The Center for Sales Strategy, on December 17, 2018
As we roll through the Holidays, working hard to close out the year and prepare for a great 2019, we thought we'd share some 'sounds of the season' in true sales pro fashion. So, we asked the elves at the North Pole to help us write some carols with you in mind. Happy Holidays!
Shaye Smith, on December 14, 2018
-OG MANDINO
LinkedIn is celebrating the holidays by bringing you 12 days of awesome sales content. Brush up on your sales knowledge with topics like engaging buyers in 2019, sales experts you should follow, sales process steps to overcome barriers to sales ROI, and more. >>> READ MORE
Shaye Smith, on December 7, 2018
-JIM CATHCART
Sales managers are master jugglers. In a single day, one might find herself doing everything from facilitating connections and participating in prospect meetings, to interviewing new hires and evaluating new tools, to analyzing sales strategies and helping drive deals to completion.
No wonder so many sales leaders find themselves short on time when it comes to meeting with their reps and providing personal guidance. In fact, 73% of managers spend less than 5% of their time coaching according to Altify. >>> READ MORE
Alina McComas, on December 5, 2018
I recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. If you are not familiar with ABM, it’s simply a strategic approach to focus an organization's B2B sales and marketing efforts on a defined group of high-potential targets instead of everyone, in an effort to create more personalized messaging and content to increase engagement.
Kurt Sima, on December 3, 2018
Over the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “what not to do” as a manager.
This post is different. This post sheds a positive light on the Browns related to activating talent and tells a nice story about how a new leader transformed the same players from losers to winners by changing five things.
Imagine that: The same players being coached (managed) differently producing significantly different results!
Shaye Smith, on November 30, 2018
-BENJAMIN FRANKLIN
As a sales manager, two of the best words you can hear are “thank you.” While it’s of course great to hear them from a customer who feels you went above-and-beyond, it’s even better to hear them from a sales rep for whom you’ve made a real difference. When your advice and input resonate, making a positive impact on another person’s career and livelihood, it’s a big deal, and helping your reps succeed can be an equally vital aspect of sales team management. >>> READ MORE
Greg Giersch, on November 28, 2018
Which of the following will generate the highest return?
Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer.
The problem is that the research shows that a focus on more customers is the wrong path to maximize your return. And that it leads you to build the wrong solutions.
Jim Hopes, on November 27, 2018
Well, you wouldn’t be alone — I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue:
Kurt Sima, on November 26, 2018
The advertising game for traditional media is changing and evolving. In this case, change is not a good thing. It’s time for a revolution on your sales team. Are you ready?
This sounds kind of dramatic, perhaps over-dramatic, but it is true. Some type of revolution needs to take place on your sales team in order for traditional media companies to stay in the game.
Need proof? Here are some samples of reality:
Shaye Smith, on November 23, 2018
-SAM LEVENSON
The robots are coming, and salespeople are afraid they're here to take their sales jobs. It might be true that technology can be integrated into many steps of the sales process. But, thankfully, it can't do everything. For now, there are a number of skills computers can't learn, and one of those is our human ability to create empathetic connections with prospects and customers. This is a key ability for the modern seller. >>> READ MORE
