| 3 Ways to Differentiate Yourself and Your Offering in Sales |
March 8, 2010
Source: The Sales Blog |
1. Possess the Foundational Attributes
The first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy from you?”
There were two comments on this week’s post 2 Ways to Create Influence and Persuade Others that speak to this point. [...]3 Ways to Differentiate Yourself and Your Offering in Sales is a p... [read full article]
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| 10 Favorite Responses to the Dead End Prospect |
March 7, 2010
Source: Skip Anderson |
My definition of a "dead end prospect" is a prospect with which you've completed your selling process, handled any objections, and, despite your best efforts at doing a bang up job selling, have reached a dead end, without any clear reason why the prospect isn't buying. The dead-ender almost always is a result of ... [read full article]
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| Who Really Achieves Success in Sales? |
March 8, 2010
Source: Salesopedia |
Success in sales does not go to the one who has the lowest price.
Nor does success in sales go to the one who has the best customers.
And, success in sales does not go the one who has the most intelligence.
Who really achieves success in sales? The people who practice integrity with every person with whom they come in contact. There is no substitute â?? no alternative â?? to consistent integrit... [read full article]
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| 3 Ways to Improve Your Ability to Diagnose for Salespeople |
March 7, 2010
Source: The Sales Blog |
To diagnose in sales is to be able to discover the root cause of your client’s business problem or challenge. It is the ability to recognize what is undesirable by the signs and the symptoms. But to diagnose is not to prescribe the cure—that is a very different outcome!
1. Suspend Your Judgment and Be Open [...]3 Ways to Improve Your Ability to Diagnose for Salespeople is a post from: The Sales B... [read full article]
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| The Top 5 Factors to Predict Sales Turnover |
March 6, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanYesterday, I began a discussion about sales longevity or, if you prefer, turnover. What are the factors that lead to turnover and how much of that can be predicted? Start with yesterday's article on How Long Will a Salesperson Stick?Get ready for a discussion that is backed by data - more Science of Sales Force Management stuff! Speaki... [read full article]
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| 7 Ways to Improve Your Business Acumen for Sales |
March 6, 2010
Source: The Sales Blog |
As we have moved from product sales, to solutions sales, to business improvement and acceleration sales, the skill sets for success in sales have changed. To be effective now, salespeople need to be great businesspeople; they need to understand how to create business results for their clients.
Business acumen is too rare in sales. We spend [...]7 Ways to Improve Your Business Acumen for Sales is ... [read full article]
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| Creating Resonation Points in Your Customer: Six Sales Tips to Sell More |
March 6, 2010
Source: Skip Anderson |
I have a stunning admission to make: I sing in the shower.
There. I said it. I'm a shower singer: Billie Jean; Fly Me to the Moon; The second movement of Brahms' German Requiem; Single Ladies; Birthday Sex; Macarena...they're all in my shower repertoire. Our dog LuLu loves it. My wife? Not so much.
One thing I enjoy about singing in my shower is the standing waves you hit on certain pitches tha... [read full article]
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| How To Pinpoint the Customer Benefit |
March 6, 2010
Source: Sales Machine |
We help a Sales Machine reader who has problems finding business benefits.
... [read full article]
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| The Art of Motivating a Prospect |
March 6, 2010
Source: Sales Gravy |
There
is a tendency for some sales reps to cookie-cut the needs analysis
process and pigeonhole people rather than take the time to fully
personalize their recommendations. Find out what's important to them...
what are their goals and concerns for the future?... [read full article]
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| 3 Vital Parts of Your Strategic Marketing Plan |
March 6, 2010
Source: Sales and Marketing Blog |
In order to survive in today’s constantly changing and very competitive marketplace it is crucial to have a practical your marketing plan which takes into account the importance of obtaining a measurable return on effort and money expended on any marketing activities.
Your strategic marketing plan is a document that clearly states why you are in [...] ... [read full article]
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| The Top 5 Factors for Sales Longevity |
March 5, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanYesterday, I began a discussion about sales longevity or, if you prefer, turnover. What are the factors that lead to sales longevity or turnover and how much of that can be predicted? Start with yesterday's article on How Long Will a Salesperson Stick?I did mine the data and it wasn't easy! Some of the factors I expected to see just di... [read full article]
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| How Decisions Were Made On The Starship Enterprise |
March 5, 2010
Source: Jonathan Farrington's Blog |
Everyone has a different make-up that influences how they take decisions. Ned Herrmann’s extensive research in this field led to the Herrmann Brain Theory.
These are four parts of the brain. As well as the familiar parts (the cerebral brain) – Left (realistic) and Right (idealistic) – there are also the less familiar (Limbic) parts – [...... [read full article]
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| 7 Ways To Be Better at Prospecting |
March 5, 2010
Source: The Sales Blog |
1. Consistency Counts: Prospect Daily!
Salespeople acquire new clients, and to do so, they necessarily open relationships. Prospecting is the art of opening new relationships. The new business opportunities that later turn into sales are initially identified through prospecting, making prospecting the lifeblood of sales.
The first way to improve you’re your prospecting results is to acknowledge [... [read full article]
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| How To Close a Sale |
March 5, 2010
Source: Sales Machine |
The single most important post that has ever appeared in the Sales Machine blog
... [read full article]
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| Integrity Leads to Sales Success |
March 5, 2010
Source: Sales Gravy |
How
would you define integrity? I would define it as adhering to strong
moral and ethical standards, regardless of the situation or result of
such commitment. In other words, integrity is not a commodity you can
casually use when it benefits you, and carelessly throw aside when it
doesn?t. Consistency is one of the hallmark signs of true integrity.... [read full article]
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| 10 Key Indicators of Your Campaigns Performance |
March 5, 2010
Source: Sales and Marketing Blog |
If you want your marketing strategy to prove effective, at the end of the year we need to check whether you stuck with the plan and how well you did with the individual campaigns.
Here is a clear description of what you should measure:
Campaign Start – When did the campaign start?
Expected # Leads – How many [...] ... [read full article]
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| Closing the Sale |
March 5, 2010
Source: Kahle Way B2B Sales Blog |
by Dave Kahle
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, sales people who don’t close consistently waste a lot of their time, waste their customer’s time, and are not nearly as effective as they [...]Closing the Sale is a post from: Kahle Way B2B S... [read full article]
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| 4 Ways to Be a Better Closer |
March 4, 2010
Source: The Sales Blog |
Closing is the art of gaining of commitment. Some commitment gaining occurs at the end of the sales cycle. But more often there are many smaller commitments that allow the sale to move forward. The industry has historically placed far too much emphasis on the closing event at the end of the sales cycle and [...]4 Ways to Be a Better Closer is a post from: The Sales Blog | S. Anthony Iannarino
... [read full article]
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| 4 Secrets of Marketing to Your Target Market |
March 4, 2010
Source: Sales and Marketing Blog |
One of the crucial aspects of your marketing is the right targeting – what type of customers will be most profitable for you to aim at?
Have you applied your familiarity and experience with the existing customers in choosing areas of the main focus for future?
Identify new opportunities in the your market
Know who to target [...] ... [read full article]
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| Great Sales Opportunities That Don't Close |
March 3, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanIf getting opportunities into the pipeline is the most universal sales challenge, then getting opportunities closed comes in a close second. I'm talking about prospects who aren't ready to say, "yes" but are still "very interested". These calls pose problems for salespeople for several reasons:Prospects go into hiding and don't take or return call... [read full article]
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| Aha Moments About Lean Six Sigma in Sales and Marketing |
March 3, 2010
Source: SalesPerformance.com |
The systems thinking of lean and six sigma leads companies to experience "aha moments." You can make these breakthroughs happen for more people more often... [read full article]
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| How to Get Salespeople to Stop Resisting Change |
March 2, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanI was listening to MLB Home Plate on XM Radio this morning. Spring Training has begun and their station is buzzing with baseball news. One story was about the many former stars that come to spring training sites to help the young players on their former teams. Think about it for a minute. Professional baseball players - those who... [read full article]
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| 4 Ways To Improve Your Communication Skills for Sales |
March 2, 2010
Source: The Sales Blog |
1. Learn to Be an Exceptional Listener
The first step to learning to communicate well is to know that listening well is a far more important skill than speaking well. And it is far more rare. Truly listening, without your thoughts wandering or planning your response, is an act of caring. It is immediately felt and [...]4 Ways To Improve Your Communication Skills for Sales is a post from: The Sale... [read full article]
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| How A Product Works vs. How to Sell |
March 1, 2010
Source: Skip Anderson |
You sell a product or service. Your prospects might want to know how your product or service works, so you often need to tell them what it does, how it does it, and what the prospect should know about the product or service if the prospect decides to own it. But that is not selling. It is often part of selling, but it's not selling. Yet, many salespeople confuse "How a product works" with "how to... [read full article]
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| Increase Your Sales with Actionable Emails |
March 2, 2010
Source: Eyes on Sales |
I hate long emails. They take too long to read and typically include action items I just don’t have time for. Your customers are no different and it’s impacting your ability to close sales. But if you make your emails easy to respond to, you’ll discover that both customers and prospects you’re working with will respond more promptly and keep your sales process moving f... [read full article]
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| 10 Principles for B2B Sales |
March 2, 2010
Source: Better Closer | Sales Improvement |
I’m continually amazed at how many B2B sales folks are not yet making social media a serious part of their sales process. Half of those people are apprehensive about trying something new and the other half believe it will be a big waste of time.
My hope is that following these 10 simple principles will get [...... [read full article]
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| Who Are Your Most Important Accounts – Do You Know? |
March 1, 2010
Source: Jonathan Farrington's Blog |
Many organisations do not know who their major accounts are. Certainly many of the people who manage the relationships do not know and even if they know, very few people understand why this customer is a major account but that one is not.
A quick way to test this is to ask ten people in your [...... [read full article]
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| What’s the biggest frustration for sales managers? |
March 1, 2010
Source: the Sales 2.0 Network |
Front-line sales management can be one of the toughest jobs. In many ways, you’ve a lot of responsibility – but you’re dependent on your team to deliver. At times you need to be a blend of manager, business analyst, coach,…... [read full article]
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| 2 Ways to Outsell Your Fiercest Competitor! |
March 1, 2010
Source: SalesBlogcast |
If you are in a highly competitive industry, you are always going up against an arch rival that’s chasing after the same business opportunities. They are a formidable foe. Just like you, they are willing to work harder than anyone else, they crank out the phone calls, they are relentless about follow-up, and if it comes down to a price war... they will practically give it away just to beat you.... [read full article]
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| 6 Ways You Can Prove You Care in Sales |
February 28, 2010
Source: The Sales Blog |
1. Be Action-Oriented
Caring is the desire to achieve a positive outcome for someone else. In sales, that someone is your prospect or clients.
This is not a touchy-feely, emotional kind of caring (although we often have deep relationships with our customers that result in life-long friendships). This caring is action-oriented; it is felt by your actions [...]6 Ways You Can Prove You Care in Sales... [read full article]
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| The Three “I”s of Open Ended Questions |
February 27, 2010
Source: Jonathan Farrington's Blog |
The JF Guest Author Spot
Nancy Bleeke
Every effective sales training course teaches sales professionals to ask open-ended questions. These are the questions that start with who, what, why, when, how, etc. Why are open ended questions so universally taught? Because:
• They solicit great information
• Get the person talking
• Allow you and them to find out if [...... [read full article]
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| It's Time to Calibrate Your Sales Radar! |
February 27, 2010
Source: Skip Anderson |
Even though I lived outside Minnesota at the time, the matter of principle kicked in, and I spent a lot more money getting to the courthouse in Duluth, Minnesota for my court appearance than the ticket would have cost me. And did I mention the attorney I hired to get me out of this ticket? But principle is like that... [read full article]
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| Turn Gatekeepers Into Escorts (Plus: Sales Team Meeting Idea) |
February 27, 2010
Source: SalesJournal.com |
Today’s blog is by Jill Myrick, CEO of Meeting to Win and an expert in building winning sales meetings.
Imagine… those currently keeping you from bringing solutions to decision makers actually setting up the meeting for you to do just that. Seem like a dream? It’s not…To do this, sales reps need to think differently about [...... [read full article]
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| Secrets to Selling to the C Suite |
February 27, 2010
Source: Drew Stevens Consulting |
The current recession has selling professionals and their management seeking alternatives to increase sales. One issue that continually arises is selling to the C Suite. There is a belief that if selling professionals increase their abilities to corporate executives both closure and sales revenues will increase. That may or may not be true.
The first item [...... [read full article]
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| Sold – Now What? |
February 26, 2010
Source: Jonathan Farrington's Blog |
Seasoned sales professionals will tell you that they never think about “the close” because it happens quite naturally, but that takes practice and experience. This is what I tell “developing” salesmen and women:
It is time to simply ask for the order when:
– you and your prospect are in line with each other
– your prospect has [...... [read full article]
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| Design Effective Sales Compensation Plans |
February 26, 2010
Source: Managing Salespeople |
By Clive Miller
Why do people choose a sales career? Some non-sales people reply “because they can’t do anything else.”
The most common answer from sales people is “the money.” Most professions require years of study just to earn the title, Architect, Chartered Accountant, Civil Engineer, Solicitor, Barrister or Doctor. Once qualified these professionals still have t... [read full article]
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| Plan Goals and Plan On The Means Of Hitting Them |
February 26, 2010
Source: Dig It! |
We may be nearing the end of February, but it's never too late to make new goals and reassess old ones. This advice from sales trainer Tibor Shanto will help get you on the goal-setting (and goal-keeping) track!"Companies and individuals spend way too much time on setting goals, and not nearly enough time on the means to achieve said goals," says Shanto. "This isn't a Zen thing where the journey... [read full article]
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| The Importance Of The 80/20 Rule In Becoming A Top-Performing Sales Manager |
February 26, 2010
Source: Brad Trnavsky's Sales Management 2.0 Blog |
Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager? You apply the 80/20 rule.
But first things first – what exactly is the 80/20 rule? The 80/20 rule—or the Pareto Principle, named after the Italian economi... [read full article]
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| 5 Ways to Be More Resourceful in Sales |
February 25, 2010
Source: The Sales Blog |
1. Believe That There Is a Way
Resourcefulness is a belief system. It is a state of mind. It is the ability to look at a problem, regardless of how difficult, and believe that it can be solved. When people talk about problem-solving skills, they are talking about resourcefulness.
Resourcefulness is the abandoning of limiting belief systems [...]5 Ways to Be More Resourceful in Sales is a post fro... [read full article]
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| 4 Ways to Move Slow or Stalled Deals Through the Pipeline |
February 25, 2010
Source: Managing the Salesforce |
With just under 6 weeks until quarter end, you are focused on making sure all of your reps are pushing deals through their pipelines. Perhaps some deals are moving slowly or stalled. Here are four things your reps can do to get stalled deals moving again:
1. Reiterate upfront contracts - when the prospect was initially [...... [read full article]
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| Now How Can You Motivate Your Salespeople? |
February 25, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanWhile reviewing the recent sales assessment data compared with the same data from before the recession, two changes jump out at me.The first is Excuse Making. While the 74% who under achieve have always been big excuse makers compared to the over achieving 6% and the achieving 20%, there has been a marked increase in Excuse Making in the past 18 m... [read full article]
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| Some Tips On Overcoming “Call Reluctance” |
February 24, 2010
Source: Jonathan Farrington's Blog |
For many sales people, the telephone is an important resource that they use to develop their business. Yet, according to a study by Behavioural Sciences Research Press:
40% of established sales people experienced periods of ‘call reluctance’ severe enough to threaten their livelihood in sales.
The average ‘call reluctant’ sales person loses more than fifteen new accounts [...... [read full article]
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| Star Trek Sales Training Academy: A Crew of Winners (Part I of IV) |
February 24, 2010
Source: KinetiCast |
From a leadership standpoint, it is impossible to imagine the captain of a Starfleet Vessel doing every job on the ship all at once. The ultimate well run organization is made up of smart, capable people who coordinate and execute their duties flawlessly. To be an effective sales leader, many of the same principles apply. Sales leaders gain control as they expertly navigate thr... [read full article]
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| A Different View of Managing Sales Performance |
February 24, 2010
Source: Managing Salespeople |
By Michael Taplin
Salespeople love having their performance measured; Yeah Right!
Sales people love submitting sales reports. Right on!
Is your sales process measurement a reward system or a punishment system?
The number one motivator for salespeople is making a sale. Just look at their faces when they walk into your office waving an order or a cheque. They [...... [read full article]
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| How to Build and Maintain A Robust Pipeline| The Brooks Group |
February 24, 2010
Source: SalesJournal.com |
As a sales professional, you know that one of your most valuable assets is a full pipeline. The list of prospects with whom you’re working at every level of your sales funnel is an essential ingredient to ongoing sales success. It’s easy to go from “hero-to-zero.” The secret to staying a “hero?” Keep a strong [...... [read full article]
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| How to Get Motivated to Cold Call |
February 24, 2010
Source: Sales Machine |
We help a Sales Machine reader who finds it hard to get motivated to cold call.
... [read full article]
|
| Design Effective Sales Compensation Plans |
February 24, 2010
Source: Ezine Articles |
Commission plans invariably attract criticism, from both those who benefit and those who don't. Jeffrey Pfeffer of Stanford University's Graduate School of Business extols the wisdom of not tampering with pay systems. On the whole this is sound advice. In the case of commission plans, it is seldom possible to follow... [read full article]
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| Hire Top Sales Performers |
February 24, 2010
Source: Ezine Articles |
Do you believe in love at first sight? Most people argue for their ability to be rational when selecting a mate for life, yet those same people make up their minds about an interviewee within fifteen seconds of him or her coming into view. Are our first impressions reliable? They are probably slightly better than throwing a dice, but not much... [read full article]
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| 7 Common Sales Myths |
February 24, 2010
Source: Eyes on Sales |
With over 27 years in the field of selling, Stevens Consulting Group has encountered numerous selling myths. Many are so focused on closing sales but fail to avoid many of the trappings of ridiculous behavior. But, so many fail to follow two things: 1) good advice and 2) proper education... [read full article]
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| How To Create An Achievable Business Development Strategy |
February 23, 2010
Source: Jonathan Farrington's Blog |
In my view, when preparing a business development strategy you should plan out the whole year and review / revise quarterly.
• List your existing accounts and plan what activities / actions need to be completed in order to fully exhaust all opportunities. You may for instance, plan to cover more bases within the decision making [...... [read full article]
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| 4 Ways to Improve Your Ability to Take Initiative in Sales |
February 23, 2010
Source: The Sales Blog |
1. Define What It Means to be Proactive
The first way to take initiative is to define what it means to be proactive. This is not the dictionary definition of proactive, but the concrete actions you can take to reach a particular outcome. This could pertain to a goal, a task, or a particular client.
Sometimes it [...]4 Ways to Improve Your Ability to Take Initiative in Sales is a post from: The Sa... [read full article]
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| Sales Strategies: Increase Sales with Actionable Emails By Kendra Lee |
February 23, 2010
Source: Sales Training Tips and Advice |
I hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales.Sure, you carefully word your email, expanding your questions to avoid being misunderstood, or outlining a great recommendation. You format it with underlining and bolding t... [read full article]
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| How Do You Know Your Sales Effectiveness Initiative Is Successful? |
February 23, 2010
Source: Christian Maurer's Ultimate Sales Exec Resource |
To determine the success of a sales effectiveness initiative, you need to define measurable objectives and a baseline where you currently stand relative to these objectives. The most common objective use to measure success is a revenue objective. It can easily be measured. So can the base line easily be established. Yet judging the success of the initiative by the attainment of the rev... [read full article]
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| 5 Ways to Be More Competitive in Sales |
February 22, 2010
Source: The Sales Blog |
1. First Beat Your Most Difficult Opponent: You!
There is an old Japanese saying, “Makatsu Agatsu.” It translates to “True Victory is Victory Over Oneself.” Most of the time our winning or losing is determined by our own actions, or lack thereof. In order to win in any contest, especially a zero sum game, you need [...]5 Ways to Be More Competitive in Sales is a post from: The Sales Blog | S. Ant... [read full article]
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| Overdelivering on your promise |
February 22, 2010
Source: the Sales 2.0 Network |
When we launched the Dealmaker Partner Network at the end of 2009, we were fortunate enough to have lots of applicants looking to join. The first question we always ask, is “What value will being part of the DPN bring to…... [read full article]
|
| 7 Ways to Be More Disciplined |
February 20, 2010
Source: The Sales Blog |
Self-discipline is the master key to sales success. All other disciplines, attributes, and skill sets are built upon the foundation of self-discipline.
1. Written Commitments and Outcomes
Write down the commitments you make to yourself. There are no greater promises than the promises that you make to yourself. These promises are what enable you to be able [...]7 Ways to Be More Disciplined is a p... [read full article]
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| Increase the Velocity of your Selling Cycle |
February 20, 2010
Source: Salesopedia |
A selling system that is as Simple As ABC
If you are not following a sales process, you are probably not in control and your sales cycle is longer than it should be. Consider this unique sales process - a â??Buyer Focusedâ?? selling System, as simple as ABC, that will shorten your selling cycle, increase your revenue, your margins and ultimately Up Your Bottom Line.A. You cannot build anyt... [read full article]
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| Sales Coaching Tips: How To Shorten Your Sales Cycle So You Can Win More Clients, Faster |
February 20, 2010
Source: SalesJournal.com |
This week’s blog is by Coach Jeremy J. Ulmer, who provides tips and techniques to help sales professionals increase sales and earn more commissions. If you are ready to dramatically increase your sales or business results then subscribe for your Free Tips or request a Free CoachingConsultation at: http://www.CoachWithJeremy.com.
As a sales professional, entrepreneur or business owner, [.... [read full article]
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| Video Sales Pitches! You Vote! (Funny) |
February 20, 2010
Source: Sales Machine |
Weird and wild sales videos. Vote for your favorite!
... [read full article]
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| A Different View of Managing Sales Performance |
February 20, 2010
Source: Ezine Articles |
Salespeople hate sales reporting because the time spent does not help them to manage their sales activity; that's why they grumble and even present unrealistic forecasts in the hope that they can put off the evil day. This article examines an alternative approach to sales reporting and forecasting, using selling process milestones linked to probability of success assessments. It demonstrates the ... [read full article]
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| 4 Things You Must Do to Motivate Your Sales Team in Changing Economic Times |
February 20, 2010
Source: Ezine Articles |
I spoke with a client of mine the other day, the sales manager for a large printing distributorship that's going through a rough patch. When I asked him how things were going, he talked to me about low morale, diminishing production numbers, and about a dozen other kinds of gloom and doom. But, he added, it "wasn't anything a couple of sales wouldn't fix.... [read full article]
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| Most important B2B Marketing Metrics For CEOs |
February 19, 2010
Source: B2B Lead Generation Blog |
Today CEOs expect marketers to provide metrics and to be accountable to meeting their numbers just like sales people. They do have a bunch of activity metrics and some squishy metrics like brand recognition. At the same time, most CEOs..... [read full article]
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| Objections: The Roadblock to a Sale. But... |
February 18, 2010
Source: Skip Anderson |
It was a college prank, but I'm sure at least one driver must have driven up to the sign, stopped, and turned around. This happened even though there was no road construction, no bridge out, and no tree on the road from a logging truck... [read full article]
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| Leading an Executive Team Effectively (and Growing your Sales in the process) |
February 19, 2010
Source: Sales Gravy |
When your team has at least one Visionary:
Your sales team is excited and motivated to achieve what could be.
Instead of plodding along a well-worn and dull path, you make intuitive
leaps that leave the competition in the dust... [read full article]
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| Three Elements of Prospecting Success |
February 18, 2010
Source: The Pipeline |
The lifeblood of sales is opportunities, and opportunities come from two places, existing clients and new prospects. While we can spend a long time debating which of the two may be more desirable, the reality is that some existing accounts don’t grow beyond a point, or may grow slowly over time. Further more the one [...... [read full article]
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| How to Master a Key Selling Skill |
February 18, 2010
Source: Sales Machine |
How to turn a sales skill into a daily habit. Essential reading.
... [read full article]
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| Sales Force Optimization - "Sales Team Compensation" |
February 18, 2010
Source: Ezine Articles |
Constructing a wining sales compensation plan that will motivate sales people and drive the desired behavior is more than just offering them a large bucket of money. Careful comprehension of elements such as your sales offer, market conditions, sales cycle, complexity, etc., is necessary to build an effective plan... [read full article]
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| Mastering Sales and Sales Management |
February 17, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanYou like music and you probably have a favorite genre. Within that genre, you probably have a favorite artist or album. You may listen to an album by that artist dozens of times. By then, you know the music and lyrics perfectly. You like movies and you probably have a favorite genre. Within that genre, you probably have a favorite actor or a... [read full article]
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| Differentiation: The key to sales success is you |
February 17, 2010
Source: the Sales 2.0 Network |
Ok, we’ve all done it. When we lose a sale we say ‘Our product’s just too expensive”. We’ve criticized corporate branding, and we’ve complained about the product or service delivery. We’ve pointed to each of these, and others, as the…... [read full article]
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| Best Practices for Sales Processes |
February 17, 2010
Source: SalesJournal.com |
The first time Andrew Rudin, CEO, Outside Technologies, Inc., heard the term “managing by magazine,” he laughed, because it seemed both funny and true at the same time. Many executives read the latest management hype, and rush full-tilt to bring the mantra to their own operations—at least for a few weeks. The adoption of these [...... [read full article]
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| Some Will, Some Won't, So What! Honing Your Prospecting Skills |
February 17, 2010
Source: Sales Gravy |
Prospecting
for new business is critically important and for the majority of
salespeople, it is the most challenging and stressful aspect of their
profession. Successful sales reps are proactive and recognize the
importance of prospecting for new business on a daily basis. When you
don't have enough prospects, the tendency is to shoot yourself in the
foot by down-playing the needs analysis and q... [read full article]
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| Creating the Right Sales Incentive Program For Your Employees |
February 17, 2010
Source: Ezine Articles |
If you manage a sales force you know that it's tough to keep things fresh and motivating. The last thing you want in your sales staff to get really 'ho hum' about your product line and about making big sales... [read full article]
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| Effective Sales Strategies to Maximize Business Opportunities in a B2B Environment |
February 17, 2010
Source: Ezine Articles |
Effective sales processes and strategies go a long way in maximizing business opportunities. This article throws light on various strategies that firms need to follow to motivate their sales personnel and have a clear strategy and sales vision in place to maximize productivity of sales employees... [read full article]
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| Beyond the Elevator Pitch: A High Credibility Conversation |
February 17, 2010
Source: Eyes on Sales |
There is much to gain - or lose - in the opening moments of a conversation. It is critical to take the disciplined steps necessary to build credibility in that initial contact, ensuring the conversation continues and deepens. Otherwise, your prospective customer will always be just that... [read full article]
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| Punch Up Your Presentations |
February 17, 2010
Source: Dig It! |
You can never have too many presentation tips - and these tips from sales trainer Joe Guertin are great basics we could all stand to be reminded of. Clients and prospects everywhere will appreciate your making use of them!According to Guertin, "Too often, we make presentations that put the spotlight on us, and our company. For instance, how much time do you spend writing your proposals? A wise ... [read full article]
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| How Many Reps Are Making Quota? |
February 16, 2010
Source: Sales Machine |
Do you know how many sales reps are struggling to make the grade?
... [read full article]
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| Geometric Sales Growth: Podcast |
February 16, 2010
Source: Sales Machine |
A podcast that explains how to grow sales quickly and easily.
... [read full article]
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| Understanding Your Customer's Decision Criteria |
February 16, 2010
Source: Eyes on Sales |
Have you ever had the following experience? You have the perfect prospect! You've created a brilliant action plan for closing business. You identify a number of activities to prove to your prospect how wonderful your capabilities are. You bring in resources, demonstrations, trials, and references. All of this is done. You think the deal is in the bag. You're going to close this week.... [read full article]
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| 3 Key Guidelines to Hiring for Key Positions |
February 16, 2010
Source: Brad Trnavsky's Sales Management 2.0 Blog |
A COSTLY MISTAKE
Hiring individuals for middle and upper management positions occurs less frequently than hiring for entry-level positions. As a result, the individual(s) making the decisions are not experienced or skilled at identifying and selecting the right candidate for that particular job. What do you need to do to be effective when hiring individuals for key posit... [read full article]
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| Now That’s What I Call Customer Service! |
February 14, 2010
Source: Jonathan Farrington's Blog |
It’s a mistake to think that because a customer has expressed dissatisfaction with your product or service they will not come back to you.
They won’t return if you handle the situation badly. However, some of your most vociferous complainers could become your most loyal customers, because you handled the situation well and treated them with [...... [read full article]
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| The Top 10 Things Every Field Rep Should Know About Making Telephone Cold Calling |
February 14, 2010
Source: Salesopedia |
Many field reps are uncomfortable using the telephone when cold calling. Here are some tips to make the process of cold calling by phone easier and more effective.1. Itâ??s NOT a numbers game, itâ??s a results gameYouâ??ll often hear this about cold calling especially from you boss: â??Itâ??s a numbers game.â?? Translated it means you have to make a zillion calls. No way. Donâ??t believe them. Â... [read full article]
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| 7 Steps to a Perfect Follow Up Call |
February 14, 2010
Source: Salesopedia |
In many ways, a follow up telephone call to a prospect is more challenging than a cold call. Itâ??s here where the selling really gets rolling; where your value to the client manifests itself; and where substantive information is gathered. Here are eight proven tips to make the very most of the follow up call. Tip #1: Get commitment for the follow up. First, get commitment regarding the precis... [read full article]
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| How To Shorten Your Sales Cycle |
February 13, 2010
Source: Jonathan Farrington's Blog |
The JF Guest Author Spot
Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, “Local Firm Acquires eBusiness.”
“Very interesting,” I thought. The company, an international manufacturer, was not in my targeted market segment — but this high tech acquisition [...... [read full article]
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| American Idol Sales Skills Training: Preparing for the Performance |
February 13, 2010
Source: KinetiCast |
All of the preparation, all of the practice and all of the butterflies are for one reason, The Big Show - the moment of the performance when the spotlight, the pressure, and all eyes are on you, the performer.
This moment can be anything from an aria or monologue to a sales presentation or a cold call. It is the moment when you are the star, the difference maker. When the spotlight is ... [read full article]
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| Direct Sales - Network Marketing Meeting Planning Template |
February 13, 2010
Source: Ezine Articles |
Do you struggle when planning your monthly team meetings? Are your sales organization training meetings poorly attended? Is meeting time stressful... [read full article]
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| Tips to Profitably Restructure Your Sales Team |
February 13, 2010
Source: Eyes on Sales |
The current turbulent economic and market conditions are creating an ideal environment for business leaders committed to creating a more focused sales approach, maximizing their return on investment and capturing market opportunities... [read full article]
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| Why Was the Sales Forecast So Unreliable? |
February 12, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanYesterday, schools were canceled, non-essential state workers were told to stay home, and businesses were asked to release their employees early. We told our employees that they could leave at Noon. It was quite a powerful storm and we were going to get in the neighborhood of 8-12 inches, all during business hours. Based on history, that is when driv... [read full article]
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| Measure for Success: 5 Steps to a Triumphant Sales Effectiveness Project |
February 12, 2010
Source: the Sales 2.0 Network |
Introducing a sales effectiveness solution to your organization is an important initiative. You’ve the opportunity to increase revenue, gain additional insight into sales performance, and improve sales forecast accuracy and pipeline visibility.
However, not all sales effectiveness solutions are implemented well.…... [read full article]
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| How To Break Sales Records |
February 12, 2010
Source: Sales Machine |
A recipe for succeeding in sales beyond the dreams of your peers.
... [read full article]
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| When it Comes to Your Sales Staff, Fire Quickly and Hire Slowly |
February 12, 2010
Source: Ezine Articles |
If you want to learn something about salespeople, there's no better place than the aisles of your local grocery store. In those rows, you'll find the good, the bad, and the ugly when it comes to the basics of packaging... [read full article]
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| Creating Superior Performance With Coaching |
February 11, 2010
Source: Jonathan Farrington's Blog |
Most sales and executive leadership programs are too general to provide opportunities for intensive, personalized work on self-development. Coaching, by contrast, enables individuals to gain insight into their own motives, interests, and concerns. These link explicitly to the challenges they face in their leadership or management roles.
One of our largest clients used to run its [...... [read full article]
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| Management Best Practices: Provide Just-in-Time Training |
February 11, 2010
Source: Sales News |
By Jason Jordan For many sales organizations, training their salespeople is one of the largest investments they make in performance improvement... [read full article]
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| Using Humor Effectively With Prospects and Customers |
February 11, 2010
Source: SalesJournal.com |
Jim Kasper, President & CEO, Interactive Resource Group reminds us that one of the most valuable “people” tools which you can successfully employ in your sales efforts is humor. Selling is all about people. You’ll often hear that selling is a “people profession.” And that may be one of the reasons why you got into sales. [...... [read full article]
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| Sales Prospecting: 5 Key Questions |
February 11, 2010
Source: Sales Machine |
A quick way to ensure that you get the right information from a prospect
... [read full article]
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| Guest Article: “Ten Myths About Selling Intangible Services,” by Charles H. Green |
February 11, 2010
Source: Sales and Sales Management Blog |
Ten Myths About Selling Intangible Services
by Charles H. Green
The biggest difference between selling “things” and intangible services is the pivotal role of trust. Trust is even more critical to selling intangible services[1] than it is to selling things. Sellers of intangible services intuitively know this, but think that “selling” is destructive of trust. Many ... [read full article]
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| Skills That All Sales and Marketing People Should Have! |
February 11, 2010
Source: Ezine Articles |
Did you know today's business survival skills? These skills while basic, are most desired by many people. Ever wonder what are the basic skill set for a sales or marketing executive? By acquiring skills, you have a higher chance to double or triple your sales results. What about skills to become top management and productive manager where everyone envy of your achievements? Read more to find out.... [read full article]
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| Buyer-Focused Prospecting |
February 11, 2010
Source: Eyes on Sales |
Ask any salesperson what part of selling they most dislike and they will almost universally answer with one word: prospecting. Despite spending time, effort and money cajoling, encouraging, supporting and demanding that salespeople maintain a pipeline of “suspects-to-prospects,” these efforts produce low returns and poor morale, particularly in a difficult economy... [read full article]
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| Secrets Of Listening “Actively” |
February 10, 2010
Source: Jonathan Farrington's Blog |
Active listening is a powerful way of listening and responding to customers, that improves mutual understanding. It is the foundation of effective communication and demonstrates real respect.
According to Nancy Kline, author of the book ‘Time to Think’; when you are listening to someone, much of the quality of what you are hearing is your effect [...... [read full article]
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| Prospecting: The Ability to Open Relationships |
February 10, 2010
Source: The Sales Blog |
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter.
The third sales-related attribute is the ability to prospect.
The ability to prospect follows the ability to close, because it requires the ability to obtain the commitment to exploring the possibility of working together.
Prospecting follows the ability [...]Prospecting: The Abi... [read full article]
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| Sales Advice: Just Follow Up! By Keith Rosen |
February 10, 2010
Source: Sales Training Tips and Advice |
My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back.Following our meetings, one gave me a price on the spot and two never responded with an estimate. Two contractors mailed an estimate, and one of them... [read full article]
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