Your sales force's productivity is only as good as the people and the tools it uses to achieve better sales metrics. Increase sales by taking advantage of the way your team...
The concept of a moment of truth for a company changes over time as consumer sales change. The idea first started in the 1980s with Scandinavian Airlines executive Jan Carlzon....
If you're in sales, you've probably already discovered the peril of the sales conversation — you let yourself get a little out of control, talking too much about your products,...
Motivating a sales team is a true art among business professionals. If you can convince your sales reps to motivate each other on a regular basis, then you have a win-win...
When you motivate your sales team, you have to keep in mind that you're working with a very diverse group of people who respond to various types of motivation differently. You...
No matter how well you structure your sales funnel, you still have to rely on a diverse sales force to promote the benefits of your company and convert leads into clients....
A sales team makes up a company's front lines. They need to feel passion and excitement for their product, their company and their clients. Keeping them upbeat and focused...
The collective behavior and attitude of your sales force can make or break your reputation with customers, so revenue is often a reflection of employee engagement. In 2012,...
As years pass, it's natural for a company's sales strategies to lose clarity and power. The new year, with its promise of a clean slate, is an ideal time for sales...
A carefully crafted and delivered script can help you make the most out of the time you spend on the phone with a prospect. It is important, however, to use softening...
Many sales reps think that handling a call-in lead is easy. After all, the customer is interested enough to make the call, so closing the deal can't be too hard, right? In...
Overcoming objections is one of your most difficult duties as a salesperson, but it's a skill you must master if you want to succeed. Many customers have sales objections,...
Working in the sales industry exposes you to many challenges, but handling conflict is often the most difficult. Whether you are dealing with an upset customer or a combative...
As a sales representative, you know that each customer boasts very different buying needs and personality traits. Your sales personality matters when you are determining an...
If your career has been taking off, you may consider yourself irreplaceable at the office. That attitude, however, can be one of the signs that you're actually in great career...