Letting Go of Deals Can Actually Drive Success
Assessing/Discovery, Managing Yourself, Sales TipsLetting go of deals may seem like horrible advice for a salesperson. But in reality, some deals just aren’t going to close while others shouldn’t even be made. Instead of clinging to each and every deal in the pipeline, reps should…
Writing Friendly Reminder Emails to Prospects 101
Email/Voicemail, Sales Tips, Solving/Collaborating the BuyerWe all have moments when we leave an important task on the back burner. Sometimes we’re aware that we’re arguably putting off the task for too long. Other times, we’ve forgotten about it entirely. In one case, a friendly reminder is…
Sales Credibility Begins With the Right Mindset
Preparation, Sales TipsIf prospects won’t take your calls or answer your emails, you might have a sales credibility problem. Sales credibility is how a prospect sees you before they see you. It’s how buyers qualify (and disqualify) sellers.…
Criticism: How to Cope In A Healthy Manner
Managing Yourself, Sales TipsCriticism is a necessary part of life but it’s certainly not enjoyable or easy to handle. When faced with it, especially on the job, we can feel embarrassed, disappointed and deflated. Most of us pull ourselves together after receiving…
Tough Conversations: 3 Things NOT to Do
Sales Tips, Social Skills/EtiquetteTough conversations are inevitable. In addition to being uncomfortable, they also present opportunity to say something you may regret. But salespeople can navigate these conversations expertly and even guide them to a favorable outcome.…
3 Tips to Up Your Customer Service Game
Customer Service/Assurance/Delivery, Managing Yourself, Sales TipsYou’ve probably heard it said that retaining your current clients is more lucrative than finding new ones. And the key to successfully retaining clients is quality customer service. What can you do to improve the quality of your…
How to Respond to Sales Objections Centered on Timing
Assessing/Discovery, Sales Tips, Solving/Collaborating the Buyer“It’s just not a good time.” “We don’t have the funds right now.” “Maybe if you circle back again in a few months…” Do these sales objections sound familiar to you?…
Sales Call Planning 101
Preparation, Sales TipsSales call planning isn't always done. SalesFuel’s Voice of the Sales Rep survey reveals that only 31% of sellers prepare discovery questions based on pre-call research. That number is abysmally low, especially when sales calls can do…
Presales Matters: How to Make the Most of Yours
Preparation, Sales TipsPresales differs from sales; do you know the difference? This term may not be familiar to you, or you might not be totally clear on its meaning. This lack of knowledge could actually be hurting your success.…
3 Ways to Inspire Customer Loyalty Using Neuroscience
Customer Service/Assurance/Delivery, Managing Accounts, Sales TipsAre you having trouble inspiring customer loyalty among your current clients? For once, it's time to focus more effort on your newer clients instead of existing ones, according to the basics of neuroscience.…
What Traits Do Successful Sales Reps Share?
Managing Yourself, Presentations and Proposals, Sales TipsThere are a few traits that successful sales organizations have in common. And they’re business aspects that you as a sales rep have significant sway over.…
Stalled Deals Happen. Uncover the Issue to Close More
Confirming/Closing, Sales TipsStalled deals getting you down? If you find that deals are stalling out more often than not, it’s time to take action. Typically, a clogged pipeline is a result of mismanagement, with reps overemphasizing the top-of-funnel at the…
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