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.

Sales 227

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.

Trending Sources

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

Rebuttal to What Elite Salespeople Do Differently

Understanding the Sales Force

Copyright: / 123RF Stock Photo. Dave Kurlan objective management group OMG Assessment comparison of top versus bottom salespeople what sales winners do differently

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

10 Ways to Increase Your Value as a Salesperson with Your Customers

The Sales Hunter

Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both you and your customer can’t answer.

What Sales Leaders Should Have On Their Calendar

Fill the Funnel

Click the video above to learn why Sales leaders, future sales leaders and those that would like to become a sales leader in the future will all benefit from registering for this free event and attending on Tuesday, March 31st at 11:00 am Eastern.

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How High-Performing Sales Organizations Differ From Others

Smart Selling Tools

What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? That’s what Velocify , along with Steve Martin , author of the “Heavy Hitter” series of books on enterprise selling, set out to discover.

Survey 136

To Manage Sales You Must Manage Sales Leads

Pointclear

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

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.

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 132

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.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today!

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].".

Account-Based Marketing: A Practical Guide

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

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.

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.

Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long.

10 Time-Saving Techniques for Salespeople

The Sales Hunter

Who among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone. We delete messages much faster when we view them on our smart phone.

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.

Salespeople are AWESOME

Score More Sales

Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something.

Why Do Buyers Buy?

Jonathan Farrington

Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. The more you understand the function of human motivation, the more successfully you will sell. In its simplest form, motivation emerges as a cycle. It starts with a want or need, expressed or hidden.

Buyer 90

"Marketing is too important to be left to marketers."

Pointclear

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing. And, as a marketer, I love laughing at myself and those who do what I do.

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.

Sales Training Playbook by Lessonl

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

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.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.

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.

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.

The Art of Social Selling -- Summarized by getAbstract

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

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.

Study 116

Sales Managers - You Must Sweat the Small Stuff!

Anthony Cole Training

I’ve not read the book Don’t Sweat The Small Stuff and It’s All Small Stuff by Richard Carlson. It’s a catchy title and I’m sure a good read. If you are looking for a solution on how to keep from chasing every chicken you see then I’m sure there is good information to be gleaned from the book.

Does Your Prospecting Plan Work? 11 Questions to Ask Yourself

The Sales Hunter

The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan.

Sign Of A Healthy Sales Team Is An Empty Conference Room

Fill the Funnel

Conference rooms and weekly sales meetings are relics of a time without the internet, webcams, smartphones and powerful web tools. A conference room full of sales people and sales leaders just might be the biggest time waste of the week.

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.