Articles

  • Why Referrals Fall Through

    Why Referrals Fall Through

    March 5, 2015 Vickie K. Sullivan

    It's easy to assume that a strong referral means a done deal. That's not true in this competitive market. All referrals do now is provide you with a temporary benefit of the doubt. You still have obstacles to overcome. Here's a look at three challenges and how to handle them.

  • Striving for Sales Perfection

    Striving for Sales Perfection

    March 4, 2015 Michelle Davidson

    While some people seem to have been born to sell, most need coaching or training. Even sales managers who coach their teams need guidance. Given that, here are a few things you can do to be a better salesperson.

  • Sales Success Depends on Your Ability to Provide Insight

    Sales Success Depends on Your Ability to Provide Insight

    March 2, 2015 Michelle Davidson

    The days of customers needing salespeople to get information about what a product does, how much it costs, and even make a purchases are long gone. To succeed, sales reps need to step up their game as consultative sellers and provide insight to buyers.

  • 3 Tips to Help Sales Managers Be Better Coaches

    3 Tips to Help Sales Managers Be Better Coaches

    March 2, 2015 Colleen Stanley

    Most sales managers teach their sales teams new selling skills and behaviors. Often, however, their salespeople struggle with what they are being taught. In this article, Colleen Stanley explains why that happens and offers tips to help sales managers improve their coaching skills. 

  • Lead Generation: 3 Ideas for Producing Content that Attracts Buyers

    Lead Generation: 3 Ideas for Producing Content that Attracts Buyers

    February 26, 2015 Michael W. McLaughlin

    Publishing content is essential to growing business. The challenge is consistently producing quality content that buyers want, as well as finding time to create the content. These three tips from Michael W. McLaughlin help you handle both. 

  • Want to Be a CEO's Trusted Advisor? Do These 8 Things

    Want to Be a CEO's Trusted Advisor? Do These 8 Things

    February 26, 2015 Andrew Sobel

    Executives want and need trusted advisors. How do you earn your seat at the table? By doing these eight essential things. They're the ingredients of great long-term trusted partnerships.

     

  • Apply Your Own 'Secret Sauce' to the Sales Process

    Apply Your Own 'Secret Sauce' to the Sales Process

    February 25, 2015 Michelle Davidson

    Each salesperson should be allowed to add their own "secret sauce" to the process. Doing so allows them to tap their individual strengths, which leads to more creativity, happier salespeople, and more sales.

  • Selling to Competitors' Dissatisfied Customers: Challenging, but Not Impossible

    Selling to Competitors' Dissatisfied Customers: Challenging, but Not Impossible

    February 23, 2015 Babette Ten Haken

    Targeting new business based on prospects' unhappiness with previous providers comes with unique challenges. Their skepticism and trust issues can complicate and extend the selling cycle. You can overcome them, but it will take more time, research, and strategic conversations.

  • Use the SALE Methodology to Counter Any Buyer Objection

    Use the SALE Methodology to Counter Any Buyer Objection

    February 20, 2015 Colleen Francis

    Buyer questions and objections are a way of life in the sales world. How you handle them makes the difference between winning the sale and losing the buyer forever. This is where the SALE methodology can help. Use it to continue the conversation, keep the buyer engaged, and keep the process moving forward.

  • How to Make Follow-Up with Prospects a Pleasure, Not a Chore

    How to Make Follow-Up with Prospects a Pleasure, Not a Chore

    February 19, 2015 C.J. Hayden

    Follow-up calls with prospects can feel like a dreaded chore. They don't have to be that way. Using these seven alternative approaches, you can have more pleasurable, helpful, and relationship-oriented conversations with prospects and referral sources.