Sat.Feb 11, 2017 - Fri.Feb 17, 2017

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.

Trending Sources

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.

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.

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

Getting sales rep onboarding right – it matters more than ever

Sales Training Connection

Onboarding new sales reps. Today a sales team must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies, it is increasingly difficult to sustain a competitive advantage by traditional means.

Developing Deeper Customer Engagements in the Digital Age

Pipeliner

We already invested time talking about how smarter sales content analytics impact and improve your business in our article “ Sales Enablement in the Digital Age.”

3 Reasons ‘C’ Players Must Go

Sales Benchmark Index

Article Sales Strategy SBI on Demand Talent Strategy sales talent talent assessment

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Attention Sales Managers:  Prospects Are In The Produce Section of Your Local Grocery Store!

Anthony Cole Training

"IN THE END, WE'RE ALL JUST FRUIT". Pipeline management sales prospecting closing sales

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.

Quick Fixes in Sales Often Ignore This Reality

Increase Sales

In sales many seek the quick fixes that range from sales training, incentives, hiring new sales managers, new salespeople or some motivational speaker. Yet in a few days to a few weeks, the sudden burst of sales productivity gradually returns to its pre-quick fix levels. The reality is 99.9% of all quick fixes ignore this reality. The reality is clarity or rather lack of clarity. In the story Alice in Wonderland , Alice approaches the Cheshire Cat sitting in a tree.

Is it Time to Rethink your Sales Force?

Pipeliner

In today’s world in which a buyer can totally bypass the traditional buyer/seller relationship, sourcing product or service information directly online, the requirement to restructure your sales force to match up with these buying patterns has become even more crucial.

Sporadic Customer Retention Strategy is not a Strategy at All

Babette Ten Haken

Sporadic customer retention strategy tends to appear in three forms. If you are inconsistent and half-hearted when working with customers, then you lose credibility in their eyes. Do not expect to retain their business due to lack of professionalism.

Leadership Lessons from The Recent Political Crisis in Tamil Nadu

Mukesh Gupta

Leadership Lessons from Recent Political Crisis in Tamil Nadu by Mukesh Gupta. Looks like the final curtain on the political crisis in Tamil Nadu finally came down, with Palanisamy being sworn-in as the chief minister. There are two leadership lessons that we can all learn from the way this entire episode unfolded.

Sales Training Playbook by Lessonl

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

11 Tips for Starting a New Sales Role

Modern B2B Sales

Author: Chris Gillespie So you have a new sales job. The desk is clean, the laptop screen has shiny protective film, and your strategy is a blank slate. You feel giddy with excitement at what the future holds, and you can hear the cowbell clanging as other account executives ring in their deals.

The Salesperson Mindset: The Quality of Security

Pipeliner

For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility and individuality. Now let’s look at the next quality: security.

Sales Leaders Don’t Invest Enough Time Hunting for Talent

Sales Benchmark Index

Article Sales Strategy acquire talent hunt talent sales new hires sales talent

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PBTO51: Non-Obvious Trends with Rohit Bhargava

Mukesh Gupta

Who is on the show: In this episode we host, Rohit Bhargava. He is a “non-obvious” trend curator, founder of the Influential Marketing Group, and an expert in helping brands and leaders be more influential.

The Art of Social Selling -- Summarized by getAbstract

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

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one.

Buyer 44

Executive Sales Leader Briefing: Should Sales Leaders be Passionate or Rational?

The Sales Hunter

Do these two things — passionate and rational — even fit in the same sentence? I’ve had people say to be a leader of any type you can’t be passionate, because you’ll get your emotions tied into your decision-making process. The argument is you have to remain rational in how you think. The argument […]. Blog leadership executive sales leader briefing leader sales leadership

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What Your Rejected Email Really Means

The Sales Blog

When you send an email asking your dream client to call you, and that email is never returned, you have been given feedback as to your approach. The rejection means that what you did failed. It didn’t work, and you didn’t get what you wanted.

Lessons from My Attempt to Re-Claim My Weekends

Mukesh Gupta

Lessons from My Attempts to Reclaim my weekends by Mukesh Gupta. Situation. One of the constant complains that my family has with me is that I am obsessive about my gadgets. Even when I am on a holiday or during the weekend, I obsessively go for the gadgets and if it is not checking my emails, it is to check my twitter feed or my Facebook feed or my LinkedIn or my blog stats or my podcast stats or WhatsApp groups or something else.

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’s The Difference Between A Cold Call and Warm Call?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral.

How to Get Sales to Use Your Marketing Content

Sales Benchmark Index

Article Marketing Strategy product marketing sales adoption sales enablement

How to Leave Voicemails that Generate Results

Pointclear

Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Multi-touch, multi-media and multi-cycle processes multiply results. Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. A wise person once asked: How many return calls do you get when you don’t leave a voicemail?

Simple Things That Could Hold You Back in Your Transformation Journey

Mukesh Gupta

Simple Things by Mukesh Gupta. Do we still need policies. I do a lot of travel as part of my work and one of the side-effects of this kind of travel is for us to submit our expenses to get the expenses reimbursed. One of these expense request got rejected with the reason that this is not according to policy and if I need to get the same approved, I need an approval from my CFO as an exception approval.

Successful Selling

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

How Your Location Impacts Sales Success

HeavyHitter Sales

  This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review.   Does your location influence your sales success? And, which area of the country enjoys the most success? In this article, we examine the impact geographic location has on sales success. 

Quota 39

EP91. Amanda Goldman-Petri: Market Like A Nerd!

Tony Durso

Amanda Goldman-Petri declares war on the term “hustle.” She is the go-to international “work smarter, not harder” marketing coach for online entrepreneurs who want to create a sustainable business. Working smarter, not harder gives you more money and more freedom.–Amanda

Prescription Without Diagnosis Is Malpractice

Increase Sales

One of my colleagues, George Richardson , shared this quote by a Dr. Nancy Synderman “Prescription without diagnosis is malpractice” with me nearly 20 years ago. These words are so true especially for those in any professional role including salespeople, executive coaches, consultants, leadership and management.

Customers Should Care About Your Profitability!

Partners in Excellence

Too often, we succumb to price pressure–even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business.