April, 2017

Trending Sources

How a sales leader can develop a remarkable team

Pipeliner

How well an organization performs is not governed by the quality of talent at the extremes of the bell curve. Individual superstars will always make a noticeable contribution; ineffective employees will always drag results down.

Will You Be a Casualty of the Sales Coaching or Business Coaching Stampede?

Increase Sales

Well, it seems like everyone is now a coach, be it sales coaching, business coaching or even executive coaching.

How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Understanding the Sales Force

Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science.

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Data Sales 117

The lost art of call planning

Sales Training Connection

After many years of sitting in on sales calls and even more providing feedback to salespeople in sales simulations, we’ve noticed there definitely is variability in the amount and quality of pre-call planning.

Sales Training Playbook by Lessonl

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

More Trending

The Spraying and Praying of Social Selling

Increase Sales

As part of my overall social selling efforts, I regularly ask those who wish to connect with me on LinkedIn what prompted their LinkedIn invitations.

Which Salespeople are Easier to Train - Millennials or Veteran Salespeople?

Understanding the Sales Force

We brought home a puppy and we had him completely housebroken in 4 days. He's really smart and we've done this before, a combination that makes it nearly impossible to screw up.

How can new sales reps build their credibility?

Sales Training Connection

New Sales Reps. What would successful sales reps and sales managers tell a new salesperson on how to gain credibility? We posed that question to our customers and heard many great recommendations, like: Listen to the customer’s needs.

Love Your Losses (and No Decisions)

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy SBI on Demand loss interview loss review sales leader win loss interview

The Art of Social Selling -- Summarized by getAbstract

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

I Have Seen the Future of Sales and it is Bright

The Sales Hunter

Never before have I been more proud of the sales profession and more passionate about its impact on the global economy. In this era of consolidation and trends that move at the speed of a tweet, sales is a profession that doesn’t just stay the course, but sets the course.

Artificial Intelligence: Replacing Sales and Customer Service?

Pipeliner

Today we are seeing an increasing amount of news and commentary about the necessity for artificial intelligence (AI) to intervene in or perhaps even replace live human interaction in areas such as sales and customer service.

Want to Increase Sales? Just Answer Your Phone!

Increase Sales

Local small businesses continue to clamor for more sales. Continued calls to increase sales resonate from social media to one on one conversations. Yet, if these sales hungry SMB would just answer their phones, I am sure they would find new sales leads, new customers and continued opportunities.

The Future of Selling - Understanding This Crucial Sales Competency is More Important Than Ever

Understanding the Sales Force

Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well.

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.

Demo Dysfunction Syndrome is why You lose Clients at “Hello”

Babette Ten Haken

Demo dysfunction syndrome is a serious sales and engineering condition. And it’s time for us to have yet another talk about this subject. For starters, you continue to lose client opportunities at “Hello. Have you noticed?

6 Things to Look For In a Sales Routing Tool

Fill the Funnel

The secret is out – sales routing apps are becoming the best tools for road warriors to save time and sell more. But with several out on the market, how do you know which one to choose?

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Autopsy of a Failed Sales Process Implementation

Sales Benchmark Index

Article Sales Strategy failed failed sales process implementation sales process sales process failure sales process implementation

CRM as a Swiss Army Knife

Pipeliner

A multi-tool for coaching to and managing the sales process. Today’s CRM is like a Swiss Army knife. The multi-tool is useful for just about any task, trade, or adventure.

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Successful Selling

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

Your First Rule of Sales Is Probably Not This One

Increase Sales

Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as: People buy from people they know, like or trust. Ask open ended questions. Research your sales prospect. Understand your solution.

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What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

Image Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon.

What Makes a Sales Manager Awesome or Awful?

Score More Sales

Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.

Guest Post: Three Mindsets of a Great Sales Coach

Mukesh Gupta

3 mindsets of a great sales coach by Mukesh Gupta. Intro: This is a guest post by Kevin F Davis. Kevin is the founder and president of TopLine Leadership, Inc. which provides customized sales management development programs and services.

10 Reasons Why I’m Proud to be Prospecting

The Sales Hunter

Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m I’m […]. Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

True Sales Tales: ???? Surprise, Surprise! CEO on a Stick!

Pipeliner

Editor’s Note: With this post, we hereby throw the door wide open for your great true sales stories! See info at the end of the post. If you are in sales you are used to surprises – some good , some not so much. They are, in many ways, an occupational hazard.

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Your Third, But Not Your Final Step to Increase Sales

Increase Sales

Sales is a process and one that is dynamic, fluid and yet still constant. To actually increase sales requires you to execute, take action after you have engaged in assessing and clarifying your direction.

Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching

Understanding the Sales Force

Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located.

Stress is Only Bad If It’s Bad: Five Instances When Stress Is Good for You

The Productivity Pro

“Adopting the right attitude can convert a negative stress into a positive one.” ” Hans Selye, Austrian-Canadian endocrinologist. Stress gets a bad rap it doesn’t always deserve.

A New Sales Org Model That’s Turning Heads

Sales Benchmark Index

Article Corporate Strategy Sales Strategy flat organization org structure organization model pod concept pod structure sales leader sales org sales organization Sales Structure vice president of sales vp sales

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Three Questions that matter the most for a Leader

Mukesh Gupta

Questions that matter the most by Mukesh Gupta. When we look at all the aspects of leadership, there are three core and fundamental questions that matter the most to the people whom we intend to lead. Do You Know What You Are Talking About? The most important aspect of leadership, then is competence. Do we know what we are talking about? Do we know what the ground reality is? Do we understand the process enough to make sense? Do we know where we are going? And why?

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Your 12-Step Action Plan For A Great Sales Demo

Pipeliner

“A demonstration is one of your best sales tools if you have a high-quality product. It helps get a prospect interested and excited about your solution, and is also an effective way to address the prospect’s specific product-related concerns.” – Neil Kokemuller.

The Ultimate Leadership Question Is?

Increase Sales

Probably you have your most favorite leadership question because it works. Over the years I have discovered this to be for me as well as for my clients the ultimate leadership question an effective sales leader, manager or CEO can ask: What do you need from me to allow you to complete this task to secure the desired result? The reason I believe this is the ultimate leadership question goes back to Peter Drucker’s first definition of leadership: “Leadership is all about results.”

Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended.