organization solely focuses on winning deals, people, processes and systems gradually can become less effective and... R
November 11th 2016
Just Launched: The JF Interview Series Beyond the Classroom: Matching Skills Training to the Selling Moment Jonathan’s guest this week is Tim Riesterer, coauthor of The Three Value Conversations and Conversations That Win the Complex Sale, and Chief Strategy and Research Officer for Corporate Visions. Their conversation focuses on the apparent reticence of sales managers to pull their sales teams out of the field so that they can benefit from ongoing skills training. Tim reveals some very interesting potential solutions to this historical dichotomy.
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This Week’s Top Article Can I Get a Few Minutes of Your Time? by Barbara Giamanco
Day after day salespeople crank out sales messages that fall flat. The reason these communications are ignored is an utter lack of relevance to the buyer in the message. The standard template is a vendor based pitch that communicates no value to the decision maker at all. A weak sales pipeline is a concern for many sales organizations. Read More
This Week’s Top Blog Post Are you Guilty of Customer Inexperience? by Babette Ten Haken Customer inexperience happens. Even within the most welloiled enterprise. Or the startup seeking venture capital funding. Or the small contract manufacturing and assembly company. When your organization solely focuses on winning deals, people, processes and systems gradually can become less effective and... Read More
This Week’s Top Contributor Nancy Bleeke, Founder and President, launched Sales Pro Insider in 1998 to equip companies to grow sales, customer loyalties, and employee engagement with training, consulting, assessments, and tools that stick. Her book, Conversations That Sell, was awarded ... Read More
This Week’s Top Book Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fastpaced... Read More
Top Sales Blogs Where can you find all the very best sales blogs? Answer: Here. We have collected together all of the top sales blogs in one place – we have done the work, so you don’t have to. This section is updated in real time to provide you with... Discover
November’s edition of Top Sales Magazine is Out! In the interview hot seat is Tim Riesterer, Chief Strategy Officer for Corporate Visions. We also have contributions from Dave Kurlan, Christian Maurer, Tamara Schenk, Joe Galvin, Byron Mathews, Brian Sullivan, Jay Mitchell, Phil Kreindler, Thomas Williams and Barb Giamanco. Not signedup yet? Subscribe for FREE here
This Weeks Top Sales Hardtalk Barb Giamanco interviews Julie Hansen Buyer Trends You Must Address in Your Presentation Delivering sales presentations that engage buyers versus putting them to sleep and move sales opportunities forward is must if you want to stand out. Listen Here
This Week’s Posts How to Change a Crappy Sales Compensation Plan to a Better One by Dave Kurlan Read More Rethinking Your Enterprise Sales Strategy by Aaron Bartels Read More You need to know these win/loss analysis secrets by George Brontén Read More Three Pillars of a Solid Sales Force Enablement Foundation by Tamara Schenk Read More Don’t Get Caught in the TriggerResponseRegret Sales Loop by Colleen Stanley Read More The World Series is Over… Now It’s Time to Ditch the Pitch in Sales Too by Nancy Bleeke Read More Creating a Proposal Framework that Closes by Jay Mitchell Read More Why the Cubs won the World Series (and what it means for B2B marketers) by Matt Heinz Read More Why You Should Stop Tracking Win Rates (And What To Track Instead) by Ago Cluytens Read More WHAT'S IN A NAME? AccountCentric vs. AccountBased Selling by Trish Bertuzzi Read More Raise Your Prices Without Losing Customers by Colleen Francis Read More How to Give a Great Online Presentation that Keeps Your Audience Engaged by Julie Hansen Read More Sales Management End of Year Checklist by Ken Thoreson Read More The Pleasure of Negotiating by Jonathan Farrington Read More Nobody Brags About Developing Somebody – Why? by Keenan Read More
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