2012

Infographic: Sales Processes that Boost Conversion

Velocify

A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion.

Top 5 Must Haves for Sales Strategy Development

Sales Benchmark Index

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number.

Trending Sources

Egos Run Amok in the Small Business Quest to Increase Sales

Increase Sales

Yesterday in speaking with a small business owner over lunch (this was a social media Facebook friend that I had yet to meet in person), I realized egos running amok are probably one of the major reasons for the inability to increase sales.

How “Arrogant” is Your Company – Honestly?

Jonathan Farrington

Directors and management often see customer relations as the affair of a complaints department, while they are occupied with running the business. This is a form of warfare carried out against the irritating habits of customers seeking fair treatment, a fair deal or equality of relationship.

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

LinkedIn Acquires SlideShare

Fill the Funnel

LinkedIn announced the acquisition of the popular slide-sharing and hosting service SlideShare. With the substantial cash and stock power behind LinkedIn’s IPO, they have added to their momentum of expanding into additional productivity web tools.

Why sales people talk too much … and what to do about it

Sales Training Connection

Pre-Call Planning. Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much.

VIDEO: Three Fatal Mistakes When Giving Your Price

The Sales Hunter

If you are not closing more sales at full price, the reason could be three fatal mistakes you are making. You may not even be aware of these mistakes. In fact, most salespeople make them at one time or another. You can eliminate them, though. Check out the below video to see how.

Radio Silence Doesn’t Always Mean the Death of the Deal

No More Cold Calling

Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails.

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.

Taking the lead with lead quality insights

Velocify

Not all leads are equal, but too often we treat them that way. This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. How significant are the findings?

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The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift.

Selling is Social, Duh!

Increase Sales

With all the buzz around social media and how the 21st century business marketplace has dramatically, there appears to be this very obvious disconnect: Selling is social.

Do You Drop Your Pants Too Early?

Jonathan Farrington

Today’s post is all about defending margin, and so I apologize for any embarrassment the title may have caused – and I also apologize to anyone anticipating some mild titillation: In fact the only embarrassment I may cause you today, is if you recognize yourself in any of the scenarios!

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Account-Based Marketing: A Practical Guide

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

Poor Sales Traction: 15 Questions to Identify the Root Causes

Smart Selling Tools

Tweet Through the course of my professional endeavors, I am quite privileged to meet and interact with executives from an extensive array of companies, comprising all stages and strategies of development.

STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. unreachable dream? The first place to start is by looking at your sales people and discerning why they are not performing.

It Takes Only An Hour A Week To Produce Leads Through LinkedIn

MTD Sales Training

I must have said it time and time again, but when it comes to modern day selling, sales professionals and business owners alike can find real value in the LinkedIn platform as a sales tool, as there is so much potential for you to prospect for and engage with new leads and current clients online.

LinkedIn Worst Practice – You’ve Got to Be Kidding

Fill the Funnel

You know I am a big proponent for anyone in business using LinkedIn. Like most things in life, if you invest the time to learn how to use it, you will enjoy the ubiquitous Return On Investment.

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.

The Politics of Sales and Selling

Anthony Cole Training

For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling.

Salespeople Who Give Discounts are Not Salespeople

The Sales Hunter

It’s time for me to rant about salespeople and discounts. When a salesperson offers a customer a discount, what they’re saying is they have not been able to do a good enough of a job demonstrating value to the customer.

The 3 Top Industries for Social Selling with LinkedIn

No More Cold Calling

Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck. There are way too many people and “so-called experts” offering tips about social media. Then I met Kurt Shaver: He’s different.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations raises some unique challenges.

Sales Training Playbook by Lessonl

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

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing.

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The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

My Six Essential Qualities of Successful Sales Leadership

Jonathan Farrington

I have read a number of excellent articles recently regarding the “essential” traits of the very best sales leaders, and indeed I am often asked to define the essential qualities necessary to be successful in a front line sales leadership role.

4 Powerful Methods to Keep Deals from Stalling

Smart Selling Tools

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling.

The Art of Social Selling -- Summarized by getAbstract

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

Which Sales Rep do you Hire?

Steven Rosen

In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts.

Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse.

Top Sales Books to Read in 2013

Fill the Funnel

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012.

Build Sales with These LinkedIn Resources

Score More Sales

LinkedIn is the darling of the B2B selling world right now, for a number of reasons. As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. In fact, this month marks my 9th year as a LinkedIn member – October, 2003.

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.