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    Relationship Marketing Basics

    Relationship marketing is no longer a new buzz term. Obviously, it’s here to stay. But when you take away the buzz, what does it mean? Essentially, relationship marketing is all about looking at your customers and your relationship with them in a new light. Rather than develop a product or service and market it to the customers, relationship marketers think about ...
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    Social Media vs. Cold Calling

    Social Media vs. Cold Calling
    Today I mentioned in a Twitter status update that I was helping some surveyors to build new business leads through cold calling sales training. I was asked the question, “Cold calling? In an era of social media and connection?” The answer for so many reasons is… “Yes.” A top-class, sales development, plan should assess and consider many routes to market. Sales ...
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    The Top 3 Fatal Sales Mistakes

    Over the past few weeks, I've found myself on the receiving end of a series of particularly heinous sales techniques, all of which were aimed at getting through a gatekeeper to a decision maker, and all of which ended disastrously for the sales reps involved. I firmly believe that, to improve our skills and the relationships we have with our prospects ...
    Rated: +4
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    How to Handle "Lying" Customers

    How to Handle "Lying" Customers
    My daughter, who's looking for a house, recently said she doesn't trust realtors. Around the same time, some sales people I am coaching said that prospects always lie. So who is it that lies—salespeople are customers? Well, as a sales person or sales manager, you probably hedge, embellish, wing-it, and stretch the truth at times. So does that mean you lied ...
    Rated: +8
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    The Most Powerful, Yet Least Used, Sales Questions

    The Most Powerful, Yet Least Used, Sales Questions
    Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. The purchasing discussion usually goes something like this: "Send me a proposal." Then there's some follow-up and the customer agrees or not. The sales person never really knows why. ...
    Rated: +10
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    And the Goal of Prospecting Is...

    And the Goal of Prospecting Is...
    Think about the intention or the end result of your prospecting efforts. It's probably not what you think. Lets refer back to the definition of prospecting. "Prospecting is defined as any activity or conversation you engage in to position yourself in front of a prospect with the intention to inquire, assess, discover, and educate so that you can determine whether there's ...
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    Three Ways To Qualify Interested Prospects

    Three Ways To Qualify Interested Prospects
    If you’re in a selling situation where you get to call back leads that have expressed an interest in your product or service, then consider yourself lucky. Whether they come from traditional advertising sources or from the internet, inbound leads save you the time, effort (and often the terror!) of cold calling. While these leads are great to get, they also ...
    Rated: +6
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    Genius.Com Integrates Twitter and Other Social Media Tracking With B2B Marketing Automation

    Genius.Com Integrates Twitter and Other Social Media Tracking With B2B Marketing Automation
    Genius.com today announced the world's first URL shortener specifically designed to track both structured marketing campaigns and ad hoc social media "conversations." The easy-to-use Genius URL shortener ("GURL(TM)" for short) enables any member of a Genius customer organization to include trackable links in their Twitter, Facebook, blogs, or other social media posts. With GURLs, organizations can easily view the impact ...
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    6 Rules in Dealing with Unhappy Customers

    6 Rules in Dealing with Unhappy Customers
    You know that I am passionate about good customer relations, any of my clients will confirm that fact, and I fervently believe that the focus of all modern management thinking and strategic business practice has to be the customer. Common sense suggests that keep your customers happy and your sales will continue to soar - neglect them or take them for ...
    Rated: +4
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    Politics Meet Sales: Relationship Marketing

    Politics Meet Sales: Relationship Marketing
    “All politics is local.” -Thomas P. “Tip” O’Neill, Former Speaker of US House of Representatives, 1977-1987 I recently went to a convention of the National Speakers Association which was held this year in the Phoenix, Arizona area. The property where we stayed was the Marriott Desert Ridge. I have stayed in about 4 billion hotels (seems like that many sometimes!) in ...
    Rated: +1
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    Sales Lessons from Guerrilla Marketing

    TURN HEADS Principles: Create shock and awe. People love surprises! Put on the thinking cap of a prankster and imagine how you can shock and awe your community when they least expect it. Now you are thinking like a guerilla marketer, and you don't need to spend a lot of money to get a big rise out of people. Get 'um ...
    Rated: +2
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    Building Sustainable Sales Capability: Lessons Learnt From Recent Episodes of Mis-Selling

    Research and Markets has announced the addition of the "Building Sustainable Sales Capability: Lessons Learnt From Recent Episodes of Mis-selling" report to their offering. Against the backdrop of the financial turmoil and rising incidences of consumer complaints on the issue of mis-selling financial products, retail banks need to be ever vigilant in managing the legal, financial and reputational risks associated with ...
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    BlueBird Sales Corporation Brings Proven Sales, Marketing and Management Solutions to the Tech Industry

    BlueBird Sales Corporation today announced the availability of its resources to build sales and increase revenue for companies of all sizes through its sales, marketing and management solutions. The company's focus is to quickly help clients in the high technology industry increase sales and improve revenue by providing specialized capabilities that supplement a company's existing resources. BlueBird works with start-ups to ...
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    5 Deadly Marketing Mistakes

    5 Deadly Marketing Mistakes
    In my book, Kick-ass Copywriting in 10 Easy Steps, I teach small and mid-size business owners who can't afford to hire professional copywriters how to write effective copy that will bring the results from their marketing efforts that they want and need. However, just as there are steps you must take to write great copy, there are also mistakes you can ...
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    Confessions of a Not So Wicked Salesman

    Confessions of a Not So Wicked Salesman
    I hold my hands up, I am a wicked salesman. I confess to selling a pound 181,000 Norwich Union mortgage protection insurance policy and a Holloway income protection insurance plan to a couple in the next village a couple of years ago. The husband has just had a terminal-illness payment for stomach cancer, which has cleared his mortgage and the Holloway ...
    Rated: +1
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    Counterpoint: Proud to Be a Salesman?

    Counterpoint: Proud to Be a Salesman?
    As any journalist who covers the financial services industry will tell you, there is a lot of turgid writing about. By that, I am not, of course, referring to any of my colleagues, whose limpid prose graces the pages of this paper and many other personal finance sections, magazines and websites. No, what I am referring to is the never-ending reports ...
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    Cold Calling: Like a Game of Table Tennis

    Cold Calling: Like a Game of Table Tennis
    Being mentally prepared for successful cold calling is like being prepared for a verbal game of Table Tennis.The truth about whether or not you are ready to win the game becomes evident immediately with the first whack of the paddle. Either you keep that little white ball in play for a nice volley or the ball repeatedly slams toward you, by ...
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    15 Horror Stories: The Stupidest Sales Mistakes

    15 Horror Stories: The Stupidest Sales Mistakes
    Because salespeople are people first, they make mistakes. Sometimes the mistakes cost them sales, but on occasions wonderful recoveries are made that save the sale. If you’re in sales or thinking about getting into sales, read these true stories submitted by real salespeople who are willing to share their most traumatic moments with you. You get free training on what not ...
    Rated: +1
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    5 Ways to Sound More Natural On the Phone

    5 Ways to Sound More Natural On the Phone
    I don’t know about you, but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, “Hi is that Mr. Brooks?” to the way they fumble through their scripts, I have them pegged before they get past their first sentence. And like I’m sure it is with you too, I am immediately not interested. ...
    Rated: +2
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    Titles that Tease

    Titles that Tease
    Imagine you are the buyer at Lexus. You see sales presentations every day—every business out there wants to nail a contract with a firm as esteemed as Lexus. As you settle into your seat for yet another Powerpoint slideshow by another hopeful vendor, a title flashes on the conference room screen that actually makes you eager to see what follows. Is ...