Sales Leadership

When “Untrainable” is Good: A Skill Every Sales Hunter, Marketer & Manager Should Have

When “Untrainable” is Good: A Skill Every Sales Hunter, Marketer & Manager Should Have

Sales training… are you a believer? What about your company?

On average, firms invest about 3% of their budget in training. But the most successful sales organizations invest closer to 10%.

But there’s one big catch: there are certain situations in which training can actually limit your success as a sales rep (or a marketer, or a manager, or a customer service guru, or any other job in the world of competitive B2B biz-dev).

In fact, in those scenarios, it can actually pay to be untrainable.

The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most Managers Overlook)

The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most Managers Overlook)

When you look at your sales results and they’re not where you want them to be, what do you do?

Do you scream “work harder!” to your team (or yourself), and hope the numbers will get better?

News flash: that’s not good enough.

As we discussed at the August session of Business Wise Insiders, smart sales leaders create energy with proven strategies that prepare, coach, and energize their teams.

Among other things, we discussed the importance of a feedback environment that leads to continuous improvement (rather than simmering resentment), including this critical tactic most managers overlook:

How to Overcome Your “Locker Room” Problem (So Your Biz-Dev Strategies Can Start Generating Results)

How to Overcome Your “Locker Room” Problem (So Your Biz-Dev Strategies Can Start Generating Results)

We’ve all been there:

Your leads just trickle in, or don’t come in at all. There’s no lack of effort—you’re trying hard, implementing strategies and processes you were sure would lead to more sales.

But they haven’t, and you’re about to bang your head against the wall looking for an answer.

You’re not cursed. But you may have a “locker room” problem.

The Roadmap Your Sales Reps are Begging For

The Roadmap Your Sales Reps are Begging For

You’ve heard that a huge target market can be bad news for business development.

But you want the most possible opportunities, so you resist the urge to narrow and refine. No big deal, right?

Wrong. An overly broad market doesn’t just slow down your biz-dev, it hamstrings your own sales reps, and prevents your process from getting off the ground in the first place. Here’s how:

How the New Guy at Work Can Help Perfect Your Sales Pitch

How the New Guy at Work Can Help Perfect Your Sales Pitch

Think about your latest product demo for a prospect.

How well did it go? Could it have gone better? Are you confident you and the rest of your team are hitting all the important points in a way that resonates with your prospects?

If there’s any room for improvement (hint: there always is), there’s a great way to make your product demos more successful and get more out of your sales team...

...and it involves your newest employee. Here’s how it works...

How to Tell if You’re a Sales Hunter (and How to Become One if You’re Not)

How to Tell if You’re a Sales Hunter (and How to Become One if You’re Not)

Like a predator in the wild, you prowl through the B2B sales jungle, hot on the trail of your next big deal. You, my friend, are a sales hunter.

But wait… are you actually a “hunter”?

It’s a term that a lot of B2B sales pros throw around. It sounds cool. It makes us feel good about ourselves as sales professionals. But what does it actually mean?

It turns out that a lot of reps who think they’re sales hunters… don’t actually know what it means to hunt.

Here’s how to tell what kind of sales rep you really are (and why you should strive to become a sales hunter if you aren’t already)...

Improve Your Cold Calling Agility: A Fun & Fast Role Play Idea

You know successful cold calling takes practice. But as soon as someone says “role play,” all the eyes in the room glaze over.

So how are you supposed to hone your cold calling skills?

If role playing isn’t working for you or your team, shake things up with this creative approach...

How to Make Your Next Sales Call Your Best Yet: The Perfect After-Action Debrief [SLIDESHOW]

All-star athletes and successful sales reps have something in common: they review their “game film” to improve performance.

Whether it's sports or sales, the best players evaluate what they did well--and what they didn't do so well--to prepare for the next time out on the field.

To motivate your team (or yourself) to keep getting better, and to make your next performance your best yet, check out the slideshow from our June session of Business Wise Insiders...

QUIZ: Does Your Sales Culture Empower You (or Slow You Down)?

Want your sales manager to help you close more deals?

Take this new quiz about your sales culture (and show your manager the results)...

A Sales Workout that Will Keep You at the Top of Your Game

How good are you when you call on a new prospect?

What do you say when they tell you they’re “not interested”? Do you know how to handle the curveballs and tough questions?

Even if you’re good, you can definitely get better.

Here’s a practice technique that’ll ensure you’re at the top of your game whatever your prospect throws at you...

The Secret to Improved Sales Performance: 2 Strategies for Better Team Feedback

Are you a better sales rep than you were a year ago (or two years, or five)?

Who or what helped you improve?

Successful sales teams put a premium on continuous improvement. They understand how to give and receive feedback. As a result, they're more effective at connecting with prospects and converting them into clients.

Use the resources below to create a “virtuous feedback circle” to hone your skills...

How to Motivate Your Team (or Yourself) to Cold Call Successfully in 2015 [SLIDESHOW]

It’s 2015… have you resolved to be a more aggressive sales hunter? To get your foot in the door with more prospects? To sell more stuff?

Whatever your resolutions are, chances are you want to connect with more good prospects and turn them into customers.

And one way you can keep those resolutions is to become a more consistent, more successful cold caller.

To find out how, check out the slideshow from our January session of Business Wise Insiders (our monthly mini-biz dev clinic in Atlanta, Charlotte, and Dallas-Fort Worth)...

Inspire Your Sales Team: 5 Discussion Ideas for Your Next Sales Meeting

Sales meeting time… your reps are eagerly sprinting toward the conference room, right?

Wrong.

Guess what? Sales meetings can actually be focused, inspiring, interesting, productive… and something to look forward to. (Yes, seriously.)

They’re also are a vital component of a positive sales culture.

Here at Business Wise, we use the acronym “BWISE” to guide our meetings. Help yourself to  the following discussion topics to promote interaction, improve discussion, and inspire increased sales opportunities and continuous improvement...