21st Century Sales Effectiveness, Development, & Training
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21st Century Sales Effectiveness, Development, & Training
Focus on research, processes, and competencies that improve the seller/buyer relationship and improve results
Curated by Willis Smith
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Why Sales Organizations Fail

Why Sales Organizations Fail | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Companies face specific challenges at each stage of their lives.
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14 Things Great Salespeople Always Do That Average Salespeople Only Think About | Sales Motivation and Sales Training

14 Things Great Salespeople Always Do That Average Salespeople Only Think About | Sales Motivation and Sales Training | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
What separates great from average, and what do you need to do if you want to step up your sales game?
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Miles Austin's curator insight, January 24, 2014 10:32 AM

Strong thinking from one of the best in the field. Read this!

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4 Must-Have Strategies to Get You in The Door | SalesAndMarketing.com

4 Must-Have Strategies to Get You in The Door | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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sales coaching | Sales Training Connection

sales coaching | Sales Training Connection | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
sales coaching wiith the high potential sales reps
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The Relationship Between Anxiety and Performance

The Relationship Between Anxiety and Performance | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
It's complicated.
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The (New) Skills You Need to Succeed in Sales

The (New) Skills You Need to Succeed in Sales | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Sales training programs need to emphasize a fuller range of competencies to manage increasingly complex markets and business relationships.
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Creating better managers through coaching | SalesAndMarketing.com

Creating better managers through coaching | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Commitment: A Requirement for Effective Sales Coaching | SalesAndMarketing.com

Commitment: A Requirement for Effective Sales Coaching | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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The Pre-Call Plan—The Foundation for Call Quality

The Pre-Call Plan—The Foundation for Call Quality | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Barry Mapp's curator insight, December 28, 2013 9:12 AM

Pre-call planning is an important step for making an effective sales call (indeed for making an effective conversation). The article doesn't mention mind mapping but in my experience proper mind mapping (not the spidery diagrammy things) is effective and quick for pre-call planning (and many of my clients think so also!)

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What's Wrong With Your Sales Training Program

What's Wrong With Your Sales Training Program | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Somehow, "successful" sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). The classroom experience is based mainly upon rote memorization of facts.
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Morning Advantage: If You Mean It, Measure It

Morning Advantage: If You Mean It, Measure It | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
For all the mantras, encouragement, and even training companies provide in the name of improving customer service, the wrong performance metrics will undermine good intentions every time.
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Companies Need to Get Serious About Sales Training Reinforcement

Companies Need to Get Serious About Sales Training Reinforcement | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Effective training reinforcement must include coaching and institutional support. These are two very different—but equally important—types of reinforcement follow-up. Let’s take a brief look at each.
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Your Essential Sales Tool: Integrity

Your Essential Sales Tool: Integrity | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
It not just being honest, it's being consistent in everything you say and do.
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Enabling Value-Based Selling

Enabling Value-Based Selling | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
An overuse of statistics can be detrimental to some sales. Instead, Denver White contends that effective sales enablers need to show the potential buyer that a product has relevance and value.
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Want To Increase Sales? Target Your Existing Customers

Want To Increase Sales? Target Your Existing Customers | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
The easiest way to increase revenues is to sell more to the people who are already your customers.
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In Sales, Can You Manage What You're Measuring?

In Sales, Can You Manage What You're Measuring? | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Probably not: Research shows that 83% of the numbers on your sales dashboard are completely unmanageable.
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Sales Talent Optimization

Sales Talent Optimization | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
“ How do we increase the likelihood of achieving our #sales targets by acquiring, developing and retaining top talent? http://t.co/zqA64IcONk”;
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The Twelve Sales Metrics that Matter Most

The Twelve Sales Metrics that Matter Most | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
A recent survey shows what numbers sales managers should watch.
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30 Breakthrough Goal-Driven Tactics

30 Breakthrough Goal-Driven Tactics | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
goal driven tactics - In business today, the rate at which a brand or a company succeeds and innovates often relies on its team’s cohesiveness and goal-dri...
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Anthony Iannarino: Time Management & Goals for Salespeople

Anthony Iannarino expands on his article in the December 2012 issue of SUCCESS, '
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Unlocked Potential: You Already Know How to Be Great

Unlocked Potential: You Already Know How to Be Great | 21st Century Sales Effectiveness, Development, & Training | Scoop.it

Complimentary Webinar: Sept 20 (12pm ET, 9am PT)

 

Discover how to achieve your goals by doing more of what you already know.

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How to Drive Sales Transformation with Tailored Coaching | SalesAndMarketing.com

How to Drive Sales Transformation with Tailored Coaching | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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The Best Sales Leaders Are Trend Hunters

The Best Sales Leaders Are Trend Hunters | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Get beyond the 90-day mentality and look 10 quarters ahead.
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Rob Hook's curator insight, September 18, 2013 8:22 AM

Insightful overview as always from HBR

Joël Le Bon, Ph.D.'s curator insight, January 14, 2014 9:46 AM

Competitive intelligence and sales leadership also come together! Indeed...

Jos Bosch's curator insight, January 23, 2014 7:15 AM

Interesting!

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14 Ways to Qualify a Sales Lead

14 Ways to Qualify a Sales Lead | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
These simple questions help you figure out whether you're talking with a real customer or a lookee-loo.
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Why Won’t They Return Your Calls? | SalesAndMarketing.com

Why Won’t They Return Your Calls? | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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