Category: White Papers

Free Ebook: The 13 Types of Toxic Salespeople — and How to Avoid Hiring Them

Hiring an employee who turns out to be toxic can cost the company lost sales, higher rates of sales rep turnover, and turmoil. Research shows 1% of people are psychopaths and 4% are sociopaths, while another 2–3% of the population might end up behaving in a toxic way in the workplace. When you add it up, that’s one out of 13 people.

In this book, we offer a glimpse at 13 types of toxic personality types we’ve identified in the workplace for sales teams. We have ordered the chapters by the most difficult and problematic, the Jungle Fighter, to the least likely to be problematic, the Martyr. Using documented case studies, we also outline the steps you can take to address toxic behavior and restore harmony to your organization.

C. Lee Smith October 16, 2019 Newsletter Only, White Papers

White Paper: Selling to Millennial Decision-Makers

Members of the first digital generation are increasingly showing up in the C‑suite. In fact, today’s B2B buyer is more likely to be a millennial.

In this sales enablement white paper, you’ll discover that although every millennial is different, new research from SalesFuel’s Selling to SMBs study finds this generation has tendencies that are significantly different from their predecessors. You’ll discover how the buying process differs, the importance of marketing and social media, which salesperson behaviors can make the sale – and which will kill a sale — with this new generation of decision-makers.

Audrey Strong October 9, 2019 Newsletter Only, White Papers Tags: , , , , , , , ,

White Paper+Video: 20 Ways to Refuel Yourself

Does every lead you get lately look like crap? Has your creativity dried up? Your energy drained? Are your co-workers always getting on your nerves? And your sales numbers starting to suffer?

Your gas tank could be running low and you’re well on your way to burnout. And nobody wants to buy from a low energy salesperson who doesn’t exude energy, passion and confidence. Here’s 18 ways to get rid of the mental JUNK that’s causing your FUNK.

C. Lee Smith October 1, 2019 Newsletter Only, White Papers Tags: , ,

White Paper: Disruptive Sales Management through Adaptive Sales Coaching

Across the nation, sales managers are struggling.

They struggle to keep up with deadlines, with reporting, with setting and hitting goals, and with managing and motivating their sales teams. There is not enough time. And most definitely, there is no time for sales coaching.

It’s time to disrupt the way we think about managing sales forces forever. It is time for a sea change in sales management. And it’s time for adaptive sales coaching.

Beth Frederick August 22, 2018 Newsletter Only, White Papers Tags: , , , ,

White Paper: What is Company Culture? And Why is it Important?

Read 4 different ideas on company culture.

Our panel of experts come from different backgrounds and have differing views of culture. However, they all agree that culture is important to a workplace. Let these experts cultivate – if you will – some thoughts on culture.

Download this white paper to read what they have to say.

Beth Frederick July 31, 2018 Newsletter Only, White Papers Tags: , , ,

Special Report: The State of TV Media Sales 2018

AdMall’s 8th State of TV Media Sales survey reveals that revenue is expected to grow despite challenges.
The state of the industry is good year over year, but there is a lot of room for improvement. 68% of managers say their sales team’s results were up in 2017 (vs. 2016), and most sales teams met or exceeded their sales goal in 2017 (only 44% came up short). As the media landscape becomes increasingly fractured and segmented, television media executives, TV sales managers and sales reps across the nation are facing similar obstacles. The free downloadable white paper is chock-full of fascinating data and information for the TV media sales industry.

Beth Frederick July 17, 2018 Newsletter Only, White Papers Tags: , , , , , , ,

Targeting the Five Types of Purchase Intent

This white paper identifies the 5 types of Purchase Intent, featuring data from SalesFuel’s annual AudienceSCAN® survey of online shoppers, digital audiences and decision makers in America. These five categories and SalesFuel PRO Tips will help business' marketing and sales teams find new, effective ways redefine target audiences and better predict future purchase behavior.

Beth Frederick June 8, 2018 Newsletter Only, White Papers Tags: , , , , , , , , ,

What Your Salespeople Are Afraid to Tell You

“She doesn’t seem like he wants to help me out,” a respondent said about his manager in SalesFuel’s 2017 Voice of the Sales Rep study. “He is not around when I need him or he fails to see the importance of an issue I need his help to resolve.” These are direct quotes from two of the 725 salespeople SalesFuel polled in January 2017. And it’s what sales representatives are thinking, but aren’t telling their managers.

C. Lee Smith December 26, 2017 Newsletter Only, White Papers Tags: , , , , , ,

The Best Sales Manager I Ever Had

Got a turnover problem at work? Hate your boss or perhaps recognize you’ve hired a bad manger? What did you fail to recognize when hiring them or how can you develop and hone top management skills in existing staff? How can your HR department recognize true talent in front of them in the interview process? And how does having the right leader equal a boost in sales?

All these answers and MORE are found in SalesFuel’s free white paper entitled “The Best Sales Manager I Ever Had.”

Beth Frederick September 5, 2017 Newsletter Only, White Papers Tags: , , , , , , , ,

Investing in the Sales Process – Coaching and Metrics for Success

Sales team performance impacts the corporate bottom line. New data-driven sales enablement platforms assist sales leaders with onboarding, training & motivating salespeople. They give companies control of turnover, so they can deliberately focus on the most productive members, improving retention. Learn about them in this free white paper from BIA and SalesFuel.

Beth Frederick December 2, 2016 Newsletter Only, White Papers Tags: , , , , , , , , , ,

Automotive Marketing Messaging White Paper: 2016–17 Shopper Profile

New SalesFuel survey of car buyer purchase intent shows deals and incentives are rarely buying triggers. SalesFuel’s free white paper also shows dealer reputation can make or break the sale.

Beth Frederick August 23, 2016 White Papers Tags: , , ,

New White Paper: Ten Ways Media Sales Managers Are Preventing Sales

From SalesFuel’s 2016 State of Media Sales study, we’ve identified 10 of the things that many media sales managers are doing to prevent sales – instead of increase them. How does your team compare? Download the free white paper and find out.

Beth Frederick April 12, 2016 White Papers Tags: , , , ,
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