Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching.
Greg Giersch, on September 16, 2019
Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching.
Shaye Smith, on September 13, 2019
-PATRICIA FRIPP
What is a normal experience on social media like for you? I’m not talking about using it for business — I’m talking about a simple leisurely scroll. But the ultimate point I’ll make is that maybe there shouldn’t be much of a difference.
When I hop onto LinkedIn or another social media network, my usual routine is to check out the feed, press “Like” on a few posts that catch my eye, and leave a comment or two. When there’s a prompt, maybe I’ll message an acquaintance directly. It’s an easy way to stay in the loop and maintain relationships. These activities represent the fundamental purpose of social media, and that’s why the channel can be so effective as a business tool.
The thing is, social media might be most effective as a business tool — and specifically as an avenue for lead generation — when we’re not treating it as one. >>> READ MORE
Jim Hopes, on September 11, 2019
We know it’s extremely important to maintain open and regular communication with clients. Each team should be consistently tracking their efforts and goals and addressing any concerns along the way. Due to time restraints and other factors, that rarely happens – and that’s where a Service-Level Agreement steps in.
As sales professionals, we love annual contracts because we know that clients are going to spend throughout the course of a year. However, we cannot become apathetic and only talk to clients once a year.
Amanda Meade, on September 10, 2019
It’s the time of year where competition is in the air. Not only is a little fantasy football floating around the office, but we’re about to tackle the end of another fiscal year. We’re all going for the “Hail Mary” pass with, what feels like, only seconds remaining on the clock.
Similar to having a successful season on your fantasy football league, having a great sales quarter takes strategy, skill and taking advantage of every opportunity that comes your way. It’s nearing the beginning of the fourth quarter, so let’s kick it off with motivation for a strong finish.
Kurt Sima, on September 9, 2019
Even media sellers who are skilled at talking about price and removing surprises throughout the sales process can encounter objections. Superstar sellers know that most strong responses to objections involve asking the prospect additional questions to get back to the desired business result, and most of these questions will logically lead to the next.
Here’s a list of the most common objections heard by media salespeople along with ways you can respond to each. Feel free to keep this list handy — you might need it!
Shaye Smith, on September 6, 2019
-JIM CATHCART
With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts. A quarterback wouldn’t be too effective with no receivers to throw to. A running back is going nowhere without a line to run behind. And the entire defense would be lost without a coordinator and coaching staff in place to scout opponents, draw up schemes, and oversee execution on gameday.
Sales teams are similarly interdependent. To be successful, we need to work with one another and across departments (especially marketing). Not only this, but the most effective selling units are increasingly reliant on sales enablement tools and tactics. >>> READ MORE
Tirzah Thornburg, on September 5, 2019
At one time or another, we’ve all wished that people came with an instruction manual. A guide that answered questions no one thinks to ask and provides information we often forget to share. Every big-ticket, important, valuable item comes with instructions. Why are people any different?
The beauty of humanity is that we’re all unique. However, our differences often lead to frustration, miscommunication, lack of productivity, and can even end up threatening our job performance. How can you bypass miscommunication and anxiety? Develop a personal user guide!
Kim Alexandre, on September 2, 2019
On a scale from 1 to 5, one being extremely easy and five being extremely difficult, how easy is it for you to balance between new business development and servicing your current customers?
Shaye Smith, on August 30, 2019
-FRANKLIN D. ROOSEVELT
Prospect calling: love it or hate it, this practice will likely always be part of the job. Our methods for communicating with potential customers are now more varied than ever, but there’s still something distinctly connective about getting on the phone and hearing someone’s voice.
With that said, there’s a difference between prospect calling and cold calling. You may be familiar with these tactics, but if you’re still aching to pick up the phone, here’s a quick list of four things you can do instead. >>> READ MORE
Matt Sunshine, on August 29, 2019
If you’re in sales, then you know its extremely important to close deals, right? That’s kind of an easy question, but I ask it only because it seems as though many salespeople think their job is to have a lot of business in “pending.”
When I ask salespeople how things are going, what I typically hear is, "I got a lot out there.” While I get why having "a lot out there" feels good, it's not the most important thing and may or may not be a good indicator of the customers you will earn. Closing the deal, earning customers, and helping them to have success is far more important.
