2015

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 341

7 Critical Sales Leadership Challenges

Steven Rosen

That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced.

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 339

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

“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.

More Trending

Mastering The Art Of Knowing Exactly What The Customer Wants

MTD Sales Training

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 303

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

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?

eBook 286

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

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

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 264

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.

What to do With a Nice Rep Who Just Can’t Sell?

Steven Rosen

I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations.

ACT 317

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How to Get Your Prospect Talking

Mr. Inside Sales

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 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

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 301

8 Traits That Will Transform You From Salesperson To Trusted Consultant

MTD Sales Training

Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Course 301

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.

The Next 'Can't Miss' Game Changer for Salespeople

Understanding the Sales Force

Copyright: 123RF Stock Photo. Another game changer? After so many in the last 5 years? It''s coming - no doubt about it. I''ll give you the background and tell you why this incredible tool will be the one to super charge your sales.

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.

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.

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.

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.

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 337

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.

Positive Statements that Help You Sell

Mr. Inside Sales

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.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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.

5 Sales Prospecting Lessons from Super Bowl XLIX

Score More Sales

It seemed like Super Bowl Sunday would never arrive, remember? Now it has come and gone. What 5 sales prospecting lessons can we take away from the big event? 1) Inbound Gets Your Interest. It is critical to pique your buyer’s curiosity in advance of an actual conversation when possible.

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! ]].