The top 8 reasons customers leave
When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse.
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20-Minute Sales Meeting: Selling to multiple decision makers
When you’re speaking in front of multiple prospects at once, you’re going to have to modify your sales presentation to take the group dynamics into account.
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Confidence boosters to share with your team
Confidence is everything in business. Your belief and enthusiasm speaks volumes to prospects and customers. Here are five keys to building confidence.
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The top 10 traits prospects value most
More than 1,000 decision makers were asked to describe what it means to be a great salesperson in one word or phrase. Here are the top 10 responses:
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Make your next sales call a success in 3 steps
Here are three steps that can be done before, during and at the end of each call that will help you increase your closing ratio, courtesy of sales trainer and author Bill Farber.
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Your next sales meeting: Keeping the prospect pipeline full
Salespeople need to do more than spot and qualify the best leads — they need to position themselves to pursue the right prospects at the right time.
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11 factors that separate the extraordinary from the ordinary
Research has identified 11 factors that differentiate high achievers from ordinary sales and marketing folks.
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The new rules of selling: Do your salespeople know them?
The new rules of selling require your salespeople to know and master old tactics, but to use them in a different way.
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Do your salespeople have this No. 1 quality needed for success?
There is one priceless quality that leads to sales success above all others. It builds courage, corrects bad attitudes and reverses slumps.
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5 essentials in marketing messages & sales proposals
When done properly, marketing and sales communications eliminate any and all doubts prospects have. But before a message can accomplish that, it must contain these five ingredients.
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Spark prospecting efforts with ‘Cold Call Bingo!’
Inject a little fun into prospecting at your next sales meeting with the new sensation — “Cold Call Bingo.”
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Daily motivation: 5 tactics to help you stay positive in tough times
Even the most accomplished sales and marketing pros can get down on themselves when the economy sinks their efforts. But they’ve got to get right back on the horse. To help, here are five keys to overcoming a rough patch.
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Cold calling: 7 ways to avoid the brush-off
Prospects usually have a few tried-and-true brush-offs they use when they don’t want to talk to a salesperson. Here are a few truths about these objections and how to handle them:
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20-Minute Sales Meeting: Making the correct first impression on sales calls
Some things in selling are crystal clear. One of them is that prospects will not buy unless a salesperson gets their attention in the first few moments of a sales call.
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10-pt coaching checklist keeps managers on target
Keith Rose, author of Coaching Salespeople into Sales Champions, offers a quick list of questions that you can pass along to all your managers that they should be asking themselves:
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Training tune-up: 4 ways to break out of a slump
Here are the four causes of sales slumps and ways to overcome each one. Share them at your next meeting.
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Sales meeting materials: 10 essential rules of selling
Despite all of the technological advances in recent years, the basic rules of selling remain the same. And it’s a good idea to constantly remind your salespeople what they are.
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Training tune-up: The 5 biggest pitfalls of traditional selling
Often times, knowing what not to do is as important as knowing what to do when meeting with prospects. Here’s a quick refresher for your sales folks on the top five sales killers to avoid when speaking to potential buyers.
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13 secrets of successful presentations
Here are 13 secrets to delivering killer sales presentations that are worth passing on to your salespeople.
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The 7 deadly sins of sales
The following mistakes are to blame for losing the most sales.
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