For the past three years, Jonathon Farrington has ranked the top sales blog posts of the year. As of this morning, he’s announced his 12 finalists for 2012. You can vote here, but if nothing else check out the outstanding finalists below.
The Coming Flight to Relationships
by Anthony Iannarino
You’ve heard that relationship selling is dead. It isn’t. And because we are human beings, relationships aren’t going anywhere, even if that doesn’t mean that our business relationships aren’t going to include some economic value creating component… (continue reading)
8 Core Beliefs of Extraordinary Managers
by Geoffrey James
A few years back, I interviewed some of the most successful CEOs in the world in order to discover their management secrets. I learned that the “best of the best” tend to share the following eight core beliefs… (continue reading)
Why Sales Quota must be perceived as achievable
by Jim Keenan
When quotas are not perceived as achievable, sales people just give up and don’t even try. It’s like pricing yourself out of the housing market. No one is even interested in what you have. The reps don’t care about commission, about Presidents Club, about anything. When you set quotas the team doesn’t think are achievable, they don’t even try… (continue reading)
How to Knock Out the Existing Sales Competition
by Jill Konrath
Don’t try to replace the sales competition. Instead, figure out how you can add on to their existing program, process or technology. Then they won’t have to justify something new… (continue reading)
27 Must-Have Tools to Help You be More Successful Getting Things Done
by Dan Waldschmidt
By equipping yourself with tools that keep you focused, you increase your chances of getting the most value from the time that you have. Remember, getting things done is not about how many hours you work but about the amount of focus and effort you apply in the hours that you do work… (continue reading)
The Simple Strategy For Building Relationships Fast That Almost Everyone Gets Wrong
by Ian Brodie
If you want to succeed as a consultant, coach or in any profession, you need to be able to build strong relationships with your potential clients. There’s an approach to building relationships that helps to get them established fast. Yet almost everyone gets it completely backwards (me included)… (continue reading)
Make Your Salespeople Focus on This to Grow the Business
by Dave Kurlan
Let’s focus on the only tool more important than the calendar and task list – your pipeline management tool. Most salespeople, despite dozens of CRM applications from which to choose, still don’t fully comprehend pipeline management. And if they don’t get it, they probably aren’t managing it… (continue reading)
A CEO Question: Should You Hire a New Sales Leader?
by Greg Alexander
Sales leaders get labeled A, B, or C players based on accountabilities and competencies. Accountabilities are numbers, such as revenue growth and quota attainment. Competencies are skills such as launching a new product and building a great team. You should rank your current leader and the candidate on this grid… (continue reading)
May the Seller Beware
by Paul McCord
No longer may a seller offer a product or service in the consumer marketplace expecting the buyer to make reasonable decisions about whether or not the product will meet his or her needs… (continue reading)
Five Reasons Why Inside Sales is Replacing Field Sales
by Matt Heinz
Inside sales is cheaper typically to execute, but many companies have assumed that field sales – and the face-time it allows in front of prospects, based on their size or the complexity of their problems – drives greater success, differentiation and deal conversion. That’s no longer true, and sales teams nationwide are proving it every day… (continue reading)
It’s Not What You Say, It’s What the Prospect Experiences
by Nancy Nardin
Experiential selling is the application of experiential learning to the sales profession. To draw the necessary parallel, the old adage that people buy on emotion and justify with logic is entirely true. So how do you create the emotional engagement so vital in a B2B sales environment? (continue reading)
Challenger’s Missing Link
by Linda Richardson
Salespeople should bring ideas to customers to help them grow their businesses and solve business problems. But how does a salesperson presume at the outset of a customer meeting that they have unique insights to bring when their customers, who work at their businesses every day and likely have teams struggling at whiteboards to identify and solve problems are, according to all research, smarter than ever before… (continue reading)
