Having issues with the marketing/sales turf war? Want to hire better people? Are you afraid of getting “no’s?” How about learning a few easy questions you can ask with every sale? Check out the four best sales training articles of this week!
Overcoming The Marketing-Sales Turf War: Six Strategies To Integration by Christine Moorman, Forbes
Sales Training Article Description: Marketing needs sales and sales needs marketing. Unfortunately, “need” does not equate to a “successful partnership” between the two groups. Conflict and distrust are more common. As equal partners, marketing and sales must find a way to work together.
My Comment: In my work, I so often see marketing initiatives that are at odds with the sales process. This is in large part because sales and marketing reside in separate silos with folks on both sides that don’t understand the other. This article talks about how to break down those silos.
When to Hire Good People by Suzanne Bates, bates-communications.com
Sales Training Article Description: There is a lot of fear about hiring that lingers on in our bumpy economy. The search for great employees is always on. When we find them, we should never hesitate.
My Comment: Bates brilliantly makes the point through her very personal story, one involving her dad, that the search for great people must always continue. So often, organizations begin the recruiting process when they absolutely need a new person. The hiring process, rather, should be an on-going process always looking for A-players.
4 Reasons You Should Love Hearing ‘No’ by Minda Zetlin, Inc.com
Sales Training Article Description: Most people, she says, live in a “Go for Yes” world. “They do everything within their power to get yes and avoid no. That leads to a mediocre life where you’re always in your comfort zone.”
My Comment: Anyone familiar with my content will see why I so love this piece. Sales people are all pushing prospects to tell them ‘yes,’ and prospects are accustomed to that old-school technique. Instead, celebrate the ‘no’s’ to get that much closer to your next ‘yes.’
Power of Short Questions on a Sales Call by Mark Hunter, thesaleshunter.com
Sales Training Article Description: One of the biggest problems sales people have is not asking enough questions. Sales people love to talk, and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the sales person is asking.
My Comment: Another great piece by Hunter on the types of questions sales people should be asking. I find it so amazing how even when sales people do ask questions, they want to make them painfully long-winded. Take the pressure off yourself and keep your questions short.
So, those are the top four sales training articles of this week. What did you think? Please share below.
Compiled by Marc Wayshak, author of the book Game Plan Selling and a sales training expert.