Sat.Feb 25, 2017 - Fri.Mar 03, 2017

The 3 levels of customer pain – and what to do for each

Pipeliner

You’ve been there. They love the product. They like you. The price is right. But still they won’t commit. You start to get paranoid. Is it me? What am I doing wrong? Why won’t they just say yes? You question your sales skills and so on. And yes, sometimes it goes the other way too.

New LinkedIn Cheat Sheet

Fill the Funnel

By now, most LinkedIn users have received the highly anticipated and debated “new user interface” As with most major updates, many are complaining, some are praising and most are just lost and confused. I think you will find the LinkedIn cheat sheet below to be helpful.

Trending Sources

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

Top Sales Performers Who Behave Badly

Steven Rosen

Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. Less talented teams who have great chemistry and are committed to doing whatever it takes to win usually come out on top.

Sales 96

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

More Trending

5 Classic Mistakes in New Hire Sales Training

Sales Benchmark Index

Article Corporate Strategy Sales Strategy new reps new sales on-boarding onboarding onboarding new sales reps sale talent sales sales training

Personal Branding: Building Your Brand of Gold

Pipeliner

To many people, the obvious examples of a “brand” means things such as the smiling faces of realtors decorating benches at bus stops or the over-caffeinated car salespeople in Stetson hats on local TV.

Buyer 119

The Role of Creativity in the Life of a Product Manager

Mukesh Gupta

The Role of Creativity in the Life of a Product Manager by Mukesh Gupta.

3 Important Ways Account-Based Sales Teams Can Stay Relevant

No More Cold Calling

What does it take to increase sales in today’s uncertain business environment? This is a time of great change and uncertainty. Now more than ever, sales leaders and their account-based sales teams must be prepared for change.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

The Most Critical Mistake a Sales VP Can Make

Sales Benchmark Index

Article Corporate Strategy Sales Strategy firing rainmaker mark cuban quota sales sales manager walt disney worst sales decisions worst sales mistakes

Quota 72

The Salesperson Mindset: Network Selling

Pipeliner

For sales today, a mindset is at least as important as a skillset. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility , individuality , security and freedom. The next component required for a salesperson mindset is what we call Network Selling.

What Keep us from Living Upto Our Potential and How to Overcome It?

Mukesh Gupta

What Stops Us from Living Upto Our Potential and How to Overcome the same by Mukesh Gupta. Maximilien Van Aertryck and Axel Danielson are documentary filmmakers based in Gothenburg, Sweden, who have worked together since 2013.

Film 82

Why Do Sales People Leave Companies? - Management

Anthony Cole Training

MANAGEMENT RESPONSIBLE FOR A $450 BILLION PROBLEM. sales talent acquisition sales performance coaching responsibilities of sales manager

Sales Training Playbook by Lessonl

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

Successfully Executing Sales Operations Strategy – 2 Factors

Babette Ten Haken

Successfully executing sales operations strategy isn’t a matter of luck. This art form is a function of process, discipline and innovation.

Slide Deck: Why is Sales Getting Harder?

Pipeliner

There are some very real reasons why selling continues to become harder and harder, and why some Salespeople are finding it a struggle. This slideshare reveals today’s sales problems, and how Salespeople continue to be confronted with more and more obstacles to selling success. Thankfully, however, there is a solution which brings clarity, focus and intelligence to the equation. This solution can guide and navigate Salespeople through this complexity.

Sales 90

Lessons in Leadership from An Elephant, A Rhino and A Penguin

Mukesh Gupta

Lessons from an elephant, a rhino and a penguin by Mukesh Gupta. I came across this video from the FilmBilder channel (they were part of my 20 insanely interesting people I found in 2016 ) on YouTube, that symbolises what we see in and around us – at work and at home.

Film 74

What Sales Leaders Need to Know About Marketing Strategy

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand marketing strategy sales sales and marketing alignment sales leaders

The Art of Social Selling -- Summarized by getAbstract

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

Creating a Client Centric IT Architecture impacts Value Creation

Babette Ten Haken

What’s involved when creating a client centric IT architecture focused on value creation? Just the thought of mixing the term “client centric” with the phrase “IT architecture” makes your head ache, right? Not so fast, Grasshopper.

3 Reasons Sales is Really About Solving Problems

Pipeliner

Effective people are those who can look a problem and say, “how can I solve this?” They move through life with an attitude that gets them through every obstacle in their path simply because they have the ability to meet challenges head on, look for solutions, and solve problems.

The Tale of Amar, Akbar, Anthony and What They All Need to Succeed

Mukesh Gupta

Three Friends. Meet three friends – Amar, Akbar & Anthony. Amar is an entrepreneur. He thinks that he is unemployable and wants to always remain his own boss. He is self-driven, creative, knows what he wants and has the ability to inspire people.

The Ultimate Guide to World-Class Product Marketing

Sales Benchmark Index

Our show today demonstrates how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Too often product marketing teams are focused on features and functions. Our conversation today is focused on associating product marketing excellence with.

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.

Four Paths to Lean Office Productivity: Can the Just-In-Time Concept Work for You?

The Productivity Pro

“The most dangerous kind of waste is the waste we do not recognize.” ” — Shigeo Shingo, Japanese industrial engineer. Ever since Toyota invented lean manufacturing, much has been made of its application to all professions, including “desk” jobs.

Sales: 4 Ways to Get Past Gatekeepers

Pipeliner

Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge? Of course you would. So why is your sales outreach still cold?

Coaching and Sales Growth In 2017

A Sales Guy

My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular.

Why Content Marketing Fails

Sales Benchmark Index

Article Marketing Strategy content content failure content marketing failure should I outsource? writing skills

Successful Selling

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

Losing Track of a Buyer Not Yet Ready to Buy

Score More Sales

Recently we shared a post 5 Ways – Don’t Leave Money on the Table and this week we break it down by one item at a time. Losing track of a prospect is one of the biggest ways to lose a sales opportunity because research shows that only 3% of buyers are ready to buy at any given time. The remaining 97% is either not going to buy or will buy at a later time. It’s the latter group, who will buy at a later time, that you need to be thinking about as a seller. Sales Tips B2B sales strategy

Buyer 66

#SalesChats Ep. 23: Sales Manager Enablement with Mike Kunkle

Pipeliner

You’ve heard of “Sales Enablement” but what about “Sales Manager Enablement”? Mike Kunkle joins us for this #SalesChats to discuss this often overlooked subject. The post #SalesChats Ep. 23: Sales Manager Enablement with Mike Kunkle appeared first on SalesPOP

Why Make The Call

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One reason many give me for not wanting to prospect, is the fact that fewer people are answering their phones, and as a result it is not as effective as other forms of prospecting.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers expect salespeople to know more today than ever before … and to know it at a higher level of proficiency. This difference constitutes an inflexion point. Customers now want sales reps who are trusted advisors not product facilitators.