Sat.Mar 03, 2012 - Fri.Mar 09, 2012

Five Golden Rules for Boosting Sales Rep Productivity

Smart Selling Tools

Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. A paradigm shift in thinking, and a modification in behavior, must also be considered. The focal point of this article is not to examine or suggest possible changes that reps must make.

The 4 People in Your Sales Pipeline You Must Know

Score More Sales

In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. These people affect your chances of bringing deals to closure every day.

Trending Sources

Maximize profitability – sell value and manage price expectations

Sales Training Connection

Selling Value. To maximize profitablity, your s ales force needs to do more than sell product – it must create value and manage price expectations. That’s a double barrel challenge that’s easy to say, but difficult to do. Let’s explore the first part of the challenge – creating value.

14 MORE Sales Motivation Quotes to Keep You Going! | Sales.

The Sales Hunter

As promised in my post 10 Sales Motivation Quotes to Get You Going, here is my follow up with 14 more sales motivation quotes of mine. As you look to make this month one of your best, consider these for sales motivation

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.

More Trending

Leverage sales expertise – advice from Dr. Oz

Sales Training Connection

Sales management lessons from Dr. Oz. When I think of Dr. Oz – a kingpin of medical media – I don’t think of someone who provides advice on leadership. But in the current issue of Fortune , he does just that.

Sales 40

The Customer is King? – Well No, Not Always

Jonathan Farrington

I am really big on “customer care” and I have been for a very long time, as regular visitors here will know. Customers are the lifeblood of our business, and without them, we have no business. Sounds simple enough, so it really is quite amazing how many organizations haven’t got it.

Victim or Victor – Friday’s Editorial

Increase Sales

Question: Victim or victor? Before you can determine where you are going, you need to assess where you are right now. The act of assessing allows us to establish benchmarks from which we can action.

3 Powerful Tips For Setting Appointments On the Telephone

MTD Sales Training

While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person.

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.

Ignore the buyer … a costly sales mistake!

Sales Training Connection

Becky Quick one of the anchors on CNBC recently related a personal story in Fortune that not only rings true, but reminds me – and I suspect many other women – of one of the “deadly sins” of selling.

Sales 38

Jonathan Farrington's Blog ? Let's Clear Up The Confusion Between.

Jonathan Farrington

The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking. Negotiation is the process of agreeing the terms of the

Finally, A Sales Person’s CRM

A Sales Guy

It’s no secret that CRM’s are not for sales people. They were built for management. This has been the problem with CRM’s for years. Sales people have bitched about the difficulty of updating CRM’s and managements CRM input demands since the first CRM rolled out 30 years ago.

CRM 31

Book Review of High Profit Selling by Mark Hunter ? Score More.

Score More Sales

In a world with tens of thousands of sales books, is there room for one more? After reading Mark Hunter's new book, I say a loud YES!. Here's why: Mark is from the trenches. He has talked with thousands and

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.

The Science and Art of Selling by Alen Mayer ? Blog Archive ? Are.

The Science and Art of Selling

From December 1st, 2011 until February 15, 2012 I've surveyed readers of my blog by asking only one question: Are Sales People Born or Made? Results will surprise you! From 263 people who participated in this survey

Jonathan Farrington's Blog ? The Value of Service & Those.

Jonathan Farrington

Looking around, it's easy to see how many companies have developed customer service strategies using the telephone. Take for example some of the fast food establishments who actively promote '0800' care lines, or the

How Much Profit is Fair? (On Breakthrough Business Strategies Radio)

The Sales Heretic

Do you wonder whether you’re charging enough? Are you afraid you’re charging too much? Are you reluctant to raise your prices but quick to offer a discount? If so, you’re like most people. You want to charge a fair price for your products and services. But just how much profit is fair?! Listen to my appearance on [.]. Sales business CEO discount fair owner price professional profit

Sales 2.0 fact that can Kill your Sales Funnel

Sales 2.0

I keep reading this one: “buyers complete 75% of their sales cycle on the web before ever talking to a sales person” But just over the last few weeks of selling for our Internet start up I’ve found several examples where taking this data is best ignored.

Sales 15

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.

The Science and Art of Selling by Alen Mayer ? Blog Archive ? Daily.

The Science and Art of Selling

There are some things that you should try to emphasize when dealing with a pricing objection: Stress the value of ownership versus the cost of purchasing. Stress the value of the service versus the cost of the service

Sales 22

Four Beautiful Young Ladies + Four Bicycles + One Really Important Cause

Jonathan Farrington

At 00:30 am on Sunday June 10th, whilst most of us will be sleeping - although I can imagine more than a few of you will still be partying – four beautiful young ladies will be setting off on a 100 kilometer cycle ride around London. Mad or what? Actually, it’s “what” They are hoping to raise the modest sum of £1000 for a cause very close to my heart – Cancer Relief.

What Makes a Good Prospect?

The Sales Hunter

The #1 sales problem most salespeople face is the challenge in finding prospects. I’ll even go one step further and argue that it’s not finding prospects that is the problem, it’s finding good prospects.

Sales, Marketing, Big Data, and Stories

Partners in Excellence

Many pundits, including me, believe predictive analytics and big data are becoming the “killer apps” for sales and marketing. Developing deep understanding of our customers, being able to intercept them when they have a higher propensity to buy will become a key tool for sales and marketing. Presenting value in terms of hard, compelling analysis is a critical element of most complex B2B deals.

Account-Based Marketing: A Practical Guide

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

4 Reasons Why You Should Not Focus On The BIG Deal Only

MTD Sales Training

Closing the BIG sale, the huge month or even year changing opportunity, is a great thing. However, focusing too much on selling that whale of a prospect can cost you more money than you earn, IF you finally close the deal. Please don’t misunderstand me.

What Does it Take to Become a Really GREAT Sales Leader?

Jonathan Farrington

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioral skills required to promote good human relations and helpful attitudes.

Is Negotiating Killing Your Profit?

The Sales Hunter

Blog Negotiation Professional Selling Skills pricing high profit selling high-profit negotiating negotiation

Customer Experience And Silos

Partners in Excellence

We organize our companies by function–sales, marketing, customer service, finance, manufacturing, development, an so on. I suppose the management science guru’s thought it the most efficient way to organize and run a company. Each function has their goals and performance measures, each naturally optimizes what they do to achieve those goals.

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.

Recruiting for Sales Success

Anthony Cole Training

"Men wanted: For hazardous journey, Small wages, better cold, long months of complete darness, Constant danger, safe return doubtful. Honour and recognition in case of success.".

Sales 11

Getting Sales Decisions - Why Salespeople Struggle

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you were to remove the easy "yes" and "no" decisions that your salespeople hear during the course of the year, 80% of the opportunities that have been stalled in your pipeline would still be there.

“High-Profit Selling” Rockets Up as HOT Sales Book!

The Sales Hunter

That’s right! Yesterday we officially launched “ High-Profit Selling: Win the Sale Without Compromising on Price ,” and it is taking off, reaching #1 and #2 Hottest Selling New Sales book on Amazon for trade paperback and Kindle.

Sales 20

An Ignored Metric

A Sales Guy

A while back I wrote about the “ Forgotten Metric. ” I talked about how so few companies measure forecasting accuracy and why that is a mistake. In this post, I’m going to talk about another missed metric. It’s the average deal size. In all my years of selling I’ve never worked for a company, nor consulted with a company that measured the average deal size AND managed its sales people to it. It baffles me.

Sales Training Playbook by Lessonl

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