November 30, 2011 10:17 amPublished by Michael BoyetteLeave your thoughts
We’d all like to shorten our sales cycles. The sooner we close a sale, the sooner we all get paid. But the number-one thing that prolongs a sales cycle is lack of information. Read on to learn how gathering information early can help you reduce the cycle and close more sales.
November 28, 2011 10:06 amPublished by Michael Boyette1 Comment
In fact, the most effective way to a sale often requires you to surrender control. When you stop trying to control your buyer, the buyer stops resisting. And only then can you create a true, value-based relationship. Keep reading to see five ways to get started creating that type of relationship with a customer.
November 21, 2011 11:00 amPublished by Michael BoyetteLeave your thoughts
Sometimes an offhand question or remark from a customer can be more important than it seems. Read on to learn how your response to these “iceberg questions” can be critical to account retention.
November 18, 2011 10:26 amPublished by Stephen J. MeyerLeave your thoughts
Every other week, Top Sales Dog highlights the best sales blog posts from all over the web. This week: qualifying is more than just an event, and the emotional triggers that lead to a purchase. Read on to see what some of the best minds in sales had to say this week.
November 14, 2011 10:06 amPublished by Michael BoyetteLeave your thoughts
Face it: CEOs have more important things to do than listen to a presentation about your product. So how do you get the C-Suite excited to hear from you? By talking to them about what their employees are thinking. Read on to learn more about a different approach to getting the attention of the C-Suite.
November 11, 2011 9:54 amPublished by Michael BoyetteLeave your thoughts
Sales reps offer dozens of reasons why they don’t want to buy, but there’s a good chance they aren’t telling you the whole truth. Watch this short video to learn how sales reps can dig deeper and get to the heart of a buyer’s objections.
November 7, 2011 10:55 amPublished by Michael BoyetteLeave your thoughts
The key to an effective sales presentation is knowing how much to communicate, and realizing when you’re talking too much. Read on to learn more about how to communicate effectively in a sales presentation.
November 4, 2011 10:07 amPublished by Michael BoyetteLeave your thoughts
On this edition of the Sales Roundup: Six questions your client needs answered, and what sales reps can learn from both the St. Louis Cardinals and Mister Spock. Read on to see a few of the best sales blog posts from around the web this week.
November 2, 2011 10:20 amPublished by Michael BoyetteLeave your thoughts
Salespeople tend to forget just how anxiety-provoking a major purchase can be. For the salesperson, it’s just business, but the buyer sees it as a huge risk. So what can salespeople do to alleviate the buyer’s fears? Read on to find out.
October 31, 2011 10:45 amPublished by Michael BoyetteLeave your thoughts
Good salespeople spend a lot of time honing their cold-calling skills. But when those same salespeople are calling existing customers, all that discipline often goes out the window, and the consequences can be dangerous. Read on to learn some ideas on how to provide value and purpose when calling an existing customer.
