Wine at the Business Dinner…

By Ed Cowdrey (The Sales Manager’s Guide to Sanity)

The 7 C’s of Wine at the Business Dinner

Business dinners with co-workers and customers can be a daunting experience. You and your team will be judged on your professionalism, candor, etiquette, and good manners.  The wine list can be even more daunting, but it does not have to be.

Whether you have hosted hundreds of business dinners or never hosted one before, the etiquette, traditions, and other mysteries of the wine list usually divide us into one of two groups: one, pass me the wine list please, or two, please pass the wine list to someone else.

The rules are not as simple as they used to be. Who gets the wine at a business dinner can be based on a number of factors including who is hosting the dinner, who is the “ranking” attendee, or simply who knows about wine.

SJP

If you end up with the wine list or think you might, here are some ways to pull off the experience. These are the basics. If you already know a fair amount about wine, these will be good reminders. If you know a little about wine, these should be of help and may unlock some of the unknowns you have questioned in the past. If you know nothing about wine, the seven C’s should start you on the road to knowledge. Remember, there is nothing wrong with saying to your guests “you know, I really enjoy wine, but would love for someone else to do the honors.” It is almost guaranteed that someone will gladly raise their hand.

Here are The “Seven C’s” to follow.

Anticipatory Selling: Tips to Stay One Step Ahead of Your Buyer

By  (KITEDESK INSIGHTS)

(This post originally appeared on www.customerthink.com)

These days it appears that B2B buyers are firmly in the driver’s seat. Equipped with Google search, online forums and easy access to trusted thought leaders and peers, they favor discovering answers themselves, completing some 60 to 70 percent of their decision process before contacting a single vendor.

Sales leaders are being held back by the belief that they have to react to technological change in order to keep up with the buyer. But it’s not about reacting– it’s about anticipating. To take a page from Wayne Gretzky’s playbook: good salespeople meet their buyers where they are; great salespeople meet their buyers where they are going to be.SJP

Salespeople must have better data about their buyer than their buyer has about them. This enables a seller to anticipate a buyer’s next move, and engage that buyer around value-added data or content that will influence their decision making process as they move forward.

Prospects in the very early stages tend not to respond well to a sales offer, but as Heinz Marketing president Matt Heinz explains, “They will respond to advice. Help. A link to a best practice article. Someone who helps them discover and self-educate. The source of that information has a leg-up in a sales process that hasn’t begun, but where the prospect is already becoming qualified and establishing solution preferences.”

I call this anticipatory selling.

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Improve Your Sales With This Change of Habit

By  (Inc.Com)

One Habit That Will Immediately Improve Your Sales

SJPBusinesspeople probably spend more time trying to learn about how to improve their sales performance than they do on any other subject. The reason is clear–if you can’t sell effectively, you won’t stay in business, no matter how well you’re doing in every other area.

Most sales advice out there focuses on how to close deals–what to say, ways to follow up, when to pull back, and so on. But if you look at the best salespeople of the 21st century, you’ll find they have one commonality in their behavior that has nothing to with the techniques they use to get prospects to open their checkbooks.

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SalesJournal.com Store: “Start with Why: How Great Leaders Inspire Everyone to Take Action”

By Simon Sinek salesjournal              BUY IT NOW!

“A powerful and penetrating exploration of what separates great  companies and great leaders from the rest.” -Polly LaBarre, coauthor of Mavericks at Work

Why are some people and organizations more innovative, more  influential, and more profitable than others? Why do some command  greater loyalty?

In studying the leaders who’ve had the greatest influence in the  world, Simon Sinek discovered that they all think, act, and communicate  in the exact same way-and it’s the complete opposite of what everyone  else does. People like Martin Luther King Jr., Steve Jobs, and the  Wright Brothers might have little in common, but they all started with  why.

Drawing on a wide range of real-life stories, Sinek weaves together  a clear vision of what it truly takes to lead and inspire.

Buy It Now!

The 6 Greatest Sales Management Lessons from Hubspot’s SVP of Sales, Mark Roberge

By Lauren Licata from the Base CRM Blog

Mark Roberge, Hubspot’s SVP of Sales, grew their sales team from 1 to 450 employees. In an interview with Base CEO Uzi Shmilovici, he described scaling sales teams, the future of sales, and what he learned along the way. Keep reading to learn about 6 important sales management lessons.

Which sales management lesson did you find most helpful?

The 6 Greatest Sales Management Lessons from Hubspot’s SVP of Sales, Mark Roberge.

Hubspots SVP of Sales

Strategic Sales Plan, The Key Components

By Michael C. Carter (Sales Management Workshop Blog)

You have to have a good strategic sales plan to get anywhere.

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Success in sales management starts with planning. As a leader, you want to develop a plan that provides your sales team with the strategy and tactics to lead them to success. I recommend following these five key components to developing a successful sales plan.

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Tools for Closing the Sale