| The Source of all Sales Problems |
July 29, 2010
Source: Sell More, Work Less and Make More Money |
Yesterday Lewis (Sales Director at Engage) and I completed a full day calling blitz to Engage clients who had expressed interest in our live programs. All in all we completed a total of 120 outbound calls. I like to participate personally in call blitzes regularly to ensure I remain a practitioner in my expertise, as opposed [...... [read full article]
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| B2B Selling Made Absurdly Simple |
July 29, 2010
Source: Sales Machine |
B2B selling isn't complicated. Here's how to do it... in five easy-to-understand steps:
... [read full article]
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| Sales Productivity Tips in 10 Seconds or Less |
July 28, 2010
Source: The Bridge Group |
Being such a fan of twitter (@bridgegroupinc), I thought it would be interesting to ask some fellow “twiteratti” to contribute sales productivity tips. But, of course they had to do so in 140 characters - or just about 10 seconds - or less! It was a fun and interesting exercise.
Here is what I received:
rainmakermaker: "Unfinished cycles kill salespeople! Start. Run. Fin... [read full article]
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| Seven Killer Tips - How to Get Your Salespeople to Sell More Effectively |
July 28, 2010
Source: Ezine Articles |
What Walgreens did is what you as a sales manager must do as well. If you are to fully distinguish yourself from the competition just like Cork Walgreen, then you'll need to think about what you can be the best in the world at - and then funnel all your energies into pursuing that one thing. Figure out what one thing you do better than anyone else and teach that one thing to your salespeople over... [read full article]
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| Thinking about Customer Value |
July 28, 2010
Source: Drew Stevens Consulting |
In my work across the globe there is a noticeable manner in which business professionals operate. With the plethora of entrepreneurs, consultants and other proprietors beginning business there are some interesting issues for you to become aware. Customers today require value, appreciation, and professionals must deliver. Some things to think about:
Question selling professionals or customer [...... [read full article]
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| How Telephone Sales Training Affects Job Enrichment |
July 28, 2010
Source: Customer Collective |
For me, job enrichment is all about providing mental stimulation and opportunities to grow professionally so your employees – especially the talented ones that you and your customers appreciate so much – stay both happy and with you. ... [read full article]
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| A Fresh Look At Managing Your Key Accounts |
July 27, 2010
Source: Jonathan Farrington's Blog |
Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a key account strategy works well it is extremely satisfying. Key account management is a broad subject and this post, plus accompanying [...... [read full article]
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| The Short Shelf Life of a Deal in Your Pipeline |
July 27, 2010
Source: The Sales Blog |
You worked hard to create opportunities with your dream clients. Now that these opportunities are in your pipeline, your challenge is to keep them moving along from target to close, doing all that is expected of you and more. One of the iron laws of sales is that the longer your deal sits between stages, [...]The Short Shelf Life of a Deal in Your Pipeline is a post from: The Sales Blog | S. Anth... [read full article]
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| Bad Email Addresses and Your Sales Process |
July 27, 2010
Source: Sales Machine |
How useful is a bounced-back sales-oriented email? Do you just delete it? Or is some other action required?
... [read full article]
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| Six Ways to Respond Rather than React |
July 27, 2010
Source: Remarkable Learning |
In a recent leadership workshop a participant asked me: “How can I get staff to think about choices or decisions and not just react?” My first thought was of a classic Zig Ziglar story that talks about the big difference one word can make. Zig said (and I’m paraphrasing): Imagine going to the doctor for [...... [read full article]
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| How to Use Social Media to Boost Your Sales |
July 27, 2010
Source: Better Closer | Sales Improvement |
Really social media isn’t so different from the skills you use daily to sell. The anxiety comes with learning to use those skills in a new environment. For many of us in sales, technology beyond our cell phones and email is a bit intimidating. However, if you straight arm social media you are giving up [...... [read full article]
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| The Biggest Issue With Communication |
July 26, 2010
Source: Score More Sales |
I’m in Austin today and heading to Dallas tomorrow to give talk at a leadership conference on communication and presentation. My big point, and theme for the talk is built around George Bernard Shaw’s quote,
“The single biggest problem in communication is the illusion that it has taken place.”
Think about it. All communication challenges stem [...... [read full article]
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| What Your Company Expects of You |
July 26, 2010
Source: The Sales Blog |
Your sales process, in part, encapsulates how your company believes it needs to act in order to win deals. It is also more than likely that it contains some of the iron laws and principles of successful selling. Following the ideal operational plan and your company’s doctrine is a great starting point to winning deals [...]What Your Company Expects of You is a post from: The Sales Blog | S.... [read full article]
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| There is No Place for “Buyers Are Liars” in the Sales Profession |
July 24, 2010
Source: Jonathan Farrington's Blog |
The JF Guest Author Spot Dave Stein Yesterday I received an email from a Sandler franchisee inviting me to attend a live “Buyers Are Liars Workshop.” I’ve seen and heard this statement before, but only now feel compelled to voice my opinion. I don’t know about you, but that phrase and the combative attitude it represents [...... [read full article]
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| Do Something Brag-Worthy |
July 24, 2010
Source: The Sales Blog |
Well, the week is over. How’d you do? Did you win that big dream client you have been pursuing and nurturing for the last ninety days? Did you make the cold call to that C-level executive to schedule the appointment you need so that you can share your big (value-creating) idea with them? Did you [...]Do Something Brag-Worthy is a post from: The Sales Blog | S. Anthony Iannarino
Related posts:W... [read full article]
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| Four Sales Techniques to Build Credibility with a Prospect |
July 24, 2010
Source: KinetiCast |
I have always been a fast talker, not like a huckster or snake oil salesman, but more to do with rate of speed - like the guy at the end of a commercial that reads a list of disclaimers. Needless to say that this has always worked against me when trying to build credibility and trust with new prospects and customers. Like many sales people, I was taught some sales techniques for rappo... [read full article]
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| Take the Sales Quiz! |
July 24, 2010
Source: Sell More, Work Less and Make More Money |
Test your sales knowledge with this Sales Quiz. Just answer the topical sales question below and have Colleen give you her answer!
Here is today’s question:
More than anything else, the top 10% of sales performers do what very differently than other sales people?
Listen and ask questions
Prospect for new business
Negotiate
Manage [...... [read full article]
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| Sales Coaching - An Executive's Guide |
July 24, 2010
Source: Ezine Articles |
There are many definitions of sales coaching. Is there a simple model that experienced sales managers can use in a professional setting to know whether they're on the right track or not? How do you know when you're coaching? How do your people know they're being coached... [read full article]
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| Ask for the Sale! |
July 24, 2010
Source: Eyes on Sales |
A mentor once told me that she never buys from someone who doesn’t ask for the sale. It was an off-the-cuff remark, but it turned into a powerful lesson for me... [read full article]
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| Solving My Problem With Sales Plans |
July 24, 2010
Source: Customer Collective |
Do you have a sales plan for every deal? I do, but more of that later. OK I know some deals you can take to the bank, and others are just punts. There’s no need to plan the certainties and no point in planning the ones you don’t expect to get. Or that’s the way it seems when you don’t have the tools to fit the job... [read full article]
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| You Are Being Judged By A Higher Standard |
July 23, 2010
Source: The Sales Blog |
Your dream client is making judgments about you. They are holding you to a higher standard. Your Dream Client is Holding You to a Higher Standard You are being judged by higher standard than your competitors, especially your dream client’s incumbent. You are there to make an improvement, and if your dream client were interested [...]You Are Being Judged By A Higher Standard is a post from: The Sa... [read full article]
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| Value Selling Warren Buffett Style |
July 23, 2010
Source: Eyes on Sales |
Matt Drought explains how a Warren Buffett statement about pricing can also be used as a mantra that directly relates to selling, price and value... [read full article]
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| The Top 11 Sales Mgmt Actions Your Must Take Now |
July 23, 2010
Source: Brad Trnavsky's Sales Management 2.0 Blog |
The Top 11 Sales Mgmt Actions
May 25th, 2010
(You must do more than just 10 these days.)
In today’s investmen
&hellip... [read full article]
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| Building a Sales Management Program for Your Organization |
July 23, 2010
Source: Brad Trnavsky's Sales Management 2.0 Blog |
During many of our sales management consulting engagements we initially are confronted by the existing sales manager and or members of the sales team-if no sales manager is in place. As you would expect, the first reaction to an “outside consultant” is resistant. During my first sales leadership role, an outside business consultant looked at our entire partner organization and my first reaction w... [read full article]
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| The Shanto Principle |
July 22, 2010
Source: The Pipeline |
A Guest Post By S. Anthony Iannarino
This is a blog post Tibor wrote towards the end of last year. It really captured my attention. On the surface, the idea is really very simple. But that doesn’t mean it is easy, and most things worth pursuing are not easy.
Tibor suggests that you eliminate your acceptance of [...... [read full article]
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| Impress Your Customer: 7 Easy Strategies |
July 22, 2010
Source: Sales Machine |
Some quick tips to make customers WANT to work with you and buy what you've got to sell.
... [read full article]
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| 7 Reasons Social Media is for Sales Too |
July 22, 2010
Source: Better Closer | Sales Improvement |
So, you’ve finally heard enough about social media. You’re to the point you actually think you might be missing something. You might even be hearing whisperings around the sales floor that this might be some of the top producers’ secret weapon to grab a few extra wins every month. I’m glad you took the initiative [...... [read full article]
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| My Take on Inside Sales, and Where it’s Going |
July 22, 2010
Source: Art Sobczak's Telesales Blog |
A few months ago I was introduced to a young, but rapidly-growing group, the American Association of Inside Sales Professionals. I was impressed. They are dedicated exclusively to advancing the profession of Inside Sales.
If you are involved in inside sales, and I’m assuming you are using the phone in some way in sales since you [...... [read full article]
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| Cold Calling Sales Tips |
July 21, 2010
Source: Salesopedia |
Cold calling sales tips is something I decided to write about after reading an article in Inc. Magazine.The article was about David Rosen. He sells $500,000 worth of wine a year to private individuals across the country.This guy loves and lives on making cold calls.David is extremely enthusiastic about his work and about the wine he sells.Aside from his enthusiasm I really like the simplicity of ... [read full article]
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| Are You a Top Sales Pro? Take This Test! |
July 21, 2010
Source: Sales Machine |
These five simple sales scenarios test your ability to communicate effectively with prospects and customers. Can you make the grade?
... [read full article]
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| How to Convert Complaining Customers into Referring Customers |
July 20, 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 [...... [read full article]
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| Bench Strength - The Key to Replacing Salespeople |
July 20, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanEarlier this summer I wrote about how the Red Sox are decimated by injuries. It's not so much that they have 11 starters on the disabled list as much as it's about their replacement players and whether they could hold things together.
Yesterday, two of those replacements, failed to make 4 plays that led to all of the Texas runs.
In baseball,... [read full article]
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| You and Your Sales Process as an Unfair Advantage |
July 20, 2010
Source: The Sales Blog |
Strategy is about creating an unfair advantage. The last thing you ever want going into any competition for any deal is a level playing field; you want to stack the deck as heavily in your favor as possible. You want your sales processes, your individual actions and behaviors, and your solution to build that unfair [...]You and Your Sales Process as an Unfair Advantage is a post from: The Sales B... [read full article]
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| Seven Ways to Get More Referrals |
July 20, 2010
Source: Sales Machine |
Seven strategies to make sure get plenty of referrals, based upon a conversation with sales guru Jeff Gitomer.
... [read full article]
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| Knowing What to Do vs. Doing It: Successful Selling Requires Knowledge AND Action |
July 20, 2010
Source: Customer Collective |
As a long time sales manager and corporate sales trainer, and in the last six years as a business consultant and sales trainer for hire, I've worked with thousands of people who either want to improve their sales or whose boss wants them to improve their sales. What I offer is knowledge: how to sell, how to sell more, how to sell more efficiently, how to make more money selling...I'm lucky to hav... [read full article]
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| What Customers Hate About You |
July 19, 2010
Source: The Pipeline |
A Guest Post By Kelley Robertson
Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.
1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer [...... [read full article]
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| If You Would Have Your Dream Client’s Respect |
July 19, 2010
Source: The Sales Blog |
I have found that bushido means to die. It means that when one has to choose between life and death, one just quickly chooses the side of death. There is nothing else to consider. One simply makes up one’s mind and pushes ahead. The idea that if one fails to achieve one’s objective one dies [...]If You Would Have Your Dream Client’s Respect is a post from: The Sales Blog | S. Anthony Iannarino
... [read full article]
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| Top 4 Sales Excuses That Stop You From Winning More Clients |
July 19, 2010
Source: Salesopedia |
Excuse #1: â??I Donâ??t Have Enough Time To Prospect or Focus on Sales Related / Dollar Productive Activities.â??
Solution: Create Time.
Sales professionals of all levels and business owners who achieve extraordinary levels of success have days just as hectic as everyone else, right? Yet somehow they make prospecting a part of their daily or weekly activities.
So how do they do it? They create ... [read full article]
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| Cold Calling Strategies Kit |
July 18, 2010
Source: Sell More, Work Less and Make More Money |
Cold Calling Strategies Kit: How to Turn Cold Calls into Hot Sales Leads*** Special Bonus Webinar Below ***
Over the last couple of months, we’ve had some great discussions about Lead Generation strategies. I’ve gotten feedback from many of the Engage Community that Cold Calling continues to be a critical part of your lead generation strategy.
That’s [...... [read full article]
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| 5 Lead Management Mistakes That Are Costing You Sales? |
July 17, 2010
Source: The Pipeline |
A Guest Post By Bill Rice
Your contact database is stuffed and your Rolodex overflows, but you still seem to miss your monthly quota. How is this possible? Most likely your shortfall can be traced to your lead management processes.
Even the best of sales leads have to be managed to close. Customers, like fish, don’t leap [...... [read full article]
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| How Sales Savvy Are You? |
July 17, 2010
Source: Sell More, Work Less and Make More Money |
Take the Sales Quiz!
Test your sales knowledge with this Sales Quiz. Just answer the topical sales question below and have me give you my answer!
In the first six months of this year, surveys showed that of all sales in North America, only 3% came from what type of lead source?
Tradeshows and Networking
Referrals
Cold calls
Free [...... [read full article]
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| How to Make Great First Impressions |
July 17, 2010
Source: SalesJournal.com |
This week’s blog is by Jeb Blount, CEO of SalesGravy.com, the world’s largest sales career website. A respected thought leader on sales and sales leadership, he is author of three books, People Buy You: The Real Secret to what Matters Most in Business, Sales Guy’s 7 Rules for Outselling the Recession, and Power Principles. He [...... [read full article]
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| Four Reasons That Sale Isn't Closing... Yet |
July 16, 2010
Source: Sales Machine |
The four main reasons that an opportunity might not be closing as quickly as you'd like... and what to do about it.
... [read full article]
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| The Seven Deadly Sins of Salespeople |
July 15, 2010
Source: Heavy Hitter Sales Blog |
In the late sixth century, Pope Gregory described the seven deadly sins from the least serious to the most, as superbia, invidia, ira, avaritia, tristia, gula, and luxuria. Translated from Latin, they are pride, envy, anger, avarice, sadness, gluttony, and..... [read full article]
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| Top 4 Tips For Better Sales Management |
July 16, 2010
Source: Ezine Articles |
To make sure a sales team is working efficiently and making great sales they need to have effective sales management. Small business owners and sales managers in large companies should ensure that their sales team is supported, organised, motivated and performing at their best.... [read full article]
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| What It Takes To Get the Really Big Deal Through Your Pipeline |
July 15, 2010
Source: The Sales Blog |
The space at the bottom of your sales funnel is just wide enough for you to get a deal through. You can think of the size of the bottom of your sales funnel as your personal sales capacity. It represents your ability to get a deal from target to won. Most of your deals will [...]What It Takes To Get the Really Big Deal Through Your Pipeline is a post from: The Sales Blog | S. Anthony Iannarino
... [read full article]
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| Trust, Increasing Deal Size & Inside Sales |
July 15, 2010
Source: The Bridge Group |
I recently read an excellent post by Eloqua’s Steve Woods: Trust, Reputation, and Inside Sales. He argues that:
There is a significant shift underway in how we establish and build trust...
…. it is causing significant shifts in the way that people buy. While the general evolution of buyers is causing some challenges for field sales teams, the evolution of trust is opening up ne... [read full article]
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| Three Ways to Recruit Top Sales Talent. Even in Tough Times. |
July 15, 2010
Source: SalesJournal.com |
The Brooks Group - Sales Management - July 2010
From what we see, the economy might be turning around. A lot of our clients are asking for our help hiring new, top-performing salespeople. It’s work we enjoy. We’re told they’re having a hard time because two things are happening:
The best salespeople have jobs and aren’t looking.
When [...... [read full article]
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| Six Common Objections and How to Handle Them |
July 15, 2010
Source: Alen Majer's blog |
You as a salesperson should give every opportunity to the prospect to ask questions and make objections if she is inclined to do so. It is desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are thoroughly prepared.
To ignore or try to dodge them is a confessi... [read full article]
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| What Makes An Effective Influencer? |
July 14, 2010
Source: Jonathan Farrington's Blog |
I think we would all agree that at all levels of commercial operations, the ability to influence others is a highly desirable characteristic. So what makes an effective influencer? Winning influencers share a common set of attitudes and behaviors that ensure consistent success. Studies have shown that they: • Indicate the benefits of their ideas [...... [read full article]
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| This One Tip Helps Salespeople Close More Business |
July 14, 2010
Source: Understanding the Sales Force |
Understanding the Sales Force by Dave KurlanWhen attempting to close sales most salespeople have a tendency to use either a good/better/best, option A/option B, or price 1/price 2 method of proposing and/or presenting. Everyone likes options, right? Yes, people love options. The only problem is that options prevent most people from being able to make decisions. In their ne... [read full article]
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| Networking Letters 101 |
July 14, 2010
Source: SalesJournal.com |
By Kim Isaacs, Monster Resume Expert -Origional Post -Monster.com
No matter what field you’re in, a successful career is built on human relationships. Your job search will be much more effective if you connect with and expand your network of contacts rather than just respond to job ads. Thousands of positions are created and filled without [...... [read full article]
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| Three Proven Methods To Turn Around Your Sales Underachievers |
July 14, 2010
Source: Brad Trnavsky's Sales Management 2.0 Blog |
You got ‘em. We all have ‘em.
They’re the reps who no matter how hard they try, they just can’t make quota.
Something’s got to be done – and fast. These guys are killing your company’s sales performance. When dealing with underperforming sales people, you can’t delay.
When it comes to sales underachievers, your sales managers need to stop fighting the war and focus on the... [read full article]
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| How to Handle "Just Send Me Information" |
July 13, 2010
Source: Sales Machine |
Sometimes prospects try to avoid talking to you by asking you to send them information. Is it worth the effort, or is there some way to turn the situation to your advantage?
... [read full article]
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| Guest Article: “Creating Stronger Value Propositions,” by Jill Konrath |
July 13, 2010
Source: Sales and Sales Management Blog |
Creating Stronger Value Propositions by Jill Konrath In order to get customers to consider changing from the status quo, you have to give them a good reason. A really good reason. They need to know about the tangible business results they’ll get from using your product or service. One of best ways to waken a [...... [read full article]
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| 8 High Octane Sales Management Tips That Work in Any Economy |
July 13, 2010
Source: Ezine Articles |
As the economy moves through its ups-and-downs, and buyers waffle on whether things are "better enough" to start making investments, I'm impressed by the way sales managers around North America are continuing to lead their teams and get things done... for the most part... [read full article]
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| How to Drive Agent Production |
July 13, 2010
Source: Ezine Articles |
I'm regularly asked by clients how to increase agent production. After all, only two things matter in this business - making a difference in the lives of others and increasing production... [read full article]
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| Sales Tips for a Down Economy |
July 13, 2010
Source: Customer Collective |
Okay, full disclosure. These sales tips work in just about any economy but they are especially powerful in the current economic climate. Yes, I know. It’s supposed to be getting “better” but just ask some of my business colleagues and they all say just about the same thing and that is that they are still “struggling” and feeling very very cautious. So here are some “quick” tactics to help you wea... [read full article]
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| A Wider Definition Of Networking |
July 12, 2010
Source: Jonathan Farrington's Blog |
To some, networking means simply meeting or calling someone new for what might be a one-off discussion or event. In this limited sense, networking is only a trading relationship in which two parties seek to discover whether they have anything of mutual interest to talk about. They either make some sort of exchange or quickly [...... [read full article]
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| Never Say Die! |
July 12, 2010
Source: The Sales Blog |
It easy to fall into the trap of believing that there is nothing you can to do win a deal after you have presented your solution. You want a favorable decision from your dream client, and you know you faced stiff competition. But the race isn’t over until someone crosses the finish line. That means [...]Never Say Die! is a post from: The Sales Blog | S. Anthony Iannarino
Related posts:What You... [read full article]
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| Become An Overnight Sales Pro |
July 11, 2010
Source: Sales News |
Are you having trouble reaching your sales goals? Read this article and take yourself to the top of the sales chain... [read full article]
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| Sales Goals Or Sales Process, Which Is Most Important? |
July 10, 2010
Source: Jonathan Farrington's Blog |
JF Guest Author Spot Dave Brock Geoffrey James wrote an interesting article at BNET, Sales Goals vs. Sales Process: Which Is Most Important? Frankly, the question confuses me, it assumes that sales goals and sales process are mutually exclusive. Geoffrey seems conflicted, as well. Later, using the example of an Olympic athlete, he states, “For [...... [read full article]
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| Your Dream Client Didn’t Hire a Sales Rep |
July 10, 2010
Source: The Sales Blog |
You made the call, you scheduled the appointment, you did your discovery, and you made your diagnosis. You discovered the truth of your dream client’s problems, you helped create a vision of a better outcome and a better future, and you won the deal. Congratulations! Your sales skills, attributes, and abilities carried you this far [...]Your Dream Client Didn’t Hire a Sales Rep is a post from: Th... [read full article]
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| How To Be Successful in Sales |
July 10, 2010
Source: Sales Evolution |
Do these 21 Characteristics from the 1930s hold true today?
The ingredients required for success in sales haven't changed much in the last century. At least that's my thought. Here's what I mean...
We have an old poster hanging in our office. It's from the 1930's, I think. And, granted, it's a bit out of date, but [...... [read full article]
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| Sales Cadence |
July 10, 2010
Source: Drew Stevens Consulting |
Many years ago while participating in track and field my coaches typically spoke of cadence. In fact, many athletic events use cadence in their respective performance. Football players have a cadence before each play, dancers have a cadence in their performance and coincidentally those that sell require a cadence.
To perform at a higher level in [...... [read full article]
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| 5 Ways to Boost Productivity |
July 10, 2010
Source: ARRiiVE Business Solutions |
People often wonder how I accomplish everything I do. I think it is a combination of how I schedule my day, how I spend free time, and how fast I work. Possibly, it could be how I structure sleep, too, but I think what matters more is that I work when I FEEL my BEST.
In order to help you do more, here are my top FIVE ways to boost your productivity.
5 Ways to Boost Productivity:
I. The first w... [read full article]
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| How to Make a Sales Presentation to Stockholders |
July 9, 2010
Source: Sales News |
Once a quarter , corporations must give account of the sales figures. The corporation must show that they have met shareholders' goals for the company... [read full article]
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| Effort Doesn’t Line Up Neatly With Results |
July 9, 2010
Source: The Sales Blog |
Producing results in sales doesn’t always seem to line up very neatly with your effort. Some days you can bang out hundreds of cold calls to no result. Other days you can make ten calls and schedule five appointments. Some of the deals you work the hardest to close don’t go your way, and other [...]Effort Doesn’t Line Up Neatly With Results is a post from: The Sales Blog | S. Anthony Iannarino
... [read full article]
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| Travel Tips for Sales People who Travel |
July 9, 2010
Source: Sell More, Work Less and Make More Money |
I left Ottawa this morning for a 4 day trip to Banff. Flights were on time, security was speedy, service was excellent, and roads were empty for the drive. Except for one exit missed on the highway you could say the travel gods were smiling on me today.
But I know ALL TOO WELL that this [...... [read full article]
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| Adding Value to Every Sales Call |
July 9, 2010
Source: Kahle Way B2B Sales Blog |
By Dave Kahle
Are you wasting your customers’ time?
In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever before, and your customers [...]Adding Value to Every Sales Call is a post from: Kahle Way B2B Sales Blog... [read full article]
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| Improve Your Sales Techniques Now - Get Ahead in Your Business |
July 9, 2010
Source: Ezine Articles |
If you are part of the sales management team, you need to remember that you are part of something that will revolutionize your complete business and add growing sales revenue into your industry. This is your main objective and if you want to achieve it, there needs to be a change that is incorporated. There is no point in going ahead with just setting goals and creating programs that will motivat... [read full article]
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| Why ‘Sales Ready’ is Important in Lead Generation Equation |
July 9, 2010
Source: Customer Collective |
Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’... [read full article]
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| Sales Tip: Start Selling Right |
July 9, 2010
Source: Alen Majer's blog |
Many salespeople have yet to learn that it is far more important to start selling right than it is to begin calling on prospects right away. The salesperson who is prepared for his first meeting or call with the buyer has taken out the best policy of insurance on his own success at selling.
Action Step
Find out all that you can about your customers before you make that call. Dem... [read full article]
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| Take Inventory of Your Actual Selling Time |
July 8, 2010
Source: The Sales Blog |
You feel really busy while you are at work. It feels like you are always doing something productive with your time. It might surprise you to find out how little time that you actually spend selling. This week (and next week), take a daily inventory of your time. Use the following categories to determine where [...]Take Inventory of Your Actual Selling Time is a post from: The Sales Blog | S. Anth... [read full article]
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| Silly Sales Cycle Slow Downs |
July 8, 2010
Source: SalesBlogcast |
Closing the sale is about taking “the next natural step” in the process.
Of course, sales people want that next step to happen as quickly as possible.
So… why do we do things that slow down our sales cycle? Here are a few examples... [read full article]
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| Return On Effort (ROE) |
July 8, 2010
Source: SalesBlogcast |
Sales managers often wonder why team activity levels are so low. “It didn’t used to be that way,” they think to themselves, and then it gets worse. It transforms into an attendance problem. Sales mangers become babysitters, “Where are you? Why aren’t you here? Every minute you are late is costing you deals!”
Disciplinary action taken on attendance issues doesn’t solve the core issues... engageme... [read full article]
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| Building a Smarter Leads List |
July 8, 2010
Source: SalesBlogcast |
So, your company isn’t helping you generate quality leads? I bet they bought you a list of thousands of leads, dumped them into a database, and said, “Go to work.” ...and there you are “dialing for dollars,” making hundreds of calls hoping someone will answer the phone... and when they do, you enthusiastically ask for the name you have on your list and hear, “Who? That person hasn’t worked here... [read full article]
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| Can You Read Your Sales Manager's Mind? |
July 8, 2010
Source: Sales Machine |
A fun little quiz to assess how well you understand your manager's priorities. Based upon some cutting-edge research of 2,800 companies.
... [read full article]
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| Create a Powerful Sales Process in 6 Easy Steps |
July 7, 2010
Source: Sales Machine |
This post describes exactly how to create a B2B sales process that will GUARANTEE that you make as many sales as possible, as quickly as possible, to as many prospects as possible.
... [read full article]
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| The Top 11 Sales Mgmt Actions Your Must Take Now |
July 7, 2010
Source: Brad Trnavsky's Sales Management 2.0 Blog |
The Top 11 Sales Mgmt Actions
May 25th, 2010
(You must do more than just 10 these days.)
In today’s investmen
… ... [read full article]
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| STAND UP AND STAND OUT. 6 WAYS TO GET YOUR PROSPECTS TO CALL YOU BACK |
July 6, 2010
Source: Sell More, Work Less and Make More Money |
No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Here are 6 of the best ideas we’ve found to help you stand up, stand out and make your clients want to return your calls:
1. The fine line [...... [read full article]
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| A Thirteen-Week Personal Sales Development Plan |
July 5, 2010
Source: The Sales Blog |
Week One | Study the Iron Laws of Success: There are common attributes that all successful people possess. By reading, studying, thinking about, and applying your efforts and energies towards improving these attributes in yourself, you can become more successful at sales (and just about anything else). Read these posts, especially the second link under [...]A Thirteen-Week Personal Sales Dev... [read full article]
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| What’s your value proposition to the sales organization? |
July 5, 2010
Source: the Sales 2.0 Network |
This post is mainly for the non-quota carriers out there. Or maybe it’s for quota carriers looking for a little help from their friends! We’re all in it together, right?
If you accept that nothing good happens until someone in your…... [read full article]
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| What Makes Selling Difficult |
July 4, 2010
Source: The Sales Blog |
My post last week on not selling price elicited a number of comments on another LinkedIn group. Really, I don’t mind being told that I am wrong (I am married, after all). But it is a lot easier when I am actually wrong. The conclusion of the post is the summary that is included under [...]What Makes Selling Difficult is a post from: The Sales Blog | S. Anthony Iannarino
Related posts:Resolving... [read full article]
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| Characteristics of the "A" Player Sales Professional |
July 4, 2010
Source: Salesopedia |
We've all heard the term "A" player when it comes to putting your All Star team together. The question I'd like to pose is this, is it possible to hire a sales professional who is good at every aspect of the sales process or environment? If you say that the answer is yes, find me twenty by tomorrow! Sales turnover of the last decade has been on the rise. Is it because the talent isn't there or be... [read full article]
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| The Rearview Mirror of Sales |
July 3, 2010
Source: Sales Bloggers Union |
The first six(6) months of 2010 are gone never to return. Maybe some of you right now are wiping your hand across your forward muttering some beneficial or not so beneficial words under your breath. For some the results (achieving sales targets) have been better than 2009 and for others worse. This ending begs the [...... [read full article]
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| Why Managing Salespeople is Different - The Challenge of Sales Leadership |
July 3, 2010
Source: Ezine Articles |
Those of us who manage salespeople have different challenges than other managers. Sales management is different and it's different for a lot of reasons, not the least of which is the amount of accountability salespeople must deal with - more so than practically any other employee. Sales is results oriented, so the numbers are either there or they're not... [read full article]
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| 14 Easy Steps to Team Building |
July 3, 2010
Source: Eyes on Sales |
Team Building: A Data Architect's true story and the valuable lessons we can take away from knowing our co-workers outside of the office... [read full article]
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| What is a Sales Process and Why Do I Need One? |
July 3, 2010
Source: Customer Collective |
What does “sales process” really mean anyway? It seems like everywhere you look, sales trainers and gurus are talking about sales process. At the same time, small businesses are struggling to manage sales people and meet revenue targets and they’re not even sure why they need a “sales process”... [read full article]
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| The Winners In Life |
July 2, 2010
Source: Jonathan Farrington's Blog |
In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty percent of the wealth. In the late 1940s, Dr. Joseph M. Juran inaccurately attributed the 80/20 Rule to Pareto, calling it Pareto’s Principle. While it may [...... [read full article]
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| The Truth at Any Price, Even the Price of Your Deal |
July 2, 2010
Source: The Sales Blog |
My friend Howard Bloom is one of the brightest minds I know, and the world’s greatest science researcher and writer. If you are unfamiliar with his work, you should start with The Lucifer Principle: A Scientific Expedition Into the Forces of History and work your way to The Genius of the Beast: A Radical Revision [...]The Truth at Any Price, Even the Price of Your Deal is a post from: The Sales B... [read full article]
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| Is Email Affecting Your Productivity? |
July 2, 2010
Source: Fill the Funnel |
Please answer our Poll questions about your email use to understand the amount of time spent and the impact on productivity. We will share the results and an intriguing web tool to improve your results in an upcoming post... [read full article]
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| How to Respond to "No, We're Not Interested" |
July 2, 2010
Source: Sales Machine |
What do you do when a prospect doesn't seem interested? Do you continue to talk? Or do you just bag it and move on?
... [read full article]
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| 7 Signs Your Sales Team Is In Trouble |
July 2, 2010
Source: Sales and Sales Management Blog |
We all want our sales teams to be happily and enthusiastically engaged in bringing in quality business. We want to believe that our team has bought into the company vision, that most if not all team members are busting their butts to succeed and that we and the company are respected by all. That’s what [...... [read full article]
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| Setting a Goal is One Thing, Achieving it is Another! |
July 2, 2010
Source: Ezine Articles |
"If you're not achieving at the level you want, it is simply because your goals are not clearly defined." I remember my mentor, Paul J. Meyer, saying this... [read full article]
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| Before You Hire A Sales Rep: My Sales Strategy To Get More Customers |
July 2, 2010
Source: Customer Collective |
Want More Customers Do You? Of course you do. Everyone wants more customers. But not all businesses deserve them... [read full article]
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| The Key To Achieving Sustained Sales Growth |
July 1, 2010
Source: Jonathan Farrington's Blog |
Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply are not doing enough. What is enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater [...... [read full article]
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| How To Ensure You Create Value On a Sales Call |
July 1, 2010
Source: The Sales Blog |
Prerequisite: Know the Buyer’s Stage in Their Buying Process By knowing what stage of the buying process that your dream client is in you are better prepared to ensure that your sales call is a valuable experience for them. If they are satisfied, you may make the experience valuable for them by helping the identify [...]How To Ensure You Create Value On a Sales Call is a post from: The Sales Blog... [read full article]
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| 7 Ways To STOP Chasing Decision Makers! |
July 1, 2010
Source: SalesJournal.com |
You probably know this scenario well: Your main contact at a company has expressed interest in possibly purchasing your product or service.
You’ve had the pleasant conversations, you’ve heard “Yes, we’re definitely interested” and “Yes, I’m the decision maker,” and you’re excited about making the sale happen.
You’ve put your heart and soul into doing what you’re [...... [read full article]
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| Coaching Your Telesales Team |
July 1, 2010
Source: Eyes on Sales |
Few people would argue that training is one of the best investments you can make in your telesales team. Training is directly related to employee satisfaction and job performance. It also provides one of the best returns on your investment if you leverage that investment properly. The way you do that is to follow up training with coaching... [read full article]
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