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    7 Psychological Reasons Prospects Don't Buy & More Sales Articles You Might've Missed This Week

    By Emma Snider


    Why do we do the things we do? Most people would say they make decisions after careful deliberation -- or at least a minute or two of reflection. But over the last few years, neuroscience research has revealed that more often than not, we're pulled to one choice or another by innate psychological biases. And the scary part is we often don't even know that these biases exist!

    How does this effect buying decisions? In the post "7 Reasons Your Prospects Decide to Run Away From You," Liston Witherill explores how neurological quirks such as anchoring effect, substitution ... Read More

    60 Sensory Words and Phrases to Spice Up Your Sales Pitch

    By Greg Schryer

    People have a preference for one of three primary senses in their communication: sight, sound, or feeling. These innate biases make them more respond more favorably to visual, auditory, or kinesthetic language. 

    Speaking your prospect's preferred language facilitates rapport building, making you easier to trust. Therefore, word choice is critical in sales.

    Read More
    Content Sharing 101 For Salespeople

    By Kelsey Meyer

    Your sales team always needs collateral, especially for sales emails. The question is: What type of content is effective for various parts of the sales cycle? Salespeople need more than just a proposal and a contract. They need content that will attract, nurture, and help convert qualified leads for your business.

    Read More
    How to Reduce CRM Data Entry to a Single Click [Sales Hack]

    By Emma Snider

    Outbound sales prospecting is hard. Searching for the prospects that match your ideal customer profile and could benefit from your product or service can feel like rifling through a haystack to find a handful of needles. And once you've identified a company or two, you have to poke around to find the best people at those organizations to contact.

    Read More
    The 3 Types of Tools Salespeople Need For Social Selling

    By Zach Watson

    Like marketing automation, social selling can be a bit of misnomer. Many marketers believe marketing automation technology will turn their painstakingly crafted work into robotic white noise. But while automation software revolves around scheduling content and marketing messages, its true value lies in its powerful targeting and personalization capabilities.

    Read More
    Marketing and Sales Alignment Isn't Actually About Marketing Or Sales

    By Jill Rowley

    So much is written and said about Marketing and Sales alignment, with thought leaders recommending that Marketing do this, or Sales do that. At the heart of the conversation is how to get Sales and Marketing to see eye-to-eye.

    But in my opinion, Marketing and Sales alignment isn’t about meeting each other’s gaze; the goal should be to share a common focal point.

    Read More
    15 Types of Problem Clients and How to Handle Them

    By Emma Snider

    If you're a salesperson who doesn't like people, you're in the wrong profession. Sales is and always has been about helping people achieve their professional and personal goals. And since each prospect is unique, reps need to be passionate about customizing their offerings to the client's particular needs. 

    Of course, there are always one or two customers who nothing seems to please.

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    3 Tips to Get an Unresponsive Prospect Talking Again

    By Jeff Hoffman

    Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. No matter when or how the rep reaches out, the prospect is sure to return a prompt reply.

    Unfortunately, this is the exception rather than the rule.

    Read More
    10 Videos That Show How to Handle Sales Objections In a Snap

    By Emma Snider

    Objections -- salespeople know they're going to hear them, and yet, they never seem to get easier to handle. The prospect could take exception to the price, the contract, the terms, or to a feature of the product or service itself. While a rep might not know which objection is coming their way, it's a safe bet that there will be at least one in every sales deal. 
    Read More
    5 Bad Sales Leaderboard Practices to Avoid at All Costs

    By Gal Rimon

    I often hear sales gurus say that using leaderboards to chart salespeople works like magic. According to these gurus, leaderboards are the best way to inject a competitive spirit into an sales team and send numbers skyrocketing. But is it true that this simple game mechanic really results in exceptional sales performance?

    Read More
    4 Questions to Develop Long-Range Sales Leads

    By Gregg Schwartz

    Many companies make the mistake of putting all their effort into short-range sales leads. Either the sales prospect is interested in buying from you right away, or they are consigned to the scrap heap. But sales teams that do the best job at qualifying leads are those that build up a steady pipeline of opportunities for the future.

    Read More
    How Not to Suck at Sales Meetings [Infographic]

    By Emma Snider

    Salespeople have a staggering amount of meetings to attend, both internally and externally. When they're not checking in with their managers or picking up tips from their coaches, they're presenting to prospects or visiting with customers. With all that time tied up in meetings, it's critical that each runs as smoothly as possible. 

    Read More
    How to Build a Business Case for CRM [Infographic]

    By Emma Snider

    "Customer relationship management" can sound intimidating to small- and mid-sized businesses. After all, if your company only has a handful of customers, why do you need a dedicated process or system to keep track of them? A few spreadsheets and rules of thumb will do just fine. 

    But what happens when business starts to boom?

    Read More
    What to Do When Someone Looks at Your LinkedIn Profile [Networking Hack]

    By Emma Snider

    It's a good feeling when people check out your LinkedIn profile, especially if viewers are influencers or thought leaders within your industry. But besides giving LinkedIn members an ego boost, what real purpose does the "Who's Viewed Your Profile" function serve? Profile views can be flattering for salespeople, but their usefulness in meeting quota is not immediately apparent.

    Read More
    If It Isn't Fun, It Isn't Selling!

    By Ken Thoreson

    Last week I was in Arizona speaking at a conference. During my presentation, I used the phrase "If it isn’t fun, it isn’t selling!" and the reaction I received was interesting. Most of the comments seemed surprised or somewhat taken aback. Others were curious as to how to have fun during the sales cycle.

    Read More
    Beyond 'Show Up and Throw Up': How to Give a Great Sales Demo

    By Emma Snider

    As a rule of thumb, the sales process shouldn't be about the salesperson and their company -- it should be about the prospect and their company. Every call, email, and meeting should be customized to the buyer and centered around what a given product or service would mean to them, their team, and their entire organization.

    But a demo is the exception to the rule, right? Wrong.

    Read More
    8 Signs That a Buyer Is Ready to Be Closed

    By John Holland

    I’ve had several sales executives and CEOs tell me "My salespeople can’t close." I always wonder if they realize the problem may be that their reps can’t sell.

    Prematurely asking for the business puts undue pressure on buyers. However, it's common practice because sellers have monthly, quarterly, and annual numbers they are responsible for.

    Read More
    How to Align the Sales and Marketing Funnel From the Bottom Up

    By Aaron Mandelbaum

    When it comes to the relationship between Marketing and Sales, we're often more inclined to think of what Marketing does that contributes to the success of Sales instead of the other way around. But despite the impact that marketing efforts can have on the success of demand and revenue growth in a company, marketers don't always know exactly what kind of results their efforts should yield.

    Read More
    10 Sales Analytics Rules to Live By

    By Kelli Simpson

    Sales can be a high pressure place. There are months when you fear your department won’t hit their number, and you’re not adapting to market shifts quickly enough. Then there are months when your team sails past their goals and your department can do no wrong.

    So how do lay the groundwork for more sailing months, and fewer sinking months? Analytics can help you identify where your team can improve, and what successes to replicate.

    Read More
    Questions to Ask Before Launching a Channel Sales Program [+ Flowchart]

    By CeCe Bazar

    The world of B2B sales is a complex environment, and the path software takes to get from company to end user doesn’t always follow a simple straight line. For many startups, navigating this ecosystem effectively means developing symbiotic relationships with channel partners who can help them access new audiences and better position current customers for long-term success.

    Read More
    The Metrics Every Sales A-Player Tracks On Their Dashboard

    By Zorian Rotenberg

    Every A-player sales rep knows that to be at the top of their game, they must combine the art of sales with some science. Reps need to have a handle on leading indicators so they can build their own personal scalable, repeatable, and predictable sales processes that help them consistently hit and even exceed quota. This is why it’s important all reps have access to a weekly (as well as a monthly and quarterly) dashboard that tracks their personal performance metrics.

    Read More
    10 Tweaks to Perfect Your Sales Pitch Deck [SlideShare]

    By Emma Snider

    It's always a good idea to have a visual aid to accompany a sales presentation. But note the term: "visual aid." Your slide deck should support your speech, not compete with or detract from it. 

    Is your visual aid more like a visual hindrance? This SlideShare from Deck Rooster can help you spot the flaws in your deck before you show it to a prospect.

    Read More
    24 Apps Every Sales Rep Needs on Their Phone

    By Emma Snider

    Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity. 

    But besides company software, salespeople can also download productivity, educational, travel, and other just plain useful apps to optimize their time on the road.

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    2 Techniques to Get Up to Speed Fast In a New Sales Job

    By Emma Snider

    Starting a new job is overwhelming. How can you hit the ground running when you don’t even know what you should be running toward? There’s so much to learn, and not a lot of time to learn it.

    This is especially daunting for salespeople, who are expected to be experts on their product or service as well as the business issues their potential customers face.

    Read More
    30 LinkedIn Triggers That Provide a Sales Opening

    By Emma Snider

    A sales call or email that comes totally out of the blue is often regarded as irrelevant or even annoying to buyers. But cold outreach can be warmed up if a salesperson just sends their email or places their call at the right time. And prospects leave openings for salespeople every day -- reps just have to know what they're looking for to catch them.

    Not sure when the "right" time to reach out to a potential buyer on LinkedIn is?

    Read More
    The 12 Best Sales Movies of All Time

    By Matthew Chernov

    Pssst! Have you heard the one about the traveling salesman? Well if you’re a film fan, chances are you’re well acquainted with the profession. From the iconic Fuller Brush man lugging a suitcase of merchandise in the 1940s, to a slick young corporate raider trading stocks in a modern brokerage firm, Hollywood has romanticized the art of selling since films were first invented. There’s just something inherently gripping about the psychological chess game between buyer and seller that audiences respond to.

    Read More
    3 Types of Noncustomers and How to Sell Them

    By W. Chan Kim and Renee Mauborgne

    Although the universe of noncustomers typically offers big blue ocean opportunities, few companies have keen insight into who noncustomers are and how to unlock them. To convert this huge latent demand into real demand in the form of thriving new customers, companies need to deepen their understanding of the universe of noncustomers.

    There are three tiers of noncustomers that can be transformed into customers.

    Read More
    How to Get Referrals That Give You 5X More Business

    By Craig Elias

    It amazes me how few salespeople ask for referrals to new prospects, especially when research shows you are 88% more likely to get a first meeting when someone in their professional network introduces you.

    In life, you get what you ask for. Just because you earned something does not mean you’ll always get it. Sometimes you need to ask for it.

    Read More
    The Anatomy of a Twitter Bio Optimized for Social Selling

    By Emma Snider

    You might think your Twitter bio doesn't matter much. After all, you only have 160 characters to work with -- a mere 20 more than a tweet. How good can you really make it?

    It's true that your Twitter bio is brief, but that doesn't mean it's worthless. Salespeople incorporating Twitter into their social selling strategies need to optimize their Twitter bios just like their LinkedIn profiles.

    Read More

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