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  • +7

    Priorities vs. Goals- What's the Difference?

    Priorities vs. Goals- What's the Difference?
    Definition: Priorities: What is most important and meaningful in your life today (activities, values, beliefs, lifestyle, principles, standards, hobbies, integrity, etc.) that you are not willing to compromise or sacrifice in pursuit of something else (a goal). Goals: A future based anticipated expectation, possibility, end result or experience you are working towards creating, achieving or bringing to fruition that has not ...
    Rated: +7
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    Australian Etiquette Guide

    Australian Etiquette Guide
    It's "just like southern California - only a few thousand miles further away," says one unobservant Yank about his first trip to the land down under. Yes, US Americans are Yanks, and Australians are Aussies - it's OK to use those terms. But there is much that is uniquely Australian about this island continent. English is the language, but it's based ...
  • +11

    One Bad Sales Call, Deconstructed

    One Bad Sales Call, Deconstructed
    Arnie entered the reception area hurriedly, and found just enough breath to tell Mary Lucille, the Executive Assistant, that “the traffic was awful out there today. That’s why I’m ten minutes late, which I’m sure you and Stewart will understand.” That’s Arnie’s first common sales call mistake. No, neither Mary Lucille nor Stewart will understand or excuse Arnie’s tardiness. He should ...
    Rated: +11
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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 ...
  • +10

    5 Tips for Listening Well

    5 Tips for Listening Well
    Calvin Coolidge once said, "No man ever listened himself out of a job." You certainly know people who have talked themselves out of work, and perhaps some have missed opportunities because they weren't listening closely enough. Don't let this happen to you. Refine your listening skills with these five tips. h4. Be Prepared Be mentally and physically ready to listen. Prep ...
    Rated: +10
  • +25

    6 Sloppy Speech Habits

    6 Sloppy Speech Habits
    You may look good on paper or in your suit, but if you're looking to nail your big interview, looks aren't everything. How you sound is often more important. But many job seekers let careless speech habits sink their chances of landing that plum job. The Bottom Line: You don't have to study elocution to speak well. Simply slow down, take ...
    Rated: +25
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    An Essential Guide to Measuring Sales Performance

    An Essential Guide to Measuring Sales Performance
    Research and Markets has announced the addition of the "Guide to Measuring Sales Performance" report to their offering. Over 60% of our client and vendor references have indicated that they do not have a sales performance measurement program in place, but intend to implement one within the next six to 12 months. Of the 40% that say they do measure sales ...
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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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    Success Really Is All In The Mind

    Success Really Is All In The Mind
    Performance has many components, for example, our activities and abilities that are typically where many organizations focus on. Yet beneath the surface, our beliefs about ourselves, our customers, our job, can either help or hinder our performance. You may have heard the expression, “Whatever you believe you can do, you will and whatever you believe you can’t do, you won’t.” It’s ...
  • +1

    The Biggest Success Secret: Be Bold and Ask

    The Biggest Success Secret: Be Bold and Ask
    My father simply could not be embarrassed when it came to fulfilling his family's needs. Here's an illustration. h4. Asking Turns Generosity into a Shared Gift I remember when I was a young boy, Dad and I were driving down the road to our home when he spotted a broken Big Wheel tricycle in someone's trash. He stopped the car, picked ...
    Rated: +1
  • +2

    10 Steps to the Perfect Smartphone

    10 Steps to the Perfect Smartphone
    How much of your day do you spend on the phone? How about checking and answering e-mail? As important as your laptop or desktop may be, your smartphone has arguably become the most important tool in your personal tech arsenal. The right one can make you more efficient, better connected, and more attractive to the opposite sex. (Well, two out of ...
    Rated: +2
  • +2

    Succeed in the New Economy: Focus on Existing Relationships

    Boost Sales & Thrive in the New Economy It’s a different market out there today from the one that many of us have known for the last several years. There’s no disputing that this new economy presents plenty of challenges, and yet by adopting the right approach, it’s also an opportunity for sales professionals to actually thrive. The secret to success ...
    Rated: +2
  • +2

    Confront Your Fears and Communicate

    Confront Your Fears and Communicate
    I've been contacting candidates' employment references for more than two decades and have lost count of how many otherwise qualified people have been dropped from further consideration for employment, because they couldn't say "boo" to a goose. Why? Because you can be the most qualified person in any occupational field - from accounting to zoology - but if you can't effectively ...
    Rated: +2
  • +2

    The Power of Positioning

    The Power of Positioning
    The time-honored story around the Midwest is “The Wizard of Oz.” Can you imagine what a shock it would be to go to sleep in the Midwestern United States and wake up in the Land of Oz! The splendor and excitement of arriving in a new land, full of new possibilities you never even dreamed possible …seems to be a kindred ...
    Rated: +2
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    How to Empower Your Sales Force in a Down Economy

    How to Empower Your Sales Force in a Down Economy
    Research and Markets has announced the addition of the "How to Empower Your Sales Force in a Down Economy: Best Practices to Inspire and Enable Your Salespeople to Deliver, Track and Close More Leads" report to their offering. How to Empower Your Sales Force in a Down Economy features the most up-to-date best practices being used by top sales managers to ...
  • +4

    All Customers Ever Want Are The Five Rights, Preferably In Order

    Handling any sort of conflict requires you to draw on all your resources, your communication skills in particular. The reality is that we all have many communication skills but don’t always use them effectively and certainly do not take the opportunity to improve them as often as we should. We relate to people on two levels: Consciously: when we carefully select ...
    Rated: +4
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    Reading "Digital" Body Language

    Whether you are a salesperson or company, your prospects are changing. Finding and connecting with prospects is more difficult today than ever before. And once you do connect with a prospect, the chances are they know far more about the issues they want or need to address and the potential solutions to those issues than the prospects you’ve dealt with in ...
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    4 Tips on How to Challenge Negative Beliefs

    4 Tips on How to Challenge Negative Beliefs
    The organization with the ability to overcome the variety of mental models living in the minds of their workforce will be the organization that wins in the future. Emphasis has to be placed on creating an environment in which the "can do–will do" mentality thrives and becomes the norm; success and achievement are expected, and as a consequence are much more ...
  • +5

    Do Your Clients Trust You?

    Do Your Clients Trust You?
    Successful salespeople are adept at gaining their clients' trust, though they might be hard-pressed to explain precisely how trust influences people's buying decisions. Research has shown that in product sales, clients often trust the reputation of the product itself as much as they trust the salesperson. But when you're dealing with a service sale involving intangible elements, trust becomes the buyer's ...
    Rated: +5
  • +9

    Sell Like a Girl

    Sell Like a Girl
    Frustrated with rejection at the top? Wondering who’s greasing whose palm to get access to the million-dollar decision-makers? Working at convincing yourself that the CEO/President isn’t really THE Top Dog for your particular product/service? All you’ve gotta do to change this frustration and rejection to outrageous success is this. Learn to think like a girl … You’ll be relieved to know ...
    Rated: +9