There is such a thing as your sales team working too hard. What I mean by this is that they might be pushing the customers too hard to get them to buy.
iEntry director of sales and overall wise person Susan Coppersmith says, "If you act hungry, you will starve." If your sales team is acting too desperate for a sale, the customer is likely to
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Sales Tips for the Brick and Mortars
Posted by JohnH under SalesFrom http://www.salesnewz.com 5815 days ago
Made Hot by: on May 27, 2008 5:56 pm
The Elevator Pitch Version 2.0
Posted by suzyQ under SalesFrom http://www.allbusiness.com 5817 days ago
Made Hot by: on May 27, 2008 1:48 pm
Too many companies I've worked with are unable to articulate just exactly who it it they are and what they do. But now Internet technology is forcing companies to form a new kind of shorthand for their company strategy.
The newest version of the "elevator pitch" is a "Twitpitch," so named in an article in Business Week Small Biz because i
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Seven Myths That Screw Up Sales
Posted by ArmadaIG under SalesFrom http://blogs.bnet.com 5830 days ago
Made Hot by: on May 10, 2008 12:58 pm
If your sales success isn't where it ought to be, you may be operating under the weight of one or more persistent (and pernicious) myths about selling. Here they are:
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Why Business Acumen Trumps Sales Skills
Posted by dobbie under SalesFrom http://www.bnet.com 5832 days ago
Made Hot by: on May 8, 2008 9:16 pm
Particularly in a down economy, it's not your selling techniques that matter -- it's what you know about a client's business that will open the door to a deal.
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The art of multiple offers in a negotiation
Posted by JohnH under SalesFrom http://www.bnet.com 5834 days ago
Made Hot by: on May 6, 2008 10:52 am
I thought this was a great video on the importance have providing more than one offer when selling and negotiating.
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Sales Stuck? Try Sticking to a Script
Posted by ArmadaIG under SalesFrom http://www.crm-daily.com 5845 days ago
Made Hot by: on April 25, 2008 7:45 pm
We've all wasted time trying to make someone into a prospect -- someone who has no hope of ever being one. And often we make this mistake because we aren't disqualifying -- instead, we're doing all we can to qualify. This is an inefficient approach. Learn how to disqualify -- it'll save time, boost sales, and ultimately help bring in new busin
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Stop consulting for free
Posted by ArmadaIG under SalesFrom http://blogs.bnet.com 5845 days ago
Made Hot by: on April 25, 2008 1:25 am
Selling B2B is “consultative,” but there's a point where you need to turn the meter on.
The concept of “consultative” selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally, you can end up providing free services to a prospect that never int
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Eight sales strategies for startups
Posted by ArmadaIG under SalesFrom http://www.thestreet.com 5850 days ago
Made Hot by: on April 20, 2008 3:11 am
Walk into any McDonald's, order a Quarter Pounder, and the clerk will invariably ask, "Do you want fries with that?" Each affirmative answer adds $1 or more to that particular sale. If just a fraction of McDonald's' 54 million daily customers say yes to that question, that's millions of extra dollars in the burger biggie's pocket.
The sa
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The Six Rules of Selling for Start-ups
Posted by dreamwithdeadline under SalesFrom http://blogs.bnet.com 5859 days ago
Made Hot by: on April 11, 2008 1:22 pm
Selling for a startup presents unique challenges even for highly experienced sales professionals. Because your company is new, your potential customers don't know anything about it and, sad to say, in business unfamiliarity breeds contempt. Not to worry, though. Here are the six rules of selling for startups:
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Are You Trash Talking Prospects?
Posted by Jeffrey under SalesFrom http://www.writingwhitepapers.com 5861 days ago
Made Hot by: on April 8, 2008 6:56 pm
Do you find it hard to engage with prospects or customers? If so, keep reading—
I was recently on the phone with Jill Konrath, author of Selling to Big Companies.
I explained a project I am working on and she said, with great excitement, “You MUST read this article I wrote.”
What follows is perhaps one of the best lessons on why we fail t
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