April 27, 2015
Sales professionals worth their salt try to help buyers, not manipulate them. They understand honesty will take them a long way and will sustain their business much better than cutthroat sales tactics. Here's a look at how honesty can help you win sales and grow accounts.
April 24, 2015
Your prospect has stopped responding. Voice mail and email go unanswered. You're left wondering where things stand. Here are 12 super-short emails to help revive them—get them to declare yes or no—so you can move forward or declare them officially dead.
April 23, 2015
We are told to never assume. In sales, however, you want to take an assumptive approach. When you assume your prospects have similar issues and concerns, you can frame your sales conversations to showcase your expertise. And buyers will be more interested in what you have to say.
April 22, 2015
Getting a job and advancing your career still has challenges. In addition to having the hard skills required—how to cold call, compose sales emails, write a proposal—sales professionals also need softer skills, such as collaboration, emotional intelligence, and observation.
April 20, 2015
To avoid the "these leads are junk" issue, sales and marketing must be in alignment. Make sure they agree on what constitutes a good lead and who your ideal client is. Then make sure the pieces are in place to attract, qualify, and nurture those leads.
April 17, 2015
The role of the typical salesperson is changing. Technological advances have created new selling scenarios and created a demand for new sales skills. As sales managers look to hire new representatives, they need to look for these three qualities in job candidates.
April 16, 2015
When prospects go silent, it's easy to think you said or did something wrong during your last conversation with them. In most cases, however, something occurred after you hung up the phone. Here are three things that probably happened.
April 15, 2015
Continual sales training allows sales reps to keep their skills sharp, to achieve personal goals, and to meet corporate goals. The key is to create a sales training program that meets individuals' needs and provides post-training support that helps reps implement what they learn.
April 14, 2015
Quick-fix sales training programs don't work. Your best option is to think of training as an ongoing strategic initiative that provides continuous support, learning, and implementation assistance for the sales force. These six guiding principles will help you achieve that.
April 13, 2015
You can train salespeople how to make a phone call, demonstrate a product, respond to a lead, and make a presentation. But unless they are taught the "why" behind the "how," they will never maximize their potential and develop consistency in their results.