5 things every prospect expects salespeople to know
You may get in the door by saying the right things, but most prospects won’t buy from you unless you know the answers to these five questions:
Read the rest of this page »
Why salespeople should be comfortable with being uncomfortable
With all the creature comforts available today, it doesn’t seem right to tell someone to enjoy being uncomfortable. But being uncomfortable in certain areas may be good advice for salespeople. Why?
Read the rest of this page »
Superstar or slouch? Study reveals what sets top salespeople apart
New research has uncovered the one trait most sales superstars share — and several others that differentiate the top producers from the bottom feeders.
Read the rest of this page »
2 hidden metrics that measure true success
A closer look at these two metrics could reveal what (if anything) has been holding Sales and Marketing back:
Read the rest of this page »
Leading reasons your salespeople may be struggling to close
Why do some salespeople who are competent, professional and knowledgeable have so much trouble closing? Here are four reasons:
Read the rest of this page »
9 key differences between a sales rep and a ‘trusted advisor’
In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones:
Read the rest of this page »
20-minute Sales Meeting: Building trust
Many think a sale is closed when the customer signs on the dotted line. It isn’t.
Read the rest of this page »
5 no-cost tactics that’ll broaden your market
The budget pinch is still today’s problem. How can you broaden your customer base and sell more in a time of budget restraint?
Read the rest of this page »
9 strategies driving more sales in the recession
Despite these uncertain times, many salespeople are flourishing — and recent studies have identified the nine strategies top salespeople are using to ensure they stay on top.
Read the rest of this page »
5 ways to lower sales reps’ cell phone costs
Cell phones are a necessity for most salespeople these days. But a lot of the expenses that come along with cell phones aren’t. Here are five ways to reduce those costs and streamline your budget:
Read the rest of this page »
3 reasons Warren Buffett thrives in a down economy
Warren Buffett is one of the most successful entrepreneurs of all time. Here are three priceless sales takeaways from his keynote address at Berkshire Hathaway’s 2009 shareholder’s meeting:
Read the rest of this page »
Selling up the ladder: Crucial tips to close the CEO
Companies are still buying, but many of the buying decisions are being made higher up the executive ladder. And selling at the executive level requires a different set of skills and strategies.
Read the rest of this page »
The No. 1 reason customers stay or leave
Customers are bombarded with attractive offers all the time. They are hit with deals claiming to have better pricing, quality and service. But those are not the factors that cause them to jump ship to another company.
Read the rest of this page »
3 no-cost ways to keep people driven to boost revenue
The key to any good incentive isn’t what it costs, but how it impacts performance. With that in mind, here are three incentives that boost motivation without breaking the budget:
Read the rest of this page »
Getting past the gatekeeper: 2 strategies that work
The best sales techniques are useless if your people can’t get through to the decision maker. Today’s buyers are busier than ever, raising the importance of the gatekeepers who stand in the way of the prospect and the sale.
Read the rest of this page »
10 keys to effective communication
When you send a message to a prospect and receive either no feedback or negative feedback, ask yourself if you blew past any of these communication red lights.
Read the rest of this page »
6 qualities that separate good salespeople from great ones
There’s a difference between a good salesperson and one who gets to the top rung. What separates the star performer has little to do with selling technique, product or company status.
Read the rest of this page »
5 steps you need to take NOW to maintain your edge
Here are five ways to stay ahead of the curve in a saturated marketplace and boost your closing rates while competitors are struggling:
Read the rest of this page »
4 strategies that establish trust in negotiations
Trust in a negotiation is like lubricant in a car engine: things go a lot smoother when it’s present. So how can your salespeople repair trust once a customer thinks it’s been broken?
Read the rest of this page »
What’s changed about buying (and what you can do about it)
Americans want to do more and buy less, according to several recent studies. The question is how can you turn that into a competitive advantage and win more business?
Read the rest of this page »
