5 Factors of Sales Success

Every sales team requires several different lead generation tactics to leverage so they never have to lean on just one. Fortunately, technology is making it easier than ever to source leads from multiple channels. Sales managers seeking to provide more sales team leads probably already know about the following five strategies, but most tend to … 5 Ways to Generate Leads for a Sales Team

A great sales manager must be diverse enough to be everything from an instructor to a mentor to a therapist.  As leader of a sales team, he or she must be able to bond well with different personalities and navigate the politics of the sales department to create a team that effectively rockets through a … 5 Signs of a Great Sales Manager

Great sales instruction can equip sellers with confidence, technique and the product information necessary to dominate in their territory.  Sellers use training programs to learn the company culture, adjust to required technology or software, and master methods for handling clients.  Sales leaders can use the following five tips to design programs that make sales training … How Do You Make Sales Training Effective?

Books, classes and conferences are not the only venues for sales skill training. Sometimes the greatest teaching resources are the top power players in any field. By identifying, reading about, listening to, interacting with or merely following these influencers on social media, sales professionals can benefit from the experience and wisdom of experts. Forging relationships … How to Identify Top Sales Skill Training Influencers

Aborted deals, failed presentations, customer resistance and losing a deal to a competitor are natural hazards of any sales job. Yet, positive energy is so essential to winning over the next customer that salespeople can’t afford to get the blues. The best sales people are self-motivated, but let’s face it: there are times when everyone … How to Keep Your Sales Team Motivated

Marketing and sales professionals have symbiotic relationships with somewhat overlapping duties that can exist in harmony or chaos. For both to function at peak level the two departments must respect each other’s functions while committing to working together to raise revenue. Here are a few strategies for bringing both sides together. 1.       Assess the current relationship. … Marketing and Sales: How to Get Your Teams on the Same Page

Right about this time of year is when the New Year’s resolutions so earnestly made a few weeks ago start to fall apart, as old patterns kick back in. The best way to avoid this, short of a Herculean increase in willpower and discipline, is to enlist some outside help to keep you on track. … Transform Your Sales Force and Your Business in 2014

In my long career as a sales trainer, I have come across many best salespeople in diverse industries that shared a similar story: when they embarked upon the search for a career, sales was the last profession they considered. Many started in other jobs and simply “ended up in sales somehow,” often even outperforming  longtime veterans at their new firms. How is … Your Best Salespeople May NOT Work In Sales.

A motivational marvel, Mr. Zig Ziglar is author of “Closing the Sale,” a must-read for any salesperson or sales manager of any age.  The amazing thing about Ziglar is that he had a natural instinct for persuasion and finding the right trigger to motivate people. He understood that marketers sell not just the product, but … Great Tips from the Late Mr. Zig Ziglar

Most readers of this blog are seasoned sales professionals, managers, and executives with some degree of training and success in the B2B sales world. They have moved beyond the first clumsy phases of a selling career and are now looking to take their skills to a truly professional level and gain an edge. To that … Top 3 New Sales Tips for 2014