From The SalesJournal Store: The Seven Things Your Team Needs to Hear You Say

People who lead teams often get so busy that they lose focus and struggle with the dynamics of the personalities and talents they manage. David Dye’s book, The Seven Things is a well-written, SMART, and genuinely helpful resource.

– Mary C. Kelly

Productive, energized, and innovative teams are critical to your success. In The Seven SJPThings Your Team Needs to Hear You Say, author David M. Dye shares practical and encouraging tools you can use to cultivate engaged, responsible, and results-oriented teams. Whether you’re a new frontline leader, a small business owner, or a veteran manager, The Seven Things Your Team Needs to Hear You Say will inspire you to inspire your team. You don’t need buckets of charisma – they just need to hear you say these seven things.

Buy It Now!

6 Incredibly Simple Personal Metrics That Can Make You More Successful

By Jeff Haden on Inc.com

Tracking metrics in business can help companies stay on track and achieve goals. So why not take this approach to your own personal success? Here are 6 personal metrics you can track that will help keep you at your professional best.

6 Incredibly Simple Personal Metrics That Can Make You More Successful

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Lies Sales Leaders Tell Themselves

By S. Anthony Iannarino on The Sales Blog

We all tell ourselves lies to make us feel better or even avoid a problem. But it becomes a bigger issue when sales leaders tell themselves lies about their team’s process or coaching issues. Keep reading to learn about 4 lies sales leaders sometimes tell themselves.

What lies do you tell yourself as a sales leader?

Lies Sales Leaders Tell Themselves

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5 Steps to Summer Pipeline Building

 By: Ken Thoreson (SalesGravy.com)

What kinds of programs or activity are you launching in the next 30 days to make sure your summer is busy? SJP

I have simply built a list to help you think through your options, and I would like our readers to certainly add their thoughts and ideas as well.  Let’s all work together to ensure mutual success.

1.    Hunt your customer base: hold Customer Appreciate events, make sure your have a plan to contact each customer and offer additional products/services.

2.    Ask your vendors for idea’s and find out what other organizations are using to increase activity

3.    Schedule events for regional access; if you cover a large area or even a single city, schedule morning events in two separate areas, one day apart.   One might be on the North side of your city, the second in the South-as an example. As you prospect, make sure prospects know of both events-makes it easy for them to attend.

4.    Buy a new database and create a fun mailing and use over-sized post cards.

5.    Have each salesperson block a minimum of two hours a week to prospect fresh opportunities.

These are just a few to start the dialogue; the key is to make it happen-Now!

What are your ideas?

Emotionally Intelligent Sales Cultures – How And Why Eq Wins Business

By Colleen Stanley (SalesLeadership, Inc.)

Sales organizations are always looking for ways to grow their top and bottom line. They install the latest and greatest CRM tool, dollars are invested in customer surveys and their marketing department is tweeting, hooting and blogging. With this proactive approach towards growth, what is the reason many sales organizations still struggle to achieve quota? SJP

Maybe the problem isn’t in technology or marketing. Perhaps the problem is your sales culture. Webster’s Dictionary defines culture as a set of shared attitudes, values, goals and practices. A culture determines how you treat your employees, your customers and how you contribute to the community at large.

Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new approaches to selling. Many have sales lone rangers that care only about their quota and their commission check. They are not real interested in how their specific actions or inactions affect the company. Lone rangers seldom contribute at a sales meeting because helping others isn’t in their DNA.

Just the opposite, emotionally intelligent sales cultures share three common traits. They are learning organizations, collaborative and generous. Let’s examine each area as it relates to sales success.

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Who Really Achieves Success in Sales?

By Mark Hunter (“The Sales Hunter”)

Success in sales does not go to the one who has the lowest price. Nor does success in sales go to the one who has the best customers. And, success in sales does not go the one who has the most intelligence.

Who really achieves success in sales? The people who practice integrity with every person with whom they come in contact.  There is no substitute – no alternative – to consistent integrity.

[…Continue Reading…]

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