The No. 1 secret to winning buyers in this economy

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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

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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

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Successful sales calls share the following characteristics:

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4 keys when having ‘the talk’ with reps about the economy

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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

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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

Crisis

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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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?

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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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2010-09-02 16:02

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