Author: Jessica Helinski

Focus On Sales Forecasting For Future Success

There’s so much more to sales than just actually selling a product or service. A lot of thought, planning and problem-solving goes into being successful, and there so many important aspects of a proper sales process. One of those is forecasting.

BANT: What It Is And How to Use It When Qualifying Leads

Your brain is probably full of endless industry jargon, including various acronyms to remember strategies and methodologies. One of those might be BANT; sound familiar?

You ARE Worth It; Stop Giving Away Services

What can you do to stand out from competitors? For many, offering “free” services is a way for them to stand out from the crowd and attract new business. But, is this really a good idea?

How To Turn Conflict Into "A Force For Positive Change"

A career in sales guarantees that you will engage with a variety people during your career. Whether you conduct business solely over the phone or every meeting is in-person, your ability to manage how you communicate with others is vital to success.

Don't Waste Valuable Referrals: How To Convert Them To Clients

Referrals are incredibly valuable in sales, no matter what industry. And, in the competitive health care world, a glowing referral could help you win out over competitors.

Smart Ways To Sharpen Your Negotiation Skills

Sales reps’ negotiation skills improve with practice over time, but what if you don’t get many opportunities to practice? One way to hone those skills, and try out new ones without repercussions, is to role play. I

Don't Stop At the Sale: Tips For Continued Success

What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.

Never Negotiate These Things Away

Negotiations are pretty common in the sales world, and you’ve likely done your fair share of negotiating with a prospect or client. But there are some things that should be off-limits when it comes to haggling.

Easy Steps To Boost Customer Retention

Increasing competition always makes customer retention even more vital than it already is. Sales reps, to be successful, must spend adequate effort to keep current clients.

3 Keys To Retaining Your Clients

What would you do if you lost your biggest client tomorrow? What have you done lately to ensure that doesn’t happen?

Prevent Price Objections With These Pro Tips

Salespeople in every industry face objections. And in the auto industry, one of the most common complaints involves the seller’s the trade-in offer.

Oh, The Terror! Don't Let Fear of Small Talk Destroy Your Networking

Not all salespeople are extroverts. Yes, they may be able to present to a roomful of people or lead a full webinar. But, the thought of making small talk at an event could be terrifying.

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