Sales

[ad_1] Back in May, 1969, the Public Broadcasting Service was facing serious cuts in its budget.  Executives from the organization went to Capitol Hill to plead their case in front of a subcommittee of the Senate’s Committee on Commerce. The chairman of the committee, John Pastore, was a self-described “tough guy” …

[ad_1] You know that feeling you get when you absolutely crush a sale? You connect with a prospect who’s excited about your offering, and you close a larger deal than you ever expected to. If these big successes feel random and unpredictable, it’s time to focus on a reliable sales …

[ad_1] Sales are the lifeblood for any B2B business, and to acquire sales, you must first generate leads. With a B2C model, it’s far easier to convert cold traffic into paying customers. With B2B, a sales cycle is longer, since 94 percent of B2B buyers conduct some sort of research before …

[ad_1] The concept is simple — more meetings equals more sales, which equals more income. Most salespeople understand the importance of setting meetings in order to crush their sales goals, but very few are doing the necessary work to make those meetings happen. Setting meetings doesn’t have to be complicated …

[ad_1] The following excerpt is from Perry Marshall, Mike Rhodes and Bryan Todd’s book Ultimate Guide to Google AdWords. Buy it now from Amazon | Barnes & Noble | iTunes | IndieBound Let’s explore two advanced Google AdWords campaign types: Dynamic Search Ads and Call-Only campaigns. Give these two campaign …

[ad_1] You know that feeling you get when you absolutely crush a sale? You connect with a prospect who’s excited about your offering — and then you close a larger deal than you ever expected to. If these big successes feel random and unpredictable, it’s time to focus on a …

[ad_1] Will the shoes fit? Should I take the risk and buy them online? Is this the right car for me, especially with all the driving I have coming up? Should I hire that firm, finally? Can I trust them? These are some of the questions we ask ourselves when …

[ad_1] In order to always be closing, you have to begin with the idea that you do not provide a service until you close. You aren’t providing a service to anyone by selling, presenting, promoting, marketing or building trust. These things are admirable actions but they don’t compare to the close …

[ad_1] Old-school sales trainers love to tell salespeople that they need to build rapport with prospects. These gurus say things like, “Your prospects need to like you. People only buy from people they like.” This approach is not only shallow — it’s also completely untrue. People buy from those they …

[ad_1] The trial close is like a test to see the level of ownership a client has taken. This is near the end of the demonstration and gives you an idea of what they are thinking about with your product or service. You can than adjust your presentation here to …