Guest Contributor, on May 24, 2017
The statistics surrounding the effectiveness and prevalence of sales coaching are quite startling. Research indicates that reps who have access to highly effective coaches perform 19% better than others on average. Yet surveys also indicate that approximately 25% of sales managers don’t employ any kind of coaching process.
LeadG2, on May 24, 2017
We talk to businesses all the time who don’t have CRMs, but know they need one. I’ve written about this exact topic in the past (read 5 Reasons Salespeople Aren't Using CRMs Effectively here). While there are many obstacles to overcome when choosing any kind of new technology, the CRM seems to be an exceptionally tough one. This is due to a huge variety of options in the marketplace, a lot of previous bad experiences, fear of new technology, costs, and the potential risks involved like lack of adoption, technological barriers, training, and so on.
I get it. These are all great reasons to take this decision very seriously, but that shouldn’t get in the way of taking action.
There are just far too many benefits to having and using a CRM that can’t be ignored. Luckily, our partner, HubSpot, has made the decision a heck of a lot easier. And to help you even further, I’ve put together these five reasons why you should consider giving the HubSpot CRM a try right now:
Matt Sunshine, on May 23, 2017
Raise your hand if you wish you had more quality appointments each week? My bet is that nearly 100% of you raised your hand. Almost every salesperson and sales manager that I speak to these days is talking about how difficult it is to get the quality appointment. Ironically, at the same time that getting quality appointments has become perhaps the most important activity for growing business, it has also become one of the most challenging parts of the sales process. The reasons for this are nearly the same in every market. They sound like some variation of the following.
Kim Alexandre, on May 22, 2017
Sharing insights as part of the sales process is getting a lot of press these days. It makes sense that prospects are looking for relevant insights that will impact their business in world of abundant information.
But there are two mistakes I see salespeople making when sharing insights. Insights have to actually be relevant to the prospect and be truly insightful in order to speed up the sale. The mistakes I see most frequestly are:
LeadG2, on May 19, 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.
You’re meeting with a hot prospect for the first time when they hit you with the dreaded price question. How you respond could make or break the rest of the conversation. Here's how to nail that response.
Loretta Lage, on May 18, 2017
Okay, here’s the scenario. You’ve done your due diligence on a prospect and your extensive research tells you that:
Every week or two, in nearly every sales organization across the country, sales managers and salespeople sit down together for their regularly scheduled individual focus meetings.
You’re familiar with these meetings, so let me ask you... in your opinion, do your salespeople look forward to them? Are they anxious to share valuable information and discuss next steps in order to ensure they are moving business forward? For the most part, would you say they are a good use of everyone’s time?
Many will answer, “No.”
In my experience, both salespeople and sales managers often find themselves dreading these one-on-one meetings because they feel as though they are a waste of their time.
John Henley, on May 16, 2017
If you are in sales, you have to learn to effectively battle your fears. Fear of a big client leaving. Fear of a big deal falling through. Fear of your company making a change. Fear of the marketplace changing. Fear of the new boss.
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.
Local companies that lack a basic understanding of how customer service works in the offline world won’t be fully equipped to consult with clients who may need as much help defining the USP of their business as they do managing its local promotion. This post shows how the two work together and howt o maximize them both.
Jim Hopes, on May 11, 2017
I remember when I took private pilot's lessons there were two places learning took place. The first place was ground school. We learned how airplanes are constructed, how they fly, which radio frequencies to use, and how airports are laid out – literally hundreds of topics one would need to know to pilot an airplane.
