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New Year’s Resolution
For Sales Pros / Jan 21, 2019 / Claudia Kimla-Stern

New Year’s Resolution

Promise or Goal? The old year has come to an end, and we’re in the first days of the new year. Most people are looking back at their recent past, weighing successful and missed opportunities and achievements, and making plans for the upcoming year. This is a very good thing, only when looking back at ... Read More

When Selling, Don’t Be an Overtalker

When Selling, Don’t Be an Overtalker

For Sales Pros / Jan 22, 2019 / Nikolaus Kimla

This is the next in my series on the biggest sales mistakes you can make—and we’re going to address a bad one: overtalking. There are several aspects to this major error: Talking more than your prospect. Asking non-intelligent questions, and not listening. Talking only about the superior features of your product or service. Talking More ... Read More

Who Do You Sell to First

Who Do You Sell to First

For Sales Pros / Jan 17, 2019 / Ronan Leonard

The First Sale When you work in sales or any business for that matter have you ever stopped to think about the first sale you made? You cannot underestimate the power of the first sale. So why is the first sale so important? The reason it’s so important is that the first sale is not ... Read More

Building Your Brand of Gold: 6 Step Process

For Sales Pros / Jan 15, 2019 / John Golden

There is a lot of conversation circulating about building your personal brand. If you take a look online, you might see personal branding defined 1 as “the practice of people marketing themselves and their careers as brands,” with terms like “self-packaging” thrown into the mix. But, the discussion about personal branding is fairly superficial; what ... Read More

Hard Selling? Not Any More

Hard Selling? Not Any More

Sales & Marketing Alignment / Jan 15, 2019 / Nikolaus Kimla

In this our next in this series on the biggest mistakes you can make today in B2B sales, we’re going to talk about hard selling—you know, that pushy, insistent, “wear-‘em-down-till-they-buy” approach from years gone by. Or, rather, we’re not going to talk about it. For in today’s sales world, it doesn’t work at all. Today ... Read More

Who’s Who In The Zoo?

Who’s Who In The Zoo?

All About CRM / Jan 14, 2019 / John Golden

In most B2B sales you are rarely selling to just one person and even if you are, it is rare that they are making the decision without being influenced by others or perhaps even having to get final sign-off from above. The best way to navigate this challenge is to uncover and then layout the ... Read More

Enterprise Account Sellers: The Future is Now

Enterprise Account Sellers: The Future is Now

For Sales Pros / Jan 10, 2019 / Lisa Magnuson

Today’s sales leaders are thinking about the future. Top of mind for them is identifying the specific skill set necessary for seller success this year, next year and five years out. Recognizing the new or enhanced requirements of top performing salespeople affects hiring decisions, seller retention, customer satisfaction, and ultimately, sales results. Four traits are ... Read More

What about Team Buying?

What about Team Buying?

Sales Training / Jan 4, 2019 / Brian Sullivan

Team selling. We know how critical it is in the enterprise selling world. Marshaling your most important organizational assets – your people, to win enterprise deals is a survival skill. The mantra of “Everybody Sells”, when put to work in large pursuits, positions you to face one of enterprise selling’s top challenges – team buying! ... Read More

Why Sales Overkill is the Right Thing To Do

Why Sales Overkill is the Right Thing To Do

Sales Training / Jan 3, 2019 / Roy Osing

“More than what is needed. In gross excess of what is reasonably expected. An excess of something beyond what is required or suitable for a given purpose.” — definition of overkill. The definition of overkill seems to answer the question of whether there is anything wrong with it. It subtly implies that to solve a ... Read More

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