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Wendy Connick

Sales

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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

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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

Text Message Marketing

Sunday April 6, 2014

GraphsAs of 2014, more than half of the US population now owns a smart phone or other smart mobile device. That means text message marketing has the potential to reach a staggeringly large audience. What's more, you can reach them anywhere, anytime.

While text message marketing is an impressively powerful sales tool, like many other marketing tools it can also be a tremendous waste of money. It all depends on how you use - or misuse - the opportunity.

Selling in 160 Characters or Less

Related Reading
How to Build and Maintain an Email Database
5 Lead Generation Mistakes

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Your LinkedIn Profile Matters

Saturday April 5, 2014

TabletAs the business centric social media platform, LinkedIn is the obvious place to start selling or marketing yourself on social media. And a strong LinkedIn account starts with a strong profile.

Someone who is considering adding you as a connection will certainly look over your profile first. That's why it's crucial to have a well-written, professional, yet appealing profile in place before you start trying to make connections.

Creating Your LinkedIn Profile

Related Reading
Finding Your Ideal Customers
Assessing Prospects

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Webinar Wednesday #135

Wednesday April 2, 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:

"What to do when prospects go silent" (Tuesday, April 8th 2:00 pm ET) - hosted by Tim Wackel. Re-establish contact with elusive prospects.

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

"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

Hiring Is Not a Band-Aid

Sunday March 30, 2014

MatchflameA new article by Business2Community discusses an error that company executives and sometimes even sales managers may fall into. It's not uncommon for executives to assume that the answer to poor sales is hiring more salespeople. After all, they reason, the more salespeople you have, the more total sales you will generate.

As Miller points out, the major problem with this reasoning is that new salespeople don't generate sales right out of the starting gate. There's always a learning curve, no matter how experienced those new salespeople are. Instead of hiring, Miller recommends other methods for producing quick sales results.

The Sales Mistake That Executives Make (And How To Avoid It)

Photo courtesy of iStockPhoto

Beating the Rejection Blues

Saturday March 29, 2014

StressCoping with rejection is one of the toughest things new salespeople have to learn. Even experienced salespeople tend to dread cold calling because of the inevitable rejections. Bdaily recently posted an article to help new salespeople put a positive spin on rejection.

Hudson's article presents a plan to hijack your brain's reward systems and use them to turn rejection into a positive experience. The idea is to reframe your attitude about the word "no" so that you actually get excited when someone turns you down.

Sales and selling - how to overcome the fear of rejection

Photo courtesy of iStockPhoto

Webinar Wednesday #134

Wednesday March 26, 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:

"Back to Basics: How To Use CRM To Grow Sales" (Monday, March 31st 1:00 pm ET) - hosted by Jason Jordan. Tips and tricks for using CRM effectively.

"How to Present Complex Information Simply through Stories" (Tuesday, April 1st 1:00 pm ET) - hosted by Roger Courville. Storytelling to engage listeners and convey information compellingly.

Photo courtesy of iStockPhoto

The Wonders of Wallet Share

Sunday March 23, 2014

Credit card and moneyIncreasing market share and increasing wallet share are two big goals for any company, and they tend to work hand in hand. Market share refers to the percentage of potential customers who buy from you instead of from your competitor. Wallet share refers to how many of your products an individual customer owns.

Obviously cranking up market share is the salesperson's main task, but you shouldn't neglect wallet share in the process. And since it's easier to sell to an existing customer than to a new prospect, building wallet share is quite a pleasant experience.

How to Build Wallet Share

Related Reading
Conducting an Account Review
Coping with an Angry Customer

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