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Business referrals are among the highest-quality prospects available. Referrals are so valuable, in fact, that referral strategy experts earn their entire living by helping companies formulate plans to increase the number of business referrals they obtain. Salespeople can get quality…
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A sales review carries more weight in today's business climate than ever before. Good or bad, online reviews and critiques hold enormous sway over potential buyers, and businesses must take an active role in maintaining, nurturing and presenting their online…
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Salespeople can't be effective unless they speak the prospect's language. The value of customer-centric communication drives some salespeople to make the mistake of memorizing fashionable buzzwords, key phrases and industry jargon in an effort to create the illusion of expertise…
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Businesses that sell highly technical, industry-specific products generally follow one of two sales models. The first option is to create a sales team made up of technical experts who are authorities on every aspect of the product. In the second…
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The tidal wave of technology that has swept the world over the last two decades has not introduced a single tool that is more direct, more intimate and more efficient than the good old-fashioned telephone. Although salespeople should absolutely take…
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There are different leadership roles within a sales department, each of which require a very different skillset to perform the job well. The qualities that make a great sales director, for example, don't translate very well into being a good…
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It has never been easier to conduct prospect research than it is today. The digital age has given everyone with a Wi-Fi connection access to the cumulative knowledge of the entire human race. In sales, information is power — and…
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Prospecting can be expensive, time consuming, frustrating and fruitless. But instead of viewing it as a necessary evil, a little research will make it rewarding and with a smile on your face it can even be fun! In an ideal…
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Some mistakes can't be un-made — especially when it comes to following up. Following up requires a salesperson to walk a delicate balance between being persistent and being annoying or overly aggressive. Countless speakers conduct seminars on what a salesperson…
