Sales Productivity
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Sales Territory Mapping: What You Need To Maximize Efficiency

Sales Territory Mapping: What You Need To Maximize Efficiency | Sales Productivity | Scoop.it
By Wyatt Houghton
Are you a salesperson with a personal assistant? If not, then you probably find yourself constantly trying to optimize and juggle a million things in your sales job including emails,...
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Net Neutrality - Why it Matters to Badger

Net Neutrality - Why it Matters to Badger | Sales Productivity | Scoop.it
Hey Badger Community! Because so many Sales people depend on Badger to help them plan and schedule their time everyday, what affects us affects lots of people. So, we wanted people to know about what...
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3 Effective Ways to Cut Out Unnecessary Work for Your Reps - Guest Blog

3 Effective Ways to Cut Out Unnecessary Work for Your Reps - Guest Blog | Sales Productivity | Scoop.it
Imagine a situation where you’re on the road, days before the end of the quarter, and you’ve exhausted your current customers. I don’t believe this would be hard to imagine, given that it’s a common...
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How to stay ahead of the sales clock

How to stay ahead of the sales clock | Sales Productivity | Scoop.it
Recently, I had a conversation with Leanne Hoagland-Smith from Increase Sales Blogs about the “Travelling Salesman Problem”. Most outside salespeople would like to spend their time selling, their...
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Sales Objection: "We're Already Working with Another Company"

Sales Objection: "We're Already Working with Another Company" | Sales Productivity | Scoop.it
Today's question was asked by a frustrated seller who kept running into the same sales objection in his initial sales meeting.
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5 Steps to Better Referral Selling

5 Steps to Better Referral Selling | Sales Productivity | Scoop.it
There are many sales strategies, but none as effective as referral selling. Here are five tips to sell more without cold calling.
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Don't Let Your Emotions Take Over the Sales Call

Don't Let Your Emotions Take Over the Sales Call | Sales Productivity | Scoop.it
Sales expert Colleen Stanley talks about fear, uncertainty and doubt taking over the sales call -- and what you can do about it.
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4 strategies for handling sales negotiations. | Sales Training Connection

4 strategies for handling sales negotiations. | Sales Training Connection | Sales Productivity | Scoop.it
4 strategies for handling sales negotiations.
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Why We Buy: The 3 Social Selling Factors That Make Or Break A Sale [Infographic]

Why We Buy: The 3 Social Selling Factors That Make Or Break A Sale [Infographic] | Sales Productivity | Scoop.it

 

How are impressions formed? What motivates a person to buy?

We used to think the act of buying was a fairly logical process. A product engaged our attention, we gathered info about it, determined our interest level, and then bought or not. But now we know better…

 

What exactly creates a compelling customer experience? Via brainstorming with one of my favorite CMOs, Steve Mann of LexisNexis, we’ve uncovered the formula, thanks to our mutual love of neuromarketing.

 

Here are Steve’s top 3 strategies:


Via Anita Windisman
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A Picture of Modern Sales: The New Cold Call by Jonathan Farrington

A Picture of Modern Sales: The New Cold Call by Jonathan Farrington | Sales Productivity | Scoop.it

The trend for inside sales is not coming—it has fully arrived at our doorstep. Rising fuel and labor costs have soared, and because of intense competition, the prices of our products and solutions have largely flat-lined—as have sales achievement levels.

 

Companies have been forced to examine the complete cost of outbound sales and what they discovered was startling. According to inbound marketing leaders Hubspot, the average cost per inbound lead is 61% lower than an outbound lead.

 

Research by Sirius Decisions supports the Hubspot data and indicates that, on average, inbound leads cost less and have higher conversion rates than outbound leads, though an integrated approach between the two is generally the more optimal.


Via Anita Windisman
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In Sales, Treat Others The Way They Want To Be Treated!

In Sales, Treat Others The Way They Want To Be Treated! | Sales Productivity | Scoop.it
With the flow of data permanently set to deluge, we live in the world of abundant information but scarce attention. Sensory overload makes a constant struggle for sales professionals to stand out to...
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3 Tips for Selling at Conferences and Tradeshows

3 Tips for Selling at Conferences and Tradeshows | Sales Productivity | Scoop.it
Earlier this week, as part of GMIC 2013, the G-Startup Competition named Badger a Top-20 finalist. We were ecstatic to receive the award mostly because of the opportunity to learn about and from other...
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Are there Mobile Alternatives to MapPoint?

Are there Mobile Alternatives to MapPoint? | Sales Productivity | Scoop.it
By Wyatt Houghton
How do you compare sales map apps? As an outside sales rep, efficiency is everything. If you don’t have a great map app for sales territory planning and proper route optimization,...
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3 Reasons Salespeople Need Scheduling Support

3 Reasons Salespeople Need Scheduling Support | Sales Productivity | Scoop.it
Our times seem to be defined by business. Everyone is busy. Every day is crammed. And every moment is supposedly accounted for.
If you’re a salesperson, that means everyone has a lot less time to...
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Tablets - You got them the record player, now get them the right records!

Tablets - You got them the record player, now get them the right records! | Sales Productivity | Scoop.it
Due to their widespread adoption, mobile sales tools have become an integral part of the sales strategy. As Accenture explained in their study on “Selling More with Mobile Solutions”, tablets are...
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‘Tis the season for appreciation and prospecting

‘Tis the season for appreciation and prospecting | Sales Productivity | Scoop.it
It’s that time of the year again. Holidays and the end of the quarter and year increase the difficulty of selling during the holiday season. But the holidays are a great time to take advantage of...
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One swing at a time

One swing at a time | Sales Productivity | Scoop.it
When I was six, my dad took me to a golf course for the first time. At first, following a tiny white ball as you whack it from point to point ball seemed only slightly more entertaining than mowing...
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Don't Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear | Smart Selling Tools Blog

Don't Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear | Smart Selling Tools Blog | Sales Productivity | Scoop.it
We live in a scarey time. Decision-makers are under pressure and short on patience. In a word, they're easily spooked.
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How to power through the sales plateau

How to power through the sales plateau | Sales Productivity | Scoop.it
Have your sales hit a plateau? If so, you are not alone. Even the best performers experience the sales plateau more than once in their careers. A sales plateau happens when new deals stop coming in...
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5 Tips For Improving "Long-Term Lead" Performance - Glider Blog

5 Tips For Improving "Long-Term Lead" Performance - Glider Blog | Sales Productivity | Scoop.it
There’s always a mad rush at the end of the quarter to close as many deals as possible. Some sales reps are trying to hit their quota and some are looking to hit their next bonus level.
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3 Tips to Shorten Your Sales Cycle

3 Tips to Shorten Your Sales Cycle | Sales Productivity | Scoop.it
Establishing a process that efficiently finds and qualifies leads is critical to growing your business. Without a solid sales cycle, you will lose potential sales that would have come from an...
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What Skills Are the Most Essential to Succeed in Sales Today?

What Skills Are the Most Essential to Succeed in Sales Today? | Sales Productivity | Scoop.it

We all know that training is an important part of business. We all know the value of working for an organization that invests in their people and looks to further develop their skillset. Reports show that in the US alone, businesses spend $15 billion per year on sales training. Yet, many sales people find the training they receive either ineffective or less than useful.

 

We can do better. Sales 2.0 as many call it; is en route for another revolution. Traditional sales methods are still engrained in many organizations and old school sales techniques are still rewarded and expected. Customers are no longer responding to these tactics and a new skillset is required. Here are a few of the skills that are differentiating the best from the rest:


Via Anita Windisman
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What Makes a Forward Thinking Sales Leader?

What Makes a Forward Thinking Sales Leader? | Sales Productivity | Scoop.it
Are you truly a forward thinking sales leader?
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Here’s a quick tip, skip the sales pitch!

Here’s a quick tip, skip the sales pitch! | Sales Productivity | Scoop.it
When is the last time someone asked you “Well, what does that do for me?” and in response, you start rambling on with the typical formula, “We are the best at such & such because of A, B, C, and D…”...
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