• Live Events

    Podcast

    To Win More Sales, Tell More Stories

    June 2, 2015 Annette Simmons podcast button itunes button

    Products and services are more complex. We use different media to communicate. And we communicate less face to face. As a result, our communication is often boring and superficial. It does not include intuitive information or the experiential aspect of what we're trying to say. Storytelling can fix that, says Annette Simmons, author of Whoever Tells the Best Story Wins.

  • Live Events

    Article

    7 Sales Leadership Strategies that Lead to Higher Profits

    June 1, 2015 Tim Dixon-Phillip

    A good buying experience equals more sales. The challenge is identifying the strengths and weaknesses of your buying process. To get a handle on those, companies are implementing seven strategies that measure sales and service capabilities throughout the entire customer journey.

  • Live Events

    Article

    Building the Proper Incentive Structure for Your Sales Team

    May 29, 2015 Daniel MacDonald

    Keeping your sales team motivated is essential for hitting sales quotas. Giving them extra incentive to go above and beyond can make a major impact on your business. If you don't already have an incentive structure in place or are considering changing your current program, here are some things to consider.

  • Live Events

    Article

    3 Curveballs Buyers Throw that Can Kill a Sale

    May 28, 2015 Vickie K. Sullivan

    Sometimes the best groundwork doesn't prepare you for out-of-the-blue buyer developments that can kill a deal in an instant. In this article, Vickie K. Sullivan explains three of the most common curveballs buyers throw, what causes their behavior, and how to respond to them.

  • Live Events

    Article

    Improve Conversations with Customers: Make a Personal Connection

    May 27, 2015 Michelle Davidson

    You read all of the time about how people are busy and don't have the time or patience for long emails or long-winded phone conversations—that you need to get your point across quickly. That might be true, but you must still make a personal connection with them if you want them to respond.

  • Live Events

    Podcast

    Talking with Customers Is Like Talking with Hostage Takers

    May 26, 2015 Mark Goulston podcast button itunes button

    Hostage takers and your customers have different wants, but how you communicate with them to get to your desired result is the same. The goal is to keep the person talking. In this podcast, Mark Goulston, author of Just Listen, explains how to keep customers talking until they sell themselves on your solution.

  • Live Events

    Article

    15 Dating Tips to Boost Your Sales Success

    May 25, 2015 David Newman

    Selling is a lot like dating. If you act like a superficial blowhard concerned about your own interests, you're sure to fail. But if you are genuine, ask questions, and show interest, success is only a matter of time. 

  • Live Events

    Article

    8 Factors for a Strong Inside Sales Pipeline

    May 22, 2015 Elisa Ciarametaro

    The benefits of hiring an inside sales representative may vary from great to none. Success depends on effective and consistent inside sales management. If you want to see more income from your sales pipeline, make sure management includes these eight things.

     

  • Live Events

    Article

    Trust Takes Timeā€”Not

    May 21, 2015 Charles H. Green

    Customers are busy, which makes salespeople think brief messages devoid of personal comments are the best tactic for email messages. The opposite is true. If you use those few seconds to make a personal connection and take a risk, you can quickly encourage trust and lead to productive conversations.

     

  • Live Events

    Article

    To Get Referrals, Build Relationships

    May 20, 2015 Michelle Davidson

    Referral business is the best business, but you have to earn it. That's because, like with everything related to selling, it's about relationships—relationships with your referral sources, as well as with the referred prospect. And strong relationships take work—to develop trust, confidence, and even friendship.