Navigating Tough Negotiations
/ June 23, 2015 0 COMMENTS
When salespeople get past the initial steps with a prospect — introducing the ...
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 ...
Set Your Task List and Attitude for Success
Set Your Task List and Attitude for Success
/ March 12, 2015 0 COMMENTS
In sales or any other field, it can be dangerous to fall into a predictable routine. The “same stuff, different day” concept may be fine for those who just want to get by, but not for ...
Avoiding the salesman stereotype
Avoiding the salesman stereotype
/ March 10, 2015 0 COMMENTS
There was a funny bit on the old Saturday-morning TV show Pee-Wee’s Playhouse. A knock at the door would reveal a giant-headed, mascot-like salesperson, always blustering, “I’m going ...
Organize Contact Lists for Effective Cold Calling
Organize Contact Lists for Effective Cold Calling
/ March 5, 2015 0 COMMENTS
The art of cold calling includes an element of randomness. When a salesperson knocks on a business’ door, there’s always the question of what’s on the other side. But an effective ...
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. ...
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 ...
Achieving Work-Life Balance
Achieving Work-Life Balance
/ February 19, 2015 0 COMMENTS
A recent episode of HBO’s Real Sports featured Ohio State football coach Urban Meyer, who just won his third national championship (the first two were with Florida). It detailed his ...
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 ...
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 ...
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, ...

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