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 Try this cold-calling experiment

Try this cold-calling experiment

April 4, 2012 by tjoneill

On your next cold call, write and use a script that doesn't mention a single feature or benefit, and see how your customer responds. Read on to learn what this can do for your sales.

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Thumbnail image for Negotiations: Handling the old ‘I gotta run this by my boss’ ploy

Negotiations: Handling the old ‘I gotta run this by my boss’ ploy

April 2, 2012 by Michael Boyette

You thought the deal was wrapped up, then your buyer announces that they "have to run it by the boss". What can you do? Read on to learn how to handle this development.

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Thumbnail image for Sales Roundup: March 30

Sales Roundup: March 30

March 30, 2012 by Michael Boyette

Every other week, Top Sales Dog takes a moment to recognize the other great bloggers sharing their insights on 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 Finding the deeper need

Finding the deeper need

March 28, 2012 by Michael Boyette

How much work do you do to find out what exactly your buyer needs? If you're not digging deep enough, you could be missing huge opportunities. Read on to learn more.

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Thumbnail image for My Greatest Sale: A $50 upsell

My Greatest Sale: A $50 upsell

March 26, 2012 by Michael Boyette

In this true story of a greatest sale, offering a customer a mere $50 upsell helped save someone's business and kicked off a successful career. Read on to hear the rest of the story.

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Thumbnail image for The Selling Essentials Minute, Ep. 13: Conversational Icebergs: Little Signs of Big Trouble

The Selling Essentials Minute, Ep. 13: Conversational Icebergs: Little Signs of Big Trouble

March 23, 2012 by Michael Boyette

Can you spot the conversational icebergs that might cause your customer to seek out your competitor? Watch this short video to learn how to seek out to real concerns behind a customer's questions.

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Thumbnail image for Technical difficulties: The best-case scenario for sales presentations

Technical difficulties: The best-case scenario for sales presentations

March 21, 2012 by Michael Boyette

Can a broken laptop, a faulty projector, or other technical difficulty be good for your sales presentation? Yes, if it means you have a conversation with the prospect. Read on to learn more.

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Thumbnail image for A small sale – but a great relationship

A small sale – but a great relationship

March 19, 2012 by Michael Boyette

In this true story, a sales rep for a catering company converts a seemingly small opportunity into her greatest sale. Read on to learn what happened, and how you can learn from her success.

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Thumbnail image for Sales Roundup: March 16

Sales Roundup: March 16

March 16, 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. Here are this week's best sales blog posts from around the web.

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Thumbnail image for Have you been a victim of commoditization? Call now for help

Have you been a victim of commoditization? Call now for help

March 14, 2012 by Michael Boyette

Didn't get that sale? Had to cut your price? Can't get anyone to take your calls? That's what happens when you're stuck selling a commodity. Read on to learn what to do to change those fortunes.

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