Articles

  • 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.

     

  • Meeting Sellers' Educational Needs

    Meeting Sellers' Educational Needs

    April 15, 2015 Michelle Davidson

    Continual sales training allows sales reps to keep their skills sharp, to achieve personal goals, and to meet corporate goals. The key is to create a sales training program that meets individuals' needs and provides post-training support that helps reps implement what they learn.

  • 6 Secrets to Building a World-Class Sales Training Program

    6 Secrets to Building a World-Class Sales Training Program

    April 14, 2015 Ago Cluytens

    Quick-fix sales training programs don't work. Your best option is to think of training as an ongoing strategic initiative that provides continuous support, learning, and implementation assistance for the sales force. These six guiding principles will help you achieve that.

  • Sales Education Is as Important as Sales Training

    Sales Education Is as Important as Sales Training

    April 13, 2015 Andy Paul

    You can train salespeople how to make a phone call, demonstrate a product, respond to a lead, and make a presentation. But unless they are taught the "why" behind the "how," they will never maximize their potential and develop consistency in their results.

  • Continual Sales Training Is a Must

    Continual Sales Training Is a Must

    April 10, 2015 Ken Thoreson

    Sales professionals need continual training. Doing so ensures their skills remain sharp and that their objectives align with corporate goals. For your sales training program to succeed, make sure it has these three components.