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Sales Training

Sales Goals Will Help Boost Your Small Business to the Next Level

Melinda Emerson | Posted 11.04.2014 | Small Business
Melinda Emerson

You can't expect to see your sales improve if you're not prioritizing your time in the right areas of your business. The core of your organization's g...

Selling to Women... It's Time to Get Scientific and Serious

Jenny Darroch | Posted 10.16.2014 | Business
Jenny Darroch

In the few books written on selling to women, I see a heavy reliance on gender stereotypes. These books also fall into the same old trap of assuming that all women are the same -- and so recommend a worn out "one size fits all" approach.

5 Dumb Things Smart Salespeople Sometimes Do

Dianna Booher | Posted 11.17.2014 | Business
Dianna Booher

Dumb salespeople drag around tricks that used to work years ago: Remember the puppy-dog close? The forced two-option close? Smart salespeople communicate clearly, act authentically, and appreciate their customers sincerely.

What Your Business Degree Won't Teach You

Sajeel Qureshi | Posted 10.26.2014 | Business
Sajeel Qureshi

The ability to sell proves your attitude, critical thinking and soft-skills. Every other business discipline is just semantics. You have no marketers, accountants, lawyers, managers or HR people on staff if you have no sales. Businesses put a premium on people that can generate revenue.

Why We Wait, Before Giving It Our Best

Lisa Earle McLeod | Posted 10.14.2014 | Business
Lisa Earle McLeod

I'm willing to do it, but I'm not sure he is. It's the biggest obstacle to making a positive change. We want to know, for sure, that the other guy is all in with good intentions, before we fully invest ourselves.

Plan to Win in Today's Sales Game

Avril Brikkels | Posted 09.23.2014 | Business
Avril Brikkels

As any good sales professional knows, having a thorough understanding of your customer is absolutely vital, and this is where a well constructed sales plan can make the difference.

8 Tips for a Great Elevator Speech

Dianna Booher | Posted 07.30.2014 | Business
Dianna Booher

An effective elevator speech is a sales call in a sentence. Do it well and it enhances both your image and your results.

My Day in the Life of Dale Carnegie

Stacey Alcorn | Posted 05.31.2014 | Business
Stacey Alcorn

Now I know what it must have been like to spend a day with Dale Carnegie, because I've experienced as close as one can possibly get through my two days with Michael J. Maher.

The Gifted Speaker: 'Like, Um, Like, Like, Like, You Know, You Know' -- Filler Overload

Michelle Hakala-Wolf | Posted 05.31.2014 | Healthy Living
Michelle Hakala-Wolf

I have many students who have struggled with this problem. All of them have been able to conquer it with some success. Most important though is consider where you are and what you are trying to say. There is a time and place for everything.

Selling Theory

Nate Holzapfel | Posted 05.20.2014 | Business
Nate Holzapfel

Stephen Hawking said 'If we do discover a theory of everything... it would be the ultimate triumph of human reason -- for then we would truly know the mind of God.' While we are a long ways off from theorizing everything, the theory of selling is open to interpretation.

Top 10 Revenue-Driving Tips Salespeople Can Learn from the Winter Games

Penny Herscher | Posted 04.13.2014 | Business
Penny Herscher

What traits do athletes have that can translate to sales? Quite a few, actually. They know that they have to put in the work at practice to see results in the games. Salespeople have to show the same attention to detail in their accounts.

The Accidental Leader: A Story of Passion, Community And Perseverance

Stacey Alcorn | Posted 02.17.2014 | Business
Stacey Alcorn

A one-time rural community with cow pastures is now a suburban hub of industry, and with the influx of new people came competition. Having changed very little in 25 years, the new owner of the hotel is resting easily on top of the world.

From Prophet to Profit: A Woman's Business Weapon

Caryn Chow | Posted 02.07.2014 | Small Business
Caryn Chow

My grandmother raised four kids, and became a single parent when my grandfather passed on and my younger uncle was a tender 14. Learning to become profitable was not something she even thought about. She was "savvy" before savvy was a "business" household name.

What Twitter Founder, Jack Dorsey, Teaches Us About Marketing

Marc Wayshak | Posted 02.05.2014 | Business
Marc Wayshak

Twitter has become an integral part of our lives, and the mindset that led to its creation is just as critical to those looking to market their organizations.

Never Drop Your Prices Again! How to Stop Selling on Price

Marc Wayshak | Posted 01.23.2014 | Small Business
Marc Wayshak

Let me introduce you to two salespeople: Don and Liz. Both have been selling bathroom accessories for 20 years. However, they each sell in a completely different way.

Stop Pretending You're Selling

Tibor Shanto | Posted 11.30.2013 | Business
Tibor Shanto

Definitions count in discussions, if for no other reason than to ensure everyone is talking about the same thing before they take sides. If the meani...

5 Questions You Should Ask in Every Selling Situation

Marc Wayshak | Posted 11.13.2013 | Small Business
Marc Wayshak

Salespeople often have no clue as to why their prospects would even want to buy from them. This question is the ultimate paintbrush in the hand of your prospect. This is where you fully understand what the prospect wants to accomplish from a high level.

Why Thinking Destroys Sales Opportunities

Ian Altman | Posted 11.10.2013 | Business
Ian Altman

Elements of this image licensed from veer.com   During a recent coaching session with a client of mine, we were working on the strategy for an u...

5 Reasons Most Small Business Owners Suck at Selling (Don't Let It Be You!)

Marc Wayshak | Posted 10.29.2013 | Small Business
Marc Wayshak

The problem is not the small business owners themselves. In fact, I've watched many small business owners go from sales chump to sales star in only a few months' time. Instead, the root problem is that small business owners are following bad advice.

Why Every Business Needs a Referral System

Marc Wayshak | Posted 10.16.2013 | Business
Marc Wayshak

In today's world of Yelp reviews and Google searches, it's easy for businesses to forget about the power of customer referrals. You see, prospects are bombarded by loud advertisements and slick salespeople all day long. But that's far from what they really want.

Emotion Is the Key to Grow Revenue

Ian Altman | Posted 09.29.2013 | Business
Ian Altman

How can you connect the dots between what you sell and the client's emotions? Do you need to consult with Oprah?

5 Ways to Get Strong Referrals -- and Lots of 'Em

Marc Wayshak | Posted 09.28.2013 | Small Business
Marc Wayshak

It's no secret that getting referrals from clients who believe in your services is an effective way to connect with new clients. But in today's business world, it's not enough to just get referrals -- they have to be strong, and there have to be lots of 'em!

Sales Lessons From Holiday Mattress Shopping

Ian Altman | Posted 09.08.2013 | Business
Ian Altman

Because he was focused on value and meeting our needs, we focused less on price. We could have walked across the street for a lower price, but the total value of the experience outweighed a nominal price difference.

A Letter to Kathryn: The Graduation Gift

Stacey Alcorn | Posted 08.17.2013 | Books
Stacey Alcorn

As I wish you bon voyage to your unknown and exciting future, I have compiled fourteen of the greatest assets I accumulated over the eighteen years since I sat amongst the throngs of college graduates contemplating my own future; books.

I Want to Be a Failure, Like Walt Disney

Stacey Alcorn | Posted 06.29.2013 | Small Business
Stacey Alcorn

How is it that one man created something so amazing allowing his name to live on forever? Perhaps the secret is in his failures. We all fear falling down. However, rarely will falling down kill us. Death is in not getting back up. Just ask Mickey Mouse.