SPIN Selling is a sales technique developed by Neil Rackham on the basis of data collected from 35,000 sales calls over 12 years. His book, SPIN Selling, went on to become a best seller. The system focuses on four types of questions which, when asked in sequence, dramatically increase the likelihood of closing a sale. […]
The web is full of Zig Ziglar quotes on closing techniques. He wrote “Secret of Closing the Sale” in 1982 and it went on to become one of the best sales books of all times. Throughout the book, Zigler demonstrates several techniques for closing the sale. If you want to learn sales closing techniques, there […]
There are hundreds of good sales books out there. But some are classic because they have stood the test of time and helped thousands of sales persons around the world. The best sales books focus on teaching core sales techniques and that is why they are so popular. While we could list 20, even 50, […]
Good sales people love to learn new sales tips that help them sell more.
Sandler Training is one of the best known sales training companies in the world. It was set up in 1967 by David Sandler and is currently led by Dave Mattson. The Sandler Selling System, as the program is called, focuses on asking […]
Improving sales productivity is right at the top of the list for sales leaders. In fact, the best sales people are always looking for ways to improve their productivity.
Last year, SalesEngine.com interviewed 18 experts to get their best tips on improving sales productivity. The experts included the likes of Jim Keenan, Colleen Francis, Alen Mayer […]
Today, we have got eleven timeless sales quotes you can use to inspire your team:
A customer is the most important visitor on our premises. He is not dependent on us. We are dependent on him. – Mahatma Gandhi
Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is […]
Our attention spans are getting shorter – it is now a mere 8 according to a study by Microsoft. Although it is not really a surprise given the constant barrage of electronic messages, it does make life harder for sales folks who are trying to grab the attention of buyers. Buyers are overburdened with emails, […]
If you are a sales manager, you will love these six lessons in sales management from HubSpot’s chief revenue officer, Mark Roberge. This post is a summary of an interview Mark gave to Base CEO Uzi Shmilovici.
Two of the things we liked most are about putting marketing on a quota and coaching sales team to […]
65% of B2B companies rate increasing productivity as the #1 challenge according to a research from The Bridge Group. Therefore, improving sales productivity should be the top priority for sales force management.
But how do you know if your sales team really needs productivity improvement? This simple question will tell you whether you need to focus […]
The traditional sales process where buyers would contact the sales reps at the start of the buying cycle is being replaced. A survey by Corporate Executive Board found that B2B buyers are 57% of the way through the buying decision before even talking to a supplier. Another survey by global technology firm SAP shows that […]