The Pipeline
DECEMBER 11, 2014
'The Pipeline Guest Post - Diana Doherty. Want to increase productivity without stressing out your employees? Data can help you improve your process – and your workforce ROI. Think you have the best possible toolkit for your sales team? Think again. The best sales tools now are all about integration and automation. If you’re using clunky apps or programs that don’t integrate, you’re wasting time.
Understanding the Sales Force
DECEMBER 8, 2014
'Copyright: swingvoodoo / 123RF Stock Photo. I''m always amused when an email comes through with a message that says something like, "Maybe we should target candidates that aren''t recommended" or "Why do so many candidates lack Commitment?" or "Your assessments are only recommending 1 out of every 5 candidates!" or "The questions don''t fit the role!
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No More Cold Calling
DECEMBER 9, 2014
'Sales organizations need to engage the next generation of rainmakers. When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love you’?” She explained that she had been at a conference and couldn’t call him, so she texted a romantic message instead. Boomer that I am, I couldn’t help but wonder why she didn’t just wait until the break to actually use her phone the way it was meant to be used—to have a real conversati
The Sales Heretic
DECEMBER 9, 2014
'What if you could increase your sales without any additional time or effort? Without finding more prospects or improving your closing ratio? Sound impossible? Listen to my appearance on Breakthrough Radio with Michele Price. In this five-minute segment, I share a proven idea that anyone can implement, regardless of what your business is. This powerful [.].
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The Pipeline
DECEMBER 8, 2014
'Book Review - Amp Up Your Sales – Andy Paul. Many of you are no doubt familiar with Andy Paul, author of Zero-Time Selling ; well Andy is out with yet another great book just in time to kick your sales year off right, Amp Up Your Sales. Andy looks at a key question in sales: What Buyers Want from Sellers? It’s the big mystery of sales. How do we get buyers engaged?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
DECEMBER 11, 2014
'Keep these networking success secrets in mind as you make the rounds at holiday parties this month. It’s the most wonderful time of the year…and the most hectic. You’ve probably already accepted invitations to holiday office parties and client events. And you’re probably already considering the usual list of questions: Should you bring your spouse or partner?
Sales and Marketing Management
DECEMBER 8, 2014
'Issue Date: 2014-12-08. Author: Lynly Schambers Lenox, Group Product Marketing Manager, Adobe Inc. Teaser: The time is fast approaching when filling your car trunk with brochures, catalogs, and other sales tools will be a thing of the past. Sales teams that have been more focused on these traditional tools are finding themselves challenged, since more and more customers are using their mobile devices for their explorations.
Score More Sales
DECEMBER 11, 2014
'How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. (note: there is a form to fill out on the Velocify website.). In addition to my prediction (below), you can read predictions from my colleagues: Jill Konrath , Bestselling author of Agile Selling , SNAP Selling & Sel
The Sales Hunter
DECEMBER 9, 2014
'So you say you’re a good salesperson because you’ve got pricing that is hot and you have the flexibility to make it hotter when necessary. What it comes down to is you’re selling on price. Here are 8 reasons why selling on price never works: 1. Your current price (which you think is so […].
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Anthony Cole Training
DECEMBER 11, 2014
'The obvious gut reaction answer is …both. However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?” And, you know, I have never been able to answer that question. I honestly don’t know that there is a RIGHT answer to the question I’ve posed today, but if you held a gun to my head and demanded an answer – not that you would have to go to that extreme to get an answer from me – I would have to say start with the behaviors.
Sales and Marketing Management
DECEMBER 10, 2014
'Issue Date: 2014-12-10. Author: Alison Brattle. Teaser: How well does your sales training program prepare new sales candidates for success? Ask yourself these questions. How well does your sales training program prepare new sales candidates for success? Ask yourself these questions.
Increase Sales
DECEMBER 9, 2014
'Right now, sales managers to small business owners are finalizing sales training budgets for the next year. As they review each proposed sales training contract, they probably failed to read the Brain, Butt Clause. Of course we cannot blame them because this Brain, Butt Clause is written in invisible ink. This important sales training contract clause is one of the main reasons why most sales training or any training does not stick.
The Sales Hunter
DECEMBER 9, 2014
' We’ve reached the time of year where it seems the only thing people want to talk about is football, whether it be the NFL, college or even high school. As the season winds down, it seems as if passions and the level of conversation only warm up even more. So why is football so […].
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Anthony Cole Training
DECEMBER 10, 2014
'Occasionally, maybe 3 or 4 times since I started blogging, I write about something that is bigger than managing sales people, sales growth, sales coaching or selling. Something happens that is meaningful to me and I feel compelled to write about it. Maybe it’s my way of dealing with the event. Often, the event is when someone in my life (or our lives) is lost.
MTD Sales Training
DECEMBER 8, 2014
You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes sense for them to choose you. The different levels will be involved in the search, evaluation, purchase and use of your products or services.
Increase Sales
DECEMBER 8, 2014
'Maybe it is just me, but have you found social media is spawning a lot of mediocre marketing? Small business owners to sales professionals believe connect on LinkedIn, post on Facebook or share on Twitter will generate all the necessary sales leads. And worse yet, social media gives these crazy business professionals permission to sell without any thought about relationship building or even if they have connected with the i deal customer.
The Sales Hunter
DECEMBER 12, 2014
'This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Your customers are willing to pay more IF — and it’s a big IF — you have the right customers. Too many times […].
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
A Sales Guy
DECEMBER 9, 2014
'There is only one first impression you need to make as a sales person. It’s the impression you can deliver value. Any other impression is immaterial. The next time you meet a buyer for the first time, you’re only goal should be to get the buyer to say, Man that person was impressive, they could make a serious impact on my organization. You can make other impressions.
SBI
DECEMBER 8, 2014
'The question about whether Sales as a profession is Art vs Science is an old one. It’s typically asked because we wonder whether you can teach someone to be a great salesperson or whether it’s an art which presumably can’t be taught. The big question isn’t whether Sales is an art or science. The big question is, “does your sales team actually use a scientific approach at all?
Increase Sales
DECEMBER 11, 2014
'Today in checking my marketing statistics, I glanced at some past reviews of my book, Be the Red Jacket in a Sea of Gray Suits. Noted international sales trainer, Ashraf Chaudhry, left a positive review and wrote this: “Our WORDS are our WORLD.” What I realized is his comment really is about “Our WORDS as THOUGHT LEADERS are our WORLD!
The Sales Hunter
DECEMBER 6, 2014
'You can move yourself to a higher level in your sales career. But it’s not going to happen if you only feel urgent when you have to make your number. What would happen if you took that same urgency and applied throughout the year? You can put a booster rocket into your prospecting and […].
Advertiser: ZoomInfo
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A Sales Guy
DECEMBER 8, 2014
'I know, right? Who wouldn’t want to amp up their sales? Sales is a tough business. I’ve long argued on this blog the importance of deliberate learning to becoming a badass. My boy Andy Paul, author of Zero-Time selling has come out with another book; Amp Up Your Sales, Powerful Strategies That Move Your Customers to Make Fast, Favorable Decisions.
Sales Training Connection
DECEMBER 10, 2014
'Our colleague, Andy Paul, has just published a new book – Amp Up Your Sales. We thought it was interesting – and asked Andy to share some of the ideas contained in the book in this guest post … Sellers and buyers alike want to accelerate the sales and buying processes. Both parties can realize measurable gains in productivity if these processes were shorter.
Increase Sales
DECEMBER 6, 2014
'Have you ever thought about why you may have some disappointment? I recently realized this emotion is the result of my own expectations not being met or fulfilled. Credit www.gratisography.com. Unmet expectations have one origin, ourselves, but many involve these other aspects. We can be disappointed by not achieving our own expectations. We can be disappointed by others not achieving our own expectations.
The Sales Hunter
DECEMBER 11, 2014
'I have been asked this question hundreds of times by salespeople, marketing teams, business leaders, CEOs and business owners. In fact, I’ve even asked myself the same question a number of times regarding my own business. Are you ready for my answer? Here it is: It doesn’t matter whether you sell less or not. […].
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Fill the Funnel
DECEMBER 11, 2014
'Excited to announce the public launch of LearnAboutLinked.com and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. I have been involved with LinkedIn training for over eight years and have trained and spoken at sales conferences across North America on the topic. I have crossed paths with many others that position themselves as the expert on this topic, most of which flame out and move on to the next “hot topic
Sales Training Connection
DECEMBER 12, 2014
'Every once in awhile in any field it is useful to get down into the weeds – explore language, word usage, and other things that go bump in the night. In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.
Increase Sales
DECEMBER 7, 2014
'A colleague, Rick Gosser , asked during a masterminding session this question: “What inspires you to write?” He then asked “Where do you find your ideas for your blog and other articles such as your weekly business column ?” My response was I look, I listen and I think. Just by actively looking around and keeping my mind open I find a plethora of topics.
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