sales

7 Habits of Highly Effective Salespeople

7 Habits of Highly Effective Salespeople

A staggering amount has been written on how to be a good salesperson. A lot of it is great, but there’s an easy way to cut through the clutter. Here are s... »

12 Phrases to Avoid in Sales Emails

12 Phrases to Avoid in Sales Emails

If a prospective customer actually opens your email, the last thing you want to do is irritate or bore the customer.  Here are 12 very common phrases that shoul... »

Why Sales is Going Inbound – and How to Do the Same with Your Sales Strategy

Why Sales is Going Inbound – and How to Do the Same with Your Sales Strategy

Pete Caputa is the VP of Sales at HubSpot, an inbound marketing software company that just announced a sales tool called Signals. The sales world has changed dr... »

The 4 Levels of B2B Selling

The 4 Levels of B2B Selling

When it comes to selling to businesses, there are four levels, three of which usually fail and one of which always works.  Here they are: 1. Selling your compan... »

How to Sell Via Email

How to Sell Via Email

Based upon the sample “sales emails” that people have been sending me, there seems to be a general misunderstand the basic concept of selling via em... »

5 Worst Mistakes That Salespeople Make

5 Worst Mistakes That Salespeople Make

Salespeople are the face of your company. Their professionalism and attentiveness casts you and your company in a good light. But when they mess up, it reflects... »

How to Get a Customer Referral

How to Get a Customer Referral

Hundreds of “how to” sales books (and the sales trainers who write them) advise sellers toalways ask for a referral after you close a sale, like so:... »

6 Sales Questions You’re Afraid to Ask

6 Sales Questions You’re Afraid to Ask

Salespeople often avoid asking these six important questions because they’re afraid to know the answer. There’s a famous scene in the 1992 movie ... »

How to Make the Most of a Second Chance

How to Make the Most of a Second Chance

What can you learn from the Twinkie comeback? Here, Inc. columnists give you actionable takeaways from the second coming of Hostess. The much-lamented demise of... »

How to Keep Your Customers Loyal

How to Keep Your Customers Loyal

There are four reasons that customers switch vendors. Here’s how to make those reasons irrelevant. When customers leave for other vendors, it’s alwa... »

Where Are the Great Sales Jobs?

Where Are the Great Sales Jobs?

Here’s where entrepreneurs should look for a job if they want a break from building their own firms. A great things about being an entrepreneur is that yo... »

Stellar Sales Pitches Start with This

Stellar Sales Pitches Start with This

Why should anyone buy anything from you? A good answer to that question is crucial to your success. Editor’s note: This article first appeared on Mark Sus... »

8 Words to Avoid When Selling

8 Words to Avoid When Selling

These words really raise your customer’s hackles. Over the two years, I’ve read hundreds of sales messages and heard dozens of sales presentations. ... »

5 Questions That Will Close the Sale (Without Pressuring Customers)

5 Questions That Will Close the Sale (Without Pressuring Customers)

Can’t close the sale? Try a few of these simple low-pressure questions. Good salespeople know that asking questions is the most effective way to learn abo... »

‘Always Be Explaining’: Your Sales Team’s New Mantra

‘Always Be Explaining’: Your Sales Team’s New Mantra

The one thing your sales team needs to improve? Explaining, says Lee LeFever, founder of Common Craft. Here’s how. People rarely buy products they donR... »

How to Be a Extraordinary Sales Manager

How to Be a Extraordinary Sales Manager

Sales managers must play many different roles to ensure that the entire company succeeds. Because selling is the most essential function of every company, there... »

Want Better Salespeople? Do These 5 Things

Want Better Salespeople? Do These 5 Things

Sales team not up to snuff? Maybe it’s time to reexamine your leadership style. Managing a sales team can be tricky. You may not realize it, but the way y... »

How to Find the Customers Who Appreciate You

How to Find the Customers Who Appreciate You

Often the fastest road to growth is to uncover whose needs aren’t being met–and work like crazy to meet them. For its first 40 years, Marlin Steel W... »

How to Sell with Confidence

How to Sell with Confidence

The key to sales success is belief in yourself and what you have to offer. Here’s how to cultivate it. You might know everything about your product, your ... »

2 Sentences That Engage Customers

2 Sentences That Engage Customers

To get customers interested in what you’re selling, make your sales message about your customers. You’re excited about your company, right? You̵... »

15 Simple Truths About Selling

15 Simple Truths About Selling

Simple wisdom about selling from some surprising (and not so surprising) sources. Over the years, I’ve kept a notebook of memorable sayings and remarks ab... »

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