How Mobile Is Driving the Future of Field Sales

No one likes paperwork, not least salespeople who want to spend their time meeting customers and selling rather than typing up reports. This is particularly true for sales representatives in the field, who have traditionally viewed updating the CRM system as wasted time.

The gender flap

Lori Richardson learned her first lessons about sales at an early age. In the 1980s, she boldly stepped into the male-dominated world of technology sales because she was a single mother who couldn’t make ends meet as a teacher. She was a leading sales rep who serviced national corporate accounts before shifting to building sales teams and running a corporate university for a Boston-based company. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. With this issue’s cover story focused on women in sales leadership and B2B sales roles, it seemed timely to have Richardson share her thoughts on a wide range of topics.

‘Shark Tank’ Follows Our Lead on Extreme Sandbox

Back when he was entertaining viewers with his parody of a conservative TV talk show host on The Colbert Report, Stephen Colbert frequently crowed about the “Colbert Bump” – the increase in popularity that guests on the show enjoyed after appearing on the show.

What Your Sales Strategy Missed in 2015 and Where to Focus in 2016

Every quarter, sales managers huddle over spreadsheets, factoring in seasonal variances, potential new products, and the hypothetical performance of new players to their team. They may even estimate the effect new selling tools or techniques will have (invariably, the prognostications are positive).

Getting Out of the Sales Prevention Business

All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in the sales prevention business?

The Tyranny of No Decision

The biggest threat to closing your next big deal may not be the competition. Your biggest threat might be that your customer never makes a decision at all. We call it the tyranny of no decision.

Measuring Channel Marketing ROI is Easier With the Right Tools

"Half the money I spend on advertising is wasted; the trouble is, I don't know which half."
John Wanamaker, marketing pioneer, merchant, and creator of the “money back guarantee” in 1862

Do Questions Still Matter?

“Ask questions and listen; after all, you have two ears and one mouth — use them in proportion.”
Selling maxims like this are coming under serious scrutiny, and to understand why, look at the rise of insights-based selling. With an insights approach, many marketers and salespeople are wondering: where do questions fit in?

10 Ways to Motivate Your Inside Sales Team to Optimize Results

Absolutely nothing impacts revenue streams more intensely in the B2B space than the effectiveness of a powerful inside sales team. Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results.

9 Belts to Sales Assassin Mastery

The Sales Assassin is the ultimate master of sales passion and discipline, the Sales Assassin Master (aka SAM) of your own destiny; focused on a results-driven willingness to be prepared to control your own destiny. The SAM must be a master of perseverance, self-control and must possess the spirit of being responsible and accountable for your successful performance.

How to Sell, Not Tell, During Sales Presentations

Delivering an interesting and engaging presentation is an art that has been practiced for hundreds, if not thousands, of years. Presenting to an audience is a way in which you can help others understand your vision, persuade them to make a purchase, convince them to join a cause, or inspire them to take action.

Getting Off the Carousel: Moving Beyond Don Draper Sales Tactics

Charm, persistence, and the right entertainment: for many in sales, these are pillars of the profession, and nobody embodies them quite like Don Draper. “Mad Men’s” famous advertising genius may not strictly be a salesperson, but he’s become an icon to many nonetheless.

Solutions Sales Reps are Born, Not Made

Today’s business solutions are increasingly complex. Solutions are rarely bought, delivered or deployed off the shelf. By the time a prospect engages a sales rep they are highly educated and ask questions like “How could this solution integrate with my specific set of technologies?” or “How could this be deployed internationally across many time zones and languages?”

A Valentine’s for Your Top Performers

Leaders of sales teams often focus on compensation as the major motivator for reps. However, it should not be the only focus.

7 Ideas to Master Sales Enablement

Sales enablement is designed to address the challenges of condensed sales cycles and the demand for increased sales productivity and deal velocity.

Pages