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Salespeople

Forget PowerPoint: Improv Is the New (Old) Way to Sell

John Fox | Posted 06.22.2014 | Business
John Fox

Ditch your pitch in favor of a persuasive conversation. Engage your customers in the process by asking good questions, questions that will have them coming up with the answers themselves and lead them to their own conclusions, no convincing required.

The 5 Traits Businesses Look For When Hiring Salespeople

Deborah Sweeney | Posted 04.28.2014 | Business
Deborah Sweeney

One of my favorite questions to ask a potential hire is, "When do you think your relationship with the client ends?" I always have a few interviewees that tell me they are finished with the client after the sale, which is the wrong answer.

The Responsiveness Advantage for Salespeople

Rajesh Setty | Posted 01.25.2014 | Business
Rajesh Setty

The scarcest commodity today is mindshare. With the rise of social media, social networks and the smart phones, it is not surprising that "attention...

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...

Are Salespeople Born or Made?

Lisette Howlett | Posted 09.23.2013 | Business
Lisette Howlett

Something I hear a lot from reluctant salespeople is "I'm not meant to do sales. I'm not a natural salesperson." Which leads to the question -- Are salespeople born or made?

iPad of Dreams 2 of 3: Apps to Sell By

Chris O'Connor | Posted 01.19.2013 | Business
Chris O'Connor

Here are a few recommendations to help organizations get started providing the right tools to their traveling sales people.

iPad of Dreams 1 of 3: If You Build it They Will Sell More

Chris O'Connor | Posted 12.19.2012 | Business
Chris O'Connor

What if there was a tool you could give your salespeople that was already proven to be a productivity, selling and efficiency winner?

Survey Highlights Successful Onboarding Strategies for Salespeople

George Bradt | Posted 12.09.2012 | Business
George Bradt

Sales Architects' 2012 "Salesperson Onboarding Survey" illustrates how comprehensive onboarding programs can increase employee engagement and drive faster results.

How Chicago Is Becoming More Viable for Startups

Richard Komaiko | Posted 06.23.2012 | Chicago
Richard Komaiko

What brought our startup back to Chicago? Talent. That's right -- we had to leave Silicon Valley and come to Chicago to find talent. Popular wisdom says that the talent is all out in the Valley, but my experience suggests otherwise.

Would You Like to Improve the Performance of Your Salespeople?

Morty Lefkoe | Posted 03.27.2012 | Business
Morty Lefkoe

On any given day thousands of salespeople are being trained to be more effective. They are taught how to listen to their customers, how to handle obj...

The Peril of Prejudging Your Customers

Don McNay | Posted 09.05.2011 | Business
Don McNay

One of my friends is one of the most successful medical malpractice attorneys in the United States. He and his wife decided they needed a new bed. He rolled out of bed on a Saturday, unshaven and in old clothes, and went to a furniture store.

Calling All Salespeople: To the Yoga Mat!

Cecilia Michelson | Posted 11.17.2011 | Healthy Living
Cecilia Michelson

One day while doing some yoga exercises on the sales floor (albeit modified), I reached a state of enlightenment with respect to my work.