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    Article

    Target Your Ideal Clients, Not All Clients

    August 31, 2015 Colleen Francis

    The most profitable companies are those who sell to a target audience. By targeting your ideal clients, you spend time and energy selling to people most likely to buy from you. The result is more sales and a faster sales process. In this article, Colleen Francis explains how to identify your ideal clients.

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    Article

    Standing in the Middle of Referrals

    August 28, 2015 Ivan Misner

    To get referrals, you should give referrals. And to give referrals, you need to open your mind and listen for the “language of the referrals.” If someone says “I can’t, I want, or I don’t know,” that’s your cue to try and help. When you begin to do that, a whole new world of doing business opens up to you.

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    Article

    How to Minimize the Effect of Unexpected Sales Problems

    August 27, 2015 Michael W. McLaughlin

    The toughest sales problems you face are the ones that blindside you. You can prevent that from happening by considering problems you could encounter and planning your response to them. Not only will you be better prepared, but you could prevent some problems from ever happening.

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    Article

    Today’s Sellers Must Educate and Guide Buyers

    August 26, 2015 Michelle Davidson

    Forget about old-school sales tactics. Those will not work in today’s selling world. Instead educate, guide, and collaborate with buyers. Use your team’s expertise about your products, the industry, and your buyers’ challenges to lead them to the right choice

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    Podcast

    New Era of Sales Calls for a New Type of Seller

    August 25, 2015 Tom Searcy podcast button itunes button

    In sales situations, 59% of the executives who make buying decisions don’t want to meet with a salesperson. That doesn’t mean salespeople aren’t needed. It means their role has changed. They’ve become guides in what’s become a very processed-driven selling system. Listen as Tom Searcy, author of Life After the Death of Selling, explains sellers’ new roles and what sales leaders must do to ensure their teams perform well.

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    Article

    3 Sales Skills to Help You Master the Art of Persuasion

    August 24, 2015 Andy Paul

    Being able to persuasively present a value case to a prospect is important. More important, however, are sales skills such as responsiveness, product knowledge, and customer knowledge. Master those first, and you’ll be in a position where your persuasion can make a difference.

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    Article

    Improve Your Writing, Improve Your Business

    August 21, 2015 Anne Scarlett

    The quality of your writing impacts your clients’ perceptions of you and your firm’s expertise. When done well, it captures your readers’ attention to ensure they connect with your service offerings. It elevates your overall value. When done badly, it could cause you to lose business.

     

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    The 8 Cs of Effective Sales Management

    August 20, 2015 Colleen Stanley

    Are you thinking about moving into the world of sales management? Before you take a step up the career ladder, make sure you know what you are stepping up to. In this article, Colleen Stanley explains the eight core traits that make for great sales leaders.

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    Article

    Sales Success Starts with Goals and a Plan

    August 19, 2015 Michelle Davidson

    Without goals and an action plan, selling becomes a haphazard practice. Salespeople are unable to accurately predict how much they will sell or meet expectations. Follow these tips to ensure they stay on track and grow their sales muscle.

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    Podcast

    Improve Key Account Management: Create a Selling Center

    August 18, 2015 Carl Herman, Joël Le Bon podcast button itunes button

    When 80% of your business comes from 20% of your customers, it’s critical to retain and grow those accounts. The best way to manage those key accounts is through a Selling Center, a permanent team committed to the account that maintains and increases the value of the relationship over time. Listen as Carl Herman and Joël Le Bon explain how to improve your key account management.