In B2B sales, the most successful business relationships rely on trust, and trust is built through honesty, transparency and credibility. But those three words are easy to fly past. In truth, says C. Lee Smith, CEO of SalesFuel and author of SalesCred: How Buyers Qualify Sellers, these traits are not given nearly enough attention by most sales teams. Smith is the cover story for this special edition of Sales & Marketing Management magazine focusing on sales credibility.
If you're concerned about employees possibly leaving your organization, you are not alone. 51% of CEOs say retaining talent is among their organization’s biggest challenges, according to Fortune magazine. This is second only to attracting and recruiting new talent. This free report, sponsored by the TeamTrait workforce analytics platform for employee retention, delivers seven strategies for retaining your best employees based on the latest research and insight from industry experts. Use them for keeping your best talent away from unsolicited recruiters promising grass that is greener.
If you’re trying to sell to Generation Z buyers, new data shows they have a radically different mindset even from millennials and buyers overall, requiring businesses and sales professionals to adjust tactics to close the deal. This free report, sponsored by the SalesCred mobile app, delivers 40 quick, research-based tips for selling to younger buyers – Gen Z and millennials – according to their reported preferences in SalesFuel's latest Voice of the Buyer study.
Filling open sales positions by recruiting quality talent from outside has always been a challenge, but even more so today. So why not turn your talent search inward – toward those who already believe in your company? After all, promoting from within can address two problems at once: hiring and retention. This free special report, sponsored by TeamTrait, reveals the tactics necessary to identify and recruit high-potentials from within.
It's always tough to hire salespeople, especially in this post-pandemic job market. You might be tempted to hire a candidate on the spot based on a strong interview and your gut feeling. Don't do it! This free special report, sponsored by TeamTrait™, is based on the book Hire Smarter, Sell More! written by our CEO C. Lee Smith. It reveals what the FOUR fits you must satisfy for hiring a salesperson who will boost your team performance with giving you heartburn.
It’s encouraging to see that managers understand the need for coachability in their reps. But how do you know whether a rep is coachable? They might tell you they are eager for coaching. They might even relay a story that shows evidence of their coachability. Or they might just be telling you what they think you want to hear. This free white paper, sponsored by TeamTrait, reveals what the most coachable reps have in common and self-limiting attitudes sales managers need to watch out for.
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.
In his book, “SalesCred,” our CEO C. Lee Smith writes that sales credibility is how the buyer qualifies (or disqualifies) the seller. Credibility is the very thing that determines whether the buyer replies to your email, agrees to take a meeting or decides they want to do business with you. Nowhere is this more evident to the buyer than the amount of effort the salesperson puts into pre-call intelligence. Download this free ebook to learn what you need to know to be seen as credible by prospects and existing accounts.
As our nation struggles with the challenges of contentious politics, a pandemic- induced recession, and calls for introspection on issues of social justice, we wondered how U.S. adults perceive their peers, their co-workers and professionals who help to shape our lives. Our curiosity led us to launch our inaugural American State of Credibility survey. Has America become more credible or less credible in the past year? What percentage of Americans exhibit credibility in what they say and do? What professions are the most credible — and the most dubious? And how do salespeople stack up?