A formerly high-performing sales team has appeared to hit a slump, and the sales manager can’t seem to make sense of the cause behind this drop in performance. The team seems to continue relying on the sales tactics and negotiation strategies that guided them toward success in the past, but these methods seem to lack […]
5 Reasons Your Sales Team Needs Integrated Sales Training Read More »
Even the best salespeople run in to prospective clients who seem impossible to please. You know you have the best product or service, and you know you can help this client improve his/her bottom line, but how to convince them to give you the sale? Sometimes, a salesperson approaches a prospect on a bad day.
Some people believe writing thank you notes is an archaic practice — a lost art. The truth is, certain social niceties never go out of style. In fact, the simple courtesy and acknowledgement of a thank you note can mean the difference between closing that sale and becoming another blip on a customer’s screen.
The major function of the sales management department is conducting sales operations; planning, and implementing sales techniques. Without proper sales management, you will not meet your sales targets, but with better sales management, you will exceed your set targets. A thin line lies between good and bad management. A small oversight might cost you and
The Ultimate Guide to Sales Management: 6 Ways to Manage Sales Leads Better Read More »
Is the Relationship Sale Still Relevant? There is a developing trend that indicates that the relationship sale is dying a slow death. The old path of using golf outings, dinner meetings, and ballgames to cultivate loyal customers seems to be falling to the wayside in a time of budget cuts and a move toward mass
Negotiating Using the Challenger Sales Model Read More »
We all know the stereotype of a salesperson: bubbly, energetic, a go-getter, and a people person. Some might guess that this type of person with a seemingly endless supply of energy and things to talk about never wears out. However, in a career full of high-pressure goals and demands, burnout is very common. Let’s find
How to Tell If You Are Experiencing Burnout Read More »
Indifference can be one of the most effective impulse factors to use in sales and negotiations. Because indifference is defined as having a lack of sympathy, interest, or concern, you might think it sounds wrong or contradictory that this should be an effective sales tool. But before you dismiss the idea of indifference in sales,
The Role of Indifference in Sales: How to Appear Neutral and Not Desperate Read More »
When planning any big event, many factors can affect the overall tone – and success – of the event. Choosing the proper venue, music, printed materials, food options, and even dress codes are all part of the planning process. However, the most important factor in achieving the desired tone for your event may be the
How Setting the Right Tone Will Affect Sales at Your Next Event Read More »
Our emotions guide us in our decision-making every day, sometimes without us even realizing it. We all have primal instincts that influence our choices. When we feel hungry, we seek out something to eat. We sleep – or find another cup of coffee – when we’re tired. When we see a small animal or new
What Is Emotional Influence, and How Does It Affect Sales Read More »
A sales training program is crucially important to the success of your sales team. Every individual needs the right introduction into the sales environment. No matter how naturally talented a person is, he or she requires the polishing that comes from good instruction. When it comes time to choose a sales training program for your
How to Choose the Right Sales Training Program Read More »
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