Overview

The latest how-to tips, techniques, strategies and fresh ideas for selling IT in the Small & Medium Business (SMB) market. For more articles like these, be sure to sign up for our Strategic View e-newsletter and our Weekly Tip.

The Sales Magnet

Featured Articles from The Sales Magnet

  • The Prospecting Rut Read
  • 3 Techniques to Avoid Bored Prospect Read
  • Building a Pipeline of Qualified Prospects Read
  • How to Become a Sales Superstar Read
  • Market Strategies to Make Your Sales Soar Read

This Month's Article

  • NEW! Why You Shouldn't Always Get Excited
    About a LinkedIn Endorsement Read
The Sales Magnet

Other Recent Articles

  • Why Handing Out LinkedIn Recommendations
    Like Candy Could Kill Your Reputation Read
  • 3 Tips to Warm Up Your LinkedIn Prospecting Read
  • Four Questions to Ask Read
  • Building a Pipeline of Qualified Prospects Read
  • How to Avoid the Prospecting Rabbit Hole Read
  • Christmas Sales Parody Read
  • 8 Ways to Show Clients Your Appreciation Read
  • When Your Prospect's Silence is Deafening Read
  • Getting Social with Social Networks Read
  • Increasing the Effectiveness of Your vCard for Prospecting Read
  • Hounding a Prospect is No Way to Get an Appointment Read
  • Are You Putting Too Much Pressure on Your Prospecting? Read
  • Do These Things for Successful Email Lead Generation Campaigns Read
  • You can't micro-communicate to a cast of thousands Read
  • Get Your Facebook Cover Photo Covered Read
  • The 10 Worst Voicemail Mistakes Read
  • Secrets of Top Performing Email Subject Lines Read
  • Are you allergic to your prospects? Read
  • Pretending won't get email responses Read
  • Is Sales Management for You? Read
  • Why You Should Want to Work in Sales Read
  • When is a salesperson indispensable? Read
  • Staying on Top of Your Sales Game in a Chaotic World Read
  • Put an end to Sales Prospecting Procrastination
    Part Two of a series on Things Sellers Avoid Read
  • Put an end to Sales Prospecting Procrastination
    Part One of a series on Things Sellers Avoid Read
  • Achieve Your "Unachievable" 2012 Sales Goals Read
  • Turn the Year-end Slowdown into Surprising Sales Read
  • 12 Tips to Close End of Year Sales Fast Read
  • Can you get to ROI faster by slowing down your sales cycle? Read
  • Why You Don't Want Sales Prospects to Save Your Emails Read
  • The 20 Worst Prospecting Voicemail Mistakes Salespeople Make Read
  • How to Put More Prospects in a Buying Mood Read
  • How to Find the Right Sales Mentor Read
  • To Become a Better Salesperson, Find a Mentor Read
  • Are You Burying Prospects - and Future Sales - Under a "Solutions Dump?" Read
  • Why Holidays Make a Great Occasion to Email Your Prospects Read
  • Cold Calling Perfection: Are You Hearing This? Read
  • How to Prospect with a Product Catalog Read
  • 8 Tips for Increasing Your Email Prospecting Response Rate Read
  • How writing sales prospecting emails and negotiation emails is different? Read
  • Are you writing sales negotiation emails like prospecting emails? Read
  • What's Your Value to Prospects? Read
  • 5 Keys to Uncommon Email Prospecting Results Read
  • What Not to Do with a Cold Call Email Read
  • Five Tips to Negotiate Your Deal through Email Read
  • Is the Glimpse Factor Stalling Your Email? Read
  • 5 Ways to Boost Your Email Prospecting Response Rates Read
  • 8 Steps to Reach Your Sales Goals Read
  • What Are Your Real Sales Goals for the Year? Read
  • How to Fix Your Sales Prospecting in a Single Day Read
  • What's Holding your Sales Prospecting Back? Read
  • Break the Email Delete Barrier Read
  • How to Avoid Becoming a Digital Prospecting Lemming Read
  • Give Your Prospecting Legs with Social Media Read
  • Prospecting Letters Still Open Doors Read
  • The Prospecting Dilemma Read
  • Get Proactive About Referrals Read
  • Cool Sales Tools to Make Prospecting Easier Read
  • No Voicemail = A Missed Opportunity Read
  • Increase Attendance at Your Events with Social Networking Read
  • Increase Sales with Actionable Emails Read
  • New Strategies to Get in the Door Read

Generating SMB Leads

  • Cold Calling Isn't the Only Way to Get Prospects Read
  • Attract Prospects with Easy Web 2.0 Techniques Read
  • Create Opportunities in our Tough Economy Read
  • Is Email Hiding Your Personality? Read
  • Email is the New Phone Read
  • Seven Ways to Leverage Happy Customers Read
  • Uncovering Your "Best-odds" SMB Prospects Read
  • Finding Alternate Lead Sources Right Within Your Own Company Read
  • Lead Generation - Make It Work Read
  • Increase Sales: Jumpstart Your Lead Generation Read
  • Email Selling Listen

Gaining Access to Top SMB Prospects

  • Email Subject Lines that Draw Prospects In Read
  • How to Gain Access to that Executive You Simply Must See Read
  • Getting Past the Executive Gatekeeper Read
  • Hidden Secrets to Crack the Voicemail Gatekeeper Read
  • Increase Prospecting Results by Integrating Your Touches Read
  • Keep Your Pipeline Full Read

Consultative Selling to SMB Companies

  • Mine Proposals for Hidden Gems Read
  • Fill Your Pipeline by Refining Your Referral Requests Read
  • How to Recession-Proof Sales with Consultative Selling Read
  • Use Testimonials to Attract Prospects and Win Sales Read
  • Your Value is Like a Homemade Chocolate Chip Cookie Read
  • Show Your Clients the Money! Read
  • Are You Selling to Customers or Clients? Read
  • Closing - No Tricks Required Read
  • Now is the Time to Master Financial Conversations Read
  • Don't be Afraid to Help Clients Reach Financial Justification Read
  • Are You Keeping Your Customers Up At Night? Read
  • Client Communication as Easy as A-B-C Read
  • Three Tips for Improving IT Reselling Read

Selling Services to SMB Companies

  • Shortcuts to the Decision Maker Read
  • Using the Right SMB Sales Approach Read
  • The Subtleties of Selling Services and How to Recognize Them Read
  • Launching a New, Non-traditional Offering Read
  • Your Path to Successful Service Selling Read
  • Gearing Up for Managed Services Read

Training Top Direct & Channel Sellers

  • When Sales Training Isn't Working Read
  • Sales Training that Sticks Read
  • 8 Steps to Better Sales with Consultative Selling Read
  • Channel Training Trouble? Where to Look for Help Read
  • Measuring Results: Key performance indicators can help set better goals for sales reps Read
  • Gathering Good Requirements Read

Engaging Subject Matter Experts in Training

  • Leveraging Subject Matter Experts Read
  • Involving Sales Managers in Development and Delivery Read
  • Reinforcing Training: Getting Managers Involved Read

For Business Owners

  • Red Flags When Hiring Salespeople Read
  • Top 3 Sales Resolutions for 2009 Read
  • Creating Your Own Buzz Read
  • Six Keys to Success' Door Read
  • Want to Boost Technology Sales? Incent Your Support Staff Read
  • Keep Them Hungry: Innovative Bonus Plans for your Best Employees Read

For Training Organizations

  • Use the Funnel Questioning Technique to Gather Training Requirements Read
  • Start Blowing Your Own Horn Read

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