The No. 1 customer requirement today

What’s the best way to take care of your customers? Consider the results of a recent survey, which asked customers, “What do you want from a salesperson?” and “What would be the number one attribute of your favorite salesperson?”

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5 questions every employee should be able to answer

Leaders can’t always be there to provide the best response. 

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6 tips to becoming a better manager of your time

Once time goes by, you can’t get it back. Communicate to other managers and salespeople the value of spending time wisely. By instilling a culture in your company that values time, you ensure that your people will manage it effectively.

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The top 4 reasons average salespeople fail

In many cases, the real reason a salesperson is struggling may have a lot more to do with the parameters he or she is working within, than it does a lack of natural skill.  

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5 great ways to overcome annoying work habits

We’re all prone to bad habits. Here are five proven ways to triumph over the ones that get in the way of peak performance. 

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7 ways to improve your self-image

Here are seven steps that will help you improve your self-image:

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How to turn surprise into a sales tool

New research shows surprises can be positive if salespeople learn the right way to harness unexpected experiences and events. Four interesting facts about surprise:

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5 questions help to zero in on top targets

When prospecting, your sales folks need to know who they should be targeting.

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Dealing with rejection: 5 success secrets

Here are five tips that will help you and your sales reps cope with rejection: 

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66% of salespeople believe their results would improve if …

A new study by the Sales Benchmark Index reveals a fatal flaw in the average training and development process. 

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The 3 most important drivers of sales success — and failure

The Sales Activator and Nightingale-Conant collaborated on a study of 25,000 sales organizations to determine the three most common drivers of sales failure or success.

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Indentify (and fill) your information ‘poor areas’

Before you make a first sales call, try to pinpoint any missing information you currently have about the prospect. Four areas you want to focus on:

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5 tips for staying ahead of your workload

No matter how hard we try, we may find ourselves falling behind our workloads once in a while. Here are five tips for turning that situation around:

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5 secrets of likable salespeople

While there’s no magic potion to make you popular with prospects and customers, you can sharpen your natural ability to connect with other people. These tips can help:

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Characteristics of sales losers and winners

What separates losers from winners? Here’s a list.

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The proven sales training resource best-in-class companies swear by

What is “cultural transmission,” and why should it be at the core of your sales training program? 

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A more effective sales proposal in 5 steps

Here are some guidelines for writing your proposal:

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6 steps past the gatekeeper

Gatekeepers are probably the No. 1 source of insomnia among sales professionals.

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No pain, no gain: Thoughts to keep your staff motivated

Selling has a lot to do with your ability to be comfortable with being uncomfortable. Making cold calls or continuing to push yourself when things aren’t going right can be difficult.

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The best sales skill to develop, according to Harvard & Stanford

Recent research at both Harvard and Stanford universities found the No. 1 sales skill for success in the 21st century is … 

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1970-01-01 00:00

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