Matt Sunshine, on August 25, 2016
The need for quality case studies has never been greater than it is right now. B2B salespeople are encountering more competition than ever before, and they are working harder to earn the business and attention from both their prospects and their current clients. There’s a lot of information out there online, and businesses are increasingly conducting their own research and independently garnering information that allows them to evaluate your products and services.
Matt Sunshine, on August 4, 2016
Today's superstar salespeople aren't doing things the way they were fifteen years ago—they've aligned their sales process with the way that people buy today. Today’s superstar salespeople are also taking advantage of today's technology, which allows them to have a significant advantage over their sales counterparts who are still practicing the 20th century sales methods. These modern day sales warriors are using what we call lead intelligence to maximize their selling effort. This advantage is making an amazing difference in sales performance and it’s worth taking note.
While many of the sales fundamentals of the 20th century still apply, the fact is that with the advancement of technology, the use of email, social media, and the mobile phone, there have been some significant changes that have allowed salespeople to improve and deliver better performance.
Matt Sunshine, on July 18, 2016
“We need to hire more salespeople!”
“We need to hire better salespeople!”
These are the cries that I hear day every day from the managers and executives that I coach.
While the strategy to hire more and better salespeople might be a good one, you and I know it’s just not that easy. If you are the one responsible for the hiring process and the on-boarding of these new salespeople, you are probably left wondering how you are going to get that accomplished. You are not alone!
Here are 3 things you can do today to jump-start your hiring process and begin hiring more—and better—salespeople right now:
Matt Sunshine, on May 26, 2016
If you want to know what great sales managers consistently do to achieve their greatness, you’ve come to the right place. But, before we can tackle that mighty subject, we must first agree—there are two types of sales leaders: those that manage the numbers and those that develop the people.
We could take this time to discuss how great managers always get the job done and done right, or how they beat budgets, watch the bottom line, or make sure they are not going over in expenses. But this article is going to focus exclusively on what great sales managers that are focused on developing people do.
Matt Sunshine, on May 11, 2016
Media salespeople struggle now more than ever to secure quality appointments with prospects that might actually be ready, willing, and able to do business. The fact is that media salespeople are typically at their best when they are in front of a prospect, finding needs, and selling solutions. The challenge is that most media salespeople, after spending many frustrating hours cold calling, only find themselves going on one or two quality appointments a week. The system is broken and it must be fixed before even the most talented sellers will see better results.
Matt Sunshine, on April 26, 2016
Thanks to technology that enables people to learn just about anything in a matter of seconds, the buying process has become more personal. Thanks to the fact that every online buying experience is customized to the individual, people are starting to expect the B2B buying experience to follow suit.
A salesperson who hasn’t done their research and isn’t coming to the first appointment with very specific ideas on how to provide relevant value to a prospect isn’t going to make a sale.
Matt Sunshine, on April 21, 2016
Almost all of us spend a lot of time on our computers and smartphones. It's common knowledge that you should reboot your computer occasionally, right? Give it a chance to completely shut down, just for a moment, and then start it right back up. It's the same with phones. The folks at the Apple Store tell us it's a good idea to turn off the iPhone, and then restart it, once a day. In both cases, this reboot is done so that maximum performance with regard to speed and memory can be achieved. It's also smart to reboot your sales strategy from time to time. The goal of the sales reboot should be to achieve maximum performance from the sales efforts.
Matt Sunshine, on March 30, 2016
The regularly scheduled meeting that takes place with a sales manager and a salesperson (usually weekly) is uber critical. Yet, sometimes it is nothing more than an item on the to-do list of both the salesperson and the manager. In many sales organizations, this focused meeting between the manager and salesperson happens because it's the way it has always been done—not because it is highly productive.
“We need to hire more sales people!” “We need to hire better sales people!” These are the cries that I hear every day from managers and executives.
While the strategy to hire more and better salespeople might be a good one, you and I know it’s just not that easy. If you are the one responsible for the hiring process and the on-boarding of these new salespeople, you are probably left wondering how you are going to get that accomplished. You are not alone!
Here are 3 things you can do today to jump-start your hiring process and begin hiring more (and better) sales people right now:
Matt Sunshine, on February 4, 2016
According to a State of B2B Procurement study from the Acquity Group, 94 percent of business buyers do some form of online research before they meet with a salesperson. Your prospects are looking online before they agree to an appointment. And if they're finding information and assistance from your competitors instead of you, who do you think they're going to meet with?
