Smart Sales: Customer Perspectives and Fostering Leadership

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:

My Best Sales Advice for 2016
What can you be doing to make 2016 better than the years before?  Does it involve working harder?  Putting more on your plate?  Making more connections?  Or is it more a question of curiosity?  In order to grow, you have to be willing to ask questions, and if you want to be successful in sales this year, you need to start thinking less like a salesperson, and more like a consultant.  You need to understand your customer.  John Spence offers his advice to make your 2016 a successful year.

How Leaders Can Reach Their Fullest Potential
What does it take to become a sales leader?  You need to be able to inspire and to invoke confidence in your team.  But as you lead your team, no matter how big, you need to ask yourself if you’re reaching your full potential.  Is there more you could be doing?  More you could be participating in?  Are there people who have fallen behind who you could help guide?  Projects that could use a helping hand?  As a sales leader, you do more than just tell.  As a sales leader, you inspire success for your team.  Deb Calvert speaks more to what it means to be a sales leader and how you can be as effective as you can be.

7 Simple Tips to Crush Quota
When it comes to productivity, it can be easy to feel left behind in the fast-moving world of sales. There are days when we just can’t seem to get anything done, and so we put ourselves in a hole, go home, and call it a day, hoping that tomorrow will yield better results. But the trick is to not allow these kinds of distractions keep you from moving forward. The truth is that everyone faces hurdles in their lives. But staying focused on your goals, holding yourself accountable for your actions, and constantly pushing yourself are some ways to combat the sluggish days you’ve been facing. Lori Richardson offers some advice on beating the unproductive blues.

The Essential WHY Unasked Leadership Questions
As a sales leader, have you ever asked yourself the tougher questions?  Why are you a sales leader?  Do you help people succeed?  What more could you be doing to fulfill your role?  These questions are essential as they provide insight for yourself that most formal reviews just cannot give.  Leanne Hoagland-Smith presents more questions that sales leaders should ask their selves every once in a while to foster growth and education within their roles.

Why Will They Say No?
As you go through your sales process, it’s important to remember that just because you think your sales pitch offers value, doesn’t mean your customer agrees with you.  Despite your best efforts, your customer might still say no, but why might this be?  Placing yourself in the customer’s shoes is an important part of sales.  It grants you insight into their frame of mind and allows you to better leverage and speak to your product.  Anthony Iannarino provides more insight into why a customer might say no, and how you can better plan for it.

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