Archive for the ‘Sales professionals’ Category

We have our business up and running, we are covering our costs, we may be making a profit and now we want to grow that profit. Follow these 8 points and you can have a successful commission only sales team who enjoy working for you and will help you grow that profitable future you are looking for.

Over the years, I have seen many salespeople who have delivered what they believed to be great sales presentations, only to fall at the final hurdle. There are lots of reasons for not closing a sale including ‘poor presentation’, ‘lack of product knowledge’ and ‘failure to listen to the needs of the client’, but in my experience, one of the most common reasons is the fear of rejection. The fear of ‘No!’.

If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… […]

With 2012 off and running, many small businesses are looking to make their return on investment (ROI) more productive than the last 12 months. In the event your company’s sales are lagging behind where they should be, it never hurts to stop and look at the head of sales and see if he or she is properly managing the team

Recording the details of a sales meeting with a pen and paper divides a lot of professional salespeople.I remain a firm believer in the value of taking notes, here’s why:

An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of set-backs and surprises?

For those companies who are having trouble collecting payments from clients, the option often turns to hiring a collection agency. But how do you go about hiring the right agency, an agency that will in turn have your best interests at heart?

While it oftentimes comes down to finances and customer service, don’t be surprised if some clients are not taking a second look at how your salespeople are showing up dressed for important meetings.

More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers.

With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However…