This 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 :::
The 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
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Sales 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
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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
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SALES HIRING :::
Sales 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
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