What do all top sales performers have in common?

By Yvann Karamoko 

Have you ever thought about what makes a great salesperson? images

Consider the difference between winning the 400m Finals at the Olympics and finishing in second place. The difference between being good and being great is actually quite small, especially if you work in sales. In the world of sales, there are THREE things that in my experience have separated the best sales people from the rest. Whether you are selling your own product or managing a sales team, these will help you consistently close more deals. […Continue Reading…]

 

The “Thank You Effect”: 50 Small Ways to Improve Customer Service

By  images

Today’s blog post and SlideShare was written by Desk.com’s Manager of Customer WOW, Greg Meyer. Check him out on twitter at @grmeyer

What Can You Do Today to Make Customer Service Better?

“The Thank You Effect” is an example of a small action that prompts meaningful next steps to measurably improve service in any company. In my experience, there are a number of these small actions that when evangelized through a support team or through the larger company can really make a difference on the customer experience. So I made a list of 50 small things that you can do to improve customer service measurably in your company. I’m not a purist, so some of these things might be “bigger than a bread box” – or need to be broken down into component steps – and aren’t quite ready to be measured on their own. And I do believe that adding only some of these steps will really improve the service culture at your company.

10 Surprising Success Tips from Amazing Sales Guru Tom Hopkins | Inc. 5000

We all want to be more successful, but oftentimes it’s hard to know where to start. Why not begin by taking some advice from author and sales guru Tom Hopkins? He has been helping sales people and executives achieve success for nearly 4 decades. Continue reading for 10 effective tips that will help you achieve the success you’ve always wanted.

What are your secrets to being successful?

10 Surprising Success Tips from Amazing Sales Guru Tom Hopkins | Inc. 5000.

success tips

Let’s Play Moneyball: 5 Industries That Should Bet on Data Analytics

By Alan S. Horowitz, Software Advice Contributor

Dream Team“Moneyball,” written by Michael Lewis and published in 2003, recounted how the Oakland Athletics baseball team used statistics and sophisticated analytical techniques to decide which players to sign—something no other team was doing at the time. These decisions, which were previously made by baseball scouts who relied on experience and intuition, allowed a small team with limited resources to compete against organizations with far deeper pockets.

The opportunities for Moneyball equivalents in the business world are enormous. More and more organizations are collecting data in unprecedented quantities (often called “big data”). By analyzing it using algorithms and statistical techniques, smaller companies can reveal previously undiscovered patterns and insights to help level the playing field between themselves and larger organizations.

We interviewed several business intelligence experts to get their opinion on which industries are ripe to be “Moneyballed,” or have the most to gain from the application of data analysis.

Sales: Identify Employee Skills That Impact Revenue Most

Companies are constantly on the lookout for ways to improve employee sales skills, and analyzing data surrounding these skills can help managers understand which ones have the greatest effect on revenue.

Continue reading Let’s Play Moneyball: 5 Industries That Should Bet on Data Analytics

Power Tips

By Michael Dalton Johnson (Dig It! SalesDog Blog)

imagesEverybody likes to buy, because buying is fun. If you don’t believe this, try to find a parking space at a shopping mall, or a seat at an auction, this weekend. However, while buying is fun and exciting, nobody likes to be sold. The truth is: the best salespeople don’t “sell” their customers; they help them buy. […Continue Reading…]

Common Sales Hiring Mistakes

hiring mistakesIt’s no secret that hiring a sales representative is a difficult task, but oftentimes the sales hiring managers make this task even harder by committing detrimental mistakes during the hiring process. Through years of experience, Kathleen Steffey, CEO of Naviga Recruiting & Executive Search, narrowed down the top 3 sales hiring mistakes she witnesses on a daily basis. Hiring a job hopper, hiring based on personality, and hiring solely on industry experience are common misjudgments that will likely leave you disappointed in your placement and back to trolling the job boards.

Continue reading Common Sales Hiring Mistakes

Five Sales Personality Types and How to Incent Them

By Christopher Cabrera, CEO of Xactly Corporation, the industry leader in sales compensation automation. – Selling Power Blog

imagesIf your company hasn’t been making its numbers and your employees seem disengaged, it’s time to examine how to incent them uniquely and appropriately.

A big part of building a successful sales team is building a comp plan to suit your team members’ individual needs. Let’s look at the specialized roles that round out your team and how to optimally incent your team members.[…Continue Reading…]