Articles

  • Standing in the Middle of Referrals

    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.

  • How to Minimize the Effect of Unexpected Sales Problems

    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.

  • Today’s Sellers Must Educate and Guide Buyers

    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

  • 3 Sales Skills to Help You Master the Art of Persuasion

    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.

  • Improve Your Writing, Improve Your Business

    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.

     

  • The 8 Cs of Effective Sales Management

    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.

  • Sales Success Starts with Goals and a Plan

    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.

  • 6 Powerful Prospecting Tips to Build Your Business

    6 Powerful Prospecting Tips to Build Your Business

    August 17, 2015 John Boe

    For many salespeople, prospecting for new business is the most challenging and stressful aspect of the selling process. Your long-term financial success depends on it, though. To facilitate the process, John Boe offers these six prospecting tips to help you keep your appointment calendar filled with qualified prospects.

  • Action Plan for Getting an Accurate Sales Forecast

    Action Plan for Getting an Accurate Sales Forecast

    August 14, 2015 Ken Thoreson

    Sales leaders often struggle to get an accurate sales forecast. To remedy the problem, they must first understand what causes the problem. Once they uncover the reasons, Ken Thoreson suggests following this three-step action plan.

  • Build Sales Muscle: Break from Your Comfort Zone

    Build Sales Muscle: Break from Your Comfort Zone

    August 13, 2015 Jill Konrath

    Stepping out of your comfort zone is tough, but you have to do it if you want to grow as a salesperson. The more you do something, the stronger your sales muscle becomes—and the easier it gets to do those fear-inducing things.