Understanding the Sales Force
JUNE 19, 2017
Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them.
ConversionXL
JUNE 20, 2017
Technology and consumer preferences are quickly evolving (seemingly by the hour), but in this turbulent world of fast-paced change we often forget that some core tenets of sensory perception and human psychology remain the same. One of those functions is how we view and process visual information, and in particular, visual hierarchy. Humans are visual creatures.
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A Sales Guy
JUNE 20, 2017
I spent the last week at Momentum Ski Camp. It was their “adult” week. Momentum is a mogul and terrain park ski camp that leverages some of the best skiers in the world as coaches to help clowns like me get better. When I say some of the best skiers in the world, I mean it. Look at this list: Mikael Kingsbury – Silver Medalist Sochi Olympics Moguls, 2 Time World Champion and 6 Time World Cup Champion.
Engage Selling
JUNE 22, 2017
You read that right. When it comes to objections, there is no reason you should be unprepared to handle them.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
The Sales Hunter
JUNE 23, 2017
What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].
Partners in Excellence
JUNE 19, 2017
We know feedback is important to our own personal development. It’s how we learn and grow, it’s how we improve. All high performers (or aspiring high performers) are constantly looking for feedback. Our people need feedback as well. But too often we get feedback wrong! Here are some major ways we miss the opportunity to help our people perform better.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
JUNE 23, 2017
I don't know about you, but I barely print anything anymore. Seriously, think about it -- when's the last time you had to type Command + P and print out a document? Between e-tickets, virtual payment options, and online signature tools, I think the last thing I printed out was the lease for my apartment. So you can imagine my surprise when HubSpot's audience started telling us they still like to print out our ebooks -- which are often 20 or 30 pages in length -- instead of viewing them on a web
Engage Selling
JUNE 21, 2017
Based on my work over the last year here are the top 6 reasons I see sales teams not live up to their sales potential: The manager’s belief system drives your seller’s behaviors. Outside trainers are hurting your growth potential.
Partners in Excellence
JUNE 20, 2017
I read a comment in a post, “ Sales people don’t have time to create value with their customers anymore. ” In fairness to the author, he was claiming sales is broken—it is. My knee jerk reaction was, “This is complete BS!” Upon reflecting I realized it’s true, and it’s probably an understatement. Without a doubt, sales people are busier than ever.
The Sales Hunter
JUNE 20, 2017
Is your sales pipeline moving fast or slow? We do a disservice to our customers when we fail to move them quickly from prospect to customer. Problem you and too many other salespeople have is you can’t move prospects fast because your pipeline is stuck with people who can’t make a decision. You’re better off […].
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Hubspot
JUNE 23, 2017
I know I'm literally ten years late to this, but I just started watching Mad Men on Netflix. And guys -- newsflash -- it's a really good show. The old school ad strategies, the fun outfits, the drama -- I love it all. Except Don Draper's management style. That, in my humble opinion, could use a little work. I know my stance might be colored by several generation gaps.
Topline Leadership
JUNE 20, 2017
[…] Kevin F. Davis shares practical solutions to the most challenging issues that frontline sales managers struggle with every day. Kevin blogs on methods for everything from leading, coaching, and managing priorities, to hiring, forecasting, and driving rep accountability. Kevin is the president of TopLine Leadership, Inc., and the author of the new book, “The Sales Manager’s Guide to Greatness.”Find his blogs and articles at TopLineLeadership.com/blog and kevinfdavis.com/blog […].
Partners in Excellence
JUNE 20, 2017
Starting out as an independent professional, it’s important to know the do’s and don’ts of self-employment. Follow these five steps to avoid common mistakes.
The Sales Hunter
JUNE 18, 2017
It’s summer, and as most sales leaders like yourself know, it is a prime time when clients and prospects cancel appointments. Want to know how to increase the likelihood of them KEEPING the appointment? Call them to confirm the appointment, and whether you reach them or their voicemail, be sure to remind them you will […].
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Hubspot
JUNE 22, 2017
For a three-person digital marketing team like ours, the prospect of having a big ad budget seemed like a distant dream. So when we were suddenly given $100K to spend on Facebook ads, we were positively giddy. And unbelievably nervous. As a lean SaaS startup, we have to be very wise with our marketing investments. Couple that with our low cost-per-sale ($24/monthly for our starter plan), and you can see that being cost-effective while still spending on ads is a challenge.
Score More Sales
JUNE 23, 2017
It IS almost Q3 and many people are behind in hitting their quotas. Over the years we have written about how distracted sellers get – and sales leaders do as well. We come up with ideas to help counter the slower pace of the first two months of Q3.
Partners in Excellence
JUNE 21, 2017
Recently, I wrote, “ Sales People Don’t Have The Time To Create Value With Customers.” Clearly, this is unacceptable if we are to drive business results. If we aren’t taking the time to create value with customers, then customers have no reason to waste their time with us. In the post, I suggested sales people don’t know how to create value in the time they are taking.
The Sales Hunter
JUNE 20, 2017
If you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […].
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Hubspot
JUNE 21, 2017
We’ve talked about the best practice of matching your offer and blog post topic as tightly as possible many times on the HubSpot Marketing Blog. But just in case you haven’t heard of this best practice before, I’ll give an example. Let’s say you have a post explaining different types of commercial cooling systems that gets a steady amount of organic traffic each month.
Jill Konrath
JUNE 20, 2017
Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.
SalesLoft
JUNE 23, 2017
The discovery call is undoubtedly important. As the first prolonged sales conversation, it opens the gate to a prospect’s relationship with your company. But even more than a first impression, it’s a pivotal point in understanding their needs. It’s the time you learn if you fit their business – your golden ticket to creating a thriving customer.
Engage Selling
JUNE 23, 2017
In the next 5 years, we are going to lose 33% of all inside sales jobs that are focused on order taking, and I estimate that over the next 10 years, all of those jobs will be gone for good.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Hubspot
JUNE 20, 2017
According to DMR Stats , SlideShare users add more than 400,000 new presentations per month. The site receives 159 million page views per month, and has more than 70 million users. And it’s one of the most underutilized lead generation tools we marketers have in our quiver. Sure, it has a paid lead capture form, but even without it, organic calls-to-action (CTA) work beautifully.
Partners in Excellence
JUNE 18, 2017
First, Happy Father’s Day to all of you who are fathers! Hope you are taking time away from work and social media to spend time with your families. Many of you know I’m just finishing the follow up book to Sales Manager Survival Guide (SMSG). Where SMSG focused on helping Front Line Sales Managers maximize individual and team performance.
SalesLoft
JUNE 21, 2017
The career path for the most SDRs leads into a role as an Account Executive. This makes sense: a rep with strong outbound skills develops the foundation they need to become an effective closer. In addition to learning the outbound skillset, SDRs often work directly with Account Executives and get to observe the processes and tactics that role requires.
Engage Selling
JUNE 17, 2017
In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here are the remaining 3 steps… 4.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Hubspot
JUNE 19, 2017
It might be an unpopular opinion, but I do believe that having tons of great ideas isn’t always a good thing. There just isn’t enough time in a single day to tackle all of them -- let alone while also doing your day job. So how do you choose just one -- and once you do, how do you make time to work on it, and see it through to the end? That, my friends, is why we get search results like these: We get it: Finishing a side project is really, really hard.
Sales Gravy
JUNE 22, 2017
We get bombarded by more information in one day; than my grandmother received in her entire lifetime!! Tweets, voice-mail, e-mail, phone calls, billboards, websites So what are you doing to keep your focus each and every day?
SalesLoft
JUNE 19, 2017
Interrogation scenes are the cornerstone to any crime drama. The good cop/bad cop duo sling a series of rapid fire questions at a suspect to force a confession?—?“What were you doing the night of 5th?” “Where was it?” “Who else was there?”. These tactics may seem like they serve an important function to get fast answers in high pressure situations. While it may make for entertaining TV, your discovery calls should not be a customer interrogation.
Heavy Hitter
JUNE 18, 2017
Highlights from This Steve W. Martin Sales Research Originally appeared in the Harvard Business Review. This is the first of a series articles on the Similarities/Differences between Salesmen and Saleswomen. Follow Steve W. Martin to receive future research articles. My recent research on the “ The Persona of Top Sales Professionals ” was based upon a study to determine the personal attributes, attitudes, and actions that influence sales productivity.
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