B2B buyers say the trait they value most in salespeople is active listening, and B2B sales managers say the trait they value most in salespeople is problem-solving, according to recent research from LinkedIn. The report was based on data from a survey conducted in November and December 2019 among 507 salespeople and sales managers in […]
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If your salespeople aren’t effective presenters, they’ll never achieve their full potential, even if they’re already good at selling. Which is why it’s critical that you understand and monitor this vital skill. Here’s how to measure and evaluate sales presentation skills, whether you’re trying to motivate an underperforming rep, increase already decent close rates, or
Sales Presentation Skills: How to Measure and Evaluate Your Salespeople Read More »
Do you ever wonder if you’re the right fit for a sales career? While every company may have its own sales culture, within cultures there’s a certain type of person who is a fit for sales. Consider what it takes to be successful in sales if you’re already embarking on your sales career or if
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Most B2B buyers say they want to hear from sales representatives when products have complex configurations, when purchases have specific terms, when there are pricing specials, and when trying to learn about new offerings, according to recent research from PROS. The report was based on data from a survey of more than 1,000 leaders who
When Do B2B Buyers Want to Talk to Vendor Salespeople? Read More »
Sales leaders and front-line salespeople agree that prospecting is their top challenge, but after that they disagree on the most difficult aspects of their jobs, according to recent research from RAIN Group. The report was based on data from a survey of 423 sales leaders and 129 front-line sellers. Some 43% of sellers and 42%
The Top Challenges Facing Sales Leaders and Salespeople Read More »
When I launched into the wonderful and terrible experience of planning my wedding, I had one budget item I would not budge on: florals. While I appreciate their beauty, the idea that I was supposed to allocate 20% (TWENTY. PERCENT.) of my budget to something that was completely perishable was baffling to me. I scoffed
The 5 Things Salespeople Need to Build Their Personal Brand Read More »
Marketing Podcast with Ian AltmanPodcast Transcript On today’s episode of the Duct Tape Marketing podcast, I visit with B2B strategic consultant and sales expert Ian Altman. Altman created, built, and sold his own business-services and technology companies over two decades. Since then, he’s turned his attention to researching how customers make decisions. His revolutionary approach
Getting Salespeople and Prospects on the Same Side [Podcast] Read More »
Back to Podcast John Jantsch: Hey, this episode of the Duct Tape Marketing podcast is brought to you by Rev.com. We do all of our transcriptions here on the Duct Tape Marketing podcast using Rev.com. And I’m going to give you a special offer in just a bit. John Jantsch: Hello, and welcome to another
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You can lead a horse to water, but you can’t make it drink. That saying applies to salespeople as well. It’s almost impossible to transform someone who is unsuited for sales to become a top sales performer. You’ll get the best sales results when a new employee is a good fit from the start. Here’s
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