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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[Video] 3 Doable Strategies to Increase Sales Productivity

[Video] 3 Doable Strategies to Increase Sales Productivity | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Here are 3 doable strategies to increase sales productivity so you can have a lot more free time!
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The 7 Deadly Sins of Sales Management | SalesAndMarketing.com

The 7 Deadly Sins of Sales Management | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Selling Sales Managers on Coaching - Chief Learning Officer, Solutions for Enterprise Productivity

Selling Sales Managers on Coaching - Chief Learning Officer, Solutions for Enterprise Productivity | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Four Principles For Great Sales Forecasts

Four Principles For Great Sales Forecasts | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Sales Forecasts To say that forecasting is the bane of existence of most sales managers and leaders is a bit of an understatement.
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Sales Leadership Council » What Salespeople Should Read This Summer

Sales Leadership Council » What Salespeople Should Read This Summer | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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'Gold Calling' Is Alive and Well | SalesAndMarketing.com

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The Evolution of Social Selling | SalesAndMarketing.com

The Evolution of Social Selling | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Use Sales Linguistics to Structure Winning Presentations

Use Sales Linguistics to Structure Winning Presentations | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Strategies to turn skeptics into believers.
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Define Your Organization's Habits to Work More Efficiently

Define Your Organization's Habits to Work More Efficiently | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Clever application of SOP leads to efficiency and flexibility.
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Would Customers Pay for Your Sales Calls?

Would Customers Pay for Your Sales Calls? | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
If not, your sales team isn't adding value.
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5 Ways to Create a Winning Culture

5 Ways to Create a Winning Culture | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
A strong culture isn't something you wish into place, or even will into place. It's something you build. Here's how.

Via John Michel, Jean-Philippe D'HALLUIN, Madjid Messaad
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Scott Span, MSOD's comment, May 15, 2013 10:53 AM
All great points... particularly # 3. Without trust, not much else can happen.
AlGonzalezinfo's curator insight, May 15, 2013 1:17 PM

Tpotally agree with Don on item #5.  I also like #3.

 

Create an environment of trust.

Many organizations believe internal trust is nice to have but not a key factor for bottom line profitability. That simply isn’t true. Trust directly affects speed and cost. When trust diminishes, speed goes down and costs go up. These economic factors are usually disguised as other things, but when there isn’t trust between team members, or between the company and its customers, it is impossible to achieve real success. The myths are that trust is built solely on integrity, that you either have it or you don’t, that if lost it can’t be restored, and that it can’t be taught. The realities are that trust is a function of both character and competency, it can be both created and destroyed, it can be restored (in most cases), and be taught and developed into a measurable strategic advantage.

Mark Gregory , Programme Innovator @Transformation Coach's curator insight, May 24, 2013 6:47 AM

5 steps to defining your winning culture explained succinctly for any leader looking to change their own organisational culture.

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How to Make Sense of Sales Force Turnover

How to Make Sense of Sales Force Turnover | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Focus on understanding why high performers leave -- and take these steps to fix it.
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John Hoskins's curator insight, November 21, 2013 10:13 PM

Its hard enough to find good salespeople and its even harder to keep them. 

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How To Craft An Effective Sales Pitch

How To Craft An Effective Sales Pitch | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
How do you craft an effective sales pitch? First, ditch the “pitch”—or at least neglect the traditional meaning of the word.
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Overcoming The Marketing-Sales Turf War: Six Strategies To Integration

Overcoming The Marketing-Sales Turf War: Six Strategies To Integration | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
Marketing needs sales and sales needs marketing. Unfortunately, “need” does not equate to a “successful partnership” between the two groups. Conflict and distrust are more common.
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Managing for Keeps: 3 Common Mistakes Sales Managers Make | SalesAndMarketing.com

Managing for Keeps: 3 Common Mistakes Sales Managers Make | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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A tribal approach to sizing up prospects | SalesAndMarketing.com

A tribal approach to sizing up prospects | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Win the Attention of Your Distracted Consumer

Win the Attention of Your Distracted Consumer | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
The path to purchase has become a maze.
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'Customer First' Must Be More Than A Mantra | SalesAndMarketing.com

'Customer First' Must Be More Than A Mantra | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Create Value to Avoid Discounting | SalesAndMarketing.com

Create Value to Avoid Discounting | SalesAndMarketing.com | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
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Are You Winning in the Hidden Sales Cycle? | Research with Results: a blog from the Aberdeen Group

Are You Winning in the Hidden Sales Cycle? | Research with Results: a blog from the Aberdeen Group | 21st Century Sales Effectiveness, Development, & Training | Scoop.it
“Buyers have gotten really good at answering their own questions.” Cheryl Mikovch, IBM� The above quote was delivered by Cheryl Mikovch from IBM, one of
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