Articles

  • Don't Waste Your—or Your Prospect's—Time

    Don't Waste Your—or Your Prospect's—Time

    April 1, 2015 Michelle Davidson

    We waste a lot of time during our day. Sometimes it's beyond our control, and sometimes we are to blame. You can eliminate waste by getting rid of ineffective, outdated processes and doing things that add value to the buyer.

  • How to Find Your Winning Sales Team

    How to Find Your Winning Sales Team

    March 30, 2015 Colleen Francis

    To find the best sales reps for your team, you need a large pool of candidates from which to choose. And to get that large pool, you must be ubiquitous. Be creative in your search, and use multiple resources to cast a wide net. These five techniques will help you get started.

  • 6 Follow-up Tactics to Win Over Prospects

    6 Follow-up Tactics to Win Over Prospects

    March 27, 2015 Justin McGill

    When following up with prospects, don't send them a thing until you are sure what you are sending is interesting, valuable, and adds to the conversation. To help you do that, Justin McGill offers six follow-up ideas that go beyond typical "checking in" emails.

  • In Selling, How Much Is Just Enough?

    In Selling, How Much Is Just Enough?

    March 26, 2015 C.J. Hayden

    If you can determine how much of anything is just enough to bring in the level of business you want, you can create a functional sales plan that allows you to sleep at night. The trick is finding that just-enough point. In this article, C.J. Hayden offers advice to help you find that sweet spot.

  • Keep the Social in Social Selling

    Keep the Social in Social Selling

    March 25, 2015 Michelle Davidson

    When using social media as a sales tool, keep in mind the one thing that drives social media: relationships. Social selling is about making connections and developing relationships with those people. Your goal should be to create a mutually beneficial relationship.

  • 5 Things You Can Do Today to Boost Sales via Twitter

    5 Things You Can Do Today to Boost Sales via Twitter

    March 23, 2015 Shannon Belew

    When using Twitter as part of your social selling strategy, you should have a mix of relationship-building efforts and lead generation strategies. To help you do that, Shannon Belew offers several tactics that enable sellers to build mutually beneficial relationships and generate sales.

  • LinkedIn Is a Social Selling Goldmine

    LinkedIn Is a Social Selling Goldmine

    March 20, 2015 Kevin Knebl

    LinkedIn is the sales professional's best friend. With it, you can create, nurture, and deepen business relationships—which leads to sales and endless referrals. The key is to develop Know-Like-Trust relationships with people. In this article, Kevin Knebl explains three things you can do to make the best use of LinkedIn to improve your social selling.

  • Does Social Selling Really Work?

    Does Social Selling Really Work?

    March 19, 2015 Jill Konrath

    You might question whether social selling works. Is it worth the time and effort it takes to build your online brand, search for information about prospects, connect with new people, and especially, share your insights? In a word, yes—if you approach it the right way.

  • Why You Need to Give to Get

    Why You Need to Give to Get

    March 18, 2015 Michelle Davidson

    In sales, you can't expect buyers to just plunk down their dollars and buy from you. You must give to them first. Give them educational content, demonstrate your value, trust them, be willing to take a risk on them, and be respectful. You'll have greater success if you do. 

  • 5 Principles to Help You Get Past the Gatekeeper

    5 Principles to Help You Get Past the Gatekeeper

    March 16, 2015 EksAyn Anderson

    Salespeople have plenty of techniques to help them get past gatekeepers. They will be successful, however, only if those techniques are grounded in solid principles. In this article, EksAyn Anderson explains five principles that apply across all situations and will help sellers get appointments with decision makers.