2013

10 Lead Generation Strategies To Explore In Your B2B Organisation

Pipeliner

Two of the biggest marketing challenges facing your B2B business right now are: How to generate more leads How to enhance the quality of the leads you do generate Not all leads are equal.

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.

Trending Sources

Social Selling is Personalized Selling: Why it’s No Longer an Option

Smart Selling Tools

What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’

The Digitization of Everything and It’s Impact on Customer Experience

Brian Vellmure

It’s 10:30 in the morning, and her Jawbone buzzes. Jane is notified that she’s been sitting too long, and her meeting is ending anyway. She rises up from her booth at the coffee shop, bids her associate good bye, and walks through the mall towards the parking lot.

Sales Training Playbook by Lessonl

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

More Trending

14 Things Great Salespeople Always Do That Average Salespeople Only Think About

The Sales Hunter

What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1.

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.

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.

10 Qualities That Make A Super-Salesperson

MTD Sales Training

All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Mindset sales best practice salespeople best practice top skills for salespeople

Margin 103

The Art of Social Selling -- Summarized by getAbstract

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

How to Create a Lead Generation Strategy for your B2B Organisation

Pipeliner

Lead generation is the act of stimulating interest amongst your target audience for a particular product or service so you can draw them into your sales pipeline. Because lead generation helps to feed the early stages of your sales process, a robust strategy is essential to successful sales.

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.

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 151

Everybody’s talking about Customer Experience. Customers still not getting what they need.

Brian Vellmure

Lots of executives, marketers, customer service folks say they work for a customer focused organization. They say they care about the customer experience.

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.

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.

Building Your Business on Referrals Part 1: Understanding the 4 Pillars of a Successful Referral

Sales and Management Blog

At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given once the seller has completed the sale, has done a good job for the client, and then asks a general question such as, “do you know of anyone else that I might be able to help?,” or, “do you know of anyone else that might benefit from my products and services?”.

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.

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.

Successful Selling

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

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? ".

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

How To Build Your Sales Pipeline in 2013

MTD Sales Training

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Enhance Your Sales Success With A Buyer Persona

Pipeliner

The single biggest thing you can do to enhance the effectiveness and performance of your sales pipeline is to create a buyer persona. It’s a bold statement; so let me tell you why… A buyer persona is a fictional avatar that best describes your ideal prospect.

Buyer 182

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.

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.

What will CRM look like over the next 5 years? Software Advice Interview Highlights

Brian Vellmure

Ashley Verrill – a expert with CRM reviewer SoftwareAdvice.com – interviewed me recently for the second edition of CRM’s Next 5 in 5. This report was an update from predictions five of my industry cohorts made about technologies that will change CRM in the next five years.

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.

The Myth of the Nobility of Failure

Sales and Management Blog

I’m a failure. I’ve had two failed businesses in the past. I agonized over them. I lost lots of money trying to build and eventually save them. I lost sleep over them. I lost self respect over them. My failure hurt other people—people who worked for me or whose business my business helped support. . I learned a great deal from those experiences—although my initial lessons learned were false lessons.

System 106

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.

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.”

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!

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.