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Sales Preparation


8 Keys to Unlock Your Sales Potential

8 Keys to Unlock Your Sales Potential


Posted By on Oct 30, 2014

If you, your business or organization is seeking to expand its sales training and development, here are some key suggestions to ensure that you are doing this education the right way meaning you are getting “more bang for the buck.” Guest post by Leanne Hoagland-Smith Sales training will be one of the few training and development areas that will experience an increase in expenditures according to a recent report. With the...

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Is Your Pipeline a Pipe Dream?

Is Your Pipeline a Pipe Dream?


Posted By on Oct 21, 2014

Identify key steps in your sales process to prevent “hope” pipelines.  Determine the questions and decisions that must be made at each stage.  Have you ever heard this statement?  “I’m hoping it will close this month.”  (And the CEO is hoping he can pay you.)  Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can...

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Don’t Ignore These 5 Warning Signs

Don’t Ignore These 5 Warning Signs


Posted By on May 29, 2014

By Jill Konrath This article is an excerpt from my sales book, AGILE SELLING. To learn more habits of successful, agile sellers, order your copy today. Hope is rampant in sales. We need it to keep going – but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering. ...

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Cold calling is tough!  But, there’s no excuse for laziness or mediocrity.  You have to do your homework before you call a prospect or the call is meaningless and here is the perfect example of why.  by Jill Harrington Do not ever be this guy. This is a true story. The seller’s name is David. And yes, this is his real name. I’m not protecting the innocent because he’s not innocent. He’s guilty of the most moronic act of any...

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By Colleen Francis Smart, successful companies today recognize the power that results from bringing people together. They don’t settle for sales teams who operate in isolation. You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with each other allows you to leverage current relationships to build new ones....

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When I mention  this word on stage at conferences you can see a wave of shivers go through the room. I kid you not. by Kim Duke Want to know a word that makes women crumble like a little gingersnap cookie? Negotiate. I just heard your bum clench all the way from Canada. You’re not alone. When I mention it on stage at conferences you can see a wave of shivers go through the room. I kid you not. You love what you do, your product or...

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