Author: Jessica Helinski

How to Get More From Industry Events

Attending conferences and other events is valuable to sales reps, thanks to the plentiful opportunities for leads, networking, and new insights. But those opportunities don’t come cheap — or easy.

How to Use LinkedIn to Load Your Pipeline

LinkedIn can be a treasure trove of leads for sales reps; they just have to know how to use it efficiently. With over a billion users, the social network can be used for so much more than just casual networking.

Are Your Negotiations Missing These Four Things?

Before entering into a negotiation, you likely have spent time covering all of the keys to its potential success. But, there may be one factor that you’ve overlooked.

Credibility Killers: Avoid THESE Behaviors

Considering that prospects are already wary of salespeople, a rep’s credibility is vital to making deals. If a rep missteps and loses that credibility, chances are the prospect won’t hesitate to move on.

Are Common Voicemail Mistakes Sinking Your Sales?

When leaving a voicemail, be conscious of the time spent doing so. In general, the sweet spot for voicemails is 25 to 40 seconds. As Hoffman explains, “under 25 seconds looks like you dialed and hung up. Over 40 seconds looks too long.”

Have You Tried the 5-P Program to Prepare for Pitches?

Information is powerful. And, it can be more powerful than flashy presentations, high-priced lunches, or a list of big-name clients.

Are You Using These Famous Quotes for Inspiration?

“A customer objection is merely a request for more information.” Have you ever considered objections from this perspective? Likely not. This quote repositions objections as opportunities.

Use These Tips to Make Your Sales Calls Count

Have you ever tried to be a little provocative in your initial sales call? It could make a difference. The same is true for the little known trick to keep the call going. Read on to find out what it is.

Use These Tips to Be a Top Networker

The most successful networkers aren’t takers. Actually, they are givers. They also stand out by always being gracious and polite.

Are You Doing Enough Pre-Call Research?

When planning your pre-call research, consider who you’ll be talking with. Narrow your lead base to the people who will likely buy your product or service. Then, organize your call lists by industry as these prospects will likely be facing similar problems so you’ll get more mileage out of your preliminary research.

Why Your Prospects Don’t Trust You

Evaluate your sales plan: Does it ask too much of a prospect too soon? Does it reflect his needs or your own?

How Many Choices Should You Offer When Negotiating?

When you offer choices that vary by price, prospects are likely going to select the mid- or low-priced option. Often, reps will offer three tiers of pricing to put less pressure on the prospect. And, usually, the highest-priced option is never chosen–and that potential revenue is lost.

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