Tag Archives: strategy

Key Performance Indicators for Sales People

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. thT9Y1MTJL


Examining some key sales performance indicators can provide a wealth of valuable information.

10 Questions To Slow Down Your Sales Process … And Result In More Sales

By Mike Carroll (blog.hubspot.com)

Sometimes the best way to increase revenue is actually to slow down. Stop rushing to the proposal stage, and instead ask yourself these 10 questions to slow down your sales process.

10 Questions To Slow Down Your Sales Process … And Result In More Sales


How to Avoid Hype When Selling

By Alen Mayer (The Missing Piece to Your Sales Success)

All too often, sales managers and salespeople pass off hype as enthusiasm, whether consciously or not. Hype appeals to the imagination, both on the part of the salesperson and customer.

The problem with hype and imagination during the sales of product is that both always SJPexceed whatever features/benefits said product might convey in reality. Nine times out of ten, this is a recipe for an unhappy customer.

In sales, walking the fine line between enthusiasm and factual details is challenging but not impossible. The key to speaking frankly about the benefits of any product is product knowledge. Knowing your product will prepare you to match products appropriately to a customer’s needs and anticipate any questions they may have.

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Empowering the Sales Conversation

 By SimplyDIRECT Blog

Here’s a frightening statistic for B2B marketers:  90%of the content produced by marketing is NOT used by sales.[i]  For all of our focus on carefully crafted messaging, we have largely missed the mark.

Forrester’s Laura Ramos recently blogged about this startling statistic from the AMA, noting that as marketers, we need to do a better job of helping sales truly own the messaging we create.  As she says, “It’s about creating content that can play dual roles: attracting and educating buyers while giving sales a deeper understanding about what’s attracting their prospect’s attention in the first place.”

Yet, in our zeal to craft key messages for prospective buyers, it seems we’ve largely neglected that other vital audience: our sales team.  This little oversight is borne out by another revealing AMA statistic: Salespeople spend 30 hours a month searching for and creating their own selling materials.[ii]

Clearly, simply providing good content doesn’t suffice. Rather, the salient question is: how can we enable sales to engage in more powerful conversations with prospective buyers?

Speak with sales.SJP

Given the statistics cited above, the natural place to begin is by crossing the departmental divide to engage in open and honest dialogue with sales regarding their needs and how our content is falling short in meeting them.  No matter how brilliant our content might be for the end buyer, if sales isn’t finding it useful, it’s a wasted effort.  Central to marketing’s role is the ability to communicate value – if our own sales teams aren’t “getting it,” we need to adjust and determine how to work with them in a more effective manner.  We cannot assume that they know how to use our content.  Sales must be a key audience.

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Stop Using Crutch Words and Watch Your Sales Increase

SJPBy Cliff Rice (C. Rice Global)

Whether they realize it or not, everyone has certain words and phrases that they use more frequently than other people. While this subject may be little more than fun trivia for many people, for sales professionals it’s something that needs to be carefully analyzed. Being fully aware of the type of language you use on a daily basis can help you identify weaknesses and find solutions to make all your communication have even more of an impact.

Keep in mind that this isn’t a topic that’s limited to verbal conversations. As more communication moves to the digital world, it’s crucial to understand how to connect to people without overburdening them. For example, plenty of sales professionals have adopted a personal rule of limiting their email correspondence to between three and five sentences. This ensures that when someone receives their email, they’re not put off by its length. Additionally, it forces them to really think about every word that they include.

It’s Time to Cut the Fluff […Continue Reading…]

The Sales Leaders Challenge: How do you Clone your Closers and drive productivity?

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Deepak Chopra Shares 7 Insights to Double Sales Productivity

By  (Salesforce Blog)

Perhaps, you start early, work late, and check email on weekends – but still don’t have the level of results you planned to achieve.  It may not be your work ethic that’s holding you back. It could be your state of well-being.

SJPAt last year’s DreamforceDeepak Chopra revealed key insights on the past, present and future of well-being and its relationship to performance.

Here are seven teachings from the talk and his books plus ways to leverage these learnings to increase sales productivity.