How to Find and Recruit the Best Salespeople Recruiting salespeople can be a significant challenge. It is essential to find someone who fits in with the culture, has an innate set of skills that lend well to selling, and has the experience and track record to prove credibility. This two-part series will explore how to ...
Matthew McDarby has been a long time contributor to SalesPOP!, and is absolutely deserving of being this month’s spotlight contributor. He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. His contributions date back to SalesPOP!’s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the ...
Dave Stein is a legend in the sales training industry and he has teamed up with Steve Andersen to publish an essential book for anyone in business-to-business selling. I just finished reading Beyond The Sales Process and its timeless wisdom is wrapped within a modernized approach achieving sales success by intelligently creating value for customers. ...
One of the prime components of our Network Selling model is “Win-Win.” What does this mean, and why is it so important when it comes to a sustainable series of sales relationships? Unbalanced Since the beginning of time, sales has had a tendency to be overbalanced on one side or the other—on the side of ...
More Profit, Less Time: Sales Enablement Strategy is Your Ticket to Successful Sales It’s an intense time to be in sales these days. Time and energy used to get channeled into staying ahead of the market. But now, sales professionals are funneling that time into merely keeping up with it. This requires sales reps to ...
Trust is a crucial principle for just about anything—running a company, having a mutual relationship, any form of friendship, marriage, children or parents. And, of course, for sales. Decline of Trust Today there is a marked lack of trust in our culture. But interestingly, back in the mid-1990s, every thought leader in the US (and ...
Did you ever wish you had more compelling language when speaking with prospects? Most companies spend very little time, if any, developing their sales message and making sure it works. You’ve spent time developing your website and brochure; you may even have a trade show booth. But how much time have you spent thinking about ...
Personality Types in Sales Today let’s take a closer look at different personality types. How they affect the way someone (inter-)acts in a sales process. As I mentioned in my last two articles, sales has many different shades and facets. The outcome depends on many different factors. There is no general rule that fits every ...
