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    Article

    Sales Managers: Lead by Example

    May 6, 2015 Michelle Davidson

    If you are a sales manager and want your reps to follow you, lead by example. When you demonstrate your competence and commitment, you develop trust with your team, which improves sales.

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    Podcast

    6 Sales Email Tactics that Trigger Replies

    May 5, 2015 David Traub podcast button itunes button

    Sales email is still effective—if it's done right. The problem is it's very easy to do wrong. Listen as David Traub, author of The 10 Second Sale, discusses six things you should include in every email that make people want to not just open your email, but reply to it.

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    Use Practice Squads to Improve Sales Training

    May 4, 2015 Ken Thoreson

    Just as football teams use practice squads to prepare, so too should sales teams. Practice squad-like exercises, such as role playing, help sellers gain a perspective of what customers will do in actual selling situations and enable them to develop their selling, strategy, and presentation skills.

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    4 Coaching Tactics to Improve Sellers' Results

    May 1, 2015 Scott Edinger

    Requesting sales forecasts, reviewing pipelines, and other sales activities aren't coaching. If you want your sales team to perform better, you have to dedicate time, effort, and energy to coaching. Use these four sales coaching tactics to improve their selling skills.

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    3 Ways Sales Managers' Competence Impacts Sales Results

    April 30, 2015 Colleen Stanley

    A key difference between great sales managers and average sales managers is competence. If you can demonstrate your competence, your salespeople will trust you and follow your advice and guidance. And when your salespeople trust you and follow you, sales results improve.

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    How You Communicate Determines If You Win the Sale

    April 29, 2015 Michelle Davidson

    When all things are equal—the same product or service and similar price—the ability to communicate well can be the thing that causes people to hire you (or your company) or continue their relationship with you. Know not just what to say, but how to say it so buyers like and trust you.

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    Podcast

    Turning Sales Teams into High-velocity Sales Machines

    April 28, 2015 Sean Kester podcast button itunes button

    Traditionally sales professionals participate in the sales process from start to finish. Some companies, however, have found a different structure works better. Following a model, in which sales professionals specialize in certain aspects of the sales process, they have increased sales closes by 300%. SalesLoft's Sean Kester explains.

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    Honesty Is Your Best Bet for Making a Sale

    April 27, 2015 Todd Bryant

    Sales professionals worth their salt try to help buyers, not manipulate them. They understand honesty will take them a long way and will sustain their business much better than cutthroat sales tactics. Here's a look at how honesty can help you win sales and grow accounts.

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    12 Super-short Emails to Revive a Dead Prospect

    April 24, 2015 David Newman

    Your prospect has stopped responding. Voice mail and email go unanswered. You're left wondering where things stand. Here are 12 super-short emails to help revive them—get them to declare yes or no—so you can move forward or declare them officially dead.

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    [Video] Why You Must Frame Your Sales Conversations with Assumptions

    April 23, 2015 Jill Konrath

    We are told to never assume. In sales, however, you want to take an assumptive approach. When you assume your prospects have similar issues and concerns, you can frame your sales conversations to showcase your expertise. And buyers will be more interested in what you have to say.