Make Yourself a Better Salesperson by Focusing on the Sales Activities That Matter

Salespeople will do what they like to do, not what they need to do. If it’s uncomfortable to make cold calls, they’ll find a way to justify doing something else — like sending an email or writing up a proposal. But when you’re focusing on sales activities, you need to dedicate time to the activities … Read moreMake Yourself a Better Salesperson by Focusing on the Sales Activities That Matter

Cold Calling Anxiety? These 6 Tips Will Help You Overcome Your Fear

  Nobody likes to be told no. We didn’t like it when we were three years old, and we don’t like it now. But what happens on cold calls? We get told no. So we avoid cold calls and drop-ins to save ourselves from the rejection. But at what cost? 1. Understand That Rejection Is … Read moreCold Calling Anxiety? These 6 Tips Will Help You Overcome Your Fear

Avoid These 4 Costly Mistakes When Hiring a Sales Team

It’s tough to find a good salesperson — especially if you’re selling commodities. And when you’re hiring sales teams, building an entire group of great salespeople seems impossible. After all, it takes more than good commissions to make a top seller. You can’t just up someone’s pay in hopes they’ll transform into an awesome salesperson. … Read moreAvoid These 4 Costly Mistakes When Hiring a Sales Team

Why Questions Matter When Qualifying Your Sales Leads

In the early ’80s, there was a saleswoman who was awesome at selling mainframes. But really, she just walked into businesses and asked questions. Then she took their responses back to the engineers, they told her what the client needed, she told the customer, and they’d buy. Obviously, the company loved her, so they sent … Read moreWhy Questions Matter When Qualifying Your Sales Leads

3 Ways to Increase Sales Without Hiring a New Salesperson

Improving your sales team comes at a cost. But what if you could pay for it in time you’re spending elsewhere rather than the actual price of hiring a new salesperson? An increase in sales productivity doesn’t have to mean hiring another person — sometimes it just means using the team you have more efficiently. … Read more3 Ways to Increase Sales Without Hiring a New Salesperson

How to Close More Deals by Mapping Your Sales Process

Most builders live by the rule “Measure twice. Cut once.” Sure, it takes more work on the front end, but it saves time, money, and frustration for the overall project. It wastes less material and gets better final results. But most builders probably learned this rule the hard way. Early on, they skipped those extra … Read moreHow to Close More Deals by Mapping Your Sales Process

Field Sales 101: Follow These 10 Solid Tips for Success

If you’re new to field sales, there’s no sense wasting time. You have people to see and sales to make. But there’s a learning curve. Being a field sales representative is tough work. You’re out of the office more than you’re in it — meeting people, building relationships, and trying to remember who said what … Read moreField Sales 101: Follow These 10 Solid Tips for Success

How Women In Sales Can Succeed In The Male-Dominated Industry

Sales used to be an industry dominated by men. Why do you think we still default to “salesman” rather than “salesperson”? However, there are more women in the job market today than ever before. In fact, women make up about 45% of the workforce in the United States. And sales is no different; as the … Read moreHow Women In Sales Can Succeed In The Male-Dominated Industry

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