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10 Ways to Measure the Effectiveness of Your Role as a Sales Leader
By measuring your capabilities as a sales coach, you'll quickly discover the areas where you can improve.
How the Right Message at the Wrong Time Loses the Sale
To communicate effectively with prospects you must recognize where they are in the process of deciding to buy.
Nothing Stalls a Sale About to Close Like Too Many Choices
Psychologists and sales pros both know that when people have face a barrage of options, they often choose not to choose.
The Dangers of Overconfidence in Sales Projections
Companies must be proactive in accurately tracking potential buyer activity and not lag in use of social media.
How to Counsel Your Prospect When Their Procrastination Is Stalling the Sale
The barriers to people making a purchase are no different than the barriers we all face in life. That's why sales reps have to be part therapist.
7 Strategies for Tailoring a Custom-Fit Sales Pitch for Each Prospect
Nobody wants to hear how great you are and your product is, they want to know you understand their problem and if you can help solve it.
Deciding Your Next Move When the Prospect Abruptly Has 'No Time'
Sales is always about solving a problem or satisfying a desire, but sometimes your customer just isn't in a hurry.
Use the 'Puppy' Approach to Close More Sales
You know the approach you used as a kid to ask for a puppy? Well, this same tactic works in business, too.
7 Rules for Talking With Gatekeepers
An experienced gatekeeper is adept at screening cold calls and recognizing sales professionals who attempt to reach the decisions makers without an appointment. Here is how to get past them.
The 5 Characteristics of Extraordinary Salespeople
The best sales reps are loyal control freaks who can endure hearing 'no' as many times as necessary to hear 'yes.'
Why Your Sales Team Can't Close
How often have you heard the line, 'My salespeople can't close.' Here is how to fix this issue.
The 5 Secrets to Making Larger Sales
One of the greatest points of distinction between top sales performers and everyone else is average sale size. Here is how to increase your sales deals.
7 Tips for Making a Success of That Crucial First Meeting With a Prospect
You put in a lot of work just to be invited to give a presentation. Don't blow your opportunity with little mistakes.
Want to Write Better Sales Proposals? Follow These 5 Steps.
While some salespeople might view proposals as unnecessary -- or even as a waste of time --they're actually one of the most powerful instruments in a salesperson's arsenal of deal-closing tools.
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