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News and Articles About Sales
To Build a Top-Performing Team, Keep Your Stars Happy and Your Bench Inspired
A patient, systematic program to improve your underperformers is the quickest and least expensive way to improve company results.
How to Make the 'Just Following Up' Email Less Dreadful
Most sales and business professionals have had the experience of placing a sales call or email pitch and hearing nothing back. Here are some tricks to crafting the perfect 'follow-up' email.
How to Strike Up a Sales Conversation With Someone You Know
As entrepreneurs, we all know people who could benefit from our professional assistance. Here is how to begin the conversation without sounding too 'salesy.'
The Key to Converting Online Sales Leads: Speed
Sales are the lifeblood of any business. When you get a lead, act fast to convert him or her into a paying customer.
Improve Your Sales Team's Performance by Mastering These 5 Fundamentals
In the world of complex business-to-business selling there is no such thing as a born salesperson.
9 Sales Lessons For Entrepreneurs From a Baseball Pro
Former Red Sox player shares what his baseball career can teach entrepreneurs about sales.
Connecting with customers
4 Customer Personalities Your Sales Team Wants to Reach
Learn how to customize marketing strategies to approach each type of potential buyer.
Referrals Worth Seeking Out Possess These 3 Attributes
Worth of mouth is powerful, but only if your contact can actually deliver a strong connection.
3 Ways to Make an Offer Your Prospects Can't Refuse
By playing up certain things in your direct mail, you will increase the chances of customers making a purchase.
Analyst: Amazon's Fire Phone Simply 'Not Compelling Enough'
Making less of an impact than Amazon hoped, the company dropped the price of the Fire Phone from $199 to 99 cents.
The 2 Psychological Factors Motivating Customers to Buy
It's helpful to understand the logic behind buyers -- especially when it comes to what's stopping them from a purchase.
Turn Prospects Into Customers With These 8 Tips
Your website won't always hook potential clients. Sometimes, you'll need to jump in to assist and get them to bite.
25 Books on Persuasion, Influence and Understanding Human Behavior
As a professional, executive or entrepreneur, the more you know about how people tick, the better.
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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