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When you pick up the phone to answer a call from an unknown number, or dial out to a customer service line, nine times out of ten you’ll probably... MORE
5 Questions That Will Improve Your Process of Qualifying Leads sales-management Sales Don't waste your time on bad leads From the Editor's Desk
Apr 21

Sales Management

Staff Working in Busy Architect's Office
Don't waste your time on bad leads

5 Questions That Will Improve Your Process of Qualifying Leads

It is often difficult to qualify a lead because there are so many variables involved. However, if you strip everything down to the bare essentials, then five crucial elements... MORE
Building Sales Confidence In Your Customer sales-techniques Sales Know your customer Justin Zappulla
Jan 11

Sales Techniques

Businesswoman gives presentation at meeting
Know your customer

Building Sales Confidence In Your Customer

An occupational hazard of many business owners and corporate decision makers is indecision. It takes guts to start a business. But after the business is up and running, indecision can... MORE
Should You Meet With Customers Face to Face? sales-techniques Sales It can give you an edge. Nick Kane
Nov 06

Sales Techniques

Project Presentation/Business People Having Board Meeting In Modern Office
It can give you an edge.

Should You Meet With Customers Face to Face?

We live in the age of remote communication—we text, we email, we place calls on our cell phones while doing other things. Gone are the old days when it used... MORE
Effective Sales Leadership: 9 Tips sales-management Sales Don't neglect your role Jerry Stapleton From the Editor's Desk
Nov 02

Sales Management

HR-Diverse People In a Multipurpose Room
Don't neglect your role

Effective Sales Leadership: 9 Tips

According to a recent article by Jerry Stapleton on BizTimes.com, 80% of sales leaders are ineffective. Of the 80%, he says they fall into one of three categories: Hands-off... MORE
10 Darn Good Sales Development Essentials sales-training Sales How to build a great team Greg Klingshirn From the Editor's Desk
Oct 21

Sales Training

Marketing-pile of aqua fishing nets
How to build a great team

10 Darn Good Sales Development Essentials

“What can I do to build a successful sales development team?” It’s certainly not easy to build a team of Sales Development legends overnight. When revenue is on the... MORE
Power of a Positive Mindset sales-misc Sales Keep your head up! Justin Zappulla
Oct 12

Sales Misc.

Abstract design made of cutout of male head and symbolic elements on the subject of human mind
Keep your head up!

Power of a Positive Mindset

The door-to-door salesman getting his foot shut in the door is a well-worn cliché. And Arthur Miller’s play “Death of a Salesman,” which shows the depressing, even tragic, side... MORE
8 Steps for Building Instant Customer Rapport sales-techniques Sales Creating connections is key Nick Kane
Oct 05

Sales Techniques

Global Business Deals/ Handshake in front of world map
Creating connections is key

8 Steps for Building Instant Customer Rapport

Building rapport and creating connections with customers are still a key focus in today’s selling environment. It can happen in an instant. You can also blow it right at “Hi,... MORE
5 Tips for Assembling a Stellar Sales Team hiring Sales Great sales talent is hard to find Nick Hedges From the Editor's Desk
Oct 02

Hiring

High Angle View Of Businesspeople Video Conferencing At Business Meeting
Great sales talent is hard to find

5 Tips for Assembling a Stellar Sales Team

In his article on Entrepreneur.com, Nick Hedges, CEO of Velocify, cited a study that found that 71 percent of sales leaders struggle with creating and maintaining effective sales teams. Hedges put... MORE
Four Awkward Questions to Remove from Your Sales Script sales-scripts Sales Avoid alienating language Belinda Summers From the Editor's Desk
Sep 17

Sales Scripts

Confused Way Of A Businessman with intersecting highways
Avoid alienating language

Four Awkward Questions to Remove from Your Sales Script

Selling over the phone is already a tenuous situation. You only have a short amount of time to demonstrate that engaging with you is worth your prospect’s time. It’s important... MORE