May 29, 2015
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.
May 28, 2015
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.
May 27, 2015
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.
May 25, 2015
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.
May 22, 2015
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.
May 21, 2015
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.
May 20, 2015
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.
May 18, 2015
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.
May 15, 2015
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.
May 14, 2015
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.