Matt Sunshine, on July 11, 2017
There is an old saying that goes like this: When is the best time to plant a tree? 20 years ago, of course. When is the next best time to plant a tree? TODAY!
That saying is the perfect way to describe what is going on with sales and marketing these days. So many organizations are tasking their salespeople with 100% of the lead generation as well as having them figure out on their own the very best way to pull prospects through the sales process.
John Henley, on July 10, 2017
On my final approach into the Atlanta airport recently, I noticed how interesting the view was from 10,000 feet. The planes moving about, the cars arriving, the Porsche Experience Center, and all the surrounding hotels (the new Renaissance Atlanta Gateway is pretty cool by the way). So much to observe.
This made me think about how the 10,000-ft. view is often more interesting and illuminating than the proverbial 30,000-ft. view. This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate.
LeadG2, on July 7, 2017
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.
A natural affinity for speaking can only take you so far — to become a truly skilled speaker, you’ll need to identify your weaknesses, learn rhetorical strategies, and consistently practice.
You might be wondering how you’re supposed to find time for those things when all of your work hours are spent selling. Good news: These seven apps will improve your speaking skills quickly, effectively, and best of all, in real-time.
John Henley, on July 6, 2017
I love this African Proverb, “If you want to walk fast, walk alone. If you want to walk far, walk together.” Every time you find yourself tempted to push everyone on your team aside because you can “move faster” on your own, stop and ask if the speed you are gaining is worth it. You can definitely walk faster on your own, but you can walk much further if you allow others on your team to develop and grow as opportunities come along. Instead of thinking about how to get the work done through your people—think about how to get your people done through the work.
Matt Sunshine, on July 5, 2017
It happens every day in nearly every sales organization. Regardless of the industry, the size of the sales department or the complexity of the sale. It causes intense frustration for every salesperson and every sales manager. Know what it is?
It’s the uncomfortable meeting that takes place when a salesperson is not hitting their numbers.
That meeting has to happen in order to get the seller back on the path to success, but it is filled with frustration.
Those of us in sales and sales management know this situation and those frustrations all too well. You can probably guess how this conversation will go…
LeadG2, on July 4, 2017
The 4th of July is a great time for gathering with friends and family, eating food fresh off the barbecue, and, if you're lucky, going swimming in the nearest body of water. We hope you're enjoying the day off! Today we're sharing some inspiring posts that you can check out as sitting by the pool or waiting for those hamburgers to cook.
Brad Ramsey, on July 3, 2017
If you follow the stock market you know McDonald’s stock has been on fire of late! Maybe the secret to their success is hiring people who can open and close!
Closing gets all the love, and all the headlines. The big closes lead to high fives and mentions in the company newsletter, and keep you coming back for more! If you can’t close, you can’t sell. “Coffee is for closers!”
But can you OPEN? Not open the conversation, open the door to the opportunity. One sure fire way to close more deals is to get more, higher-quality appointments. It’s tougher than ever to get attention and establish credibility, and you need to do both to get the first appointment with the very best prospects. It’s no longer sufficient to pick up the phone and leave a “get to know you and your business” voicemail, or pop in for a cold call with confidence. To be a great “opener” you have to do your homework, and your homework has to result in a valid business reason for the prospect to meet with you.
A great valid business reason should express why the prospect would want to meet with you (not the other way around) and has three core elements:
LeadG2, on June 30, 2017
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.
Taking time off to recharge is important, but too many salespeople don't get away because they're worried they'll fall behind. Taking a vacation without missing quota is possible with good planning and collaboration. This article shows you how.
Loretta Lage, on June 28, 2017
The results from the most recent State of Sales Survey conducted by Salesforce reveals some interesting insight into what the best salespeople do to close more deals and make lots of money. 280 salespeople as well as clients were surveyed.
John Henley, on June 27, 2017
If you are paying attention to the news, you may have noticed that lots of people are under investigation from both sides of the political spectrum. The dictionary definition of investigation is “a formal inquiry or systematic study.”
While running a workshop last week, I was reminded of the power of a salesperson when they slip into investigation mode. That systematic process is the key to building trust and demonstrating value in the early stages of a relationship.
No matter what you are selling, you should go far beyond just needs analysis or selling features and benefits of your product or service. You want to have a business conversation, looking for a desired business result that you can help them accelerate.
