Category: Preparation

Are You Tapping Social Data to Anticipate Client Needs?

Sales professionals everywhere are remarking that their job is getting more difficult. The 2016 Selling Challenges Study by Richardson reveals what the problem might be.

What CEOs want to talk about. HINT: It ain’t your product.

Everyone tells you to meet with the decision maker. Everyone tells you to meet with the CEO. However, it seems no one offers any advice on what to SAY when you get to that meeting.

Do You Know Who the Competition is?

It’s important to find out exactly what’s going on behind closed doors at the account. Then, use the strategy suggested by Victor Cheng to save the sale.

How to Secure Your Spot in the Top 20% List

In a recent post on Salesforce​.com, Shelley Cernel notes that today’s typical B2B buying decision involves getting up to 6 decision makers to agree. If you don't take care of these decision makers, you quickly fall off the list of the 20% of sales reps who are seen as valuable.

10 Tips for Having A Perfect Conversation

Whether you are meeting with prospects or attending an industry networking event, you need to be able to carry on a conversation — preferably an engaging, interesting one that creates a favorable impression.

How to Beat the Prospect's 5‑Minute Time Limit

Your dream prospect will only give you 5 minutes. Should you try to compress your pitch into that time frame? Or should you follow the advice of one of these sales veterans?

Don’t just thank, remember the lessons and stories.

It’s likely you will be with family over the holidays. Most people (not you of course) add to their waistline during these times. I’m going to share a few strategies that will fatten your wallet.

Do You Know the Best Time to Make Sales Calls?

Knowing when to reach out to prospects versus clients could save you time and result in a higher paycheck coming your way.

Do Not Ask A Prospect These Questions

We all know that asking prospects questions is the best way to learn more about them, their needs and how they can best be served. But, salespeople may actually be asking questions that hurt, more than help, their chances of making a sale. Ian Altman lists what he believes are the three worst questions to ask and suggests more appropriate alternatives.

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