Salesforce Development Thoughts from Forum NZ
943 views | +0 today
Follow
Salesforce Development Thoughts from Forum NZ
Developing sales professionals and sales leaders
Curated by John Duncan
Your new post is loading...
Your new post is loading...
Scooped by John Duncan
Scoop.it!

The Greatest Closing Question Ever | SalesAndMarketing.com

The Greatest Closing Question Ever | SalesAndMarketing.com | Salesforce Development Thoughts from Forum NZ | Scoop.it
A few years ago I was selling medical software to manage cases in vascular labs. I was working on a closing a $2-$3 million deal - the largest deal the company had ever seen – and I was heavy in discussions with the client. The bosses back home had made it clear this deal needed to close and soon.
John Duncan's insight:

One of the most frequent discussions I have with sales managers is how can we get out team members to more effectively close a deal.  Here's a simple suggestion.....

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Sales strategies: Sales training – how to move from academic to pragmatic

Sales strategies: Sales training – how to move from academic to pragmatic | Salesforce Development Thoughts from Forum NZ | Scoop.it
Companies spend millions on sales training, and much of it is a wasted investment. While most sales strategy and selling skills development programs provide quality content, they lack in delivering a process that moves the academic elements into a pragmatic way that makes the content meaningful.
John Duncan's insight:

Have you thought about your sales-peoples development in ways other than a course?  Here's a great process that makes it a part of their real work....

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Closing The Sale

Closing The Sale | Salesforce Development Thoughts from Forum NZ | Scoop.it
Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, ��…
John Duncan's insight:

When we run sales training programmes or are involved in sales coaching one of the areas that frequently floats to the top as a concern is "closing".  Many sales people find if difficult to ask for the business even though that have taken their customer through a consultative process.  Heres' some tips on how to handle the situation.

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

The Battle Between Sales and Marketing [Infographic] | CustomerThink

The Battle Between Sales and Marketing [Infographic] | CustomerThink | Salesforce Development Thoughts from Forum NZ | Scoop.it
more...
No comment yet.
Scooped by John Duncan
Scoop.it!

How to Improve Your Sales Team’s Performance

How to Improve Your Sales Team’s Performance | Salesforce Development Thoughts from Forum NZ | Scoop.it
How do you measure your sales team’s performance? That’s easy. Look at sales. Revenue is the ultimate sales performance indicator. But what if you don’t hit your revenue target? To improve sale…
John Duncan's insight:

Some great sage advice.  Most of in sales know this but it drops off the radar screen.  Read and refresh!

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Are You the Maestro of Your Sales Team?

Are You the Maestro of Your Sales Team? | Salesforce Development Thoughts from Forum NZ | Scoop.it
What can you do to become a better conductor of your sales team?
John Duncan's insight:

Sales managers check this out.  How are you doing?

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

How to Perfect Your Sales Strategy Using Social Media

How to Perfect Your Sales Strategy Using Social Media | Salesforce Development Thoughts from Forum NZ | Scoop.it
We know Social Media is a great tool for increasing word of mouth about your brand, establishing transparency and highlighting all the company updates you’d like to share with your follower bas…
John Duncan's insight:

Heres' a great follow -on to my recent post on Social Media....

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

4 Things You Didn’t Know About Winning Sales Teams

4 Things You Didn’t Know About Winning Sales Teams | Salesforce Development Thoughts from Forum NZ | Scoop.it
In 2014, a research colleague and I analyzed a pivotal trend in the sales industry: the shift from field sales to inside sales. After taking a deep look at the findings, we found that nearly half of…
John Duncan's insight:

For those sales managers out there here's some thinking on building a winning sales team!

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

B2B Lead Blog » Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Blog » Lead Generation That Converts Leads into Sales Opportunities | Salesforce Development Thoughts from Forum NZ | Scoop.it
John Duncan's insight:

One of the hardest parts of a salespersons role is lead generation, here's some good tips to consider....

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

How to Strategically Divide Your Sales Territories

How to Strategically Divide Your Sales Territories | Salesforce Development Thoughts from Forum NZ | Scoop.it
For a territory plan that works from day one, follow these five steps.
more...
No comment yet.
Scooped by John Duncan
Scoop.it!

10 Myths About Lead Quality: Busted

10 Myths About Lead Quality: Busted | Salesforce Development Thoughts from Forum NZ | Scoop.it
Lead quality is a highly debatable topic, but here are 10 myths you can definitely put to rest.
more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Strategies: Questioning skills make a difference in closing sales - Denver Business Journal

Strategies: Questioning skills make a difference in closing sales - Denver Business Journal | Salesforce Development Thoughts from Forum NZ | Scoop.it
Besides listening, asking questions is one of the more important selling skills.
John Duncan's insight:

The more  work you do in service and salesforce development the more you realise that listening and its "sister" skill questioning are the most vital of all skills and the ones done least effectively

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

7 Ways Managers Can Build Trust in the Workplace | Blogging4Jobs

7 Ways Managers Can Build Trust in the Workplace | Blogging4Jobs | Salesforce Development Thoughts from Forum NZ | Scoop.it
John Duncan's insight:

Trust of your manager is one of those things most people desire in their work-life.  Here's a pragmatic point-of-view that will hopefully resonate.  If you want to read more here's a link that will help http://bit.ly/2aH2q4l

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Asking, Not Telling: How to Use Questions to Drive Sales

Asking, Not Telling: How to Use Questions to Drive Sales | Salesforce Development Thoughts from Forum NZ | Scoop.it
To be successful, salespeople must use their most powerful tool: questions.
John Duncan's insight:

Great sales is about helping your customer make a decision to buy from you, not to sell to them!  The best way to do this is to earn the right to advance by asking, not telling.  Here's a great blog that supports this.....

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Shark Tank's Daymond John: Three Reasons Customer Service Trumps Everything

Shark Tank's Daymond John: Three Reasons Customer Service Trumps Everything | Salesforce Development Thoughts from Forum NZ | Scoop.it
Daymond John (the storied creator of FUBU who's now so spiffily informative on Shark Tank) and I tend to cover different areas; he’s best-known for working with entrepreneurs and in mentorship, and I concentrate on customer service and the customer experience as a consultant and keynote speaker.  So I was heartened to hear [...]
John Duncan's insight:

A great point-of-view!  Remember customers don't differentiate between sales and service and see them inextricably linked.  Service is essential to sales!

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

3 Secrets of High-Performing Salespeople

3 Secrets of High-Performing Salespeople | Salesforce Development Thoughts from Forum NZ | Scoop.it
Learn these three principles of selling that all high-performing salespeople know.
John Duncan's insight:

Great read,  it takes the mystique away from what makes high performers

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Pocket: 5 must-have mobile apps for today’s salesperson

Pocket: 5 must-have mobile apps for today’s salesperson | Salesforce Development Thoughts from Forum NZ | Scoop.it
When you find something you want to view later, put it in Pocket.
more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Harnessing the power of your hidden leaders | @LeadChangeGroup

Harnessing the power of your hidden leaders | @LeadChangeGroup | Salesforce Development Thoughts from Forum NZ | Scoop.it
In my latest book. I describe Hidden Leaders as the people in companies that provide a powerful leadership presence despite the fact that their title or po
John Duncan's insight:

As organisations recognise that working across boundaries i.e. collaborative work practices, is critical to success they need to recognise that non-positional or hidden leadership needs to be supported.  Here's a point of view...

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

The Sales Professional's Go-To Guide to Social Selling

The Sales Professional's Go-To Guide to Social Selling | Salesforce Development Thoughts from Forum NZ | Scoop.it
Everything you've ever wondered about social selling, answered.
John Duncan's insight:

This is the best advise I have seen on using social media in a sales role.  Lots of the suggestions are transferable to normal business life as well.

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

User adoption 4 steps to CRM success

User adoption 4 steps to CRM success | Salesforce Development Thoughts from Forum NZ | Scoop.it
Lets face the reality headon a key element to the successful implementation of a CRM is getting your sales team to embrace it.
John Duncan's insight:

One of the biggest change challenges in sales is implementing a CRM.  Here's some food-for-thought if you are considering it

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

How Relationship Capital Drives Sales Leads

How Relationship Capital Drives Sales Leads | Salesforce Development Thoughts from Forum NZ | Scoop.it
If you're not mining the social networks of your employees for leads, you're missing the boat.
more...
No comment yet.
Scooped by John Duncan
Scoop.it!

3 Consistent Characteristics of High-Performing Sales Teams

3 Consistent Characteristics of High-Performing Sales Teams | Salesforce Development Thoughts from Forum NZ | Scoop.it
Discover what characteristics make up the secret sauce of high-performing sales teams.
more...
No comment yet.
Scooped by John Duncan
Scoop.it!

How To Create A Sense Of Urgency In Sales

How To Create A Sense Of Urgency In Sales | Salesforce Development Thoughts from Forum NZ | Scoop.it
I get asked this question on a regular basis: “How do I create a sense of urgency with my prospect/client?” I wish I had a specific technique that addressed this, but I don’t. Howev…
John Duncan's insight:

Here's the basics of sales in a very short post!!!

more...
No comment yet.
Scooped by John Duncan
Scoop.it!

Leaders: Are You as Good a Listener as You Think You Are?

Leaders: Are You as Good a Listener as You Think You Are? | Salesforce Development Thoughts from Forum NZ | Scoop.it
When I ask people to talk about the best boss they ever had, they always mention one quality—listening. The best leaders are good listeners. Our research shows that listening is a critical skill fo...
John Duncan's insight:

Listening again!  This isn't just the domain of those involved in sales and service its a critical skill and highly correlated to emotional intelligence....

more...
No comment yet.