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Introduction to Sales Coaching - Unifyo

Introduction to Sales Coaching - Unifyo | Sales Hacks and Tools | Scoop.it
Unifyo has released a new ebook for first time sales managers which is available for download here. This introduction to sales reporting is part of a series of blog posts which draws on some of the valuable insights within the ebook. We really try and mentor. We also have senior managers that mentor managers, and […]
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I was honoured to contribute to this

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Sales goals – Q1 review

Sales goals – Q1 review | Sales Hacks and Tools | Scoop.it
You will recall that in late last year we looked at setting goals for the next 12 months. Well it may have escaped your notice but it's getting to the end o
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Presentation Tips - Walk in Empty Headed, Walk Out Empty Handed

Presentation Tips - Walk in Empty Headed, Walk Out Empty Handed | Sales Hacks and Tools | Scoop.it
How much of your presentation is “standard”? How much (what percentage) of your presentation is the way you usually present it?
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5 Signs Your Prospects Are Slipping Off Your Radar

5 Signs Your Prospects Are Slipping Off Your Radar | Sales Hacks and Tools | Scoop.it
Are your prospects slipping off your radar? Nurturing may be your problem.

Via Nett Sales
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It's always worrying when you think you have one "in the bag" and the it all goes quiet. 

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Three Things Your Sales Manager Should Never Have to Manage

Three Things Your Sales Manager Should Never Have to Manage | Sales Hacks and Tools | Scoop.it
Three Things Your Sales Manager Should Never Have to Manage is a post from: The Sales Blog | S. Anthony Iannarino
Your Attitude: Your sales manage should never, ever have to manage your attitude.
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You’re in Sales, You’re Too Stupid to Understand!

You’re in Sales, You’re Too Stupid to Understand! | Sales Hacks and Tools | Scoop.it
More than meets the eyes.
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The flip side of this stereotype is the product manager who insists on "talking at customers" (usually with the help of an extensive Powerpoint deck) because they know everything about the product and think that "telling is selling" (it isn't)

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What’s in the mind of a sales manager?

What’s in the mind of a sales manager? | Sales Hacks and Tools | Scoop.it
I recently came across the Visually website which is a great source of infographics. I found this one on what might be in the mind of a sales manager and what o
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Ten Surprising Sales and Prospecting Statistics

Ten Surprising Sales and Prospecting Statistics | Sales Hacks and Tools | Scoop.it
Ten Surprising Sales and Prospecting Statistics by Josh Lowry Best time to cold call prospects is 4-5 PM; 8-10 AM second; 11AM-2PM worst. Source: Kellogg School of Business Best time to email prosp...
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Some very useful and thought-provoking data here. I've always felt that prospecting emails should be sent at between 8 and 9am. Many people have an "infinite inbox" where as more emails come in, older ones get pushed down, out of sight and out of mind. So it really helps if your email actually arrives around the time the prospect is actually going through their email... it lands in front of their eyes!

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Why warm-calling via email is the way ahead

Why warm-calling via email is the way ahead | Sales Hacks and Tools | Scoop.it
I recently came across this great infographic provided by my friends at Unifyo. It goes a long way to explaining why cold calling by phone is no longer successf
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How to Use Your Website to Warm Your Sales Prospects

How to Use Your Website to Warm Your Sales Prospects | Sales Hacks and Tools | Scoop.it
Use your website to convert leads into sales opportunities and warm sales prospects with the following tips.
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... and not to forget the importance of asking visitors to sign up for your newsletter to build your mailing list.

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We MUST Have a Sales Process

We MUST Have a Sales Process | Sales Hacks and Tools | Scoop.it
Jonathan Farrington's Blog for dedicated business professionals
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This is where CRM software can prove useful by providing a common language, checkpoints (stages) and reinforcing the sales process. Conversely a CRM system that is not aligned with the sales process will always be a distraction.

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On Hiring Non-Salespeople for Sales Roles

On Hiring Non-Salespeople for Sales Roles | Sales Hacks and Tools | Scoop.it
Having too few salespeople may be your problem. You can’t make your number without the proper headcount, and you can’t cover all the opportunities in your territory without the human capital necess...
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The B2B Sales Experience: Reps Need To Do Their Homework - Business 2 Community

The B2B Sales Experience: Reps Need To Do Their Homework - Business 2 Community | Sales Hacks and Tools | Scoop.it

Good salespeople are out there. They are the ones who do their homework, understand the prospect, and actually listen. They are the ones who deliver the best b2b sales experience to the right customers.

 

But they don’t seem to be the ones calling me. The ones calling me are the one who not only have no idea who I am, but they say things like “enterprise solutions” about five seconds after I answer the phone. Solutions to WHAT, exactly? And I’m not alone. A client recently lamented about how much time gets wasted with bad sales calls. Another friend with a new position at a large, well-known company said he couldn’t believe the crazy calls he’s getting.


Via Lydia's Marketing & Communication Consulting, Zars Media
Mark Goodson's insight:

Very true. Never make a prospecting call if you haven't researched the prospect. This is so easy to do now with the web and LinkedIn, it's just pure lazyness not to... and shows disrespect to the prospect.

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Lydia's Marketing & Communication Consulting's curator insight, September 8, 2013 3:48 PM
Good advice for both sales reps as well as marketers, e.g. "Ask yourself, what problem are you solving? Before launching into your pitch, find out if your prospect feels that pain".
Monika D'Agostino's curator insight, September 9, 2013 9:06 AM

This is so true. Why does it seem that the people calling on you are just dialing for dollars?

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Sales goals – Q1 review

Sales goals – Q1 review | Sales Hacks and Tools | Scoop.it
You will recall that in late last year we looked at setting goals for the next 12 months. Well it may have escaped your notice but it's getting to the end o
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Excerpt from Sales eBook: What to expect? - Unifyo

Excerpt from Sales eBook: What to expect? - Unifyo | Sales Hacks and Tools | Scoop.it
Download full sales management eBook here. Firstly I believe it’s important to be honest and clear that you don’t have all the answers but your purpose is to make the team (i.e. everyone) successful and you will do everything you can to achieve that. This needs to be reinforced by genuinely helping your team members achieve […]
Mark Goodson's insight:

Fame at last! I'm in Unifyo's new ebook on Sales Management

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On the Future of Sales: Podcast

On the Future of Sales: Podcast | Sales Hacks and Tools | Scoop.it
This week we chat with a friend of mine from across the pond, one Jonathan Farrington. Jonathan runs a global consulting firm called Jonathan Farrington & Associates. He is also the mastermind ...
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A great discussion between Anthony Iannarino and Jonathan Farrington on the future of sales. Specifically why internal sales is growing and where this leads field sales people.

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Prospecting by email: Does the early bird catch the worm?

Prospecting by email: Does the early bird catch the worm? | Sales Hacks and Tools | Scoop.it
If you’re propecting by email a key question is: what time of day you should send your mail? Like any hunter you need to put yourself in the shoes of your pre
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Eye Contact May Not Be Such A Great Way To Persuade (Psychology Today)

Eye Contact May Not Be Such A Great Way To Persuade (Psychology Today) | Sales Hacks and Tools | Scoop.it
David DiSalvo recently wrote in Psychology Today about the latest research on the role of eye contact in persuasion. It may seem counter-intuitive, but it a
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Know More About Your Customers, On the Go

Know More About Your Customers, On the Go | Sales Hacks and Tools | Scoop.it
Evernote Business for Salesforce1 lets you easily access and update details that you've been collecting about relationships, right from your mobile device.
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Mark Goodson's curator insight, November 26, 2013 11:59 AM

Salesforce is pretty much an industry standard so I'm sure this will help Evernote crack the corporate market.

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Why Did You Lose the Sale? Really? - Sales Training by Gitomer

Why Did You Lose the Sale? Really? - Sales Training by Gitomer | Sales Hacks and Tools | Scoop.it
If you think you lost the sale because your price is too high, you're wrong. Here are the major reasons why salespeople lose sales.
Mark Goodson's insight:

I'm sure that many sales people never know why they've really lost a sale. Some delude themselves, some never ask and sometimes the customer doesn't tell the whole story.

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How to Take Advantage of LinkedIn at Various Stages of the Sales Cycle

How to Take Advantage of LinkedIn at Various Stages of the Sales Cycle | Sales Hacks and Tools | Scoop.it
LinkedIn isn't just for job hunting -- it can also help you make sales. Learn just how you can use the social networking site to your advantage.
Mark Goodson's insight:

If you're a sales person and you're not actively using LinkedIn... you really should be

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Heavy Hitter Sales Blog: Seven Types of Sales Managers-Harvard Business Review

Heavy Hitter Sales Blog: Seven Types of Sales Managers-Harvard Business Review | Sales Hacks and Tools | Scoop.it
Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled the SEVEN TYPES OF SALES MANAGERS.
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Recognise any of these?

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Seven Tips To Help You Set Next Year's Sales Goals | Real Life Selling

Seven Tips To Help You Set Next Year's Sales Goals | Real Life Selling | Sales Hacks and Tools | Scoop.it
Now is the time to be setting your sales goals for next year. Here are some tips on how to do that.
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Using Evernote for Prospecting – Part II | Real Life Selling

Using Evernote for Prospecting – Part II | Real Life Selling | Sales Hacks and Tools | Scoop.it

How to make sales prospecting easier using Evernote.

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Document management – not just for the big fish

Document management – not just for the big fish | Sales Hacks and Tools | Scoop.it
Most small high-tech companies are more than happy to invest in accountancy software to manage financial assets, ERPs to manage inventories, or HR systems to manage human assets, but when it comes to managing their intellectual property assets,...
Mark Goodson's insight:

I've found this type of tool incredibly useful in the past for managing sales collateral material (datasheets, presentations, etc). How many times have you spent half-an-hour trying to find the latest version of a specific presentation for a customer? Also useful for "extranet publishing" i.e. realeasing material to distributors, etc.

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