Top B2B sellers win at least 50.1% of their deals.

The View This Week - Do you need help with sales hiring?

<p><a href="http://zerotimeselling.com/wp-content/uploads/2012/02/interview-word-picture.jpg"><img title="interview word picture" src="http://zerotimeselling.com/wp-content/uploads/2012/02/interview-word-picture-300x194.jpg" alt=" width="300" height="194" /></a></p> <p> <strong><span style="font-size: medium;">Do You Actually Know Who You Are Hiring?</span></strong></p> <p><span style="font-size: small;">How many of us have hired a new salesperson with high hopes for their performance only to realize very quickly that they were not going to work out? You may have completed your due diligence by delving deeply into their resume and calling their references and still you were surprised, and not in a good way, by who your "perfect candidate: actually turned out to be when they showed up for work. </span></p> <p><span style="font-size: small;">This past week's SMB Sales Question was "When you hire new salespeople, do you use 3rd party assessment tools to help screen &amp; qualify potential candidates?"</span></p> <p><span style="font-size: small;">The results were quite surprising.</span></p>

Great Selling is About Quickly Developing Trust

The View This Week - Will Your Sales Keep Pace?

<p><a href="http://zerotimeselling.com/wp-content/uploads/2012/01/QOW1.jpg"><img class="alignleft" title="QOW1" src="http://zerotimeselling.com/wp-content/uploads/2012/01/QOW1-300x277.jpg" alt=" width="300" height="277" /></a></p> <p><span style="font-size: small;">This week's Small Business Sales Question was: "The US GDP is forecasted to grow 2% in 2012. Will your sales keep pace with GDP growth?"</span></p> <p><span style="font-size: small;">The results were a little surprising. All around us are signs that the economy is recovering but the respondents to this week's question were decidedly less upbeat and confident than the economic prognosticators.</span></p> <div><span style="font-size: small;">Read on to see what we learned.</span></div>

Proactive Steps To Improve The Accuracy Of Your Sales Forecast

Practice Unconditional Support

Is Process Paramount in Selling?

<p><a style="font-size: small;" href="http://zerotimeselling.com/wp-content/uploads/2012/02/swimmers-competing.jpg"><img title="swimmers competing" src="http://zerotimeselling.com/wp-content/uploads/2012/02/swimmers-competing.jpg" alt=" width="500" height="333" /></a></p> <p><span style="font-size: medium;"><strong>Which is more important in sales: Process or Selling Skills?</strong></span></p> <p><span style="font-size: small;">Will how you execute your sales process on a day-to-day basis be the most accurate predictor of whether you will win orders and meet your objectives?</span></p> <p><span style="font-size: small;">In this article we discuss how effective sales processes are similar to the processes elite athletes like Michael Phelps use to prepare for major competitions like the Olympics.</span></p> <p><span style="font-size: small;">Read on to learn more about how effective sales processes for the team will enhance the sales skills of the individual.</span></p>

Perfect The Elements Of Your Selling That You Control

When No Action is Better Than Random Activity

One Question to Ask Yourself to Make Every Sales Touch Count

Are You Managing Sales By Anecdote?