Francois Longpre

59 Flips | 1 Magazine | 1 Like | 14 Following | 30 Followers | @travelandteach | Sales management lecturer

Why reports of the death of the salesman are greatly exaggerated

The Great Debate<p>« Previous Post<p>Should the West withdraw from the world to win its love?<p>Next Post »<p>What is the best way for the U.S. to counter Russia’s natural gas threats?<p>No comments so far<p>We welcome comments that advance the story through relevant opinion, anecdotes, links and data. If you see a …

Research: More Than Half of Top Female Execs Were College Athletes

All managers want to hire people with discipline, determination, and drive. Women executives are no different.<p>And according to a newly-released study, women executives who once played competitive sports, in college or elsewhere, prefer to hire other people with athletics in their background.<p>The …

Reframing Sales Effectiveness

I’m calling it early: <i>Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling</i> (Harvard Business Review Press, …

Why Some Women Negotiate Better Than Others

Women continue to make less money than men, and be less likely to hold top leadership positions. And whenever a grim new study is released, a news-making essay or book is published, or high-profile woman is criticized for being “too pushy,” it renews the debate over the underlying reasons behind …

Three Things that Actually Motivate Employees

The most motivated and productive people I’ve seen recently work in an older company on the American East Coast deploying innovative technology products to transform a traditional industry. To a person, they look astonished when I ask whether their dedication comes from anticipation of the money …

The Metrics Sales Leaders Should Be Tracking

As an executive vice president for sales, I spent countless hours reviewing, examining, and analyzing the sales forecast for my company. I required the managers who reported to me to do the same. And that’s what they asked their reps to do, too. We weren’t alone. Conversations between sales …

The Only 9 Things You Need to Know About Selling

5 min read<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>If somebody told me years ago that a future generation of would-be entrepreneurs would learn how to sell from a bunch of writers, researchers, and consultants who’ve never sold a product or managed a sales force in their lives, …

Selling

Build Relationships to Earn Sales - Personal Branding Blog - Stand Out In Your Career

<i>Would you rather purchase from a serious, black-and-white-type salesperson, or one who is easy to talk with and who might also become a good …

4 Ways the Best Sales Teams Beat the Market

Customers today use an average of six channels during the buying process, and the number of channels available to them is only increasing. Competition for those customers has also increased as margins have tightened. Digital channels have upended the well-trod ruts of sales and marketing …

Strategy Isn’t What You Say, It’s What You Do

You sometimes hear managers complain that their organization has no strategy. This isn’t true. Every organization has a strategy: its strategy is what it does. Think about it. Every organization competes in a particular place, in a particular way, and with a set of capabilities and management …

6 Ways Effective Listening Can Make You A Better Leader

When employees say they want their voices to be heard, they are really saying they want leaders who will not just hear them, but really listen to them. As employees seek more attention, feedback and support, leaders must become more mindful of individual needs in order to more effectively inspire …

Does Your Sales Team Know Your Strategy?

<b>Frank Cespedes</b>, HBS professor and author of <i>Aligning Strategy and Sales</i>, explains how to get the front line on board. For more, read his article, Putting Sales at the Center of Strategy.<p>SARAH GREEN: Welcome to the HBR IdeaCast from Harvard Business Review. I’m Sarah Green. I’m talking today with …

3 Lessons From Negotiating With Steve Jobs

A VC who went head to head with the Apple boss earlier in her career shares what she learned from the experience.<p>Back in the mid-1980's, Heidi Roizen, today an operating partner at VC firm DFJ, was the co-founder of software company T/Maker. Her firm’s products had attracted the attention of early …

Salaries & Wages

5 Simple Steps to Building Trust With Your Buyer

Without trust, deals fall apart. Here's how to avoid that fate.<p>Trust is the foundation of any successful relationship. Whether it's a marriage or a business partnership, trust is the glue that holds the relationship together and protects both parties' interests.<p>As a business seller, you may feel …

sales

Why Multitasking Hurts Sales (Infographic)

Don't let chronic multitasking drag down your sales performance. Instead, prioritize (and conquer).<p>Multitasking is practically a job requirement these days. When the tasks start piling up, an employee's ability to knock them all out simultaneously, like a game of Whac-a-Mole, seems like a highly …

Time Management

10 Quotes Salespeople Should Memorize

Some timeless nuggets of wisdom that can help you sell--and a request to send or post your own favorite quotes.<p>For about a decade, I've been keeping a notebook of quotes about selling, partly for use in articles and blog posts but also to inspire me.<p>Since I've now gathered more than a hundred …

Selling

5 Experts On What Makes A Great Sales Manager

Leading a team and doing it well is a tall order, and even taller when it comes to sales.<p>You’ve probably seen it before. In a discipline that has long prized top performers, the best individuals often get tapped for management roles and are at a loss of how to manage effectively.<p>It’s like having …

62 Sales Tips and Sales Quotes from Top Sales Experts

Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to learn and grow.<p>That competitive spirit drove InsideSales.com to assemble 62 sales experts at the Inside Sales Virtual Summit.<p>Enjoy these 62 sales tips and quotes from the …

Thought Leadership

Dismantling the Sales Machine

Sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria, and activity metrics—all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, …

The Twelve Sales Metrics that Matter Most

Sales is both an art and a science. It is the skillful combination of emotion and logic, people and process, free-thinking and organization. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, cloud, …

3 Things Running Can Teach You About Being a Better Business Owner

An out-of-shape, 50-something entrepreneur takes up long-distance running and learns some seriously important lessons about business.<p>Health and good business, we all know, go together. If you're sleep deprived and running on junk food and adrenalin, you're probably not only badly placed to make …

satyanand

Sparta Lets Sales Managers Run Sales Competitions Without The Admin Burden

Gamification could be considered a slightly passé buzzword these days. However, if there’s one area where it’s still and has always been relevant, it’s sales. Why? As Sparta co-founder and CEO James Pember says, “Sales is already a game — each rep starts the month at 0, and must ‘level-up’ to reach …

You Can’t Be a Great Manager If You’re Not a Good Coach

If you have room in your head for only one nugget of leadership wisdom, make it this one: the most powerfully motivating condition people experience at work is making progress at something that is personally meaningful. If your job involves leading others, the implications are clear: the most …

Workspaces That Move People

Artwork: Michael Wolf, The Transparent City 93, 2008, France<p>In Silicon Valley the tight correlation between personal interactions, performance, and innovation is an article of faith, and innovators are building cathedrals reflecting this. Google’s new campus is designed to maximize chance …

How to Be an Extraordinary Sales Manager

Sales managers must play many different roles to ensure that the entire company succeeds.<p>Because selling is the most essential function of every company, there is no job more important than that of sales manager. Extraordinary sales managers play multiple roles, all of which are crucial to a firm's …

Leadership

Want Better Salespeople? Do These 5 Things

Sales team not up to snuff? Maybe it's time to reexamine your leadership style.<p>Managing a sales team can be tricky. You may not realize it, but the way you communicate and your behavior at work can have a huge impact (for better or for worse) on the dedication, enthusiasm, and performance of your …

Leadership

Are You Paying Enough Attention to Your Sales Force?

There’s a question all top managers should ask: How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?”<p>There are several reasons that question is so important.<p><b>Sales forces are expensive.</b> Despite predictions by some …

Your Sales Process or Methodology Is Broken

Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own …