April 3, 2016 11:00 PM
To capture favorable votes, salespeople, like politicians, need to pull six key levers that guide decision-making. These levers affect the limbic system of the brain, which holds memories, emotions and many core beliefs. Messages tied to these levers stimulate us to cast a vote or buy a product or solution. Here are the levers and how to pull them:
Emotional: Excite the neurons associated with your prospect’s beliefs. Those beliefs ultimately fuel the self-preservation urge.
April 1, 2016 08:17 AM
Sales teams are usually viewed as the most important business units in a corporate world. But sales teams have to be smart in order to deliver great results. Pretty much every sales team relies on a customer relationship management (CRM) system to manage the sales process, but according to ISMM’s Sales Director of the Year 2015 Ian Moyse, the system itself is often misused when it comes to effectivenessand team motivation.
March 30, 2016 06:00 AM
Early in my business experience, I encountered a mystery. A tightly run inside sales team had an ocean of standardized offices with the same scripts to follow, the same goals, the same computer screens and the same incentives for success. They made a lot of outbound calls to sales prospects with little variety.
March 27, 2016 09:39 AM
This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year. I’m glad that it finally came together. There are a lot of topics within the topic of women making their mark in what has been a male-dominated environment. Men and women alike should find it an interesting and educational read.
March 27, 2016 11:00 PM
Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient – especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S. Companies that wish to succeed on a global scale must move beyond standard translation to create engaging native brand experiences.
March 25, 2016 06:24 AM
Corporate buyers are a force to be reckoned with, commercial king makers, with the power to award huge multimillion dollar contracts. So shouldn’t salespeople be doing everything in their power to impress them? Yet why is it so many buyers remain exasperated by the number of senior salespeople that come in to see us, that are badly prepared, don’t listen or follow the process, miss hints, manage their time badly, submit poor tender responses and simply say the wrong things?
March 20, 2016 11:00 PM
In today’s increasingly digital landscape, organizations are more distributed and mobile than ever before. But, in the case of sales and marketing, mobility can sometimes bring a disconnect and impede collaboration within and between teams. Furthermore, traditional training methods, like online certifications and event-based training programs, are not effective in enforcing company messaging and product or service information.
March 18, 2016 05:28 AM
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March 16, 2016 04:59 AM
“We are difficult to do business with,” a sales executive at a large technology company said recently. “Between information security, pricing, and the contract we would collapse if we did not have a deal desk. Someone has to take the deal through the system to ensure we can do what the customer wants and execute the deal.”
March 14, 2016 04:40 AM
Once upon a time there was a salesman. He worked hard every day and, as long as he met or beat his targets, very few questions were asked about the methods he used. Unsurprisingly, this allowed (if not encouraged) dubious practices amongst some in his profession. In turn, the reputation of the entire profession became extremely tarnished. Are you familiar with that tale?
March 11, 2016 12:00 AM
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. As such, field sales staff have tended to do all their CRM reporting at the end of the day, end of the week or even end of the month, severely degrading the quality and value of the data entered.
March 10, 2016 12:00 AM
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.
March 7, 2016 05:06 PM
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). Internal political considerations come into play and then using these disparate inputs, sales managers come up with a “sales forecast.”
March 4, 2016 05:57 AM
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?
Forget the competition for a moment. Misguided processes, onerous policies and lack of coordination can make organizations their own worst enemy when it comes to enabling sales. So can the wrong focus (such as fostering a product-centric, inside-out view) or lack of support (e.g., providing little or poor coaching, uninspired content or ineffective training).
March 2, 2016 12:00 AM
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.
The average enterprise deal has multiple decision makers attached to it and more often than not they don’t reach a consensus. Corporate Visions claims that 60% of enterprise deals – more than half – end in no decision. If you sell into large enterprises, you’re probably nodding your head about now.
February 29, 2016 12:00 AM
"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
February 25, 2016 12:00 AM
“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?
February 24, 2016 06:09 AM
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. That might come in the form of keeping low performers engaged or driving overachievers to excel even further, but pulling the best out of each member of a sales team can’t be done on autopilot; it requires a robust program of recognition and engagement.
February 22, 2016 12:00 AM
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. The path to Sales Assassin success – the path to positive thinking and to controlling your sales destiny as a SAM – begins with the 9 Belts of Sales Assassin Mastery.
February 19, 2016 07:20 AM
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. Countless movements, revolutions and campaigns have all been sparked by a simple presentation.
February 15, 2016 08:43 AM
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. If you don’t believe me, type his name into LinkedIn’s news section: there are too many articles about the Don Draper approach to winning new business/pitching/leadership for me to list.
February 12, 2016 07:09 AM
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?”
February 11, 2016 07:00 AM
Leaders of sales teams often focus on compensation as the major motivator for reps. However, it should not be the only focus.
February 9, 2016 09:08 AM
Sales enablement is designed to address the challenges of condensed sales cycles and the demand for increased sales productivity and deal velocity. In part 1 of this two-part article, we explained why sales enablement has become such an important topic throughout the business world.