Mindy Murphy, on July 25, 2022
Hiring and coaching salespeople would be a lot easier if people had their own manuals or care instructions that listed their top strengths and included advice for helping them reach their full potential.
Wouldn’t that help you select and retain more top performers?
Inbound marketing is all about providing personalized, relevant content to your target audience.
Instead of pushing out interruptive messages that can easily be ignored, you should be providing educational and entertaining content that they are already searching for online. The power behind an effective inbound marketing program is that prospects and customers alike can opt to give you their contact information in exchange for the most premium content you provide.
Kelly George, on July 20, 2022
One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently.
As we develop more skills in leadership, we begin to see mistakes as opportunities for growth, improvement, and innovation when we can look at them through a lens without judgment or blame.
Alina McComas, on July 19, 2022
You scheduled a meeting with a strong Target account. You're excited about the meeting as this has the potential to be a big prospect, but when you arrive, the first thing you hear is “You have 10 minutes. What are you pitching me today?”
If you're in sales, this is something you have likely heard before… and it's frustrating to hear. Basically, the decision maker is saying “I’m busy and I don’t believe you will benefit me or my business in any way. So, I will give you 10 minutes to pitch me whatever package or product it is you are pushing… so you will go away.”
Stephanie Stoll, on July 18, 2022
When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think.
Once you realize what you can control, and what you can influence, you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.
Helping sellers improve sales performance is an important—perhaps the most important—part of a sales manager’s job.
A key part of the process of improving performance is evaluating a seller’s performance. Tracking and evaluating important metrics will serve as a source of celebration as well as a way to add focus for future training and skill development.
Please note, this type of review and evaluation should not be confused with the typical annual review required by HR departments. HR reviews serve some purpose, but rarely serve as the catalyst for improving sales performance.
Trey Morris, on July 13, 2022
Holding people accountable is tough.
You have to be tough and sometimes even be a jerk, right?
Matt Sunshine, on July 12, 2022
92% of potential candidates have abandoned online job applications without finishing them. Tedious, repetitive application processes send candidates a message about the employer that isn't great.
To attract better candidates, it's time to dump the old system. Instead, recruit employees and sales talent by thinking outside the box.
Although recruiting qualified candidates is a different process in different fields, anyone can try one of these six surprising strategies to recruit great candidates.
Dean Moothart, on July 11, 2022
Before you can close the deal you first have to schedule the first meeting with the prospect’s decision-maker. Often, that’s the most challenging element of the sales process. Many sellers express the same frustration. “We have a great story to tell, but we’re simply not getting enough at-bats.”
Here are five ideas to help your sellers get off the bench and into the game.
Greg Giersch, on July 6, 2022
What is the best way is to start a conversation? Ask the other person a question.
We learn by asking questions.
Smart business people never stop asking questions. Your prospect probably forms their opinion about you based more on what you ask them, than on what you tell them.
“Judge a man by his questions rather than his answers” - Voltaire
