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Sales Stories from the Track Selling Institute

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According to the lyrics of American singer-songwriter Bob Dylan, “The Times They Are a-Changin’.” Dylan was right.

A 2017 Forrester Research Study predicted there would be a million fewer B2B salespeople by 2020. We’re there! Welcome to 2020.

Why the decline in B2B salespeople? A major cause is that today’s buyers conduct their own initial research on the web. Online product and service information answer many prospect questions. No longer are buyers reliant on a...

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Eight Track Selling tips to add sales luster to your 2020

As you begin a new year - and new decade - now is a good opportunity to evaluate your own sales career goals and identify the steps you'll need to take this year to reach them.

Here are eight suggestions to help increase the quality of your professional and personal life in the coming year. Discuss them with your boss, your peers and your partner. Build an action plan and execute!

1. Make a career plan.

Imagine committing just 10 percent of the amount of time into becoming a sales...

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Tackle these 3 selling challenges with confidence

If you’re experienced in sales or sales management, you know selling doesn't always go “according to script.”

Just as in real life, sales conversations often don't happen the way you want or think they should. Your prospects' thoughts and feelings about the salesperson, your company, your product, service and price often disrupt the dialogue. As lyricist John Lennon of the Beatles sang in Beautiful Boy,

“Life is what happens to you while you’re busy making...

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When is it time to fire your client?

When do you say, “Enough is enough”?

Have you gotten to the point in a client relationship that you need to stop what you’re doing, call it quits, and move on?

Knowing when to fire your client is one of selling's biggest challenges.

If you need proof of the importance of knowing when and how to call a halt to a client relationship, let me share with you a startling statistic. An article on the Forbes website stated, “it can cost five times more to attract a new...

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Are sales coaches effective for sales leaders?

More than ever, sales managers today are looking to improve their coaching skills, manage more effectively, and stay in their job longer. Why?

Consider these disconcerting statistics from a white paper by Dr. Jack Zenger and Dr. Joe Folkman:

  • More than 60% of sales reps surveyed say they’ll leave an organization if their boss is a poor sales coach.
  • While 75% of businesses believe coaching is the most important thing sales leader do, almost half the managers surveyed spend less than...
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Top salespeople may not be the best sales managers

sales management Feb 04, 2019

I contend that the frontline sales manager has the toughest job in all of management.

In no other management position is accountability measured more by the results produced. And in no other position are the results so visible. And in no other position is average tenure so short.

The numbers tell all. The sales organization, the territories, and the individual salespeople either meet quota or they don't. There's no in-between.

The position can be thankless. There is little or no public...

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Social media can help you find new customers

social media selling Jan 29, 2019

While technology today is more sophisticated than ever, selling remains the same.

If you're already using cold calling, email and newsletters as part of your marketing efforts, increasing your presence on social media can help generate leads, improve contact with existing customers and break the ice with new prospects.

If you aren't prospecting, you aren't selling

Prospecting is a cornerstone of selling, yet it's also one of the biggest challenges salespeople face. Many sales people...

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