smarter people than myself. One of those individuals is Ray Overdorff who recently shared three (3) simple actions to change one’s sales results. #1 1 – Commitment to be a Better Communicator. Sales regardless of all the hype by so called experts is 100% about people buying from other people. To buy from you, you must talk to your sales prospect.

5 Keys to Better Prospecting

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. You may have wonderful opportunities in your sales funnel today.

What Keep us from Living Upto Our Potential and How to Overcome It?

Mukesh Gupta

What Stops Us from Living Upto Our Potential and How to Overcome the same by Mukesh Gupta. Maximilien Van Aertryck and Axel Danielson are documentary filmmakers based in Gothenburg, Sweden, who have worked together since 2013.

Film 74

Sales EQ: The Four Levels of Sales Intelligence

Steven Rosen

Sales EQ. Sales expert Jeb Blount, just launched his 8th and best sales book.

Sales 71

Surround Yourself With People On A Similar Journey

Fill the Funnel

When it comes to building a successful, profitable company it’s critical to surround yourself with great people who can provide you with the right advice at the right time. The challenge is to find those people.

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Stuck in the Middle Sales Mindset gets you Stuck Where You Are

Babette Ten Haken

Stuck in the middle sales mindset is all about unproductive prospecting and selling habits. Sales people talk to potential and current customers strictly from a sales perspective. And here’s the bite. They are coached from that perspective as well.

Priceless, The First Customer Service Experience

Increase Sales

In relocating from NW Indiana to NW Arizona, we have had to outreach to several businesses. Once again I realized how truly priceless the first customer service experience really is. Credit www.pixabay.com. Must Have Internet. My business depends on the Internet.

Sales listening 101 – critical and often missing

Pipeliner

Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of information on an individual is a painful reminder that sales people have healthy egos and they love to be in the transmit mode much of the time.

Why Do Sales People Leave Companies? - Management

Anthony Cole Training

MANAGEMENT RESPONSIBLE FOR A $450 BILLION PROBLEM. sales talent acquisition sales performance coaching responsibilities of sales manager

The Tale of Amar, Akbar, Anthony and What They All Need to Succeed

Mukesh Gupta

Three Friends. Meet three friends – Amar, Akbar & Anthony. Amar is an entrepreneur. He thinks that he is unemployable and wants to always remain his own boss. He is self-driven, creative, knows what he wants and has the ability to inspire people.