Articles

  • 5 Reasons You Should Improve the Customer Experience

    5 Reasons You Should Improve the Customer Experience

    July 31, 2015 Ago Cluytens

    Few things have as great an impact on sales performance as customer experience. A good buying experience leads to loyal customers, more referrals, shorter sales cycles, increased up-selling and cross-selling, and trusted advisor status for salespeople.

  • The Dirty Little Secret about Subject Matter Expertise in Sales

    The Dirty Little Secret about Subject Matter Expertise in Sales

    July 30, 2015 Charles H. Green

    It just may be the dirtiest little secret in professional sales: that subject matter expertise is the key to sales success. Yes, you have to have it, but whether a buyer hires you depends on much more. In this article Charles H. Green explores what goes through buyers' minds during the decision process.

  • The Buying Experience Key to Winning Sales

    The Buying Experience Key to Winning Sales

    July 29, 2015 Michelle Davidson

    Having a great product or service is not enough to win a sale or create customer loyalty. That’s a given—an expectation. Today, the customer’s experience determines if a person buys from you. Given that, sales teams need companywide support. Provide an environment that enables sellers to provide the best possible buying experience.

  • 4 Secrets the Best Salespeople Need to Know

    4 Secrets the Best Salespeople Need to Know

    July 27, 2015 Mikita Mikado

    Buyers behave differently today than they did years ago, and selling tactics have to evolve with those differences. Star sales performers understand that and have adjusted their approach accordingly. Here's a look at four things they do that less-successful salespeople don't do.

  • Sales Leaders Must Create a Culture of Selling

    Sales Leaders Must Create a Culture of Selling

    July 24, 2015 Scott Edinger

    The companies that win most have a culture in which everyone recognizes that the sales organization is part of the competitive advantage of the business. To create that culture, sales leaders must drive the effort and focus on three fundamental principles.

  • 3 Ways to Improve Your Next Sales Presentation

    3 Ways to Improve Your Next Sales Presentation

    July 23, 2015 Michael W. McLaughlin

    It's tempting to blame PowerPoint for bad presentations. The truth is, however, sellers create most presentation slide problems. Before you give another presentation, ask yourself these three questions to make sure it generates excitement and doesn't confuse your audience.

     

  • Be Assertive, Win the Sale

    Be Assertive, Win the Sale

    July 22, 2015 Michelle Davidson

    Assertiveness is essential in the workplace, especially in sales. You have to be willing to call prospects, ask buyers questions, offer opinions, and even sometimes challenge their ideas. Doing so ensures you uncover the true need and offer the best solution.

  • How to Distinguish Between Suspects, Prospects, and Leads

    How to Distinguish Between Suspects, Prospects, and Leads

    July 20, 2015 Frank Paterno

    Knowing if a potential customer is a suspect, prospect, or qualified lead can give you an advantage. It helps you determine how to best approach the buyer, and it ensures you give them exactly what they're looking for. Learn their differences and what they want from you.

  • Radically Reframe Your Client's Problem to Maximize Your Impact

    Radically Reframe Your Client's Problem to Maximize Your Impact

    July 17, 2015 Andrew Sobel

    Sometimes you need to take a more radical approach to reframe your client's problem. You need to help them see things from a different perspective. In this article, Andrew Sobel explains five radical reframing options that help you identify the right problem and the best, highest-impact solution.

  • Are You Hiring for Sales EQ and Sales IQ?

    Are You Hiring for Sales EQ and Sales IQ?

    July 16, 2015 Colleen Stanley

    There is nothing that will make a sales manager's job easier than hiring salespeople who have the right skills. The key is to hire people who have emotional intelligence skills, as well as good sales skills. To ensure new hires have the EI skills to complement their high sales IQs, look for these three qualities.