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,…

Sales Trends to Watch in 2015
Sales Trends to Watch in 2015
/ January 20, 2015 0 COMMENTS

Now that the new year has begun, and we’ve shaken off the holiday hangover like so many Taylor Swift songs, let’s look forward. What are some sales trends to keep an eye on in 2015? Here are five from sales experts. Consultative selling: The shift of salespeople striving to serve more as an adviser rather…

Understanding Why Clients Leave
Understanding Why Clients Leave
/ January 15, 2015 0 COMMENTS

It’s natural to look at the coming year and make resolutions to improve sales. But it can also be useful to reflect upon clients lost in 2014. We say this not to focus on negative events — especially not amid the good-time vibes of the holiday season — but instead to understand just why those…

Motivate Yourself for 2015; Develop Professional Resolutions
Motivate Yourself for 2015; Develop Professional Resolutions
/ January 13, 2015 0 COMMENTS

We’ve all done the usual New Year’s resolutions a time or two — exercise more, lose weight, get our finances under control, etc. Those go-to pledges become clichéd, especially after we’ve failed to accomplish them a few times. Many of us have a better shot at succeeding with workplace resolutions. (After all, that’s what you’re dedicating…

How to Go From Good to Great
How to Go From Good to Great
/ January 8, 2015 0 COMMENTS

Basketball Hall of Famer Michael Jordan was unquestionably one of the game’s best players in the early part of his career. But his desire for greatness, relentless work ethic and the evolution of his game took him from All Star to NBA champ. How does a salesperson go from good to great? There are plenty…