For highly successful sales professionals, territory management is not a buzz phrase used in sales meetings; it's a focused planning tool that defines what accounts they will pursue, and when and how they will pursue them. They never waste time on ac...
Knowledge is power! Having access to the best available information is a vital aspect of almost any operation, but especially important in the competitive sales environment. The following are key statistics every smart sales manager should know. The ...
The seller that has the most customer responsiveness has the inside track to close the sale. I have previously written about the importance of time in selling. Time is a commodity that is in short supply for buyer and seller alike. If you make good u...
Many of the biggest challenges sales organizations—and salespeople—face are problems of misaligned value. When your dream client doesn't perceive value, they are unwilling to move away from a price-based, transactional buying model. When they only pe...
Sales isn't about effort, it's about results. Too many entrepreneurs fill their time with busy work, rather than really going after customers. Here...
It has been a glorious month for British sport, fresh off the back of last year’s incredible Olympic success. As well as sitting back and enjoying the fantastic spectacle of Andy Murray’s
Why are you wasting everyone's time telling your company's story?
The old, boring elevator speech is dead. Finally. Use these four tips to create a pitch that doesn't sound like an outdated sales speech.
Use your website and social networking to generate easy-to-close referral sales.
Follow these simple rules and you'll have customers buying from you again and again and again.
Making a few tweaks to your sales behavior can make a huge difference in your sales revenue.
These three classic sales scripts will help you to handle most sales objections.
Salespeople are always the early adopters. Here's where they (and you) are heading.
Use these 15 questions to discover whether a prospect will buy from you before you waste time on the opportunity.
Are you cut out to make the sale? Make sure you've got these characteristics--or else learn to develop them.
Whether you're selling products to customers, ideas to your boss, or yourself to an employer, we're all in sales. Here's how to get the deal done.
The spin that you put on objective reality largely determines whether you succeed or fail.
Don't assume what customers need, even when they express an interest in your product.
It's not about the worksheets: These tools are what really create success sales.
There are four reasons that customers switch vendors. Here's how to make those reasons irrelevant.