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    Article

    Sales vs. the Consultant: How to Prevent a Grudge Match

    September 4, 2015 Sona Jepsen

    Bringing in an outside consultant can make sellers feel threatened and create an adversarial relationship. It doesn’t have to be that way. Follow these six steps to help sales team members make friends with consultants and create a powerhouse team that improves sales and client relationships.

     

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    Article

    Selling from Inside Your Client’s Shoes

    September 3, 2015 Charles H. Green

    Each person in a sales meeting brings his own concerns to the table. When you can get their thoughts out into the open, listen to the buyers’ concerns, and empathize, you can positively—and dramatically—affect the sale and the whole customer relationship. To do that, listen for the cues and have the courage to encourage discussion about them.

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    Article

    4 Ways to Increase Sales

    September 2, 2015 Michelle Davidson

    Sales professionals are often looking for the silver bullet to increase sales—the #1 tactic, the best strategy, the one thing you need, etc. The reality is no one thing will make selling easier or faster. Sales is hard work, and you have to put in the effort to see the results. Here’s a look at four things you can do.

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    Podcast

    Advanced Sales Tools that Sellers Need to Compete

    September 1, 2015 Monte Wilson podcast button itunes button

    Having a CRM to enable your sales team is just table stakes. Today, sellers need advanced tools to help with their sales efforts—tools such as predictive analytics software, cloud-based document software, and e-signature software. Listen as Monte Wilson, Vice President, Head of Americas Field Operations for Digital Media at Adobe Systems, discusses how those types of tools help companies win sales—and close them faster—and develop longtime relationships with customers.

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    Article

    Target Your Ideal Clients, Not All Clients

    August 31, 2015 Colleen Francis

    The most profitable companies are those who sell to a target audience. By targeting your ideal clients, you spend time and energy selling to people most likely to buy from you. The result is more sales and a faster sales process. In this article, Colleen Francis explains how to identify your ideal clients.

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    Article

    Standing in the Middle of Referrals

    August 28, 2015 Ivan Misner

    To get referrals, you should give referrals. And to give referrals, you need to open your mind and listen for the “language of the referrals.” If someone says “I can’t, I want, or I don’t know,” that’s your cue to try and help. When you begin to do that, a whole new world of doing business opens up to you.

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    Article

    How to Minimize the Effect of Unexpected Sales Problems

    August 27, 2015 Michael W. McLaughlin

    The toughest sales problems you face are the ones that blindside you. You can prevent that from happening by considering problems you could encounter and planning your response to them. Not only will you be better prepared, but you could prevent some problems from ever happening.

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    Article

    Today’s Sellers Must Educate and Guide Buyers

    August 26, 2015 Michelle Davidson

    Forget about old-school sales tactics. Those will not work in today’s selling world. Instead educate, guide, and collaborate with buyers. Use your team’s expertise about your products, the industry, and your buyers’ challenges to lead them to the right choice

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    Podcast

    New Era of Sales Calls for a New Type of Seller

    August 25, 2015 Tom Searcy podcast button itunes button

    In sales situations, 59% of the executives who make buying decisions don’t want to meet with a salesperson. That doesn’t mean salespeople aren’t needed. It means their role has changed. They’ve become guides in what’s become a very processed-driven selling system. Listen as Tom Searcy, author of Life After the Death of Selling, explains sellers’ new roles and what sales leaders must do to ensure their teams perform well.

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    Article

    3 Sales Skills to Help You Master the Art of Persuasion

    August 24, 2015 Andy Paul

    Being able to persuasively present a value case to a prospect is important. More important, however, are sales skills such as responsiveness, product knowledge, and customer knowledge. Master those first, and you’ll be in a position where your persuasion can make a difference.