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.
LeadG2, on July 29, 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.
Every successful salesperson knows how important listening is. But how can you improve your listening skills? The same way you get better at anything! First, acknowledge the problem. And then use these techniques to train yourself to become a better listener.
Jim Hopes, on July 28, 2016
The other day I was talking with a sales manager who was lamenting that his people were having a very tough time getting appointments with quality prospects. We talked about all the ways we recommend salespeople warm up otherwise cold calls, but we ended up focusing on perhaps the most powerful way to get a warm reception — a referral from a current, satisfied client. The problem is, most salespeople simply do not ask for referrals because they are not accustomed to doing it. So we decided we would instruct everyone to ask five clients for a referral in the next week. Simple, yet new! You know what is going to happen here.
John Henley, on July 27, 2016
Price competition is a reality, and it can become pretty intense at times! You can’t avoid it altogether, but you can greatly minimize the haggling over price. The key to dealing with price competition is creating specific value for each of your customers.
LeadG2, on July 22, 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 goal of the subject line is to get someone to check out the rest of your email. So you’ll want to intrigue and generate interest without saying too much. This post shows you how to use principles of human psychology to craft subject lines that will get your emails opened.
