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The 10 biggest lies prospects tell your salespeople

December 4, 2012 by Charlie Walker

Some customers insist on treating your salespeople like rookies who can be hoodwinked by the oldest excuses in the book. More…

4 skills that make great managers

November 25, 2011 by Bob Hill

Various studies have proven these four areas separate top-notch managers from their average counterparts:  More…

The No. 1 sales presentation pitfall

October 11, 2011 by Bob Hill

Every salesperson has an achilles heel. But this particular one could be costing a company countless deals every year.  More…

Don’t let your salespeople see this

December 7, 2010 by Jennifer Azara

Some experts think you should fire a third of your sales force —  and that you should make it an annual practice.  More…

Cold calling: 7 ways to avoid the brush-off

June 22, 2010 by Ken Dooley


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: More…

11 telltale signs of bush league salespeople

June 17, 2010 by Ken Dooley

Pro ball players who continually make mistakes are demoted to teams in the minor leagues. These players are called “bush leaguers.” Sales also has its share of bush leaguers, who constantly make the following mistakes: More…

Reach out to this crowd and boost business

June 1, 2010 by Ken Dooley

Conventional wisdom has always been: The fewer people involved in the selling process, the smoother it’ll run. But not anymore. More…

Study: 35% of salespeople want out — how to keep them

May 25, 2010 by Bob Hill


Why do more than a third of salespeople plan on testing the job market, and how can you keep them from flying the coop? More…

20-Minute Sales Meeting: Overcoming rejection

May 24, 2010 by Ken Dooley

Regardless of their industry, salespeople are likely to be rejected more often than they are accepted. The key to success is the ability to let rejection roll off their backs and keep marching on. More…

6 pitfalls of telecommuting — and how to solve them

May 6, 2010 by Bob Hill

Telecommuting can create a huge win-win for sales organizations, provided salespeople don’t fall victim to any one of these six pitfalls: More…

5 warning signs of a ‘tired salesperson’

April 16, 2010 by Ken Dooley

Some reps who spend a lot of time and energy finding qualified prospects fall victim to “tired salesperson syndrome.” It’s a sales killer — and here are the signs it has infected your staff.  More…

Survey reveals No. 1 customer need

April 13, 2010 by Ken Dooley

What’s the best way for your salespeople to take care of their customers? More…

Effective persuasion: Tips to sealing more deals

April 9, 2010 by Ken Dooley

The first rule of persuasion is to tell a well-crafted story. More…

20-Minute Sales Meeting: Overcoming price objections

March 23, 2010 by Ken Dooley

When your customers are overly concerned with price, they’re delivering this message:  More…

5 things every prospect expects salespeople to know

March 19, 2010 by Bob Hill

You may get in the door by saying the right things, but most prospects won’t buy from you unless you know the answers to these five questions: More…

Why salespeople should be comfortable with being uncomfortable

March 17, 2010 by Ken Dooley

With all the creature comforts available today, it doesn’t seem right to tell someone to enjoy being uncomfortable. But being uncomfortable in certain areas may be good advice for salespeople. Why? More…

Do your people know about these 7 sales killers?

March 16, 2010 by Ken Dooley

Learning what kills potential sales is just as important as knowing how to close deals. More…

The 8 dumbest things said in sales meetings

March 10, 2010 by Charlie Walker

Even the best salespeople can slip up while giving an otherwise great presentation. For example: More…

9 key differences between a sales rep and a ‘trusted advisor’

March 2, 2010 by Bob Hill

In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones: More…

9 strategies driving more sales in the recession

February 23, 2010 by Ken Dooley


Despite these uncertain times, many salespeople are flourishing — and recent studies have identified the nine strategies top salespeople are using to ensure they stay on top. More…


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