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

A Positive Attitude Sets the Foundation for Essential Sales Skills

Pipeliner

People tend to hold the notion that salespeople are “born.”. That’s a myth. Here’s the reality: There’s no such thing as a “born salesperson.” People are born one of two things: a baby boy or a baby girl. Salespeople are made.

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.

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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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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.

Sales Training Playbook by Lessonl

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

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Standing Out Above the Crowd: How to Toot Your Own Horn

The Productivity Pro

“ Become addicted to constant and never-ending self-improvement.” ” – Anthony J. D’Angelo, self-improvement author and speaker. When I was young and first heard the term “human resources,” it took me a while to figure out what it meant.

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Getting Your Sales Back on Track: The First Step

Pipeliner

It can happen that when quotas and targets are not being met, salespeople become perplexed as to what to do next. They might be tempted–and often are–to grab onto anything that that will seemingly make an impact, be it a new platform, tool or methodology.

Sales EQ: The Four Levels of Sales Intelligence

Steven Rosen

Sales EQ. Sales expert Jeb Blount, just launched his 8th and best sales book.

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

The Art of Social Selling -- Summarized by getAbstract

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

Why Transactional Upselling Activities do not Retain Loyal Customers

Babette Ten Haken

Transactional upselling activities are just that: transactional. Upselling becomes the next step along a linear, post-sale customer experience. That linear concept of upselling essentially freezes that customer in time.

Dimensions of Trade: The Bridge from the Past to Sales of Today

Pipeliner

The subject of trade is of vital importance today. It was the forefront of our new President’s campaign, and has been at the top of his list of tasks as he assumed office. It is the subject of my recent ebook Trade: A Time for War…or Peace?

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […]. Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnel

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

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.

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 Perfect Close: A Book Review

Pipeliner

21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value.

The Creative Process

Mukesh Gupta

Today, I came across two extremely creative ideas, that made me think about creativity and how do we get creative ideas. What follows is my take on how we become and stay creative. First, lets look at the creative ideas that inspired this post.

Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

Article Sales Strategy

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Successful Selling

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

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.

The Sales Manager as the Greatest Revenue Multiplier (Chap. 1 Managing Social Sales Team Audio Book)

Pipeliner

Social selling is not something that should be left to chance or allowed to grow without structure inside a sales organization.

Lessons in Storytelling That I learnt from TED Conference Speakers

Mukesh Gupta

Lessons in Storytelling From TED Conference Speakers by Mukesh Gupta. Premise : Story telling has been one of the most memorable and influential ways to spread ideas. The TED conference is so popular because the speakers in the conference are mostly good at telling stories – stories that they are passionate about and that passion spills over to the audience and we are able to connect. Also, note that the duration of these talks are not very long.

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

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.

Why Order Taker Mindset will become IIoT Business Extinct

Babette Ten Haken

Order taker mindset will go the way of the dinosaurs. For starters, order takers have difficulty adapting to the challenges presented to them, courtesy of the Internet of Things (IoT) business ecosystem.

Read This if You are A Sales Executive or a Sales Leader: Best Among What I Read – Sales Edition

Mukesh Gupta

Best Among What I Read by Mukesh Gupta. If you know me at all, you would already know that I read a lot of stuff – right from business topics like (Sales, Innovation, Leadership, Marketing) to personal topics like philosophy, religion, psychology, habit formation, economics and the lot. I used to share a collection of articles that I really thought were well written or were thought provoking for me, almost everyday till a few months back.

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

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.

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Sales EQ with Jeb Blount

Igniting Sales Transformation

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.

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

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

Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

Sales Benchmark Index

Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

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?”