Categories for Sales Blog

Is your sales management style killing results?

April 5, 2010 11:00 am Published by Leave your thoughts When it comes to effective sales management, consistency isn’t the key. Different sales challenges require different management styles. However, too many managers use their tried-and-true management style for every sales problem – and that doesn’t work. Read on to learn when it’s best to use each of the six sales management styles.

Time your upsell correctly and the rewards outweigh the risks

March 31, 2010 8:00 am Published by 2 Comments There is a brief window of opportunity to upsell. Hit this and you’ll be able to add value to your prospect’s purchase while increasing your sales revenue. Miss the window and you’ll both kill the sale and the trust you have worked long and hard to build. Read on and learn when and how to upsell your product.

The awesome power of choice

March 29, 2010 8:00 am Published by Leave your thoughts You must choose to be successful in sales. The choices you make about your attitude, planning, and your performance will make or break your career. Sales pros who choose to exceed prospect expectations will be the ones who consistently close sales. Read on and discover how to make the right calls on the path to sales success.

Why great sales presentations can kill a sale

March 26, 2010 11:30 am Published by 10 Comments A great sales presentation can actually cost you the sale. For the prospect, it may be a blast to watch. But is your sales presentation designed to entertain potential clients or drive sales prospects towards a buying decision? Read on to discover the one key question you need to ask every time you prepare a sales presentation.

Sales Prospecting: Ask hard questions to keep from wasting everyone’s time

March 24, 2010 8:00 am Published by 2 Comments Sales prospecting is about qualifying potential buyers and filling your funnel, right? But the best sales pros understand that it’s also about DISqualifying non-buyers. They know that successful prospecting is about using time wisely and chasing only those who send buying signals. Their secret: They ask tough questions that push prospects to show their hand.

My Greatest Sale: We couldn’t get past the Price Police

March 23, 2010 5:39 pm Published by 6 Comments “We really like your approach,” our primary buyers said. “But you have to work out pricing with the Procurement Department.” Our value proposition didn’t matter to Procurement, because they didn’t think their job was to get the best value. They thought their job was to get the best price.