Category: Outside Sales/In-person sales only

2 Misconceptions About You That are Hurting Your Sales

As easy as it is to point your finger at a prospect when a sale that should have been fool-proof doesn’t close, have you ever stopped to consider maybe you’re the reason it fell through?

3 Sales Tips You Unknowingly Learned from Family

Good sales advice comes from everywhere, even unlikely sources. Perhaps your family members were the first to teach you sales tips. SellingPower’s Herman Dixon learned a lot about leadership from his grandmother that can easily be refined into sales tips.

How to Do A Sales Presentation That Builds Buyer Desire

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.

Three Steps to Trade Show Success

id you know that 77% of executive decision makers found at least one new supplier at the last trade show they attended? Trade shows hold a lot of opportunity for new business, but reps need to work for that new business.

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

How to Calm A Worried Prospect

It’s natural to be nervous before a big purchase, especially when buying a solution for an entire company. If you find that a prospect seems worried, it’s up to you to put him or her at ease and soothe any concerns.

Are You a Salesperson or a Sales Leader?

You may think that servant leadership has nothing to do with sales for people who aren’t in management positions. If you think that, you’re misinformed.

Why Preparation Is An Essential Part of Sales Success

How many times have you gone into a sales meeting without a plan, hoping the prospect would do what you want? More than likely you did not get the desired results.

How To Find Your Perfect Deal Champion

When trying to close a sales deal, having a champion on your side can make the process much faster. But you can’t just go and pick out anyone and expect him or her to help move the deal along.

Do These 5 Things During Every First Sales Meeting

If you think about it, a first sales conversation is a lot like a first date. You don’t know the other person that well, there’s some anxiety involved, and you hope to make a connection. And, just like during a first date, the conversation is vital.

The New Breed of Salesperson. A Non-Salesperson.

There’s a new type of salesperson emerging. They’re steeped in product knowledge and practical problem solving capability.

Voicemail Messages That Will Get a Call Back

Voicemail … is it where deals die? Maybe not if you know how to leave the right message.

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