All the sales tactics you need to achieve your success.
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 …
In sales, your customer needs should be important to your organization. While this should go without saying, it’s easy to lose sight of your customer focus. How do you improve your customer focus and relevance? How do you talk to your customers and truly listen so you can ensure you’re fulfilling their needs or providing something they lack? Sales experts …
We recently shared an Achievement in Sales webinar on attending conferences. But that’s just the tip of the iceberg. What should you do when exhibiting at conferences? How do you find sales success? Along with Marketing Executive Debbie George, we dive into the different types of exhibitions you’ll prepare and the diverse range of events at which you’ll exhibit. From planning …
In sales, demonstrating sincere interest in your clients, or worthy intent, is invaluable. It’s how you build stronger, lasting relationships with your clients. Worthy intent in professional sales is all about building relational capital with your prospects and clients – the practice of making a deeper connection with the individuals you work with. You accomplish this by shifting the focus …
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. Along with Marketing Executive Debbie George, we dive into how to develop a strong conference strategy – based on logistics and goals – and then prepare …
What is the difference between solution and relationship selling? Which sales method will be most effective in your approach? Most sales efforts will fall into one of two categories. Knowing your product or service, your clients, and your sales objectives will help you determine whether to offer solution selling or relationship selling. Different skills apply to each method, though. So …
What is a thought leader, and why is it so important to become one? You may have heard buzz about thought leadership a lot in the past few years, and it’s becoming increasingly important to establish your role in it. Developing your part in this will lead to greater sales success. Indeed, thought leadership can give you an edge in …
Rejection can be hard to take in your sales career, whether you just started or have been in the industry for decades. How do you handle it with grace? Moreover, how do you move forward from it? Sales veterans Lynn and Tina have been there, done that…. time and time again! They’ve learned from experience how to not only maintain …
In sales, knowing the ins and outs of your product or service is crucial. Being well-versed in the features and benefits is the foundation of sales success. While knowing these details is invaluable, it’s not a panacea. You must also think about how an organization’s culture will play into the resonance of these features and benefits. How well do they …
The importance of actually doing what you say you will do cannot be understated. If you make a promise, you need to keep it. While this rings true throughout life, it’s especially crucial in sales. You gain trust when you keep your word. On the flip side, not following through undoubtedly harms sales. And no matter how reliable you are, …