Tackling Your To-Do List
Tackling Your To-Do List
/ April 16, 2015 0 COMMENTS

It’s the simplest form of organization we have as we start the workday. And yet, there are likely some of us not using it the right way. We’re talking about the to-do list, that old familiar staple of daily planning, to best map out the day and to recognize where we are in our workload. Salespeople…

How to Build a Relationship With the Gatekeepers
How to Build a Relationship With the Gatekeepers
/ April 14, 2015 0 COMMENTS

When salespeople enter a place of business on a cold call, there is typically one person between them and a possible sales opportunity. The gatekeepers are in a position of power, and are often able to deflect salespeople as they come in to make a pitch. But the gatekeepers aren’t the rivals or villains in…

Mike Parnell: Born to Sell
Mike Parnell: Born to Sell
/ April 9, 2015 0 COMMENTS

Mike Parnell’s mother had his professional career all mapped out when he was just a child. “When I was about 5 or 6, my mother was telling me that, if given the opportunity, I could sell the Brooklyn Bridge to Brooklyn,” he says. “It’s in my blood, I guess. I always knew I was going…

Why You Don’t Need to Always Be Closing
Why You Don’t Need to Always Be Closing
/ April 7, 2015 0 COMMENTS

There are loads of sales experts out there with books, seminars and videos filled with “how to close a sale” advice. Not just one sale. This sale, that sale — every sale. The truth is, this just doesn’t happen. Even the best salespeople have their share of misses, and there’s no shame in that. Here’s…

Four Types of Prospects to Avoid
Four Types of Prospects to Avoid
/ April 2, 2015 0 COMMENTS

For any salesperson that wants any and all prospects, thinking a sale is destined to happen, there may come a time to tap the brakes. Once you start the conversation or dig into the sales process, red flags may pop up left and right. Here’s a look at five types of prospects that probably won’t…

Applying March Madness Passion to Your Sales Career
Applying March Madness Passion to Your Sales Career
/ March 31, 2015 0 COMMENTS

For college basketball fans, it’s the most wonderful time of the year. The NCAA Tournament is always an exciting experience, filled with inspirational stories, unlikely heroes and surprise victors. That naturally got us to thinking about sales. Here’s a look at how the passion of March Madness can apply to a sales career. Just get…

Facing The Competition
Facing The Competition
/ March 26, 2015 0 COMMENTS

Salespeople have enough challenges to deal with on a daily basis: perfecting cold call techniques, getting in front of decision makers and closing deals. Adding to all that is the competition from other companies and salespeople looking to earn new business. Here are a few tips for understanding and dealing with competition in sales. Get…

Melanie Hernan: Helping Customers Rain, Shine or Snow
Melanie Hernan: Helping Customers Rain, Shine or Snow
/ March 24, 2015 0 COMMENTS

It’s not unusual for new salespeople to stumble on their first cold call. Melanie Hernan describes her experience in a slightly more extreme way. When interviewing for a position with Worldwide Express, she went out on a cold call with a manager. “He said, ‘OK, it’s your turn,’” she recalls of the big moment. “I…

Dodging Client Objections as They Take a Swing at Your Sale
Dodging Client Objections as They Take a Swing at Your Sale
/ March 19, 2015 0 COMMENTS

It would be nice if sales calls could all be chipper, you-need-this-and-I-have-it-for-sale transactions. If only it were that easy. A prospective client may be the perfect candidate for a product or service, but objections are inevitable. Some are legitimate obstacles, while others may be a matter of perception. Here are a few tips to try…

What to Avoid in a Sales Call
What to Avoid in a Sales Call
/ March 17, 2015 0 COMMENTS

Earning a business arrangement with a new client can be a tricky proposition, and a lot of that depends on the buyer. But the salesperson’s approach is equally crucial. Mistakes are inevitable, especially early on in a sales career, and learning from them can help a salesperson avoid them in the future. Here are a…

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