2013

6 Top Reasons Sales Leaders are Scared of Social Selling

Sales Benchmark Index

Trust is the name of the game in sales. 84% of B2B decision makers begin their buying process with a referral. You are the SVP of Sales at your company. Consider this scenario: you need a new personal financial advisor. After much frustration you’ve decided your current guy is costing you money.

Duct Tape is Not a Sales or Marketing Tool!

Fill the Funnel

I’ve been a Sales VP and a President of a company. I’ve also been a sales rep in various levels and industries most of my life. This experience has helped me recognize when duct tape is the tool of choice.

Tools 131

Infographic: How sales has evolved since the Mad Men era

Velocify

It truly is a new Don. In the 1960’s Don Draper from the popular show Mad Men and his colleagues at a fictional advertising firm on Madison Avenue were the center of the marketing and sales universe, controlling all channels of influence.

In Sales, What Differentiates The Top 5% Players?

Jonathan Farrington

As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics; where are their strengths and what differentiates them?

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.

More Trending

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago.

Trends 104

What is the Role of a Sales Manager

Steven Rosen

By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives.

Social Selling is Personalized Selling

No More Cold Calling

Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is.

Endorsed vs Recommended on LinkedIn

Score More Sales

A lot of sellers have confusion around whether to recommend someone or endorse them on LinkedIn, as well as whether to ask for a recommendation or an endorsement.

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.

The Rise of Social Selling

Sales Benchmark Index

It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities.

Alternative for Google Alerts

Fill the Funnel

The demise of Google Reader has gotten all the attention over the last two weeks but for those in sales and marketing, another favorite web tool also appears to be on it last legs – Google Alerts.

Google 130

Infographic: How to use SMS to win love, leads, revenue

Velocify

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. As it turns out, nurturing a lead is surprisingly similar to nurturing a personal relationship.

Unica 117

2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc.

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.

Sales managers – and the smartest person in the room dilemma

Sales Training Connection

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. They also know it isn’t so easy to do.

How Sales Management for Many is Really Managing by Ambiguity

Increase Sales

Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.”

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1]

Study 150

Science and the Length of Your Sales Cycle

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ".

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.

Four Principles for Hiring Sales STARS!

Steven Rosen

By Steven Rosen. Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers.

eBook 100

Don’t Have Time to Nurture Your Network?

No More Cold Calling

Book four breakfasts and five lunches each week, and watch your sales soar. As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. But you simply don’t have time to meet with them in person, right? Wrong!

Powerful Questions to Qualify Sales Opportunities

Score More Sales

Looking back, I remember thinking that Ron had some sort of memory problem. He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each.

Why Top Sales Reps Will Be Unemployed In 2 Years

Sales Benchmark Index

Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence.

Account-Based Marketing: A Practical Guide

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

Do You Need a Paid LinkedIn Account?

Fill the Funnel

Sales people and businesses who are serious about using their online presence to sell and make money don’t have sites that look like an amateur is behind them.

Study: Think duplicate leads are all bad? Think again.

Velocify

New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. Among lead generators and sales teams alike, there’s often confusion or disagreement about duplicate leads and how to best handle them.

Study 104

Why is Selling Going Inside?

Jonathan Farrington

. “ Customers everywhere increasingly prefer virtual interactions with sellers. Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts.

4 best practices for mentoring new sales reps

Sales Training Connection

Mentoring new sales reps. Mentoring new sales reps is a technique many companies use to “jump start” new sales reps.

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.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Exceeding your Summer Quotas. Now is the time to act.

Quota 90

The 9Billion #CRM Debacle

Smart Selling Tools

I read ClearSlide’s blog “4 Reasons why it’s time to re-boot technology ” with great interest and enthusiasm. In a most concise (a mere 291 words) and convincing way, they outlined the importance of finding new ways to put technology to work for sellers. The post listed several startling stats.

CRM 139

Everyone Can Sell. Not Really. Top 10 Reasons Why Not

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense.

Leadership Qualities: Walter White VP of Sales

Steven Rosen

By Steven A. Rosen. Leadership is the key to success in senior roles. We can all learn from our good and bad bosses. Most leadership articles refer to the top qualities of successful leaders. Yet some new sales leaders start new leadership roles and everything wrong!

Sales Training Playbook by Lessonl

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