The Problem With "Schedule a Demo" Forms By removing barriers and providing valuable demos, sellers can better engage customers and increase their chances of making a sale. It's time to prioritize user experience and adapt to the changing expectations of…
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for them, all the way to a…
People close sales. Technology doesn't. Technology can be an outstanding asset to help you close more sales, if you know how to use it correctly. It can also be damaging if you don’t. As a professional or sales person, have…
In B2B Sales, Storytelling Builds a Human Connection When we are children growing up, it’s fairy tales and stories that shape our thinking. They trigger our imagination and fuel our creativity. As adults it’s not that different, we are always…
What the show, in general, did so well is very similar to what we do to be successful in sales. Seinfeld used “situational humor,” which is just as it sounds: characters are shown in everyday situations that are funny. "Hello,…
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over the years with advancements in technology,…
Today’s sellers need to be agile and actively looking for problems and opportunities they can help their buyers address or capture. Have you ever thought about the type of sales role you are in? Or managers, the type of selling…
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your thoughts determine your outcomes and actions.…
Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be. Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews. She had just finished conducting sales…
Stop beating around the bush! If you want something, you have to ask for it assumptively, assertively, and confidently. When you do, the answer is more likely to be "yes".
This technique builds value in the most important part of any sales transaction — you and your belief in your product or service. You hear it all the time — if your price is higher than your competition you’re told…