2016

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.

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.

Trending Sources

How to Achieve the Success You Desire

Steven Rosen

Do you want to be successful in 2016? Of course you do. The challenge is most people just don’t know how. Many people compare themselves to others to gauge how successful they are.

How To 116

How Targeting Improves Win Rates and Shortens Sales Cycles

Understanding the Sales Force

Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood.

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.

More Trending

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 […].

How to Grade the Performance of Salespeople

Anthony Cole Training

The obvious metric to use to measure performance is the sales results of the individual. If they hit or exceed goal, all is good. So, that takes care of about 10 to 15% of your sales force. But, how about the rest of them?

Three Ways to Build Your Brand as a Leader

Score More Sales

Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader.

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.

eBook 117

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.

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.

Buyer 124

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.

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!

Buyer 110

Account-Based Marketing: A Practical Guide

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

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 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.

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.

10 Best Sales Motivation Quotes by Mark Hunter

The Sales Hunter

“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” ” “A sale made without integrity is not a sale.” ” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.”

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.

Sales Management Strategies #1 - Start with the End in Mind

Anthony Cole Training

It’s an oldie, but a goodie from the late Steven Covey. In his ground breaking book, 7 Habits of Highly Effective People, he states that highly successful people start with where they want to be – “the end” - and then work to get there.

Lead Generation and the Use of “Pareto Thinking”

Jonathan Farrington

Use of “Pareto Thinking” is highly relevant and important when applied to sales people. For example, 20% of a sales person’s activities will create 80% of sales achieved, which has enormous consequences on how to optimize and manage lead generation activities.

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.

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.

Sales Training Playbook by Lessonl

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

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.

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.

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?

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Is Your Value Proposition Causing You to Lose Deals?

Sales Benchmark Index

Article Corporate Strategy Account Segmentation buyer alignment Buyer Segmentation Buying process Market Research positioning statement sales process sales strategy user segmentation value prop value proposition

The Art of Social Selling -- Summarized by getAbstract

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

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.

1st Quarter 2017, Are you set up for success?

Your Sales Management Guru

First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What do you need to have on your to-do list for the next 60 days?

10 Daily Habits of Sales Leaders

The Sales Hunter

A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Learn something new […].

How Do You Sell to a Millennial B2B Decision-Maker?

Anthony Cole Training

A Guest Post by Salesloft.com. How to Sell selling to millennials how to sell to millennials B2B marketing

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.