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  • -1

    The Gatekeep Has Left the Building

    The Gatekeep Has Left the Building
    I’m tired of reading and hearing about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts—they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. A waste of your time. And, really, who has time to waste? The gatekeepers—receptionists, administrative assistants, and executive admins—field calls for the decision-maker. ...
    Rated: -1
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    Smart Leaders=Productive Employees

    Smart Leaders=Productive Employees
    In tough times like these, your need employees to be up-front about problems they're experiencing on the job-whether it's an angry customer, a process that no longer works or a project that's heading for disaster. Smart leaders know that employees are a source of new ideas, as well as a first line of defense against damage to the bottom line. For ...
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    8 Easy Steps to Cold Calling Success

    8 Easy Steps to Cold Calling Success
    Cold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating. Therefore, cold calling should go away, but it won’t. I stopped at my Starbucks today and saw a vitamin or similar sales rep recruiting a new employee. I overheard some words such as "pitch" and ...
    Rated: +1
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    8 Easy Steps to Cold Calling Success

    1. Who Needs What You Have? Don't say everyone. This attitude makes cold calling overwhelming, and you'll get lots of rejections. You must establish a list of criteria, and here's where your boss and other successful salespeople can help you. Ask them, "What are the characteristics of our/your 3 best customers?" Get them to think deeply about the specifics -- the ...
    Rated: +3
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    Turn Your Client Database into Gold

    Right this minute, you are probably sitting on tens of thousands, maybe hundreds of thousands of dollars worth of commissions. Most registered reps have a database of current and past clients whose potential referrals are worth several thousand additional commission dollars per month. Yet, this resource goes virtually untapped for most advisors. Why? Simply because most reps have not learned how ...
    Rated: +1
  • +5

    5 Referral Failures

    Virtually every professional has learned that generating referrals from clients and prospects is a key to success, yet surveys of thousands of attendees of my referral training seminars indicate that less than 15% of all salespeople and professionals generate enough referrals to impact their business. Traditional referral trainers have taught us to “do a good job and ask for referrals.” Using ...
    Rated: +5
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    Interesting Facts About Referral Selling

    Interesting Facts About Referral Selling
    You probably know that I am a vociferous evangelist for referral selling: I have written extensively about it; co-presented with two of the world’s leading authorities on the subject, Joanne Black and Paul McCord, and regularly lecture on it. Here are some interesting facts that may surprise you: 85% of all sales people do not generate enough quality referrals? Sales people ...
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    Back-to-School Shopping for the Fashion-Forward Set

    Back-to-School Shopping for the Fashion-Forward Set
    Old urges die hard. Even grown-ups crave a back-to-school fashion fix. Here's how to get one for less. GiltFuse.com: High school and college fashionistas have a brand-new "flash-sale" resource for contemporary brands at up to 70 percent off retail: giltfuse.com. Single brands like BCBG and Modern Amusement will be sold for just 36 hours at a time—hence the term "flash sale"—with ...
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    NFL Lessons for Salespeople

    NFL Lessons for Salespeople
    The NFL Football Season is underway. Teams are in camp, two a day practices are happening, and coaches are beginning to train and teach players how to get better. I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs, former cornerback with the New England Patriots. He was talking about how much respect he had for ...
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    For Authors, It's a 140-Character Development

    For Authors, It's a 140-Character Development
    To Twitter. Or not to Twitter. That is the question the publishing world is asking these days. Hundreds of authors, possibly thousands, are using the social networking service to talk about their books with fans, a unique challenge especially for a wordy novelist who has only 140 characters to get his message out. Whether tweeting will help sell books is still ...
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    Managing Micro-Changes in the Sales World

    Managing Micro-Changes in the Sales World
    Do you have children? If so, you will know the hardest thing about change is what you have to give up. Sleep, going out as often, uninterrupted romantic dinners; all of these to a greater lesser extent are given up for sixteen to twenty years and appallingly in a number of modern cases, thirty plus years. Parents face the greatest disruption ...
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    8 Steps to a Quick Close

    8 Steps to a Quick Close
    "Start with the end (the order) in mind" Steven Covey wrote in his best selling book 7 Habits of Highly Effective People. So let’s start with the end—booking the order—and work towards where the selling process starts. 1. How to Get the Order? Get all the powerful people—especially the most powerful person—to commit to your offering. These are the people with ...
    Rated: +3
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    7 Marketing Techniques to Attract Clients

    7 Marketing Techniques to Attract Clients
    With the global credit crunch biting hard, companies often feel pressured to spend more money on their marketing in the hope that they will get noticed in a crowded market space. There is another way! 1. Know Who You Are Trying to Attract It sounds simple but who precisely do you want as your clients? What are their characteristics? Break the ...
    Rated: +2
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    7 Marketing Techniques to Attract Clients

    2. Think Like Your Potential Client Once you have identified your target client, you need to switch roles and put yourself in his shoes. What pain does he have that you can solve? Does he realize he has this pain? It could be that you are a training consultant and you provide communications training. HR professionals, for example, are probably concerned ...
    Rated: +3
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    Thoughts From A Compulsive Networker

    Thoughts From A Compulsive Networker
    The ‘relationship building’ aspect of networking is a long-term commitment to knowing more about yourself and others and what you may be able to do together that you couldn’t do (or couldn’t do as well) alone. The reality is that anyone can systematically adopt effective networking as an individual strategy. It can play a key part in linking you with a ...
    Rated: +2
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    Varicent's Sales Performance Management Solution Allows Organizations the Ability to Improve Sales Efficiency and Effectiveness

    Brian Hartlen, Vice President Marketing, Varicent Software Incorporated recently participated in an exclusive interview with Ron Powell and the BeyeNETWORK (www.BeyeNETWORK.com). In this interview, Hartlen explains how Varicent sales performance management delivers a single application that allows sales organizations to see how they are performing and being compensated - quickly, efficiently and accurately. "Sales performance management is now more relevant and ...
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    CustomerCentric Selling(R) Helps Decision Dynamics Technology Produce Record Revenue Through Facilitating Greater Value for Customers

    CustomerCentric Selling(R) Helps Decision Dynamics Technology Produce Record Revenue Through Facilitating Greater Value for Customers
    CustomerCentric Selling(R) (CCS), a proven methodology for predictably improving revenue growth and sales performance, today announced that Decision Dynamics Technology (Decision Dynamics), a premier supplier of software products and services for financial controls, capital projects, operations and maintenance headquartered in Calgary, Alberta, has seen strong results after implementing the CustomerCentric Selling(R) methodology earlier this year. In February, Decision Dynamics enlisted the ...
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    Don't Put All Your Trust in Luck

    Don't Put All Your Trust in Luck
    Luck seems to have a peculiar attachment to work. I'm sure that most of you have heard the Dave Thomas quote: "It seems the harder I work, the luckier I get." I would tend to agree with that statement, but I think there are a few other conditions that affect your "luck" - things such as instinct, timing, market conditions and ...
    Rated: +1
  • +2

    6 Communication Mistakes You Can't Make

    Mistake #1: Monologues Communication is a two way process. Leaders who consistently tell without taking into account feedback get one of two things. A subservient group of people doing as they are told or a frustrated group of people who are negatively disposed to much of what they are asked to do. In the former case, the organisation loses the capacity ...
    Rated: +2
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    Social Networking: It’s About People, Not Technology

    Social Networking: It’s About People, Not Technology
    The trend of social networking (or social media, if you prefer) is not about the technology of Twitter, Facebook, or other networks. Yes, the technology is nice and has a lot of possibilities. Relationship Marketing is about people connecting with people at certain levels to satisfy their needs for business and personal life. It is not about pushing stuff out to ...