Smart Sales: Goal Setting and Predictable Revenue

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:

Why Should the CEO Actually Lead a Referral Program?
Referrals are a powerful tool in your tool belt, but they are seldom used and often underutilized.  Through a referral, one has much to gain–credibility, trustworthiness, a foot in the door.  It’s a system that is incredibly important if you want predictable revenue, and predictable success.  Joanne Black gives her thoughts on the importance of a CEO-led referral program.

The Power of Acting Now
Actions speak louder than words.  We’ve all heard that saying before, but have you ever considered taking it to heart?  Have you ever considered committing to it?  To making it a part of your day?  It’s one thing to talk about the goals you want to achieve, but it’s another thing entirely to execute the plans to reach those goals.  Anthony Iannarino offers his advice on doing more and acting sooner rather than later.

Don’t Sell Me, Listen
If you want to be successful in sales, you need to learn to listen.  Take a step back, stop your sales pitch, and use the time you have with a prospect to learn about them.  Learn their problems and pain points and what they value in a product.  Give your prospect your full attention.  Barbara Giamanco offers her thoughts on how to listen.

What’s Your Number One Goal Setting Technique?
Setting your goals should be at top of your priority list.  These will help you determine what steps you need to take next, who to talk to, and where you need to be to achieve success.  But for many, goal setting isn’t easy.  It’s hard to hold ourselves accountable for missing our goals, and once we miss them, we rarely go back to try again.  Mark Hunter asked several people what their number one goal setting technique is, and their responses could provide you with the key to unlocking your own.

12 Tips for Earning Consistent Revenues and Commissions
Having a consistent flow of revenue is something that many companies want, but many don’t necessarily know how to achieve it.  It remains elusive, and though they’ve had high sales for one or two months, the rest of the year looks unremarkably flat.  So what can you do to kickstart your sales pipeline?  Colleen Francis shares her tips to establishing consistent revenue.

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