Sat.Apr 14, 2012 - Fri.Apr 20, 2012

Sales Leadership Talent of Understanding Motivational Needs

Increase Sales

Understanding motivational needs or what some call the prospect’s motives is a necessary sales leadership talent. Yet human motivation still remains a subject that provides angst to many individuals from employers to parents.

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

As I have said on numerous occasions, sales success to-day demands a radical shift from the ‘peddler’ mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant.

ACT 77

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Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. Your sales managers all think that they are doing a great job coaching.

Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The Sales Hunter

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue. Sales prospecting is not easy — I’ll admit it. It takes dedication and a process.

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.

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Sales tip – working a conference

Sales Training Connection

Sales Tips. Sales reps often find themselves at industry conferences or other large meetings where they should be networking. However, in too many cases sales reps fail to optimize the opportunity because they aren’t sure what to do.

What Is Missing in Social Equity

Increase Sales

Simply speaking, social equity is a term to define the impact of social media actions (think return on investment) for an organization. This impact is directly connected to the relevance of the postings through various metrics. However, there is something else than is being missed by some small business owners to C Suite executives and that is engagement as well as value as perceived by your ideal customer. Credit

Sellers Can Learn About Luck From Caine’s Arcade

Score More Sales

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t. They each told me how busy they have been and don’t see things like this as I do via Facebook. Click here to view the embedded video. I’ve seen this short film about a dozen times already. To me, young Caine Monroy from East L.A.

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Accepting 100% Responsibility Creates Transformation

Jonathan Farrington

When was the last time you put your hand up and said “ I screwed up ” or “ Why on earth did I take that decision ?” Not just privately, but publicly? For example, whose fault is it that you missed quota in Q1?

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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.

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects.

How to Increase Sales Myth Work Smarter Not Harder

Increase Sales

There are a lot of how to increase sales myths with “work smarter not harder” as probably one of the most common. Attend many of the sales training coaching seminars to workshops or even some some of the sales management software tools (customer relationship management CRM) and eventually you will hear all about you, as the individual contributor, need to “work smarter not harder” if you want to increase sales. Credit What a bunch of hooey!

Ditch the Personal Pronoun

No More Cold Calling

Shift your sales conversation from product features to the results you deliver. “I I don’t care about you. I only care about what you can do for me, my team, and my organization.” That’s what our prospects and clients think, but it’s probably not what they say (at least not to your face).

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Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website.

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.

Quit Confusing the Customer!

The Sales Hunter

We all want to think we’re smart. And in reality, we are pretty smart, especially about what we sell. Problem is that many times, our own smarts wind up doing some pretty stupid stuff.

Relationship Marketing and the Continuum of the Social Media River

Increase Sales

Relationship marketing through the various channels or rivers of social media continues to grow. What is so revealing is that people connect with you through a continuum of rivers. The initial attraction may be through an actual face to face meeting, a comment on a blog or in a discussion group or through a mutual acquaintance. Credit

Necessity is the Mother of … Selling

Smart Selling Tools

Tweet The street sellers of Santiago. I have just returned from a long-anticipated trip to Chile– my husband’s native land. Chile is a wonderful and extraordinarily vibrant country, with remarkably friendly people, great food, and lots of interesting and memorable things to do.

Post Your Questions About Inside Sales Challenges

Score More Sales

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website.

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.

Not Making Enough Profit? This Could Be Why.

The Sales Hunter

I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride.

Leadership Intimacy, Do You Have It?

A Sales Guy

Melissa is brilliant with people. She has a calming affect. Melissa can move her way through the most stressful, emotionally charged environments and make friends all along they way. It’s not Melissa’s charisma that connects with people, but her easygoing people centric approach. Melissa has an uncanny knack of making people feel good about themselves. I don’t think she has an enemy in the world. Melissa is also extremely detailed oriented. She is excellent at getting things done.

Stop Selling For Your Competitor!

The Pipeline

Many sales people and their managers feel that a good sales person is one who is moving forward. This is fine, so long as you don’t move so fast that you miss or pass opportunities along the way.

Buyer 26

Sales Leaders Got These Issues All Wrong

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon.

Account-Based Marketing: A Practical Guide

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

Profile of My Best Clients

Sell More and Work Less

Colleen shares what she has experienced with her clients when they come to her for help. Colleen shares what she has experienced with her clients when they come to her for help. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

Stop Trying Not to be Not Liked

A Sales Guy

Earlier in my career I was up for a new role. New executive management was on board and they were making the rounds, meeting the potential candidates and assessing the team. I met with the new, yet interim head of sales for the region and business segment. He was an affable guy. He asked good questions and had a decent understanding of what he was looking for.

4 Powerful Sales Coaching Tips

MTD Sales Training

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply exactly to your situation. However, you will get the idea. #1 1 – Lead By Example

Exact 21

Who Is Stealing YOUR Work?

Jonathan Farrington

Over the past two years, I have discovered and exposed a number of blatant plagiarists, who have attempted to steal my work and that of my colleagues: Some are “lazily” brazen and copy word for word; others are more subtle, choosing only to purloin individual paragraphs.

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.

What we have is a failure to execute

Sell More and Work Less

I have always been a fan of Air Canada. As an elite flier they treat us well. Yes… I know I buck the trend compared to many Canadians, but I really do prefer to fly Air Canada rather than any other North American carrier.

The Most Important Sales Data Isn’t in Your CRM!

A Sales Guy

A client and I did something yesterday that I’ve always been a big fan of. We sat down with some of the sales people and talked about their business. We didn’t tell them anything. We didn’t notify them ahead of time. We didn’t give them an agenda. We just called them into the conference room 1 by 1 and had a talk with them. What did we talk about? We asked them how things are going, what they are seeing in the market and what they are focusing on.

Sales 17

Five Conditions Your Sales Process Must Satisfy

Partners in Excellence

A strong sales process is critical to our effectiveness as sales professionals. Without a strong process, it’s comparable to an aimless walk—we may reach our destination, but then again we may not. Or we may reach our destination after an overly long journey.

Sales 14

Sales Leads and Why Marketing Sucks

The Sales Hunter

How many times have you complained to Marketing about the poor quality of leads they give you? Isn’t it amazing how they think they’re doing all of this wonderful work for you when in reality the leads they give you are a joke! Go ahead and complain some more — tell them and everyone else in your company about how much more effective you would be if only Marketing would get their act together. Do you feel better now for reading what I just wrote?

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Sales Training Playbook by Lessonl

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