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

New business from existing business is smart business

Sales Training Connection

Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months.

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility.

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Trending Sources

How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition.

5 Ways to Measure if Your Sales Process is Working

Sales Benchmark Index

Article Marketing Strategy Sales Strategy sales process

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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Why Your Reps Abandon The Sales Process

Sales Benchmark Index

Article Sales Strategy adapt sales process broken sales process deal size is my sales process broken sales sales process

Priceless, The First Customer Service Experience

Increase Sales

In relocating from NW Indiana to NW Arizona, we have had to outreach to several businesses. Once again I realized how truly priceless the first customer service experience really is. Credit www.pixabay.com. Must Have Internet. My business depends on the Internet.

The 2 “MUST TAKE” Steps for Guaranteed Sales Results

Anthony Cole Training

Here’s the problem: Sales results are not what you expected. Regardless of your role - sales manager or salesperson - you are looking at your sales results YTD and you are: close more sales how to improve sales results no excuses

Are High-Performing Salespeople Passionate?

The Sales Hunter

A couple years ago, a well-recognized “sales expert” told me top sales performers are not passionate. The argument they laid out was passion does not exist in sales, as it will cloud a person’s thinking ability. That conversation has bugged me ever since I first heard it. I believe being passionate is a requirement […]. Blog leadership Professional Selling Skills passion sales leader sales leadership

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.

How to Increase New Sales Rep Productivity

Sales Benchmark Index

Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training

A Sales Maxim To Be Held True

Increase Sales

What sales maxim do you hold to be most true? This past week I had the opportunity to personally witness how the violation of this code of sales behavior turned me away from one vendor to another. Let me explain.

Predictable Revenue

Partners in Excellence

No, this post is not about Aaron Ross’ book, at least directly. It’s about the challenge each sales person and leader faces in achieving their sales goals. How do we create “Predictable Revenue?”

Sales Motivation Video: Success is What You Do TODAY, Not Yesterday!

The Sales Hunter

It’s a brand new week! Every week is a new opportunity. And I want you to remember that success is what you do TODAY, not yesterday! Are you making the most of today? Check out the video to see what I mean: Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation success

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.

Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

Article Sales Strategy

New Book Improves Sales Excellence and Grows Revenue

Understanding the Sales Force

Jeb Blount's eagerly awaited new book goes on sale today and I recommend that you order it! jeb blount sales eq

Which Of These F’s Should You Give an F About?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales like many other crafts, vocations, or professions, continues to evolve, or should. Some developments come along and become the rave for a while, only to fade after a time when they are proven ineffective, this is the first F, as in Fashionable.

Sales Leadership — 10 Questions to Ask Yourself About Your Sales

The Sales Hunter

We are all guilty of digging too deep into our job, essentially working in our business. As leaders we have to also take the time to work “on” our business by challenging what we do and why we do it. The last couple of months, I’ve been doing a lot of consulting working with multiple […]. Blog leadership leader sales leader sales leadership

Account-Based Marketing: A Practical Guide

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

3 Steps to Arrive at the Right Coverage Model

Sales Benchmark Index

Knowing when customers prefer to buy directly or indirectly can make or break your revenue goals. Likewise, matching the appropriate customer acquisition cost (CAC) by channel with customer lifetime value (CLTV) by customer and product type can improve the odds.

How to Become an Unstoppable Closer

Sell More and Work Less

The sales profession is in the midst of a perfect storm. Buyers have more power, more information, more at stake, and more control over the sales process—than at any time in history. Legions of salespeople and their leaders are coming … Read More »

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Finally a Sales Expert Took Zig Ziglar To Heart

Increase Sales

Years ago I read the following definition for sales by Zig Ziglar: “Sales is the transference of feelings.” ” As someone who consistently writes about the impact of emotions in sales, I was so glad to read one sales expert who took the time to write a book about how to transfer those feelings through emotional intelligence. Jeb Blount’s new book, S ales EQ , should be immediately ordered, read and committed to memory.

The insider’s guide to choosing the best CRM for your sales organization

OnePageCRM

Estimated reading time: 25 minutes. “I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. “It cost a few hundred dollars all in and it was actually a desktop app that synced to the cloud once a day for backup. It now seems kind of quaint, but, it helped me start my book of business that today has over 10,000 contacts in it. I can say that I’ve had a personal conversation with almost every single one of them.

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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.

The Most Dangerous Species of CEO: The Product Pusher

Sales Benchmark Index

The most dangerous species of CEO is the product pusher. Ask any sales or marketing leader. The product-pushing CEO is even worse than frugal Fran, whom as Oscar Wilde quipped of a critic, “knows the price of everything and the.

Getting Results from Poor Performers

Sell More and Work Less

It’s frustrating. When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy. The problem is most leaders handle poor performers the wrong way.

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Never Ask These Two Questions To Disrupt Your Competitor Vendor Relationship

Paul Cherry's Top Sales Techniques

When someone tells you they’re happy with their current vendor, how do you respond? If you’re like many salespeople, you’re tempted to one of these two questions: 1.“What What is it that you like about your vendor?” What is it that you don’t like about your vendor?”

Why Sales Is a Great Entry-Level Job

Sales and Marketing

Issue Date: 2017-03-20. Author: Bob LaBombard. Teaser: A review of online job boards indicates that many companies need to fill sales positions, but are having only mild success.

Sales Training Playbook by Lessonl

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

Avoid Sales Compensation Benchmark Gaffes With This 4-Step Plan

Sales Benchmark Index

Article Corporate Strategy Sales Strategy SBI on Demand benchmarking compensation compensation planning sales comp sales compensation sales compensation benchmarking

Sales Tips: Scripted versus Tailored Sales Presentations

Customer Centric Selling

Sales Tips: Scripted vs. Tailored Sales Presentations. By Connie Schlosberg, Primary Intelligence.

Your Territory is Your Business | Sales Tips

Sell More and Work Less

Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

Buyers: Take Your Rep To Work Day

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I am sure this not unique to Ontario, every November, grade nine students get the day out of school, and are encouraged to join a parent or relative at their place of work.

The Art of Social Selling -- Summarized by getAbstract

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