Padeda Sales Topics
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Padeda Sales Topics
Tips, blogs, articles related to sales performance, sales management, sales leadership
Curated by Pascale Hall
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Relearning the art of asking questions

Relearning the art of asking questions | Padeda Sales Topics | Scoop.it
This Harvard Business Review article: relearning-the-art-of-asking-questions caught my attention this morning.“In today’s “always on” world, there’s a rush to answer. Ubiquitous access to data and volatile business demands are accelerating this sense of urgency. But we must slow down and understand each other better in order to avoid poor decisions.”In a world where the issues become more sophisticated, customers are in need of tailored solutions and measure on value based on results not necessarily on lowest price.Customers expect sales people to help them
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How to Blow a Presentation to the C-Suite

How to Blow a Presentation to the C-Suite | Padeda Sales Topics | Scoop.it
Four common ways we undermine our hard work.
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Salespeople Who Exceed Quota are 32% More Likely to be Coached

Salespeople Who Exceed Quota are 32% More Likely to be Coached | Padeda Sales Topics | Scoop.it

"A whopping 40.3% of salespeople don't believe their sales leader is committed to their personal development." --Keenan


Via Everett L. Hill
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Everett L. Hill's curator insight, August 29, 3:57 PM

We get it; sales coaching is a "thing" right now. Keenan argues for formalizing the cadence and making the coaching specific to each individual. My favorite line: "Ad hoc feedback, quick tips, in-meeting feedback or performance reviews are not coaching."

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5 Popular PowerPoint How-To Questions Answered in One Place

5 Popular PowerPoint How-To Questions Answered in One Place | Padeda Sales Topics | Scoop.it
PowerPoint is one of the most misunderstood Office software products on the market. So, we researched the internet's top how to make a PowerPoint questions and had one of our designer's answer them for you.
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Seven Ways You Can Optimize Your Sales Team's Structure

Seven Ways You Can Optimize Your Sales Team's Structure | Padeda Sales Topics | Scoop.it
Here are some ways you structure your sales team to help maximize future sales.
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Mental Models: The Best Way to Make Intelligent Decisions (113 Models Explained)

Mental Models: The Best Way to Make Intelligent Decisions (113 Models Explained) | Padeda Sales Topics | Scoop.it
The smartest people in the world use mental models to make intelligent decisions, avoid stupidity, and increase productivity. Let's take a look at ho
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Make the Sales Task Clear

Why setting sales activities and metrics to the activities which become leading indicators are critical in a sales coaching.

Sales task clarity has a greater impact on the motivation of field salespeople than ego drive or compensation method. 

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Why GE, Boeing, Lowe’s, and Walmart Are Directly Buying Health Care for Employees

Why GE, Boeing, Lowe’s, and Walmart Are Directly Buying Health Care for Employees | Padeda Sales Topics | Scoop.it
Bundled payment programs reduce employers’ costs and improve patient care.
Pascale Hall's insight:

#Healthcare, could this trend be coming to Europe?

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Make Sure Your B2B Sales Process Follows These 5 Evidence-Based Best Practices

Make Sure Your B2B Sales Process Follows These 5 Evidence-Based Best Practices | Padeda Sales Topics | Scoop.it
No matter your industry, you surely face a lot of competition. But following a sales process that includes these five proven best practices may just give you the competitive edge.
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Chemicals 2025: Will the industry be dancing to a very different tune? | McKinsey & Company

Chemicals 2025: Will the industry be dancing to a very different tune? | McKinsey & Company | Padeda Sales Topics | Scoop.it
Chemical companies have been riding high, but the trends that have underpinned that performance are shifting. Companies should reflect carefully on their strengths as they move into this new territory.
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100 Sales Questions Every Sales Person Should Know

100 Sales Questions Every Sales Person Should Know | Padeda Sales Topics | Scoop.it
Sales questions can make all the difference in your results. Want to make more sales this year? Here are 100 Sales Questions every sales person should know.
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Know Your Customers’ “Jobs to Be Done”

Know Your Customers’ “Jobs to Be Done” | Padeda Sales Topics | Scoop.it
Is innovation inherently a hit-or-miss endeavor? Not if you understand why customers make the choices they do.
Pascale Hall's insight:
It is all about what the customer is trying to "fix, avoid or accomplish" in the given circumstance. This is where selling value starts
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Integrated Value: What It Is, What It’s Not and Why It’s Important

Integrated Value: What It Is, What It’s Not and Why It’s Important | Padeda Sales Topics | Scoop.it
What Is Integrated Value?
Integrated value is, I believe, the next evolution on the long and winding path describing business’s wider role in society
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6 Dashboards Every Sales Leader Needs

6 Dashboards Every Sales Leader Needs | Padeda Sales Topics | Scoop.it

"With these dashboards in hand, you're ready to focus on getting leads and closing deals." --Kendall Thornton


Via Everett L. Hill
Pascale Hall's insight:

Good summary of needed CRM dashboards

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Everett L. Hill's curator insight, July 26, 8:13 PM

This is an oldie but goodie that outlines the management reporting table stakes that every CRM implementation should deliver. Together with the takeaways of the Sloan KPI article (above), you've got a powerful combination to help you rise from "muddling through" to winning and thriving.

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To Get the Most from Your CRM, Pair It with Process

To Get the Most from Your CRM, Pair It with Process | Padeda Sales Topics | Scoop.it
Strong CRM adoption is good, but not enough; you also need a formal, dynamic sales process
Pascale Hall's insight:

To help drive sales success now and set ourselves up for success going forward, we need to push for the adoption of both technology and process. Do that and the ROI from CRM will become evident to all.

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Looking to increase Social Sharing at your company?

Looking to Increase Social Sharing at Your Company? Do These 4 Things Today

Pascale Hall's insight:

How to increase your social shares and results!

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Implementing organizational change -- and sustaining it | McKinsey & Company

Implementing organizational change -- and sustaining it | McKinsey & Company | Padeda Sales Topics | Scoop.it
The fundamentals of implementing organizational change are crucial for not only top-level executives but also frontline managers who are involved in the day-to-day work.
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These Are the 12 Best Sales Process Tips of All Time

These Are the 12 Best Sales Process Tips of All Time | Padeda Sales Topics | Scoop.it
This will be one of the best sales process articles you'll ever read. Why? It's the only one based on hard data. Check it out.
Pascale Hall's insight:

Interesting how AI will support sales playbooks and understanding how to improve sales processes

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Taking the measure of innovation with conversion metrics | McKinsey & Company

Taking the measure of innovation with conversion metrics | McKinsey & Company | Padeda Sales Topics | Scoop.it
Taking the measure of innovation with conversion metrics
Pascale Hall's insight:

For those selling to R&D, how are you able to impact their metrics?

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The four building blocks of change | McKinsey & Company

The four building blocks of change | McKinsey & Company | Padeda Sales Topics | Scoop.it
Four key actions influence employee mind-sets and behavior. Here’s why they matter.
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What the future science of B2B sales growth looks like | McKinsey & Company

What the future science of B2B sales growth looks like | McKinsey & Company | Padeda Sales Topics | Scoop.it
Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth.
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AddThis Social Bookmarking Sharing Button Widget

AddThis is a free way to boost traffic back to your site by making it easier for visitors to share your content
Pascale Hall's insight:

A good list of coaching questions for those of you that use the GROW model to coach

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New LinkedIn Cheat Sheet Infographic

New LinkedIn Cheat Sheet Infographic | Padeda Sales Topics | Scoop.it
Most LinkedIn users have the highly anticipated & debated "new look". This New LinkedIn Cheat Sheet should be of help in clearing up the confusion.
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The End-of-Quarter Sales Rush Costs Companies Money

The End-of-Quarter Sales Rush Costs Companies Money | Padeda Sales Topics | Scoop.it
An analysis shows the high cost of procrastination.
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8 Ways to Build a Culture of Trust Based on Harvard's Neuroscience Research

8 Ways to Build a Culture of Trust Based on Harvard's Neuroscience Research | Padeda Sales Topics | Scoop.it
A culture of trust yields higher engagement, happier employees, greater productivity, and higher profits. And it all starts in the brain.
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Only 18% of Buyers Trust And Respect Salespeople [Roundup]

Only 18% of Buyers Trust And Respect Salespeople [Roundup] | Padeda Sales Topics | Scoop.it
What’s wrong with salespeople? Most B2B buyers think salespeople do a horrible job explaining how their solution helps or is relevant to their business.
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