What do you do when a prospect tells you, "Send me information about your company/products/services in the mail?" Paul S. Goldner, the author of Red-Hot Cold Call Selling, has two, not one, surefire responses....
Ouch; nobody likes rejection. But if you can learn to embrace it, you’ll have the fortitude to keep going until you finally get to "yes." Inspirational author Robert D. Smith shares the business lesson he learned 40 years ago that became the foundation of his success.
In an increasingly complicated world, your sales reps should become subject matter experts. Research sponsored by Jama Software notes that most companies have been bogged down by the complexities of new product releases over the past few years. The solution?
If you want to take your career to the next level, the key is to work smarter, not harder, says expert Chip Eichelberger. Here are five simple, yet effective, strategies that even a seasoned sales pro can use to boost performance....
Women-owned businesses in the United States employ over 19 million people and generate $2.5 trillion in revenues. If your business isn't marketing to this growing, powerful segment, it's missing a huge opportunity....
The most successful salespeople adapt their style to suit each individual customer.
Do your salespeople have trouble connecting to the real decision makers in your customers' organizations? These strategies will help them reach the people who have the power to sign on the dotted line....
If you need to hire top performing sales staff if you want to increase sales,
If you're not getting the results you want from your sales team, think about how you're dealing with three sales management challenges: the "80/20" rule, pricing pressure, and resistance to change....
The best way to say no to a customer is to learn how to say it without using the word "no."