Smart Sales: Sales Productivity and Customer Insight

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:

3 Overlooked Productivity Tips for Sales Reps
Some days seem to just pass right by without us ever really noticing.  Engrossed in our work, our email, our meetings, our phone calls–these tasks add up, and before you know it, the day is over and it’s time to go home.  But is there a way to maximize productivity to accomplish everything you want to accomplish and then some?  Joanne Black offers her advice on how sales teams can use their time efficiently to achieve the best results.

13 Important Facts About Your Customers
You hear it all the time: “focus on the customer,” “the customer is always right,” “always remember the customer,” but rarely do we take a moment to see things from the customer’s point of view.  We do everything we can to make sure they feel valued based on our perception of what being valued means, but does that necessarily align with the way our customers truly feel?  Colleen Francis provides some important things to remember when it comes to thinking about your customer.

5 Ways to Speed Up the Slow Customer
It’s important to give your customer time to make a decision.  As beneficial as it is for them, it’s also a benefit for you–when they make a clear decision, it helps to build trust and a relationship.  A rushed decision almost never yields a positive outcome, especially not in the long-term, but when a customer takes his/her time, there is a line when it starts to become a detriment to the sale.  Mark Hunter offers some tips on helping to speed up the slow customer.

Stuck? Here’s a Strategy to Find New Ideas
Getting yourself out of a creative rut is never fun.  You’re less productive, less engaged, and less likely to produce the results that you and your team are striving for.  It isn’t easy to shake yourself out of this hole, but finding new ideas doesn’t need to be as difficult as you think.  Jill Konrath provides a strategy to finding new ideas and reigniting your creativity and productivity.

The Obvious Leadership Lie of Your Call Is Important To Us
If you’ve ever made a call to customer service, you’ve likely heard the line “Your call is important to us.”  Naturally, this can get a bit annoying.  As you wait on the phone, wait times could easily vary from five minutes to thirty minutes, and as you start getting more and more frustrated, your trust for the company begins to dwindle.  The way you treat your customers is imperative to your business’ longevity.  Leanne Hoagland-Smith gives her thoughts on what it means to be an important customer.

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