Free Money: When Vendor Market Development Funds Make Smart Business Sense

Free Money: When Vendor Market Development Funds Make Smart Business Sense

When I started my sales career at IBM I was given territory that was the dregs of the dregs. Over the previous three years, the territory hadn’t generated more than $300K. In the beginning, my average sale was $15K – on a quota of $1 million. My boss told me that if I didn’t make quota in the first year I would be out of a job. To make matters worse, I knew that I couldn’t return to the corporate accounting position I’d held previously….

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8 Tips to Bypass the Gatekeepers Blocking Your Emails

8 Tips to Bypass the Gatekeepers Blocking Your Emails

I firmly believe that email is still the best tool for prospecting and lead generation. It’s personal, targeted, accessible, and measurable. And it can yield a steady flow of very high quality leads. That said, it’s getting harder and harder to break through to the people you actually need to reach. We know that whether you’re prospecting or using email marketing campaigns, it can take at least nine attempts to reach a cold contact via email — and that’s assuming you don’t get trapped in…

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Are you being tested for sales management and don’t know it?

Are you being tested for sales management and don’t know it?

Recently I had the opportunity to observe a sales person who was put in the buyer position on behalf of her company. Without her realizing it, the business owner was evaluating her readiness for a sales management position and this was just a test. The services that she was evaluating were ones that required a consultative sale, much like how she herself sells. She was comparing two different solutions. What I observed was rather interesting. You would think that selling to your peers and knowing how…

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3 Steps to Revive Stalled Sales Proposals

3 Steps to Revive Stalled Sales Proposals

Too many sales reps find themselves with great opportunities in their pipeline but can’t seem to push them over the edge to close. You might have had several great conversations with your prospect, sent a proposal and even met with them to discuss your recommendations. If they told you they’d discuss it internally, you might even have walked away high-fiving yourself thinking “this is in the bag!” But what if a month a goes by and you hear nothing but silence from the prospect? You…

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10 Sales Situations to Boost Your Confidence with the Power Pose

10 Sales Situations to Boost Your Confidence with the Power Pose

No matter how confident you are or how great a sales rep you are, sales is filled with moments that are intimidating. Whether it’s picking up the phone to prospect, speaking with angry customers, dropping by a business unannounced, or giving an important presentation, there are high-stakes moments where you have to put yourself out there. And those are times when no matter how good you are, you aren’t feeling as capable or confident as you are. That’s where body language comes into play. You…

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