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  • Thursday 30th November, Ricoh Arena

sales

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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.

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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:

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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.

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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

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How to Ensure You Are Selling a Solution, Not a Product

Are you selling a product or a solution to a business problem? The answer lies in your sales process.

Unless you’ve done the research to discover whether you’re talking to the right person, and you’ve taken the time to gain a solid understanding of the business problem that needs to be solved, you’re “product selling” by default. Which rarely works.

Why Product Selling Doesn’t Lead to Sustainable Results

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Relationships Matter Even More Than You Realize

We all know that establishing and maintaining relationships is a key part of sales, whether you are focused on developing new business or nurturing existing business.  If you have ever been part of a deal that has gone cold or lost a key decision maker who has changed jobs, then you’ve learned this the hard way.   In a new study, we’ve analyzed over 600k sales opportunities to better understand how the connections and relationships we establish into an account drive win rate.

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How Sales Leaders Can Hire and Retain the Top Sales Reps

In any profession, top performers are hard to come by. But unlike any other profession, salespeople have a directly attributable effect on a company’s revenue. Of course, this also applies to when sales reps leave. The Center for Sales Leadership at DePaul University found that the average time for SMBs to replace a sales rep ranges between 3.7 months to 5.4 months, and the average cost per turnover is $97,690.

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Why Cold Emails Are Just Cold Calls in Disguise

Most of us have felt the frustration of getting a cold-call from a sales rep, or worse: a robo-call from an automated machine. Nowadays, it’s rare for businesses to engage in such selling practices, for two main reasons:

1.       They rarely work.

2.       This spammy approach often alienates more potential consumers than it converts to customers.

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