10 Most Popular Sales Insights from 2013

By OpenView Sales Lab Staff

Whether your company’s sales team managed to smash through its revenue targets this year or struggled to hit quota, it’s always important to review your hits and misses, or strengths and weaknesses, and think about how you can improve and innovate going forward.images

To help you do that, we’ve assembled the 10 most popular sales-themed posts from our site this year (ranked in order), and encourage you to look through them as you begin to prepare and plan for what will hopefully be a very fruitful 2014.

Why is Personal Branding Important?

By Brian Cable (Value Networker Blog)

PERSONAL BRANDING IS A MUST

imagesPersonal branding is where you are the focus of your business. It’s where you become the expert, the one who helps others, the friend and business partner. It is the opposite of branding an opportunity.

The most common thing you will see is people promoting opportunities. You know the ones like “just pay $5.00 and in 30 days you will have $100,000″. Even if someone is promoting a good company, most of the other people are doing the same thing. They talk about the company and it’s products. They place little posts with their sign up link on the social media sites and hope that someone will join them. The truth is this rarely leads to sales. 1000′s of people do it this way and most people just ignore these types of posts. To be able to stand out in the crowd as a leader you must get involved with personal branding.

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CEO: Is It Lonely At The Top?

By Lolly Daskall (Lead From Within)

When people think of CEOs, the general perception is that they have it made.

But what happens when the reality is different then the perception?images

The concerns of those who have made it to the top are easy to dismiss. But many CEOs are plagued by feelings of isolation once they take on the top job.

Half report experiencing feelings of loneliness in their role, and 61 percent of those who experience loneliness believe it hinders their performance.

Those just moving into the top ranks are particularly susceptible—nearly 70 percent of first-time CEOs who experience loneliness report that the feelings negatively affect their performance.

These feelings are not limited to CEOs. Isolation and loneliness can occur in anyone with new found authority. Leaders owe it to themselves — and to their organizations — to make sure this isolation does not interfere with their effectiveness. 


Those who feel isolated can come across as aloof and distant, leading to a reputation as a leader who is uninterested and cold—which, in turn, makes it harder to lead.

But it doesn’t have to be that way. There are things you can do to counter any feelings of isolation and loneliness that result from your level of responsibility.

 

What Your Coffee Says About Your Personality

By Meridith Dennes (Project Eve Blog)

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A study has found that people who drink certain types of coffee share common attributes.

If you drink a latte, or add milk to your coffee, then you are likely to go out of your way to help others whereas if you prefer to drink decaffeinated coffee you are more likely to be obsessive and controlling.

Clinical psychologist Dr Ramani Durvasula conducted a study of 1,000 coffee drinkers and assessed a number of common personality styles and psychological traits.

These include introversion and extroversion; patience; perfectionism; warmth; vigilance; sensitivity; and social boldness, among others.

Black coffee drinkers were found to be “purist’ and prefer to keep things simple. They were found to be patient and simple but also set in their ways and resistant to making changes.

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How Do You Balance the Holidays and Work?

Monster.com 

The holidays are generally a time filled with festivities, good cheer and even better food. imagesSo, who wants to work? Probably not many of us, but in all seriousness, we still need to get the job done despite the holidays and all their inherent distractions. For that reason, we asked Monster members for their tips and tricks on enjoying the holidays while keeping their jobs in balance.

Sales Keynote Speakers – How & Who to Select for the Best Sales Conference

By Steve W. Martin (Heavy Hitter Sales Blog)

Let’s assume you are in charge of planning your company’s annual sales kickoff, the most important sales meeting of the year. You’ve picked the best location, chosen the right hotel, and are in the process of finalizing the meeting agenda. However, one critically important task remains to be completed–you must select the perfect keynote speaker.

There are four main types of keynote speakers to choose from; celebrity, motivational, industry mavens, and sales experts. Celebrities (entertainment stars, sports heroes, business icons, politicians, etc.) will speak mainly about their personal experiences. Conversely, industry mavens are analysts and consultants who talk about current issues and future business trends. Meanwhile, motivational speakers exuberantly try to touch listeners’ emotions. And finally, there are sales experts who share their specific sales-related wisdom and knowledge with the audience.

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So, how do you decide which one is right for you? Here are five questions to ask a potential keynote speaker in order to help you determine whether or not he or she is right for your meeting.

 

Why Patience is Required in Sales and Sales Leaders Need to Stop Pushing

By Keenan (A Sales Guy Blog)

I get it. You need the sale. But pushing it, not having patience, in the long run, isn’t the way to sell.

I’m a big bump/mogul skier. I love it. There is no better feeling than ripping a zipperline down a mogul field. It’s awesome AND hard. I’ve been skiing moguls for years, and getting good has been a life long journey. It takes practice, practice and more practice. You have to be quick on your feet. You have to have excellent flexion and extension and you have to be patient – yes patient.

imagesThe patient piece has been the hardest for me. You see, when skiing bumps, you’re going fast and they moguls are coming at you one after the other. It feels like and looks like you have to turn really quickly, but the irony is, not as quickly as you think. One of the keys to skiing moguls is NOT to initiate your turn too early. If you do, you aren’t positioned correctly for the next mogul and it will put you in the back seat as you’r not correctly situated over the mogul. (You don’t want to be in the backseat going 25 – 30 miles an hour in the moguls!) You have to wait for the mogul to come to you and turn just as your about to come down the back side. It’s not very intuitive.

Sales is very similar. I see it all the time. We want the sale to progress faster than it is coming to us. We don’t wait for it to come to us, we force it and just like mogul skiing this doesn’t position us well for the next step. When we force the sale, we miss things. We don’t get all the stakeholders involved. The value proposition isn’t delivered correctly. Buy in isn’t created. Detractors aren’t identified. Pricing concerns are missed, etc. When we aren’t patient with allowing sales to develop, it costs us. We aren’t positioned well. Yes, sometimes we still close the sales, but it’s never pretty.

We need to be patient.

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