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March 1, 2013
John Jantsch The 7 Essential Practices of the New Sales Professional
By John Jantsch
Last week I wrote about what I called the Disciplines of the New Sales Professional. What I was describing more than anything was a mindset shift or maybe even the strategic approach to sales that must exist these days.

What I want to address today are the practices, some not always associated with sales jobs, required to excel in the new sales environment.

If last week’s post was the strategy, this is the tactics. These are the skills that sales professionals will need to acquire and that organizations need to support, train and look for in their sales teams.

1) Create a platform [...]

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Recent Articles:
The 6 Disciplines of the New Sales Professional
The art of selling has evolved tremendously over the last few years. This is in large part because markets have immediate and deep access to the kind of information once delivered as a primary function of the selling process.

Selling has always required dexterity, and successful sales professionals have always practiced this, but today’s sales environment demands that a sales professional also develop and practice disciplines more closely aligned with traditional marketing and customer service practices in [...]
New Developments In B2B Marketing List Acquisition 3 Potent Ways to Use Social Media in Sales The State of Social Media and Proof that Social Voice Drives Sales: What You May Have Missed
To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Marketers can find just about every target company, title and job function they need from traditional list [...] Smart salespeople have learned to tap the power of social media, but sadly, many companies still see social media tools and networks as a pointless and even scary place for their sales teams to focus.

It’s amazing to me that this mentality remains. I realize that there is potential for confusion if sales reps are left [...]
Two of the better studies I’ve seen in a while came out this week. Both worth reading in full and hanging on to. Here’s what you may have missed this week in the world of social media marketing. The State of Social Media: Mobile [...]
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