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The news of the fall of Bear Stearns, Lehman Brothers & Merrill Lynch was a shock to everyone. Then there was the news flash that AIG was next in line for collapse. It's almost impossible to imagine that these are some of the massive giants from Fortune 500 that are amongst the biggest buyers for just about everything b2b businesses have to offer. Read More
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Generating education leads in universities and colleges is a specialized space and yet there are several technology and non technology based organizations that sell into the higher education verticals. While selling into educational organizations as with most other verticals, having the right decision maker for your offering plays a big role in ho Read More
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Web 2.0 is a shift in the way businesses think and leverage the Internet. Sales 2.0 is a shift in the way that businesses manage their sales forces and leads. But is there a Prospecting 2.0? Read More
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In this age of partnerships, alliances, and joint ventures, the need for skilled negotiators is more important than ever. Read More
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“Location, Location, Location!” It's what everyone tells you when asked “what is the most important real estate attribute?” Today's online real estate search engines, coupled with laptop mapping software give the real estate agent fantastic new tools to employ in the search for the perfect property. See how employing this technology helps agents Read More
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With the cost of gasoline and airfare rising, sales managers need to squeeze every bit of savings out of their travel expenses. At the same time, they must increase sales in a slower economy. This article shows how computerized mapping and GPS helps do both. Read More
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Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting objections before the client can raise them, you decrease resistance. Read More
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Know your audience. Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them. Read More
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Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today. Read More
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