2016

How to Hire the Right Lead Generation Representative

Pipeliner

If you are a Lead Generation, Market Development, or Sales Development hiring manager, you know that a bad hire can cost you. Not only do you lose time, money, and potential customers — the wrong person is likely to reduce productivity and decrease morale.

Social Selling: What the Sales Pros Do Differently

No More Cold Calling

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort.

Trending Sources

Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com.

9 Sales eBooks With a Webinar Thrown In For Free

Fill the Funnel

Changing your view and perspective can yield surprising results. I advise my clients over and over to look at opportunities from multiple angles to discover some golden nuggets. Here is an example that I hope you will take advantage of.

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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

Selling at C-level and the too late-too little puzzle

Sales Training Connection

Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” ” There’s no second chance to get it right.

SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

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The Perfect Close

Your Sales Management Guru

The Perfect Close. -A A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library.

10 Quick Tips On How Sales People Can Improve Their Listening Skills

MTD Sales Training

It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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.

Seventeen Things to Do Before Engaging a Prospect

Pipeliner

They say that people buy from people they like and people like people who know them. More and more B2B salespeople must become trusted advisors rather than transactional order takers.

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real.

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Who Helped Me the Most in 2016 - George Richardson A Gentleman's Gentleman

Increase Sales

One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. He then went on to answer how this person helped him.

Customer Follow-up Improves With Automation

Fill the Funnel

Why is customer follow-up important? It’s not enough to get your customer to buy. You need to keep them buying by building a long-term relationships. One key to doing this effectively is to offer sincere, timely follow-up customer service.

Sales Training Playbook by Lessonl

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

The #1 Reason Why New Sales Managers Fail

Steven Rosen

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? The odds of failure are high! I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles.

The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it!

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Five Tips to Work Productively from Home: Whether You Telecommute Occasionally or Always

The Productivity Pro

“On the fourth day of telecommuting, I realized that clothes are totally unnecessary.”—Scott ”—Scott Adams, American cartoonist.

Sales coaches – and the teaching trap

Sales Training Connection

Sales coaching. When top sales managers are asked what advice they would give to someone wanting to improve their coaching, a pervasive answer is – stop trying to teach your sales team and start trying to help them learn. . This is hardly new news.

The Art of Social Selling -- Summarized by getAbstract

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

5 Tips for Cultivating a World-Class Sales Team

Sales Benchmark Index

Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can. Sales Strategy Video

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent.

5 Ways to Overcome Stress in Sales and Business

The Sales Hunter

All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […].

12 Things to do Every Day to be a Sales Success

Pipeliner

Excelling and standing out in anything requires a game plan and relentless execution. In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: 1: Check your performance dashboard to see where you are year-to-date.

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.

Think Sales Reps Will Become Obsolete? Think Again

No More Cold Calling

The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no.

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better.

Possible To Automate Content Creation?

Fill the Funnel

You can automate nearly any aspect of your business. Once you get started looking at automation options, it’s pretty incredible what you can do. But there’s one area of marketing that’s essential and usually time consuming – content creation. Can you automate content creation?

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The Dance Between Strategy and Sales Execution

Steven Rosen

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks.

Successful Selling

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

Learn How We Discovered They Had the Wrong Salespeople

Understanding the Sales Force

Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role?

Five Ways to Maintain Your Most Important Asset: YOU!

The Productivity Pro

“I have come to believe that caring for myself is not self-indulgent. Caring for myself is an act of survival.”— ”— Audre Lorde, American writer and civil rights advocate.

Diagnosing a common sales pitfall – ask then pitch

Sales Training Connection

Sales calls – ask questions. Today almost everyone has come around to the idea that “ asking questions ” is a critical sales skill. Asking questions is now accepted as a fundamental sales competency.

Inside the Rise of B2B Video Marketing

Salesfusion

A look at what’s fueling the growth of video in B2B marketing and how you can tap into this burgeoning field. What’s the next big thing in B2B content marketing? Video. We know what you’re thinking — do people really watch videos that relate to their jobs?

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