Articles from Best Sales (trending on the web)

What would Ben Franklin think of the Ben Franklin close?

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The Benjamin Franklin Close (also known as “The Balance Sheet Close”) is one of the classic old time sales tactics used to “close a sale.” Never heard of it? Shame on you -- not enough sales training.
       
The scenario is this: You’ve made your presentation, but the prospect is on the fence, and won’t make up his or her mind. You’ve tried everything, but can’t get them to budge. 

How to Win Business in Any Market at Any Time!

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How to Win Business in Any Market at Any Time!
By Tony Cole, President of Anthony Cole Training Group
As a sales leader in an organization, you have the responsibility to keep your people focused on what it takes to win/sell in any market, any environment. Just like in a sport of any kind, stuff happens. No matter what happens, you cannot win just playing defense; you must have a good offense.

The relationship edge…Are you on it, in it, or over it?

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The relationship edge…Are you on it, in it, or over it?
Beginning a relationship is easy.
Exploration is predominantly on the surface. Nothing too deep. Nothing too wide. Nothing too revealing. In the beginning, all is well. Friendships blossom. Feelings emerge. And life is good. 
It’s like fast dancing at a bar. You kind of get to know the other person without touching them. Watch them move, see their rhythm, exchange smiles, scream a word or two, and at the end of the song, thank the person for their time. 

What Mozart Can Teach Your Team About (Successful) Sales

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What Mozart Can Teach Your Team About (Successful) Sales
By Jason Keever 
There’s a tug-of-war occurring on sales teams across the globe.
One side of the rope is comprised of numbers-driven sales managers who view sales through a scientific lens. If their companies’ forecasted opportunities are continually slipping from one quarter to the next, they turn to analytics to create and enforce new processes that aim to increase the predictability of revenue.

Insight Into Insight Selling

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Insight Into Insight Selling
By Lou Schachter and Rick Cheatham
 
While many organizations say they want to sell with insights, our research indicates doing so slows down deals and creates new organizational problems. And customers don’t like the most common approaches.
 

I’d rather have no advice than bad advice.

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I’d rather have no advice than bad advice.
I can’t help it. I read some bad sales advice today and I gotta say something. I’ll try to keep it positive, but my tongue is already bleeding from biting it. 
The title read: When sales calls stall.
Every salesperson has experienced that barrier in one form or another, so I wondered what this “expert” had to say. 
NOTE WELL: I try not to read current sales material because I don’t want to copy, or be accused of copying someone else’s work or ideas. 

How to Create a Compelling Email Marketing Strategy

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How to Create a Compelling Email Marketing Strategy 
By Dianne Carillo
Contrary to what most marketers believe, email marketing is still alive and developing especially when it comes to content promotions and growing business leads.
When thinking of the most effective and immediate way to promote content, most marketers consider social media as the best way to do it. The influencers and bloggers they are looking for can be reached within a follow and a mention, posting on related groups, and engaging with different communities.

5 Ways to Get Better at Handling Objections

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5 Ways to Get Better at Handling Objections
By Mike Brooks, www.MrInsideSales.com
I coach a lot of sales professionals, one on one, in individual sessions every week.  Sales managers, business owners and also individual sales reps who are committed to moving into the top 20% or op 5% of their profession. 

Richardson’s 2016 Sales Challenges Study Highlights Issues in Conveying Value and Understanding Client Motivations

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Richardson’s 2016 Sales Challenges Study Highlights Issues in Conveying Value and Understanding Client Motivations
By Meghan Steiner
There is never a bad time for sales teams to take a good, hard look at their current processes and evaluate where they are running into issues. By identifying commonly occurring challenges during the different phases of the sales process, teams of all sizes can work toward refining their approach and mitigating the impact of those hurdles.

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