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7 Smart Ways to Improve Your Company’s Sales Pitch
 sales-techniques Sales Is your elevator speech ready? Robert Cordray From the Editor's Desk
Jan 22

Sales Techniques

Sales-Business team working on sales results
Is your elevator speech ready?

7 Smart Ways to Improve Your Company’s Sales Pitch

One of the most important aspects of owning a small business is mastering sales and it starts with creating an effective sales pitch. Without an effective sales pitch, it... MORE
  • Robert Cordray
  • 3 min read

  • Hummy's
    Highlights

    1Boil your pitch down to 30 seconds. 2Facts and figures are your friends. 3Find out if you're talking to the decision maker.
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Sales Success – Don’t Forget these 6 Soft Skills sales-techniques Sales The unseen secrets of success Janet Spirer From the Editor's Desk
Jan 21

Sales Techniques

Startups-Infant curled up on teal blanket
The unseen secrets of success

Sales Success – Don’t Forget these 6 Soft Skills
Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being... MORE
  • Janet Spirer
  • 3 min read

  • Hummy's
    Highlights

    1Soft skills are the most critical to possess. 2Training and reinforcement is needed. 3Building confidence takes time and practice.
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The End of Self-Centered Selling sales-techniques Sales Listen more than you talk Mark Roberge From the Editor's Desk
Jan 20

Sales Techniques

Leadership-Woman Riding Horse In The Dust
Listen more than you talk

The End of Self-Centered Selling
In 2007, I was tasked with building a sales team from the ground up at HubSpot. One of the first things I did was set up coffee meetings with... MORE
  • Mark Roberge
  • 3 min read

  • Hummy's
    Highlights

    1Don't impose your pitch on cold ears--research first. 2Focus on their buying process, not your sales process. 3Fully utilize inbound marketing strategies.
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Prospects Hiding Behind Voicemail? Here’s What to Do… sales-techniques Sales How to avoid frustration Mike Brooks
Jan 19

Sales Techniques

Businessman Text messaging or checking email on mobile phone
How to avoid frustration

Prospects Hiding Behind Voicemail? Here’s What to Do…
I received the following email from a regular reader of my Top 20% Ezine: “Good morning Mike, Bob Martin here in Denver. Mike, I wanted to thank you for... MORE
  • Mike Brooks
  • 4 min read

  • Hummy's
    Highlights

    1Qualify the prospect: deal with the decision-maker. 2Ask for periodic updates. 3Send strategically timed emails, but know when to let go.
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How a Sales Leader Can Get up to Speed in a New Industry sales-techniques Sales Faking expertise doesn't work Phil Harrell From the Editor's Desk
Jan 16

Sales Techniques

Startups-Businessman in ready position to race on the track
Faking expertise doesn't work

How a Sales Leader Can Get up to Speed in a New Industry
Most of the time, a senior sales leader on the market for a new job will get hired into the industry in which they have the most experience. Competitors... MORE
  • Phil Harrell
  • 4 min read

  • Hummy's
    Highlights

    1It may take 6 mos. to gain expertise in your new field. 2Ask questions, read and soak up any training you can access. 3Get in front of prospects ASAP.
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How to Write an Effective Email Sales Pitch sales-techniques Sales What you need to know Allen Taylor From the Editor's Desk
Jan 16

Sales Techniques

Earth at night with glow of city lights
What you need to know

How to Write an Effective Email Sales Pitch
In a global economy, it’s not always practical to pick up the telephone and make a sales call. Time zone differences often prevent business professionals from making voice or... MORE
  • Allen Taylor
  • 10 min read

  • Hummy's
    Highlights

    1Fully research your email recipient to tailor message. 2Keep subject lines between 6-10 words in length. 3Personalize. Mass emails are inappropriate for sales.
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7 Secrets from Door-to-Door Sales that Can Improve Your Modern Sales Game sales-techniques Sales Lessons from the 1950's Brittney Gallatin From the Editor's Desk
Jan 14

Sales Techniques

Sales-US Money in woman's hand
Lessons from the 1950's

7 Secrets from Door-to-Door Sales that Can Improve Your Modern Sales Game
Door-to-door sales saw its peak in earlier days, when not every home had a television or telephone. Back in the 50’s, young women fresh out of high school waited... MORE
  • Brittney Gallatin
  • 2 min read

  • Hummy's
    Highlights

    1Know your product intimately and make it personal. 2Keep your appearance immaculate and be confident. 3Keep each and every one of your precious leads close.
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The Art of the Sale: 3 Steps to More Successful Selling sales-techniques Sales Sales as a performance Stuart Leung From the Editor's Desk
Jan 09

Sales Techniques

Leadership-businessman trapped in small carton box
Sales as a performance

The Art of the Sale: 3 Steps to More Successful Selling
There is something almost legendary about the American salesperson. It might be America’s particular brand of capitalism that helps elevate the ideal of sales. Certainly the portrayal of the... MORE
  • Stuart Leung
  • 4 min read

  • Hummy's
    Highlights

    1Learn how to captivatingly talk about your product. 2Use technology for engaging presentations. 3"Evoke deeply emotional responses."
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Habits of a Highly Successful Sales Rep sales-techniques Sales Tips to be the best Korey MacPherson From the Editor's Desk
Jan 09

Sales Techniques

Leadership-businesswoman leader with back to her team
Tips to be the best

Habits of a Highly Successful Sales Rep
It’s going from a field filled with slick and sleazy folks who will say anything to close the deal to a model that’s more inbound oriented. With the next... MORE
  • Korey MacPherson
  • 4 min read

  • Hummy's
    Highlights

    1Know your product backwards and forwards. 2"First hit your quota, and then keep on selling." 3Be a helpful problem-solver...not just there to sell.
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Appointment Setting Made Easy sales-techniques Sales Getting from point A to point B Kevin Thornton From the Editor's Desk
Jan 08

Sales Techniques

Customer Service-Smiling worker doing her job with a headset
Getting from point A to point B

Appointment Setting Made Easy
Appointment setting is sometimes looked upon negatively; however, it’s really a positive experience for the sales person and the prospect if it’s done properly. This usually means that there... MORE
  • Kevin Thornton
  • 4 min read

  • Hummy's
    Highlights

    1Review your intel on the lead prior to calling. 2"Focus on speaking slowly, clearly and concisely." 3Follow up with useful information.
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