2015

Why Good Salespeople Are Hard To Find

Increase Sales

What makes for good salespeople? Some might respond with top sales skills. Others may suggest a great sales process. While there may be some who believe outstanding marketing is behind good salespeople.

Trends 453

2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth

Bernadette McClelland

2015 Sales Jumpstart Series: Building a Bridge towards Revenue Growth So the New Year begins, sales kick-offs are underway, everyone is refreshed and ready for a full year ahead. Ground plans have been sorted, territories allocated, budgets have been set. […]. Leadership Sales

15 Sales Tips from NSA ‘15

The Sales Heretic

As a sales trainer and keynote speaker, I am, of course, a member of the National Speakers Association. Which means that last week I was in Washington, D.C. for the 2015 NSA Annual Convention.

Course 338

“The Challenger Customer” – More Than A Sequel

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . A Review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. by Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

In My Own Words, and Their Own Words

Jeffrey Gitomer

We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. General Jeffrey gitomer Kate Smith Philadelphia Flyers Steiner Sports

Sports 336

More Trending

What Is Sales Without Relationships?

No More Cold Calling

Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO —fear of missing out.

How Dramatically Has Selling Changed?

Understanding the Sales Force

Image Copyright: 123RF Stock Photo. Yesterday, I was listening to a radio promotion when they said, "Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can''t remember].".

Google 302

B2B Marketing and Mobile: 10 Ways To Do It Right

Sales and Marketing Management

Issue Date: 2015-04-13. Author: Paige Musto, Director of Communications, Act-On Software. Teaser: Reckoning with mobile’s influence is no easy task, but it’s far from impossible – if you know what to prioritize and which minor adjustments to make to your existing marketing programs.

B2B 418

Sales excellence – listening is not a spectator sport

Sales Training Connection

Listening isn’t a spectator sport. You have to get in the game. You must convert from thinking about listening as something that is passive – to something that is active.

Sports 285

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

Pointclear

We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask?

Leads 267

Are Salespeople Really Expensive?

Increase Sales

First glance at this headline many mid-size to small business owners to even sales managers probably internally believe “heck yes, my salespeople are expensive.” Possibly some may even have a second thought about how to reduce that cost.

How Top Salespeople Have Perfected Asking For The Order

Bernadette McClelland

How Top Salespeople Have Perfected Asking For The Order I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get […].

Why You Can’t Motivate Anyone (And 16 Things You Can Do Instead)

The Sales Heretic

© Alexskopje | Dreamstime.com I am not a motivational speaker. While I am occasionally described as one—and I do speak at conferences, annual meetings and other events—the fact is that I’m not. For the simple reason that I can’t “motivate” anyone. And neither can you.

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.

4 Ways to Make Sure You Never Miss a Sale’s Call

The Pipeline

The Pipeline Guest Post – Jason Rueger. For small businesses, every contract and sale counts. That’s why you want to make sure you never miss a sales call. If you do, you may lose the customer, develop a reputation for being unavailable, or both.

How to Get Your Prospect Talking

Inside Sales Training

Have you ever had a prospect who plays his feelings on your product or service “close to the vest”? Someone who simply won’t share much of their opinion one way or the other? Or should I say how many prospects do you have like that?

How To Love Your Sales Role

Score More Sales

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. This Valentine’s Day week let’s talk about loving your career and why it is so important to you and others around you.

How To 302

Face-to-Face Meetings Are Back in Style

No More Cold Calling

Susan RoAne explains why in-person connections matter just as much as ever. Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed voraciously on every word, paragraph, and chapter.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

30 Reasons Why 1 Million Sales Jobs Will be Obsolete

Understanding the Sales Force

Image Copyright: / 123RF Stock Photo. On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk.

Do Great Salespeople Make Great Managers?

Sales and Marketing Management

Issue Date: 2015-08-03. Author: Gregg Schwartz. Teaser: Finding great managerial talent is always a tricky and uncertain proposition, but your team will often be better served if you look beyond the top sales performers.

Sales 403

Sales management coaching – the power of questions

Sales Training Connection

Sales Coaching. Asking questions is an underpinning of successful selling. The notion – ask, listen, and then talk is a powerful principle in the science of successful selling. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Realtors – Your Marketing Message Sucks – Part 01

Increase Sales

So you open your mail and find the following direct mail piece from a realtor with the following marketing message: Would you let a stranger into you home? . Then you turn over the card and read the rest of the marketing message: If you show your home yourself, that’s what you are doing.

Competitive Edge Series: Winning It and Losing It

Bernadette McClelland

Competitive Edge Series: Winning It and Losing It Most of us at some stage in our lives have had a wake-up call. Whether it be a health scare, a financial crisis or the death of someone we loved, and whilst, […].

16 Words (and Phrases) That Undermine Your Credibility

The Sales Heretic

Our words can either help or hinder our sales efforts. The right words can ease our buyer’s fears, stoke their excitement, and move them to action. The wrong words can annoy prospects, insult them, and even scare them off.

Buyer 334

How To Lose A Sale With Your First Response – Sales eXecution 282

The Pipeline

By Tibor Shanto - tibor.shanto@sellbetter.ca . When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong.

How To 334

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Positive Statements that Help You Sell

Inside Sales Training

When I began my sales career all those years ago, I was told that at the bottom of all successful sales was a transfer of emotion – my manager told me that I was either transferring my positive feelings about my product onto my buyer, or he/she was transferring their negative feelings about it to me.

12 Sales Time Hacks so You Can Sell More

Score More Sales

Want to know some of the top time hacks that sales reps can use to get more done? I recently did a webinar on being more productive in sales with Velocify. The recording , geared toward sales leaders but helpful for anyone in selling will give you even more ideas than what I’m listing here.

Google 288

Don’t Confuse Recommendations with Referral Leads

No More Cold Calling

Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers.” ” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure where the data came from or how accurate it was.