Cutbacks and downsizing mean that salespeople are hearing “no”— or no answer at all — a lot more. That’s when a fear of rejection sets in. Many trainers teach salespeople how to lead prospects, counter [Read More]
The new year will provide interesting opportunities to an extent that sales professionals have not experienced since the 1980s. Here are some of the areas that will be affected. [Read More]
Over the years, a number of advancements have helped sales professionals become more successful, from state-of-the-art training to technology that tracks leads and manages customer relationships more efficiently. But as the world evolves and challenges [Read More]
Even the most seasoned executives make blunders in the sales process that are easily correctible. Before you lose more business, Jim Lewis, CEO of Princeton Sales Partners and author of Five Deadly Sins CEOs Make [Read More]
Amazon.com currently lists more than 13,000 books purporting to teach effective sales conversion techniques. Unfortunately, some authors and “sales experts” continue to perpetuate age-old myths about selling that need to be dispelled, says Douglas Smith, [Read More]
Your appearance doesn’t matter when selling over the phone. The only important factors are your voice and how you talk. For all your prospects know, you could be wearing running shorts instead of business attire, [Read More]
The battle for sales is almost like hand-to-hand combat because it’s won one customer at a time. To survive in these turbulent economic times, companies must have effective sales conversion techniques in place. While the [Read More]
In tough times, even the most effective sales conversion techniques may be a hit-or-miss proposition. In fact, salespeople might feel like they’re winning (or losing) customers based purely on luck. But Joey Asher, author of [Read More]
Marketing and sales can often seem like siblings: They live under the same roof, but are constantly at loggerheads. This dynamic can force company executives to play the uncomfortable role of peacekeeper — always a [Read More]
If you’re envisioning the worst for yourself and your business, and your conversations are focused predominantly on bad news, then you’re seriously impeding your own success, asserts Francie Dalton, president and founder of Dalton Alliances. [Read More]
