Sales Tips

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 and a top salesperson. Whether you were born charming or not, success in sales means capitalizing on the skills you have. Think of your natural…

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February 25, 2016
Sales Tips

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 texts we’re faced with each day, your follow-up won’t naturally stand out. But a follow-up email is your virtual business card, and if done well,…

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January 12, 2016
Sales Tips

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 best sales strategies for closing the deal? First and foremost: know your audience. Too many presenters forget this basic principle, but if you want people…

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December 8, 2015
Sales Tips

Salespeople: Avoid These Email Etiquette Mistakes

How many emails do you click through in a day? 75? 100? More? Reading emails is an exercise in snap judgement. You see an email that isn’t visually appealing – trash. Another one has a generic subject – trash. Then, you come across a message from a salesperson. They have a product that may actually work for you, but the email has some mistakes at the beginning. What’s your reaction? Trash. Now, let’s flip the scenario for a minute. Do…

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November 17, 2015
Management Tips / Sales Tips

How to Manage Your Time When Your Schedule is Unpredictable

Unpredictability is part of the beauty of sales. Rather than being cooped up behind a desk, you get to drive around town and meet a variety of people in the process. Each day is different because each day holds new interactions. It’s hard to get bored with a job when no two days look the same. But what happens when that unpredictability turns into un-productivity? Maybe you get a last minute request from management. Maybe a client has a problem…

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November 10, 2015
Management Tips

Time is Money: 4 Ways to Reduce Costs for Your Salespeople

Outside sales costs a pretty penny. With technology upgrades, transportation prices, and the cost of the actual sales team, expenses climb high. How can you save money in growing market? Simple: Save your time. These four practical approaches to economizing your time result in higher sales and a healthier organization. 1. Sell By Location Location-based selling is an easy way to maximize time, yet an often overlooked money-saving solution. When booking appointments, think in terms of location. Schedule your visits…

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October 20, 2015
Management Tips / Sales Tips

7 Must-Have iPhone Apps For Salespeople

Your iPhone: the one piece of technology you always have with you on the job. No matter where life takes you, your iPhone lies within arms-reach. Why not equip this side-kick with a few more tools to make your job easier? Once you have these 7 apps, you won’t know how you worked without them. Dropbox Need easy access to your files? Dropbox ensures you have your files on the go. No matter where you are, you can quickly share…

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October 6, 2015
Management Tips / Sales Tips

Social Media Mistakes Salespeople Don’t Know They’re Making

You decided to spend a little time on Facebook today… “networking.” After all, you’re in sales and this is one way to keep up with your clients and potentially make a sale. You sign in and see a friend request, which links you to a few others you want to connect with. You notice someone you haven’t heard from in years and decide to see what he’s up to. Several minutes pass, and it’s time to get back on track.…

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August 25, 2015
Sales Tips

7 Rules for Getting Past the Gatekeeper

You’ve driven across town for a sales meeting, only to find the receptionist catching up on the latest issue of US Weekly while Dr. Jones is tied up. Now what? We’ve all been there – suddenly in a battle to get past the gatekeeper. In many cases, gatekeepers are low-waged employees who don’t really understand the business. They don’t care about how awesome your product or service is. It could be the perfect solution to solve all their company's woes,…

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August 18, 2015
Sales Tips

How to Reverse Engineer Sales Referrals

2.4 million: the number of brand-related conversations in the US each day. The question: Are they talking about you? Referrals are the number one marketing tool for any company relying on new business. In fact, studies show that typically 65% of a company’s new business comes from referrals. Why? Customers trust their friends and family, at least in relation to product recommendations. These referred customers are then 4 times more likely to buy, 18% more loyal, and spend 13.2% more…

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August 11, 2015