Good Reads for B2B Sales – Busy People Don’t Mean to be Rude


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From PointClear: Good Reads for B2B Sales Topicss
Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.
Sales Sphere features relevant blog articles from PointClear’s online B2B sales circles.

 Motivate Your Sales Team with These 13 Ideas That Work

Keep your sales team motivated including offering performance bonuses, encouraging good-natured competition and providing valuable support, according to the entrepreneurs surveyed in this article. “The more information and other resources your team has, the better they’ll be able to do their jobs,” said Thursday Bram of Hyper Modern Consulting. “Do whatever it takes to get them anything they need.”  Via Young Entrepreneur Council

Ready to triple your sales pipeline? Try outbound prospecting

You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. He suggests you start by ensuring growth readiness, determining you have the right organizational structure and deciding whether your company will be able to support the endeavor. Via OpenView Blog

Performance Optimization: Having the Right People in the Right Roles

The Solution Selling blog highlights CSO Insights‘ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts. Companies can offset these deficiencies with training and performance development.  Solution Selling suggests companies assess potential staff and hire the right people for the right roles. SolutionSellingBlog

Dear Sales: Busy people don’t mean to be rude

Dan McDade shares 20 madlibs with Craig Rosenberg on Funnelholics.  He says the hardest part of selling is realizing that busy people don’t mean to be rude… they are simply slammed with other priorities.  Via Funnelholic

Companies Need to Get Serious About Sales Training Reinforcement

Sales training thought leader Richard Ruff asserts that companies must reinforce initial sales training or reps will lose their skills within three months. Organizations should support reinforcement with ongoing coaching and sharing success stories, among other methods. Via ASTD

Do you have a resource from your sphere to share?  Let us know in the comment section.

Republished with author's permission from original post.

Dan McDade
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.


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