Category: Outside Sales/In-person sales only

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.

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.

How to Stop the Slow Death of Trade Show Leads

Trade show leads can take a long time to nurture. To make the post of the opportunity, note who the warm leads are and make them your focus. And most importantly, pledge ample time post-show to follow up.

People don’t like to be sold but they love to buy

Salespeople learn techniques. Salespeople learn “closes.” Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.

Why Your Hands Should Signal ‘OK’ During Presentations

When you stand in front of an audience, people aren’t just listening to you. Your body language, in particular, your hand motions also communicate your intention.

How to Handle a Prospect who Goes Dark

A prospect may be very responsive at the beginning of a relationship but as time goes by, the rep may find it harder to reach him or her–until the responses completely cease. This is called ghosting.

Do Your Prospects See You As Likeable?

Emotionally intelligent people easily connect with others by focusing on a commonality. You can uncover a shared belief or interest by observing what topics light up prospects and get them talking.

Use These Creative Tricks to Boost Presentation Performance

Part of your sales process may involve making a presentation to an audience made up of prospects who, at best, are neutral. At worst, some of these people will be hostile to what they think you are going to say.

How to Succeed at Team Selling

If you’re now engaged in more team selling meetings, you’re not alone. In fact, increased team selling is one of the top challenges sales reps will face this year.

Three Rules for Networking Conversations

In a recent Inc. article, Minda Zetlin shares 16 conversation starters that can help the next time you need to chat up a stranger.

Tips to Ace Your Next Sales Presentation

Does everyone else in your department seem to effortlessly give amazing presentations? This could be you, too, if you take the time to consider the suggestions Skip Prichard makes on his blog.

How to Network Like a Pro at Conferences

The conferences you attend can be a great way to learn something new. Even if the sessions don’t turn out to be what you hoped for, these industry events give you the opportunity to connect with the right people.

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