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

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Listen Up, Sales People: Two Big Things Your Customer is Telling You

Pipeliner

Ever notice how precious time is? Like you, your customers are crazy busy and trying to maximize their time. And, as sales people, we have to understand where they want to spend their time in order to maximize our time.

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.

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.

Sales Training Playbook by Lessonl

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

More Trending

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.

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.”

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.

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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The Art of Social Selling -- Summarized by getAbstract

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

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.

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.

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.

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.

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.

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

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.

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.

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.

Successful Selling

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

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.

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.

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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.

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.

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

Sales 41

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. 

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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.

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

How to Get Sales to Use Your Marketing Content

Sales Benchmark Index

Article Marketing Strategy product marketing sales adoption sales enablement

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.

Never Let A Good Plan Get In The Way Of Success!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution.

Why You Have a Time Management Problem

The Sales Blog

If you feel like you have a time management problem, there are a number of things that you might be doing to generate that feeling. Lack of Priorities : You will find it difficult to be productive with your time if you haven’t defined your priorities.

7 Insights that will Improve Your Presentation Close Rate

Performance Sales and Training

New York Yankee Mariano Rivera “The Closer” This may sound funny coming from a presentation trainer, but the most effective way to improve your presentation close rate doesn’t happen during your presentation. It takes place before your preparation.

Choice: The Key Ingredient In Your Incentive Program

Sales and Marketing

Issue Date: 2017-02-13. Author: Craig DeWolf. Teaser: People like to be in charge of their own decisions. That holds true in the programs designed to motivate their work performance as much as anywhere else. People like to be in charge of their own decisions.