Don’t Let Your Sales Process Kill Sales

Joey Sargent

Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.

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Top 7 Traits of Successful Sales Managers

LSA Global

Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed.

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What Stops Sales Managers from Coaching?

LSA Global

Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches.

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6 Questions for a Winning Sales Strategy

LSA Global

Why a Winning Sales Strategy Matters|. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Six Questions For a Winning Sales Strategy. What Are The Few Sales Scenarios That Matter Most?

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Consulting Business Sales Pipeline Template

The Clever Consultant

Most consultants could easily track their sales opportunities in a spreadsheet and avoid the cost of paying for CRM software. Downloads Selling Consulting Services crm sales pipeline

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How to Convert More Sales Prospects Using MQL and SQL

LSA Global

Sales and Marketing Leaders Want to Convert More Sales Prospects. Too many sales and marketing leaders treat all leads with the same amount of time, attention and effort. Defining Marketing and Sales Leads to Convert More Sales Prospects. The Job of Sales.

Sales 59

Consulting Sales Systems That Work for Introverts with Bob Burg: Podcast #16

Consulting Success

Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales.

How to Downsize Your Sales Force

Harvard Business

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend. At the same time, sales of simpler products were moving to lower-cost channels. sales jobs from its high-end craft beer division. Sales Digital Article

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The 5 Top Sales Techniques that Matter Most

LSA Global

What Are the Top Sales Techniques? As a sales leader, this is the question you should be asking…what are the traits and behaviors that distinguish top solution sellers from average producers? Five of the Top Sales Techniques. You (and your sales forecast) will be glad you did!

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Sales Coaching + Solution Selling Training = Success

LSA Global

Based upon over 800 sales training measurement projects, we have come to believe that solution selling training on its own is often an exercise in futility…and we say this as a business consulting and training company. The best sales coaches keep the focus forward.

Is Poor B2B Customer Experience Undermining Your Sales Success?

Joey Sargent

While the sales process may be vastly different for B2B, buyers are still people. If you’ve ever filled out a form to snag an interesting white paper, then received a sales call, event invite or other series of follow-up messages, you’ve been on the prospect side of a marketing automation (MA) solution. It raises the question, “If speaking to someone in sales is this difficult, imagine what happens when I need to contact support.”

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The Top 3 Reasons Behind High Sales Attrition

LSA Global

High Sales Attrition Can Be a Major Problem. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. The Costs of High Sales Attrition. The Top Three Reasons Behind High Sales Attrition.

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Are Sales Incentives Becoming Obsolete?

Harvard Business

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes. The right sales incentive plan creates a double win. Sales Digital Article

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The Art of Effective Sales Questions in 4 Steps

LSA Global

The Art of Effective Sales Questions. The best sales people typically ask the most effective sales questions. Insightful Sales Questions = Insightful Customer Conversations. Poor Sales Questions = Poor Customer Conversations.

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Doing Solution Sales Training Right Keeps Your Pipeline Filled

LSA Global

Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting.

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2 Techniques to Create Realistic Sales Targets that Drive High Performance

LSA Global

Sales Leadership Techniques To Tell if You Have Realistic Sales Targets. Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task.

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A Stunningly Simple Secret to Improve Sales Success

Joey Sargent

If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives.

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How to Increase Your Consulting Sales By Embracing the Consulting & Sales Balance with Anthony Iannarino – Episode 1

Consulting Success

Description: Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm, Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50]

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Managing a Sales Funnel for Your Consulting Business

The Clever Consultant

Create and managing a sales funnel. We spoke to our friend Brian Sullivan, Vice President of Global Accounts at Sandler Training , who offered us this advice: View Your Sales Funnel as a Live Tool. Your sales funnel is a living entity that needs regular attention. To make it easy, make sure you have a simple vehicle in place that enables you to collect details about prospects and where exactly they are in your sales funnel.

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Doing Solution Sales Training Right Keeps Your Pipeline Filled

LSA Global

Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting.

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4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30

Consulting Success

Perry is the author of several fantastic sales and marketing books and splits his time between higher-end client work and equity in companies as well as his science and technology project Evolution 2.0. Today we’re diving deep into the ways you can find your ideal clients, how to successfully manage your sales, marketing […]. 4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30 is a post from: Consulting Success.

Starting the analytics journey: Where you can find sales growth right now

McKinsey

By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future. Marketing & Sales Insights

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Sales Reps, Stop Asking Leading Questions

Harvard Business

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. ” So the sales force sits down and makes a list of questions designed to extract information from their prospective clients, in a kind of interrogation. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

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Tips on How to Sell Consulting Services Without Giving Away Everything During Pre-Sales

Steve Shu Consulting

A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Keep your pre-sales activities pretty tight. For example you might limit your pre-sales sessions to 2 to 3 meetings of 1–1.5

Sales 130

Auto Sales Jump Following Hurricanes

MishTalk

Auto sales are running substantially above estimates according to Econoday. Apparently, economists did not see the restocking needed for many hundreds of thousands of autos ruined by hurricanes Harvey and Irma. more…). Economics

Sales 51

Shine on: Keep Customers Engaged After the Sale

Joey Sargent

When you sell a product, you may assume the relationship is over after the sale. The post Shine on: Keep Customers Engaged After the Sale appeared first on Joey Sargent.

Sales 151

Sales Automation vs Marketing Automation

Leading Results Rambings

I was recently talking with prospective client about automation for the business development process, specifically marketing automation, and she asked to explain the difference between sales automation and marketing automation. CRM CRM Systems and Sales CRM and Marketing Marketing Automation

Sales 59

So You Want to Become a Sales Rep: 7 Things You Should Know Before Moving

Leading Results Rambings

If you look at my résumé before I founded Leading Results, you’d see someone who was a bit schizophrenic in their sales and marketing career. I have had as many marketing roles as I have had sales roles.

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Untapped Sales Intelligence – 3 Steps to Learn from Sales Wins

LSA Global

Does Your Team Learn from Sales Wins? Many high performing sales teams learn from sales losses and projects that go awry. Most experienced sales leaders and coaches are adept at post-loss reviews and uncovering what went wrong to improve future close rates.

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Three Big Red Flags for Auto Sales

MishTalk

In March, auto sales unexpectedly declined 5.7%. vehicle sales. Not to worry, Detroit Auto Makers Are Upbeat as Sales Volumes Stall. Forecasts now suggest April will mark the fourth straight monthly decline in U.S. more…). Economics

Sales 60

Train and equip your sales team – PLEASE

Leading Results Rambings

I need to rant for a minute on the sales calls I keep getting from companies that have not spent the time or money to properly equip the people they have selling for them. The young guy on the phone started off by saying it was a courtesy call and not a sales call (right!).

What the future science of B2B sales growth looks like

McKinsey

Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth. Our Insights

B2B 86

Strong Home Sales? Price Mismatch?

MishTalk

Economists are bubbly over home sales, especially existing home sales that came in at the top end of the Bloomberg Consensus range of 5.3 There's plenty of life in the housing sector with existing home sales up a stronger-than-expected 2.0 months at the current sales rate vs 4.9

Sales 75

Boosting your sales ROI: How digital and analytics can drive new performance and growth

McKinsey

Successful sales leaders use four principles to tailor digital and analytical tools to their companies’ unique needs. Our Insights

ROI 108

Science & Sales

Martinka Consulting

This is Sales 101, people buy with emotion and back it up with logic. The post Science & Sales appeared first on Martinka Consulting. Earth Day featured multiple marches across the country, protesting the anticipated cuts in federal dollars to science. An interview with one scientist hit the proverbial nail on the head. He said marches, protests, and similar won’t do anything, i.e. it’s preaching to the choir.

Sales 40

Social Media Powers Sales

1 to 1

customerexperience customerservice customerstrategy marketing sales socialmedia Social media has undoubtedly become one of the main means of communication.

Media 77

Wholesale Sales -0.5% Inventories +0.4%

MishTalk

Perhaps there will be an inventory build for the quarter after all because the build in wholesale inventories is not matched by reported sales. more…). Economics

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Reframing Sales Effectiveness

Strategy+Business

Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read

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Ineffective Sales Leaders Can Cause Lasting Damage

Harvard Business

Success in a sales force requires having strong talent up and down the organization. A weak salesperson will weaken a sales territory, a bad sales manager will damage their team and dampen results in their region, and a poor sales leader will eventually ruin the entire sales force. An education technology startup hired a sales leader who came from a large, well-respected firm. He tolerated (and even encouraged) ethically questionable sales practices.

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Retail Sales “Solidly” Flat

MishTalk

Economists missed the mark on retail sales this month by a mile. The Bloomberg Econoday consensus estimate was +0.4% in … Continue reading → Economics