Create a “No Excuses” Sales Environment
By Tony Cole In order to help our sales people be successful reaching goals, we must hold them to the necessary activity by building strong tracking and accountability processes. We call Accountability...
View ArticleThe Salesperson’s Handbook: Five Common Sales Obstacles and How to Overcome Them
By Paul Cherry Lucy was a brand new salesperson who wanted to make a big impression. She did everything she could think of to establish relationships with prospects and wow them with her proposals....
View ArticleChoose Your Business Partners with Care
By Peter DeHaan Conference planners sometimes ask me to sit on a panel. The common format is that each panelist makes an initial presentation, followed by a Q&A. Other times the presentations are...
View ArticleEight Steps to Outstanding Sales Structure
By Patricia Fripp You have great products and services, often complicated and technical, which require trust in order to sell them. Even if you’ve made a compelling presentation, it often takes weeks...
View ArticleCustomer Service That Sells to Boomers Comes From Training Millennials: 6...
By Bob Phibbs When you are focused on creating to team culture of customer service, it is important to realize how generational differences can impact the selling process. That Generation Gap was on...
View ArticleThe Silent Selling Tool We All Have
By Todd Cohen Selling is something everyone does each and every day. Every conversation is a selling moment and a perfect opportunity to leave an indelible impression with whom you are speaking. That...
View Article5 Tips to Close More Sales
East to use techniques to help prospects make decisions in your favor By Patricia Fripp In your business, how long does it take for you to go from an inquiry to a serious sales presentation with the...
View ArticleIncrease Sales with Clear Intent
By Mark A. Vickers Sales success relies on your ability to communicate effectively with your prospects. The problem is we often get in our own way by not being intentional about the intent of a...
View ArticleThree Deadly Words
The Phrase That Can Spell Career Disaster By Todd Cohen The English language has an unending supply of words and phrases that are built to create conversations that convey meaning and leave...
View Article10 Biggest Mistakes Sales Professionals Make in Their Presentations
By Patricia Fripp, CSP, CPAE Like Hollywood actors, sales professionals put themselves and their companies on the line with every word—taking a risk in the hope of a favorable outcome. Just like...
View Article5 Tips When You Have 5 Minutes With a Prospect
By Patricia Fripp, CSP, CPAE If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable...
View ArticleThe Color Wheel of Relationship Selling
By Stu Schlackman Greg graduated sales school at the top of his class and was eager to start his new career in Tennessee. His strength was his ability to connect with people, and much was expected from...
View ArticleA Game Plan for Closing the Deal
By Joe Curcillo You walk out the door thanking the potential client for their time, and tell them that you will stop back in later in the year to review their needs. You leave upbeat and happy, but you...
View ArticleIs Procrastination Good for Sales People?
By Stu Schlackman Remember those good ole days back in college when you knew you had finals lurking just a couple of weeks away and you committed to study a little bit each night? You promised to be...
View Article8 Tips to Make Your Sales Message Memorable
By Patricia Fripp Some salespeople are silly enough to think that if they talk longer, they add more value or get their point across more effectively. Actually, any prospect or potential buyer you ask...
View ArticleThree Questions that Capture Your Customer’s Attention
By Stu Schlackman You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect?” You asked all the right questions and got the answers you needed to qualify them. You...
View ArticleHow Can I Get More Sales?
By Peter DeHaan Almost every day, someone asks me, “How can I get more sales?” In fact, for most businesses, increasing sales is a primary concern. Rarely does anyone tell me that their company is...
View ArticleThree Critical Ways Marketing Can Be Applied to Close More Sales
By Andy Slipher Do you operate in an organization where sales begins with a capital “S” and marketing with a lower case “m?” Sales-centric organizations often operate at such a high level in sales,...
View ArticleThe Three Values of Great Salespeople
Put on Your C.A.P. and Evolve as a Leader in Sales By John Waid Don’t you wish you felt like someone wasn’t trying to merely sell you something and instead was really on your side and wanted you to be...
View ArticleStalled Sales?
Get Unstuck by Engaging in a Strategic Market Analysis By Jill J. Johnson If you are struggling with sluggish sales, there are two critical areas you must review to address the situation. The first is...
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