Sales

[ad_1] There are two basic ways you can increase sales: Close more often or close bigger deals. Most salespeople focus on trying to close more sales, but the truly successful among them instead sell to the “top dogs” in their industries.   There’s a catch, of course. If you want to …

[ad_1] Most salespeople understand the value of referrals when it comes to growing their business. Referrals are the simplest, most consistent way to fill your sales pipeline. In fact, one of my clients recently doubled his business in just one year by making referrals a priority. Related: 25 Ways to …

[ad_1] Sometimes it seems the only people who read my blog articles or LinkedIn posts are sales professionals. Within hours of publishing my thoughts on pretty much any professional issue, my inbox is greeted by a sales rep for a company in that space. The pitches all adhere to a similar …

[ad_1] If I were to survey all the salespeople in the world, most of them would say price is the number one reason they lose a sale. Nothing could be further from the truth. Price is not the problem, and it’s definitely not your problem. Price is not your buyer’s …

[ad_1] I have been a buyer and I have been a seller, and I once taught a course called the Science of Selling. It was all about the fight/flight mechanism and how it affects sales. So, while I’m not exactly the king of sales I can tell you with absolute …

[ad_1] B2B sales can be incredibly rewarding and lucrative — if you know what you’re doing. Unfortunately, most salespeople in this field make the same few mistakes again and again. When everyone around you is making the same missteps and blunders with B2B selling, it can be extremely difficult to …

[ad_1] Let’s face it. Phone sales aren’t easy. Ask any salesperson about phone prospecting, and you’re bound to hear a litany of complaints. “Prospects hang up on me all the time! I can never get through to high-level prospects! I leave more voicemails than I can count!” Sound familiar? But there’s …

[ad_1] To take full advantage of the opportunity, small-business owners need to focus not only on getting people to walk in their doors, but also making sure they walk out as customers. The numbers from last year demonstrate the need to close more sales. In 2016, a record 112 million …

[ad_1] New research confirms that “happy ears” in sales isn’t just some cynical phrase that grizzled sales veterans toss around to poke fun at rookies. It’s actually a real phenomenon, now validated by data. Happy ears in sales occur when salespeople “hear what they want to hear.” The data illustrates …

[ad_1] Billionaire, innovator, philanthropist, author, Bill Gates has worn a lot of hats — and inspired millions of people. Having co-founded Microsoft in 1975, Gates paved the path to the revolution of personal computing. Starting with a dream to have a “computer on every desk and in every home,” Gates …