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Sales Success
Strategy and Tips for Sales Professionals
Curated by Greg Ferguson
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Five Areas Where Self-Discipline Makes the Difference for Salespeople — S. Anthony Iannarino

Five Areas Where Self-Discipline Makes the Difference for Salespeople — S. Anthony Iannarino | Sales Success | Scoop.it
You’ve heard it before: successful people do what unsuccessful people are unwilling to do. Practice these five disciplines for better sales results.
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A Competitive Paranoia

A Competitive Paranoia | Sales Success | Scoop.it
Assume that your competitor has spent more time with your dream client than you have. Assume that they got there early. Assume that during that time, your competitor has developed deeper relationsh...
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7 Killer Ways to Connect with your Audience During a Speech - by Dumb Little Man

7 Killer Ways to Connect with your Audience During a Speech - by Dumb Little Man | Sales Success | Scoop.it
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The Difference Between Performance Reviews and Sales Coaching | A Sales Guy | Sales Advice | Sales Coaching

The Difference Between Performance Reviews and Sales Coaching | A Sales Guy | Sales Advice | Sales Coaching | Sales Success | Scoop.it
There is a difference between sales coaching and performance reviews and doing them both matters. Do you know the difference?
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Sales Leadership: What Did You Learn Today? How Will You Use It Tomorrow? | Sales Motivation and Sales Training

Sales Leadership: What Did You Learn Today? How Will You Use It Tomorrow? | Sales Motivation and Sales Training | Sales Success | Scoop.it
One of the big differences between a manager and a leader is the leader is constantly learning. The leader is never happy thinking they know everything. They know there is always another piece of information to be learned.
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Presentation Skills Considered Harmful

Presentation Skills Considered Harmful | Sales Success | Scoop.it
There is no cure for presentation stage fright. You can reduce the symptoms
with beta blockers, but when the drugs wear off, you're still… you. You're
still up there with a cracking voice, runaway heart rate, and nauseating
dread.
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How Product Managers Can Help Their Sales Teams Be More Successful

How Product Managers Can Help Their Sales Teams Be More Successful | Sales Success | Scoop.it
Product managers are NOT sales professionals. We pride ourselves on being marketing professionals and we don't think of ourselves as being a part of our company's sales team no matter how closely w...
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Give Them Confidence (A Note to the Sales Manager)

Give Them Confidence (A Note to the Sales Manager) | Sales Success | Scoop.it
You are responsible for the salesperson you are providing your clients. When you hire, you can easily believe your are hiring for your company, but you’re really hiring for your clients and prospec...
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John Anderson's curator insight, January 30, 5:08 PM

I believe the right terminology is Earn their confidence.

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Discounting Your Price Brings You Discounted Customers

Discounting Your Price Brings You Discounted Customers | Sales Success | Scoop.it
One of the biggest reasons why I don't like discounting is that it not only destroys the value proposition, it also attracts lousy customers. Customers who are price driven are the same ones who are going to push you on everything else.
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Coach Your Salespeople to Be Their Best (A Note to the Sales Manager) – Guest Post - Work.com Blog

Coach Your Salespeople to Be Their Best (A Note to the Sales Manager) – Guest Post - Work.com Blog | Sales Success | Scoop.it
Your job is to coach your team to the best performance that team is capable of. This means you coach each individual to deliver the best performance they are capable of producing.
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10 Extreme Client Care Tips for Building Client Loyalty | Sandra Martini

10 Extreme Client Care Tips for Building Client Loyalty | Sandra Martini | Sales Success | Scoop.it
In preparing to train a local business on Extreme Client Care™, I thought I'd share a few tips for attaining -- and keeping -- customer and client loyalty.
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What Executives Really Care About When Making Decisions

What Executives Really Care About When Making Decisions | Sales Success | Scoop.it
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The Power of Short Questions in the Sales Process | Sales Motivation and Sales Training

The Power of Short Questions in the Sales Process | Sales Motivation and Sales Training | Sales Success | Scoop.it
The best way to engage your prospect or customer is by using short questions. When you do, you will tap into opportunities that long questions will never reveal. Short-questions are truly an amazing tool most salespeople never seem to grasp.
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Stephen Pitcher's curator insight, April 6, 11:09 PM

Short questions leave room for personal expression of experience. The client is the one who should be talking! The most professional salesmen and women say so little it is mastery. Thank back to the times you have experienced a true sales professional work with you to identify your goals and help you achieve them. Did you seem to find the answer yourself with their help? 

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The Fascinating Psychology Behind Word-of-Mouth Marketing

The Fascinating Psychology Behind Word-of-Mouth Marketing | Sales Success | Scoop.it
At SXSW, Wharton professor and author Jonah Berger shared what 10 years of research taught him about word of mouth.
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Stephen Pitcher's curator insight, April 6, 11:03 PM

Real life word of mouth is 10x more powerful than any advertising! Is that your experience?

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Managing Salespeople: Motivating an Ambitious, Driven Team

Managing Salespeople: Motivating an Ambitious, Driven Team | Sales Success | Scoop.it
Learn strategies that you can use to manage and motivate a sales team.
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On Bad Intentions in Sales

On Bad Intentions in Sales | Sales Success | Scoop.it
Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation sug...
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Make These Sales Resolutions and Make Your Number in 2014

Make These Sales Resolutions and Make Your Number in 2014 | Sales Success | Scoop.it
It’s time to start thinking about—and acting on—next year. Here are some resolutions you might want to make to make 2014 your best year ever.
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Losses Due to Lack of Consensus

Losses Due to Lack of Consensus | Sales Success | Scoop.it
Lately I am seeing more and more salespeople lose opportunities because they don’t have the support of the necessary stakeholders. Here's two ideas to prevent this from putting an opportunity in yo...
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Pascal Brassier's curator insight, October 7, 2013 2:38 AM

Perdre une vente parce que l'on n'a pas pu trouver un consensus constructif auprès de ses collègues ou de la hiérarchie, à qui est-ce que cela n'est pas arrivé ? 2 idées sont présentées ici pour éviter ce manque d'efficacité interne dans vos négociations.

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Jump-Start a Stalled Sales Opportunity | OpenView Labs

Jump-Start a Stalled Sales Opportunity | OpenView Labs | Sales Success | Scoop.it
Smart Selling Tools founder Nancy Nardin shares three tactics for applying some juice to a stalled sales opportunity and closing the deal.
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What is the role of the sales manager

What is the role of the sales manager | Sales Success | Scoop.it
The role of the sales manager is to hire, develop and retain top sales people.
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Focus on the Right Targets

Focus on the Right Targets | Sales Success | Scoop.it
The biggest and best prospects in your territory already have someone providing them with what you sell. They're completely satisfied. Okay, they're not completely satisfied, but they will tell you...
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Death by PowerPoint: Beware the 115 Slide Presentation!

Death by PowerPoint: Beware the 115 Slide Presentation! | Sales Success | Scoop.it
“ Have you ever been in presentation that goes on and on? Perhaps, it had more slides than Wikipedia has topics. Or fancy graphs and animations that served to hypnotize the audience in a non-question...”
Via Paul Illmer
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8 Critical Sales Coaching Activities & The Missing Link

8 Critical Sales Coaching Activities & The Missing Link | Sales Success | Scoop.it
As a sales manager (or use EcSell’s nomenclature a “coach”), how do you most impact performance?
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Coach Your Salespeople to Be Their Best (A Note to the Sales Manager) – Guest Post - Work.com Blog

Coach Your Salespeople to Be Their Best (A Note to the Sales Manager) – Guest Post - Work.com Blog | Sales Success | Scoop.it
Your job is to coach your team to the best performance that team is capable of. This means you coach each individual to deliver the best performance they are capable of producing.
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You Are Already An Expert At Writing a Value Proposition

You Are Already An Expert At Writing a Value Proposition | Sales Success | Scoop.it
You are already an expert at writing value propositions. Over the course of your lifetime you’ve written thousands of value propositions. Well, to be honest, you didn’t actually write these value p...
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Sales Leadership and Integrity: One Step at a Time | Sales Motivation and Sales Training

Sales Leadership and Integrity: One Step at a Time | Sales Motivation and Sales Training | Sales Success | Scoop.it
Recently the news has been full of politicians such as Anthony Weiner and athletes such as Alex Rodriguez who have demonstrated the exact opposite of integrity.
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