SalesFitRx BLOG

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FRIDAY SALES GROWTH LINKS ::: BETTER FOCUS, COLD EMAIL HELP, AVERAGE SALES REPS & SALES HIRING

Bokeh_300_shadowThis week’s links run through the topics of the importance of better focus, help for your cold emails, average sales reps & sales hiring experts offering advice about sales hiring.

Come back and visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:

HOW TO :::

Jill Konrath’s Blog
One Simple Way to Instantly Have Better Sales Conversations
Keynote speaker and award-winning author Jill Konrath (@jillkonrath) put together another great post with video and text. She calls this the “Instant IQ Killer,” and she backs up her claim well.

Just Between You & Me: I always enjoy reading posts like this while listening to the author’s voice. I secretly hope this will become a norm in the future for blog posts because the content comes alive a bit more when I can hear the emotional cues in the voice as I read.

Perhaps I’ll try this style of posts someday as well…with enough shadows to keep me anonymous of course.

Key Quote: Paschler’s study showed that dual task interference can cause a person’s intellectual capacity to drop from that of a Harvard MBA to an 8-year old.

Don’t miss this one. #focusononething
[Reading/Listening Time: 2:30]

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SalesFolk Blog
3 Copywriting Mistakes That Make Your Cold Emails Look Stupid
Founder/CEO of SalesFolk, and economist, Heather R. Morgan (@HeatherReyhan) is better known to her clients as a copywriting genie when it comes to writing cold emails. She caught my attention with this blog post and I wanted to pass it on to you.

Key Quote: Your prospects crave simple messages that speak directly to their needs and goals. So, if your cold emails are the butt of everyone’s jokes, you’re probably making at least one of these copywriting mistakes…

Don’t miss clicking this link if either you currently write cold emails, or if you coach those who do. #warmupyouremail
[Reading/Listening Time: 3:00]

CAREER GROWTH :::

J. Barrows Blog
Death of the ‘Average’ Sales Rep
Sales trainer John Barrows (@johnmbarrows) wrote this excellent post back in March but it’s important you don’t miss it. In it, Barrows explains three disturbing trends keeping so many sales reps in the “Average” category (or perhaps “Below Average” for some). He also goes into the solution, so it’s a story with a light at the end of the tunnel.

Key Quote: If marketing and clients are getting smarter and sales reps are staying the same (or getting worse) what do you think is going to happen?

Learn from this one and come away better for it. #riseaboveaverage
[Reading/Listening Time: 3:00]

FOR SALES HIRING EXPERTS :::

Sales Hacker Blog
32 Sales Development Leaders Share Their Best Hiring Advice
Digital Marketer Alex J. Burkholder (@alexjburk) recently wrote this guest post for the Sales Hacker Blog (@SalesHackerConf). It offers a great collection of tips if you’re in a sales hiring position for your organization.

Key Quote: What is a single piece advice you’d give to another sales professional who’s currently scaling or who is about to start building a sales development team?

Learn from those who’ve already learned. #dontregretahire
[Reading/Listening Time: 8:00+]

 

>>  View past posts for Friday Sales Growth Links  <<

 

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

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FRIDAY SALES GROWTH LINKS ::: SALES PROSPECTING, COACHING & OVERSELLING

Prospecting_319_shadowThis week’s links cover the topics of sales prospecting, sales coaching, the problem of overselling and additional links to more helpful, relevant resources.

Come back and visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:

FOUNDATIONAL SKILLS :::

PeopleLinx Blog
Expert Selling Tips: Sales Prospecting
Danielle DiStefano (@daniellejdistef, for @PeopleLinx) compiled a list of PeopleLinx’s 6 favorite blog posts, from other sources, specifically about sales prospecting.

KEY QUOTE: Prospecting has figured out what it wants to be when it grows up. No longer is prospecting a surface-level activity, where sales reps make cold calls, pitch the product, confirm interest, and get off the phone as fast as possible.

Also check out the first and second installations in this series of blog post. They are also worth your time. #makeaprospectingbreakthrough
[Reading/Listening Time: 3:00]

THE LEADING OF SALES TEAMS :::

MHI Research Institute Blog
Getting Serious about Sales Coaching
Kim Cameron (@kimcameroncso, for @CSOinsights) offers some information from the 2015 Sales Management Optimization Study (from CSO Insights). This peek into the findings reveals a vital need in our industry for more effective sales coaching.

KEY QUOTE: One of the major tasks managers focus on is coaching sales team members – coaching accounts for 21.8% of an average work week. The average salesperson to sales manager ratio came in at 6.2 to 1 (down from 6.7 to 1 in the 2014 Sales Management Optimization study), which works out to 1.4 hours per week spent with each salesperson.

Where does your team’s sales coaching need to improve immediately? How will you do it? #effectivesalescoachingisunderutilized
[Reading/Listening Time: 2:00]

LISTS I LIKE :::

Heinz Marketing Blog: Daily B2B Sales & Marketing Insights
B2B Reads: Ethically Stealing & B2B Sales
Rebecca Smith (for @heinzmarketing) offers her list every Saturday and it’s a blend of consistently helpful sales and marketing links. I’ve been watching this one for a while to see if the consistency is there, and it is. Rebecca does a fine job with this regular feature.

KEY QUOTE: A lot of sales efforts are stuck between efficiency and effectiveness. Figuring out the right balance can be tricky at first.

I highly recommend reading each week’s B2B Reads, and bookmarking this link for archived posts of links. #likeminded
[Reading/Listening Time: 2:00]

NUTS & BOLTS :::

EngageSelling.com
Beware the Oversell
I love a good nuts and bolts article about something common to us in the process of selling, and Colleen Francis(@EngageColleen) delivers. Francis expertly dissects and then shows us how to reassemble our selling approach…minus the oversell.

KEY QUOTE: Conversations that are question-based and focused on the client’s needs will ensure you have the criteria to close the deal. By demonstrating you want to deliver precisely what’s asked for, you’ll create a win-win situation for you and your client that can ultimately lead to ongoing sales and service  ̶  as well as referrals.

You may be thinking you’ve heard this all before, but I recommend reading this one from start to finish and discovering what you needed to be reminded of or what you needed to hear for the first time in new words. #neveroversellagain
[Reading/Listening Time: 2:30]

 

>>  View past posts for Friday Sales Growth Links  <<

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

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FRIDAY SALES GROWTH LINKS ::: STORYTELLING, TALKING PRICES & MORE

Story_290_shadowThis week’s links offer a reminder about storytelling in sales, getting away from me, myself and I, a healthy dose of inspiration and some frank talk about price.

Come back and visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:

INCREASING SALES :::

ExceedSales.com
Storytelling in Sales: Improve Your Sales Success
Exceed Sales (@elisaciarametar) has an excellent guest post by Christopher Kogler (@cakogler) focused on a single example of the power of storytelling for sales professionals. If you aren’t consistently using the power of storytelling…congratulations! I say that because this is low-hanging fruit within your grasp.

Promise me you’ll at least click to read the last paragraph, if you do, I promise you’ll want to go back and read the rest of the piece. #storytime
[Reading time: 1:30]

Sales Wars Blog
“You” Messaging for Better Sales Communications
This guest blog post on “You” Messaging, by Andrew Moravick (@amoravick) for @AberdeenGroup is both a reminder for all of us and a deeper dive into examples of what this kind of communication is and is not.

In my experience, this communication technique consistently works [much better than not using it] in all industries, in all markets, for all types of people and for all types of products and services. Thank you for posting this one @quotafactory. #itsaboutthem
[Reading time: 3:30]

OVERCOMING EXCUSES :::

The Sales Hunter Blog
Why Your Sales Team is So Afraid of Price (and What You Can Do About It!)
I really like Mark Hunter‘s (@thesaleshunter) boldness and accuracy on calling out an issue too many sales professionals use as an excuse for not having more sales. Are you willing to read it to see if you’re guilty…even a little bit? His four tips at the end of the post are excellent. #getoverit
[Reading time: 3:00]

INSPIRATION :::

CloserIQ
21 Inspiring Dale Carnegie Quotes to Rescue Any Bad Day
Vi-An Nguyen, for CloserIQ (@CloserIQ), accomplished two important things with this post. First, no doubt is left that Dale Carnegie is still relevant today. And second, this isn’t just a list of quotes from a single source. She created a resource for those days when you can use some encouragement from someone who knew a thing or two about sales since he knew more than a thing or two about people. #wisewords
[Reading time: 3:30]

>>  View past posts for Friday Sales Growth Links  <<

 

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

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FRIDAY SALES GROWTH LINKS: QUALIFYING PROSPECTS, SOCIAL SELLING & MORE

metal chainsCome back and visit this blog every Friday for my Friday Sales Growth Links feature where I bring you some of the best online resources to help you grow in your sales career:

QUALIFYING PROSPECTS :::

The Sales Fix Blog
Sales Tip Video: You Can’t Get A Price Objection From A Truly Qualified Prospect
I’ve learned over the years how important it is to be wise in who I continue to pursue for sales. Holding on to an unqualified prospect takes away from the effective selling time you should be doing.

Andy Paul (@ZeroTimeSelling) does a great job of using the element of price qualification to explain how we sometimes hang on to an unqualified prospect when we should be investing our time growing relationships with true, qualified prospects.

PITCHES & CONVERSATIONS :::

Showpad Blog
Why Creativity is So Important for Your Sales Pitch
I like the reminders Maxim Baeten (@maximb93) offers in this blog post. There’s something to be said for the sales pitches you have down pat, but there should also be freedom for creativity to make appearances in your pitches in order to stay agile and effective.

Jeff Shore’s Blog
Do You Ask the Most Important Question in Sales?
“How can I help you?” sounds like such a helpful question. But it’s not selling. Here’s what Jeff Shore (@jeffshore) says the most important question you can ask in sales is…

GROWING LEADS :::

The Richardson Sales Excellence Review™
Social Selling: What It Is and What Sales Reps Should Be Doing
If 84% of B2B executives use social media to research buying decisions, then social selling is not an option; it’s a requirement. Even an old dog like me can learn some new tricks, but really, it’s more about carrying over traditional relationship-building skills into social media avenues. Is social selling a solid tool in your toolbox yet?

HubSpot Sales Blog
3 Criteria to Upgrade a Lead to an Opportunity (And They’re Not What You Think)
Zorian Rotenberg (@zorian) says, No, it’s not BANT (though it certainly has its merits). This will help some of you view the step of maturing your leads from a different point-of-view. A new perspective can sometimes lead to a breakthrough with certain types of prospects.

>>  View past posts for Friday Sales Growth Links  <<

 

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

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FRIDAY SALES GROWTH LINKS: DISTRACTIONS, METAPHORS & COACHING IN THE MOMENT

Friday_Sales_Links_small_shadowCome back and visit this blog every Friday for my Friday Sales Growth Links feature:

TACTICS & EXECUTION :::

TheSalesBlog.com
Eliminate Distractions And Do Good Work
This is an excellent reminder to be a good steward of the limited time you have each day. Increase your selling time by remembering how good things become bad things when they take the place of the best things.

JillKonrath.com
[INFOGRAPHIC] Words That Sell: Using Metaphors to Drive Sales

An effective metaphor can definitely assist you in getting closer to “Yes.” This infographic from presentation and sales specialist Anne Miller, along with the list of scenarios offered by speaker/author/sales specialist Jill Konrath, give you a lot of helpful direction and ideas in about 60 seconds of your time.

RESEARCH :::

Harvard Business Review
SteveWMartin.com

What Top Sales Teams Have in Common, in 5 Charts
HBR.org offers a concise article from the results of this extensive research. It’s good information to know and hold up against the traits of your own organization. You may very well have some low-hanging fruit ready to harvest.


TRAINING :::

BillCaskey.com
When To Coach In The Moment

I believe too many opportunities for coaching sales professionals are lost when you fail to coach individuals in the moment. There are times for this kind of coaching and other times when scheduled coaching meetings are best. Listen to this audio blog post, from Bill Caskey, to learn more about when to stop in the moment and strengthen your team one member at a time.

Openview Labs
Sales Training Is a Line Not a Dot
Too much of what is learned in training is lost within the first 30 days following training sessions. Daniel Chalef offers an approach to help that knowledge and understanding stick with trainees longer. I can see this being effective in many organizational situations.

>>  View past posts for Friday Sales Growth Links  <<

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

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