How can you make your sales team more profitable? How can you use social media more effectively in your sales funnel? What are some low-cost ways to improve your sales processes? If you’ve been asking yourself these questions, we have the answers you’ve been seeking. In this week’s roundup, tips, tricks, and resources abound for every level of your sales organization. Based on some of the most cutting-edge organizational research, these resources highlight how to hire the best sales staff, get better returns on cold calls, and keep your staff feeling motivated and focused on selling.
- Top Sellers: Characteristics of a Superior Salesperson – University of Florida, IFAS Extension
Through studies conducted and presented in journals such as Nations Business and American City Business Journals, the authors of this white paper found several key indicators of a salesperson’s long term effectiveness. These include empathy, problem-solving, sociability, drive, competitive nature, and impersonal rejection reactions.Salespeople wanting to hone their skills or sales managers researching the kinds of employees that will be the best long-term investments can both learn from this article.
- The VAGUE VOICEMAIL Strategy – Eyes on Sales
This blog post talks about the potentially damaging effect of a tactic called the “Vague Voicemail,” in which sales professionals try to get callbacks by leaving vague messages. The author, Michael Pedone, suggests that this can prompt a backlash when the potential client calls back hoping to make a new customer and finds that it has been a sales call. Pedone suggests some great alternatives for getting callbacks, which makes this a great article for salespeople who do intensive cold-calling sessions.
- Can Social Really Help Me Sell? – Selling Power
The editors of Selling Power really pack a punch with this gem, stating that 70% of sales professionals using social media outperform their peers and meet quotas 23% more often. In addition, they provide some great Twitter lists of people to follow and highlight the effectiveness of LinkedIn groups for selling. This article also includes tips for how to engage on social media, making this an excellent article for anyone interested in adding social media to their sales toolbox.
- 6 Tasks Tops Sales Agents Delegate – Prophet
Prophet shares some excellent tips that help salespeople save time and focus their selling energy. Some of the duties they suggest delegating include scheduling meetings, answering phone calls and emails, and completing CRM forms. In addition, they make a compelling argument for using relationship management software solutions to take care of many of these time-consuming tasks automatically. It’s a perfect article for business owners, sales staff, or real estate agents who are considering a CRM program.
- The Best $100 You Ever Spent in Sales – SalesMarks.com
From beach parties to fax machines, several high-producing sales professionals reveal the best $100 relationship management investments they ever made. This fun, easy-to-read article also offers great ideas that any sales manager can use to improve morale and increase the bottom line. Some of our favorites include buying donuts for the production team, investing in a clear headset for better call quality, and taking the boss for a round of high-quality golf.
- Why Your Web Copy is Missing the Mark (And How You Can Fix It) – Marketing Profs
Author Tara Chila articulates some of the basics of how to get your content marketing pieces noticed and increase your internet-driven sales. Perfect for any sales professional who utilizes content marketing as a sales tool, this article encourages writers to keep their content short, article titles memorable, and SEO keywords carefully chosen. In addition, Chila highlights the audience as a key component of content marketing success, and suggests writers spend time on attracting the right readers through headlines and search results snippets.
- 12 Reasons Your Sales Results Are Plummeting – Sales & Marketing Management
Zorian Rotenberg, VP of Sales and Marketing for InsightSquared, shares his extensive experience about the things that damage the motivation of sales teams and deter sales professionals from performing their best. Although some issues (such as lack of sales process, or misunderstanding the sales pipeline) primarily affect only sales professionals and the business team, other issues (like poor time management or a devalued product) can directly impact customer management. This is a good read for both sales professionals and management.
- 10 Steps for Hiring Your Next Rock Star – Entrepreneur
Hiring the right person can take your business to the next level. That’s the argument that Jeff Shore makes with this excellent, results-driven article. This post explains how hiring managers can best choose the right person based on how a new hire will fit holistically with company values. In addition, there are great suggestions for using social media to find candidates, prepare for interviews, and empower new staff to bring their “A” game to your organization.
- Why Salespeople Shouldn’t Multitask – Business 2 Community
Nick Hedges puts together a captivating argument that multitasking in sales actually costs businesses both time and money. Quoting research from David Strayer, Sibson Consulting, and Joshua Rubenstein, this piece shows that multitaskers take more time completing tasks, and do so with less accuracy than their “single-tasking” colleagues. Hedges highlights instead the concept of automatic prioritization – in which tasks are always given a predetermined level of attention. This is a great research article for sales managers and producers to consider.
What Do You Think?
These articles and resources are great starting points for leading discussions with your sales team, or making changes in the way that you connect with leads and colleagues. If you want to know more about saving time and money in your sales processes, you might also like Run Out of Sales Leads? 4 Signs You Need a CRM.
What online articles have inspired you and your team lately? Let us know in the comments!
- Top Sellers: Characteristics of a Superior Salesperson – University of Florida, IFAS Extension
Zig Ziglar, one of the most notable sales leaders of the 20th century, said that “Lack of direction, not lack of time, is the problem.” Great sales agents cultivate time management skills. They understand what is important to make a sale, and how to eliminate or delegate duties that don’t directly help them accomplish that goal. Because there are so many tasks that are potentially a part of the sales process, from cold calls to follow-up meetings, sales professionals must know which things should be delegated away and which things must be handled personally. (more…)
Some people would like you to believe that email marketing is a thing of the past. With the influx of mobile marketing, social platforms like Twitter and Facebook, and video conferencing software, there are those who would argue that email no longer helps small business sales professionals connect with people on a daily basis. Email marketing is more important now than ever, however, in spite of these new advances. It remains the most effective way to send short blasts of information to both personal and professional contacts, even with the presence of social media and mobile alternatives. (more…)
Warren Buffett is a titan of the modern business landscape. His firm Berkshire Hathaway’s Class A shares currently trade for over $180,000 per share, the highest price on the NYSE. His yearly chairman’s letters are widely quoted; his name appears in book titles as often as world leaders. Clearly, Warren Buffett is doing something right. The core ideas of his business philosophy are deceptively simple – so simple that we’ll be taking a look at a few of them here. But like the rules of chess, these simple ideas have many, many permutations. We at Avidian encourage you to look into Buffett’s own words if you find his ideas appealing. (more…)
Welcome back to the weekly sales roundup, a curated collection of the top sales resources throughout this week. This round of the roundup brings you thought-provoking insights on how to build your business and your numbers. Whether you want to build customer urgency, understand customers’ mental maps, or figure out the best, and most interesting, way to spend a small sum to get a big result, you can learn more here. Be prepared, though: these articles challenge some traditional dogma along the way. (more…)
When you’re feeling the pressure of a dwindling pool of prospects, unmotivated sales staff, and mounting back stock, it might not occur to you to ask yourself, “Do I need a CRM?” This sort of stress, however, is exactly what a customer relationship management platform, or CRM, should alleviate. By incorporating a CRM into your business processes, you can make your business more organized, communicative, and responsive, and in turn have a happier sales staff and a better relationship with your prospects and customers. (more…)
Henry Ford was about much more than just building cars. As one of the first corporate moguls of the 20th century, he set the production, marketing, and customer service standards for American business. Ford was aware that businesses who only focused on the bottom line could not thrive. His organizational structure hinged on the idea that the customer formed the core of a business’s success. Henry Ford once said, “A business that makes nothing but money is a poor business.” As evidenced by the multi-billion dollar company he founded, this relationship-building attitude provides many lessons for our customer-focused business culture. (more…)
Welcome back to the weekly sales round up, where Avidian collects the best in sales information, inspiration and conversation from around the Web. This week’s roundup focuses on how small businesses can succeed in the modern sales environment. Technology has given smaller firms a much more level playing field with the “big boys,” provided they are able to plan your strategy and make it work. Learn about how to introduce products to the Chinese marketplace, structure your sales approaches for maximum impact, and more. (more…)
Welcome back to the weekly sales roundup, which offers the newest thought on sales from across the Web. This week focuses on the softer side of the sales process. Underneath the sales automation solutions and efficient development of marketing programs lies a very human sort of connection. Have you wondered how to make your presentations sing? How to keep yourself motivated, and what kinds of sales professionals have had the most success? How to keep contact with a potential lead without driving them away? This week’s collection answers this and more. Take this expertise and add it to your own, and consider sharing it forward. Your own article might be in one of the future roundups. (more…)
Every sales manager knows the gut-wrenching pressure of looking up on the leader board and seeing nothing big coming down the pipeline. You can try to shift blame to poor communication, lack of resources, or the time of the year, but sales teams may need a little extra motivation to meet the goals you have for them. You might even be destroying the motivation of your staff without even knowing it, so be careful. If you recognize some of your own management style in this list of bad habits, you should refocus your efforts and get your team back in the selling game. (more…)