The No. 1 secret to winning buyers in this economy
More than 70% of prospects say they’d be willing to pay as much as 10% more for a product or service if a company …
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Overcoming 4 common presentation pitfalls
When the sale is on the line, there are four common pitfalls almost every sales pro has fallen victim to at one time or another.
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Cold calling: 6 keys to keeping prospects on the line
Successful sales calls share the following characteristics:
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4 keys when having ‘the talk’ with reps about the economy
The economy — and what it’s doing to the company, future pay and their own job security — is something your sales and marketing reps think about constantly. And they’re counting on you for the answers.
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Report reveals how managers motivate sales pros today
Incentive Magazine recently published the results of its 2010 Sales IQ report, which reveals the latest trends in motivation and incentives.
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7 cash-flow killing mistakes to avoid in a recession
For sales and marketing pros to get up and run while the economy is on its hands and knees means avoiding these seven mistakes.
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Top sales pros reveal 9 secrets to taming tough economy
The pressure is building. Prospects are more knowledgeable, demanding more concessions and more results. The good news: Even in these uncertain times many salespeople are delivering impressive results. Want to know how?
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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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3 hidden metrics that unlock profits, sales
These three metrics go beyond closing rates and click-throughs to uncover more opportunities to boost sales and revenue:
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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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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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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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4 sales & marketing strategies to avoid in a shifting economy
Desperate times may call for desperate measures, but don’t fall victim to these four common pitfalls.
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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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Study: 35% of salespeople want out — how to keep them
Why do more than a third of salespeople plan on testing the job market, and how can you keep them from flying the coop?
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The top 10 U.S. cities for prospecting
The recession is lifting in some metro areas much quicker than others, which is precisely why now’s the time to start prospecting in these U.S. cities:
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20-Minute Sales Meeting: 5 rules for persuasive presentations
Prospects are all different — and every presentation must be carefully tooled to win them over.
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Top 6 reasons Sales training won’t stick
Research shows that within 60 days of a sales meeting, 87% of the content is forgotten. Here are the six leading reasons why sales training programs fail, according to a study of sales organization practices by DePaul University.
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Web tweaks that convert more prospects into buyers
The key to keeping today’s prospects from leaving your site before they convert:
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Are your Sales and Marketing people asking the right questions?
Some questions uncover hidden objections and place your company in a better position to close. Other questions do nothing to help, and the information they uncover may muddy, delay or even kill the sale.
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