Why Warm + Cold Calling Make a Winning Combination
Today many unsolicited sales calls go unanswered. Sales managers and modern sales and marketing professionals are up for a bad time against potential customers and savvy buyers who have easy...
Tag: sales techniques
10 Minutes of Training That Will Double Your Sales Results
No sales director would argue that improving on a constant basis the qualification level of sales staff is a must. However, very often training sessions do not go that smoothly...
Learn Social Selling and Start Providing Value
What should be your # 1 new year’s resolution in sales? Be authentic. That’s the resolution. I’ve written about this topic before and it cannot be underestimated. (more…)
Are You Focusing On The Buyer’s Journey or the Selling Process?
The buyer’s journey and the selling process terms are often confused. However, the sales process focuses on how to push the customer to get them to buy from you. While...
4 Tips To Raise Sales Networking Up A Notch In 2015
As 2015 starts and the need for new business opportunities emerge, sales reps will be finding themselves at industry conferences and other meetings where they can – and should – be on their networking...
Don’t Be a Fantasy Social Seller
Professional football is one of the most popular sports in the world. Over the past few years, a related interest has arisen – Fantasy Football. Fantasy Football is based on...
Sales Teams – Lessons From the US Open Doubles Partners
Did you watch the US Open doubles tennis matches? Do you begin to wonder what the players were saying to each other between points? We did and others must have...
Challenging the Challenger Sale: Where Insight Selling Opens Doors
“The Challenger Sale” is the #1 best-selling sales book on Amazon this morning and has hovered near the top for a while now. Companies around the world implement its methods...
Ask more questions – meet expectations, win more sales
What customers expect from salespeople today is different than yesterday. Simply being good at developing relationships and having a commanding knowledge of your product are necessary but not sufficient. (more…)
The Key to Selling Style Versatility
Thumbing through a training catalog, I noticed a course offered to help salespeople identify their selling style. To me, that’s the tail wagging the dog. A salesperson should be versatile...
3 Strategies for Elevating Your Sales Game
Regardless of how good you are there is always value in elevating your game. Obviously, your competitors’ are always looking to move up in the standings, and there is no need...
Stroking Your Way towards Trade Show Sales Success
Ah, the ego. Sometimes the ego gets in the way, and is a burden to deal with. Either your ego, or someone else's. But sometimes, the ego is your biggest...
30 Stellar Techniques to Reach Prospects
How can you reach prospects, B2B decision makers, influencers, and strategic partners. Without any more introduction, here are some “discussion starters.”