Sat.Feb 18, 2017 - Fri.Feb 24, 2017

How Do You Perfect the Art of Sales Conversation?

Pipeliner

What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson.

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.

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What Awesome Sales Coaches Do Differently

Steven Rosen

Wouldn’t you love to have a team of awesome sales coaches? Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg Sales

Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles.

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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.

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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.

Can Sales and Marketing Evolve? A Psychological Perspective

Pipeliner

Are sales and marketing equipped to evolve and change? Let’s take a look at this through the lens of psychology.

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.

Four Ways to Avoid Complacency: NEVER Hit Pause on Your Career

The Productivity Pro

“ Success breeds complacency. Complacency breeds failure. Only the paranoid survive.” ” —Andrew Grove, Hungarian-American businessman and engineer.

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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 a Good Economy Can Be Bad for Sales Teams

No More Cold Calling

A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points.

How to Recognize and Sell to Your Niche Audience!

Pipeliner

With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Salespeople must understand social media, and more importantly, how to prospect within it.

Intentional Sales Coaching – You Can’t Coach "Tall"

Anthony Cole Training

YOUR BIGGEST UNDETECTED CHALLENGE. improve sales sales performance coaching development of sales sales recruiitment

Great Salespeople Make Selling Look Easy

Increase Sales

Ever wonder why so many people are venturing into being solo entrepreneurs or SMB owners? Beyond the obvious advantage of being your own boss, my sense is these folks have witnessed great salespeople who make selling look easy. Just hop over to LinkedIn and scan a few profile summaries.

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Sales Training Playbook by Lessonl

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

Skills, Attitudes and Habits that Make Us Better Leaders

Mukesh Gupta

We all know (either by experience or by research) that people who like us and trust us are much more likely to work with us or refer us or our services to their peers, friends and social circles.

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Kurt Shaver “The New LinkedIn and Gaining Competitive Advantage”

Pipeliner

Kurt Shaver spoke at our Power Breakfast in Santa Monica about how Microsoft’s $26.2B acquisition of LinkedIn is clear evidence that social networks will play an increasingly important role in business. Just as the deal closed, LinkedIn started rolling out the biggest design change in its 14-year history. These changes create the opportunity for “first-movers” to gain a competitive advantage in their markets.

Executive Sales Leader Briefing: Leadership is a Lifestyle Lived with Passion

The Sales Hunter

Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […]. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadership

What Makes for a Great Sales Attitude?

Increase Sales

Noted sales expert Zig Ziglar said an “attitude is a habit of thought.” ” If we apply his definition to what makes a great sales attitude, the response will be various habits of thought.

The Art of Social Selling -- Summarized by getAbstract

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

PBTO52: Good Marketing Opens Minds and Good Sales Closes Deals – Krishnan Chatterjee

Mukesh Gupta

Who is on the show: . In this episode, we host Krishnan Chatterjee. He is a musician and a marketer. He heads marketing for SAP Indian sub-continent. He stumbled his way through IIM-A into the corporate jungle.

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The Shoe on the Other Foot: Salespeople Must Think Like Buyers

Pipeliner

There is a long-term situation in sales of salespeople having a rather one-sided viewpoint: they think only like salespeople. It’s all about the pitch—selling points that they’ve seen work before, and using those to convince that buyer to purchase. Salespeople have been operating this way since the beginning of time. The better salespeople perfected their pitches so they could recite them in their sleep—and sometimes it seemed that they were doing exactly that.

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Why Your Sales Operations Strategy may not be Robust Enough

Babette Ten Haken

Sales operations strategy encompasses all business-related activities and processes which help a sales organization run effectively and efficiently. That definition seems cosmic, inter-galactic and all-encompassing, doesn’t it?

How to Build Future Sales Leaders

Sales Benchmark Index

Article Corporate Strategy Sales Strategy build future leaders leadership sales leader bootbamp sales leadership sales leadership curriculum sales manager sales training curriculum sales training program

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.

When Catch-Up Time Becomes Ketch-Up Time

Increase Sales

Weekends for many have become catch-up time for all those weekly things you didn’t have time to finish stuff. Sound familiar? Yet how many times does this catch-up time becomes truly red much like ketchup. The emotions overtake logic. Hands go up in frustration and sometimes in despair. At the end of Sunday night you are exhausted and wondering where did the time go?

The WHAT, WHY, & HOW of Personal Brand Building

Pipeliner

The pervasive nature of the web and social media has changed the game for every company’s sales, marketing, and PR efforts. Every person on your staff – INCLUDING YOU – can be searched and researched. Have you ever googled yourself? Do you know what Google says about you? Do you surface on the first page (if not, you may have a real problem!). In the modern world, you are who Google says you are.

The Perfect Sales Presentation with Victor Antonio

Igniting Sales Transformation

I talked with Victor Antonio about sales presentations and how you can perfect a pitch that leads deals forward.

Customer Retention Team Mindset is about What’s Next

Babette Ten Haken

Customer retention team mindset not only results from discipline and process. Customer retention team mindset also trains everyone’s brain to become proactive and anticipatory of “What’s Next? ”. “What’s Next?”

Successful Selling

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

Empathy and Sympathy

Mukesh Gupta

Empathy & Sympathy by Mukesh Gupta. One of the most difficult things for me when it comes to building strong bonds with people I constantly interact with, is the ability to empathise. I always was capable of intellectually understanding what the other person was going through but always found it extremely difficult to feel what they were feeling. I never quite understood why that was the case.

Make Buying Easier!

Partners in Excellence

As sales people, we want to make it easy for our customers to buy. We have endless amounts of data sheets, cases studies, presentations, and information about our products.

Be Different By Being Creative

A Sales Guy

Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea.

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Sell Like a Human

The Sales Blog

We don’t like people who are inauthentic. We don’t like phonies, frauds, or fakes. We like people who are real, honest, and congruent. We also don’t like to do business with people who are only telling us what we want to hear so they can make a sale.