January 9, 2012 10:44 amPublished by Michael BoyetteLeave your thoughts
Contrary to what you might think – and way beyond what you were probably taught – your sales presentation is not the most vital step in the buying process. In fact, you shouldn’t even have one. Read on to learn what you should do in place of a sales presentation.
January 6, 2012 10:41 amPublished by Michael BoyetteLeave your thoughts
On this edition of the Sales Roundup: Some thoughts for sales reps to consider as they enter the new year, some help for those struggling to get started, and a list of words that should be avoided when cold calling. Read on to see a helping of the best sales blog posts from around the web this week.
December 30, 2011 11:03 amPublished by Michael BoyetteLeave your thoughts
On today’s episode of the Selling Essentials Minute, learn how to get meaningful feedback from your customers without inviting a swarm of negative comments. It all hinges on avoiding the most dangerous question in sales. Watch the new episode to learn what it is and what you can ask instead.
December 28, 2011 10:24 amPublished by Stephen J. MeyerLeave your thoughts
When negotiating price, the buyer always has a few cards hidden up their sleeve, in the hopes of gaining the upper hand during the sale. Being aware of them can prevent sales reps from making huge, unnecessary concessions. Read on to learn what those secrets are and how they can help you in your next price negotiation.
December 14, 2011 10:40 amPublished by Michael BoyetteLeave your thoughts
You’ve done a great job for your customer. You know because she told you so. But most buyers start feeling uncomfortable when asked to provide referrals. Read on to learn what sales reps can do to help make requests for referrals easier for buyers.
December 12, 2011 10:07 amPublished by Michael BoyetteLeave your thoughts
You probably don’t like to think of your sales proposals as threats, but buyers can, and often do, see them in just this way. Keep reading to learn why buyers are frequently scared to buy something, and what you can do to help assuage those fears.
December 9, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
On this edition of the Sales Roundup, how to tell if a prospect is feeding you a load of garbage, and when you should have a painfully honest conversation with a prospect. Read on to see some of the best sales blog posts from the web this week.
December 7, 2011 10:20 amPublished by Michael BoyetteLeave your thoughts
Most voice mail messages are perfectly professional and inoffensive…and give prospects no reason to call back. So what’s a sales rep to do? Read on to learn how you can leave a voice mail that intrigues prospects into wanting to hear more from you.
December 5, 2011 10:18 amPublished by Michael BoyetteLeave your thoughts
Research shows that 45% of qualified B2B sales leads will convert to sales. Read on to learn more about the figures, and what it means for your prospecting efforts.
December 2, 2011 10:35 amPublished by Michael BoyetteLeave your thoughts
In this episode of The Selling Essentials Minute, a gatekeeper stands in the path of a big sale. What’s a sales rep to do? Watch the newest episode to find out.
