Sat.Apr 08, 2017 - Fri.Apr 14, 2017

The Future of Selling - Understanding This Crucial Sales Competency is More Important Than Ever

Understanding the Sales Force

Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well.

The Spraying and Praying of Social Selling

Increase Sales

As part of my overall social selling efforts, I regularly ask those who wish to connect with me on LinkedIn what prompted their LinkedIn invitations.

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What Millennials Can Teach Us About Lead Generation

No More Cold Calling

Is it time to change the way you’re prospecting? I’m not a millennial—not even close—but I love the way they think, act, and react … mostly. I don’t love seeing a table of millennials glued to their phones. Gathering for meals used to mean we talked to each other.

What Makes a Sales Manager Awesome or Awful?

Score More Sales

Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.

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.

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.

A Sales Process Worth Following

Sales Benchmark Index

Article Sales Strategy SBI on Demand adoption buyer journey buyer process buyer-centered chuck yeager early adopter sales process sales process adoption

10 Reasons Why I’m Proud to be Prospecting

The Sales Hunter

Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m I’m […]. Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

Fog Lines and Guard Rails on the Sales Leadership Road

Increase Sales

Possibly you may be wondering what do fog lines and guard rails have to do with traveling the sales leadership road? Probably more than you realize. Fog lines are the outside white lines that let you know you are close to running off the paved road onto the shoulder if there is a shoulder.

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.

Assessing Why Performers Perform and Non-Performers Fail – The Impact on Revenue, Profit and the Ability to Grow

Anthony Cole Training

IT STARTS WITH UNDERSTANDING PERFORMANCE. pareto principle close more sales assessing sales talent 80/20 Principle effective sales management consistent sales results

Sales 50

Stop Checking the Box with Wasted Sales Training

Sales Benchmark Index

Joining us for today’s show is Skip Miller, an executive who knows a thing or two about sales training. Today’s topic is focused on ending continued investment in sales training that doesn’t produce results. Skip has trained over 300,000 salespeople.

Executive Sales Leader Briefing: Room in the Schedule to Learn?

The Sales Hunter

As many of you know, I am a big advocate for continually learning. I believe it is the only way we keep our sales skills sharp and our awareness high on new opportunities that may come our way. As a leader, how strong of a learning advocate are you for the people you lead? Are you a […].

Find Your Joy; Find Your Success in Doing

Increase Sales

“Focus on the journey, not the destination. Your joy is found not in finishing an activity, but doing it.” ” Greg Anderson. How often do we fail to find joy? What would happen if our joy was directly connected to our doing something, whatever? Would we be more motivated; have more enjoyment and ultimately experience more success? All human being shared the same destination, that being death.

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.

Best Way To Motivate Your Reps: Take Away EXcuses

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Managers always ask, “How can I motivate my reps?” Of course, what they are asking is “How can I get them to do their jobs?”

SDR Outbound Calls: Dead on Arrival

Sales Benchmark Index

Article Sales Strategy outbound SDR call Sales Development Rep Sales Development Representative scripted SDR talking points

Sales Motivation Video: Don’t Send an Email. Pick Up the Phone!

The Sales Hunter

Challenge yourself this week to not rely so heavily on email! Pick up the phone and call that prospect or customer you want to reach. Don’t let yourself make excuses for not calling! There is no substitute for conversation. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” ” […]. Blog Professional Selling Skills Sales Motivation email motivation sales sales motivation telephone sales strategies

Misalignment Continues to Be the True Foil Impeding Organizational Success

Increase Sales

By now many in the US and all over the world have heard about or viewed the video of the United Airlines passenger being forcibly taken off from the airplane. Here is a real time example of how misalignment continues to be the true foil impeding organizational success. As someone who avoids airline travel like the plague because of the hassle, it has been a long time since I actually read the policies stated when purchasing an airline ticket.

Account-Based Marketing: A Practical Guide

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

Enough With The Time Management BS – Please!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Time is the most valuable resource sales people, or any people have, it is the only none renewable resource, once it is spent, it is gone forever, except for the memorise, and for many in sales the memories are not that happy, and not worth reliving.

Field Marketing: A Measurable Difference in Pipeline and Revenue

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy b2b marketing Field Marketing genesys revenue contribution ted hunting vice president of marketing

United Could Have Avoided Dragging Passenger Off Plane

A Sales Guy

Look sometimes “rules” and “regulations” blind us to the most obvious and simple solution and this was the case for United Airlines this weekend. United overbooked a flight. It happens, I get it.

Speed Up Sales by Slowing Them Down

Sell More and Work Less

You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase. That is, after completing a needs analysis, the deals that are ultimately missed are often the same ones that … Read More » Observations from the real World

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.

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position?

How to Size the Sales Force to Maximize Revenue

Sales Benchmark Index

Article Corporate Strategy Private Equity and Activist Investor sales force sizing sizing

Are You as Great as You Think You Are or Blinded by Bravado?

Keith Rosen

Squirrels search for the nuts they planted in the fall, and eventually stumble upon the ones they buried. For salespeople, when the leads are pouring in, they may stumble upon a sale but it doesn’t mean the salesperson or their manager are as good as they think they are.

Sales Tips: A Deadly Approach to Initial Meetings

Customer Centric Selling

Sales Tips: Avoid the "People Like Me" Mentality in Initial Buyer Meetings. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Training Playbook by Lessonl

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

Sales People Don’t Message, They Have Conversations

Partners in Excellence

I’ve spent the past couple of days at the TOPO Summit. It’s become one of 3 “must attend” conferences I go to every year. All the presenters are rock solid practitioners, with pragmatic advice. However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. People were constantly talking about how sales people should “message” more effectively.

The Growth Indicators a Private Equity Firm Expects

Sales Benchmark Index

Article Marketing Strategy Private Equity and Activist Investor Sales Strategy lagging indicators leading indicators q1 review

Leads 32

Learning While Doing: Your Secret Weapon | Sales Tips

Sell More and Work Less

I’m a big fan of using your best to mentor the rest. One of the other things that I’m a huge fan of is learning by doing.

Exact 29

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

If you consider various levels of quality—cars with lots of speed and no torque, or kitchen appliances with cheap motors—it’s easy to agree that quality affects user experience, good or bad, in a big way.

Data 42

The Art of Social Selling -- Summarized by getAbstract

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