Sales Tips

How to Hack Your Sales With the “Overheard Selling” Technique

Innovation is the mark of a successful business, and that holds true for salespeople, too. We all know that most people really just want to be left alone. They don’t want to talk to a salesperson. But they have a problem. And you have the solution. With the overheard selling technique, you can reach the 49 percent of people who are intrinsic, and would rather die than talk to you—even about a product they really need. Here’s a primer on…

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October 7, 2014
Sales Tips

Why Your Prospect is NOT Always Right

To succeed in business, you must live by this mantra: The customer is always right. But does the same hold true for the prospect? Not always. In fact, if your salespeople can learn how to navigate these uncharted waters, and read a prospect correctly, you’ll increase profits and keep your salespeople very happy. Dealing with Prospects Let’s look at this concept through a comparison. When a customer calls in with a complaint, they’re always right. As a business that prioritizes…

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September 30, 2014
Sales Tips

Salespeople: Fix Your Elevator Pitch to Get a Meeting With Anyone

If it’s good, you can win a sale or a customer. If it’s bad, you can lose a lot more than that. The elevator pitch has been around for ages, and it’s here to stay. Businesses use it in person, in print and on the web to convey their value proposition to customers. But it’s gotta be good to be convincing—and to catch busy consumers’ ears. Today’s salesperson has to compete with a lot of noise: information overload, never-ending emails,…

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September 23, 2014
Management Tips / Sales Tips

How To Get Your Salespeople to Share Their Best Sales Secrets

In every business, there’s usually that one sales superstar who just blows everyone away with their success. You might wish you could share their strategies with the whole team, right?Well, good news—you can!It's all about creating an environment where sharing is encouraged. Here's a simple guide to maximize your best salesperson:Step 1: Foster SharingStart by setting up regular "mastermind" sessions where team members can share their tips and tricks. Here's how to get them to spill their secrets:Step 2: Sharing…

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September 9, 2014
Management Tips

Sales Managers: How to Gain Your Team’s Respect

You know what I wish I'd known when I first became a sales manager? That earning respect from your sales team takes time, especially when you're promoted from within the group.Ever felt this way? You're all excited about being a sales manager, expecting everyone to cheer you on. But reality hits: the team still sees you as a colleague, not the boss. They’re not ready to hand over respect just like that.If you try to demand respect rather than earn it,…

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September 2, 2014
Management Tips

How Much Freedom Should You Give Your Sales Team?

Imagine training for the Olympics like those gymnasts who start practicing at a young age. Just like them, learning how to balance sales freedom is like mastering that tricky balancing beam.Give your sales team too much freedom, and you might lose out on sales. Take away too much, and they might rebel. It's a tough line to walk!As a sales manager, you don't have the luxury of spending ages learning how to find that balance. Today, let's talk about how…

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August 26, 2014
Management Tips

Avoiding Burnout: How To Keep Your Best Salespeople Happy & Motivated

One of the perennial problems sales managers deal with is burnout.Wouldn’t it be nice to have a clear strategy for preventing burnout—instead of reacting to the problem after the fact?Employees everywhere are susceptible to burnout. A recent survey of IT professionals revealed that 72 percent of respondents admitted they were stressed. 67 percent were open to switching careers. 42 percent were so stressed about work that they lost sleep.According to the World Health Organization, American workers suffering from stress cost businesses upwards…

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August 12, 2014
Management Tips / Sales Tips

Do You Have What It Takes to be a Sales Manager?

Not every sales person makes a great sales manager. In fact, some salespeople have no desire to become a manager. The skills that make someone a terrific sales person are not the same ones needed to successfully manage people. If you’ve got your sights set on becoming a sales manager, now’s the time to start developing the skills that will get you noticed. Job Skills 101 Take a look at the different skillsets that both positions require: Salespeople Love to…

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August 5, 2014
Management Tips / Sales Tips

The 1 Secret Tool Your Sales Team Can’t Succeed Without

A crack sales team of seasoned professionals securing millions of dollars worth of sales. It’s a business owner’s dream. On the surface, it may seem like building a great sales team takes the skills of a well-practiced human resources professional. But that’s only partly true. The other critical factor that will dictate your team’s success is the quality of sales materials. The topic may seem unglamorous, but the tools you put into the hands of your salespeople do make an…

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July 29, 2014
Sales Tips

Only 1% of Consumers Feel They Get Good Customer Service – Do You?

How big of a role does customer service industry play? We found this handy infographic that does a great job of highlighting some interesting information that shows how important customer service really is. Here's three statistics that stand out: Only 1% of consumers feel they get good customer service, but a whopping 86% would pay MORE for better customer service! 26% of companies have a well developed plan for improving the quality of their customer service. 89% of consumers will…

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February 25, 2014