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Selling to multiple decision-makers


February 22, 2013 by Jim Giuliano

With more sales decisions being made by committees, it’s important for your salespeople to modify their sales presentations to take group dynamics into account.

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Coaching: 3 exercises that increase sales, customer retention


December 8, 2011 by Ken Dooley

Done the right way, coaching is a road map for sales success. Done incorrectly, it may make even top performers feel berated or unappreciated. Here are three coaching exercises that have had dramatic effects at several top companies. More…

X5 presentation lessons from the master — Steve Jobs


November 23, 2011 by Bob Hill

The late Apple co-founder will be remembered for a number of things, including his ability to attract and captivate audiences and the media. An analysis shows he used the same formula — one that anyone else can employ. More…

Pushing prospects closer to the close


August 19, 2011 by Ken Dooley

Here are five tips that will help you move more prospects through the decision-making process: More…

How to close the 6 most difficult prospects


June 3, 2011 by Ken Dooley

Here are the six hardest people to deal with – along with the best ways to get a “Yes” from each: More…

3 ways to overcome stalling prospects


May 20, 2011 by Bob Hill

Here are three ways salespeople can overcome stalling prospects, and speed up the sales cycle in order to close more. More…

Turning trade show leads into gold


May 5, 2011 by Ken Dooley

When the trade show is done, many salespeople are excited with the handfuls of prospects they acquired. They’re literally holding gold – a stack of names who know what’s being sold and want to be contacted. More…

5 disastrous selling assumptions


April 8, 2011 by Ken Dooley

The sellers who survive down markets and even grow during tough economic times are the ones who assume nothing and question everything. Some questions worth asking: More…

Cold call slackers: 6 people you don’t want on your team


April 6, 2011 by Ken Dooley

Managers will want to ask themselves: Do I have any of these kinds of people on my staff. More…

Using fear to persuade, not to paralyze


March 25, 2011 by Ken Dooley

When trying to persuade an audience to behave a certain way, does fear paralyze or does it persuade and motivate? More…

The Top 10 Things Salespeople Shouldn’t Be Doing


March 15, 2011 by Bob Hill

topten

Here’s a list of 10 nasty little habits even the best salespeople have been known to fall victim to:  More…

Using the iPad for your next presentation


March 9, 2011 by Valerie Helmbreck

The iPad’s made its way into plenty of organizations these days and it’s becoming popular with execs who need to make professional presentations to a variety of audiences. The book-size tablet isn’t just for  one-on-one shows, either.

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10 truths about dealing with difficult customers


January 5, 2011 by Ken Dooley

The more you understand difficult customers, the faster you’ll sell to them. More…

3 ways to avoid cracking under pressure


December 13, 2010 by Bob Hill

A renowned expert (and author) shares her best advice for staying “on” during high-pressure business situations.  More…

4 questions to answer before the initial handshake


December 6, 2010 by Bob Hill

There are four questions that can help place your company in a better position to win the sale before even speaking to a prospect. More…

Planning to break out of a slump


November 18, 2010 by Ken Dooley

The late Alabama football coach Bear Bryant used to say, “Have a plan for everything. You’ll know if it was right by the scoreboard.” And it’s a good idea for salespeople to follow the same advice, especially when in a slump. More…

An outline for writing effective proposals


November 15, 2010 by Ken Dooley

Salespeople who have no problems making effective presentations sometimes run into writer’s block when they’re asked to put their spoken words into writing. More…

6 mistakes that kill presentations


October 18, 2010 by Ken Dooley

Make these mistakes with prospective customers, and you’ll probably lose them.

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The 9 qualities all top performers share


October 12, 2010 by Ken Dooley

cooperation

What really separates the best salespeople from the rest of the pack? Recent research shows that they do the following nine things — from the customer’s point of view — extremely well. More…

Training tune-up: Preparing for a cold call


September 29, 2010 by Ken Dooley

The first call is everything. If a sales reps slips up, you’ve lost the prospect — possibly forever. Here’s how your reps can prepare a first call presentation that grabs and keeps prospects’ attention. More…


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