Danny Wong
What Sophisticated Sales Organizations Must Do to Train Great Sales Managers and Develop Future Sales Leaders
It is common for organizations to assume that their top-performing salespeople will become successful sales managers. Hence, companies often forgo giving them proper leadership training. A study of 286 sales managers conducted by researchers at Drexel University and the University of Florida states, “57% had no training after being named sales manager.” Even when training … Continued
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How Bad Grammar, Slow Response Times and a Competitive Nature Cost Salespeople (and Companies) Millions
Seemingly innocuous behaviors cost salespeople and their employers millions. For example, in the last sales pitch I received, I noticed the sender used the word “there” incorrectly. The sentence actually called for the use of the word “their.” It was an innocent and honest mistake, but one that cost him a sale. I reckon, in … Continued
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Pipeline Expansion: 3 High-Touch Strategies To Grow Your Leads 500%
One of the most common complaints I hear from sales teams is they constantly face a shortage of quality leads. Some argue marketing sends them bad leads in bulk. Others are convinced they need more resources to prospect. However, salespeople can be self-sufficient in growing their own pipeline. Rather than rely on marketing to drive … Continued
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How To Use Facebook, LinkedIn and Twitter for B2B Sales
On social media, salespeople have a unique opportunity to engage prospects and close sales. In an article for Gigaom, social sales expert Henry Nothhaft, Jr. claims, “[Studies show] that salespeople using social outsell 78 percent of their peers. [Also,] when a lead is developed as a trusted relationship of an employee through social networking, that … Continued
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8 Timeless Sales Strategies
As the sales industry evolves, inbound and outbound sales professionals seek to reinvent themselves. Although new trends impact how people sell, many timeless sales strategies persist. With these critical skills, salespeople develop a foundation for prospecting, nurturing leads and closing sales. Last week, we asked sales experts to weigh in on their predictions for the … Continued
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The Future of Sales: 9 B2B Sales Predictions For 2016
In its 2015 report, SAP addressed the question, “What’s the Future of Sales?” Among 1,220 global business buyers, the survey found, “The dynamics between buyers and sellers have changed. Whereas once sellers were seen as an unparalleled source of information, the digital revolution has shifted the balance of power, equipping buyers with much of the … Continued
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Sales coaches matter: Going from $10MM to $100MM in sales
For most small and medium-sized businesses, sales keep the lights on. An effective sales force is crucial to ongoing profitability and long-term success, especially in B2B environments. But as a company grows, it faces several challenges that begin to test the true abilities of its sales team. Passionate business owners can close $1 million dollars … Continued
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Simplifying Sales: How Inside Sales Reps Can Shave At Least 15 Hours Off Their Work Week
Sales has become unnecessarily complicated. Besides selling, salespeople have several non-revenue generating responsibilities. Those include recording all their activities, analyzing data, producing performance reports, and creating sales collateral. To meet their quota and complete all their tasks, many sales reps arrive to the office early and stay late. Despite the longer hours, sales still suffer. … Continued
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