Articles from Best Sales (trending on the web)

Do you have the character and characteristics of sales success?

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Here is list of sales success characteristics. 
They represent the elements of what will make a salesperson successful.
But here’s the secret – before you make judgments about others and how they compare to the list, FIRST judge yourself. Measure yourself against the elements that make salespeople who they are, and successful at what they do. And for those of you who hire salespeople, a checklist of the real things to look for in a potentially successful person. 

Why Customer Service is Just as Important as Sales

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Why Customer Service is Just as Important as Sales
Sales and customer service.
The two bodies indeed bear two different functions -- sales force are busy attracting new customers while customer service representative are working hard to keep current customers -- but this doesn’t necessary mean they can and should exist in two separate silos. Doing so could actually lead to missed opportunities in retaining your customers.

Business Down? Stop Blaming Others.

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Business Down? Stop Blaming Others.
By Richard F. Libin, President, APB, Inc., www.apb.cc
The economy continues to be unstable, political unrest is growing, terrorist attacks are more frequent and the election has everyone wondering what’s next. It’s no wonder profits, revenues and commissions are down!  Sound familiar?  This negative attitude is becoming more and more common in businesses today, and it’s exactly what is driving business down. Yet, it is exactly this attitude that is exacerbated by owners and sales managers.

Gamification: How to Win at Work

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Everyone wants work to be fun. Even your boss or client or customer would rather that you enjoy your work. No one wants to be around unhappy people, regardless of how productive they are.
But what if you could change your business so that workers got more done because they were having fun?
Enter the world of gamification.

Have I Caught You at a Good Time – Cold Calling Debate

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Should inside sales reps ask “Have I caught you at a good time?” or “Is now a good time?” when the contact first picks up the phone?
This was a recent question on a LinkedIn sales group. I was quite surprised at some of the answers / responses given by other sales reps / experts.
Here’s the correct answer if you want to be successful when cold calling:
The answer is “No, you shouldn’t ask if this is a good time (or any version of that) when the contact first picks up the phone.”
Why you shouldn’t ask this question when the prospect first picks up the phone…

How to Build Personal Rapport with Every Type of Client

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How to Build Personal Rapport with Every Type of Client
By Stephanie Chung
How many times have you heard the saying: “Communication is key”? Very often I’m sure and for good reason. By seeking ways to improve your communication skills, you are also learning how to master the art of relationship building with clients. This is a crucial lesson in sales and a key to the secret to success: being able to adapt your communication style with your clients’ styles.

How to Overcome the “We are Handling That In House”

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If you are trying to set appointments for an outside sales team, or even if you’re trying to generate leads so you can do an over the phone demo later, then you know all about put offs and stalls.  While I’ve previously discussed the common ones like, “I’m not interested,” and “Just email me something,” there others that are somewhat harder to overcome…
One of the more frequently encountered objections is “We handle that in house so we don’t need you.”  
Many sales reps are taught the normal, “old school” approaches of things like:

Live Webinar: Purchase Behavior The Secret Sauce to Boosting Your Online Sales

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You’re invited to join us for a live demonstration on how Campaigner’s new Purchase Behavior feature can help boost your online sales — and we want to show you how it’s done!                                                     
This new feature contains details on the products that your customers have bought, including the product name, product description, SKU, order ID, purchase date, cost/sales price, and much more!
How can this benefit you? 

How to Scout Out a Sales-First Organization

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How to Scout Out a Sales-First Organization
Welcome to your first day of work in your new sales position. You look sharp in your new outfit (even though you’re remote), and you’re full of ambition to conquer your territory.
But the very moment you gain access to your CRM, your ambition quickly turns into anxiety: There’s no pipeline, all the records are out-of-date, and notes are nonexistent.

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