What to Look for When Researching Prospects
We’re always talking about tools to use for research, but how should you go about actual research? Knowing what information to look for is as important as knowing where to find it. With these ways
Top 4 Ways to Evaluate a Salesperson’s Performance
Evaluating a salesperson’s performance is one of the basic responsibilities of a sales manager. It’s also essential to company success. But how can you do it when sales cycles vary so greatly? If it takes
3 Characteristics of Successful Salespeople
Salespeople come in all forms. Some are pushy. Some play hard to get. Either way, the best in sales have a charisma that seems to come naturally. They connect with prospects, gain trust quickly, and
4 Lessons I Learned About Entrepreneurship From High School Band
I never realized being a band geek was leading me to entrepreneurship. I grew up in Germany on an army base. With my dad as my music teacher, I started playing alto saxophone in seventh
Sales Managers: How To Get Over Micromanaging Your Salespeople
You’ve been in the business a while so you understand what it takes to be successful. To hit the sales numbers, people need to increase their volume. A certain number of calls, appointments, and proposals
Use These Sales Follow-Up Strategies to Replace “Just Checking In”
You’ve just met with a prospective client. The meeting went well and you gave the guy a business card, but let’s be honest. That card probably went in his pocket and will eventually wind up
3 Ways to Incentivize Your Sales Team This Year
You made it through the holidays! Your family voyaged home, you recycled the wrapping, and you sipped that last glass of eggnog. Now it’s time for the new year. What New Year’s resolutions will you
How to Create Your Own Sales Training Portal With Podcasts
A growing company creates problems. In sales, your team plays a central role in that growth – and in creating problems. As the business expands, no longer can you, the owner, spend time mentoring each
How to Finish the Sales Year Strong With A ‘They Said No’ Audit
The end of the year is not typically when you do your best work. During “the most wonderful time of the year,” most people become a little more distracted and a little less motivated. You
How to Build Trust Over the Phone with Cold Prospects
We’ve all answered a cold call, but how many times have these interactions won us over? Much of our cold call reluctance comes from how few of these calls actually convince us to buy. I
