Articles

  • 4 Coaching Tactics to Improve Sellers' Results

    4 Coaching Tactics to Improve Sellers' Results

    May 1, 2015 Scott Edinger

    Requesting sales forecasts, reviewing pipelines, and other sales activities aren't coaching. If you want your sales team to perform better, you have to dedicate time, effort, and energy to coaching. Use these four sales coaching tactics to improve their selling skills.

  • 3 Ways Sales Managers' Competence Impacts Sales Results

    3 Ways Sales Managers' Competence Impacts Sales Results

    April 30, 2015 Colleen Stanley

    A key difference between great sales managers and average sales managers is competence. If you can demonstrate your competence, your salespeople will trust you and follow your advice and guidance. And when your salespeople trust you and follow you, sales results improve.

  • How You Communicate Determines If You Win the Sale

    How You Communicate Determines If You Win the Sale

    April 29, 2015 Michelle Davidson

    When all things are equal—the same product or service and similar price—the ability to communicate well can be the thing that causes people to hire you (or your company) or continue their relationship with you. Know not just what to say, but how to say it so buyers like and trust you.

  • Honesty Is Your Best Bet for Making a Sale

    Honesty Is Your Best Bet for Making a Sale

    April 27, 2015 Todd Bryant

    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.

  • 12 Super-short Emails to Revive a Dead Prospect

    12 Super-short Emails to Revive a Dead Prospect

    April 24, 2015 David Newman

    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.

  • [Video] Why You Must Frame Your Sales Conversations with Assumptions

    [Video] Why You Must Frame Your Sales Conversations with Assumptions

    April 23, 2015 Jill Konrath

    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.

  • Your Sales Career Depends on These

    Your Sales Career Depends on These

    April 22, 2015 Michelle Davidson

    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.

  • The Marketing Leads Are Junk

    The Marketing Leads Are Junk

    April 20, 2015 Randy Shattuck

    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.

  • Qualities You Want in New Sales Hires

    Qualities You Want in New Sales Hires

    April 17, 2015 Brittni Brown

    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.

     

  • 3 Reasons Prospects Don't Call You Back

    3 Reasons Prospects Don't Call You Back

    April 16, 2015 Vickie K. Sullivan

    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.