Business Growth

Taking a prospect out to lunch is one of the classic sales techniques which seems to have fallen by the wayside in many sales organizations, perhaps seen as too costly or simply impractical due to the time involved. But how much does a lost sale truly cost in terms of revenue and personal income? And … 5 Sales Techniques To Use When You’re Out To Lunch

In most business markets, we are in a culture of rapidly changing, buying and selling rules. 2013 will be a banner year for changing trends and your sales teams will have to adapt rapidly. This post looks at 4 Major Sales Trends for 2013 and Sales Process Improvements you can implement to increase your company’s … How to Increase Sales in 2013

An area where consultative selling excels when compared with impersonal, transactional sales is in handling objections. As the consultative selling process establishes a relationship and seeks to build trust before asking for the business, salespeople using this approach are more likely to successfully overcome common stalls and fear in prospects than those trying to “hard … What to do When Your Product is More Expensive than the Competition

If you have been selling for many years, the following will probably be old hat to you. However, if you have recently joined the sales profession, or you are a veteran who needs to improve his closing percentage, then the following will be one of the most important sales closing techniques you will ever learn. … The Importance of Silence During a Close

Sales and marketing training specialists these days tend to focus on content creation and social media as the most effective ways to build a brand and make yourself known to the world. While the stats on the number of “engaged visitors” gained by many businesses through content marketing and social networking are impressive, especially when … How to Win in Sales Using Effective E-Mail Techniques

The media often depicts businesses as being overnight successes, similar to the way certain celebrities and professional athletes are glorified when they finally break through with a runaway hit or other major achievement. In reality though, there are usually years of blood, sweat and tears poured into each one of those successes, which often goes … The Four Major Growth Processes Every Business Needs to Succeed

Of all the objections that salespeople are hit with, the one that seemingly causes the most trouble relates to the price of their offerings. To inexperienced sales staff, phrases such as, “it costs too much” or “we can get it cheaper elsewhere” seem to be solvable only through price reductions, which take a chunk out … Overcoming the Dreaded “Price” Objection in Sales

In the sales profession, it is inevitable that even the most promising transactions fall through despite the best efforts of the salesperson. One of the things that separate the top professionals from the lesser ones is how they deal with these failed closes. One can become severely dejected after losing out on a potentially huge … How to Recover from a Lost Sale Using the Consultative Sales Process

The lifeblood of every sales style, including consultative selling, is having a steady flow of prospects in order to build a pipeline of potential closings.  Without continuous prospecting, even leading companies will suffer from stagnation as customers are lost to competition, macroeconomic conditions, or other factors. Here are five prospecting tips help develop leads using … Prospecting for Dollars – 5 Tips to Generate a Steady Stream of Leads

Many small businesses have embraced inbound marketing as an effective way to increase their revenue. According to a report by eMarketer, 36% of small businesses are using Search Engine Optimization to grow their businesses and 35% are using social media. However, if roughly 35% of small businesses are using inbound marketing tactics, 65% are not. … Small Business Growth Strategies: 5 Reasons to Start an Inbound Marketing Program