All the sales tactics you need to achieve your success.
In our dog-eat-dog world, many people feel that they must use every tool possible to get ahead. This as true in sales as anywhere else. When a study suggests that saleswomen are 20% more successful when they flirt with clients, you can understand why some saleswomen would follow that path. But is being a flirt as lucrative as it seems? …
Our sales funnel does not provide enough qualified prospects. Do I go out and find them on my own, or should I address this through management? – Yamila in Cheyenne, Wyoming Answer: Yamila, how are you defining “qualified prospects”? Are you defining “qualified” as giving you an immediate response? Today, in many industries, the sales cycle is longer than ever. …
We’ve all heard of branding, but have you thought about why it’s so important? How do you develop your style and brand so that you’ll succeed in your career? Recently, marketing expert Melissa Forziat joined us for an illuminating interview all about crafting your branding. With Melissa’s experience as a small business marketing coach and event manager, she has all …
One of my colleagues told me I come across as a flirt. I was horrified. She’s a real pro and I respect her. Still, our styles are very different. I have numerous male clients. How do I act friendly without being flirty when building rapport? – Becky in Smyrna, Delaware Answer: It’s all about the signals you give off. There’s …
How do you succeed in negotiations? In your sales career, strong negotiating often comes down to how others perceive you. Presenting a strong, self-assured confidence can go a long way towards improving your bargaining power. You can’t control the other person or their role in this negotiation, but you can control what you bring to the table. Here’s how you can …
We’ve all heard of branding, but have you thought about why it’s so important? How do you develop your style and brand so that you’ll succeed in your career? Special guest Melissa Forziat joins us for an illuminating interview all about crafting your branding. With Melissa’s experience as a small business marketing coach and event manager, she has all the …
We never have enough marketing materials for the different industries and business units. We have a generic brochure and presentation, but neither addresses the unique needs of our market segments. How do I approach management to convince them to give us better materials? –McKenzi in Boise, Idaho Answer: Preparation and participation are primary components for success in any endeavor. Schedule …
Sales is all about your clients. So how can you entice them and improve your performance? By focusing on benefits! That can be harder than it looks, so we’ve come up with our the 10 steps you need to take. With these tips, you’ll quickly boost sales and improve client relationships. The first step is to pay attention to what …
Sales is all about your clients. So how can you entice them and improve your performance? By focusing on benefits! That can be harder than it looks, so sales veteran Lynn is here to walk you through it on our new webinar. With these tips, you’ll quickly boost sales and improve client relationships. The first step is to pay attention …
There are far too many non-selling tasks at my firm. I’m working all kinds of extra hours to complete these tasks. How do I get out from under this and back to selling? – Priya in Dartmouth, Nova Scotia Answer: Priya, this is a loaded question, and on first glance, it appears difficult to answer. Without knowledge of your firm, …
Meetings are a foundational tool for wooing your prospects and clients. A key to developing great relationships with your prospects and clients is doing the heavy lifting. This means making things as hassle-free as possible for your clients. You ensure that everything is convenient for them, and this includes meetings. When it comes to in-person meetings, going to them, rather …
Receptionists: They’re often the first person seen and the last person considered. However, a smart saleswoman will recognize them for the power they have. Receptionists, like personal assistants and coordinators, are gatekeepers. Gatekeepers can be the difference between you connecting with your potential buyer and being shown out the door. Indeed, it won’t matter how well you can sell your …
Believe it or not, a large part of sales success is in the art of self-promotion. For many people, this can be difficult, especially if you’re shy or simply don’t like talking about yourself. How do you overcome the feelings of awkwardness so you can focus on your true objective? How can you get out there to promote you and …
Business travel can bring a nice change from the usual office routine, but it also comes with its own set of difficulties. How do you keep up with your sales and workload when you’re on the road? How do you stave off jet lag and travel exhaustion and get the most out of your business trip? With a little self-care …
There are many processes that you use to track your business’s well-being and future possibilities. One of them is something that you should be more familiar with: the quote-to-cash process. This is a more holistic process than some in the business world, because it includes multiple departments and multiple steps in the customer fulfillment journey. It takes in sales and …
Believe it or not, a large part of sales success is in the art of self-promotion. For many people, this can be difficult, especially if you’re shy or simply don’t like talking about yourself. How do you overcome the feelings of awkwardness so you can focus on your true objective? How can you get out there to promote you and …
Believe it or not, a large part of sales success is in the art of self-promotion. For many people, this can be difficult, especially if you’re shy or simply don’t like talking about yourself. How do you overcome the feelings of awkwardness so you can focus on your true objective? How can you get out there to promote you and …
Attending conferences is an important part of your sales career – but how do you get the most out of it? Whether it’s your first event or your 10th, there’s always more to learn. That’s why we decided to share a quick and easy guide to help you get the most out of your upcoming conference. In conjunction with our …
In sales, you meet all kinds of prospects and clients. Depending on your industry, you may run into so-called pay-to-play clients. As the name suggests, these are potential clients who require some form of payment before you can participate in a particular business activity. But isn’t that shady? It depends on who you ask. Lynn and Tina have both dealt …
Sales is a tricky business that requires excellent people skills as you build trust with your clients. But no matter how much you’ve mastered the art of sales, you’ll still make mistakes from time to time. What kinds of missteps can occur during the sales process? What about client relationships – are missteps more serious and harder to overcome? Moreover, how …