March, 2017

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.

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.

Trending Sources

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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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.

Groups 113

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

More Trending

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?

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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.

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.

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.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

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

The 3 levels of customer pain – and what to do for each

Pipeliner

You’ve been there. They love the product. They like you. The price is right. But still they won’t commit. You start to get paranoid. Is it me? What am I doing wrong? Why won’t they just say yes? You question your sales skills and so on. And yes, sometimes it goes the other way too.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections.

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 Training Playbook by Lessonl

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

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.

Why Your Video’s Are Not Producing Results

Fill the Funnel

Have you ever wondered why your videos underperform…? It could be a simple tweak. The key is being able to have absolute control over the viewer’s experience. As sales and marketing professionals, we understand we have only SECONDS to get the attention of potential new customers.

Video 91

5 Ways to Measure if Your Sales Process is Working

Sales Benchmark Index

Article Marketing Strategy Sales Strategy sales process

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.

The Art of Social Selling -- Summarized by getAbstract

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

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 86

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.

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.

Prospecting in Sales – Cold-Calls, Emails and Social Selling

Fill the Funnel

Prospecting in Sales – Cold-Calls, Emails and Social Selling. If you want to start an argument in your sales circles just ask an “expert” what works when prospecting in sales: cold-calls, email or social selling. Unfortunately, you will also hear name-calling, ridiculous claims of success and techniques that would make your mother cringe. If you […]. The post Prospecting in Sales – Cold-Calls, Emails and Social Selling appeared first on Fill the Funnel.

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 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

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.

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.

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.

Successful Selling

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

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.

Sales EQ: The Four Levels of Sales Intelligence

Steven Rosen

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

Standing Out Above the Crowd: How to Toot Your Own Horn

The Productivity Pro

“ Become addicted to constant and never-ending self-improvement.” ” – Anthony J. D’Angelo, self-improvement author and speaker. When I was young and first heard the term “human resources,” it took me a while to figure out what it meant.

ROI 75

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%).