We are delighted to announce that Julyâ€™s edition of the Top Sales Magazine has been published â€“ slightly later this month due to the July 4th celebrations in the US.
In the interview â€œhot-seatâ€ this month is Nancy Bleeke, author of the best-selling book â€œConversations That Sellâ€
Also in this issue we have guest articles from Dr. Tony Alessandra, Gerhard Gschwandtner, Dan McDade, Diane Helbig and Jason Dobbs.
Our regular feature writers, Barb Giamanco, Nancy Nardin, Babette Ten Haken and Tamara Schenk are joined by sales management guru Keith Rosen.
As usual we also announce this monthâ€™s Top Sales Article and Top Sales Blog Post, and you will find all the details on nominating your favorites for the 2013 Top Sales & Marketing AwardsÂ
Finally in myÂ regular â€œJF Uncutâ€ column,Â I revealÂ my experiences with my first (and only) sales manager, and why you should be defending margin at all costs.Â
Here is a taster for youÂ
â€œWe Must Keep Talking â€¦ In this E-World, Conversations Still Ruleâ€ A conversation with Nancy Bleeke
Nancy has interviewed, trained, and coached thousands of salespeople around the globe, from Fortune 100 companies to small family-owned businesses, imparting the ability to sell with the belief that selling is helping others do or decide something.
“Time Management” by Dr.Tony Alessandra
Time is nature’s greatest “force.” Nothing can stop it, nothing can alter it. Unlike the wind, it cannot be felt. Unlike the sun, it cannot be seen. Yet, of all nature’s forces, time has the most profound effect on us
“Reaping the Value of Long-Term Leads” by Dan McDade
In 1885, William Lever of Lever Bros. said, â€œHalf of the marketing money you spend is wastedâ€”trouble is you donâ€™t know which half.â€ Unfortunately, there is a good chance that substantially more than half of your marketing investments are being squandered.
“How to Write an Effective Sales Team Policy” by Diane Helbig
Having a sales department policy is the foundation of success for any organization, no matter how big or small. Whether you have one or one hundred sales people, you need to have clearly defined guidelines and expectations. This keeps everyone on the same course and provides metrics for measuring results.
“Transforming Sales Professionals into Virtual Sales Teams” by Jason Dobbs
For years, I was an outside salesperson. I built relationships for a living. The challenge and reward of building those relationships is integral to all sales, inside and out, but now modern technologyâ€”web conferencing, HD video streaming, smartphones and tabletsâ€”is bringing the personal connection of the outside sale into the office.
“Why Now Is an Exciting Time to Be a Sales Leader” by Gerhard Gschwandtner
When most people see change, they focus on negatives: the challenges, the problems, and the losses. But when great sales leaders see change, they see more than that. They see opportunity..
“How to Make Sales Enablement a Strategic Discipline?” By Tamara Schenk
Sales enablement – How to develop the discipline to a strategic function? Let’s discuss a few lessons learned to help you finding your organization’s specific sales enablement journey. No silver bullets? Unfortunately not. I’m a firm believer that every organization has to find its own way how to define sales enablement, because every organization has specific challenges, a different culture and different ways how to approach change.
“The Fine Art of Using Your Soft Skills” by Babette Ten Haken
You are an artist. That descriptor doesnâ€™t sound like your job title, does it? â€œYou are responsible for understanding and articulating, in language everyone can appreciate, how your core capabilities provide cross-functional value to your colleagues, your organization, and your clients.â€
“They Said” by Barb Giamanco
Technology has been my constant companion since the early 80â€™s. An encounter with an IBM 3270 mainframe propelled me into a sales career selling hardware and software solutions.
“Defend Your Margin â€“ Selling on Price is a Cop-Out” by Jonathan Farrington
I suppose I should consider myself quite fortunate that my first sales manager (and in fact the only sales manager I worked for) was such a strong disciplinarian. By â€œstrongâ€ I mean he was a tough, uncompromising, unsympathetic, no-nonsense type of guy. Unfortunately he was also bigoted, racist, homophobic and chauvinistic.
“The Formula for Coaching Success” by Keith Rosen
While most managers can see the benefits of great coaching from any recent study, if you haven’t experienced great coaching first-hand, then how would you know how to deliver it? Use this formula for coaching success and assess your coaching effectiveness.
“Gamification Solutions for Sales Teams” by Nancy Nardin
If youâ€™ve ever bought a lottery ticket, or checked a bottle cap to see if you won, youâ€™ve participated in Gamification. Gamification is just a fancy word for marketing tactics (games and contests) that get people to engage with a company or a brand in a more personal, social way.
Focus On – Kelley Robertson
Kelley Robertson began his sales career in a menâ€™s clothing store in the mid-seventies. With no experience or training, he struggled to make ends meet and eventually changed directions by moving into the hospitality industry.
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News:Â I must take this opportunity to remind you that the Inside Sales Level of Top Sales Academy kicks-off next Tuesday â€“ July 16th. This is a wonderful opportunity for all inside sales professionals to receive FREE coaching from some of the top sales experts in the world, delivered online in ten short, sharp and dynamic sessions. Please register here
Oh, and don’t forget the Sales Management Summit being presented by BrightTalk today – there are a host of “big-hitters” presenting, and you’ll find all the details HEREÂ