Sales Professionals

Finding a great salesperson who has a fantastic attitude and a history of great results can be difficult. Companies have to fight the competition for top talent and sometimes conjure up extravagant benefit packages to lure away premier talent from their current employers. It’s often easier to avoid those elite candidates in favor of those … Hiring a new salesperson? 3 essentials for hiring a winner!

From Facebook to Procter & Gamble, more companies are throwing their advertising dollars at digital marketing, reducing commitment to other ad forms, particularly print. The trend capitalizes on the unstoppable expansion of website and mobile ads. Digital ads flexibly rely on social media, apps, online video, electronic mail and other Web tools to engage audiences. … Digital Marketing: Tips for 2014

Aborted deals, failed presentations, customer resistance and losing a deal to a competitor are natural hazards of any sales job. Yet, positive energy is so essential to winning over the next customer that salespeople can’t afford to get the blues. The best sales people are self-motivated, but let’s face it: there are times when everyone … How to Keep Your Sales Team Motivated

A great sales presentation can make a hesitant prospect turn into an all-in, repeat customer.  It can make people believe in products, be inspired by them and to commit the cash to buy them. The magic is in the delicate art of persuasion.  Everything from the seller,the message, and the props, determines whether a presentation … 5 Must-Have Features for a Great Sales Presentation

Technique and tone are key to artfully closing a sale. Despite years of on the job experience, however, many salespeople never truly master their skills. One of the barriers which cause this is when a salesperson thinks he knows everything already and doesn’t need any more training. Without continuous training, however, even veterans commit needless … 7 Mistakes Most Salespeople Make

Right about this time of year is when the New Year’s resolutions so earnestly made a few weeks ago start to fall apart, as old patterns kick back in. The best way to avoid this, short of a Herculean increase in willpower and discipline, is to enlist some outside help to keep you on track. … Transform Your Sales Force and Your Business in 2014

In my long career as a sales trainer, I have come across many best salespeople in diverse industries that shared a similar story: when they embarked upon the search for a career, sales was the last profession they considered. Many started in other jobs and simply “ended up in sales somehow,” often even outperforming  longtime veterans at their new firms. How is … Your Best Salespeople May NOT Work In Sales.

A motivational marvel, Mr. Zig Ziglar is author of “Closing the Sale,” a must-read for any salesperson or sales manager of any age.  The amazing thing about Ziglar is that he had a natural instinct for persuasion and finding the right trigger to motivate people. He understood that marketers sell not just the product, but … Great Tips from the Late Mr. Zig Ziglar

A good keynote speaker will energize an audience while informing it, often being the most memorable part of a conference, and even the main catalyst for positive change among attendees.  Beware: if the speaker is corny or rote, then a bad precedent might be set for the rest of the agenda, killing the message and … Need a Keynote Speaker? Why NOT to Use a Speakers Bureau

When a business has had a negative perception event, panic can set in among its salespeople. It make things tougher for them, especially when competitors smartly use it to their advantage and begin to take away accounts. Every business is capable of making mistakes, but it is what you do when your business has had … Selling When Your Business Has Had a Negative Perception Event