Trey Morris, on January 30, 2019
Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here... to share a hot tip that he uses regularly to connect with target accounts.
Kurt Sima, on January 28, 2019
Most sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.
Shaye Smith, on January 25, 2019
-JOHN D. ROCKEFELLER
Matt Sunshine, on January 24, 2019
Looking to climb out of that waste-of-time-sales-meeting rut and grab everyone’s attention with your highly productive and engaging meetings?
It is no secret that the weekly sales meeting has plummeted to the bottom of the priority list for many salespeople. In many offices, it has become a routine exchange of housekeeping issues that could have been shared over email instead. Don’t get me wrong, you need to go over housekeeping issues from time to time, but taking an entire sales staff off the streets is a costly way to cover these items on a regular basis. Take a minute and do the math. How much does a one-hour sales meeting really cost you? That number will probably frighten you into ratcheting up the quality of your weekly get-together, so let’s get started.
Here are five powerful ways to jump-start your sales meetings and bring them to a whole new level:
Dean Moothart, on January 22, 2019
Many organizations have built barriers between the various functions of their business. Even groups that rely on and support each other’s goals (like Sales and Marketing) are “siloed” in their own worlds and rarely communicate. Breaking down those walls and aligning goals and expectations can be challenging, but there are tremendous benefits as well.
Shaye Smith, on January 18, 2019
-ZIG ZIGLAR
Matt Sunshine, on January 17, 2019
Editor's Note: This post was originally published in Sales & Marketing Management.
As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met.
Worse, metrics these days are like pop songs: They’re catchy for a while until a new one comes along and grabs everyone’s attention. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. While call volume certainly contributed to sales success, it shouldn’t have been this manager’s sole focus. What he ended up creating was a team that blustered through calls without making meaningful progress with sales.
Kurt Sima, on January 16, 2019
I’m a sales performance improvement geek, and I admit it!
I enjoy discovering, and sometimes creating, things that help sales organizations improve revenue performance. I encountered some really cool things in 2018 — here’s a list of my top 5.
Shaye Smith, on January 15, 2019
It's not out of character to hear a sales manager say, 'ABC: Always Be Closing.' Or to have a salesperson live out that phrase daily. But in reality, to close more business, you must sell less and help more.
Kurt Sima, on January 14, 2019
Recently, I provided five options for New Year’s resolutions for struggling sellers and managers who had a less than awesome 2018. If none of these options seemed attractive, here are five additional things you can do to reset your sales compass for 2019—plus some information to help make these resolutions part of your sales routine to improve sales performance.
