SalesFuel Today

Most of us are visual learners, therefore, at first meetings, it’s easier for us to remember faces than names. It happens, in part, because we are more focused on ourselves than THEM. Considering effective tactics in sales, there are few greater than remembering your prospect’s name!

Have you ever tried role-​playing sales? Sellers may shy away from this practice. They may think it’s ineffective.

Business owners and leaders invest heavily in producing goods and services. And they try to hire the best talent. But regardless of the team cohesion strategies they implement, a toxic culture could threaten their viability as a business.

Handling rejection in sales is just as important as prospecting and pitching. It’s tempting, and easy, to let “no” be the end of the road.

Unquestionably, genes play a role in shaping our interests, personality traits and aptitudes. Those having a natural ability to connect or an inherent talent for storytelling may be considered natural salespeople. However, many experts say that successful selling is primarily a skill set that can be developed through training and experience.

Rapport-​building is an important part of the sales process. Establishing a relationship with leads eases your path to a deal but doing so can be tricky.

As the workplace impact from the COVD-​19 pandemic fades, business leaders are assessing their situation. For some, the hasty hiring driven by the pandemic now poses challenges. At the same time, the benefits of the AI revolution are leading to pioneering ways to increase team productivity.

Sales pressure can be overwhelming. And staying cool, and productive, is challenging.

I’m a long-​time fan of video tools for selling. I spent years touting the sight, sound, motion, and emotion of television advertising in a local, traditional media environment. It was relatively easy selling a product that you totally believed in and witnessed its success firsthand. Understand that years prior, I bought newspaper, direct mail and radio

If you’re having trouble kicking things off at your new sales job, don’t panic. It’s understandable for things to start out slowly.

Employees have heard the rumblings over the past 18 months. Now that the COVID-​19 pandemic is well behind us, the bosses want their team members back in their office chairs.

Sellers may wonder how to offer value as artificial intelligence (AI) advances. While AI offers opportunities for growth, some sellers worry about being replaced by this technology. Relationships in sales will be key in delivering value that only a human can. 

As Market Research Director for a leading network-​​affiliated television station, I tagged along with account executives on sales calls. This was an effective sales strategy, as the sellers would present me to their prospects as a useful resource. To win their ad dollars, I would share proprietary, local market research specific to

Sellers will always have to face tough conversations, whether it’s with a prospect or a colleague. Communication is important and these talks are necessary.

Gen Zers will make up 30% of the workforce within the next five years. As with every generation that has come along, these team members bring unique qualities to work. Not surprisingly, managers struggle to effectively manage them.