This 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 :::
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
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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
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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
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NUTS & BOLTS :::
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
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to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales