•  
  • Thursday 30th November, Ricoh Arena

Successful Sales eNewsletter - Read the latest Sales News, Tips & Insight

Blog

Blog

img

4 Ways Sales Managers Can Diagnose and Improve Pipeline Health

We’re all familiar with overly optimistic sales reps who are certain all their deals will close. Thank goodness they maintain such a positive outlook! On the other hand, it can blind them to the realities of the situation at hand. It’s similar to seeing the doctor for a checkup and telling her you feel fine. Then she conducts the exam and discovers a few issues that need addressing.

Your job as a sales manager is similar –looking beyond what your sales team is telling you to assess the true health of the sales pipeline. Here are four ways to make your diagnosis.

Read more
img

Transforming into a Sales Machine: Start with a Blueprint

Why Create a Sales Enablement Blueprint Now?

Before you hire that next sales rep or recruit that next partner, create a visual sales enablement blueprint necessary to effectively enable their success. This is not only a great way to justify hiring, but a great tool to recruit top sales talent and partners and show how you intend to deliver on their success.

In my earlier blog Transforming Your Organization into a Selling Machine I discussed getting started with systemizing sales enablement by:

Read more
img

The First Step to Sales Leadership: Getting Out of Your Comfort Zone

Every day, you should challenge yourself to get outside of your comfort zone. That may be a well-worn phrase, but it’s still critical advice for living a full life—and for killing it in sales.

In fact, pushing yourself to experience that new, uncertain, and—yes, even anxious—feeling is mandatory for business and sales leaders if they want to take their team to its peak.

That advice is even more essential in the era of social selling, when 90% of decision-makers no longer respond to cold calls.

Read more
img

5 Ways to Engage and Sell to Millennial B2B Buyers

Today, 73 percent of millennial workers influence purchase decisions for their companies or their own business. With millennials expected to make up the majority of the global workforce within a decade, this buying dynamic will only intensify. This makes it increasingly important for salespeople – especially those steeped in traditional tactics – to learn how to reach and successfully engage the newest generation of B2B buyers.

Here are five steps to win over millennial buyers.

1. Understand Millennials’ Buying Roles

Read more
img

Download Your Sales Checklist

Sales negotiations are notorious for taking unexpected turns. So, is there any point preparing for them?

Sales leaders will however tell you that playing by the ear is not the best way to handle sales negotiations. It is possible to go into a sales negotiation fully prepared and forearmed. Four important areas to prepare are:

•Analyse the Customer – Identify decision making patterns and sequences

Read more

Pages