Articles from Best Sales (trending on the web)

It’s not the company. It’s the people in the company. It’s you.

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It’s not the company. It’s the people in the company. It’s you.
When you walk into someone’s place of business to shop or buy something, what are you expecting? 
Most people (you included and me included) expect someone friendly, someone helpful when you need them, to be served in a timely manner, to be given fair value, to be presented with a quality product, to make the process quick and easy, and to be thanked whether you give them the business or not.
Then the question is: What do you get? 

Is it Time For Your Sales Team To Pick Up The Phone?

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Is it Time For Your Sales Team To Pick Up The Phone?
Busyness is the enemy of relationships. And I am seeing an increasing trend in salespeople sending emails and texts to customers, often on a topic that could and should be covered with a 10-or 15-minute phone call.  Salespeople are confusing contacting a customer with connecting with a customer.  They forget that being efficient doesn’t always translate to being effective. 

3 Ways for the Account Executive to “Land and Expand”

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3 Ways for the Account Executive to “Land and Expand”
By Mark Ruthfield, VP of Sales, Yesware
 
The price is set, the paperwork signed, the deal done and on the books. As the person who brought in the deal, you’re that much closer to hitting your yearly quota, and you may even have a nice commission check to look forward to. 
Your work is done, right? 

How to Requalify Existing Prospects and Clients

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How to Requalify Existing Prospects and Clients
By Mike Brooks, www.MrInsideSales.com
One area many sales reps struggle in is how to requalify existing accounts, or prospects they haven’t spoken with in a while.  Let’s first establish the need to do this, and we’ll address exactly how to do it. 

A Better Approach Than, “How are you today?”

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A Better Approach Than, “How are you today?”
Mike Brooks, www.MrInsideSales.com
Nothing signals a sales call more than that worn out opening, “How are you today?”
As soon as you ask that of someone you’ve not spoken to before, their immediate thought is, “Oh, here comes a sales pitch from someone I don’t want to talk to!” 
If you don’t believe me, think about your own reaction when someone calls you at home or the office that you don’t know and asks you that?  I cringe just thinking about it….and so do your prospects.

Plan Ahead to Smoothly Navigate Pricing Objections

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"That price is too high."
“Why is this so expensive?”
“I have a better offer. You’re going to have to lower your price.”
The dreaded pricing objection. We've all had to deal with it at some point in our careers. Regardless of what form it takes, it can be one of the most frustrating challenges sales professionals have to face.

To Increase Sales Productivity in 2016, Focus on Time & Effectiveness

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To Increase Sales Productivity in 2016, Focus on Time & Effectiveness
By Mark Donnolo, Managing Partner of SalesGlobe
 
Along with a collection of other well-intended resolutions for 2016, being more productive with your time is probably on the list somewhere. As a sales manager, ensuring the productivity of your sales team is probably on there as well. 

How to Qualify for Interest

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How to Qualify for Interest
By Mike Brooks, www.MrInsideSales.com
Today it seems to be harder and harder for sales reps to qualify for interest and to identify buying motives.  
One thing making this so difficult is the decision tree: often there are many different levels of decision makers (committees, bosses, regional managers, corporate, etc.), and sales reps often just skip any attempt to qualify for interest. 
Instead, they just send their information or schedule their demo and hope for the best.

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