Jack Daly is a sales training and coaching expert that always shares lots of practical growth ideas. I came across a posting from 2012 that is packed with useful steps to improve your sales team. I particularly liked his views on improving the talent level on your team. Which of his 12 Steps do you find most critical to driving growth in your business?
TJ McCue shares some outstanding tools that you can use to keep your habit improvement efforts on track. I know I found a few of interest. Do you use any of these tools? If not, what do you use? Tell us here!
Now is the time to get rid of bad habits, especially when those bad habits are hurting your sales. Tom Searcy shares with Inc.com some common good and bad habits that have a significant impact on your results.
Read more and then share your thoughts on Tom’s suggestions or add your own!
The workplace can be a perilous and thorny scene for disagreements. Being loud and clear leaves no room for misinterpretation. But it can also leave no room for anyone else’s ideas. Staying silent doesn’t air dissenting opinion. So that’s no good, either.
How to find more neutral ground? Becky Gaylord shares 12 ways to register your disagreement without clobbering coworkers with the know-it-all club.
Sales reps, ever feel like you are paddling upstream trying to get your company to meet the needs of an awesome prospect? Perhaps you need a slight product tweak. Or, the clients needs an additional product or service that isn’t part of your portfolio. Maybe the issue is you!
Selling outside the box is often a recipe for disaster if you are not aligned with your company direction. Lots of reps, myself included, tend to get wide-eyed when a big prospect is on the hook. It is tempting to want to pull your company along for the ride. Unfortunately, all too often that ride is a wild goose-chase. I am not advocating giving up creativity in finding solutions to your prospects’ challenges. I am merely saying that you should spend the bulk of your time selling in the sweet-spot where your company focuses. Continue reading →
So, Twitter launched a new service last week that let’s you create 6 second videos. Yes, you heard it….6 seconds. So, how will this new service play in the realm of B2B marketing? Check out this article from SmartBlog on Social media for a few suggestions.
The team over at BtoB Magazine shared some excellent findings from their surveys with B2B marketers. 49% of respondents expect with increase their budget with only 10% expecting to decrease. The biggest beneficiaries of this increased spending are digital marketing with 67% planning to increase spending in areas such as website, email, social media, video and search. The main emphasis for nearly 70% of B2B marketing efforts is demand generation and customer acquisition.
The article outlines the importance of setting up the proper organization of top talent to maximize success. One of the key items I liked talked about “hiring people who have raw intelligence and are competitive athletes who will learn quickly on the job”. As my company pursues recruiting for sales talent, we find that proven results and drive are as important as the specific industry.
Your thoughts? Share your top organizing approaches?
If you’re a lawyer, accountant, management consultant, VAR, systems engineer, financial advisor, CRM expert, architect, IT services consultant or even an HR consultant – odds are that you’re ineffective at selling. That’s the bad news.
The good news is – it isn’t hard to get better. If you do, you’ll compete far more effectively against those who haven’t learned the trick. According to founder and CEO of Trusted Advisor Associates Charlie at Charles H. Green, the trick is dialing back the emphasis on expertise.