Articles

  • Building the Proper Incentive Structure for Your Sales Team

    Building the Proper Incentive Structure for Your Sales Team

    May 29, 2015 Daniel MacDonald

    Keeping your sales team motivated is essential for hitting sales quotas. Giving them extra incentive to go above and beyond can make a major impact on your business. If you don't already have an incentive structure in place or are considering changing your current program, here are some things to consider.

  • 3 Curveballs Buyers Throw that Can Kill a Sale

    3 Curveballs Buyers Throw that Can Kill a Sale

    May 28, 2015 Vickie K. Sullivan

    Sometimes the best groundwork doesn't prepare you for out-of-the-blue buyer developments that can kill a deal in an instant. In this article, Vickie K. Sullivan explains three of the most common curveballs buyers throw, what causes their behavior, and how to respond to them.

  • Improve Conversations with Customers: Make a Personal Connection

    Improve Conversations with Customers: Make a Personal Connection

    May 27, 2015 Michelle Davidson

    You read all of the time about how people are busy and don't have the time or patience for long emails or long-winded phone conversations—that you need to get your point across quickly. That might be true, but you must still make a personal connection with them if you want them to respond.

  • 15 Dating Tips to Boost Your Sales Success

    15 Dating Tips to Boost Your Sales Success

    May 25, 2015 David Newman

    Selling is a lot like dating. If you act like a superficial blowhard concerned about your own interests, you're sure to fail. But if you are genuine, ask questions, and show interest, success is only a matter of time. 

  • 8 Factors for a Strong Inside Sales Pipeline

    8 Factors for a Strong Inside Sales Pipeline

    May 22, 2015 Elisa Ciarametaro

    The benefits of hiring an inside sales representative may vary from great to none. Success depends on effective and consistent inside sales management. If you want to see more income from your sales pipeline, make sure management includes these eight things.

     

  • Trust Takes Time—Not

    Trust Takes Time—Not

    May 21, 2015 Charles H. Green

    Customers are busy, which makes salespeople think brief messages devoid of personal comments are the best tactic for email messages. The opposite is true. If you use those few seconds to make a personal connection and take a risk, you can quickly encourage trust and lead to productive conversations.

     

  • To Get Referrals, Build Relationships

    To Get Referrals, Build Relationships

    May 20, 2015 Michelle Davidson

    Referral business is the best business, but you have to earn it. That's because, like with everything related to selling, it's about relationships—relationships with your referral sources, as well as with the referred prospect. And strong relationships take work—to develop trust, confidence, and even friendship. 

  • Get Referrals without Asking: Use the Power of Your 'Personal Why'

    Get Referrals without Asking: Use the Power of Your 'Personal Why'

    May 18, 2015 Bill Cates

    When you share your Personal Why—why you believe in the work you do—with clients, you create a bond with them that leads to new business and referrals. In this article, Bill Cates explains how to determine your Personal Why and how to use it in client conversations.

  • Referral Business Is the Best Business

    Referral Business Is the Best Business

    May 15, 2015 Babette Ten Haken

    Referral business is the best kind of business, but you have to earn it. And it doesn't happen overnight. By working with your customers and colleagues to add value to their business, you earn their trust and confidence. They, in turn, become your greatest advocates.

  • You Just Got a Great Referral—Now What?

    You Just Got a Great Referral—Now What?

    May 14, 2015 Michael W. McLaughlin

    Congratulations, you just received a referral. Before you dive in and research the opportunity, contact the person who referred you. He is just as important as the prospective client. Treat that relationship with respect, and you'll position yourself to receive future referrals.