Sales managers are superheroes that possess special traits that help them save the day and lead their team to improved sales performance. Here's a few traits that stand out most about these savvy business leaders (as told by GIFs).
Shaye Smith, on January 29, 2020
Sales managers are superheroes that possess special traits that help them save the day and lead their team to improved sales performance. Here's a few traits that stand out most about these savvy business leaders (as told by GIFs).
Amanda Meade, on January 27, 2020
What we say and how we say it matters. The language used with prospects impacts your capability to excite and encourage them about the deal at hand. Certain words prompt predictable behavior, and every word or phrase you choose to use will generate an emotional response.
Sales leaders who understand the psychology of communication and language learn to upgrade their vocabulary quickly. They discover the right words and phrases that help develop positive associations with their brand, products, or services. To be an effective leader, you need to think, act, and talk like a leader—here’s how.
Amanda Meade, on January 24, 2020
-Gary Vaynerchuk
Being a leader is exciting but exhausting. Teams constantly look to their leaders for direction, motivation, and inspiration. It all comes with the territory, and most wouldn’t have it any other way, but at times, leaders themselves could use a cue to follow.
Luckily, no one is going it alone. As a sales leader, you can tap into the advice and insight of top thinkers in the field, especially your peers who are facing similar challenges, hurdles, and opportunities. Here's the perspective of five B2B sales leaders on a number of focal points, from coaching to productivity to data and beyond. >>> READ MORE
Trey Morris, on January 23, 2020
Whether it's in the gym or on the field, athletes like Michael Jordan and Tom Brady are known for being the hardest workers during practice. And, as the greatest athletes of all time, they're not out there trying to learn something new—they're simply practicing the basics.
Josh Kaufman, author of The Personal MBA, writes that to go from “knowing nothing to being pretty good” actually takes about 20 hours of practice—that’s 45 minutes every day for a month. As leaders, we're accustomed to being great at what we do. But in order to learn something new and help your salespeople get better, everyone must practice.
Beth Sunshine, on January 22, 2020
To remain competitive, organizations must invest more time and effort into the selection process. If you’re curious why so many companies fail to fully activate the talents of their people, take a closer look at how they make their hiring decisions.
Regardless of what your company does, there is only one way to build a top-performing organization. You need to make sure you get both the talent and the culture fit right with every single hire you make.
Matt Sunshine, on January 21, 2020
If you lead a sales team or if you’re in sales yourself, then you know that closing business is a key part of the job. Yes, there are also other very important parts of selling, such as:
But, in the end, if you’re not closing sales — you’re not going to make it. As a general rule, when it comes to closing business, you might adopt this saying that we’ve been using for quite some time— "Slow down the proposal and speed up the sale."
Amanda Meade, on January 17, 2020
-Daniel Pink
When a deal stalls, it's tempting for the salesperson to unknowingly put themselves first. We've all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation.
These tactics are a surefire way to turn stalled deals into cold ones. Before we dive into how to revive a dead sales deal, let's get clear on what dead deals are, and why they happen.>>> READ MORE
Beth Sunshine, on January 15, 2020
Are you looking for ways to create a company culture that will help you accomplish your business goals?
If so, you may have read about Zappos corporate culture and its ten core values. You know that core values determine the priorities of the company, and they’re what support the vision of your company and help shape the culture.
Here’s why the most successful companies have core values in place and pay attention to culture fit when they hire new people.
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
