It's one of the most frustrating situations in sales — you spend days or weeks engaging with the prospect, emailing and calling, answering questions and supplying information,...
Marketing strategies have been transformed by technology, and sales content has also gained popularity in a variety of industries. As a sales manager, evaluating the...
As of 2017, millennials make up the largest percentage of the U.S. population, which means they have a big impact on the retail industry. Retailers have already begun catering...
When you're starting a business, branding often takes a back burner to more pressing issues. Months or years later, however, this initial complacency can lead to problems with...
When marketing a business, you have to choose effective words to engage customers and drive sales. Prompting an emotional response is the top priority, making it necessary, at...
The secret sauce of your sales force is how it takes leads from the top of the sales funnel to the bottom. You have plenty of ways to track the process, but what is a good...
Moving from salesperson to sales manager can be complicated. A great salesperson may be able to bring in big numbers, but a great sales manager must know their team and be able...
For sales professionals, rejection is a part of the game. Whether the buyer refuses your offer outright or puts you off with a vague excuse, negative responses have the...
Offering discounts isn't the best way to get a potential client to purchase your products or services. When your sales team relies on discounts over and over again, you might...
If your new sales reps aren't living up to your expectations, it may be time to take a look at your hiring practices. There's a strong chance you're not hiring the right...
A winning B2B sales strategy can help your team net lucrative accounts that increasingly bring in more sales. However, businesses have bottom lines, stakeholders and regulated...
If your organization has embraced a solution selling approach to sales, you may think you don't need a sales strategy. In reality, all sales reps benefit from some structure to...
In the big picture, sales enablement means you let your sales representatives do their thing to land more contracts. Of course, it's not as simple as that because you must...
When it comes to sales, communication is key. A successful salesperson interacts with clients, colleagues, business partners and vendors on a daily basis to meet the...
Making a big sale is a team process, requiring dedicated professionals for every step of the way. While sales professionals are usually the first people who come to mind, one...
Making sales calls can be intensely stressful for anyone new to the sales industry or for those who don't have outgoing personalities. While some people have a natural ability...
The best sales professionals don't necessarily come with the fanciest degree, the most charismatic personality or the longest resume. To get consistent results, you need...
Ongoing high-quality sales training is the key to a successful sales team. The best sales practices change over time, and sales reps need up-to-date knowledge about the...
Sales can be an exciting and lucrative field — if you have what it takes to succeed. With the right combination of hard and soft sales skills, you can delight customers and...
Exploring your buyer's mind serves one very important function as you try to improve your sales. You see precisely how your product or service solves your prospect's problem....
The traditional buying cycle is typically presented with four stages: awareness, outreach, selection and purchase. However, the modern world and new technologies have impacted...
Sales calls are always hit-or-miss, but the right strategy can help increase your lead conversion rate. By asking the right questions and listening carefully, you can get into...
All over the country, there are retail stores closing down. Many factors play into this trend, but ultimately, they all boil down to this simple fact: stores are going out of...
As a sales professional, your sales pitch is crucial to your success. However, having just one pitch prepared may be hindering your ability to close a sale. Be prepared for a...
As a business owner or sales representative, you know that when customers feel valued, they become loyal to your business. Soliciting customer feedback is essential to maintain...
Your success in sales can hinge on a variety of factors, including skill, location and even luck. While growth and improved sales skills go a long way toward helping you reach...
Although many advertising campaigns focus on attracting new customers, actively working to retain your current customers is just as important. A strong, loyal customer base is...
Increasing revenue consistently across your organization often requires ongoing sales coaching, which lets staff flex new skill sets and perfect their approach to various sales...
Sales forecasting is an important activity for any business. Without accurate sales forecasts, it is difficult for a business to predict its future revenue or growth. Here are...
Remote teams help businesses run more flexibly, allowing people to work together on projects even when they are not physically located in the same place. However, not all...
When it comes time to sell your stellar services or promise products to a potential buyer, a strong sales proposal is vital to closing the deal successfully. If your pitches...
Texting can be a powerful tool for sales prospecting — a text message feels like a personal communication but provides the comfortable distance and flexibility of email. When...
A prospecting plan involves making a concerted effort to continue the conversation with your sales leads. This strategy does not close deals, but your plan has the potential to...
Contacting sales prospects is more than just having a conversation with someone who has buying authority within a company. In a highly competitive global economy, your team may...
Huge advancements in digital technology have made reaching out to prospects easier than ever, but amid the traffic of cyberspace, the business-client relationship has lost that...
Many companies that provide subscription services offer a free trial to encourage customers to give the service a try. However, not all trial customers convert to paying...
Although it may seem like you are selling a product or service, the reality is that your company is selling solutions to customers. Even though you may put strategic efforts...
There are two main statistics you need to know about converting leads into actual sales. Only a paltry 0.78 percent of B2B leads become sales, and sales revenue is won or lost...
The future of sales may not be what you expect in the B2B market. You've probably heard how much of retail sales has gone automated thanks to specialized software and tools...
Your dynamic sales team has all the best tools, training, scripts, technology and connections to take your company to the highest levels. Does your team have sales intelligence...
Your high-performance team leads the way when it comes to landing sales for your company. Your co-workers know which sales technology to employ at a moment's notice, and...
Acquiring new business is the primary goal of sales prospecting. However, if you find yourself struggling with client communication or time management, the task can be a...
Have you ever been a part of a "trust fall" or "telephone game" at the office? These team building exercises are meant to strengthen the bond between co-workers. A sales rep...
Companies are often faced with challenges, but when a product is recalled, one of the primary challenges is the company brand. Although your firm's reputation may take a slight...
Top sales leaders are proficient in the language of leadership. This is the language spoken by CEOs and other top-level managers who have authority to make purchase decisions....
Done effectively, sales prospecting is one of the most useful ways for a salesperson to spend time — it ensures that you always have a steady stream of leads in the pipeline....
Thanks to big data, sales professionals have access to more customer information than ever before. AI algorithms offer a way to analyze that mountain of data and put it to work...
The fallout from the Wells Fargo bank account scandal reached far and wide within the company. The board of directors punished high-level executives and lower-level employees...
Pinterest isn't just a social media platform where people can share ideas with friends or random visitors; it's an avenue to share their hopes, dreams and even intentions to...
Have you ever had a sales prospect rant and rave about your product or service only to walk away without making a purchase? This scenario is common in the business world and...
How can you tell if the people in front of you are trustworthy? As a professional sales rep, your gut instincts must be spot on when it comes to figuring out if potential...
Sales organizations try to cast wide nets to get as many fish as possible when attempting to land large deals. Your net might pick up thousands of small fish, but can your...
Becoming a gold-medal salesperson requires some of the same strategies used by top-level Olympic athletes. Stretching, practicing, competing and using feedback from your coach...
After whittling down leads, sending countless emails, talking on the phone and arranging a time, you finally get to your first meeting with a sales prospect. Now it's time to...
One long-standing debate in the business world centers around who the initial contact person or group should be when it comes to a sales call. Some professionals believe it's...
With millennials making up such a large portion of the U.S. workforce, it's essential that marketers learn how to speak to them. While traditional routes may work with...
Sales leaders face several challenges in the workplace, including managing a team, deciding who fits into what roles, hiring the best people and becoming the best salespeople...
The idea of cloud computing evokes a wide range of reactions from business owners. Many sales professionals question the security of storing data in virtual space, while others...
One major challenge facing sales forces is the ability to ask the right questions of potential clients. This is where insight-based questions come into play as opposed to...
Words mean very little without there being some form of purpose and intention backing them up. That's why when you develop a sales presentation style, you should recognize and...
Hiring remote workers gives you the flexibility to recruit top talent from around the globe and retain skilled professionals when they relocate or experience lifestyle changes....
Missed sales targets can sink a company's strategic plan before it has a chance to take off. Lagging sales decrease revenues and lower profit forecasts, which means businesses...
As a salesperson, you've probably heard every kind of sales objection in the book, including the timing not being right, there not being enough money in the budget for...
Companies rely on massive amounts of data to assist with the overall customer experience. What did this person buy last time? What issue did this customer have with a product...
Your top client is more than just a steady stream of sales revenue. Being one of your best resources in a number of ways, this customer has a ton of human capital you can tap...
Even the best salespeople aren't necessarily big fans of cold calling potential clients. You can learn to make effective sales calls, however, by keeping an upbeat attitude and...
Email marketing provides the ideal opportunity to promote your brand. According to Campaign Monitor, 72 percent of consumers prefer to receive promotional material via email...
One major key to any sales strategy includes preparing for any situation that arises during any portion of the sales process. One stumbling block salespeople may encounter is...
Sales technology has taken off as one of the major tools salespeople need to be successful. Plenty of programs, software, apps, cloud-based operations and integrated...
No sales representative can achieve a consistently high conversion rate without learning how to keep customers interested in a sales pitch despite price concerns. Because many...
Your sales force's productivity is only as good as the people and the tools it uses to achieve better sales metrics. Increase sales by taking advantage of the way your team...
The concept of a moment of truth for a company changes over time as consumer sales change. The idea first started in the 1980s with Scandinavian Airlines executive Jan Carlzon....
If you're in sales, you've probably already discovered the peril of the sales conversation — you let yourself get a little out of control, talking too much about your products,...
Motivating a sales team is a true art among business professionals. If you can convince your sales reps to motivate each other on a regular basis, then you have a win-win...
When you motivate your sales team, you have to keep in mind that you're working with a very diverse group of people who respond to various types of motivation differently. You...
No matter how well you structure your sales funnel, you still have to rely on a diverse sales force to promote the benefits of your company and convert leads into clients....
A sales team makes up a company's front lines. They need to feel passion and excitement for their product, their company and their clients. Keeping them upbeat and focused...
The collective behavior and attitude of your sales force can make or break your reputation with customers, so revenue is often a reflection of employee engagement. In 2012,...
As years pass, it's natural for a company's sales strategies to lose clarity and power. The new year, with its promise of a clean slate, is an ideal time for sales...
A carefully crafted and delivered script can help you make the most out of the time you spend on the phone with a prospect. It is important, however, to use softening...
Many sales reps think that handling a call-in lead is easy. After all, the customer is interested enough to make the call, so closing the deal can't be too hard, right? In...
Overcoming objections is one of your most difficult duties as a salesperson, but it's a skill you must master if you want to succeed. Many customers have sales objections,...
Working in the sales industry exposes you to many challenges, but handling conflict is often the most difficult. Whether you are dealing with an upset customer or a combative...
As a sales representative, you know that each customer boasts very different buying needs and personality traits. Your sales personality matters when you are determining an...
If your career has been taking off, you may consider yourself irreplaceable at the office. That attitude, however, can be one of the signs that you're actually in great career...
Sales organizations and companies continually strive to expand sales. The methodology used by these entities varies, but the basic principles remain the same. Salespeople start...
Getting a sales prospect to talk is an art form that some of the best salespeople in the world rely on, even in the middle of the best sales script. All you have to do is...
Making a positive first impression is the golden rule of good customer service, leading many companies to invest massive amounts on brand imaging and marketing efforts....
A sales manager is faced with two choices when a direct report seeks help with a customer or a problem. You can offer a quick solution and get back to the pressing work on your...
Converting 100 percent of sales leads into purchases represents the holy grail of marketing. Your company has great content through your website and apps, but you must...
Consumer trends point to a huge uptick in spending during 2015 as the recovery from the previous severe economic downturn continues. This makes it a good time for businesses to...
Companies seeking to expand their business and distribute products and services are focused on sales growth. Leads are a crucial component of maintaining business and acquiring...
Closing calls are one of the last steps before finishing the sale, and this stage in the sales process is as vital as any other. If a closing call is ruined, all the effort...
Rural markets require specialized sales tactics. Techniques that are tried and tested in urban markets often fail when salespeople try to use them in rural environments. Here...
Companies that invest in the value of training sales managers and representatives often find their sales techniques are more successful because the employees are invested in...
Companies may use a sales playbook, similar to a playbook in football, to successfully close a sale time after time thanks to a repeatable process. Much like a coach drills his...
Whether you are going to an interview for your dream job, presenting a sales pitch to a potential client or performing everyday office duties in your administrative assistant...
Whether you’re pitching a project or hosting a seminar, weak presentation skills make your audience prone to brain drain and unlikely to recall any relevant information....
If you have been hitting all your targets while working in sales, you might be hoping for a promotion to a management position. However, the best salespeople don't always have...
Sales managers strive to produce teams with a long-standing record of high sales performance. Sales teams are tasked with acquiring new business and hitting sales quotas to...
Marketers often use video content to convert website visitors into leads, or to deliver information to customers after a sale has already been made. Although videos are a...
Cold leads present a risk for any sales professional, but they are an essential part of an overall strategy. If your sales have stalled due to seasonal slowdowns or a lack of...
Generation Y often has a reputation for being self-entitled, but millennial workers have a number of key traits and tendencies that provide a large return on investment for...
The sales process begins when someone discovers a company's brand, and continues through sales negotiations, which dictate terms, closing the sale. This is followed up with...
Customer service is a crucial factor in retaining clients and building the reputation of a business. Sales techniques are equally important. Focus on how to attract potential...
A career in sales can be challenging, especially when dealing with difficult clients. Your sales attitude, though, can make or break your revenue stream and the company's...
Professionals who model their companies to offer client-centered sales and customer service environments build a reputation for success and loyalty from their customer base....
Most professionals and sales representatives are under the impression that sales decisions must be made purely on logic. When reasoning, they mistakenly think emotions...
Maintaining an active business blog may not seem like a big deal to many salespeople. Some professionals likely feel as though they don't write well enough, while others might...
The traditional sales model entails a salesperson calling or talking to a customer to tout the benefits of buying a particular product or service. Today, that paradigm has...
In a world of rapid, high-tech communication, verbosity is largely verboten. Many of the most popular mediums of contemporary communication enforce character limits, making...
Making sales calls is a routine part of businesses for companies aiming to sell products and services. The difference between a successful call and an unsuccessful call depends...
Tracking and managing sales performance is all about finding and improving the right key performance indicators. Here are four of the main ones for the modern...
In the world of sales, it's important to always make it clear to the client that you're there to take care of their needs. Your future as a successful salesman and your...
Humans are emotional creatures. Whether it is fear, the need for social acceptance or some other feeling, sales and emotions are intimately entwined. A successful salesperson...
If you just started working as a sales manager, you now have more responsibilities than ever. In addition to working with customers, you are responsible for hiring and training...
It inevitably happens that sales professionals encounter customers who say they are working with someone else or satisfied with another company. Sales strategies need to be in...
Every salesperson has been there; you get to the end of your sales pitch, confident that you’re about to land the deal, and the client says “I need some time to think about...
To succeed in the sales industry, you must overcome a variety of sales objections. Common objections range from "I'm too busy" to "this product isn't in my budget." It's...
Sales representatives are taught early on in their careers to practice scripts when calling potential customers over the phone. Cold calling, in particular, may make...
Becoming an entrepreneur is a wise choice for those willing to sacrifice the time, effort and resources necessary to launch a business. Fortunately, starting out in the sales...
Cold call anxiety may feel a lot like stage fright or speaking in front of a lot of people. How do you call a complete stranger, out of the blue, and start talking to that...
Google Analytics is an easy-to-integrate tool that provides a wealth of information about your customer base. This free service gives you plenty of data for learning more about...
A bad sales presentation can do much more than just leave you feeling embarrassed and defeated. There are several other side effects of a bad sales presentation that affect the...
A bad manager can cause significant issues within the sales workforce. Spotting a sales manager who may be sabotaging his own team is essential to improving performance....
In the past, a salesperson couldn't succeed without giving face-to-face presentations and staying in touch with customers. There are many benefits to personal contact with...
Companies must get written permission from clients before sending text messages to their phones. This permission is often part of an acceptance of terms of service or is gained...
Working in sales requires stellar showmanship and an enchanting influence over the customer’s decision-making process. Unfortunately, a bad sales presentation can kill the...
Referral business customers represent one of the fastest ways to grow your new business from the ground up. Business leads grow when customer referrals go from one person to...
A customer may say no for a variety of reasons, but your goal is to try to turn the tides and make a sale. Fortunately, if you can determine what is behind the no response,...
When email becomes part of your sales pitch towards a prospective customer, it may take some effort to ensure that the person on the other end of the line will actually look at...
Every salesperson wants tips, tricks and gimmicks to get ahead in the game, earn the big sale and out-do the competition. One way to accomplish these goals starts with looking...
Small businesses have more tools than ever to increase sales and profitability, from social media feeds to personalized customer service. In 2015, entrepreneurs face many...
Even the most dynamite sales team may not have the best salespeople working for it. Sometimes, managers or team members may realize that a sales career just isn't for them....
Instead of focusing on territories and doing whatever it takes to make sales, many salespeople spend a lot of their time doing paperwork or creating content. As a sales...
Both in terms of actual sales and in order to develop your career, it's important to realize that technology cannot replace the sheer impact of personal contact. Although...
Your sales team needs all the assistance it can get in the high-pressure world of marketing. A sales app can take productivity to new levels with instant access to data, leads...
Everyone has different objections to a sales pitch. If you meet potential clients or customers armed with the proper informational tools to overcome those objections, your job...
Every sales agent faces customers who are not interested in buying anything, even if you are offering a superb product or service. Engage in these techniques to increase your...
There is no concrete rule governing the appropriate number of contact attempts for a salesperson to make to a potential client. You need to find the balance between driving a...
Studies show that more than 90 percent of sales emails are discarded without even being opened. Using a few strategies can help your sales emails catch the eyes of your targets...
Starting a career in sales can be a bit intimidating. Whether you are fresh out of college or changing career, wading through the wide variety of available positions and...
Sales managers are more than just bosses that lead a team into battle. Sometimes a leader must turn into a sales coach who studies the team, places the proper people in the...
As a sales professional, qualifying prospects should be one of your top priorities. Working with qualified prospects helps you earn bigger commissions and reduces the amount of...
The debate concerning nature and nurture in the world of sales may never reach a final resolution, but none can argue that certain salespeople possess personality traits that...
As you advance in your sales career, you must become more adept at overcoming sales objections and helping customers understand the true value of your company's products. Price...
Like any business endeavor, sales prospecting is a dynamic, evolving process. When one part of the system stops working, it can bring new prospects to a halt. By evaluating...
Without sales analytics, it would be almost impossible to forecast sales, effectively manage your sales pipeline or identify the buying habits of your best customers. Many...
Studies indicate that sales positions are among the hardest jobs for employers to fill. From failure to attract job candidates to the failure to retain them, many companies...
Most customers have no patience for a fragmented journey. In the world of social media and online reviews, giving anyone the run-around can have a devastating effect, as word...
As a salesperson, you can't afford to make one sales call to a prospect and then move on to the next person. Instead, you must make multiple sales calls to the same people,...
Phone scripts can make sales representatives sound unbelievably robotic or incredibly professional. Two major schools of thought have emerged from telemarketing companies –...
Building a successful inside sales team can be done with a few strategic steps and a lot of optimism. As long as the company is willing to put forth the effort and remain...
Getting referrals from existing customers is the most cost-efficient way to grow your business. This simple form of advertising has been used throughout time and usually...
Now that it's 2015, many companies look to the new year to jump start revenue, profits and sales with renewed vigor. Getting the year off to an energetic start begins with your...
Fresh sales leads are a vital component to the success of any business. Leads often need to be cultivated over time, and it can be difficult to develop new relationships with...
For a business to survive, it needs effective salespeople. As a result, companies spend millions of dollars training their sales forces. Unfortunately, much of this money is...
No one wants to be a bottleneck boss, but well-meaning sales managers often find themselves in that position. Over-scheduling and a lack of the right priorities can keep sales...
Offering to reduce prices on your company's goods or services is one way to make a sale, but it is not the best way to build lasting relationships. Agreeing to a discount hurts...
In today’s highly competitive business environment, you know that you need to pursue leads aggressively in order to maintain or increase market share. You devote substantial...
An excellent sales manager can coach the sales team to success, and great sales coaching can transform the average salesperson into a well-rounded sales professional. Consider...
In the age of instant connections through social media, websites and mobile technology, customer relations are more important than ever when growing a business and keeping an...
The traditional, forceful sales pitch has lost support with modern consumers. Creating a modern sales pitch is essential to maintaining a thriving company in the digital age....
Many sales agents wonder how they can improve their sales to meet the demands of company quotas. You can increase your sales by using some simple techniques to promote sales...
Good suppliers that are loyal to your business represent vital links that improve efficiency and increase profit margins. When one part of a supply chain breaks down, delays...
Salespeople know their presentation techniques can make or break their careers. They know they need to make a powerful first impression and convey their message well. But when...
Not only does the holiday season represent a time to generate plenty of income from sales, but it also allows companies to get a closer look at their standings among...
Many salespeople believe that closing a sale is the most difficult part of the sales process, but it doesn't have to be. You can learn how to close a sale easier and attain a...
Offering a discount is one way to make a sale, but discounting can also reduce your organization's bottom line. By following these top tips, you can stop discounting and start...
Building teamwork in your company is an important part of customer service. The more connected your reps feel, the better the overall culture of your business. Company culture...
Businesses must stay on top of customer buying trends to thrive and survive. Each new year brings a challenge to meet the needs of customers and clients in retail shopping...
The art of sales planning can be a complex action for any business owner, but using a simple system can help. Take into consideration a number of factors to determine if sales...
Salespeople no longer rely on traditional ways of doing things to make a living. Door-to-door selling tactics are a lost art thanks to the 24/7 motif of online sales, targeted...
If you spend your career trying to convince others that they need your product or services, you have probably dealt with some of the common objections that arise. How you...
Office professionals must balance efficiency with effectiveness regularly, especially when it comes to communication. One recent issue, illuminated by an administrative...
The holiday season brings a unique set of challenges for every sales professional. Unfortunately, too many sales associates become burned out and unproductive. Consider how you...
A full day's work should be a rewarding experience. However, when your boss is not the type to offer a pat on the back for a job well done, it may seem challenging to find the...
As consumers become more technically advanced and knowledgeable about products, the role of the sales professional becomes more complex. Contrary to popular belief, salespeople...
Black Friday 2014 set new shopping records, according to data released by IBM. The data, which includes more than 370 performance indicators, revealed that customers in 2014...
If you are not effectively managing your clients' accounts, then you run the risk of them stagnating. Without good account management, your clients will continue to purchase...
In the sales industry, there is no holier grail than the customer referral. Word-of-mouth has a greater impact on a business's financial success than social media and...
For sales professionals, the follow-up call is a crucial part of the job. A successful call secures a commitment and provides a solid starting point for the sales process. If...
Internet marketing is a great way to introduce your products or services to a large audience. Unfortunately that introduction is not enough. Sales results require turning...
The sales industry is the most competitive industry on the face of the planet. A good sales team knows how to persevere in that competitive environment and routinely make...
Although every sales manager wants the best sales team with the highest output, not every sales star is the right fit for your operation. Some superstars might even disrupt or...
When Ebenezer Scrooge says, “Bah, humbug,’’ in the Charles Dickens story “A Christmas Carol,” he is expressing a negative attitude about Christmas, not trying to get rid of a...
How you handle sales objections determines whether you close the deal or walk away empty-handed. Although some salespeople instinctively try to negate the clients’ concerns,...
Search engine giant Google is partnering with Auction.com to create Nowcast, a product to rival home-selling software created by the National Association of Realtors. Nowcast...
Attaining sales success is far simpler if you can build rapport successfully with clients. Sales relationships that lack rapport are weak foundations for producing a sale. You...
Many retailers are looking to maximize profits by opening on Thanksgiving or extending Black Friday for an extra day or two. Not to be outdone, Walmart is opening on...
Repeat customers are a valuable asset for a business. Because it is more expensive to secure a new customer than to find a new one, effective customer retention can lower your...
Many consumers are planning to focus their holiday shopping sprees close to home in 2014, according to recent research. This trend is good news for small business owners, many...
When tablets first appeared on the market, sales were explosive. However, tablet sales have been on a sharp decline since the last quarter of 2013. Industry experts point to a...
Providing customer service through social media websites such as Twitter and Facebook does more than just solve customer complaints. This tactic builds relationships with...
Started as an initiative promoted by American Express in 2010, Small Business Saturday has caught the imagination of small business owners and those who love their communities...
Negotiation is an unavoidable part of a professional job. Whether you're tackling salary negotiations during a job search or striking a deal with a new client, excellent...
Email marketing can be a valuable part of a promotional portfolio. Many companies, however, approach the process haphazardly, not strategically. By investing in marketing tools...
For sales professionals, local clients can be a valuable asset. Their proximity enables closer and more familiar relationships, and the potential for references is high. By...
Businesses of all kinds compete for sales on a daily basis, and customer loyalty is highly desired because it leads to greater, consistent profits. However, many businesses...
A number of industries in the United States show signs of slow growth as of October 2014, according to a report by a prominent financial analysis firm. The report spotlights...
How can sales teams more effectively engage with clients in order to maximize sales? The answer could involve learning lessons from customer service representatives. By...
Cold calls are a mainstay of a typical sales day. When done well, they can win new clients and bring in big commissions. Done poorly, they are uncomfortable for everyone...
Is your sales process as efficient as it could be? It is very easy to allow the process to take up the majority of your time and energy, leaving not enough time for selling. If...
Sales trends and trends in sales careers change rather frequently. However, companies can prepare for changes in trends and can transition smoothly depending on how drastic the...
At some point in your career as a sales professional, you are likely to come across the concept of specialization. Before you drop your position as a generalist and move into a...
Think about how easy business would be if you didn't have to deal with the demands of customer service. You could have a hassle-free work day and might look forward to arriving...
It can be difficult for retail consultants to find the best way to approach a customer. New consultants especially may have a hard time finding an approach that’s welcoming and...
For sales professionals, multitasking at work is commonplace — and necessary. In the fast-paced professional world, people who cannot act quickly often get left behind. When...
Winning a government contract can be great for business. These contracts are especially lucrative for smaller companies, assuming that smaller businesses can get in on the same...
People with high emotional intelligence are able to regulate their emotions and relate to others harmoniously for beneficial outcomes. Without emotionally sharp employees, a...
When salespeople are forced to use sales scripts, all too often they fall into the trap of delivering a one-sided speech rather than engaging in normal conversation with a give...
Criticism is difficult for most people to accept. The type of criticism a person receives is an important factor in the actions taken to change the behavior. Helpful criticism...
For sales professionals, business gatekeepers are a constant concern. They stand as the first line of defense, protecting crucial decision-makers from unwanted advances. By...
Sales can slow down for a variety of reasons, from seasonal demand fluctuations to tough economic times. Most sales professionals cannot afford to lose sales when clients stop...
Even though consumer confidence has risen recently, home sales are still in a slump. If the downward trend in home values continues, consumer confidence could be...
Communication is easily one of the most valuable skills for a salesperson. Sales scripts are becoming more and more important as the atmosphere of retail and sales changes....
McDonald's sales declined sharply in August 2014 because of supplier controversies in China, marking the worst monthly sales figures for the fast food giant since February...
Reducing stress in the workplace increases your productivity, and it can help you increase your sales. If you are able to stay organized, keep a detailed calendar and keep...
Many companies make the decision to cut sales representatives from their team first when making budget cuts. The decision to lay off sales representatives is a common choice,...
Salesforce is a leader in cloud-based services, tools and applications for companies of all sizes, partially because of its 2010 venture into the lucrative world of networking....
A commission-based job can be a great opportunity to increase your earning potential - but only if you have what it takes to succeed in this kind of role. Not everyone is cut...
Some people are born to sell, while most others have to really work to develop the necessary skills and competencies to succeed. Whether born or made, a great salesperson needs...
The U.S. economy may be slowly recovering, but home sales are still lagging according to reports from Bloomberg and The Wall Street Journal. A series of lower-than-expected...
Many professionals are familiar with the 80/20 rule — also known as the Pareto principle — that claims that 80 percent of productivity comes from just 20 percent of inputs....
In the rapidly changing marketplace, salespeople who stick to tried-and-true sales methods and techniques are likely to find themselves wondering where all their buyers went....
The idea of cold calling a complete stranger to pitch a sales idea is enough to terrify most people. For the modern salesperson, it's all in a day's work. It takes bravery and...
A memorable sales process is important to your overall career as a successful salesperson. Creating notable presentations helps you stand out from the crowd and make a real...
Trade shows and expos are necessary for businesses of all sizes to stay visible and competitive in their respective industries. However, with so many different displays and...
When pitching products or services to potential clients, you will face objections. For a variety of reasons you will encounter hesitant buyers, and to make the sale, you will...
Sales professionals get promoted and make career transitions just like everyone else. Sometimes, they take their sales accounts with them; other times, the company needs to be...
In the world of sales, there are ups and downs. While some buyers place orders like clockwork, others operate on their own steady schedules, which isn't always ideal for you. A...
Cultivating lasting, authentic business relationships is integral to success in sales. Sales methods keep evolving, but genuine sales relationships and their upkeep will always...
Sales is the driving force behind any business. You are either selling a product or a service. Even as technology becomes more advanced, sales remains all about the personal...
Once past the rookie stage, most sales reps understand the importance of knowing their products, being prepared, communicating clearly with clients and closing the sale. After...
You don't have to be in sales to learn about sales tactics. You know what sales approaches you respond best to based on your own customer service experiences. Likewise, you...
Oracle has announced that it is buying TOA Technologies, a company of 500 employees that makes software for companies that focus on providing field service. Although this move...
Strong networking is the foundation of a solid business practice. Market share is directly correlated with the efforts put into advertising and networking. While several...
It's not easy to stand in front of a skeptical audience and speak intelligently about a product's benefits and features. But that is exactly what a good product demo is:...
In the business world, customers are key to a successful business. The broader focus of customer recruitment and retention comes from two major departments: sales and...
Home sales rose strongly during the first few months of 2014, with the number of sales hitting a six-month high in May. Economic experts say that the increasing pace of home...
Versatile sales professionals are able to bring their natural selling skills to nearly any type of sales job. Whether they are getting their start working in an outgoing call...
The role of the sales professional is unique, and so are the sales skills needed for success. Although salespeople usually are employees working on behalf of their employers,...
Like a roller coaster, the housing market goes up and down, fluctuating depending on the economy and other factors, such as wages and supply and demand. According to the...
A new study by Glassdoor indicates that 68 percent of sales professionals plan to start looking for a new job within the next year. When working sales professionals begin...
Selling is an art, and even seasoned sales professionals occasionally make mistakes that cost them a sale. If you are new to the sales profession, it is easy to become...
Mechanical problems forcing recalls plagued GM during the first two quarters of 2014. By July, the company had recalled almost 26 million cars in the United States alone....
Signing up for a sales career means joining a career field that is unlikely to ever go away. After all, as long as there are products and services to sell, businesses need...
As technology develops and changes the business practices, sales professionals must also adapt or be left behind. By keeping pace with changing devices and changing customer...
In a typical workday, sales representatives may encounter all types of obstacles that can block a sale. The secret to being a successful salesperson is to learn how to avoid...
Sometimes just seeing the name of one of your tough clients on your call sheet can ruin your day at work. Every salesperson has stories about difficult customers who make...
Feel mentally stuck in a sales career while you long to venture into more exciting, uncharted work territory? Fortunately, you are not the sum of your work history. In today's...
Understanding the difference between selling a product and selling an idea or service is a powerful way to stand out among the competition. While there are a broad range of...
The economy runs on sales, so sales jobs are always an important segment of the overall job market. However, finding individual jobs in sales is sometimes difficult. To launch...
For a sales professional, it is frustrating when a promising sales prospect suddenly goes cold. He may stop responding to emails or refuse to pick up the phone. By planning...
Judging from current trends, there has never been a better time for salespeople to find jobs. According to USA Today, the recovering U.S. economy has lead various industries to...
Conferences present valuable opportunities to build your professional network—but only if you follow up. Though it can be challenging to take on a stack of business cards from...
When you think about salespeople, perhaps images of real-estate agents, department-store clerks and trade-show hosts come to mind. Most of today's sales workforce, however,...
Sales are the lifeblood of your business. As a salesperson, it is your challenge to overcome rejections and setbacks to build and keep your sales momentum going. If you are...
When you take a job in sales, you have a responsibility to make as many sales as possible. Many people attempt to increase sales by selling to friends. They assume that their...
For a sales professional, a successful sales strategy is a key component of success. When your team is missing targets or wasting time on leads that go nowhere, a sales coach...
Striving to achieve high sales every day can be draining for sales representatives. Motivating them to do well enriches sales performance and attracts positive results. The...
The number of pending home sales in the United States rose considerably in March 2014, leading many to hope that the housing market is finally on the road to recovery. The...
For sales managers, sales metrics are a crucial strategic tool. They point out weak spots and potential growth areas, so you can better direct and train your sales team. When...
Without a results-driven sales team in place, your company simply cannot reach its full potential. While several factors contribute to the overall health of a successful...
At the end of 2013 and the beginning of 2014, auto sales in the United States were sluggish. In April, however, the numbers began to pick up, indicating that the automotive...
Some people are just born to sell. Sales requires a number of skills, including the ability to build rapport with strangers, persuade people to see your point of view and...
In the era of online meetings and tight budgets, sales professionals are no longer packing up and heading out on the road for sales trips; instead, they're firing up a...
Electric car manufacturer Tesla is having trouble selling its cars in New Jersey. In March 2014, the state banned Tesla sales directly to consumers, stating that Tesla needed...
If you are interested in getting into sales, do not jump in blindly. Unlike many other jobs, a sales job requires passion and a love for what you do every day to succeed and...
Turning visitors into customers is at the heart of the sales industry. Whether you're working in public-facing retail or inside sales, the imperative to increase sales volume...
Savvy marketers know they cannot use the same sales techniques year after year. Although some sales methods, such as direct mail campaigns, are perennially successful, sales...
Sales positions offer workers a host of diverse benefits, including stable pay and a comfortable working environment. With sales job competition at an all-time high, however,...
You're probably already familiar with the concept of the elevator pitch: the short summary of a project, a product or a plan that you can theoretically deliver in the time it...
For professionals in the sales industry, lead generation is a constant challenge. In most cases, business growth depends on it. By finding new ways to locate and qualify sales...
In the digital age, consumers are no longer satisfied with sales methods that focus solely on pushing the product or service onto them. However, salespeople can increase sales...
Many people are attracted to telemarketing jobs by the promises of big commission payouts, flexible scheduling and the ability to work from home. The combination of the right...
Whether your company is a multimillion-dollar global corporation or a local start-up with 20 employees, you recognize the importance of a healthy sales team. Many companies put...
Everyone, at some point in their lives, utilizes some form of sales skill. Developing those skills can make the difference between an average salesperson and a highly skilled...
A sales manager job is a leadership role in which you lead a sales force and help it reach quotas or goals each month. As a sales manager, you will also delegate tasks, hire...
Annually since 1917, members of the Girl Scouts of America (GSUSA) sell a wide variety of cookies from February through April. The cookie sales are the largest fundraiser for...
The home sales trend for 2014 has shown a marked improvement over sales from the same period in 2013. According to the Christian Science Monitor, the number of foreclosures in...
To succeed as a sales engineer, you need good people skills in addition to your degree. Because of the mix of requirements for this type of engineer job, it’s not always easy...
In the business world, it's common knowledge that it's cheaper to retain a current customer than it is to bring in a new customer. For sales professionals, however, it can be...
If you have the right combination of engineering experience and sales savvy, getting a job as a sales engineer may be a great option for you. Sales engineers have thorough...
If you're leading a team of inside sales professionals, chances are you have tales to share about how challenging this role can be. The job of inside sales itself is tough. It...
Your sales copy or sales message is the text you use to explain why prospective clients should consider investing in you, your product, or your company, and it plays an...
Sales goals offer many benefits, helping direct employees' energies and acting as measuring sticks that tell the company how well it's doing. Upper management, however, can...
In December of 2013, the sales automation company Velocify released a study about the migration to inside sales in the United States. For businesses contemplating a sales...
Market research is designed to help your business grow by identifying the size of the market for your product or services, who the consumers in that market are, and the best...
For sales professionals, closing a sale can be a tricky process. Instead of making claims and promoting your product or service, take time to listen to the client. When you ask...
Customer referrals are the lifeblood of many sales-based businesses. Sales representatives often understand how to get referrals, but they may not fully understand how to make...
Salespeople need to be enthusiastic, personable, and compelling to excel at their jobs, but even professionals need guidance on maintaining an upbeat attitude in the face of...
Social media is a popular tool for reaching out to current and potential sales clients. Marketing on Twitter isn't as straightforward as many other online advertising methods....
For many people, selling from home sounds like the perfect job. Though a home office may be more comfortable and more convenient, it can also present distractions that prevent...
Even though sales professionals are constantly trying to refine their sales techniques, the power of silence is often overlooked. From the initial contact with the client to...
For salespeople, the pitch is only the start of a long-term client relationship; to maintain it, you must work hard to keep the client coming back for more. If you're looking...
You can only lower prices so far, and despite your best efforts, you can only do so much to impress your customers. Sometimes, it's the little things that help an organization...
If you're applying for several sales jobs, you may be tempted to spend more time focusing on your resume than practicing your interviewing skills. Although your resume is...
When it comes to sales, the perfect pitch gets to the heart of the client's needs. To craft a powerful, personal pitch, you must ask the right sales questions. By improving...
Using the right sales tactics on the right prospects is the key to making more money in the sales industry. Many sales professionals follow traditional sales tips when crafting...
Researcher Steve W. Martin has conducted a revolutionary new study into the reigning sales philosophy of hundreds of the world's most successful companies. By interviewing...
In the fast-paced, competitive sales industry, jargon is impossible to ignore. Salespeople use insider terms to communicate with one another. When it comes to dealing with...
New technology continues to drives sales in a variety of markets. Sales professionals are often tasked with keeping up with these new methods of reaching out and interacting...
Are your resume writing skills up to par, or do you feel like you need resume help? If you feel like you need a little bit of resume help, you aren't alone. The sales industry...
Your personality can have a dramatic effect on who will buy from you and why. Recognizing your sales personality and how it affects others can give you a competitive advantage...
With many companies putting a freeze on hiring and some downsizing, it's a refreshing change to hear about businesses adding to their ranks. Recently, Forbes reported on the...
A career in sales is more difficult than it sounds, particularly when your income is based on how much you sell. For some people, the stress and uncertainty are too much to...
Identifying your target audience is one of the most important steps in selling technology products. If you do not know what your audience wants, you will have a hard time...
For many, 2013 turned out to be a pretty rough year. The sluggish economy put off well-deserved promotions. Raises were miniscule, if any. Bonuses were virtually non-existent....
Think of the kind of people you like to do business with. Chances are, they are friendly, likable, approachable people. People who make you feel important. People who are...
If you think about it, a job interview is a lot like a sales meeting. You do have something to sell—you! Your resume is your sales brochure, complete with product knowledge,...
You finally landed your first real job out of college. You’re now on the career starting block and ready for that first year sprint. All eyes will be on you to see how you fit...
Sparkle. Sizzle. Personality-Plus. Employers are looking for people who stand out from the crowd. Who have enthusiasm and confidence usually found in extroverts. ...
You paid your dues, worked hard, moved up the ladder. Slipped down a few times. But now it’s different. You’re off the ladder. Outplaced by a cash-strapped company that...
The troubled launch of the government's healthcare website has been in the headlines numerous times, and this criticism in national publications hasn't helped improve the...
When economies falter, sales of luxury goods and big-ticket items are often the first to suffer. The auto industry includes a variety of price points—not everyone can afford a...
Search engine optimization, or SEO, is a set of techniques used to make a website rank higher in the search engine results for your chosen keywords. When it comes to SEO,...
You recently graduated and finally landed a sales job. Your experience thus far has been summer and part time jobs on the retail sales floor. Now you’re in the big leagues,...
Keeping up to date with the latest technology can give sales professionals a competitive edge in today's modern marketplace. Applications and software can help you increase...
It all started when you made a killing at your school’s bake sale. You were 11 years old and you sold more cupcakes than any other kid. Your mom and teachers told you you were...
Would you like to be a superstar on the sales team? Who wouldn’t? If you are, you’re in good, but relatively small company compared to the rest of the company’s productive...
Strong copy is a must for making sales, but many sales professionals struggle to write attention-getting headlines and sales letters. If your sales strategy includes written...
Performance reviews come with rating systems, usually a five-point scale, with five being exceptional or excellent. The top score is hard to obtain and maintain. It’s even...
If you’ve been outplaced or laid off and have been looking for work for some time, the odds are increasingly being stacked against you. In this jobless economy, employers hold...
Modern consumers are faced with a barrage of sales pitches and advertisements on a daily basis. As a result, they have learned to be on alert for phrases that indicate...
Let’s be honest. Interviews are tough. It’s almost impossible to predict what an employer is looking for and whether you’re going to be the right candidate for the job. You may...
You’ve read about it in the news, maybe experienced it first hand as a liberal arts grad—your psyche or English degree is practically worthless in today’s tech hungry economy....
As those seeking to move up in sales have painfully learned, it’s a hard, highly competitive world out there. College degrees and seniority don’t count for much any more. These...
Do you get nervous or draw a blank in a job interview? It can be difficult trying to answer prompts like, "Tell me about a weakness and what you’ve done to overcome it,” or...
A government standoff in October 2013 led to a partial shutdown as the houses of Congress and congressional leaders failed to come to terms on budgetary issues. This led to a...
Professional salespeople know that staying ahead of market trends and movements is one of the keys to success in this highly competitive field. Sales jobs tend to crop up in...
Building relationships is one of the most important things you can do to make sales. Advertising your company's products is also a great way to let people know about what you...
If you’ve been working as a sales associate to make ends meet in this down economy, there are things you can do to turn your job into a sales career. It won’t be easy and the...
A career in sales takes a certain skill set, confidence, perseverance, and the ability to form quick relationships. You’ve got to be a great networker; meet as many people as...
Sales representative jobs are well buffered against an unpredictable economy. Indeed, it's when demand is slack that sales representative jobs are most needed. All the same,...
Slashing the price of a product is just one way to get people to call or visit your store. Other selling techniques will also help you generate interest and make sales,...
If you’re a recent grad who went from unemployed to underemployed, there’s good news and bad news. The good news is, you’re bringing home a paycheck from your job at...
If you could take some classes in your field from Harvard, or Yale, or MIT, would they look good on your resume? That’s a definite yes, depending on your career plans. OK,...
If you’re trying to sell your car, you wouldn’t go into detail about how thousands of the same models had been recalled. You’d try to think of all the reasons why the...
Successful sales professionals know that what a product or service does is important. Features of a product or service provide a checklist for a customer. Does it fill this...
If you're looking for a new way to use your sales skills and experience, be careful when applying for certain job opportunities. Some scammers are looking for people to use...
If you’re a recent grad and still looking for work, you may have come to the sobering realization that the rules have changed. In today’s tough job market, you have to pull out...
If you are thinking about a career in sales, you may want to take a look at your current desk or work space. Does it have a place for everything with everything in its place?...
Networking is a powerful tool in the belt of any sales professional. Over time, sales professionals build up an exceptional sales network, providing contacts who either supply...
If professional success continues to elude you, if you never seem to quite make it to the top, you may be falling victim to your comfort zone. It’s human nature. Most...
If you’re a recent MBA, marketing or economics grad and eager to launch your sales career, you’ve no doubt been told that it’s fiercely competitive. In this economy, you’ll...
With the holiday season approaching, it's a great time to make strategic moves to further your sales career. Looking at recent small business hiring trends can help you...
What’s your personal brand? Are you your own best cheerleader? These are two characteristics of successful entrepreneurs from Gallup’s CEO Joe Clifton’s book, “The Coming Jobs...
As a salesperson on the front lines, you will likely come up with many ways the company can operate better. Though your company may have a suggestion box, convincing your...
When a billionaire speaks, people take notice, and it doesn't matter whether it's an offhand Twitter comment or a sales presentation. Elon Musk, however, has taken the art of...
If you want to be a doctor, lawyer, engineer, nuclear scientist—just about any profession today--you’ll have to go to college and get several degrees. At least twice a year,...
The Inspired Telemarketing blog notes that even the worst salesperson will close at least one deal if that person makes enough cold calls. The reverse of that little bit of...
It sometimes happens. You’re told by a recruiter or HR manager that the choice for the plum job you applied for is now down to just two people—you and another equally qualified...
There are lots of reasons for leaving a job. The best reason is getting a better one. Who could blame you for taking advantage of a better opportunity? Some workplaces are...
Achieving sales quotas is part of the fun of being a salesperson. In addition to the financial rewards, meeting your sales goals can provide a sense of accomplishment and...
Can’t land a job? Even after sending out hundreds of resumes? Turns out, it’s your fault and it isn’t your fault. Internationally known HR thought-leader, regarded as the...
Scan the magazines at the grocery checkout and you can’t miss these headlines: A diet that lets you eat pizza, French fries and ice cream and still lose weight. A powder to...
Okay, you’re pretty good in some sales situations, not so good in others. You’ve read enough sales books and “people” books to know you’re on the right track. But you’re still...
Today's sales jobs are very different from the sales jobs available in the 1800s and 1900s. Even though several countries had informal sales networks by the 1800s, the United...
Here’s what they can’t or didn’t teach you in B School. Sales lessons borne out of survival, out of the need to feed. Sales techniques from individuals unfettered by erudition,...
When should you shake a customer’s hand? How long should you make eye contact? These questions may seem elementary, but the answers can be complex. What country are you...
Buying and selling occurs in a fairly predictable cycle, so some business owners rein in their spending at certain times of the year. This causes the ups and downs you will...
You've finally been promoted to manager, and you’ve been assigned a project that requires a team approach. Trouble is, you’re not used to working with a team. You’re used to...
Just about every job search takes the same process. Search job openings. Network as much as possible wherever you are (you never know who you’ll meet at the dog park or the...
One of the components of today’s middle and high school education is choosing a career pathway. Beginning with 6th grade, children are encouraged to consider what kind of...
Too many people work hard not smart. It’s a cliché but it’s true. We run out of gas soon after the lunch break and our productivity goes south. When that happens, bosses notice...
Sales conferences provide a break from the daily grind, whisk you away to an exotic location, meet some new people, hear some speakers and have a lot of fun. How can you make...
Landing a sales job when you have little or no sales experience can be tough, but not impossible. Companies are always looking for talented salespeople, so consider the resume...
You were sinking in a mountain of college debt and tired of living with mom and dad. You sent out a ton of resumes, took that interview and accepted the job. Hey, a job’s a...
Whether you're using business networking to land a new sales job or create buzz around an upcoming product, weak ties may be more beneficial than close ties. Reaching outside...
Who would have thought that you could be successful in sales by insulting your customer? A company produced an entire line of products, and then called anyone who bought the...
Recent graduates often need to find a job quickly to cover expenses and help pay off their college debt. If you're a recent graduate looking for a job as a sales professional,...
If you’re a woman in your 50s looking for a job in this economy, prepare for an uphill battle. Employers don’t care that you raised two or three kids, paid for your kids’...
A career in sales today is one without limitations. In the past, salespeople were locked into physical sales territories, bounded by state lines or counties or zip codes. ...
If you’re an out of work Boomer looking to “get back in the game,” you’ll need to update and shorten your resume, polish your cover letter and practice your job interviewing...
If you're like other sales professionals, you probably read a variety of sales tips that are designed to help you develop a successful sales strategy. While many sales tips are...
What if you had a sales technique or pitch that never failed? A process that always ended up in a signed contract? There is nothing quite as satisfying as a sure thing. ...
“Get thee to a nunnery,” may have been uttered by Hamlet in desperation, but spending time in a Trappist Monastery was a real escape for August Turak, the CEO of a software...
If you’re a boomer (over 50) looking for a sales job, you’ll have to come to grips with the fact that most employees you’ll be working with will be younger than you. The...
They say that if you want to be successful, you should find a successful person and learn everything you can about what made them successful. That’s just what Bill Murphy, Jr.,...
You’re over 50 and have been out of work for over 99 weeks. Many employers regard you as washed out, over the hill, essentially unemployable. You’re at the end of your rope and...
Most salespeople focus on converting prospects into customers or selling more to existing customers. If you want to understand how the economy affects the industry, you must...
Asking relevant interview questions can help you demonstrate your interest in a sales job and give you an edge over other candidates interviewing for the same position. It also...