Tags » Salespeople

What Makes Great Salespeople

(Source: hbr.org)

What behaviors drive successful salespeople? Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. 1,574 more words


The Best Salespeople Do What the Best Brands Do

(Source: hbr.org)

It’s not news that the role of salespeople and selling is changing.  In the past, salespeople were often the first step in a purchase process, and could significantly influence customer decision-making by controlling information about pricing, availability, competitive advantage, etc. 1,115 more words


My Salesman Dilemma

At each entrance to my neighborhood there are signs posted declaring, “No Soliciting Allowed!”

Of course, we all know those signs become invisible to salespeople. Maybe they don’t know what the word soliciting means, or maybe they think their product isn’t considered a soliciting product. 725 more words


The ABC's of Successfully Prospecting Enterprise Clients.

Selling to corporate customers is more manageable than you’d think.

For salespeople, a single enterprise account can shift the tide from a bad quarter to a really good one. 828 more words


People.ai is using machine learning to rewrite the sales ops playbook @TechCrunch @hirimalibe

People.ai, a company bringing machine learning algorithms to sales operations, is emerging from stealth. The platform uses machine learning tech to give sales reps what it calls a predictive playbook on how to close deals based on past success.

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Why Salespeople Are Different and Why They Struggle in Today's Sales Environment

We all know how hard it is to hire salespeople who will actually sell, and the main reasons are that today’s selling environment is completely different than it was five years ago and that those responsible for hiring them have not kept up with the times, even if they ever were any good it before.  593 more words

Sales Force Development

3 Steps To Successful Upselling

It’s understandable that most salespeople think of customer acquisition as they only way to grow revenue. Hell! I have fallen victim to that thought process in the past and still do, to some degree. 56 more words