Sales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks.
Kurt Sima, on July 9, 2019
Sales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks.
Shifts in consumer behavior over the last 20 years demand that businesses use multiple platforms to reach consumers. As a result, most media organizations today understand the importance of selling Integrated Solutions – just take a look at all of the capabilities that they have to offer a business to help them achieve their desired business results!
Shaye Smith, on July 5, 2019
It's the LAST week to share your insight for the 2019 State of Media Sales Report
CLICK HERE to contribute your expertise and help us develop an
extensive report to share in the Fall.
-MARK HUNTER
Succeeding in sales is all about developing the right habits. But not all habits are sales-generating.
The industry has changed a lot in recent decades, moving towards a consultative approach. Now, some once-hallowed practices will actively hinder your ability to connect with prospective customers and close deals.
If you’re still doing these things, you’re not offering real value to your customers. >>> READ MORE
Matt Sunshine, on July 4, 2019
Editor's Note: This post was originally published in 2016 and has been updated.
At least once a week, I get asked by a sales leader if there is a business book I would recommend they read that will help them improve their game. That is a tough question to answer, because there are so many very good books out there, and depending where you are in your career (or your current business situation, or what you have already read), the right book for you could be one of several. So instead of picking just one book, I thought I would provide a list of five books that would make for great reading this summer.
The Center for Sales Strategy, on July 3, 2019
Tomorrow is the 4th of July, or Independence Day. It's a day that we as Americans reflect on our freedom, our heritage, and our history. In honor of this, we asked a few of the CSS team to chime in for this post. We asked, "If you could pick one historic American leader that would make a great sales leader today because of their strengths and talents, who would it be?" Here's what they said.
Shaye Smith, on June 28, 2019
-LES BROWN
The reality is not all salespeople are created equal (and neither are startups). Just because a rep has amazing sales numbers doesn’t necessarily mean they’re a good hire. What they had to do to achieve those numbers may be totally different than what they’ll have to do to be successful with you!
So how do you know which salesperson is the right hire for your business? >>> READ MORE
Matt Sunshine, on June 27, 2019
Some say that the holy grail of sales is consistent and predictable revenue. Many are on this seemingly never-ending quest, but find it both elusive and always just out of reach. A strategic sales process is the only thing that will help you reach your goals.
Shaye Smith, on June 21, 2019
-TONY ROBBINS
Sometimes when you generate leads via inbound marketing, you can get a lot of information about your prospects and leads when they fill out a lead capture form. It really depends, though, on what you're willing to ask. You can ask things like name, phone number, email, company name, industry, revenue, and more. There's a lot of different variables you can ask for.
The tricky part is, when you ask for too much information, you might limit the number of people that are willing to provide all of that to you. Consequently, this might limit the number of leads you could generate. >>> READ MORE
Steve Marx, on June 20, 2019
EDITOR’S NOTE: This post is by the late Steve Marx, and was written and published in 2015. To keep it current, we’ve updated the content to be relevant, but preserved the knowledge that Steve shared.
There are countless lists of what the most successful salespeople actually do. It’s time for a list of what they don’t do.
Let’s call it "The Un-Checklist"—the list you review when no one is looking over your shoulder (so you can be entirely honest), and where you hope that your honesty doesn’t force you to check off any of the items.
Get out your pen, ink, or virtual notes. I hope you won’t need to use them.
In a previous post, A Step by Step Guide to Coaching Salespeople, I provided a guide on how to coach sellers. Some sellers find it a challenge to schedule quality appointments during their scheduled coaching days. Here are some things you can do to fix this problem.
