You have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?
Tirzah Thornburg, on May 9, 2018
You have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?
Jim Hopes, on May 7, 2018
A simple question, right? Yes. But, very powerful. So many salespeople and sales managers have well-planned, beautifully-executed meetings, but inadvertently leave some of the most useful information on the table simply because they forget to ask this simple, shared-control question that can reveal the real priorities for the person with whom they are speaking.
Shaye Smith, on May 4, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
"I think there will be more and more specialization. The process will be broken up into a few parts -- depending on what you are selling -- with one person focusing on each part."
Read more on what Matt Sunshine (managing partner of The Center for Sales Strategy) and other sales leaders have to say about the future of sales in this Hubspot post.
Demrie Henry, on May 3, 2018
Prospecting for new business is vital to the sustainability and growth of almost every business, especially in today’s economy. And, whether you’re selling a service, product, or idea, it’s important to balance new business development (or prospecting) initiatives with key account development and growth. Following are sales prospecting tips from A to Z to guide and encourage you as you work to secure that first appointment.
Trey Morris, on May 2, 2018
I just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen...
The Center for Sales Strategy, on April 30, 2018
If you want elite sales performance from your new hire, have an elite onboarding process.
You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation. You expect elite performance from them, but it is not guaranteed.
Shaye Smith, on April 27, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. So what should salespeople do? Simple: Invest in listening.
Matt Sunshine, on April 26, 2018
This article was originally published on Sales & Marketing Management.
Kurt Sima, on April 25, 2018
The 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!
Kurt Sima, on April 23, 2018
Have you ever tried to fill a leaky bucket? Pouring water into the bucket while water leaks out from the bottom is a fruitless process and a waste of time. The net result is a partially-filled bucket!
