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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 Chris Joseph (Chron.com)
Getting the most out of your sales force is essential for gaining a competitive edge. However, if you don’t have mechanisms in place to measure the performance of your salespeople, you may not know for sure if they are operating at peak efficiency.
Examining some key sales performance indicators can provide a wealth of valuable information.
By Matt G (The Sales Corner)
There’s one search happening on Google that seems to bring a fair amount of traffic to The Sales Corner. The search is “Sales Probing Questions.” The people searching these terms are generally looking for information on how to establish the correct questions to ask their customers. They are looking for magic tools to help them decide what are the right questions or not. I wish I could tell you what questions always work, but the truth is that you have to deal with a lot of trial and error in any sales environment.
The goal is to increase sales or marketing visibility. In order to do this effectively you need to remain in constant production. The problem is that a lot of sales people, don’t know how to go about this in a way that’s beneficial, and doesn’t waste their time, or the customers time. Often times they get burned out.
Here are five Sales Probing Questions below that you can use to immediately start to impact your customer relationships. As a sales rep I pride myself on knowing my customers and what their problems are, and what makes them happy. You’ll find benefit in the same!
By Colleen Francis (Engage Selling)
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.
I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad.
The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.
By: Mark Dembo (The Sideroad Blog)
In his classic book, “Think and Grow Rich“, Napoleon Hill discussed the eleven secrets of leadership. Recently, as I was reading the book, it occurred to me that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers.
To paraphrase management guru Peter Drucker, a leader is someone who not only does things right, but who also does the right things, while helping others do the same. The same holds true in sales: how better to serve your clients than to really know and understand what they do, and to truly help them do it better?
With that in mind, here are Mr. Hill’s eleven secrets to leadership, as they apply to leadership in selling.
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Although we all know that bad customer service hurts a business, this fact is made much more realistic and understandable by the monetary loss a business suffers from poor customer service. US enterprises lose an estimated $83 billion as a result of poor customer service. Could your business be suffering and losing money because of your customer service?
This new white paper details the scary real world figures that poor customer service causes but we also present detailed steps for you to carry out that will help improve your customer service and keep your customers happy.
Read on to discover:
- Myths of customer service
- Up-to-date data on how and why customers are affected by customer service
- How to use channels, technology, and other strategic choices to improve your customer service
Offered Free by: Compare Business Products
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.