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Inbound Marketing & Sales Development Inspiration

B2B Selling Performance – the 5 Factors to be an Elite B2B Salesperson

Posted December 18, 2015
4 minute read
Are elite salespeople made or born?  That’s a question I get frequently.  No question – there are natural born salespeople.  But, if you hire a natural born salesperson, there’s no guarantee that person will become an elite salesperson in your company.  There’s more to it than that.
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Topics Sales, Selling Skills, Sales Training

Improve your selling skills by being a better listener

Posted November 27, 2015
3 minute read
Most salespeople like to talk. Ever notice that? They’re driven to make sales and enthused about their products, and they often want to tell you all the reasons you should buy. However, equipped with two ears and one mouth, a good salespeople should spend twice as much time listening than talking.
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Topics Sales, Selling Skills, Sales Training

Fractional Sales Management - 5 Things to Expect

Posted November 15, 2015
3 minute read
Many small businesses don’t have a sales team large enough to justify a person whose role is to be the sales manager. Often, the business owner or a marketing manager might have managing the sales team as part of his/her responsibilities. In other cases, it gets delegated to an admin person just because the sales people need to report to somebody.
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Topics Sales, Selling Skills, Sales Training

Qualifying Inbound Prospects

Posted November 12, 2015
4 minute read
As a salesperson, it is extremely important to get off to a good start with your prospect. The days where selling and relationship building went hand and hand are over. Today it is all about what you know and how you solve problems. In this article, you will learn more about how research has revealed the best type of B2B salesperson.
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Topics Sales, Selling Skills, Inbound Marketing, Personas, Sales Training, Digital Marketing

Fractional sales manager - do you need one?

Posted October 31, 2015
4 minute read
Owners of small businesses don’t make good sales managers. That’s a generalized statement but one that is true more often than not. I’ve seen countless examples of this and have developed an action plan to deal with this phenomenon. This article summarizes the action plan.
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Topics Sales, Selling Skills, Sales Training

Create a selling machine - combining inbound & outbound marketing

Posted October 24, 2015
5 minute read
If you are looking to fill your pipeline with qualified sales prospects in a predictable, repeatable way, you need to read this post. While inbound marketing and lead nurturing using marketing automation platforms like Hubspot have proven very effective and many of our clients are seeing remarkable results, if you’re in sales and have quotas to hit, you need to consider investing some time and money into outbound marketing. The combination of a good, persona-based inbound and outbound marketing program can create a powerful "selling machine".
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Topics Sales, Selling Skills, Inbound Marketing, Online Marketing, Outbound marketing, Sales Training

The 4 best selling skills I've ever paid to learn

Posted September 16, 2015
3 minute read
If you’re in the role of salesperson yourself or you’re footing the bill for a sales team, how do you know what selling skills training is best? What skills are actually “trainable” and how will your investments in sales training pay off the most?
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Topics Sales, Selling Skills, Sales Training

Sales Process - How a weak one can make a good man turn bad

Posted September 5, 2015
3 minute read
Does your company have a strong sales process? Most small businesses don’t because often times the leader, the entrepreneur-CEO, has exceptional talents in some kind of technical background but doesn’t understand how to build a sales organization...and frequently doesn’t have the interest to create one. This article is about how your sales process can impact your people and the effectiveness on your sales organization.
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Topics Sales, Selling Skills, Sales Training

Sales Incentive Pay Plans for Small Business Salespeople

Posted August 22, 2015
4 minute read
In a recent post, Small Business Salespeople – a Formula to Follow, I outlined 5 important elements to a successful sales program for smaller businesses. This article focuses on one of those elements – having the right sales incentive compensation plan that helps to create a motivating environment.
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Topics Sales, Selling Skills, Sales Training

Success of Small Business Salespeople - a Formula to Follow

Posted August 13, 2015
4 minute read
Small businesses struggle to find and retain good salespeople. This article points out five important elements for salespeople to contribute to the growth and success of small businesses.
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Topics Sales, Selling Skills, Sales Training