Every week, in order to stay fresh as a sales training expert, I read a bunch of sales training related articles. Here are four of my favorites from this past week. I include a short comment about each article and would love to hear what you think about them as well!
6 Ways to Track Your Competition’s Marketing Strategy by Jim Joseph, Entrepreneur.com
Sales Training Article Description: They say a marketer’s job is never done, and when it comes to analyzing your competition, nothing could be truer. It’s vitally important to track every aspect of your competitors’ marketing, including their packaging, advertising, promotion, social media, and website activity.
My Comment: This is a brilliant short piece on some very simple strategies to stay on top of what your competition is up to. If you don’t know what they are doing from a sales and marketing perspective, then you are at a disadvantage. A very actionable sales article.
Mining Your Single Most Valuable Business Building Asset by Paul McCord, salesandmanagementblog.com
Sales Training Article Description: Your single most important business building asset is right at your fingertips—your existing client base. There is simply nothing more valuable and powerful to growing your business than the customers you already have.
My Comment: I could not agree more with the sentiment of McCord’s thesis. So many sales people undervalue the enormous asset that is their client base. He shares some easy tips to staying on top of this tremendous resource.
How to Get 58% of Your Revenue via LinkedIn Groups by Jill Konrath, JillKonrath.com
Sales Training Article Description: Thomas von Ahn, founder of Viral Solutions, Inc., shares the LinkedIn strategies he and his partner (Christine Kelly) use to generate the majority of their business. They use LinkedIn Groups to consistently generate high-quality leads from people who already view them as credible resources.
My Comment: LinkedIn is a tremendous resource for sales people these days, and Jill Konrath is becoming the queen of LinkedIn for sales. This great brief piece shows you some easy ways to get real business by using LinkedIn.
3 Ways to Spot a Liar by Jessica Stillman, Inc.com
Sales Training Article Description: A new study out of Harvard offers tips on spotting a liar. They’re not what you see in the movies.
My Comment: This is a fun short piece on three quick tells to spotting a liar. Great sales people are even better at reading their prospects, and seeing through any potential lies is an important part of that. Plus, you can use this with friends and family, if you dare…
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.