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Author Archives: Sales Leadership Blog
Sales Leaders, Ditch Your Outdated Ideas about Hiring
A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates.
The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer … Continue reading
Posted in: sales, sales experience, sales leader, sales leaders, sales leadership, sales management, selling
Tags: hiring, sales, sales experience, sales hires, sales manager, sales success, sales team, top performance
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New Sales Conversations Helped Us Regain Our Competitive Edge
Often it’s difficult to realize and accept that changing your business approach could be beneficial or necessary – especially if your company is well-established and an industry leader.
Thanks to changing healthcare regulations and growing … Continue reading
Posted in: sales, sales coaching, selling
Tags: brand, competitive, leading providor, messaging, revenue, sales team, salespeople
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Managing Sales Team Talent: How to Help Reps at Any Level Sell More
Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.
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Posted in: sales 2.0, sales coaching, sales management
Tags: Nancy Martini, Sales & Marketing 2.0 Conference, sales 2.0, sales performance, sales team, selling skills
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Adapting to Today’s Customer: Q&A with Gerhard Gschwandtner
In this Q&A with Gerhard Gschwandtner, host of the upcoming Sales 2.0 Conference, (April 2-3 in San Francisco), we discuss how sales leaders are learning to adapt to the needs and expectations of today’s customer. We’re exclusively offering a … Continue reading
Posted in: Gerhard Gschwandtner, sales 2.0, sales leaders, selling
Tags: conversation economy, Sales 2.0 Conference
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Timeless Sales Messaging Tips to Win Today’s Customers
What is the number one problem that stands between your sales reps and prospects? Chances are that their sales messages fizzle in the marketplace. Prospects don’t know you, your company or your product; they don’t understand your message; a… Continue reading
Posted in: customers, Gerhard Gschwandtner, sales enablement, sales management, selling
Tags: customer relationships, Elmer Wheeler, innovation, sales success, sales team, Uncategorized
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Achieving Sales Success & New Business in a Shrinking Industry
In 1933 my grandparents, Armand and Virginia Govin, founded MarkMaster as a rubber-stamp manufacturing company in Tampa, Florida. While stamps are still a big business for us (we make upwards of 10,000 to 12,000 stamps a day), we’ve since evolved… Continue reading
Posted in: sales leadership, selling
Tags: customer value, innovation, marketing, sales results, sales success, social business, technology
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Sales Leadership Advice for Aligning Marketing & Sales
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is an excerpt from my interview with Mark Burton, former VP of sales at MySQL (acquired by Sun Microsystems), where he&… Continue reading
Posted in: sales, sales 2.0, sales leader, sales leaders, sales leadership, selling
Tags: Anneke Seley, marketing, sales and marketing, sales and marketing alignment, sales leads, social media
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Predictions and Priorities for Social Business in 2012 – Part I
My pet peeve about the annual predictions ritual is that they lack context for action. It’s nice to know that tablets and big data are important — but what should you do about it?
So here’s my attempt at not only forecasting but also to pro… Continue reading
Posted in: sales, selling
Tags: sales success, salespeople, social business, social media, social selling
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A Plan to Onboard New Sales Hires
It’s Monday morning and your newest salesperson is starting in an hour. What are you going to do? Show her the coffee machine and new desk and go about your business? Turn her away and ask her to come back another day?
Sometimes, it seems like it’s eas… Continue reading
Tags: hiring, sales hires, salespeople
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Transitioning from Sales to Management
The Harvard Business Review article, “Selling is Not About Relationships,” (the title is misleading) categorizes sales people into 5 buckets:
Relationship Builders focus on developing strong personal and professional relationships and advocates across… Continue reading
Posted in: sales leaders, sales management
Tags: customer relationships, sales manager, sales success, salespeople
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