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Salesperson

What's a Sales Coach, and Why Do You Need One?

Dan Lyons | Posted 05.17.2014 | Small Business
Dan Lyons

Coaching is different from sales training. Training takes place in a classroom setting, where a group of salespeople receive instruction. Coaching is a one-on-one relationship, and takes place over the course of months.

Sales Reps Have Little to No Idea What They're Doing

Dan Lyons | Posted 05.12.2014 | Business
Dan Lyons

At first glance it seems shocking that there could be a profession in which three-quarters of practitioners are inept. But the numbers make sense when you consider that most people who go into sales have no formal training about how to sell.

Death of a Digital Salesman -- Technology, Change and the Hybrid Marketer

Andy Betts | Posted 06.16.2013 | Business
Andy Betts

In today's complex and overlapping digital marketplace it is time to show more knowledge outside of you own field of expertise and realize that times are not "a-changing" -- they have completely changed.

How to Negotiate Without Focusing Only on the Outcome

Nick Segal | Posted 05.27.2013 | Los Angeles
Nick Segal

When I asked a group of more than 100 commission-based sales associates who they think has the ultimate power in any negotiation, the response was universal: the person most willing to walk away from the talks.

The Most Common Mistakes When Discussing Price

Ian Altman | Posted 04.29.2013 | Business
Ian Altman

The salesperson said, "We will only discuss price in person." Their unwillingness to share any pricing information raised a red flag. Was their pricing so offensive that they could not share it? Did they not have consistent pricing? Did they not price their meats by the pound?

Three Mindsets of Long-Run Salespeople

Ted Harro | Posted 10.21.2012 | Business
Ted Harro

What do we allow or even encourage in our company that might undermine the pride of our people in our company? What can we do to arm our people with rock solid confidence?

Customer Service Etiquette: How to Keep Your Customers Happy

Lisa Mirza Grotts | Posted 05.25.2011 | Style
Lisa Mirza Grotts

These days, promotions galore are getting customers in the door, but are they repeat customers? Making a customer happy is not always easy, so what can we do to help?

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.