Matt Sunshine, on October 10, 2019
Is your sales team running the same plays as it did ten years ago? Even five years ago? If so, there’s a good chance you need to update your sales playbook.
The way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential such as:
But how you interact with prospects and clients is different.
Jim Hopes, on October 9, 2019
“Do you love life? Then do not squander time, for that is the stuff life is made of.”
- Benjamin Franklin
Did you know that you’re 42% more likely to achieve your goals if you write them down?
High-performing salespeople are intense; they typically have a long to-do list each week, and they attack that list with extreme focus. They’re dedicated, highly customer focused, competitive, and can typically accomplish more in one-week than any average Joe could in one month.
These days, life is so busy that we easily forget tasks and goals if we don’t write it down. However, writing down a to-do list is just the beginning; unless you prioritize that list, your productivity and time management is suffering.
What does that mean?
Amanda Meade, on October 7, 2019
Authenticity is a buzz word in business.
Today’s consumers are independent; they don’t want salespeople – or anyone – telling them what to do or how to think. Instead, they want a personalized experience and value a company that stays true to who they are, what they do, and who they serve.
Using not-so-catchy sales phrases and the wrong language when meeting with prospects will drastically reduce the chance of getting another meeting. Here are 10 common sales phrases to bypass if you want to seal the deal.
Amanda Meade, on October 4, 2019
-Gordon Eadie
As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. The average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.
When your sales reps are building the skills they need to feel prepared and successful in their roles, they are more likely to report job satisfaction and feeling valued by their employer — factors that make them less likely to jump ship. Looking to set your sales team up for this kind of success? >>> READ MORE
Emily Hartzell, on October 3, 2019
Sales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster.
Sales enablement tools put the right resources and content in the salesperson's hands right when they need it. Businesses that are properly utilizing sales enablement tools quickly:
Providing sales teams with the proper tools, knowledge, and processes to maximize every sales opportunity is invaluable. Effective sales enablement tools can significantly benefit your company – here’s how.
Amanda Meade, on October 1, 2019
Baby Boomers (1946-1964), Gen X-ers (1965-1979), and Millennials (1980-1995) have been the core generations that sales managers have long tailored incentive and engagement programs to. All have very different goals, needs, and work styles that require accommodation in order to improve sales performance, reach sales goals, inspire, and motivate.
Entering today’s workforce is the fourth generation, labeled Generation Z. Gen Z are individuals born between the late 1990s and 2010 that are starting to graduate college and join the sales world as independent adults.
We know that Boomers are incredibly loyal, Gen Xers are independent, Millennials seek reassurance and collaboration, and Gen Zers are more diverse than ever. How can you possibly motivate and manage such a multigenerational sales team?
Kurt Sima, on September 30, 2019
Sales managers and sellers can agree that developing trust with a customer is one of the most important parts of the sales process.
Simply put, customers don't buy from people they don't trust. However, they buy more from people they do trust! Here are some tips on how to develop trust with your customers.
Amanda Meade, on September 27, 2019
-Zig Ziglar
In a boxing ring, the trainer plays many roles. They serve as advisor, mentor, and coach. They scout out weaknesses in the opponent and help their own fighter correct mistakes with form or footwork. But perhaps the most important function a trainer plays on fight night is confidence-booster - “Hang in there. You got this. You’re the champ!”
Sales reps are accustomed to playing the role of advisor, but these days, they’re increasingly relied upon to boost buyer’s confidence — not just in the solution, but in themselves to make the right decision. How can sellers infuse consumers with confidence throughout their purchase journeys? >>> READ MORE
Matt Sunshine, on September 26, 2019
It's not just what you say; it's how you say it. In fact, what you say matters a lot less than how you're perceived, especially in sales.
You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued.
If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.
Kim Alexandre, on September 25, 2019
Music is so important for motivation and overall company culture, and we often underestimate what it can do for our team in terms of sales productivity.
Are you struggling to find a great motivational playlist to pump up your team? If so,
keep reading!
