Feb 9 2015

By Doug O'Grady, It's such a comfort to have that sales person on your team who is always motivated and engaged, but it's all too easy to spend your time and effort on the sales people who are not performing as well. After all, your best sales person will probably continue to do well anyway. There's danger in neglecting your best sales person, however. View Details

Feb 5 2015

By Matthew Cook, Do you enjoy talking about the product you sell, generating new business, and spending time with your peers? Enjoying what you do is a sign that you love your sales job. If you want to thrive in sales, you need to love your sales job because success follows a passion for your work. Here’s why. View Details

Feb 3 2015

By Colleen Francis, If you are miserable working with a client and you know that they are not profitable for you or your company, they are not going to be well served by you. And, if they are not being well served by you, they will not achieve their desired results and you have created a lose/lose situation. You’re not helping them reach their objectives and they’re not helping you reach yours. View Details

Jan 28 2015

By Mark Hunter, We all want prospects to return our phone calls. But the fact is that the majority of prospecting phone calls will never be returned, because they were bad calls to begin with! Here are 5 ways to get a prospect to return your phone call: 1. Keep it simple and make it direct. Don’t beat around the bush. View Details

Jan 19 2015

By Michael Pedone, Sales Question: "What do you do when a prospect says they are very interested during your first encounter, but won’t take your follow-up calls to take the next step or complete the transaction? " Answer:  Well, my first thought is, “Why didn’t you close them on the previous call? View Details

Jan 16 2015

By Ariella Coombs, Networking is the #1 way to get a job. If you want people to remember you, then it’s important to have a powerful first impression. You can do this through your introduction. However, if you’re not prepared, it’s easy to get flustered when introducing yourself to new people, especially if you’re already feeling intimidated. To avoid this, you must prepare. View Details

Jan 15 2015

By Anthony Iannarino, Let’s say you and your competitors both sell the same thing to your customers. You both buy the same raw materials to develop your product. You both pay $100 for those raw materials. You sell your product for $150, and your competitor sells theirs for $130. Your higher price is enough to cause some buyers to buy from your competitor. All things being equal, they’re right to pay the lower price. View Details

Jan 14 2015

By Jill Konrath, Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering.   Purging your pipeline regularly keeps you honest with yourself. View Details

Jan 13 2015

By Emma Snider, To sell something, you have to convince a buyer that they not only want your offering -- they need it. To be clear, I'm not talking about fooling them into buying a piece of junk. Oftentimes prospects stand to benefit considerably from purchasing a new product or service. However, that doesn't mean they're any more eager to fork over their money. And this is where the fine art of persuasion comes in. View Details

Dec 11 2014

By Donal Daly, There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying from a market leader was often seen as the obvious (and safest) path for a buyer to take. View Details

Nov 19 2014

By Alice Myerhoff, Sales is a roller coaster and one of the signs of a great salesperson is that they are able manage their moods through the highs and the lows that face all salespeople. Every one of us had had those days when we’re “on fire” and the less fun ones when it seems like no matter what we do, we can’t seem to get business to close. View Details

Nov 18 2014

By Emma Snider, The prospect loves the product and is convinced of its benefits. They're excited to work with your team on implementation. Everything's going along just as it should, until . . . you give them a quote. "It costs what? " "That's too expensive. "  Sigh. Dealing with sticker shock is one of the most challenging aspects of a salesperson's job, but it's also one of the most common. Convincing buyers to part with their money is no easy feat. View Details

Oct 31 2014

By Heather Foley, Is this you? You’re a very successful salesperson. You regularly beat your targets. You know your products, clients, market and competitors inside out. You’re buzzing with ideas and feel that you could do your boss’s job. Frankly, you’re ready for a new challenge. However, being a target-beating sales person and being a great sales manager are worlds apart. View Details

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