• 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.

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    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.

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    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.

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    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.

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    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. 

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    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.

     

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    Article

    Trust Takes Time—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.

     

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    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. 

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    Podcast

    How to Ask for—and Receive—Qualified Referrals

    May 19, 2015 Joanne Black podcast button itunes button

    Referrals are a salesperson's biggest competitive differentiator. The produce the highest quality leads and can shorten the sale cycle. The problem is many people don't ask for referrals or they don't know how to ask for them. Listen as Joanne Black discusses how to ask, as well as how to get started creating a referral system. 

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    Article

    Get Referrals without Asking: Use the Power of Your 'Personal Why'

    May 18, 2015 Bill Cates

    When you share your Personal Why—why you believe in the work you do—with clients, you create a bond with them that leads to new business and referrals. In this article, Bill Cates explains how to determine your Personal Why and how to use it in client conversations.