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NEW HACKS & TRICKS FOR TODAY’S B2B SALES REPS ::: FSG LINKS

Hacks__Tricks_1_-_230_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Hacks & Tricks For B2B Sales Reps.

I’ve gathered four very interesting and useful resources from two of our peers in the sales industry.

Jimi Smoot uses science and an understanding of human behavior to share some important sales training with us.

And Jacob Marovt, in my opinion, consistently puts together some of the very best posts in our industry when it comes to the combination of helpful insights, usefulness, practicality, entertainment, readability and overall substance coming together in each and every post.

If you doubt me, just read his posts linked below. In fact, don’t miss any of the links in today’s post.

Also, don’t forget to return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

NEW HACKS & TRICKS FOR TODAY’S B2B SALES REP :::::::


Jacob_Marovt_118x118Pipetop Blog

Sales Hackers Exist – Steal Their 14 Essential Habits
Co-founder of @PipetopHQ, Jakob Marovt (@jmarovt), wrote this very practical and useful post last week for any sales professional interested in becoming more efficient and effective with their time and in their work. So, this was written especially for you.

KEY QUOTE: “A sales hacker is a person that is passionate about optimizing every step of the sales process: the tools, the roles, the tasks, the goals & the compensation.

Do NOT miss the “Monthly Sales Hacking Checklist” at the end of this post. #HackingForGood

[Reading Time of This Post: 11:00 minutes]

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Pipetop Blog

How A Simple Checklist Rescued 80% Of Our Sales Demo Time
The second resource I’m featuring from Jakob Marovt in another epic post. Walking through this post and applying it to your specific situation will absolutely help you reclaim lost time. The key is to reinvest those found hours into quality selling time.

KEY QUOTE: “It’s a checklist that doesn’t necessarily improve our close rate for each individual deal. Instead, it focuses on improving our pitch across several business areas.”

You’ll want to forward this pair of useful resources from Marovt to your colleagues. #PassItOn

[Reading Time: 7:30 minutes]

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Jimi_Smoot_125x125Vesper Blog

The Hidden Science Behind Language That Sells
Founder of @meetvesper, Jimi Smoot (@jsfour) took a very scientific approach to better understanding what type of language can lead to more sales and why. This is incredibly interesting…that is, if helpful resources that can help you generate more sales is your thing.

KEY QUOTE: “Give customers a sense of newness and you’ll be going a long way in using the persuasive power of language to close more sales.”

Leverage how we’re built as humans to gain more sales. It’s not manipulation; it’s knowing how to solve your buyer’s problem without allowing them to get in their own way. #HelpThemHelpThemselves

[Reading Time: 6:00 minutes]

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Vesper Blog

Using Game Theory In Your Sales Process
This other featured post from Jimi Smoot is about how to effectively strategize and apply game theory to every client interaction. Smoot builds his convincing case by diving into human behavior.

KEY QUOTE: “Often we can feel rushed to close a deal for fear of the cost of waiting. But game theory suggests that the biggest winner is the one who can be the most patient…that means not just focusing on negotiating the terms of a deal, but also thinking ahead about how to structure the deal so that the cost of waiting is lower for you than it is for your client.”

What was your favorite “A-ha!” moment from this resource? #Eureka!

[Reading Time: 4:00 minutes]

>>  Read past Friday Sales Growth Links posts <<

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THE TOP SALES BOOKS YOUR COMPETITION READS ::: FSG LINKS

Books_1_-_334_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Top Sales Books.

We’ve brought together, for you, lists from four sales industry bloggers, listing 60 titles (some are repeated…so pay special attention to those).

It’s all in an effort to ensure you’re making the most of your time and to help you grow as a sales professional.

Don’t miss any of the links below.

Don’t forget to return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

THE TOP SALES BOOKS YOUR COMPETITION READS :::::::

Alice_Heiman_120x120
Alice Heiman’s Blog

15 Sales Books That Will Motivate You to Sell More
Social selling and personal branding expert, Alice Heiman (@aliceheiman), is featuring a very helpful list of books to motivate sales professionals in her recent blog post.

KEY QUOTE: “I know you will be shopping for gifts for all the great salespeople in your life and perhaps you will even have a quiet moment during the holidays to read something to motivate you for the coming year.

II agree with Alice and recommend Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson by @RobertTerson#GetSmarter

[Reading Time of This Post: 8:00 minutes]

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Nick_Hedges_116x116Inc. Magazine

The Best Books For Salespeople
Nick Hedges (@Nick_Hedges) is CEO of @Velocify. He wrote this article for @Inc magazine about his list of the five best books salespeople should read.

KEY QUOTE: “I take these opportunities to continue my education by reading, as I truly believe the best salespeople never stop learning. Specifically, reading books about leadership, business best practices and high-level sales strategies keep me sharp and give me new ideas.”

Along with Hedges, I also recommend The Little Red Book of Sales by Jeffrey Gitomer (@gitomer). #MakeTimeToGrow

[Reading Time: 2:30 minutes]

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Kameron_Noel_118x118
Accelerate Blog

27 Must-Have Sales Books to Help You Sell More
Kameron Noel (for @hirevue) has written some strong content. This one is is our longest featured list today; it contains 27 book reviews! How many of them have you read? How many are new to you?

KEY QUOTE: “…these books are listed in no particular order, but they are essential (in our opinion) if you want to win in today’s sales environment..”

By this third list, you’re starting to see some titles mentioned again. That’s an extra strong indicator it’s worth a read. #CreateAReadingPlan

[Reading Time: 28:00 minutes]

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Robert_Barsi_116x116Sales Hacker Blog

Best Sales Books: 23 Reads That Give Salespeople All the Answers
Ralph Barsi (@rbarsi) is the Vice President of @Achievers and he writes for the @saleshackerconf blog. He apparently put in quite a bit of time in creating what he believes to be all the books salespeople need to get all of the answers. It is quite well-rounded. What do you think?

KEY QUOTE: “Slow your roll. We’re all used to tweets and texts, and flying through content. Books, however, require focus and attention.”

I like that a lot of the classics made this list along with some newer titles. Younger generations of sales professionals would do well for themselves by beginning to read through this list sooner than later. #ReadTheClassicsAgain

[Reading Time: 10:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

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THE TRUTH ABOUT WOMEN IN SALES ::: FSG LINKS

Businesswoman_6_-_338_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Women In Sales.

What are the truths about women in sales in today’s sales industry? I have some answers from three solid sources. Read about it below.

Don’t forget to return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

THE TRUTH ABOUT WOMEN IN SALES :::::::


Lori_Richardson_121x121Score More Sales Blog

The Push for More Women in Sales
Social sales influencer, speaker author and trainer Lori Richardson (@scoremoresales) has some important words for all women in sales.

KEY QUOTE: “…there are sales teams – some tech included – that have SOME women but MOST CROs and VPs and SVPs of sales say they’d like more women on their team.

I could be accused of jumping on the bandwagon supporting “Women In Sales,” but that’s okay as long as I can be counted as a supporter of seeing more women in sales. This isn’t the first time I’ve written about this topic, and it won’t be the last time. #LetsSeeMoreOfThis

[Reading Time of This Post: 2:00 minutes]

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Debra_Carpenter_121x121Accelerate Blog

4 Signs You May Have Imposter Syndrome and Why it Matters if You’re in Sales
Freelance content manager and Huffington Post contributor Debra Carpenter  (@hello_itsdeb) wants to get inside your head for a moment. Don’t worry, it’s for a good cause. Carpenter has a way of talking about tricky subjects with incredible honesty and focus.

KEY QUOTE: Instead of feeling proud, confident, and successful, I felt like an imposter. Like I had somehow managed to fool the folks at HuffPost.”

Let Debra roam about your head a while. By the time you get to the end of the post, you’ll be better off for it. #YoureStrongerThanYouBelieve

[Reading Time: 4:30 minutes]

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Debra_Carpenter_121x121Accelerate Blog

Is Work-Life Balance a Myth for Moms in Sales?
It’s Debra Carpenter again (@hello_itsdeb). In this post, Carpenter offers a very transparent and honest look into the idea of a work-life balance. She talked with sales leader Lynn Mandinec, and you shouldn’t miss it.

KEY QUOTE: “Lynn Mandinec spoke about her experience as a high-performing sales leader who became a mother at the age of 34, when her career was well underway. She thought she would be able to hack it. She quickly found out she was wrong.”

Additionally, don’t miss this post by Mandinec as well (on the work-life topic) #NotAnEasyTask

[Reading Time: 3:00 minutes]

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LinkedIn_Sales_Solutions_124x124LinkedIn Sales Solutions

[Infographic] Top Trends of Women Sales Professionals
This infographic from LinkedIn Sales Solutions (@linkedinselling) wrote this helpful article toward the end of last year, but the data still holds true today. Learn which days of the week are best for converting sales in specific countries around the globe. It’s fascinating data.

KEY QUOTE: “While the sales industry has historically been male dominated, more and more women are joining their ranks. LinkedIn explored that spike as well as other trends involving women in sales. Our data also reveals the rising percentage of women in the overall workforce represented on LinkedIn, and which job functions they are more likely to fill. We also pulled sales tools and tips from top saleswomen.”

Don’t miss the tips at the end of the infographic from top women sales experts. #TrendingUp

[Reading Time: 2:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

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EXPERTS SHARE EFFECTIVE TIPS FOR CLOSING SALES ::: FSG LINKS

Signature_350_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Closing Sales.

Below, you’ll find commandments, reasonssigns, and research to help you grow in your ability to more consistently close a growing number of sales.

Return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

EXPERTS SHARE EFFECTIVE TIPS FOR CLOSING SALES :::


Grant_Cardone_130x130Entrepreneur Magazine

12 Commandments for Closing a Sale
This classic article from sales ace Grant Cardone (@GrantCardone) is from three years ago, and is written to small business owners and marketers, but we can all benefit from reading and applying his rules for closing more sales.

KEY QUOTE: Always treat prospects like buyers

Some of these are reminders, but we can become lax with the basics at times. Apply these rules in your sales conversations today. #AlwaysCloseLikeAPro

[Reading Time of This Post: 3:30 minutes]

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John_Ruhlin_130x130Entrepreneur Magazine

The 3 Main Reasons You’re Not Closing the Deal
Founder and CEO of Ruhlin Group John Ruhlin (@ruhlin) gives us 3 points to review and consider in relation to your own closing habits. Some of this information will be good reminders for you, but there will also be something specific you needed to read. Find out what that is for you.

KEY QUOTE: Sales cycles can last months or even years. Follow-up is where people drop the ball. The best sales teams in the world know they can’t control the timing for when someone makes a decision, but they can control how they stay top of mind with the prospect. People do business with those they like and trust, but also key is staying creatively top of mind.”

Don’t miss reason number three, then put this helpful advice into action for your next opportunity to close the sale.  #GrowingPains

[Reading Time: 3:00 minutes]

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Leslie_Ye_130x130HubSpot Sales Blog

5 Signs Your Sales Deal Is Ready to Be Closed
HubSpot blogger Leslie Ye (@lesliezye) recently put together this very helpful list of indicators to watch for when looking to close a deal

KEY QUOTE: It’s easy to tell when to ask for a close if you know what to look for. Learn to spot these five indicators that your prospect is ready to become a buyer, and you’ll never be caught by surprise again — or worse, miss an opportunity to get the deal done.”

Know what to look for, and what to do when you see those indicators, to gain more sales #EarnYourCoffee

[Reading Time: 4:30 minutes]

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Graham_Winfrey_130x130Inc. Magazine

[Infographic] The Best Day to Close a Sale
Staff writer for @Inc magazine Graham Winfrey (@GrahamWinfrey) wrote this helpful article toward the end of last year, but the data still holds true today. Learn which days of the week are best for converting sales in specific countries around the globe. It’s fascinating data.

KEY QUOTE: “As a business owner you’ve no doubt heard the expression ‘always be closing,’ but it turns out that certain days of the week are better than others for converting sales prospects into customers.”

This isn’t a prescription for working harder on certain days of the week. Instead, take what you can learn about closing deals worldwide and take it into consideration when looking to close deals overseas. #ItsASmallSmallWorld

[Reading Time: 3:00 minutes]

>>  Read past Friday Sales Growth Links posts <<

 

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TOP SALES COACHING TIPS FROM THE EXPERTS ::: FSG LINKS

Whistle_-_Coach_353_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Sales Coaching.

Whether you identify as a sales coach or manager, or if you’re a sales rep, there’s some excellent advice here from some true professionals in our industry.

If you’re already coaching others, you can begin putting much of this into action today. If you one day plan to coach others, this useful material will ensure you’re heading down the right path starting today

Return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

TOP SALES COACHING TIPS FROM THE EXPERTS :::

Bill_Caskey_125x125BillCaskey.com
Coaching The Presidential Candidates
Sales trainer, podcaster and author Bill Caskey (@billcaskey) could certainly help many of the presidential candidates with this coaching, but it’s also (read: especially) meant for us to use in our own buyer interactions. The advice works well for us too.

KEY QUOTE: Try this: “I was sitting alone the other night with a piece of blank paper drawing out the real problems facing our country. And here’s what I drew.” Give people a look into your mindset and how you solve problems.”

This is expertly written. Don’t miss clicking on this one. #BeMorePresidential

[Reading Time of This Post: 5:00 minutes]

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Bill_Eckstrom_125x125Sales Coaching Blog

Sales Managers: You Own It
EcSell Institute President Bill Eckstrom (@EcSellInstitute) puts a lot of hard truth into this post and it’s exactly what needs to be said to today’s sales managers. If you’re willing to change [a little or a lot] to produce a stronger set of sales team results, this post is for you

KEY QUOTE …all sales teams are perfectly coached for the results they produce.”

Don’t miss the “sales performance equation.” There’s definitely something to it.  #GrowingPains

[Reading Time: 2:30 minutes]

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Steven_A_Rosen_125x125The Sales Management Blog

Top 10 Sales Coaching Quotes
Author, speaker and executive sales coach Steven A. Rosen (@stevenarosen) gathered this excellent list of top quotes about coaching. Be inspired!

KEY QUOTE: “An exceptional sales coach is able to extract the best from his or her sales reps. Often, this involves discovering new skills and talents in your sales reps that they were previously unaware of and developing them to be exceptional.”

Which are your favorites? #QuotesToBoostQuotas

[Reading Time: 4:00 minutes]

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Rachel_Clapp_Miller_120x120Force Management Blog

Ten Questions That Will Make You a Better Sales Coach
Content generator Rachel Clapp Miller (@contentrachel) wrote another helpful post for @ForceMGMT. She offers 5 Opportunity Questions and 5 Sales Call Questions for sales coaches to be asking on a regular basis.

KEY QUOTE: Opportunity reviews and sales calls are two areas where you can make a great impact as a sales coach.”

What other questions would you add? Tell me in the comments for this post. #AlwaysBeCoaching

[Reading Time: 1:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

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15 SALES PRESENTATION EXPERT TIPS ::: FSG LINKS

Meetings_345_shadowFRIDAY SALES GROWTH LINKS

Styles, formats and even the technology used to give sales presentations has changed over the year, but one elemental truth has remained the same. Presentations are made to people. .There will always be the human factor

I definitely recommend reading through and bookmarking, the four resources linked below before you make your next sales presentation.

Return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

15 SALES PRESENTATION EXPERT TIPS :::

Larry_Alton_130x130
Entrepreneur Magazine

6 Essentials for Making Your Elevator Pitch Unforgettable
Larry Alton (@LarryAlton3) is a contributing writer for @Entrepreneur and a freelance tech and computer writer. The shortest sales presentation you’ll ever give is your elevator pitch. Here are some excellent tips on how to make yours memorable.

KEY QUOTE: …cramming he details of a complex business plan into an opening the size of a few sentences can be excruciatingly difficult, even more so when you’re trying to stand out and make a great first impression.

“Fortunately, with the right strategies, you can make sure your elevator pitch is unforgettable.”

Your next opportunity to give your elevator pitch can happen at any moment. Don’t passively wait for it. Instead, actively lookfor it. #ElevatorNotRequired

[Reading Time of This Post: 3:00 minutes]

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Michelle_Boyette_120x120Top Sales Dog Blog
Try ‘Pecha Kucha’ to Teach Tighter Sales Presentations
Michael Boyette (@TopSalesDog) is the editorial director for @rlinstitute. He introduces you to the concept of “Pecha Kucha.” It’s a proven way to keep a limited number of presentation or demo slides within a specific time frame to increase your effectiveness.

KEY QUOTE …Pecha Kucha (pronounced P’chochka) may be just the condiment you need to help reps spice up long, meandering sales presentations.”

Much like TED Talks being limited to 18 minutes, Pecha Kucha presentations are also effective along the lines of less being more. Check out the link to Daniel Pink’s presentation to see an example.  #HandleItCorrectly

[Reading Time: 1:30 minutes]

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Julie_Hansen_120x120Acting For Sales Blog
3 Questions Your Sales Presentation Must Answer
Sales presentations and demonstrations expert and sales trainer Julie Hansen (@acting4sales) offers three important questions. You may need to answer one, two or all three of these questions for your buyers when you walk them through a presentation or a demo.

Hansen shows you how to determine which questions(s) you’ll need to answer.

KEY QUOTE: Don’t be afraid to ask the necessary questions to find out which question you must address in your presentation. Knowing well before you start planning will help you avoid disappointment and unpleasant surprises, and increase your success rate.”

Also: Don’t miss Hansen’s tips on the 5 things you must do in your discovery call#DontAssumeAnything

[Reading Time: 2:30 minutes]

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Bruce_Gabrielle_120x120LinkedIn SlideShare Blog
5 Tips for Presenting to Executives
Author, speaker and expert PowerPoint presentation trainer Bruce Gabrielle (@bruce_gabrielle) explains 5 excellent tips with which I strongly agree.

KEY QUOTE: …don’t be afraid OF executives. Be afraid FOR them and think about how your proposal could help to allay their biggest fears.”

This post won’t take long to read, and you can go deeper into this topic with the embedded SlideShare presentation at the end of the post (59 slides). #YouCanDoThis

[Reading Time: 2:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

 

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4 ESSENTIAL HOW-TO RESOURCES FOR B2B SALES REPS ::: FSG LINKS

How_To_2_-_360_shadowFRIDAY SALES GROWTH LINKS

I’m a big fan of practical, useful blog posts, articles, videos and other types of resources.

Learning how to do something new you can use for your buyer’s benefit, for your company’s benefit, or for your own benefit is essential for staying ahead in our work.

With this in mind, I curated four valuable resources for you this week. You need to read, bookmark and share these with your colleagues.

Let me know about other helpful articles, blog posts, quizzes or videos you really like related to this subject. It’s an important area in which to grow, both as a person and as a sales professional.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

4 ESSENTIAL HOW-TO RESOURCES FOR B2B SALES REPS :::

Mike_Brooks_120x120EyesOnSales.com
15 Ways to Handle the Competition Objection
Mr. Inside SalesMike Brooks (@top20percent), wrote this blog post for @EyesOnSales last week. I highly recommend it because of its practicality. It’s an extremely useful to read and bookmark.

KEY QUOTE While you may have to handle the objection of competition during the close – and I’ll give you some scripting to do just that later in this article – the best time to handle it is in the beginning, while qualifying.”

Pass this link on to a colleague and they’ll thank you for it. #HandleItCorrectly

[Reading Time of This Post: 4:30 minutes]

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Rachel_Clapp_Miller_120x120Forbes Magazine
Articulating Differentiation: 5 Ways to Trap the Competition
Content generator Rachel Clapp Miller (@contentrachel) wrote this post for @ForceMGMT. In it, she discusses the three categories of differentiators, along with a list of what we need to remember about differentiators in an overall sense.

KEY QUOTE: “If you can’t describe to your customer your differentiators, you’ll lose the deal, or be forced to lower your price.”

This is an excellent advice on this important topic. #DifferentiateYourself

[Reading Time: 2:00 minutes]

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Connor_Burt_120x120American Management Association

What Kind of Discount Can We Get? A Guide to Handling Sales Discount Questions
Don’t pull the trigger on offering a discount too soon. Connor Burt (@conburt) is head of relationships at @lessonlyapp. He wrote this interesting post for the @OpenViewLabs blog.

KEY QUOTE: “In order to effectively wade through sales discount discussions and negotiate like a pro, know that, to have a mutually beneficial outcome is to understand why a discount is needed. It lays a framework for how to field questions, objections, and the path forward.”

Always ensure you’re using the offering of a discount strategically…not just to generate [most of] another sale. #DiscountDoublecheck

[Reading Time: 3:00 minutes]

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Sean_Gordon_120x120Harvard Business Review
Why (and How) Sales Teams Should Prepare For 2016 NOW
CEO of @IntelliverseSean Gordon (@SeanGordon22), wrote this guest blog post for @SalesHackerConftwo weeks ago. In it, Gordon borrows an idea from investing and appropriately carries it over into our sales world to help us ensure we start off 2016 strong in Q1.

KEY QUOTE: “If taking the Rule of 78 into consideration, it’s almost impossible to start activity in January 2016 and make your numbers throughout the year. This is because the average sales pipeline for most organizations is anywhere from three to four months, depending on your target audience. With that in mind, sales teams need to build a strong pipeline today to carry them through not only the first month, but also the first quarter of 2016.”

Don’t miss the “Putting The Wheels In Motion” section in this valuable post. #RuleOf78

[Reading Time: 3:00 minutes]

>>  Read past Friday Sales Growth Links posts <<

 

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WHY YOUR EMOTIONAL INTELLIGENCE (EQ) MATTERS IN SALES ::: FSG LINKS

Emotional_Intelligence_362_shadowFRIDAY SALES GROWTH LINKS

It’s been said that Emotional Intelligence (EQ) is “the ability to understand and manage your own emotions and those of the people around you.” Another expert calls it, “the other kind of smart.” There are plenty of other definitions out there if you care to take two seconds to Google them.

EQ matters. It always has, but as of late we’ve been talking about it more openly now that we’ve put a name to it. We also better understand it. That’s a good thing. In fact, that’s a great thing, for us, our colleagues and our buyers.

I gathered a number of resources I really like on this topic to show you why, as a sales professional, EQ matters.

Let me know about other helpful articles, blog posts, quizzes or videos you really like related to this subject. It’s an important area in which to grow, both as a person and as a sales professional.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

WHY YOUR EMOTIONAL INTELLIGENCE (EQ) MATTERS IN SALES :::

Dov_Baron_128x128Entrepreneur Magazine
The 11 Questions Emotionally Intelligent Leaders Ask Themselves
Keynote speaker, author and expert on authentic leadership Dov Baron (@DovBaron) wrote an article for @Entrepreneur last week that’s not for leaders who are faint of heart. Baron recommends 11 very important questions you, leader, need to ask yourself.

No one else needs to know your answers, but you must be honest with yourself if you want to discover new areas for growth. This is an opportunity. Take advantage of it.

KEY QUOTE (from the full report): “…real EQ is a result of self-knowledge first. The challenge is that too few leaders take the time to be introspective and too few bother to ask themselves the sometimes uncomfortable and revealing questions that will allow them to actually know their own ‘truth.’

And, if you believe simply being self aware as a leader is enough, Baron has some thoughts on that for you as well. #ChallengeYourself

[Reading Time of This Post: 4:00 minutes]

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Ian_Altman128x128Forbes Magazine
What You Can Learn About People On A Golf Course
Author and keynote speaker on integrity-based sales, innovation, and growth Ian Altman(@GrowMyRevenue) wrote a great article for @Forbes a few months ago, and I want to make sure you don’t miss it.

You don’t need to like the game of golf to understand how this can be applied to other scenarios for your company’s benefit.

KEY QUOTE: “In your business, you’ll encounter adversity. Do you want a team member who will be a detriment to the rest of your team when something goes wrong? Or do you want people who are team players and bounce back?”

What happens when things go wrong for you? Who do you continue to be, or who do you become? #KeepYourselfTogether

[Reading Time: 4:00 minutes]

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Daniel_Goleman_128x128American Management Association
How Can You Build Your Emotional Intelligence?
Author of the best-selling book Emotional Intelligence Daniel Goleman (@DanielGolemanEI) penned this article for the American Management Association (@AMAPlaybook). It’s a How-To on how to get started or how to successfully continue growing your EQ.

KEY QUOTE: The good news about emotional intelligence is that it is not a fixed ability like IQ. Your IQ pretty much stays the same throughout life. Emotional intelligence is fluid. It takes form in the early years when the emotional and social circuits of the brain are forming into the mid-20s.”

There’s a definite ROI for anyone who makes the effort to develop more as a person, in this way, which will directly transfer to greater professional success as a stronger leader. #EQmatters

[Reading Time: 2:00 minutes]

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Christina_Congleton_EdM_128x128Susan_David_PhD_128x128Harvard Business Review
Emotional Agility
This is a deep [read: very, very deep] dive into how emotions play into our professional lives, written by psychologist, management consultant, author and researcher Susan David, PhD (@SusanDavid_PhD), along with Christina Congleton, Ed.M. (researcher and leadership and change consultant at Axon Leadership).

If this is a topic you’re willing to dig into for the purpose of improving yourself overall, and the people you lead, then this is absolutely a resource you need to read.

KEY QUOTE: Effective leaders don’t buy into or try to suppress their inner experiences. Instead they approach them in a mindful, values-driven, and productive way—developing what we call emotional agility. In our complex, fast-changing knowledge economy, this ability to manage one’s thoughts and feelings is essential to business success.”

If you’ve become a pro at suppressing your emotions for what you believe is for the good of your professional life, think again. Stepping out of this trap, myself, may have been the single most important reason why I’m where I am today. #IDareYou

[Viewing Time: 9:00 minutes]

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EFFECTIVE CONTENT MARKETING TIPS FOR B2B SALES PROFESSIONALS ::: FSG LINKS

Content_Marketing_2_-_360x244_shadowFRIDAY SALES GROWTH LINKS

I want to steer you toward some powerful resources this week to grow you in your B2B content marketing efforts.

These experts know what they’re talking about when it comes to this popular topic, and I believe they can shortcut some important lessons for you to help save you time in improving your content marketing and social selling ROI sooner than later.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

EFFECTIVE CONTENT MARKETING TIPS FOR B2B SALES PROFESSIONALS :::


Joe_Pulizzi_152x150_shadowContent Marketing Institute

B2B Content Marketing: 2015 Benchmarks, Budgets & Trends [North America]
This blog post from CMI founder Joe Pulizzi (@JoePulizzi) gives you the highlights, but you’ll definitely want to download and review this annual @CMIContent resource if you’re currently using content to build your B2B client relationships.

And, if you’re not using content yet, this is a great place to start understanding what your peers are doing and how they’re doing it.

KEY QUOTE (from the full report): “If we had to pick one key theme that has emerged from this year’s B2B research, it would be this: If you want to be more effective at content marketing, document your strategy.”

You can’t easily and successfully repeat [and train others about] what’s worked for you if your process isn’t documented. #ContentGrowsRelationships

[Reading Time of This Post: 4:30 minutes]

[Reading Time of the Full Report: 30:00+ minutes]

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Julie_R_Neidlinger_151x150_shadowCoSchedule Blog
5 Teaching Theories That Will Improve Your Educational Content Marketing
Freelance writer, artist [and private pilot] Julie Neidlinger (@julieneidlinger) created this deep dive post about how we in the sales industry can borrow from the educational field to gain effectiveness. The post includes the option to download a related guide.

KEY QUOTE: “Your educational content marketing, after all, is strongly about teaching people. Knowing a bit about educational theories will improve your content marketing. Let’s take a look at the different ways people learn, and how you can tap into that.”

Time to get back in the classroom. #LearnMoreEarnMore

[Reading Time: 10:00 minutes]

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Rachel_Foster_156x153_shadowContent Marketing Institute
10 Habits of Highly Effective B2B Content Marketers
Also From @CMIContent: CEO of Fresh Perspective Copywriting Rachel Foster (@CopywriterTO) wrote this very practical article. The 10 highly effective habits come from 10 highly effective content marketing experts.

KEY QUOTE: “86% of B2B marketers use content to attract and retain customers.”

Copy the habits of those who’ve gone out and succeeded before us. #10x

[Reading Time: 7:30 minutes]

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David_Newman_151x150_shadowEntrepreneur Magazine

Here’s How ‘Boring’ B2B Businesses Can Get Customers Emotionally Connected to Their Content Marketing
Daniel Newman
 (@danielnewmanuv) is the CEO of @Broadsuite. In addition to being a contributor to @Huffpost @Forbes, this is one of his recent articles for @Entrepreneur.

Don’t believe the hype that using hype (i.e. hyperbole related to features and benefits) is the way your buyers want to become educated about you and your brand. There are a lot of great research results in this one.

KEY QUOTE: “…when it comes to the “boring” B2B industry, we are prone to assume that B2B customers are driven only by logic, facts and ROI, to the point of being almost emotionless. This is only a half-truth. And if you continue to build your marketing strategies around this half-truth, you’re doing yourself and your brand a disservice.”

Learn how to think P2P, instead of traditional B2B, to make a significant impact on your sales numbers. #NotJustTheFacts

[Viewing Time: 3:00 minutes]

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WINNING SALES PROFESSIONALS ALWAYS DO THESE THINGS ::: FSG LINKS

Winner_3_-_366_shadowFRIDAY SALES GROWTH LINKS

This week, we’ll work on growing you into more of a winner in everything you do. Most of these traits are applicable beyond your sales career, so look for opportunities in the links below to grow into more of a winning person…who works in sales.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

WINNING SALES PROFESSIONALS ALWAYS DO THESE THINGS :::

Dan_Waldschmidt_small_shadow-1Dan Waldschmidt’s Blog
9 Surprising Lessons You Can Learn From Winners
Leader of “The Edgy Empire” (@GetEdgy), Dan Waldschmidt (@DanWaldo), writes a blog which has been named by The Wall Street Journal as one of the top 7 sales blogs “anywhere on the internet.” This post lives up to that prestigious designation.

KEY QUOTE: “Winners refuse to go through the motions on anything they’re doing right now that isn’t helping them get to where they want to be. When you realize something is a waste of time cut it off completely, immediately.”

You can check out a longer list of 29 lessons from Dan here#neverstopwinning

[Reading Time: 1:30 minutes]

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Mark_Hunter_small_shadowThe Sales Hunter Blog
10 Things Top Performing Salespeople Do Regularly
Author, keynote speaker and award-winning blogger Mark Hunter (@TheSalesHunter) gives us this helpful top 10 list of the patterns or traits we all should be sure to consistently include into our work days.

KEY QUOTE: “This list leaves me with one conclusion. The only thing holding back any salesperson from becoming a top performer is themselves.”

Some of these will take more discipline than others to develop into traits, but they’re worth the effort. #neverstopimproving

[Reading Time: 1:30 minutes]

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Keenan_small_shadowA Sales Guy Blog

An Unexpected Trait of The Truly Successful
CEO, keynote speaker [and professional ski instructor] Keenan (@keenan) doesn’t pull punches in his consulting, writing or speaking gigs. It’s helped set him apart. This thoughtful post features Keenan’s observant side as he shares how each of us can benefit from a common trait he’s found in successful people from all walks of life.

KEY QUOTE: “I was extremely impressed with her humility and commitment to learning from every interaction and apply those learnings moving forward. It’s her humility and commitment to learning as she goes and ultimately applying the learnings that will make her successful.”

Do you possess this valuable trait? If not, begin developing it today…then, apply what you learn. #neverstoplearning

[Reading Time: 2:00 minutes]

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Colleen_Francis_150x150-1Engage Selling Blog
The King of Sales Skills
Founder and president Engage Selling Solutions Colleen Francis (@EngageColleen) is a sales veteran with more than 20 years of experience. This video sales tip is about what successful sales teams constantly do to remain strong and growing.

KEY QUOTE: “Sales leaders are often asking me, ‘What’s the one skill that my team needs to get better at that’s gonna make a huge difference in whether we hit or don’t hit our goals this year?’ And I believe it’s ‘Opportunity Creation.’ Notice I didn’t say prospecting or cold calling….”

You may believe you’re already doing this, but what would happen if you did it more effecticely? You likely have room for improvement. #neverstopcreating

[Viewing Time: 2:11 minutes]

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