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.
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:
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!
