Kim Alexandre, on July 21, 2016
One of my colleagues at The Center For Sales Strategy described a conversation she had with her three young boys about relationships. They asked what a relationship was, and she responded, “There are friendships, business relationships, and…,” before she could get another word out her 6 year old blurted out “and there are pirate ships, and potato ships. . . .”
Emily Hartzell, on July 20, 2016
One of the hardest parts of being in sales is creating a list of people to sell to. Finding prospects and creating that list may seem tedious and hard, but in reality it doesn’t have to be! Here's a simple 5-step process that will walk you through the steps to creating an amazing prospect list in no time.
LeadG2, on July 19, 2016
We have to give ourselves a little pat on the back, because last week we were featured in a prominent list of recommended sales blogs!
This is exciting for us to see, since our consultants and sales trainers are so dedicated to sharing their expertise and tips here. It's encouraging to see that we are making a difference! If you want to check it out, here are the details:
Matt Sunshine, on July 18, 2016
“We need to hire more salespeople!”
“We need to hire better salespeople!”
These are the cries that I hear day every day from the managers and executives that I coach.
While the strategy to hire more and better salespeople might be a good one, you and I know it’s just not that easy. If you are the one responsible for the hiring process and the on-boarding of these new salespeople, you are probably left wondering how you are going to get that accomplished. You are not alone!
Here are 3 things you can do today to jump-start your hiring process and begin hiring more—and better—salespeople right now:
LeadG2, on July 15, 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.
As you adopt and use sales enablement tools, keep in mind that there can be a few pitfalls along the way that slow your progress and not result in the success you are counting on. Make sure to avoid these five common mistakes and misconceptions.
Kim Alexandre, on July 14, 2016
Three of the best things you can have as a salesperson are also the three things that seem the most difficult to get ahold of. Referrals, testimonials and case studies have all helped a salesperson at one time or another either get a great first appointment, or to help set appropriate expectations. But, I still get asked time and time again how one can go about getting more referrals, testimonials or case studies. The challenge is, you, as the salesperson, are the only one who can make any of this happen!
Greg Giersch, on July 13, 2016
There are moments in every endeavor that will ultimately determine your success. In sales, we teach there are seven steps; three of those involve direct contact with the client or prospect, and those are the three tipping points in the process. While reading The Tao of Leadership, I thought about how this ancient wisdom might also be applied to the sales process.
The three tipping points in sales are getting the appointment, the needs analysis meeting, and confirming your proposal. Let’s look at these through the eyes of Lao Tzu and his ancient advice in the Tao Te Ching, for what he might say today to a salesperson at each step:
Kurt Sima, on July 12, 2016
Most sales managers focus on three things when hiring a salesperson:
Unfortunately, most overlook the missing ingredient—talent! Simply put, too many salespeople are hired without an evaluation of talent. This is one of the reasons that organizations experience high turnover levels and have trouble keeping people on the sales team.
It's Friday! Hope you've had a great week. Today we're sharing what we've been reading online this week! Here are our "best" from around the web.
As human beings, we are born with an innate affinity for stories. So it should come as no surprise that the best sales reps are often brilliant at telling them. This article offers five steps to make your storytelling more powerful.
Brian Hasenbauer, on July 6, 2016
In a former life, I was a professional triathlete and triathlon coach. I helped athletes with a wide range of athletic backgrounds accomplish one of the greatest physical tests of endurance known to man: completing the Ironman, a combined 2.4-mile swim, 112-mile bike ride, and a 26.2-mile run. When clients would first come to me and ask for advice about their training plan, they would inevitably ask, “What do I need to do to be able to finish the Ironman?” The answer was the same for each client: “You need to be able to swim 2.4 miles, ride 112 miles and run 26.2 miles in one day." That was a very definitive end goal, and the goal had a definitive date. The challenge then became how to take them from where they were physically on that first day, to that end point several months (or for some, years) away, ending at the Ironman finish line.
Maybe I’m a little late to the party, but I have just been turned on to the book “The Compound Effect” by Darren Hardy. I wanted to share a few thoughts on its relevance to sales managers and leaders—and how it relates to my story of someone training to complete an Ironman. You might not realize it, but some of the challenges that sales managers face when building a sales organization are similar to what triathlon coaches are up against when training an athlete for the challenge of the Ironman. These challenges are: defining the goal, creating the strategy to accomplish the goal, and taking the required steps needed to accomplish the goal.
