Spencer Gardner: “No dull moments” at Worldwide Express
Spencer Gardner: “No dull moments” at Worldwide Express
/ March 3, 2015 0 COMMENTS

Spencer Gardner’s first cold call as an account executive for Worldwide Express’ Springfield, Missouri, franchise started off about as well as can be expected. As he recalls it, he was able to get in the door and meet with the business owner, all while accompanied by the Springfield franchise’s owner, Ryan Ilges. That alone was…

Turning Downtime into an Asset
Turning Downtime into an Asset
/ February 26, 2015 0 COMMENTS

For salespeople, slow days are inevitable. Maybe you have no scheduled calls and you’ve run out of leads. Maybe you’re travelling and you’ve got some free time in your hotel room. Downtime doesn’t have to be wasted. Here are a couple of things you can do when you find yourself with a few free moments….

Action! Sales Lessons from the Year’s Top Movies
Action! Sales Lessons from the Year’s Top Movies
/ February 24, 2015 0 COMMENTS

During Oscar season — before and after the awards have been handed out — people make it a point to see as many of the nominated movies as possible. Many of those films feature people making significant achievements, and so we looked to find lessons that apply to sales. Here are a few, based on…

What Can Cupid Teach You about Sales?
What Can Cupid Teach You about Sales?
/ February 12, 2015 0 COMMENTS

Valentine’s Day is approaching, and that means playlists and radio stations will be loaded with love songs. And, when you think about it, a singer belting out a ballad is a great example of a salesperson — aiming to win a person’s affection, or perhaps to bring that person back into a relationship. Here are…

Miranda Reed: Sales career feeds her competitive fire
Miranda Reed: Sales career feeds her competitive fire
/ February 10, 2015 0 COMMENTS

Miranda Reed started her first job immediately after graduating in 2011 from Glenville State College in West Virginia. She had double-majored in business management and business marketing, and started working for her alma mater in an outreach/recruiting role. The only problem: It was essentially a desk job, and Reed was ambitious for more. “It was…

Keeping Inherited Clients Happy
Keeping Inherited Clients Happy
/ February 5, 2015 0 COMMENTS

Good salespeople know that it’s just as crucial to hang onto existing clients as it is to attract new ones. But what about inherited accounts? A sales rep leaves, or territories are restructured, and suddenly a batch of new accounts has floated your way. Here’s a look at how to take these on, to ensure…

Sales Lessons from Super Bowl XLIX
Sales Lessons from Super Bowl XLIX
/ February 3, 2015 0 COMMENTS

Super Bowl XLIX is in the books, and what a game it was. Exciting, entertaining, nail-biting and downright absurd. Now that the dust has settled on the Patriots’ win over the Seahawks, let’s look a little deeper for some sales lessons that we might be able to pull. It ain’t over till it’s over: We’ll…

Are You Using Social Media to Sell?
Are You Using Social Media to Sell?
/ January 29, 2015 0 COMMENTS

The cold call isn’t going anywhere. There will likely always be the need for that basic and crucial foundation of sales. But the concept of “social selling” has emerged as a major player for salespeople, as the popularity and influence of social networks (including LinkedIn, Facebook, Twitter and Instagram) has skyrocketed. So what is social…

Is it Time to Explore the Science of Selling?
Is it Time to Explore the Science of Selling?
/ January 27, 2015 0 COMMENTS

We often hear about “the art of selling,” the idea that the effort and thought involved in a sales pitch is comparable to an elegant work of creative expression. An emerging trend takes the opposite approach — “the science of selling.” Neuroscience — the study of the nervous system — has been hailed as a way…

Is Your Smartphone Hindering Your Productivity?
Is Your Smartphone Hindering Your Productivity?
/ January 22, 2015 0 COMMENTS

Elizabeth Cohen, senior medical correspondent for CNN, was alarmed to find herself checking her phone repeatedly while socializing with friends: “’What am I doing?’ I thought to myself. ‘I’m here with my friends, and I don’t need to be checking e-mail on a Saturday night.’ ” Many of us repetitively check our smartphones for email,…