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Two Types of Salespeople – Hunters and Vegetarians
Vegetarian salespeople are under the delusion that prospects will call them. Instead of interrupting prospects they wait to be interrupted.Source - Read More at: jebblount.com...
The Dirty Secret of Effective Sales Coaching
Most sales and service organizations have invested more time and effort in the past five years in improving managers’ coaching of reps than they did in the previous 50. This makes perfect sense: research by the Sales Executive Council shows that no other productivity investment comes close to coaching in…...
5 Keys to Successful Sales Coaching
More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to coaching as a solution.And, why not? Executive and personal-effectiveness coaching have historically yielded great results. According to the International Coach Federation, the average company can expect…...
The 25 Best Sales Training Programs for Every Budget and Team
Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. The ultimate goal is improving bottom-line results.According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates.Source - Read More at: blog.hubspot.com...
12 sales training techniques to build an unstoppable sales team
Your new hire gets to work alongside you and absorb the sales process, see how you handle objections, and where you find leads. Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle.But once you start to scale your startup,…...
3 Reasons Why Salespeople Treat the CRM Like a Trash Can
I hate writing about or talking about CRMs. It’s boring and tiring. It is also a turnoff because I know salespeople have no love for the CRM. But this is this is the brutal, and often ignored, reality:There is no weapon or tool in your sales arsenal that is more…...
A Hack For Closing More Sales in December
From now until the end of the year it is a challenge to get prospects to make buying decisions. Savvy sales pros, though, are engaging businesses that are sitting on piles of cash and demonstrating how smart buying decisions now can add value to the business while reducing their…...
What Does it Mean to Be a Woman in Sales? 16 Sales Experts Speak Out
Sales has traditionally been a male-dominated environment, but over the last few decades, more and more women have entered this career and thrived.As we celebrate International Women’s Day events at our offices across the world, we wanted to take a moment to shine a light on the amazing, smart, savvy…...
Guest Post: 4 Ways to Measure the ROI of Your Sales Training
Evaluating the efficiency and effectiveness of an investment is an essential part of running a business.Since sales are what keep a business running, the return on investment (or ROI) of your sales training is a valuable tool for assessing the company’s performance. ROI measurement is a bit tricky but very…...
Aligning Functions for Enablement
Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales opportunity. A lot of right’s, right? At face value, this seems like a straightforward task. Have a Sales Enablement charter. Build the right sales plays and…...
Should You Make Your Top Rep Your Sales Manager?
You have an opening for a sales manager. Your rainmaker is vying for the role. He is outstanding in sales and has helped you make the number every year. Should you move him into the managers chair? When considering promoting a star sales performer into management, tread slowly. There…...
How to Choose Between Personality Tests and Sales Assessments
Finding good salespeople is one of the biggest challenges that sales VPs face today.Most sales managers find themselves stuck in a never-ending quest to hire quality salespeople that will help grow the company to new levels.And, as you gain more hiring experience, chances are you are learning that the standard…...
What Questions Should I Ask in a Salesperson Phone Screen?
After reviewing sales candidate resumes, hiring managers often add a phone screen to determine whether to move the candidate forward into the testing and interviewing process.This 20-30 minute phone call helps bring the candidate’s resume to life and provides some excellent clues about whether he or she has the characteristics…...
Aligning Functions for Enablement
Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales opportunity. A lot of right’s, right? At face value, this seems like a straightforward task. Have a Sales Enablement charter. Build the right sales plays and…...
6 Reasons Salespeople Win or Lose a Sale
Why does a salesperson lose a sale?It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct.There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets…...
