Improve your selling skills, sales closing with articles from sales coaching, sales training consultants
|Fundamentals of Key Account Selling|
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts.
|Know How to Overcome Procrastination|
If we accept mediocrity in our performance for one day, we will never be able to gain that time back
|Plan every sales call|
It continues to amaze me that so many sales people shuffle into most of
their sales calls with very little, if any, prior planning.
|No Response to Emails|
The reality is that things have changed dramatically in the past few
years, and will continue to change just as dramatically in the next few
|Question & Answer for Sales People|
This is one that frustrates every sales person. Let's start by putting yourself in the customer's shoes.
|The loss of discipline and the incredible opportunity for you|
Culture the desire to learn and the discipline to concentrate, and watch as you gradually take over your world
|The Future Belongs to Salespeople|
They control their own destiny through dedication to the profession of selling and to the customers they serve.
|14 Things Sales People Should Never Stop Doing|
Constant pressure to reach sales targets, customer and prospects that
are more demanding, and changes in the marketplace all make sales a
|Use an Effective System for Making Appointments|
The best sales people have created a system to consistently acquire
appointments with prospects, and continually work to improve that
|Why Holidays Make a Great Occasion to Email Your Prospects|
Smart sellers can use holidays as an occasion to reach out to their
prospects via email
|How to Prospect With a Catalog of Products|
How do you know what to tell prospects about when you have hundreds or
more items available?
|14 Signs You are a Sales Zombie|
A recent editor
|What can we learn from the best sales people?|
Do great B2B sales people, regardless of what they sell, have any
practices in common?
|Is There a Right Time for Sales Training?|
I wanted to do some sales training last year, but it just wasn't the
right time for it.
|Questions & Answers About Sales: The Worst Advice|
The advice to "be yourself" and "learn exclusively by trial and error"
are two of the most pernicious ideas in the world of sales.
|Are you writing sales negotiation emails like prospecting emails?|
|Questioning is Key in Medical Device Sales Momentum|
Selling medical devices is increasingly competitive - and all signs point to that trend continuing. So, what needs to be considered in designing a state of the art training program to help medical device sales people become competent using questions in a sales call?Everyone agrees … if you really want to be good at medical device sales, you must have great questioning skills. While the jury is in on the importance of asking questions, how you do it remains elusive.
|Business-to-Business Selling |
Selling is a complex discipline involving many kinds of activities.
|Achieving Sales Training Excellence Needs Both the "Dance" and the "Dancer"|
What is required for sales training success? Well, it's important to get the framing right - having a "great dance and a great dancer."
|Crafting Your Value Proposition|
Quantifying your value proposition requires creating and communicating a clear, compelling picture of how your solution will drive your customer's business results.