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News and Articles About Sales
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.
Growing a Business
Successful Entrepreneurs Are Never 'Out of the Office'
Even if you're at home with your kids or on vacation, you should still be available for new opportunities.
Preparing for Black Friday? Check Out These Stats About Online Sales. (Infographic)
Online and mobile sales were booming last year.
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 Psychological Strategies for Mastering Sales Negotiations
Wage a war against defeatist thoughts. View a potential customer as a partner rather than an opponent.
Figuring Out Your Prospect's Need When They Tell You 'No Need'
Diplomatically helping people see the usefulness of your product when they don't, and gracefully conceding when they genuinely don't need it, are cornerstones of long-term success.
5 Steps to Building an Ambitious, Yet Credible Sales Forecast
Satisfy potential investors by setting up a research method to estimate how many customers will be lured to make a purchase of your new product.
Peter S. Cohan
What Are Your Sales Reps Telling Customers? Now You Can Figure It Out.
By utilizing software that tracks the content your team members utilize in sales, you can see who and what is performing best and develop better messages.
Hiring Sales Pros
Quit Relying on Your Intuition When Hiring Your Sales Team
There are reliable, objective means to determine who will succeed at sales, even if they've never sold anything and don't look as though they could.
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