Articles from Best Sales (trending on the web)

Stop the Marketing Madness: How Email Marketers Can Create a Slam Dunk Campaign

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This month, 68 college basketball teams entered basketball’s biggest competition — the NCAA tournament. Supporters of the top teams tune in for a full month of madness, hoping their team will make it to the coveted final rounds. Even more basketball fans across the country build their brackets and watch games hoping their predictions will come true.

Access the Total Value of Your Client List

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Access the Total Value of Your Client List
By Colleen Francis
When it comes to generating sales, there’s one source that tends to get overlooked: the client list. I am constantly amazed at the number of sales professionals and companies that do nothing to encourage repeat sales, up-sales and cross-sales within their own customer list.
As I write this, many of my clients are struggling with what they can do now to ensure they finish their selling year at or above target. My message to you is this: go back to your current client list.

Ten Ways to Soften the Price Objection and Keep Pitching

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Many sales reps get thrown off their pitch when a prospect objects to something early on during the close.  
For example, if when talking about the price of a product or service, the prospects says something like, “Oh, that’s way too much,” many sales reps don’t know how to respond – and often do the wrong thing.  
The wrong thing in this case is to stop and try to overcome the objection.  Instead, a sales rep should retain control of the call, soften this objection and move on to build more value.
Here’s an example:

Take the Spring Break You Deserve With Email Automation

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The air is warming, the sun’s staying up a little longer, and flowers are starting to bud — spring is coming. As you shake out your limbs and steadily shed layers after a cold winter, you’re bound to feel ready to take a spring break and enjoy the return of warm weather. Planning a getaway trip can be a great way to check out and recharge, but how can you take a vacation from your marketing without losing your subscribers?

This is What You Need to Ask to Find the Best Medical Sales Jobs

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This is What You Need to Ask to Find the Best Medical Sales Jobs
By Robyn Melhuish
 
You just completed an interview for a sales job and you think it went well. You answered all their questions and made a great impression. But the more you reflect on it, the more unanswered questions you realize you have about the position. You were so focused on impressing the interviewer, you forgot to get critical information about the job.

How to Qualify an Influencer

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How to Qualify an Influencer
By Mike Brooks, www.MrInsideSales.com
 
If this were a perfect world, when prospecting and qualifying we would always get to speak with the decision maker and, while questioning them, we would discover that they were looking for our solution, and that they have the budget and authority to make a decision.  Furthermore, when asked about their timeline for making a decision, they would reply, “Can you get it here yesterday?”
 
Too bad we don’t live in a perfect world…
 

How to Leverage Evolving Tech for Sales

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How to Leverage Evolving Tech for Sales
By Matt Greener
Sales teams and their organizations know that harnessing technology can close deals faster. Everyone wants a team of high performers. However, not everyone understands the importance of tech in improving team performance. Salesforce research shows that high-performing teams use almost triple the amount of sales technology compared to underperformers and are eight times more likely to be tech adopters. 

Handling Objections When Requalifying

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Handling Objections When Requalifying
 By Mike Brooks, www.MrInsideSales.com
As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation.  Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. 

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