2015

Trending Sources

Be Prepared: Visualize the Steps to Sales Success

Pipeliner

If you’ve got an important sales opportunity in the works, you can improve your chance of success by preparing in advance, and visualizing the steps that will lead your prospect to make a purchase decision in your favor.

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.

5 Tips for Women in Sales: Get Ready to Change the Game

No More Cold Calling

Believe it or not, women have the advantage in selling. Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall. I wasn’t like that, and I´m still not. But charisma isn’t what makes a good salesperson.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. What really separates the best salespeople from the rest of the pack?

Buyer 134

Sales Training Playbook by Lessonl

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

More Trending

The Key to Developing Outstanding Sales Managers

Steven Rosen

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people.

Top 5 SEO tips for landing page optimization

Salesfusion

The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion. Best Practices Marketing Automation Uncategorized search engine optimization

Sales management – the power of culture

Sales Training Connection

Consider this …. “If If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and will do the right things from an execution perspective. I used to think strategy, execution and culture were a three-legged stool.

7 Ways To Make Your Monday Morning Sales Meetings Buzz

MTD Sales Training

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

The Art of Social Selling -- Summarized by getAbstract

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

Sales Managers: Prepare Your People for What’s Coming

Pipeliner

There are 18 million people currently in Sales today in North America. Gartner Group predicts that only 4 million will be left by 2020. Is that likely? What we do know is that Sales is undergoing unprecedented transformation.

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Unfortunately, these are usually the most obvious and ignored even with the plethora of marketing, selling and overall sales advice.

B2B 133

What the 15 Top Women Leaders Have in Common

No More Cold Calling

Leadership today requires a feminine touch. Tell your kids to do something? Forget it. They’ll either ignore you or do the opposite. Find a way to influence their thinking so they learn to make wise decisions? Well, that’s a different story.

The “Prospecting” Disease

Sales and Management Blog

During my three decades in the sales industry I’ve worked with, met, coached, and observed thousands of sellers from a multitude of industries. They’ve been new and experienced, inside and outside sellers, big ticket and small, specialized products and services as well as common, commodity products, some very successful and a great many barely holding their own or failing. Some have been hail fellow well met types, others have been shy introverts. Some pound the phones, others pound the pavement.

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.

The #1 Reason Why Sales People Underperform - Taking Responsibility

Anthony Cole Training

Without a doubt, Sales and Sales Management is an art and a science. On January 13 th , I posted the first article in the Series: Why Isn’t Your Sale Team Selling As Expected?

Sales 106

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].".

Wait a Minute Here: Promoting a Team Culture That Questions the Status Quo

The Productivity Pro

“Any business today that embraces the status quo as an operating principle is going to be on a death march.” ” ― Howard Shultz, Chairman and CEO of Starbucks. Here is the weekly roundup of activity from Laura Stack’s blog, columns, podcast, and other featured articles.

Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of course my focus is on sales, sales leadership, executives and business.

Successful Selling

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

Top 10 Email Marketing Trends for 2015

Salesfusion

The post Top 10 Email Marketing Trends for 2015 appeared first on Salesfusion. Marketing Automation

Trends 120

Sales management – balancing micromanaging and abandoning

Sales Training Connection

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers.

What To Say When The Customer Asks, “Why Should We Use You?”

MTD Sales Training

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To Build Emotional Intelligence in a Winning Sales Team

Pipeliner

“Emotional intelligence” and “sales” are not often mentioned together — they’re considered oil and water. Sales leaders often mistakenly confuse emotional intelligence with being weak, which is far from the reality.

How To 252

The Scariness of Forward Thinking Leadership

Increase Sales

Believe it or not what scares many people are those individuals who demonstrate forward thinking leadership. For it appears, those who claim to what the status quo to change truly don’t want that change because change threatens their own authority, influence and power. Credit www.gratisography.com.

3 Reasons Sales Teams Should Never Ask for Referrals on LinkedIn

No More Cold Calling

Don’t alienate your social networks by asking for referrals the wrong way. Are your reps just clicking buttons to invite people to connect on LinkedIn? Or worse yet, to ask for referrals? The “standard” invite has become pretty standard.

Objection? Buying Signal? Maybe Neither–Maybe You’re Being Put Under the Microscope

Sales and Management Blog

A few years ago I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.” In the course of the article I argued that it is natural for a prospect to ask about price–and often to do so too early in the sale, before the seller has had an opportunity to create real value for the prospect—because price is one of the factors prospects use as they seek to qualify the seller and the purchasing opportunity.

Predictive Sales Analytics: The New Normal?

Smart Selling Tools

Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms.

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.

Call Him, Email Me, Text Her: The Many Methods of Business Communication

The Productivity Pro

“ The most important thing in communication is hearing what isn’t said. “ – Peter F. Drucker, Father of Management Theory. Recently, I read an article discussing how, in addition to basic methods of written and verbal communication, savvy workers also learn to decode non-verbal communication.

Top 10 Sales Coaching Quotes

Steven Rosen

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do.

Do your prospects think of your email as spam?

Salesfusion

The post Do your prospects think of your email as spam? appeared first on Salesfusion. Marketing Automation

Sales success – just how important is grit?

Sales Training Connection

One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. Cox was interested in identifying the factors that contributed to the accomplishments of true genius.

16 Questions That Will Help You Understand The Buyer’s Perspective

MTD Sales Training

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Buyer Types buyer's perspective understanding wants and needs

Buyer 101
Buyer 101