This week’s list of links focuses on sales prospecting, sales managers, sales strategy and sales tools. It’s a one-stop shop for sales professionals like you.
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.
The Prospecting Rule of Thirds
International speaker, author, sales leader [and noted instigator/agitator] Anthony Iannarino (@iannarino) is back in my list of links with a valuable description and perspective of what you have there in your list of prospects and some direction on what it takes to get the most out those phone numbers.
KEY QUOTE: “But it feels like this middle third is more like ninety percent of companies, even though that isn’t true. You can develop the case for change within this third, even if it isn’t easy.”
Figure out how you need to answer those final three questions of his and you’ll be well on your way toward a sales career others will envy. #makethecalls
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SALES MANAGEMENT :::
Sales Manager Check-Up
Director of marketing or the EcSell Institute Anna Schott (@anna_schott) wrote this post focused on 5 excellent questions every sales manager should be asking themselves here just past the midway point of the year. It’s based on an article written at the end of 2014 by the president of EcSell Institute, Bill Eckstrom.
KEY QUOTE: “As our research proves, nothing impacts performance more than coaching; therefore, it starts with the sales management team, not the sales people.”
Answering these questions honestly, and then acting accordingly, could lead to greater success for your entire sales organization. #coacheffectively
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SALES STRATEGY :::
Wanna Make More Sales? Think WHY? Not How To!
Sales trainer and author Jeffrey Gitomer (@gitomer) makes a brief, but strong case for how understanding the core motive(s) of a buyer, much deeper than we may realize, can lead to sustained sales success. This should motivate you to uncover the motivations of others.
KEY QUOTE: “Old world sales tactics, closing techniques, and other sales drivel is over. The Internet has replaced the pitch man. All facts are retrievable in a nanosecond. The Internet has made business buyers and consumers smarter than ever. Even smarter than salespeople.”
The true motive may not be what you first believe it to be. Look deeper and train yourself to identify the true motive within every buyer, then enjoy the rewards for both you and them. #getmotivated
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Fill The Funnel Blog
Email Addresses – How To Find Them When You Need Them
Entrepreneur, author, teacher, coach [and Harley owner] Miles Austin (@milesaustin) penned this post about a very practical tool to use within your browser to help you locate more email addresses when you need them.
KEY QUOTE: “What I have found very useful is the exposure to other names within the company that I had not been aware of, including the senior level executives that are normally not readily available and not on LinkedIn, etc.”
As a Bonus: I also like to use this site to discover the email address syntax of websites/organizations. Neither tool will work every time, but they can save you time when other tools fail. #fillyourtoolbox
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