I work with a lot of sales teams and business development teams. Some perform well. Some perform not-so-well.
Kurt Sima, on June 7, 2016
I work with a lot of sales teams and business development teams. Some perform well. Some perform not-so-well.
LeadG2, on June 3, 2016
Happy Friday! Today we're sharing what we've been reading online this week! Here are our "best" from around the web.
‘Tis the season for spring cleaning! While that probably makes you think about your overflowing inbox on your desk (or your email), another area that can benefit from a bit of tidying up is your CRM platform. Why not use spring cleaning as your excuse to spend time in your CRM and ensure that everything is in tip-top shape so you can stay organized and efficient? These tips should help.
Emily Estey, on June 2, 2016
To improve sales performance, remember to switch your hat... and only wear one at a time! Let's talk about the difference between educating and presenting. There is no doubt you are aware of the products, or capabilities, you have to sell. Most of your clients are aware of your "heritage" products, but when it comes to some of the more complex products you are capable of delivering, your clients and prospects need to be educated about what they are and—more importantly—how they can use the products to achieve their business goals.
Jim Hopes, on May 31, 2016
Recently I had a conversation with a manager where she was expressing concern about the language she was seeing in their proposals. In reading them over, the words were crisp and highly descriptive. The problem was, the language and terms were those they use in their own internal discussions—their industry jargon. This is a problem.
If you open an underwater door and let a fish out of an aquarium into the ocean, he is free. Free to swim around the sea! But if you let him out of the water completely, he is not really free. The fish needs water to live — this restriction is a good one. The fish also needs room to swim — the restriction that keeps him caged is not a good one.
LeadG2, on May 27, 2016
We've come to the end of the 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.
Content can be leveraged to not just create the potential for deals, but to actually help the sales team close deals. Here are five challenges that keep deals from closing that your content can fix.
Matt Sunshine, on May 26, 2016
If you want to know what great sales managers consistently do to achieve their greatness, you’ve come to the right place. But, before we can tackle that mighty subject, we must first agree—there are two types of sales leaders: those that manage the numbers and those that develop the people.
We could take this time to discuss how great managers always get the job done and done right, or how they beat budgets, watch the bottom line, or make sure they are not going over in expenses. But this article is going to focus exclusively on what great sales managers that are focused on developing people do.
Stephanie Downs, on May 24, 2016
Have you ever thought about changing banks? I’m guessing most of us have. Either because of a poor experience, or relocating, or because of better rates and lower fees at another bank. If you are like me, you quickly realized what an incredible and daunting task that would be. Auto drafts, direct deposits, checking accounts, savings accounts, home equity lines, home mortgages and the list goes on and on. So, what did you do? You stayed put. Well, I did anyway. I couldn’t bear the time and the energy it would take and the fear of forgetting to transfer something like my electricity bill (aka my internet bill).
Loretta Lage, on May 23, 2016
There have been pages written, executive leadership training given and coaches hired all to help sales leaders build winning cultures. And yet the ability to build such a culture confounds many because it isn’t easy.
