2014

10 Traits of the New ‘A’ Player

Sales Benchmark Index

You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away.

It’s okay for salespeople to say no and to disagree

Sales Training Connection

Sales success tends to be built on a foundation of saying “yes” to customers in order to garner those initial sales.

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Trending Sources

6 Ways to Beat Lower-Priced Competitors

No More Cold Calling

Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more.

Top 5 Keys to Select and Hire Great Salespeople in 2015

Understanding the Sales Force

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?"

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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

11 Things Great Leaders Do that Managers Only Think About

The Sales Hunter

The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” ” Here is my list of what it takes to be a great leader: 1.

CSC Graduates Participate in Expert Super-Seller™ Panel at Sales Association Annual Conference

The Sales Association

Graduates of the Consultative Sales Certification (CSC) program contributed to an expert sales panel discussion during The Sales Association’s Annual Conference in Denver Colorado on November 13, 2014.

What’s More Important - Sales Management Skills or Behaviors?

Anthony Cole Training

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.

Woman Shaves Head for Client Fundraiser

Score More Sales

Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

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.

3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success.

Sales success – don’t forget these 6 soft skills

Sales Training Connection

Develop soft sales skills, too. Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught.

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Don’t Be One of “Those” People

No More Cold Calling

Nurture your network or lose it. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network.

You're Afraid to Sell Because You Think There is Hope

Understanding the Sales Force

It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can''t believe I''m a decade late watching this! A soldier was telling an officer that after the drop into Normandy, he simply hid in a ditch.

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Account-Based Marketing: A Practical Guide

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

3 Sales Management Secrets for Success

Steven Rosen

By Steven A. Rosen. You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. Hopefully you have had an awesome holiday and are charged up ready to have a great year!

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.”

3 Keys to Creating Deal-Winning Credibility by Kelly Riggs

Increase Sales

One of the big challenges that any salesperson faces is establishing credibility with a new prospect. If a prospect doesn’t know you or your company, that prospect must become convinced of three very important things: Making a change in suppliers is worth the hassle involved.

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.

You Are Losing New Customers Before You Ever Talk To Them

Fill the Funnel

Are you spending your sales and marketing efforts in the wrong area? Are your prospects clicking away without action? How are you delivering your messages and information to those most important to your business success?

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9 Ways to Overcome Sales Prospecting Anxiety

The Sales Hunter

Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Guess what? Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt.

The Essence of Effective Social Networking

Jonathan Farrington

Have you noticed that some people network effortlessly? Others become “great friends”?

How a CEO Rebuilds a World-Class Sales Force

Sales Benchmark Index

You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will you communicate to the board and shareholders that you have an answer? How do you plan to transform your sales force and correct course?

Sales Training Playbook by Lessonl

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

Onboarding salespeople – yesterday’s good is not good enough

Sales Training Connection

Onboarding New Sales Reps. How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great onboarding programs for new sales people are still the exception.

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Are You Expecting Too Much?

No More Cold Calling

Great expectations lead to great sales outcomes. Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. That’s the best test for whether the person is serious about moving forward.”.

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This is the One Thing Missing from the New Way of Selling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I subscribe to several newsletters written by medical doctors who practice natural medicine.

How to Measure Sales Manager Coaching Effectiveness

Steven Rosen

Benchmarking Coaching Effectiveness. By Steven A. Rosen. Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess.

The Art of Social Selling -- Summarized by getAbstract

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

Put a Little Personality into Selling

Your Sales Management Guru

Put a Little Personality into Selling. The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it.

Smart Selling Visions: Up-Close with Top Revenue Leader Henry Schuck

Smart Selling Tools

We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning and their vision, for the industry.

Are You Favoring the Path of Least Resistance?

Increase Sales

Water it is said favors the path of least resistance. Maybe this also true for us as human beings? Isn’t it much easier to go with the flow than to stop; actually think and take a different path?

Sales, Goals & Life. and Lauren Hill

Anthony Cole Training

Once again, I’m flooded with stuff happening around me that has nothing or very little to do directly with sales… and I cannot help myself but to connect these thoughts and events to what I love to do – coach and teach sales and sales management.

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.