Top Sales Dog

Get real-world sales ideas from top practitioners – field tested, practical tips and techniques that will help you prospect more effectively, close more sales, retain more customers, deliver more value and earn more money.

Thumbnail image for Who's the decision maker? You are!

Who's the decision maker? You are!

April 27, 2012 by Michael Boyette

As a sales rep you can’t lead people to decisions until you make some yourself. It might sound counterintuitive, but it's the truth. Read on to learn why you are just as responsible for making decisions as your buyer.

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Thumbnail image for Don’t get left at the altar

Don’t get left at the altar

April 25, 2012 by Michael Boyette

Sooner or later, most salespeople experience the commercial equivalent of being left at the altar: the customer who says yes to your proposal, only to bail at the last minute. Read on to learn what to do to prevent it from happening.

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Thumbnail image for How you can use ‘impact questions’ to make more sales

How you can use ‘impact questions’ to make more sales

April 23, 2012 by Michael Boyette

When a prospect complains about a current vendor, he's inviting you to show why you'd be better. Read on to learn how asking the right questions can help you do that.

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Thumbnail image for A different kind of sales coach

A different kind of sales coach

April 20, 2012 by Michael Boyette

Too many salespeople overlook the value of influencers after they’ve begun pursuing an account. One such influencer: The sales coach. Read on to learn more.

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Thumbnail image for Negotiations: Whose problem is it, anyway?

Negotiations: Whose problem is it, anyway?

April 18, 2012 by Michael Boyette

As a salesperson, you want to help solve your customer’s problems. But you have to be careful not to confuse problem solving with problem shifting. Read on to learn how you can solve a customer's problem without accepting the problem as your own.

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Thumbnail image for Why you can’t count on satisfied customers to stick around

Why you can’t count on satisfied customers to stick around

April 16, 2012 by Michael Boyette

What gives when buyers say they're satisfied but don't come back to buy more? Read on to learn why customers who appear to be content might be ready to jump ship.

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Thumbnail image for Sales Roundup: April 13

Sales Roundup: April 13

April 13, 2012 by Michael Boyette

Every other week, Top Sales Dog takes a moment to recognize the other great bloggers sharing their insights on sales leadership, best practices, and other topics relevant to sales professionals. Check out this week’s best sales blog posts from around the web.

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Thumbnail image for Sales as change management

Sales as change management

April 11, 2012 by Michael Boyette

A buyer who was 100 percent satisfied last month might have a whole new perspective this month – not because of anything you did, but because something about his or her situation changed. Read on to learn what you need to do to stay on top of these changes and keep customers satisfied.

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Thumbnail image for The power of talking to end users

The power of talking to end users

April 9, 2012 by Michael Boyette

For many sales, the buyer is not the ultimate user of your product or service. but talking to the end user can help your buyer serve them better, making you look good. Read on to learn more.

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The Selling Essentials Minute, Ep. 14: Sales Myopia

April 6, 2012 by Michael Boyette

On today's Selling Essentials Minute: If you're too laser-focused on your product or service, you won't be focused on what your customer really needs. Watch this short video to learn how to avoid sales myopia.

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