In this episode of The Funnel:

Improved sales coaching ability and improved coachability is a powerful combination for improved sales results. Hire the sales folks who are coachable and willing to make changes. Your bottom line will thank you.

In this episode of The Funnel:

Understanding how to use social media platforms is not the only requirement to be a selling star. Or even an average one. You need to look deeper into who your prospects are and if it will be effective for you and your sales organization. Then you need to understand the best way to use the tools. Social selling is not a magic potion - it is a piece of the selling puzzle, but not the only tool you should have in your tool bag. Your selling strengths are greater when you diversify your prospecting methods.

In this episode of The Funnel:

You have a gut feeling. This sales candidate is going to be a winner. So why did they leave after only a few months? Your gut does not understand the strengths and weaknesses of a sales person. A sales rep assessment does.  Living with a poor hire is frustrating and expensive. Your gut can only take you so far. Get insight from an evaluation and have the knowledge in your hands to make a great sales hire.

Corporate wide ability to embrace the sales culture is vital to the strength of your selling organization. We continue discussing sales strengths, sales weaknesses and what needs to happen to create a healthy sales culture within your organization.  

We discuss what’s required to build a good sales culture within your sales organization. Goals, strengths, and weaknesses within your selling team all play a part in a great selling culture. 

Many organizations benchmark the ideal rep against their current top reps. This is a flawed strategy. A sales force evaluation can benchmark sales teams and offer insight into what the ideal sales rep truly is for your sales organization. 

Today’s prospects engage with your organization after they’ve research their pain or challenge online. Sales representatives need to understand the sales engagement is different than the old days of selling. You need to build a relationship on a consultative level and provide relevant information in order to win the business. Working with the marketing department to provide them with topics relevant to the prospect’s pain, then producing content to speak to that challenge is the best way to capture attention and connect digitally with today’s buyers. 

Buyers have gone through a fundamental shift in their buying habits and sales reps are evolving with them. Prospects turn to trusted online sources to aid in their decision making. As a sales rep, it’s important to  engage in social selling strategies in order to outperform competition and reach the prospects in their preferred methods. Social sharing and social engagement are the new selling methods top sales reps are using to find and sell prospects. 

In this episode of The Funnel:

We discuss why CRM’s don’t work. Hint, it’s less about the technology and more about managements view.

In this episode of The Funnel:

We discuss the time and effort it takes to be successful in digital lead generation.