Subscribe: Business: Sales Articles from
Added By: Feedage Forager Feedage Grade B rated
Language: English
business  call  company  good  make  people  prospect  prospects  sale  sales  selling  time  top sales  top  week  work 
Rate this Feed
Rate this feedRate this feedRate this feedRate this feedRate this feed
Rate this feed 1 starRate this feed 2 starRate this feed 3 starRate this feed 4 starRate this feed 5 star

Comments (0)

Feed Details and Statistics Feed Statistics
Preview: Business: Sales Articles from

Business:Sales Articles from

Published: Tue, 20 Mar 2018 01:31:16 -0500


Building Rapport - It's The Little That Matter Most

Mon, 19 Mar 2018 14:55:48 -0500

We've all been there: you're in the middle of something and your phone rings and it's a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters. And if you listen for just 2 minutes longer, your hunch is confirmed - it's either a "good" call or a "used car salesman" call. And unfortunately, many calls these days sound like the latter. So what can you do to instantly make your calls better? It all starts with focusing on building rapport. Rapport is simply defined as making a true connection with the person you are speaking with, rather than treating them as a prospect you can sell your product or services to. Ultimately, it's about treating your prospect with respect, you know, the way you would like to be treated.

For Success In Any Business Organization, Everybody Must Sell

Tue, 13 Mar 2018 13:02:48 -0500

If you want a successful business, you need to ask four key sales-related questions of your entire staff, not just your sales representatives. Answering the four questions can lead to better customer relationships and increase future sales.

The Proper Way To Follow Up On A Lead

Sat, 10 Mar 2018 12:03:09 -0600

The secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing your way through your sales career. Think about it: you wouldn't want a dentist to make it up as he goes along, would you? Of course not! You count on your dentist to be prepared and trained on the up to date, best practices for handling your dental situation. The same is true in sales.

Catering Equipment Sales: Types of Sales

Tue, 06 Mar 2018 08:10:23 -0600

Throughout the year there are many sales that take place, some occur on a daily basis, others occur weekly, monthly, seasonally or on special occasions. If you are a bargain hunter then you are always keeping an eye out for the sales, especially if you are a restaurant owner who wants to keep costs low. Here are the types of sales that take place throughout the year.

Is This a Good Time to Speak?

Mon, 05 Mar 2018 15:04:35 -0600

How do you feel about this opening? People either love it or hate it. Some sales people think it's a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this opening believing that it gives the prospect control of the call and an easy way to get rid of them. So which way is right? The answer is the latter-but with some qualifiers.

Nurturing Leads to Benefit Your Business

Mon, 05 Mar 2018 15:01:47 -0600

When it comes to making connections and eventually converting your leads to clients, it may not be enough to simply post top-notch content. You need to make those leads feel as though you are speaking directly to them and nobody else.

4 Powerful Tony Robbins Quotes That Can Increase Your Sales

Tue, 27 Feb 2018 08:57:38 -0600

Every time I talk about Tony Robbins, I feel intense emotions. Tony taught me a lot and made a difference in my private and professional life.

I Doubled My Income in 90 Days Using This Technique

Mon, 26 Feb 2018 07:15:50 -0600

Seems too good to be true, doesn't it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn't very good back then. I didn't know what I was doing wrong, so when I heard Stan make this claim, I was all in.

5 Reasons Why You Probably Need Cash For Cars

Thu, 22 Feb 2018 15:03:52 -0600

There is a frequent increment in the amount of junk car nowadays and they need to be disposed of safely for the eco friendly environment. Some thoughtful company came with a concept of disposing of these useless cars via safer means. And the seller will get reasonable amount just by selling their junk car.

Getting Clients to Attend Your Seminars

Wed, 21 Feb 2018 07:04:02 -0600

For many people in business, a major sales and customer relationship management goal is to try and get customers to attend your seminars, conferences and sales events etc.Unfortunately, such efforts often fail. Some of the commonest reasons given by potential attendees, as to why they did not actually attend, are given below.

What Level Are You Playing At Everyday?

Mon, 19 Feb 2018 09:02:20 -0600

Have you ever wanted to improve an area in your business and/or life? Do you ever find yourself feeling frustrated and you're not seeing results that you wanted? And if yes, please keep on reading.

Cold Calling: Stop Pitching the Gatekeeper

Mon, 12 Feb 2018 14:49:03 -0600

I was talking with a client last week about some of his new employees. He told me that some of them are struggling to get through to decision makers, and he thought it was because they were "pitching the gatekeeper." I listened to some of his calls, and he was right! Here is the mistake: Many sales reps have never been taught the proper way to deal with gatekeepers, so after being screened out by them, they take the attitude that "If only they (the gatekeeper) knew how much this would benefit the (decision maker), then they'd put me through!" So they start pitching them...

Why Motivation Isn't Enough

Mon, 05 Feb 2018 15:25:00 -0600

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do - that I had the ability and potential to do - if I choose to. And during the last week, I explored many areas where I had a lot more knowledge, and even training, than my results in those areas showed. I now had a strong desire to learn what was holding me back, and, as I said, I was motivated to finally learn how to use more of what I had. This led me to think I knew what was missing: motivation. I obviously had lacked the proper motivation or a strong enough desire to put my ability and knowledge to use. I couldn't wait to meet with him again, and that meeting took place on the following Monday. As usual, he asked me how my week's experiment had gone. I told him I'd found that I knew a lot more about things than I was using. He smiled that smile again, and this time I smiled back.

Knowledge Is Power - Or Is It?

Mon, 29 Jan 2018 15:17:05 -0600

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could I get into ideal physical shape and run that marathon one day, and many other things. Perhaps the most revealing aspect of this exercise was listening to my self-talk as my initial answers came. For example, when I asked myself if I could write a bestselling book, my automatic self-talk was, NO! I was amazed by the flurry of supporting thoughts - and by how quickly they came - as to why I couldn't. Things like I had never written a book before; It was really who you know, not how well you can write; And I even thought that there are many, many other writers better than I was who never wrote a bestselling book.

The ABC's of Selling Are Powerful, But Are Not What You Think

Sat, 27 Jan 2018 07:56:05 -0600

Today, the sales ABC's are not what you think they are! There was a time if you asked me to recite the sales ABCs for selling success I would proudly trumpet Always Be Closing. That was then.

Do You Have What It Takes?

Mon, 22 Jan 2018 07:13:54 -0600

I remember my first sales job out of college. It was working for a company that sold investments - limited and general partnerships - to high net worth individuals around the country. My job was to make 150 cold calls a day, identify prospects, and then send out a brochure that I would follow up on a few days later to pitch and try to close. It was hard going, lots of resistance and lots of hang ups. Frankly, I wasn't very good at it. Soon I began to long for the care-free days of college life.

Secret Solutions to Effective Sales Conversations Identified

Mon, 08 Jan 2018 09:54:52 -0600

Secret Solutions to Effective Sales Conversations Identified Ensuring productivity at work can be challenging. Optimize time recovered and the ideal way is to overcome distractions. Implementing communication tools like an inner messenger is going to boost productivity. Since it promotes collaboration between workers. The way to grow a sales team's productivity is to supply them with qualified leads. The ideal way to boost ANY sales team's productivity and efficiency. Supply them with the tools to do their job.

Cultural Strategies for Alignment of Sales and Marketing

Fri, 29 Dec 2017 10:13:27 -0600

Creating a cultural alliance of sales and marketing in your company will create a positive impact. Enabling the culture should be an imperative dynamic of the organizations strategy.

Why FEAR of Making an Offer to Your Ideal Client Is Costing You the Lifestyle of Your Dreams

Wed, 20 Dec 2017 13:32:47 -0600

One simple but most important thing to overcome the fear of making an offer to your ideal client. As a coach I see this over and over again people FEAR sales and are blocked emotionally. Here is a way to change this.

Customers and Processes - How to Survive

Sun, 17 Dec 2017 08:44:27 -0600

Customers and processes are the key ingredients if you are to survive in this economy. Regardless of your position or occupation, you absolutely need these two elements. Element number one is more customers. The second is viable processes.

Convincing People That Your Brand Is the Best Choice

Thu, 07 Dec 2017 15:08:37 -0600

Whether you own your business or you work for someone else, the chances are really good that you will need to get involved with marketing that business so that you can be successful and bring that business to the next level (in the not-to-distant future). In order to do that, you need to make other people feel that your brand and your offerings are the best choices for them and that you are the one who can solve their problem. Having the ability to convince other people that they need you and only you When...

How Can I Beat a Lie Detector?

Tue, 05 Dec 2017 06:57:22 -0600

The other day I watched that Seinfeld episode where Jerry put himself in a situation where he had to take a lie detector test. (he was dating this lady cop and she asked him if he watched the TV series "Melrose Place" which of course he lied and said he didn't, but she didn't believe him so he had to take test) So he was talking to Elaine and he was telling her "what can I do? Maybe I'll try to beat the machine", and she said, "who do you think you are - Costanza?

Rocky Balboa's Salesmanship Strategies

Tue, 28 Nov 2017 19:09:48 -0600

I love the Rocky movies, and what Gen-Xer wouldn't? Oh, the many memories of running on the beach training hard with the Rocky songs in my head. Remember the fight for the championship in Rocky 2, where he started the fight as a regular right-handed boxer only to switch in the end back to southpaw to win the fight?

The Most Powerful Conversation You Can Have With a Prospect

Sat, 25 Nov 2017 08:51:43 -0600

It's tempting to talk about what we know, instead of what your prospect wants to know. Here's how to change your approach and have a successful sales conversation.

The Monkey That'll Teach You How To Sell

Sat, 25 Nov 2017 08:46:38 -0600

Would you try selling your product to a chimpanzee? Sounds like a dumb question right? But don't judge quite yet - here's a story of a most successful, chimp-talking marketer that will teach you how to skyrocket your sales

The Best Sales Follow Up Tool to Make More Commission

Fri, 24 Nov 2017 08:35:23 -0600

The best sales follow up tool to make more commission leading to great results is not at all complicated. Get more sales, more clients, a bigger network when you stay connected. The gold is in the follow up.

The Only Mindset You Need To Become A Top Salesperson

Tue, 21 Nov 2017 21:13:39 -0600

After spending many years in the sales arena, I realized that there are specific characteristics that set apart top sales people from the average ones and the same is true for those who are not successful in sales and these characteristics are the same regardless of the type of business you are in as a sales person. They go to work to work The top sales people go to work to work, It should be a common sense, right?

List Building Tools - The Fortune Is in the Follow Up

Fri, 17 Nov 2017 07:20:21 -0600

List building tools are the foundation for earning a six figure sales commission income. Most automobile salespeople consider the vehicles on the lot as their inventory. Wrong!

5 Quick Secrets To Compelling Emails

Mon, 13 Nov 2017 15:36:01 -0600

Want to get your emails returned? Who doesn't... Many of us would settle for just getting our emails read! Let's face it: prospects get hundreds of emails per week and there is a slim chance they are going to read - let alone respond to - an email from a sales rep.

Tackling the Problem of Sales Engagement With Your CRM

Wed, 01 Nov 2017 11:15:22 -0500

A 3-Step guide to improving the sales engagement with your CRM system. Improving data quality and giving your greater insight into your business.

From Sewer-Line to Pipeline With Insight Selling

Mon, 30 Oct 2017 13:25:26 -0500

Here's a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight. As they achieve true sales wisdom, it's like they're using GPS while the competition is selling blind.

How To Boost Your Holiday Sales Using BOGO

Tue, 17 Oct 2017 14:57:20 -0500

The holiday season is peak season for most small businesses. One of the most overlooked marketing tricks to boost holiday sales is using BOGO (buy-one-get-one) offers.

5 Ways a Copywriter Can Help You

Sun, 08 Oct 2017 21:05:38 -0500

Also known as "web copy", a copywriter can help you explain concepts and persuade online readers to do something positive. The buzzword today is content. Marketers use the word content to describe anything on a website or published on social media.

Negotiating Is Key

Tue, 03 Oct 2017 14:12:24 -0500

Negotiating is a skill that can be obtained through various methods but it all comes down to practicing and learning from your mistakes. Get a better understanding of negotiating and what it can get you.

What to Do When a Prospect Breaks Your Heart

Fri, 29 Sep 2017 07:17:37 -0500

Losing a prospect when you've nurtured the relationship can be painful. How do you put yourself in the best position for your prospect to choose you?

Doctor or Salesperson - Which Would You Rather Be?

Thu, 28 Sep 2017 07:53:03 -0500

Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: $187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical science liaisons at $132,842. When I was growing up, my parents wanted me to be a doctor - or a lawyer. They argued that I'd make lots of money, have job security, and would have a highly respectable career.

Should You Use: "Is This a Good Time" - Yes or No?

Thu, 28 Sep 2017 07:52:24 -0500

The debate of whether to open your calls asking, "Did I catch you at a good time?" or "Is this time still good for you?" (for presentation call backs), is alive and well - unfortunately. Just last week, I received this email question from a reader: "Hi Mike, question - after I send out information to these guys and I come back to them with an idea do I ask them if they have a minute before going into my pitch?"

What You Must Know to Excel As a Sales Professional

Tue, 26 Sep 2017 10:12:51 -0500

We all conversant with the popular maxim that, "knowledge is power". Without any doubt, knowledge is indeed influence, control and power for the sales professional. In today's competitive business environment, anyone desirous of success must first seek, pursue and capture knowledge. This can be referred to as know how, the capacity of information that is generated through study and interactions, as well as experience. So, what must you know as a sales person to prospect, sell, win customers, keep customers, meet and exceed sales targets, and excel?

Why Does Your Business Need A Sales Funnel?

Mon, 25 Sep 2017 20:26:14 -0500

A sales funnel is set of steps where you guide a prospect through a series of communications that results in them buying from you. But what happens after that first sale is made?

How to Bundle Your Leveraged Sales Offers

Thu, 21 Sep 2017 09:59:01 -0500

Is there a way to bundle leveraged sales in a way that it is lucrative to both you and your prospects? The answer is yes and we will cover the basic process promotion of bundled goodies.

Some Ways to Feel More Comfortable About Cold Calling, Sales and Business Calls

Wed, 20 Sep 2017 15:36:23 -0500

Speaking to people on the phone can sometimes cause anxiety, whether it's a cold call, a call to an existing client or a call to chase money. Here are some ideas to help you reduce that anxiety.

Creating Positive Habits

Wed, 13 Sep 2017 09:58:06 -0500

Whether you would like to admit or not, we all have habits. Some of them are good, such as exercising or even reading everyday.

Planned Spontaneity For Sales Professionals

Tue, 12 Sep 2017 07:01:40 -0500

Planned spontaneity is a great technique for sales professionals. A polished salesperson knows that the unexpected often happens and humor can save the day. Learn how you can use humor to save the day!

Why Education Is Still Important in Leveraged Sales

Mon, 11 Sep 2017 09:59:01 -0500

Leveraged sales are a means, not the ends to your educating your prospects are still the primary goal. The more informed they are, they can make wiser decisions.

Today's Challenges in Managing the Selling Cycle

Mon, 04 Sep 2017 08:14:08 -0500

It's every salesperson's aim to reduce the selling cycle so in turn more business is generated. However, the selling cycle can slow down and even stall when: • The client hadn't dealt with your company and is unfamiliar with your products or services • A major decision is required that will require a large financial commitment and other resources • Cross organisational functions involved in the decision-making process • Many competitors including the client's internal resources bidding for the same business • Other client needs competing for the same funding • Fear of a personal backlash by the...

Sorry, Practice Doesn't Make Perfect

Tue, 29 Aug 2017 07:03:18 -0500

This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Everyone has heard this saying since they were kids, and most people believe it is true. And you should see the look on their faces when I tell them it's not. As they slowly put their hands down, I tell them that practice only makes permanent. If you practice something wrong - a golf swing, a sales rebuttal, etc. - you're going to get really good at doing it wrong. In fact, it will be easy for you to be bad at something automatically, you won't even have to think about it!

When "No" Is the Best Answer

Wed, 23 Aug 2017 21:26:57 -0500

"No" can be the starting point of the biggest sale of your career. Experienced and successful sales professionals know that "No" should not be confused with "Never.""No" can mean that this is not the right time to ask for the sale. "No" could mean that you are talking to the wrong person. Turn "No" on its head when you: 1.) Confirm the role that your product or service can successfully play in the realization of your prospective clients' goals; 2.) Verify who in the organization has the biggest stake in obtaining the solution to achieve those goals; and 3.) Identify who has the authority to approve the purchase of the product or service that can can produce the desired outcomes. You will then be prepared to approach key influencers and the decision-maker, sell your solution in a way that reassures the client and win the contract.

Dealing Successfully With Gatekeepers

Mon, 21 Aug 2017 14:59:55 -0500

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: "Will he know what this call is about?" And "Is she expecting your call?" And "Have you spoken to him before?"

How to Maximize the Return of Your CRM Platform

Thu, 17 Aug 2017 08:46:26 -0500

Buyers are entering the marketplace engaged and educated, so insights of their experience become your company's competitive advantage that can translate into revenue growth. You can do this through proper CRM platform (Salesforce) integration and aligning sales and marketing.

Influencer Moments of Truth for Business Growth

Wed, 16 Aug 2017 13:27:52 -0500

What are the moments of truth in your practice? What mechanisms do you have in place so you can capture referrals, testimonials and LinkedIn recommendations? It's essential you harness the power of your moments of truth so you can increase the amount of trust in your business, capture more leads and have a greater impact on the potential clients who need your help.

First We Form Habits, Then They Form Us

Mon, 14 Aug 2017 20:49:29 -0500

I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I'm excited for them! At the close of each day of training, I told them that the biggest challenge isn't going to be learning the new scripted approach (although that will definitely take some effort), but rather it will be in unlearning their old habits. Now don't get me wrong, habits are a good thing and without them we couldn't get much done. In fact, the great thing about forming a habit is that once you do, you can rely on it almost unconsciously and so devote your time and energy to other things. Just think about driving your car. Once you learn how, you no longer have to take the time to learn how to pull out into traffic, change lanes, or learn how to parallel park. You just get in and your habit of driving takes over!

How to Improve Productivity and Team Efficiency With the Help of a Mobile Sales Rep App

Wed, 09 Aug 2017 08:47:55 -0500

Managing sales operations when your team is in the field was once a challenge, let alone the uphill battle faced by field sales reps, who are often left to face last-minute scenarios not quite prepared for. But all that's changed thanks to the mobile revolution and to useful mobile sales applications that totally empower field reps to close deals from anywhere.

Selling, Getting Cash Safeguard With Cash Drawers

Tue, 08 Aug 2017 08:00:10 -0500

Cash drawers are one of the core components to every Point of Sale System. It has separate compartments for coins and bills of different denominations. Money, credit card receipts, and other paperwork are stored here. Cash drawers can be printer or terminal driven. This piece of hardware receives a signal from the computer or receipt printer and opens when necessary.

8 Facts That All Sales People Should Know

Wed, 02 Aug 2017 09:59:20 -0500

If you ever wanted to go into Sales, here are some essential points that you need to know. If you are already in Sales, these are facts that you will know and resonate with you.

Your Comfort Zone and Your Success

Mon, 24 Jul 2017 13:14:20 -0500

I once heard a joke that goes like this: "The only reason there are matinee movies in large metropolitan cities is for commission sales reps who have hit their comfort zone income early in the month." I remember my thoughts when I first heard this. I remember thinking that when I got near the production I needed to make my expenses for the month, I let my foot off the pedal. Once I knew I was covered, I just wanted to relax.

Key Tips to Write Result-Oriented Product Descriptions

Mon, 17 Jul 2017 11:25:17 -0500

Accelerating your product awareness is the just the best vehicle to get new and new customers. Read the article to know how to start with writing gripping product descriptions!

How to Install a Receipt Printer

Thu, 13 Jul 2017 08:10:39 -0500

If you are running a retail business or thinking of starting, you must install POS system to improve the performance of your business. This includes a cash drawer, receipt printers, barcode scanners etc. In this article, we will be talking about on how you can purchase a right printer for your business and how to install it with your system.

Simple Tricks That Can Increase Conversions

Wed, 05 Jul 2017 10:29:01 -0500

Conversions are one of the of the most important factors that can earn profit for your business. Running a test for conversion is the ideal way to increase your website conversion rate and it is not an easy process, but if you have time to manage this then it will bring benefits to your business. Please do some research and learn from other business owners since you can get more information from them.

Tips To Increase The Size Of Your Sales

Tue, 04 Jul 2017 21:27:38 -0500

The sales profession moves faster than ever today. Your sales process should be simple and save you time and the more you put in, the more you get out. This article will walk you through tips and tricks for improving the sales for your business.

Prospecting and Getting Appointments

Wed, 28 Jun 2017 09:59:17 -0500

Sales pros know that to make the sale, it's essential to identify qualified prospects who could benefit from your products and services. But first you have to meet them and make an appointment to uncover and address opportunities. The skills of prospecting and getting appointments are the cornerstone of sales success.

Why The Popularity Of Sales Speakers Are On The Rise

Tue, 27 Jun 2017 08:31:27 -0500

Motivation is a pivotal element for your everyday lives, as without it you will not have enough drive for accomplishing what you want in life. In today's world of business, motivation remains the key of successful people, as it helps them to attain their business goals easily and reach their life objectives quickly. This is why most of the business owners hire the services of a sales motivational speaker for motivating and influencing their workforce.

Your First Step in Lead Gen Begins With Knowing Your Customer

Thu, 22 Jun 2017 09:50:00 -0500

No matter who you are, if you're reading this we have one common goal: The need to make your lead generation strategies more effective. Regardless if you're a B2B or B2C marketer, your goals are to:

Whatever You're Thinking, Think Bigger

Tue, 20 Jun 2017 08:00:39 -0500

You've probably heard the expression that "Life is a self-fulfilling prophesy." Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I'll bet it's true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service? Have you ever asked yourself why that is?

General Patton On Singleness Of Focus

Sat, 03 Jun 2017 08:21:31 -0500

When I get in each morning, I look at my calendar of to do's, and as soon as I get started on one task, my email beeps, and I take on something else. Next, my assistant reminds me of an article or email I need to write, so I start that as well. The next thing I know, it's 5 P.M., and I haven't done any of my follow up calls, let alone prospecting. If you're like many other professionals I know, you can probably relate.

Hard Work Pays Off: I'm So Annoyed My Father Was Right

Mon, 29 May 2017 10:13:47 -0500

This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, "There's no substitute for hard work, Michael." And he used to practice what he preached. He was always the first one up in the morning, around 5am, and he wouldn't return until after 7:30pm. He would spend an hour or so chatting with my mom after dinner, and then it was time for bed.

Can You Compete With the "Pinky-Ring-Wearing" Salesperson?

Sun, 28 May 2017 12:51:23 -0500

Compete against brashness and hype by offering your prospects something more valuable. Be a consultative salesperson.

A Kick In The Teeth May Be Good For You

Mon, 22 May 2017 08:03:07 -0500

When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale, sometimes when we do there can be some good that comes from it. There sure was the case for me. Here's what happened.

Expand Across the USA - Take a Bigger Piece of the American Pie

Thu, 18 May 2017 09:36:40 -0500

Your business needs more revenues. For most small and midsize businesses, expanding within their home country - the U.S. - is the best option. This article makes a case for why SMB/midmarket companies should expand within the U.S. It discusses the benefits to the company, the American worker, American vendors and the American economy.

5 Sales Tips to Sell More

Wed, 17 May 2017 08:28:37 -0500

Professional salespeople know there are no short cuts to qualifying prospects, or asking related questions to understand their buying hot button. Over the years I have been asked countless questions, from what seems to be as many salespeople, some good, others who were thorough professionals, and still others that I felt somewhat inferior to be in their presence. Of all of the questions I have been asked to answer over that time is, "What can I do to ensure that every call I make becomes the one that didn't get away?"

Avoiding The "Average Trap" And Learning To Become A Sales Professional

Fri, 12 May 2017 09:32:25 -0500

Average is an epidemic sweeping across America and affecting salespeople everywhere. In this article I want to shine some light on the issue and offer some ways you can avoid the Average Trap and become a true sales professional!

Why Qualifying For Timeline Is Important

Tue, 02 May 2017 13:23:44 -0500

Okay. So I've been in sales longer than some of my clients have been on the planet. I've made thousands and thousands of prospecting calls, and thousands and thousands of closing calls. I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide. You'd think that I would never get tripped up by or neglect the fundamentals of sales, right? Wrong.

The Seven Deadly Sins of Selling

Fri, 28 Apr 2017 07:26:28 -0500

The Seven Deadly Sins Of Selling As a sales professional with any level of experience, there are several mistakes that, once made, turn even a promising sale into an uphill climb. These seven deadly sins of sales are easy to make, even by an experienced professional, so recognizing the sins and planning how to avoid them in your next meeting will be critical for success. To help sales professionals, here are the seven deadly sins of sales and how they impact the customer and their willingness to make a commitment to a sale.

The Benefits of Corporate Apparel

Fri, 21 Apr 2017 14:36:24 -0500

Corporate apparel provides many benefits for companies. This article covers some of those benefits.

How to Increase Selling Power With the Right Words

Thu, 20 Apr 2017 09:06:53 -0500

People love information. If you give them something interesting to read, you can direct them anywhere you choose.

C-Level Selling - 6 Steps to Get Your Higher Price

Mon, 17 Apr 2017 20:41:08 -0500

The best way to get your price is to work with the C-level boss or the leader of the profit center. However, if you encounter resistance along the way these 6 tips will help you get your higher price.

Why You're Wrong About Phone Scripts

Wed, 12 Apr 2017 08:14:32 -0500

Next week, I'll be presenting two breakout sessions at the Microsoft sponsored AA-ISP's Leadership Summit in Chicago. I'm going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.

How To Present Your Sales Proposal Like a Professional

Wed, 12 Apr 2017 08:09:20 -0500

Learn how to present your sales proposal like a pro. Here are 9 tactics that the best sales professionals in the world commonly use while presenting their sales proposals.

The Power of Positive Sales Habits

Mon, 10 Apr 2017 08:23:53 -0500

Habits are easy to incorporate into your daily sales routine. Since they focus in on what you should be doing and what you do well, building on these habits is creating a strong sales plan that is proven to drive sales and boost your qualified leads.

The 5 Step Sales Closing Approach

Mon, 10 Apr 2017 08:22:59 -0500

Closing the sale is one of the most important aspects of any sales job, but it is also one of the most difficult. To help you get the best success from your sales calls, it can be useful to adopt a strategy proven to get results. With this five-step sales closing approach, you will be able to improve your overall performance.

Sales Rules To Live By

Thu, 23 Mar 2017 07:51:26 -0500

Learning a few sales rules that you can apply everyday and in every situation is important to your growth as a professional. Here are some rules for you now!

How Successful Sales People Continue to Grow

Tue, 21 Mar 2017 15:05:33 -0500

Sales is both an art and science. Top sales professionals are always looking for ways to get better at both the art and the science components of selling.

Speak With Language That Sells Any Commodity

Tue, 21 Mar 2017 13:35:02 -0500

I remember in my early years of field sales, more than once customers complimented me on my approach of having sales conversations with them. To speak an adaptable sales language means you can craft a conversation that sells any type of commodity.

Using Content Marketing to Sell Online

Mon, 20 Mar 2017 09:49:49 -0500

Blog content (as a matter of fact, all content) has a very specific purpose. That purpose is to educate and inform your readers/target audience) about your products/services and to put them in a position of knowing a little more after they read your content than before they read it.

Top 6 Sales Enablement Best Practices

Thu, 16 Mar 2017 08:42:03 -0500

Sales enablement proves to increase performance. Check out the top six sales enablement best practices for B2B sales leaders to measure their sales productivity.

Learn 2 Things for Successful Sales Leadership

Wed, 15 Mar 2017 13:35:51 -0500

The secret to learn and become successful sales leaders involves a few capital basics, that only smart learners can perceive quickly and use for own advantage. Thus the purpose of learning universally is growth as we all know; unfortunately people experience it at different levels.

How To Handle: I Looked It Over And I'm Not Interested

Sun, 12 Mar 2017 21:18:22 -0500

Don't you hate it when you get back to your prospect, you're ready to give a great pitch, you need the sale, and... and... they tell you they looked it over and they're not interested! Wait a minute! You want to scream. Just give me a chance...

Why The 'Will To Win' Isn't Enough

Thu, 09 Mar 2017 07:57:10 -0600

Today, I find that I can do just about anything if I'm willing to put in the time to prepare to win. You can too - if you're willing to put in the time. The question is, are you?

Top 4 Sales & Marketing Ideas to Win More Business

Wed, 08 Mar 2017 13:23:54 -0600

Sell to companies you currently do business with. Communication is key between and with sales professionals and IT. Sell to public companies. Use tools such as FedEx to reach C-Level players.

Improved Efficiencies Associated in Using Computerized POS Devices

Mon, 06 Mar 2017 07:33:14 -0600

The new innovative devices are ditching the use of traditional methods of sales making the business owners adopt them for proper and improved functionality. The business has shifted from traditional recordings to the modern use of recordings where there are no antiquated cash registers in use. With the use of modern point of sale devices, the clear gains can be seen where hassle free work is performed in the right order.

Serve Up a Little MAYO With Your BLT With Your Prospects and Clients

Thu, 02 Mar 2017 13:32:40 -0600

In my last article, "Serve Up a BLT - Believability, Likeability & Trust to your Prospect or Client on Your Next Sales Call!" I mentioned the importance of establishing "BLT" with your clients and prospects before you engage in selling activities. But a BLT served up with a dollop of MAYO - MARKETING ALWAYS YIELDS OPPORTUNITIES, can help in driving deeper more meaningful client connections and increased revenues.

Sales Advice: How To Escape The Hamster Wheel of Technology That Overwhelms Us and Enslaves Us

Thu, 02 Mar 2017 09:18:54 -0600

Recently, while attending a Board of Directors meeting, I noticed a client, who is a CPA, incessantly checking his phone messages and texting while we were in the board meeting. After the meeting, I had a conversation with him about this rude, distracting and addictive behavior that not only distracted him, but distracted the rest of the board members who were trying to pay attention. The guy is a cell phone addict.

The Five Second Rule

Thu, 02 Mar 2017 07:16:40 -0600

Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don't have to believe in it for it to always be working in your life.

Serve Up a BLT to Your Next Sales Prospect (Believability-Likeability-Trustability)

Fri, 24 Feb 2017 13:03:45 -0600

Prospects and customers really want to believe, like and trust you the sales professional. If you have their best interests at heart and go the extra mile for them they will help you succeed.

We Can Do It!

Sat, 18 Feb 2017 16:43:41 -0600

The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen. I always think of the impact one runner had on the world's performance once he changed everyone's attitude with his own accomplishment.

Prospects and Tire-Kickers

Wed, 08 Feb 2017 14:47:30 -0600

Addressing the questions and objections that prospects may have is a standard part of the sales process and the engagement is always welcomed by those who sell. But how can you recognize the difference between a prospective customer and someone who will only waste your time? What you need is an easy and effective technique that will allow you to efficiently and politely expose and dispose of faux "prospects," known as tire-kickers. As you may have already guessed, it's about asking the right questions.

You Can Do It

Mon, 06 Feb 2017 20:57:39 -0600

Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I'm sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners.

Tom Brady and Lessons for Sales

Wed, 01 Feb 2017 07:33:32 -0600

Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best of the best. The article I read last week, yet again, provides a big lesson for all of us in sales.

Cohesion and Its Importance: Four Strategies for Coaching Sales Teams

Thu, 26 Jan 2017 11:18:50 -0600

The Consistency to maintain cohesion amid sales team requires well define leadership style in terms of transmitting own culture to the team and values. Therefore, the coach's personal confidence regulates the authoritative tone for a prosperous sales team fate.

Sales Advice From Pablo Picasso

Sat, 21 Jan 2017 11:25:14 -0600

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: "Learn the rules like a pro, so you can break them like an artist." You're probably wondering what that has to do with sales, and it's simple: Most sales rep's instincts are to adlib when they get an objection or when they get into a sales situation that isn't going their way.

How To Qualify Someone As A Lead

Fri, 06 Jan 2017 10:29:32 -0600

Want to know a sure shot way on how to qualify a potential lead? Stop wasting time and read this!