Category: Preparation

3 Steps to Achieving Higher Sales Goals

Are you having trouble keeping the sales goals you set for yourself at the beginning of this year? You’re not alone. It’s not just exercising goals that tend to fall to the wayside as the year goes on; many goal setters often leave their intentions in the dust as well.

Are You Killing Your Sales by Being on Autopilot?

After you’ve found what works in the majority of sales situations, you tend to stick with it. Why mess with a tactic the works a good amount of the time? Because it will get old, that’s why; to both your clients AND you.

The Home Court Advantage. Are You Using it to Make Sales?

The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage.

2 Ways to Sell Yourself by Showcasing Your Humanity

Every detail of everything you’re selling is available somewhere online. So, relating that information is no longer your highest priority during a sales pitch.

3 Traits You Need to be Successful in Sales

According to Michael Tracy, one of today’s top sales professionals and speakers, being yourself is the ultimate sales tool. There are, however, three parts of yourself that you need to emphasize, and they all begin with the letter “C.”

How to Make It "EASY" for Prospects to Buy

You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.

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.

Don't Dread Cold Calls, Laugh Them Off.

You will no longer dread the dreaded cold call after you read this column several hundred thousand times.

The Experience of You

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

Losing Sales? These Are the Likely Reasons

Do you find that you are losing a notable number of sales? If so, it’s time to examine what is causing the losses and how to fix it. Rather than blame lack of interest by prospect or tight budgets, you might want to take a look at other causes.

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.

Dancing with the Competition? Watch your Step.

Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it's best to know all you can about them, respect 'em, and always carry a snake bite kit with you — just in case.

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