Matt Sunshine, on January 14, 2020
Historically, the term sales collateral referred to one-sheets and brochures that often hung on a wall, and when the sales team met with a client or prospect, they would grab a one-sheet to help build their case—and it worked great! In the 21st Century, you need more.
Amanda Meade, on January 10, 2020
-Jim Cathcart
Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Why are sales objections unavoidable?
Because if the buyer didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it.
To be successful, reps must learn how to both discover and resolve these objections. >>> READ MORE
Matt Sunshine, on January 9, 2020
If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning!
Most of us were once salespeople, and we were good at it. And we too would sound off on why training wasn’t for us, why we wanted simply to be left alone to perform. Here's a list of reasons why sales veterans hate sales training, can you add to the list?
Matt Sunshine, on January 6, 2020
The world of sales has rapidly changed as new technology evolved and became more accessible to businesses and sales teams. Over the last decade, the major trends in sales have included ideas like inbound marketing, social selling, and implementing sales enablement tools.
From companies becoming more intentional about building a culture of engagement to sellers mastering the art of shared-screen conversations, predictions in sales trends for the next decade take a slightly different approach. Improving sales productivity and the overall sales process are still top priority — but there’s more! Here are our predictions for the next ten years in sales, sales management, and sales marketing trends.
Amanda Meade, on December 27, 2019
-Laozi
The online world is filled with an endless variety of businesses all trying to sell their products or services on their websites. The way to be successful is to find a way to stand out from the crowd. You can do this by figuring out what other companies are not offering their customers and offering it to yours.
One of the best ways to make a direct connection to your audience is through a webinar. Whether you are demonstrating a new product, giving instructions or sharing new ideas, a webinar is a great way to get one-on-one with your customers. Your goal is to increase your conversion rate, thereby boosting your sales. The way to do that is to create a sales funnel system that brings interest back to your site. You can garner a lot of interest and market share with a purposely designed marketing webinar. >>> READ MORE
Kurt Sima, on December 26, 2019
A New Year's resolution is a tradition in which a person resolves to change an undesired trait or behavior, to accomplish a personal goal or otherwise improve their life. The New Year brings a fresh start and the opportunity for sales managers and sales teams to set goals and intentions for the coming months.
Perhaps you, or a salesperson on your team, had a lousy 2019 and are ready to make some changes in 2020. A resolution can help reset the compass — here’s a list of options to help kick off the New Year and improve your (or your sales team's) sales performance.
Kim Alexandre, on December 24, 2019
In part one of this three-part blog series, we addressed the overall power of employee engagement. In part two, we learned how transparency could be used to boost overall employee engagement. In a nutshell, workplace transparency helps set the stage for employee engagement — the essential element of a positive and productive workplace cult
In this final part of the blog series of how to improve your company culture in 90 days or less, you’re going to learn how to take your employees from feeling motivated about your company culture vision to acting on ideas that will increase employee engagement.
Kurt Sima, on December 23, 2019
We often use sports to relate to management behaviors to avoid.
Reflecting back to 2011, there’s How to Build a Winning Team for your Sales Organization, then there's, Do You Onboard New Sellers Like the Cleveland Browns Onboard New Quarterbacks? Both articles provide insight on how to learn from coaches and teams' mistakes and apply lessons learned to sales today.
In this installment, let's focus on leadership — specifically, how a leader should respond and react when they make a mistake. Warning: sports analogies are included in this post.
Amanda Meade, on December 20, 2019
-Jim Cathcart
As a sales manager, your job is to empower your team members to succeed. You are responsible for overseeing your sales process, providing regular coaching, and monitoring the KPIs of your sales reps. Everything you do has one goal: to help your team achieve its maximum potential.
However, many sales managers focus their energy on things that aren’t productive. If you want to be an effective manager, these are the things that you should stop doing. >>> READ MORE
Shaye Smith, on December 19, 2019
No doubt, the holidays are crazy. You're working hard to close out the year, planning for the next year, and trying to finish as strong as possible. Outside of work, there's a list a mile long —holiday parties, shopping, family, friends, wrapping, cooking, etc...
