Matt Sunshine, on January 23, 2018
If you really want to develop new business with prospects—or even existing clients—try changing your conversation from WHY they should be buying your product to HOW they should use your products and all your other resources to meet their specific needs. (Of course, you have to know what those are, so plan and execute an engaging conversation to discover those needs.) Prospects don’t really want to talk about your product anyway—it’s boring to them.
Greg Giersch, on January 22, 2018
When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways.
LeadG2, on January 19, 2018
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.
What’s so magical about the number three? It’s no accident that the number three is pervasive throughout some of our greatest stories, fairy tales, and myths. It’s also no coincidence that some of the most famous quotes from throughout history are structured in three parts, nor is it surprising that the Rule of Three also works wonders in the world of comedy. It all comes down to the way we humans process information, and that’s why the Rule of Three will make you a more engaging writer.
Stephanie Downs, on January 17, 2018
“I had a really good meeting! But. . . I can’t get the prospect to call me back!” or “I had such a great meeting, but I never got an answer to the proposal.” I hear statements like these frequently when working with salespeople. They return from a meeting telling their manager how great it was, but then nothing happens. Wishful thinking sets in. Calls get made to the prospect on a weekly basis, managers ask about it in their weekly meetings, and salespeople start saying, “I don’t know what could have happened—the meeting went so well!”
What does “I had a really good meeting” really mean? For some, it means the meeting was long. For some, it means the prospect opened up and talked a great deal. For some, the client nodded and sounded interested. This list could go on and on.
Matt Sunshine, on January 16, 2018
After a workshop I was leading about earning a first appointment with prospects, one of the folks in attendance shared an incredible success story with me.
Trey Morris, on January 15, 2018
I bet when you read "Killing your KPI's", your first thought was this was going to be a blog about sales high performers, right?
Not really!
I'm literally telling you that you should KILL your KPI's. As in buried and dead. As in no longer around.
Ok, that might be a little over the top, but I fear that if I don't push the envelope, you won't get my point about why you shouldn't be basing your sales success on just Key Performance Indicators.
LeadG2, on January 12, 2018
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.
To be successful next year and beyond, sales development reps need to think outside the box. With the right skills, they’re more valuable than ever before. Here are five skills to focus on gaining or honing. And if you’re a manager, here’s what you should be teaching to your team.
Trey Morris, on January 9, 2018
Over time, organizations can begin to lose performance. It can start to feel like the organization is missing a beat, not hitting on all cylinders. If it was your car, you'd take it into the garage and get a tune-up, but what do you when it's your sales team?
How about a sales tune-up for your organization?
A sales tune-up is the perfect way to assess your sales organization through a comprehensive, analytical sales diagnostic. It's a time to step back and assess your organization in a factual and objective manner. A sales diagnostic allows you to dive deep into your numbers, your processes, and your people and objectively determine what is working and what isn't.
Greg Giersch, on January 8, 2018
We’re all familiar with Ego. If someone says you have a “big ego,” you know that’s not a compliment. At least not in most circles. Your Ego is about your survival. At its best, your Ego is simply your awareness of your own identity and how you interact with the outside world.
Let’s look at five strategies your Ego may be using that may be interfering with the way you interact with business prospects and partners.
LeadG2, on January 5, 2018
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.
To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. Here are the six soft skills every rep needs to get ahead -- and more importantly, how to develop them.
