June 29, 2015
In generating referrals for your business, you want to spend less time with frogs and more time with princes and princesses. At the same time, make sure you aren't a "networking frog" either. In this article, Ivan Misner describes what makes a networking frog and how to be a networking prince or princess.
June 26, 2015
Part 1 of this series discussed how the motivation and skill of individual sellers affect sales training efforts. Now it's time to determine where sellers fall on the motivation and skill spectrum, how to leverage their abilities, and how to apply sales training and hold sellers responsible for their progress.
June 25, 2015
You probably have a social media presence. You might even call it a social media strategy. But is it really strategic? Or is it just a lemming strategy—making you look like a thousand other firms rushing together toward a cliff? There's a chance your social selling strategy may not be very strategic at all.
June 22, 2015
It doesn't matter whether a prospect contacts you at the start of their buying process or halfway into it. What matters is that when they contact you, you are a source of value to help them make a decision quickly. Offer data, insight, and context that they can't find themselves online, and you'll remain a relevant value-providing partner.
June 19, 2015
Before you invest in sales training, determine the motivation and skills of each person on the sales team. Do they want to grow? Do they have the tools to do it? Knowing the answers to those questions will help you decide whether sales training will help them or if it will be a waste of time.
June 18, 2015
We're more than halfway through the year. Where do you stand with your goals? If you aren't sure, you should do a mid-year assessment. In this article, Michael W. McLaughlin offers five questions to ask to determine if you're on track or if you need to make some changes.
June 15, 2015
Everyone is talking about big data, but few organizations know if they need it or what to do with it. One company has figured it out and is using big data to break into an untapped market and drive sales.
June 12, 2015
Some have rung the death knell for relationship selling, but the truth is it hasn't died. It has evolved. Successful sellers understand they must create and nurture authentic relationships with prospects first, and then they can get them to explore new ways of solving problems.
June 11, 2015
Emotional intelligence, often perceived as a soft, unessential skill, is rarely taught to sales leaders. That needs to change, says Colleen Stanley. For if you have high emotional intelligence, you are a better leader and can help your sales team deliver hard sales results. Read on to learn how to develop yours.
June 10, 2015
Monopolizing conversations or asking manipulating questions are two sure ways to push buyers away from you. To connect with prospects, stop talking so much, encourage them to participate in the conversation, and make positive emotional connections with them.