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Old-school selling is on the brink of extinction. Learn how to adapt and survive in this free eBook.
Sales experts from the world’s foremost brands help you close more deals and grow your business with survival tools for adapting to the new, social era of selling.
- Scott Tapp, PGi
- Ralf VonSosen, LinkedIn
- Colleen Stanley, Sales Leadership, Inc.
- Tamara Schenk, Miller Heiman Research Institute
- Brendan Cournoyer, Brainshark
- Nita Shah, Hubspot
Offered Free by: PGi
By Bill Brown (SalesGravy.com)
Parkinson’s Principle, “Work expands to fulfill all available time.”
Have you ever completed a work week only to find out the important things you set out to do were not accomplished? Oh, you were busy alright. You sent out countless emails, returned numerous phone calls, and attended essential meetings. After-hours you updated your CRM, worked on proposals, and squeezed in some time for your family. Boy! You were really productive. But those important things? Those critical things? They are still on your to-do list for next week. Somehow they just didn’t get done. And now they are joined by other must-dos. The result is an avalanche of tasks that threaten to sweep you away. Is that a white flag I see you waving?
To varying degrees we all face the above scenario. The better we are at our jobs the more tasks we usually find on our plates. And we deserve a rousing ovation! Somehow we find a way to get the necessary things done. The customer is taken care of. The boss gets his report. Our families see us during daylight hours. But the pressure and stress is enormous, and we never seem to get over the top.
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 Things 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.
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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?
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.
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.
By Lee B. Salz (The Sales Management Minute)
Wondering if investing in sales onboarding is worth it? Learn the 9 results of sales onboarding in this episode of the Sales Management Minute and the answer is clear.
There’s a lot of buzz today around sales onboarding and sales enablement. You may be wondering if sales onboarding should be on your executive team’s priority list of corporate initiatives. Here are nine reasons why it belongs high on your list.
By Linda Brakeall
Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.
The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder.
Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.
So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of fancy formulas but that’s it. You have to assume that at least a quarter and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. [...Continue Reading...]