2014

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.

Self Improvement Is a Continuum of Ongoing Choices

Increase Sales

Walk into any bookstore or browse online and you will find more books on self improvement than any other type of non-fiction genre. What I think is happening is self improvement has become the new quick fix for many individuals.

4 Steps to Master Your Territory

Sales Benchmark Index

“The only thing that is constant is change.” – Heraclitus. The beginning of the year can be filled with challenges, such as: Getting back to work after the holidays. Preparing for the BIG kickoff meetings. New products or services in your portfolio. Changes in personnel. A higher sales number to hit.

Communication Is A Deal Killer

Fill the Funnel

Your communication skills could be killing deals and your career! In business, as in all areas of life, communication is everything. How well you communicate with others is a major determinant of your success. All to often, we don’t give communication the consideration it deserves.

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An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

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The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked.

5 Keys to Building Successful Sales Teams - Keep Them Motivated

Anthony Cole Training

In a previous blog, I talked about my own motivation as it related to my athletic career.

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.”

How to Challenge the Status Quo? Accept Being Alone

Increase Sales

Being ahead of the flow requires forward thinking leaders to accept being alone. This is one of many tactics in how to challenge the status quo as illustrated through the Law of Diffusion or the Diffusion Curve.

How To 207

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Sandvik Sales Team Members Awarded Sales Association Certification

The Sales Association

On May 16th, 2014, 19 members of the Sandvik Coromant sales departments from eight countries and nine different time zones were awarded Consultative Sales Certification™ (CSC) in a virtual graduation ceremony. This was not just an online meeting, but an actual graduation ceremony with presentations from students, faculty and awarding of diplomas”, said Jeff Arnold, Executive Director of the Sales Association who delivered the commencement address during the event.

Your Personal Commitment to Change Is?

Increase Sales

Change or more importantly sustainable change requires a personal commitment. This is just as true for self improvement as it is for sales people seeking that next buyer. If the buyer is not committed to change, the likelihood of that sale being earned has been greatly diminished.

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How to Avoid Bad Hires

Sales Benchmark Index

Perhaps you have recently made a few hiring mistakes. You are not alone. Statistics show that 80% of employee turnover is due to bad hiring decisions. This is according to The Harvard Business Review. It is frustrating when you think about the time and dollars you invested.

How To 204

Results You Can Achieve From The Visual Impact of Mind Maps

Fill the Funnel

Tony Buzan, the creator of mind mapping, outlined some guidelines for creating mind maps. Most of them focused on the visuals. He said that you should make your maps as colorful and vibrant as possible, with a great deal of images, graphics, symbols, and creative lettering.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Sales managers must be roadblock removers

Sales Training Connection

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? If you’re like most, it’s likely that your salespeople are attending too many unnecessary meetings and responding to too many unnecessary requests for information.

Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold.

Relationship Selling – Don’t Propose Marriage on the First Date!

Jonathan Farrington

You have to sell first, prove yourself first, before you can hope to develop a relationship. Leading with the notion that you can build any sort of relationship from the outset, is hopelessly out of touch, but that is precisely what around 90% of front-line sales professionals are still trying to do.

Life Enrichment: Passion

Your Sales Management Guru

Life Enrichment: Passion. During the weekend a friend asked me where I had been recently, when I mentioned that in July I had been in San Diego, Washington DC, Ft. Lauderdale and that I was leaving this week for Las Vegas he just shook his head and said: “I don’t know now how you do it! ”.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

What Can I Learn From A Sales Fail Tale?

Anthony Cole Training

A guest blog by Walt Gerano, Sales Development Expert. Welcome to the final in the series, Tale of the Fail. Will Rogers said, “Even if you’re on the right track, you’ll get run over if you just sit there.”. Well, he was right. Welcome to my train wreck.

Real Leaders Remember Those Along the Way

Increase Sales

How many times do people “suddenly make it” in the business world and then forget those who helped them? I see this more often than not. These individuals who have made it now are viewed as leaders, as business experts or gurus by the general public.

Are You in Demand? 5 Ways to Stand Out on Linkedin

Sales Benchmark Index

Are you in demand? Do people seek you out? Do they feel it is important to be in your network? If not, you are falling off pace in this new social world we live in. Social Selling Demand Generation CMO Marketing Resources Social Media Social Prospecting

Are You Missing the “Network” Opportunity?

Sales Benchmark Index

I recently read a great article from Reid Hoffman, the founder of LinkedIn. The main theme was asking if you were “Network Literate” As a Marketing Leader, you may think you are a master of the domain. But are you really? Be brutally honest with yourself.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Why Social Media Content Fails

Sales Benchmark Index

The wrong marketing strategy is the biggest threat to a Chief Marketing Officer''s success. A massive gap in market strategy for most companies is quality content. This is particularly true for social media content in a B2B marketing team.

17 Simple Questions to Assess a New Sales Team

Sales Benchmark Index

Every successful sales leader eventually gets a task so big he doesn’t know where to start. The biggest mountain for me was always the “new assignment.” ” Three times it happened because of acquisitions, and twice because of promotions.

Social Selling Isn’t All About Selling

Fill the Funnel

Too many times the word “selling” implies talking or presenting ideas and products to a prospect/customer.

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.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Are Inside Sales and Consultative Selling Mutually Exclusive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king.

68% Of CEOs Have No Social Media Presence Whatsoever – What a Surprise!

Jonathan Farrington

I read a very interesting article on the excellent Loyalty 360 site yesterday. They re-published a piece by Michael Bremner of SAP. Here are some extracts …. “According to a recent report by CEO.com, 68% of Fortune 500 CEOs have no social media presence whatsoever. .

Slammed!!! The first time sales manager

Your Sales Management Guru

Slammed!!! The First Time Sales Manager. I can remember…those first 6 months as a new sales manager was a challenge! I had taken over from two previous sales managers who were now reporting to me and three other salespeople for a total of five on my team.

How to Avoid a Sales “Choke”

Anthony Cole Training

Guest Post By Walt Gerano, Sales Development Expert. When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next.

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From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)