Around the nation, sales jobs are in high demand, especially with many professionals looking for ways to earn more as the economy picks up. Practically every industry is adding sales representatives to bring in more business, streamline lead prospecting and improve...
As you prepare for a successful 2013, make sure you’re hiring and encouraging the right personality traits in your sales team. 1. Modesty According to a survey conducted by Harvard Business School, “91 percent of top salespeople had medium to high scores...
When the pressure is hot to close at the end of the month, the quarter, or the end of the year, we start looking for deals to squeeze in before the next period begins. Sometimes we’re lucky to have found those extra deals at the beginning of the closing period, but...
Personalize Your Delivery Show your customers that you think about them. If you know your marketing team is sending out generic emails to all customers, or that your support team sends automated ticket receipts, reach out with a personal note. Tell them that you think...
It’s a rare sales rep who’s never lost a deal. We have to lose sales at one point or another. It’s also easy to blame a loss on something out of our control. “Our product is inadequately priced,” you may say, or, “The prospect has...
In most business organizations, more than one individual holds decision-making responsibility. This is especially true when there is a large volume order or a very costly item. When multiple executives weigh in on a purchase decision, a salesperson has to work harder...