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Sales coach2u
Practical advice for sales managers
Curated by gillkelley
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How 10 Winning Salespeople Spend 15 Minutes Before a Sales Call

How 10 Winning Salespeople Spend 15 Minutes Before a Sales Call | Sales coach2u | Scoop.it
Got an extra 15 minutes before a sales call? Here's how winning salespeople spend that time. The best thing to do with the 15 minutes before sales call is to review the work you did in planning the sales call.
gillkelley's insight:

How do you spend those last few minutes?

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About Face: Emotions and Facial Expressions May Not Be Directly Related

About Face: Emotions and Facial Expressions May Not Be Directly Related | Sales coach2u | Scoop.it
Read about Lisa Barrett's new research on the science of emotion, which debunks Paul Ekman's theory that directly relates facial expressions to emotions.
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Qualifying, Nurturing, and Tracking Your Leads

Qualifying, Nurturing, and Tracking Your Leads | Sales coach2u | Scoop.it
gillkelley's insight:

How good are your leads - and how many convert?

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Rise of the social selling expert

Rise of the social selling expert | Sales coach2u | Scoop.it
The drumbeat of big data's promise is quickening and becoming louder. The role of the CMO is increasingly coming under pressure to techno-fy, automate and focus on bridging the gap between marketing and sales teams.
gillkelley's insight:

Well - will your content produce leads and generate sales?

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Scaling Social Media Selling – 7 Steps to Building Trust & Credibility

Scaling Social Media Selling – 7 Steps to Building Trust & Credibility | Sales coach2u | Scoop.it
Interest in scaling social media sales has increased significantly over the past year and in 2013 it be even more so. Organizations of all types and sizes are
gillkelley's insight:

Sales leaders - develop your personal brand!

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What Your Best Salespeople Can Teach You

What Your Best Salespeople Can Teach You | Sales coach2u | Scoop.it
To understand who to hire, analyze what makes your current stars perform so well.

Via CIM Academy
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Inside the B2B Buyer's Mind | Alinean

Inside the B2B Buyer's Mind | Alinean | Sales coach2u | Scoop.it
Your Brain works as a team logically & emotionally...

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6 Dashboards Every Sales Leader Needs

6 Dashboards Every Sales Leader Needs | Sales coach2u | Scoop.it
During the Dreamforce '12 session, 5 Killer Dashboards Every Sales Leader Needs, with Jim Sinai, Director of Platform Product Marketing, it was made clear that dashboards are not just for managers.
gillkelley's insight:

Dashboards for sales leaders from the salesforce blog

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6 Tips for Successful Small-Business Cross-Selling

6 Tips for Successful Small-Business Cross-Selling | Sales coach2u | Scoop.it

Via Daniel Watson
gillkelley's insight:

Good advice to small businesses - the danger is we become to busy to stay aware of opportunities!

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Mr Branson's curator insight, March 31, 2013 2:36 PM

Business video is the future not only for 'cross-selling' but online & offline advertising, optimization, CTR's, content and sales conversion. 

Randi Thompson's curator insight, April 1, 2013 8:33 AM

How can you add on to your sales?

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Does Your Company Have the Right Number of Salespeople?

Does Your Company Have the Right Number of Salespeople? | Sales coach2u | Scoop.it
The rules-of-thumb most companies use for this crucial decision often get it wrong.
gillkelley's insight:

A 3 step approach from HBR - how do you calculate that important number?

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How to turn every sales person into a top story-teller

How to turn every sales person into a top story-teller | Sales coach2u | Scoop.it
Top Sellers are Great Storytellers: A simple framework for harnessing the power of anecdotesWhat sets top sales people apart?

Via Karen Dietz
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Karen Dietz's curator insight, January 24, 2013 6:54 PM

Here is a niftly article that not only talks about the importance of storytelling in sales to boost the bottom line, but also includes a formula, and a free downloadable template.


Yeah!


The formula is pretty good. The only issue I have with it is that it still positions the company -- not the customer -- as the hero. We know that for max effectiveness, we want to make the customer the hero.


It is a subtle but important change -- because if the customer is the hero, your prospect will see themselves as the next potential hero. And your next customer. That is a good thing.


So how would you shift the formula given? In section 3, instead of saying "Working with their [key sponsor’s role], we helped them implement [brief description of our key capabilities] that allowed them to [brief description of benefits]" try this:


"Working with their [key sponsor’s role], our client was able to use our [brief description of our key capabilities]. As a result [share what THEY were able to accomplish] that allowed them to [brief description of benefits]."


That is only one suggestion. How else would you rewrite the formula to make the customer the hero of the story?


There are other good insights here and don't forget to download the free template!


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it

Edna Campos's curator insight, February 1, 2013 4:27 PM

Muy buen articulo..

Trumans's curator insight, February 10, 2013 5:49 PM

The human psyche is tuned in to story telling - that's why books, songs, movies and TV are so popular - everyone loves a story. The best thing you can do in business is to know your story and then share it in a continuously enthralling way.... a la Coca Cola...

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Customer Service in the Social Media Age: A New Metric to Gauge Your Brand’s Performance

Customer Service in the Social Media Age: A New Metric to Gauge Your Brand’s Performance | Sales coach2u | Scoop.it
Most marketers focus the bulk of their energy on creating campaigns that will enhance their brand health, but often overlook the importance of what people are saying publicly through social media about the organic customer service experiences they...
gillkelley's insight:

Be one step ahead - know what people are saying about your brand publically.

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Sales Management, Increase Sales, Changing Sales Behaviour

Sales Management, Increase Sales, Changing Sales Behaviour | Sales coach2u | Scoop.it
Sales Performance is more a factor of sales management than it is individual sales talent. Ten sales management tools for influencing sales behaviour.

Via CIM Academy
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Social media and the salesforce: problem or panacea? - Raconteur

Social media and the salesforce: problem or panacea? - Raconteur | Sales coach2u | Scoop.it

New research from The Chartered Institute of Marketing and the Sales Leadership Alliance explores the impact and value of social technologies on the salesforce, writes Thomas Brown...

 

Publisher of special-interest content to the world’s leading media brands.


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