4 Ways Employees Can Cheat Your Time Clock System (And How to Avoid Them)

You’re a victim of fraud. … if you’re running a retail store. Time clock fraud happens to everyone in retail. If you don’t think it’s happening to you, here’s what you need to know: it’s happening to you. People cheat the system and cost you money you shouldn’t be paying. Here’s how they do it: 1. … Read more4 Ways Employees Can Cheat Your Time Clock System (And How to Avoid Them)

4 Ways Auto Glass Salesmen Can Make Their CRM Work Harder for Them

In the auto glass industry, you can’t create sales. You can’t increase sales by closing deals. Unless you go out and smash windshields, you can’t generate a problem to solve. You’ve got to wait for something to happen. The waiting game can be hard. After all, in auto glass sales, success depends on how well … Read more4 Ways Auto Glass Salesmen Can Make Their CRM Work Harder for Them

6 Easy Ways to Get Past the Sales Gatekeeper

You’re out building your network, ready to meet people in charge and make sales. You enter the office, walk up to the reception desk, and see someone sitting there engrossed in their US Weekly. As you ask for Dr. Jones, the receptionist flippantly replies, “He’s in a meeting.” What do you do? You drove across … Read more6 Easy Ways to Get Past the Sales Gatekeeper

Learn These Subtle Sales Signals to Increase Your Close Rate

  Everyone has to start somewhere. Building your client list from scratch is tough, so where do you begin? Most salespeople hit the pavement and dial numbers, talking to one prospect after another, grasping at any potential lead. But the best place to start is getting to know your audience. Think about who needs your … Read moreLearn These Subtle Sales Signals to Increase Your Close Rate

The Biggest Challenges for Salespeople in 2016

Richardson Group, an internationally recognized sales training and performance improvement company, just released their 2016 Selling Challenges Study. In polling 400 salespeople, 85% in B2B sales, they revealed the biggest sales challenges in prospecting, discovering client needs, and negotiation. Here’s what they found… but I don’t completely agree. What Salespeople Struggle With in Prospecting When … Read moreThe Biggest Challenges for Salespeople in 2016

How to Use Online Groups to Build Your Sales Career

You have access to more than 1 billion people. Better yet, you can get in touch with any one of them with the mere click of a mouse. Whether you’re reaching out to find new sales prospects or looking to connect with industry leaders like yourself, a Facebook or LinkedIn group can offer you every … Read moreHow to Use Online Groups to Build Your Sales Career

3 Strategies for Unlocking Deals Stuck in the Pipeline

You just made a killer pitch. You demonstrated how your product solves their problems, then left them with action steps – and expected an answer within days. But that was over a month ago, and you still haven’t heard anything back. So what’s the trouble? You thought you were on track to seal the deal, … Read more3 Strategies for Unlocking Deals Stuck in the Pipeline

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 can find conversation points with anyone. Yet sales require more than charm. There’s a difference in being a charismatic person … Read more3 Characteristics of Successful Salespeople

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 in the sock drawer. Now, you need a killer follow-up strategy. Thanks to the onslaught of social media, emails, and … Read moreUse These Sales Follow-Up Strategies to Replace “Just Checking In”

Strong Sales Presentations: How to Leave Prospects Begging for More

You’ve made it past the cold calls into the conference room, and now it’s your time to shine. The typical slide shows with bar-graphs and pie charts don’t exactly leave your listener begging for more. So how do you get to the place where prospects are asking questions and ready to sign? What are the … Read moreStrong Sales Presentations: How to Leave Prospects Begging for More