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Power of a Positive Mindset

Oct 12

Sales Misc.

Abstract design made of cutout of male head and symbolic elements on the subject of human mind
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
  • Justin Zappulla
  • Estimated reading time: 4 min read

  • Hummy's
    Highlights

    1Stay positive 2Learn from your failures 3It's easier to sell to a happy customer
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3 Effective Ways For You to Earn Trust sales-misc Sales The secret ingredient From the Editor's Desk
Aug 20

Sales Misc.

Support/Business Meeting on island
The secret ingredient

3 Effective Ways For You to Earn Trust
Earning your customer’s trust is an important part of the sales process. Like a leavening agent in bread, without this essential ingredient, the entire recipe for making sales is... MORE
  • From the Editor's Desk
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Humans are visual creatures, so look the part. 2Make the effort to do relevant homework beforehand. 3Find a common interest that will provide a bond.
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Sales Pipeline Management: How To Unclog Your Sales Pipe sales-misc Sales Customer interaction is essential Stuart Leung, Salesforce From the Editor's Desk
May 15

Sales Misc.

Man jumps from one cliff to another
Customer interaction is essential

Sales Pipeline Management: How To Unclog Your Sales Pipe
It’s not how many leads you get, but how many move smoothly through the pipeline that makes the difference.GO TO ARTICLE
  • From the Editor's Desk

  • Hummy's
    Highlights

    1"Most salespeople close less than 40% of their leads." 2Be selective about who you push through the pipeline. 3Marketing automation can increase pipeline flow.
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5 Entrepreneurial Qualities that Make Great Salespeople sales-misc Sales Universal principles From the Editor's Desk
Apr 07

Sales Misc.

Taking the lead/Horse running during sunset
Universal principles

5 Entrepreneurial Qualities that Make Great Salespeople
Because of unfortunate associations, a career in sales is unappealing to many young people, says Yoav Vilner in an article on Entrepreneur.com. To counter negative perceptions of sales, Vilner offers... MORE
  • From the Editor's Desk
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Salespeople, like entrepreneurs, are totally committed. 2They think like scientists and are open and curious. 3They know how to be strategic and work smarter.
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10 Biggest Sales Mistakes and How to Avoid Them Like the Plague sales-misc Sales Prevent a lost sale Dianna Booher From the Editor's Desk
Apr 06

Sales Misc.

Sales-Man coming out of an egg
Prevent a lost sale

10 Biggest Sales Mistakes and How to Avoid Them Like the Plague
We’ve all been guilty of at least one of these common sales mistakes. Here’s a list of the often unconscious behaviors that could be making customers walk away.GO TO ARTICLE
  • From the Editor's Desk

  • Hummy's
    Highlights

    1Don't exclude the less dominant spouse when selling. 2Don't veer too far off topic in a sales transaction. 3Smart salespeople focus on the solution, not the sale.
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The Top 10 Most Common Sales Mistakes sales-misc Sales A "not to do" list Greta Schulz From the Editor's Desk
Mar 20

Sales Misc.

Finance-Colored 3d Business graph and chart in Yellow folder
A "not to do" list

The Top 10 Most Common Sales Mistakes
To grow your sales skills, you need someone to point out what mistakes you’re making. Here’s one sales coach who doesn’t hold back.GO TO ARTICLE
  • From the Editor's Desk

  • Hummy's
    Highlights

    1"Silence is an important tool in negotiation." 2It's always wise to listen more than you talk. 3Don't defend decisions, investigate why they're asking.
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Customers Buy For Their Own Reasons, Not the Salesperson’s sales-misc Sales It's not about you Jeffrey Lipsius From the Editor's Desk
Feb 18

Sales Misc.

Management-man carrying stacked toolboxes in hardware shop
It's not about you

Customers Buy For Their Own Reasons, Not the Salesperson’s
Once when I was leaving an organic foods convention, I spotted a doughnut stand vendor with a significant black eye. Bemused by his unlikely presence at the convention, I... MORE
  • Jeffrey Lipsius
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Don't worry about getting customers to like you. 2Don't misinterpret failed sales attempts. 3Curb the tendency to assume responsibility for others.
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We Just Bought from Your Competitor sales-misc Sales Lose a prospect, gain information Stephen Hays From the Editor's Desk
Jan 28

Sales Misc.

Lose a prospect, gain information

We Just Bought from Your Competitor
Few things hurt more in business than hearing prospective clients say they just bought from your competitor — except maybe hearing it over and over again. There are two... MORE
  • Stephen Hays
  • Estimated reading time: 5 min read

  • Hummy's
    Highlights

    1Use the opportunity to self-evaluate. 2Do you fail to close deals? 3Don't give up, be more assertive.
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Set Sales Compensation to Motivate Results sales-misc Sales INTEGRATING COMPENSATION WITH OBJECTIVES From the Editor's Desk
Jan 22

Sales Misc.

Alarm clock and calendar
INTEGRATING COMPENSATION WITH OBJECTIVES

Set Sales Compensation to Motivate Results
Payday for your sales staff can be a day of celebration, if the compensation plan is in alignment with performance objectives, says Lee Salz, contributor to The Business Journals.... MORE
  • From the Editor's Desk
  • Estimated reading time: 1 min read

  • Hummy's
    Highlights

    1"The compensation plan doubles as a job description." 2Salespeople should benefit when target reached. 3Compensating well doesn't hurt when done right.
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Sales Compensation for Gen Y Workers sales-misc Sales What motivates younger employees Charles Laughlin From the Editor's Desk
Jan 22

Sales Misc.

Large Group of Diverse Multiethnic Students
What motivates younger employees

Sales Compensation for Gen Y Workers
Members of Generation Y, defined as those born since the early 1980s, have earned a very specific workplace reputation. Some characteristics associated with Gen Y include a need for... MORE
  • Charles Laughlin
  • Estimated reading time: 3 min read

  • Hummy's
    Highlights

    1Compensation is more complex for Gen Y workers. 2People born after 1980 have unique needs. 3With creative compensation, you can motivate Gen Y.
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