LeadG2, on August 19, 2016
We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Sales and trust. Not exactly two words today’s buyers think of as synonymous. According to HubSpot Research, only 3% of people consider salespeople trustworthy. Here are 9 ways to build trust with your prospect.
Alina McComas, on August 17, 2016
I am often asked by salespeople, “How do you know which is the right digital capability to pull into a solution?” or, “What is the right budget to recommend for a prospect or client?” The answers to both of these questions stem from the same place – understanding the client's challenge and their goals.
LeadG2, on August 16, 2016
Every sales manager has, at some point, come to realize that sales talent isn't enough to reach revenue goals. The key is to hire talented salespeople and then help them optimize their performance.
These 3 resources will help you, as a manger, turn sales talent into performance.
LeadG2, on August 12, 2016
We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.
What creates trust, engagement, and confidence within the workplace? This article looks at seven ways new leaders can get off to a solid start, and how they can build essential credibility from the beginning.
Beth Sunshine, on August 11, 2016
Our sales departments are filled with Sales Managers, Directors of Sales, VPs of Sales, and even Chief Sales Officers who are charged with generating sales and growing business. What we don’t typically find in a sales operation is a “Talent Manager” or “Talent Coach" — even though the best sales leaders out there know that the best way to drive sales is to hire exceptionally talented salespeople.
Kim Alexandre, on August 9, 2016
If you’re the type of salesperson who focuses on maintaining existing accounts by being more responsive and service oriented, you may soon find yourself out of job. It’s the harsh reality (and opportunity) of the explosive expansion and use of chatbots.
LeadG2, on August 5, 2016
We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.
The upsell might be the most underrated play in sales. Once you’ve built up a customer base, you can start farming — that is, mining your existing customers for opportunities to upsell or cross-sell. This article offers five signs to look for to know when you should go for the upsell.
Matt Sunshine, on August 4, 2016
Today's superstar salespeople aren't doing things the way they were fifteen years ago—they've aligned their sales process with the way that people buy today. Today’s superstar salespeople are also taking advantage of today's technology, which allows them to have a significant advantage over their sales counterparts who are still practicing the 20th century sales methods. These modern day sales warriors are using what we call lead intelligence to maximize their selling effort. This advantage is making an amazing difference in sales performance and it’s worth taking note.
While many of the sales fundamentals of the 20th century still apply, the fact is that with the advancement of technology, the use of email, social media, and the mobile phone, there have been some significant changes that have allowed salespeople to improve and deliver better performance.
Greg Giersch, on August 3, 2016
There was a time when business people needed to be persuaded to get active online. Most of you are already active on social media. The big question now is how to use social media to build your business.
LeadG2, on August 1, 2016
We recently spoke with Karen McCandless, market researcher at GetApp (a sales management software review company) about her latest study, which sampled 250 sales professionals and 200 consumers. The study sought to uncover today's key challenges for salespeople as well as what successful salespeople are doing to overcome those problems.
