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News and Articles About Sales
The 15 Characteristics of People Who Succeed at Sales
Sales is the original equal opportunity job. Anyone who is gregarious, diligent and resourceful can succeed.
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.
Zuckerberg's Grasp of Mandarin Has a Big Lesson for Businesses
As any good salesperson knows, speak their language and you're halfway there.
Focusing Just on New Sales? Focus on This Instead.
Our experts explain how to maximize your relationship with existing customers.
How to Recover Professionally When the Client Just Didn't Trust You
Losing a deal because the prospect got a better deal elsewhere is a small problem compared with losing the deal because they didn't want to do business with you.
Running a business
Small-Business Owners Who Aren't Experts in Their Fields Will End Up Paying a Hefty Price
If you want to stay relevant, much less open, you should know your product or service in and out, and make sure you employees are well trained.
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.
Will Tesla Have to Franchise?
Elon Musk has hinted that Tesla may be considering a departure from the direct sales model, something industry insiders consider inevitable.
The Real Reason the Castaways Never Escaped Gilligan's Island
Are you creating incentives for specific behaviors, but motivating people to do something completely different?
5 Ways You May Be Hurting Your Holiday Profits
Investing a lot of effort servicing unprofitable customers or selling unprofitable products can be disastrous.
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.
GE's Beth Comstock: Here's How I Sell An Idea
You put it out there, but then you have to be prepared to defend your brilliant idea.
Consider These 10 Strategies When Preparing to Grow Your Company
There are concrete steps you can take as your progress your startup to the next level.
Smoke and Mirrors: How to Sell Without Selling
Salespeople that focus on consultative selling behaves more like a consultant, giving genuinely useful advice to customers, rather than a salesman en route to bigger commissions.
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