SBI Growth
APRIL 27, 2013
'Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The Problem: The buying environment has dramatically changed.
The Sales Heretic
APRIL 17, 2013
'Whether you’re building rapport with a new prospect, negotiating the fine points of a big contract or working to resolve a customer problem, one of the best things you can do with your buyer is to agree with them whenever possible. Agreeing with customers helps to reassure them that you’re actually on the same side, [.].
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Steven Rosen
APRIL 29, 2013
'Do you have a secret formula for success? I wanted to talk to you about how you can be successful in any job do. I was fortunate to have been promoted into seven different roles over a five-year period, moving from a sales rep to a VP of Sales for three divisions. The problem was that I had no idea what I was doing in each of those successive new roles.
Bernadette McClelland
APRIL 10, 2013
'Flip the coin! Heads or Hearts? I had the pleasure of being interviewed this morning by Nick Psaila as part of his ‘Ordinary People doing Extraordinary Things’ series. Apart from being the founder of Upology, he is also the founder of the biggest wellness industry webinar ever to be assembled – Wellness Business Owners World Summit.
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No More Cold Calling
APRIL 11, 2013
'Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me, “Unless a tool increases productivity, it’s a waste of time.” Great advice! Nancy understands that social-selling tools can’t replace personal conversations.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
APRIL 16, 2013
'You are a B2B Sales Rep with a new product to sell. Do you know who your Buyer is? New company, new division, or new product, you must ask that question. This article discusses how Sales Reps define their Buyer as a Persona. I describe how to use LinkedIn as a source to create these Personas. Then I provide a Persona Builder tool to organize your effort.
The Sales Heretic
APRIL 9, 2013
'The term “Relationship Selling” has become a cliché. Sales speakers and trainers throw the term around as if it’s a panacea for poor sales performance. There’s a problem with the cliché of relationship selling, though—prospects don’t actually want a relationship. That’s not what they’re there for. A relationship might develop, but that’s not their goal. [.].
MTD Sales Training
APRIL 2, 2013
All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
APRIL 13, 2013
'Welcome back to another episode of Sale Management TV. Last week I have had a number of coaching sessions with sales managers and came across a reoccurring theme. As you know the goal of coaching is to put a sales rep on a path for improving a behavior, skill or competency which will have a positive impact on their performance. What I have seen is that managers do a really good job identifying or diagnosing areas for improvement.
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Understanding the Sales Force
APRIL 15, 2013
'Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. The author says that some of the most successful salespeople share 10 personality traits but doesn''t say how many were in the study or how many shared the 10
The Pipeline
APRIL 3, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. People are always looking for the formula to sales success, so here’s the deal: there ain’t one! There are a number of things that when executed consistently will lead to more continuous and predictable success; those that tell you a otherwise are selling their book – there are no silver bullets – just work.
SBI Growth
APRIL 15, 2013
'You’ve invested in the technology. You’ve trained the entire sales organization. The sales process is finally out in the field. Will your efforts get the best possible return? Rolling out a new sales process is tough work. For Sales Operations, it’s one of the most important projects you’re responsible for. The risk is high because the money and time invested is significant.
Score More Sales
APRIL 30, 2013
'There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records. It’s safe to say that there are millions of these businesses out there – from very small SMBs to smaller mid-sized businesses.
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MTD Sales Training
APRIL 23, 2013
'We would all agree that communication skills are of paramount importance when any discussion on the attributes of salespeople are discussed. It’s a continuous journey where you will never reach. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
APRIL 21, 2013
'Welcome back. One of my old colleagues used to say that “The road to success for a sales manager is paved with potholes”. Today I would like to share with you the tips that have helped me become successful in my career. Tip #19 from Chapter 3 of 52 Sales Management Tips – The Sales Manager Success Guide is: Success is Achieving the Goals You Set for Yourself.
Understanding the Sales Force
APRIL 17, 2013
'Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect.
The Pipeline
APRIL 19, 2013
'The Pipeline Guest Post – Megan Totka. Social media websites are a great sales and marketing tool, there’s no denying it. I would venture to say that most companies have a presence on at least one social media site, and if they don’t, they should! Many companies are developing marketing campaigns that are design for both online and traditional marketing.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
SBI Growth
APRIL 25, 2013
'When you look at your network, can you say it’s real or a useless distraction? According to Seth Godin, “Your network is real if there are people you would go out of your way for and they would go out of their way for you.”. In this article I’ll address a LinkedIn feature that has the potential to supercharge your network. When incorporated, it provides insight and a reality check into the strength of your network.
The Sales Heretic
APRIL 24, 2013
'How would you like two hours of free consulting with six of the smartest strategists in business? Do you think that would help you boost your sales? That’s what Michele Price was thinking when she brought together six of us for an episode of Breakthrough Business Strategies Radio so powerful, it was deemed a “Staff [.].
MTD Sales Training
APRIL 11, 2013
'When it comes to negotiating, many salespeople worry about their ability to get the best price for their products while still offering the prospect the terms and conditions that they would see as a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
APRIL 3, 2013
Tip #8: Customise Your Coaching. Welcome back to Sales Management TV. Today I want to talk to you about a very important aspect of coaching. The tip of the week is “Customise Your Coaching”. Coaching is a “one to one” sport. It has to be specific and delivered in a way that best speaks to the individual. Training is a one size fits all activity. Coaching on the other hand must be customised to the individual.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
No More Cold Calling
APRIL 4, 2013
'Is training your sales team a waste of time and money? Quite possibly. Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It takes time to learn new skills, practice those skills, and get comfortable applying them. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished.
The Pipeline
APRIL 27, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. All this week I have posted clips from a recent interview with Ago Cluytens , for his Coaching Masters Series. We dealt with a number of issues around selling to buyers who are traditionally referred to as being Status Quo. Being the weekend, I thought it a good time to post the whole interview for your weekend lounging pleasure.
SBI Growth
APRIL 6, 2013
'Since January 1 st , your top 3 sales reps have all left the company. The one that actually completed his Exit Interview put it bluntly: “My quota has been unrealistic for 5 quarters. I’ve brought in new business in new verticals. I’ve filled my pipeline with qualified leads. Still, there’s no chance of hitting my kicker this quarter. Simply put, my LinkedIn Network is more valuable to the competition.”.
The Sales Hunter
APRIL 25, 2013
'Are you willing to walk away from a customer who is persistently asking for a price discount? I hope so! I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. They will drain your energy — and the time and energy of your office staff — so quickly that any profit you are getting from them will quickly become “not worth it.” I recognize that this is not always an easy call to make.
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
MTD Sales Training
APRIL 18, 2013
'Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Score More Sales
APRIL 29, 2013
'One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Most sellers do not follow-up enough. B. With many in sales, follow-up effort is focused less about them and more about you, your products, and services. C. Many leads slip through the cracks because of a lack of methods and processes.
Sales and Marketing Management
APRIL 6, 2013
'When you think about the word “partner” in your channel sales strategy, you may not necessarily conjure up images of close-knit teams like Bonnie and Clyde, Butch Cassidy and the Sundance Kid, or any of the Ocean’s Eleven gang. Businesses recognize that partnerships are important, but there are a few key reasons they often get neglected.
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