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4 Steps to Motivate an Underachieving Salesperson

More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind.

1. Start positive – identify their strengths

If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.

But too many sales managers make the mistake of starting with the negative. If you start a conversation with a member of your team by talking about their failings, it’s not going to be productive. Nobody wants to feel like they’re getting a telling off from one of their teachers.

12 Sales Leadership Tips From the Most Influential Sales Pros

Sales leadership is not for the faint of heart. Only 63% of sales reps make their quota, and statistics today show the average tenure of a sales leader in their position is declining. This happens because sales organizations are simply not equipped with the right systems and processes that allow their people to perform.

Recent InsideSales.com Labs research shows that the top 3 challenges of sales leaders today that relate to their people are all about recruiting and hiring, building the sales organization culture, and compensation:

  • Recruiting and hiring (40.8% of sales leaders identify this as a top challenge)
  • Culture (37.5% of sales leaders identify this as a top challenge)
  • Compensation (21.1% of sales leaders identify this as a top challenge)

Top Challenges for Sales Leaders in 2018 – What Keeps Sales Pros Up at Night?

What are the problems keeps sales leaders up at night? We wanted to find out, so we asked 500 executives what their top challenges are in 2018. It was not surprising to see that their top challenges revolve around building high quality pipeline, forecasting and prospecting, according to preliminary data from the latest InsideSales.com Labs research.

18 Professional Voicemail Greetings to Help You Record the Perfect One

I have a confession to make: I haven’t recorded a new voicemail greeting since 2014. In the past four years, I (hopefully) have become more articulate, poised, and self-assured. But hear my voicemail recording, and you’d think I was still new to the work world, a little unsure of myself -- and probably not an authority.

Obviously I need to update it. And if you haven’t changed your voicemail greeting in over a year, you’re likely in the same boat.

The Customer Is Always Right (Until They're Wrong)

Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened.

Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it). These are extreme examples, but most salespeople have faced something similar when trying to hit quota.

8 Things We Learned At Accelerate18 About Tech, Marketing and Sales

The Accelerate business growth summit hosted by InsideSales.com was a wrap last week, bringing three full days of learning, networking and playing to an end. Over 400 attendees gathered at the Snowbird ski resort in Utah to listen to over 35 speakers from global companies tell their stories on how they used technology to grow revenue.

During the summit, InsideSales.com released the next generation of AI technology to help sales leaders get actionable insights on their performance as compared to industry and cross-industry data.

The Accelerate speaker sessions were kicked off by InsideSales.com CEO and founder, Dave Elkington. We’ve summarized below some of the takeaways from some of the marquee speakers at the Accelerate summit.

And in case you missed this event, you will be able to watch the speaker sessions online during our next virtual summit, the Sales Leadership Summit in April.

Why Startup CEOs Still Have to Make Sales Calls

I wrote a while ago about when and how the founder in a startup should decide that he or she no longer needs to be making every sales call. My focus then was on the importance of understanding and quantifying your product's state of development and relative maturity. The idea is that until you know exactly what you're selling --by doing it over and over again and not as a one-off-- and know that it can be sold consistently by others, you'll need to stay in the field and keep selling.

How Can You Give A Speech That Works Across Cultures?

Let’s face it, giving a speech is hard work. You decide what message you want to convey to your audience, you write out a speech, you practice it, and then on the big day you summon up your courage and, because you realize the importance of public speaking, you deliver it as best you can. This is all fine and good as long as you are going to be talking to an audience of people who are just like you. However, if you find yourself in a cross cultural situation where your audience is not like you, what is a speaker to do then?

You Have to Pay the Price to Achieve Success

I’ve said it many times that you have to pay the price now so you can pay any price in the future. Are you willing to pay the price? If you think you can be successful without paying the price, you’re wrong.

Before my dad died, he showed me the value of hard work. He didn't say much, but I always saw him working. He was a man of few words. He didn't explain what he was doing or why he was doing it. He didn’t teach me about work ethic by telling me the importance of it, he showed me through activity. At the time, I never understood why he was working so hard.

How to Use Live Video in a Product Launch: 7 Ways

Do you use live video to sell products or services?

Wondering how to grow an audience that will show up for your launch?

In this article, you’ll discover seven live video tactics that will create a warm and engaged audience for your next launch.

How Live Video Helps You Build Your Audience

For these live video promotion tactics to work, you need to create the right kind of live videos. Both Facebook and YouTube will reward you with bigger reach if you bring your audience back to the platform over and over again.

To Reduce Burnout on Your Team, Give People a Sense of Control

There’s no question or debate that workplace stress levels are at critical levels and are escalating. The American Institute of Stress (AIS) reveals that 80% of us feel stress on the job and almost half say they need help in managing that stress.  The StressPulse survey by ComPsych, an Employee Assistance Program (EAP) provider, shows the main causes of that stress are:  1) workload (36%); 2) people issues (31%); 3) balancing professional and personal lives (20%); and 4) job security (8%).

5 Tips for Developing Your Sales and Marketing Strategy

A proper sales and marketing strategy involves more than just running some ads and cold-calling a list of prospects. Developing the right strategy is a process that requires research to discover who your prime sales prospects are, what motivates their purchasing, and how your firm fits in the marketplace. The data your research provides is what will drive your sales and marketing strategy. With the right plan, growth and profitability are predictable and controllable.

Effective sales and marketing requires talent, expertise, effort, and consistency. If that doesn't exist inside your organization, then it's important that you find an outside resource that can help you develop and implement your strategy.

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