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
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
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
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
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
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
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
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
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
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