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Cold Calling

Rotary-dial phone

Even superstar salespeople tend to dread cold calling. In fact, cold calling doesn't have to be an ordeal. Here's how to cheerfully turn your cold leads into warm prospects.

Sales Spotlight10

Webinar Wednesday #137

Wednesday April 16, 2014

Back to SchoolWebinar Wednesday is a celebration of all things webinar. You will find upcoming webinars, links to recorded webinars for those who missed them on the first go-round, and occasional recaps of webinars I recently attended.

New Webinars:

"Prospecting Power: Build Your Pipeline Now" (Tuesday, April 22nd 12:00 pm ET) - hosted by Wendy Weiss. How to improve your prospecting and generate more appointments.

"Motivating a Multi-generational Sales Force" (Tuesday, April 22nd 1:00 pm ET) - hosted by Selling Power. Work well with salespeople of any age.

"Webcast Briefing: The Collaborative Sale" (Wednesday, May 7th 2:00 pm ET) - hosted by SPI. Overview of the recently released book of the same name.

Photo courtesy of iStockPhoto

Tough Competition

Sunday April 13, 2014

TigerDepending on your industry and the type of customers you sell to, you may or may not be in direct competition on many of your sales. Direct competition in this case refers to the common situation when a prospect preparing for major purchase collects bids from several vendors.

Even if you don't directly compete very often, it's highly unlikely that you're operating in a vacuum with no competitors. Now and again, you'll find yourself butting heads with a competitor or two. When that happens, it's nice to be able to calculate your odds of coming home with the sale.

How to Tell If You're Winning a Bid

Related Reading
How to Outwit the Competition
How to Stay Positive

Photo courtesy of iStockPhoto

When Research Is a Waste of Time

Saturday April 12, 2014

StressGenerally I'm all for doing plenty of advance preparation, as you may have figured out from some of my article topics. Whether it's prepping for a major sales presentation or doing a little pre-cold call snooping on the Internet, taking the time to prepare yourself is usually a great idea.

But it is possible to cross the line and become a research addict. After a certain point, you could be spending so much time on research that you don't have time for actual sales activities. Obviously, that would be a pretty big problem. Like most things in life, a little research is healthy but doing it to excess is not.

Precall Research

Related Reading
Why You Avoid Cold Calling
Warming Up Cold Calling

Photo courtesy of iStockPhoto

Webinar Wednesday #136

Wednesday April 9, 2014

Back to SchoolWebinar Wednesday is a celebration of all things webinar. You will find upcoming webinars, links to recorded webinars for those who missed them on the first go-round, and occasional recaps of webinars I recently attended.

New Webinars:

"6 Things You Need to Know Before You Call Another Prospect" (Thursday, April 10th 1:00 pm ET) - hosted by Wendy Weiss. Find and sell the best prospects.

"Neuroscience of Leadership" (Thursday, April 10th 2:00 pm ET) - hosted by Christine Comaford. Boost your leadership success with science.

"How to Overcome Initial Resistance When Closing" (Wednesday, April 16th 12:00 pm ET) - hosted by Laura Posey. Break through common stalls and objections.

"Motivating a Multi-generational Sales Force" (Tuesday, April 22nd 1:00 pm ET) - hosted by Selling Power. Work well with salespeople of any age.

Photo courtesy of iStockPhoto

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