Sales Insights

By Richard Young | Bringing you sales insights from the most influential authors.

Silver Platter Syndrome: A New Disease That’s Plaguing Your Sales Process

Leads are screwing up our sales process (But not why you might think.)Not because we don’t have enough leads, or the quality of our leads aren’t …

Who is our Primary Project Sponsor?

It’s in the nature of complex B2B sales that the buying decision process is likely to be complicated, with multiple stakeholders, diverse and …

Project Management

3 levels of customer pain – and what to do for each

You’ve been there.<p>They love the product. They like you. The price is right. But still they won’t commit.<p>You start to get paranoid. Is it me? What am …

Improve you sales by use influencer marketing

Are you using social media influencers to help improve your sales? As one of the biggest buzzwords in marketing of the past couple of years, …

Don’t Hate the Recipe

The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without following the recipe.The recipe …

Self-improvement

GDPR Overview

The deadline for GDPR enforcement is May 25, 2018. This comprehensive GDPR Overview details penalties, why U.S. companies need to care, how to …

GDPR

Bridge Group 2017 SaaS AE Metrics Report

Since 2007, The Bridge Group has tracked the Account Executive (AE) role and gathered data on how metrics and compensation change over time. We’ve …

SaaS

Never mind your prospect’s current situation - what about their future direction?

Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger<b>®</b>, Solution Selling, Consultative Selling, SPIN<b>®</b> selling …

Quo

The Buyer’s Experience Buying From You

It starts with an email. Well, not really an email from you, but an email from marketing made to look like it was from you. That email ended up in a …

Selling

Automation–Creating Higher Impact Interactions

There’s a lot of discussion, most of it pretty misguided, about the potential impact of automation and AI on sales and buying. Most of the …

3 Steps to Creating Your Self-Managing Sales Team

<b>By Amy O’Connor</b><p><i>“A self managing sales team? Come on. You gotta be kidding me. Do those really exist? Is it possible for my team to become self</i> …

14 Takeaways on the Psychology Behind Your Customer’s Purchase

<b>By Jeff Shore</b> <br>I hope you are as inspired by Valerie Downing as I am. Valerie is a sales professional in Edmonton, Alberta who takes her own …

The Hustler’s Playbook: Stop Being Passive and Stop Settling

The non-hustler is passive. The world is acting upon them; they are not acting upon the world. This passivity causes them to wait. It also prevents …

Happiness

The Five Stages of Workplace “Tribes”

Two researchers say that your tribe is more important than anything else at work. Here’s how to harness the power of that insight.<p>The next time …

How to get the best out of Sales Navigator

When you open or interact with these materials, LinkedIn and the author will receive insights about your activities. Learn more

Transforming Sales Results

Stop and think for a moment about the difference between the average high school theater production and an Oscar-winning movie.<p>Got that in your …

3 Avenues to a Persuasive Value Proposition

This post provides steps for developing an effective value proposition, taking the buyer's role, segment and company into consideration.

Why You Need Goals

I like disciplines, things you do forever because they produce some result that you want that isn’t really a goal. Running a marathon is a goal, but …

Grinding > Whining

Resisting the things you need to do to succeed doesn’t do anything to lessen the need to do them. What’s worse, however, is complaining and whining …

Value Proposition Examples - Words That Get Meetings

One of the biggest reasons businesses struggle in today’s market is because they have weak value propositions.

7 Questions to Ask Prospects Early in the Sales Process

The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how …

3 Ways to Accelerate the Sales Process

As a sales rep, it’s in your interest to accelerate the sales process. There are a couple of reasons for this. Firstly, the likelihood of a prospect …

Developing Management And Leadership Talent

I recently wrote, <b>“The Sales Manager’s Job Is Different,”</b> addressing the impact of making the wrong decisions in selecting Front Line Sales Managers …

Most Salespeople Aren’t Actually Selling When They’re Selling

Most sales people aren’t selling and they don’t know it.Most sales people are order takers. They aren’t salespeople.Most sales people react to the …

How to Hold a Sales Meeting Everyone Wants to Attend

It’s summertime and the living is easy for small business… and a bit slower paced than usual too. In between employees taking time off for vacations …

Management

3 Steps to Better Sales Enablement

For both new and experienced sales managers, investing time in the training and development of your team is always time well spent. I can’t emphasize …

Management

Fishing with Dynamite: The Definitive Guide to Sales AI

The growth of Big Data, Analytics and Artificial Intelligence (AI) is unavoidable – and sales people are starting to see their role evolve as a …

3 Easy Ways to Make a Great Impression on Your Customers

<b>By Amy O’Connor</b><p>How can you impress your customers? Amy O’Connor recommends getting back to the basics!<p>In this video Amy suggests 3 tried-and-true …

You Need to Know How to Close and Control the Process

<b>Q: Why did you write The Lost Art of Closing?</b><p>A: There is a massive gap in the area of closing. The ideas that are available to salespeople no longer …