Getting the car buyer to openly talk to you is the ultimate way for you to close more sales, but that rarely happens on its own. It requires a car salesman to ask the right questions and do it in a way…

As a sales person needing a commission and to hit quota, we are usually in a mode where we are telling sales prospects why our products are the right product for them. But if the sales opportunity is not moving in the…

As a sales person the bulk of your working day is spent interacting with customers and giving sales presentations. Each product has its own features, benefits, and of course background information. Each customer has their own questions, concerns, needs, wants, and of…

In a recent article, I wrote about the four influencers in a B2B sale. I then wrote an article about the Financial Influencer and an article on the User Influencer. In this article I want to focus on the Gatekeepers. As a…

Your website is a useful tool for making sales in your sleep, but could it be making even more money for you during those twilight hours? Every good marketer knows: The MEDIUM is the MESSAGE. When someone is reading your sales copy…

When creating a sales process for a company, a common question is, “How does setting up all of these process points actually help my sales team?” The short answer to this question is, “Occasionally they don’t” but the benefits for managers and…

I recently had the pleasure of interviewing Brent Herd, thoughtleader for over 15 years in sales and advertising. He has led the sales teams at AOL, Yahoo, Advertising.com, Moxie Interactive and Bolt Media. He is now the senior VP of Sales at…

The reason the no sales sales pitch is so important is because who do you go to first, your friends and family right? And why do you do that? Because they trust you right? Do you get where this is going? The…

What makes your firm a standout? What makes you the company to win that business proposal? Why did they hire you over the other guy? Whatever what is defines who you are and why you are successful. In today’s fast moving world,…

You’ve been requested by two vendors to submit a proposal bid on a couple of sales projects. It involves sales training. Your company has expertise in the sales training area. Your strength is cold calling. One of the proposal requests is an…