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...
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!
Shaye Smith, on April 20, 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.
Do you think it's possible that two letters could be destroying your sales pitch? If they are, how can you avoid using them? Don’t let your sales pitch fall on deaf ears. Follow these four guidelines to eliminate these letters from your vocabulary and successfully engage your prospects.
LeadG2, on April 19, 2018
Every sales organization could probably use more quality leads for their salespeople to set appointments with. This is one issue we deal with day in and day out with our inbound marketing clients. We help them generate new traffic to their website and convert that traffic into qualified, sales-ready leads.
What it (inbound marketing) boils down to is creating unique, compelling content pieces that solve a problem, entertains, teaches, or answers a question that your best prospects are searching for online, asking their colleagues/network, or simply wondering, and oftentimes not telling you, in the sales process. These blog articles are published to your website via a blog (typically) and then guide readers to access even more in-depth content (like eBooks, whitepapers, infographics, etc.) in exchange for a little bit of information about themselves via a form. This is the simplest way that you generate a website visitor into a lead.
Beth Sunshine, on April 17, 2018
The Tour of Duty FrameworkThere are so many young people out there with innate talent and tremendous potential… but zero sales experience.
Jim Hopes, on April 16, 2018
For some sales managers who are naturally very strong in relationship talent, doing things every day to invest in relationships with their direct reports comes naturally. For the rest of us, we could use a little reminder to make sure we are taking the right actions that foster strong relationships with our people, and today’s software and app selection can help.
