Salespeople are often accused of and guilty of discounting their prices too early and too deeply. This can be a big mistake. But salespeople often discount a lot of things that are far more detrimental to their sales results Read More
Everyone understands the importance of a positive outlook in sales, but attitude does not make up for a lack of a well rounded plan. Well rounded here includes considering pitfalls and risks, if you are not prepared for those, no amount of positive outlook will help, except may in helping you feel better about losing a deal Read More
Many sales managers try to badger their salespeople into performing by demanding that they achieve specific outcomes. Instead, they should create and manage a good sales process Read More
I just got a Forrester Research Alert today in my email. It directed me to a new report entitled, “Technology Buyer Insight Study: Executives’ Preferred Forms of Sales Contact.” If you are so inclined, you can purchase it here for $499.

I’m not going to buy it, but I think it’s a really interesting question. One that would be really valuable to present to the Better Closer community Read More
Your local newspaper is full of great leads for sales, all you have to do is know how to look for them. Here are 8 tips you can use to use the newspaper to find possible sales leads Read More
We sell in crowded marketplaces. In order to gain your dream clients time and attention, you need to be able to differentiate yourself and your company from your competitors. Differentiation is found in your people, your ideas, your beliefs, and your execution Read More
Hiring a new sales rep is less than a perfect art or science. And many sales people simply don’t work out or perform as expected. This is largely due to the fact that many sales managers make a variety of mistakes when hiring sales reps. Here are 15 of the most common mistakes sales managers make when hiring new sales reps Read More
All great salespeople know the right questions to ask a prospect. Typically there is a handful that you can use repeatedly for your industry. Here are 8 tips for creating great questions to ask your prospects Read More
I’ve seen hiring managers try to scare interview candidates out of the job… telling them about the high volume phone and activity requirements.

Without fail, it’s like the sales person takes it as a challenge. Whether it’s true or not, the sales person usually says something like.. Read More
Great presenters are great storytellers. But they don’t tell their companies story alone. They coauthor a new story with their dream clients; a story that includes not only their beliefs and visions, but one that includes their client’s story, their beliefs, and their vision Read More
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Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!