Smart Sales: Building Relationships & Sales Productivity

There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

What Is Sales Without Relationships?
What ever happened to the state of building relationships? Real, tangible relationships that aren’t interrupted by text messages or emails or social media notifications. When it comes to sales, it’s important now more than ever to put down the phone and talk with your prospects in person.  Joanne Black believes it’s time to separate yourself from the crowd and build better relationships with your prospects.

Is This Problem Causing Your Team to Struggle?
Is your sales team focused on the task at hand or are they distracted throughout the day? Text messages, emails, social media, and other inbound disturbances, while small at first, could build into bigger distractions that could cause hours of time to be lost. Colleen Francis offers some advice on refocusing your sales team to point them in the right direction and close more sales.

Leverage LinkedIn Connections to Crack Into New Accounts
Are you using your connections on LinkedIn effectively? LinkedIn is made for growing your social network, discovering new prospects, and building better relationships, so how can you leverage who you know on this platform to better position yourself for success? Jill Konrath gives some tips for expanding your professional network to grow your business.

If Your Beliefs No Longer Serve You
Are you reaching your goals and achieving the results that you want? If not, it might be time to reevaluate your beliefs. Actions speak louder than words, and when it comes to reaching your sales goals, your beliefs about the sale, the prospect, and the outcome, are made apparent through your execution, and could also determine your success or failure. Anthony Iannarino shares his thoughts on how changing your beliefs could be the key to reaching your goals.

Is It Time to Close the Sale? Don’t Miss Your Chance!
Closing the sale might not always be as organized a process as you’d like it to be. Poor timing, slow starts, and fumbled execution are all factors that can make closing the sale much more complicated than you believed, and on top of all that, the prospect might just not be ready to make a decision. So how can you determine the best time to close your sale? Deb Calvert shares her thoughts on finding the perfect moment.

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