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BestSalesPeople, LLC | Manchester, NH
 

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Professional Growth

Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge.

 

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts. And the streams of transactions over time between buying and selling organizations constitute a client journey with a distinctive itinerary along a clear roadmap, a roadmap that delivers value on an ongoing basis.

 

Collectively over the years I've heard every excuse as to why people don't need to track metrics. "You don't understand I'm just too busy to track that type of thing," or "what is that really going to do for me in the long run."  Well, in the long run, if you truly understand what the outcomes are statistically every time you pick up the phone or attend a networking event, couldn't you predict the future?  Wouldn’t that make life a little less stressful?

Read Time: 6 Minutes

I love sales!  It is a career where you, the sales professional, determine your income based on how skillful you execute the duty.  It has a feel of independence, ownership and entrepreneurship and it can be extremely rewarding.  Professional selling is regarded as one of the top earning careers on the face of the planet.  Note to you business owners out there: If your salespeople are making more money than you, don’t be jealous, be excited because they are building your business and increasing its value!

Read Time: 5 MInutes

In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.

Read Time: 5 Minutes

Below, you will find some DON’Ts, some DOs, and some concise guidance TIPS on getting the very most out of the extraordinary learning and reinforcement tools available via online learning portals like Sandler Online.

Read Time: 4 Minutes

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to beat the competition. Get the best practices for locking out the competition and winning in a competitive space, collected from around the world.

Listen Time: 30 Minutes

How effective are you at distinguishing your company from those you are competing against in the marketplace? Here's a quick reality check. Suppose you were talking to your number one prospect. And suppose that person looked you in the eye and asked you, "Why should I buy from you?" What would you say?

Read Time: 6 Minutes

The 2019 Sandler Summit, which took place at the Rosen Centre in Orlando, Florida, was the best-attended Summit yet, both in-person and online. We covered a lot of ground, but I’d like to share with you two takeaways, in particular, from this year’s Summit.

Read Time: 6 Minutes

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

The second decade of the twenty-first century is approaching its finish line. As it does, sales as a profession is going through a period of extraordinary change. In this post, we will look at some of the biggest changes on the horizon for salespeople.

Read Time: 6 Minutes

Dave Mattson, President and CEO of Sandler, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in Human Resources. Get the best practices collected from around the world.

Pat McManamon, a longtime Sandler trainer from Jacksonville, FL, explores how to be more intentional in your sales management. Learn the attitudes, behaviors, and techniques of top leaders for managing salespeople. 

As we approach Q4, it’s important to identify the strategies that will help us to make sure we are on track to hit or exceed our sales goals by the end of the year. With that goal in mind, consider the following four steps, which can help you set yourself up for a great fourth quarter.

Dave Mattson shares his thoughts about the new Leadership for Organizational Excellence training program by Sandler. Learn the structure and methodology to create real, lasting, positive change in your organization.

Are your sales presentations more like a Gettysburg Address or a Gettysburg Oration? Few people know that President Lincoln was actually the secondary speaker at Gettysburg. The program for the dedication of the Gettysburg Cemetery, four months after the famous 1863 battle, listed Dedicatory Remarks, by the President of the United States after Oration, by Hon. Edward Everett, the main speaker. 

The challenge of consistent growth is ever-present for small businesses. It’s difficult for all organizations, but especially for businesses that don’t have as many resources to devote to growth. For this reason, whenever you can develop or implement habits to improve your new business growth, you should do so. Below are six methods that you can deploy while networking to grow your team and its success.

The biggest turning point in my career and in my personal life came when I realized my true value. When I broke through the mental barrier of self-imposed doubt, I truly began to shine. This breakthrough led me down the successful career path I have followed today, and it started with a change in focus.

John Storm, Founder of the Brainstorm Network, joins us to talk about how to get the most out of a brainstorming session. Whether ideation or innovation is your goal, you need to know the attitudes, behaviors, and techniques of an effective brainstorming session.

Picture this; you’re a 22-year-old business school graduate looking for your first job. You know you want to go into sales and have managed to secure an interview with a company high on your “places I want to work” list.  So what do you do next? Below we have identified 6 tips and tricks to help you crush your sales interview as a millennial entering the workforce.  

What does it take to be an effective leader? Do the skills that make you an effective manager—planning, organization, and communication—make you an effective leader? Or, does it take something else—something more?

It’s that time of year again. During the month of January, we’re likely to make promises to ourselves about how we’re going to do better, how we’re going to shake things up in the year to come, how we’re going to make a positive, lasting change in our lives and our careers.

It's almost always the decision maker that makes the decision work or not work – not the choice.  You can make decisions – better decisions – and you can make them work.  If you are not feeling “up to it,” no amount of concentration or wishful thinking will make your dreams come true.  Things in motion tend to stay that way and things at rest do too.  When you stop spending so much time THINKING IT OVER, and start making decisions, your prospects will too.

The best and fastest way to get a better team and better results is to become a better manager. Investing time, money, and energy into building your leadership skills can show a return-on-investment for the rest of your life. 

Most managers wait until the end of the year to reflect on their sales team’s accomplishments (as well as the roadblocks, speed bumps, and detours encountered), analyze their findings, and identify areas for improvement in the coming year. That’s a good strategy. But, why wait until the end of the year. 

Strategic leaders don’t settle for minimum achievement today. They are regularly looking forward, anticipating needs, and preparing for new goals tomorrow. That outlook always places these leaders one step ahead of others, and it supports why they are seen as leaders and the go-to people for an organization.

Sales success depends on building a solid, growing client base. The first impression you make while prospecting for new clients can make or break your ability to secure new business. You only have seven seconds to make your first impression with a client. Here's how to make those seven seconds count!

You might reason that with the appropriate education, training, direction, and encouragement, any one of your sales team members can become a top performer—a “superstar.” Is that true? It’s likely that everyone has the ability to improve. But not everyone will become a superstar, regardless of the resources and opportunities made available to them.