Tirzah Thornburg, on March 28, 2017
When salespeople mention why the left their previous job, you often hear complaints of unreasonable budgets. Along the lines of, 'My sales manager was crazy! There was NO WAY that could hit that budget." As a manager, how do you make budgets attainable? And as a salesperson, how do you meet that goal?!
Tirzah Thornburg, on March 27, 2017
Recently I have had several managers asking about the value of a personal marketing resume for salespeople that are struggling with getting that initial call. Personal marketing resumes can be valuable in getting a prospect's attention and communicating how your salespeople can help, if done well. So, how do you get a personal marketing resume started, and what do effective ones include?
LeadG2, on March 24, 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 good conversation starter can transform an awkward, stilted conversation into an interesting, enjoyable discussion. That’s important in sales, as having several conversation starters up your sleeve will help you form connections with prospects, referrals, and potential partners. In other words, the ability to start a conversation translates to real business. What makes a good conversation starter? Here are 125 ideas.
Jim Hopes, on March 23, 2017
Do you really know how you are valued by your customers? Are you seen as a source of expertise, connections, and solutions? Or, are you seen more as someone who simply provides access to your products? It’s an important distinction.
Greg Giersch, on March 22, 2017
Good salespeople are looking for a new job every day. They need to be “hired” by their clients and prospects on a regular basis. When I was a sales manager, how someone applied for an open position was my indication of how they would approach a prospect. Even now, as I’m going through applications for designers, I think of how my actions parallel that of a busy prospect.
John Henley, on March 21, 2017
It’s March, and basketball madness is upon us. Three of the key elements in basketball are the goal you are shooting at, the equipment you use (basketball, shoes, etc.) and the plays you run. Sales is no different. You need goals, equipment, and plays.
I was performing a sales diagnostic with a client recently and thought of this comparison as I was evaluating their sales performance. That’s when the connection between March Madness and sales hit me.
Guest Contributor, on March 20, 2017
By the year 2020, it’s estimated that there will be over 6 million inside and outside sales professionals in the U.S. alone. They represent an incredibly valuable resource for companies across a variety of industries, and it’s clear that sales leaders nationwide are continually searching for new ways to get the most out of their sales teams.
It makes sense then that the sales acceleration technology market recently reached approximately $13 billion in North America, as companies dedicate themselves to finding better ways for their salespeople to connect with customers and improve productivity. Almost every sales manager will be faced with the prospect of searching for acceleration software, and there are several steps that must be completed before, during, and after any such search.
LeadG2, on March 17, 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.
It can be a difficult task to build trust and credibility with prospects and customers. It is even harder when attempting to rebuild trust after it has been damaged. There's an elephant in the room that can feel uncomfortable to talk about, but is impossible to ignore. How can you get past the elephant in the room to get back to selling? The following four-step process will help you rebuild trust with your customers and prospects.
Jim Hopes, on March 16, 2017
Most of us got to where we are by being pretty good at solving problems. So, when we eventually ascend into the management ranks, that problem-solving behavior naturally stays with us. The problem is, when it comes to people, you can’t really fix most weaknesses using those same skills.
The traditional model most managers follow is to assess what people are not doing well and give them training so they can do it better—the competency model. While skill training does certainly have value (it’s a big part of what our company sells), it only works well when you are teaching skills that match a person’s natural strengths (their innate talents).
For example, you probably know by now whether you can sing or not. If you’re like most people, the answer is not. Do you believe you could be on American Idol if you took enough voice lessons?
We both know the answer, don’t we?
LeadG2, on March 15, 2017
These days, everyone wants to be the “Uber/Amazon/AirBnB of {insert industry}” and even if they aren’t, they certainly like to say they are. While I don’t want to be like those other guys… I kind of can’t help myself here. So bear with me on this one.
It started the other day, while I was riding in a Lyft (the other Uber, in case you aren’t familiar) to a meeting here in Seattle where I live. I noticed how my driver asked me if I had a preferred route; “Do you want me to take I-5 or the viaduct? Do you have a preference?” he asked. I didn't.
He then offered me a bottled water and asked if I had a favorite music genre to listen to, which he could turn on for the ride. The car was really clean and smelled like a pina colada, and I could tell the driver was reading my energy and mood to determine how chatty to be with me that day.
I flashbacked to 10 minutes prior when I was wrapping up something in my home, running a few minutes behind schedule, and with a couple clicks on my phone I had a driver on the way. I could track how close they were and head out the front door to meet him almost exactly when he was pulling into my driveway. I didn't have to worry about being late because I knew exactly where my driver was and the app even provided an ETA. Plus, when the ride was over I didn't have to exchange a dollar or fumble for my credit card. I said goodbye and was walking into my meeting in seconds.
Immediately after exiting the vehicle, my mind started to wander about how the needs that cab drivers filled 10+ years ago have drastically changed, which is obviously why companies like Uber and Lyft are so incredibly successful today. Like this (just to name a few):
