Sat.Apr 07, 2012 - Fri.Apr 13, 2012

How to Increase Sales Tips & Snippets – Just Let Go

Increase Sales

Let go of the bad stuff, the complaining customers, the sales leads that do not call back is another great how to increase sales tip. Just imagine how much energy you are wasting on all that negative stuff you accumulated yesterday, last year, heck 20 years ago.

How To 101

3 Critical Sales Leadership Lessons You Can Learn from Kitchen Nightmares

Smart Selling Tools

Tweet To stimulate your ongoing and by now thoroughly ravenous appetite for more delectable sales leadership fare, the name hovering up in the article heading will surely set this particular table in fine culinary style.

Trending Sources

3 Productivity Tips for the Sales Pipeline

Score More Sales

Track Your Sales Opportunities! Are you a sales data naysayer?

The Five Words Which Really Excite C-Lounge Residents

Jonathan Farrington

So, yesterday I boldly stated that in “reactive sales situations” if we are on top of our game, we should not anticipate objections, because after rigorous qualification, we simply give the customer what they need or want, and achieve an appropriate profit for ourselves – win-win. (If

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Building Strategic Partners Video Interview by Jill Konrath of Lori Richardson

Score More Sales

More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now). This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Click here to view the embedded video. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and one of “20 Women to Watch in Sales Lead Management”.

Deceptive Marketing (Why the Computer World has a Terrible Reputation for Honesty) by Anthony Bondi

Increase Sales

A long time ago I was entirely against computers. I did not like them, I did not want to use them, I could care less to purchase one and communicate via telephone wire to people I couldn’t see face to face. Something about the whole ordeal seemed sketchy to me and ate away at me.

Coaching sales reps to shelve their poor practices

Sales Training Connection

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. In that blog we focused on the “who to coach” question.

Get out and Coach!

Steven Rosen

Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Why is Selling Going Inside? Isn’t that Obvious?

Jonathan Farrington

Unless you have been holed up in a remote cave somewhere in Outer Mongolia, with absolutely no access to the outside world for the past two years, you will be aware of the huge increase in internal sales positions. Does this mean that the “sales space” is expanding?

Sales Leadership – The Talent of Personal Commitment

Increase Sales

Personal commitment is a necessary talent for those in sales leadership positions. Actually, it is a necessary strength or capacity call it what you will for anyone in any role and in any industry. However, this is one talent that some lack.

7 Sales Coaching Tips You Need for Success

The Sales Hunter

One of the biggest issues the sales community is dealing with is the lack of effective sales coaching. We can discuss as to why this is but instead let’s just cut to the chase. I want to give you what I see as 7 sales coaching tips you can use right now. Regardless of your sales position, these are 7 you need to know. Consistently follow-up. Far too many sales managers do not give their people consistent follow-up.

Sales Executives Need to be Coaching their Sales Managers

Steven Rosen

The further you move in the sales organization you begin to realise that you have less impact on driving sales. Sales executive s become further removed from the customer and the day to day management of the business.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

PowerViews with Jonathan Farrington: Stay Focused


I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today.

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Currency of Trust in the Sales Process

Increase Sales

One question that I have not often heard is: “How does your sales process earn the currency of trust?” ” . Credit There is all that talk about establishing rapport or building rapport in many sales training coaching programs. Yet how does a salesperson go beyond earning the currency of greenbacks and actual builds a savings account filled with trust?

Email as a Sales Prospecting Letter

The Sales Hunter

Based on the number of emails I receive each day — and I’m sure you receive each day – it would be easy to conclude that email must work. Either that or you would conclude a lot of people are wasting their time.

Listen, Excellent Customer Service is going to become THE Differentiator

Jonathan Farrington

Customer care is set to become one of the most important issues facing businesses in every market – fact! Customer care programs come under a number of titles – customer services; customer satisfaction; customer focus; customer orientated etc.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

In Sales Management, The Time To Motivate, Is Not Always The Time To Educate

MTD Sales Training

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you will have to reprimand or take disciplinary action. However, there are some times when you

The Blessings of the Season Happy Easter

Increase Sales

Happy Easter to one and all along with the blessings of the season. Credit May peace be with you become one of your guiding thoughts as you continue to expand your business relationships, your own self directed learning and your friendships. My sincerest appreciation for you as one who reads this business, sales and sometime inspirational blog. Leanne Hoagland-Smith. Share on Facebook. Inspirational blessings of the season Happy Easter

7 Secrets to Improve Your Negotiating Skills

The Sales Hunter

Here are 7 secrets you can use right now to improve your negotiating skills. Sell first, negotiate second. Never go into a sales call expecting to negotiate, rather go in committed to sell and close the deal without making any concessions. It’s during the selling phase when you have the best opportunity to learn the most about what it is the customer needs and wants. Never negotiate until you know at least 3 needs the customer has or 3 benefits the customer is looking for.

It Takes Guts to be a Sales Person

A Sales Guy

Selling is a pretty cool gig. Sales people can make a lot of money. Sales people get to manage their own schedule and aren’t stuck behind a desk all day. Sales people have the luxury of controlling their income. There is no limit to what they can make, when they sell more, they make more. Sales people go to cool customer events, get to play golf (although this is changing a bit), sporting events and nice dinners. Sales people have it pretty good.

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Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Saturday Guest Post:Why Should I Buy From You? By Eric Slife

Jonathan Farrington

“So far, I like what I see. Let me look over your proposal in more detail, and then I’ll call you next week.” ” In actuality your prospect is really thinking; “ This looks the same as the other 4 proposals.”. One of the questions I like to ask is, “ What makes you unique ?”

Monday Malady Captain Wing It Sales Behavior – Sowing of Business Cards

Increase Sales

The Captain Wing It sales behavior that begins the Monday malady is the sowing of business cards like grains of wheat with the expectations that business, new sales leads or increase sales will actually be the results of these efforts. Credit How many times do sales people attend a business to business networking event and there is at least one person there who passes out his or her business cards to every single person?

It’s Only Cold-Calling if You Think It’s Cold-Calling

The Sales Hunter

Recently I was on the phone with a director of sales and marketing for a service company. The conversation had to do with cold-calling and sales prospecting. The director of marketing had called me looking for strategies they could implement to gain new business that would not require cold-calling.

How to Qualify Prospects at a Networking Event: On Breakthrough Business Strategies Radio

The Sales Heretic

Whether you’re attending an international conference or your local Chamber of Commerce after-hours mixer, you have an opportunity to prospect. But how do qualify potential prospects quickly? And without turning people off? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this twelve-minute segment, I discuss what you should say and do [.]. Sales business Chamber of Commerce conference mixer networking prospect qualify

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

A Working Definition of Value

The Pipeline

Sales like other groups have certain common words, reference points and symbols. They use them to communicate facts and concepts both to the tribe and to their buyers.

Buyer 19

What the NFL Can Teach Sales Leaders About Finding Talent (Lesson for Sales Leaders)

A Sales Guy

Do you have a clear, defined, approach to identifying talent? How do you know when you have the killer candidate in front of you? What do you do to separate the good from the bad, the on paper superstar from the actual superstar? Do you have a talent identification process? The NFL draft is coming up soon and the talent identification process of NFL teams is unmatched.

Sales 17

7 Articles to Boost Your Sales Success With Buyers

The Sales Hunter

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments.

Sales 38

Sales Quiz – The First Step in Your Sales Process

Sell More and Work Less

Enjoy this weeks sales quiz! Video Sales Quiz

Sales 15

Sales Training Playbook by Lessonl

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