SalesFitRx BLOG

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SELLING TIME – BUYER PERSONAS – SALES HIRING ::: FSG LINKS

Selling_Time_392_shadowThis week’s links target how to increase your selling time, how to improve your buyer personas, and how to be more effective in your sales hiring.

Come back daily and be sure to 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.

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

MORE SELLING TIME :::

Kurt_Sima_115x116_shadowThe Center For Sales Strategy Blog
A Sales Strategy to Double Time Spent Selling
VP/Senior Consultant Kurt Sima (@csspartners) for The Center for Sales Strategy sees the importance of getting back time. For the sales professional, that should mean getting back selling time. Read how Sima recommends making that happen. You may pick-up a few ideas.

KEY QUOTE: What percentage of time do you spend selling? There is one way to find out: conduct a time audit for a week. Better yet, have everyone in your sales organization conduct a time audit. The data might surprise you.”

This post quickly caught my attention because this is exactly why the web/mobile SalesFitRx app was created. I may only be the primary blogger for the SalesFitRx site, but I wouldn’t have ever signed-on for this role if I didn’t first believe in the value of the app’s award-winning technology#findmoresellingtime
[Reading Time: 1:30]

PERSONAS :::

Katie_Martell_111x110_shadowSales Wars Blog
6 Reasons Your Buyer Personas Are Wasting Sales Time
Co-Founder/CMO of @myCintell [and ska afficionado] Katie Martell (@KatieMartell for @quotafactory) put together this excellent breakdown of the breakdown of your buyer personas. Personas can be a vital tool in gaining a stream of sales, but only if they’re built well and effectively updated when needed.

KEY QUOTE: “Unfortunately, although 73% of companies use, or plan to use buyer personas, the majority (85%) of companies are not using them correctly (according to the ITSMA).”

Sometimes you don’t know what you don’t know, and this post helps you work out what you need to know. #weakpersonaswastesellingtime
[Reading Time: 5:00]

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Pat_McAnally_110x113_shadowSiriusDecisions Blog
A How-To Lesson: Figuring Out What’s Top of Mind for a Persona
Research Director, Portfolio Marketing, for @siriusdecisions Pat McAnally (@patmcanally) gives us more help with our personas. This is a great nuts and bolts/how-to resource to take you through a specific process to better understand your buyers.

KEY QUOTE: “There is something viscerally satisfying about seeing the alignment emerge. This exercise also helps institutionalize persona knowledge within the marketing organization, providing a firm grasp of the data so insights can be incorporated into downstream deliverables.”

Learn from what’s been consistently successful for others. #personasarepeopletoo
[Reading Time: 3:00]

SALES HIRING :::

Nancy_Bleeke_113x113_shadow-1Sales Pro Insider Blog
Selecting Top Sales Candidates: How to Determine if They Can (and Will) Really Sell
President of Sales Pro Insider, Inc., Nancy Bleeke (@SalesProInsider), goes incredibly in-depth to help you understand effective processes for choosing the right sales candidates.

KEY QUOTE: “Want to select top sales candidates? Identify and follow an effective selection process. Use a combination of subjective and objective data gathering points to make the best decision. Then don’t let time pressures, lack of focus, or shortcuts reduce the probability of selecting top performers who have the right skills and will to succeed.”

Make the right choices through asking the right questions and making careful observations. There will likely be some all-stars in your hiring when you do it right. #itsnotafantasydraft
[Reading Time: 5:00]

 

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

 

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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  <<

 

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2015 Guide to Sales Optimization: Restoring Sanity to Sales

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