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Wendy Connick

Updated Articles and Resources

By Wendy Connick

    Updated Articles and Resources
    • How Following Up Can Save Lost Sales Created: Monday, July 21, 2014 Updated: Monday, July 21, 2014
      When you lose a sale, is it really lost or did you just give up too easily? An effective follow-up campaign can rescue a surprising number of supposedly lost sales.
    • Creating an End-of-Year Campaign Created: Sunday, July 20, 2014 Updated: Sunday, July 20, 2014
      The end of the calendar year is actually a great time for prospecting. You can connect with people you'd never reach in normal circumstances, and start the new year with a full pipeline of leads.
    • Webinar Wednesday #150 Created: Wednesday, July 16, 2014 Updated: Wednesday, July 16, 2014
      Webinar Wednesday is a list of free sales-related webinars being held during the following week.
    • Before You Interview for a Sales Job Created: Thursday, December 16, 2010 Updated: Tuesday, July 15, 2014
      You want to get a sales job (or get a better sales job). So you've been submitting applications and have finally gotten to the interview stage. Congratulations! Now the prep work begins.
    • 5 Common Prospecting Errors Created: Monday, July 14, 2014 Updated: Monday, July 14, 2014
      Getting enough good leads to fuel your pipeline is crucial to sales success. Yet there are common prospecting errors that can hold salespeople back from finding the prospects they need.
    • Book Review: Seven Habits of Highly Effective People Created: Monday, July 14, 2014 Updated: Monday, July 14, 2014
      Seven Habits of Highly Effective People is a well-known personal development classic, and there's a reason for that.
    • Webinar Wednesday #149 Created: Thursday, July 10, 2014 Updated: Thursday, July 10, 2014
      Webinar Wednesday is a list of free sales-related webinars being held during the following week.
    • 3 Ways to Build Rapport Created: Thursday, February 24, 2011 Updated: Tuesday, July 08, 2014
      Prospects won't buy from you unless they trust you enough to think that you're telling the truth about your product – namely, that the product will benefit them. Building rapport enables you ...
    • Starting Your First Day in a New Sales Job Created: Monday, February 20, 2012 Updated: Tuesday, July 08, 2014
      First impressions last a long time, so your first day on a new sales job is the most important one. Using these strategies will help you make the best possible impression on your new manager and fe...
    • Building Your Social Media Brand Created: Monday, July 07, 2014 Updated: Monday, July 07, 2014
      It's easier than you'd think to build a powerful personal brand. Thanks to the Internet, you can establish your personal brand with millions of people at once.
    • What to Do When Prospects Go Silent Created: Sunday, July 06, 2014 Updated: Sunday, July 06, 2014
      If a prospect suddenly stops talking to you, that's a bad sign - but it doesn't mean that the sale is lost.
    • Webinar Wednesday #148 Created: Thursday, July 03, 2014 Updated: Thursday, July 03, 2014
      Webinar Wednesday is a list of free sales-related webinars being held during the following week.
    • Gatekeepers Are Your Friends Created: Tuesday, May 03, 2011 Updated: Tuesday, July 01, 2014
      If you think of gatekeepers as cold calling obstacles or (worse) as opponents to outwit, you are missing the point. True, there are a few receptionists out there who delight in giving salespeople a...
    • What is Lead Generation? Created: Tuesday, November 29, 2011 Updated: Monday, June 30, 2014
      Lead generation is a critical part of the sales process. It's the first step in the sales cycle, so a shortage of leads will affect the entire process.
    • 3 Sneaky Negotiating Tricks Created: Monday, June 23, 2014 Updated: Monday, June 30, 2014
      While you hopefully conduct negotiations in an ethical manner, some of the prospects you meet might be willing to use some pretty shady tactics.
    • How to Clean up Your Pipeline Created: Monday, June 30, 2014 Updated: Monday, June 30, 2014
      Kicking un-closable deals out of your pipeline on a regular basis will make your sales forecasts much more accurate, making it easier for you to meet your goals.
    • What Is Drip Email Marketing? Created: Monday, June 30, 2014 Updated: Monday, June 30, 2014
      Drip email marketing is a powerful sales tool - in fact, it's just as useful for salespeople as it is for the marketing team.
    • 6 Plans a Sales Team Needs Created: Sunday, February 24, 2013 Updated: Friday, June 27, 2014
      Planning is an important part of selling well. Here are some plans every sales team needs to have in order to thrive.
    • What is Business Networking? Created: Friday, August 22, 2008 Updated: Thursday, June 26, 2014
      Business Networking is a skill and a low cost method of marketing that is used to build new contacts through connecting with other like minded individuals.
    • What is Cold Calling? Created: Saturday, July 09, 2011 Updated: Thursday, June 26, 2014
      Cold calling is still the most common method salespeople use to get in touch with new potential customers.
    • Webinar Wednesday #147 Created: Thursday, June 26, 2014 Updated: Thursday, June 26, 2014
      Webinar Wednesday is a list of free sales-related webinars being held during the following week.
    • Close the Sale – Advanced Closing Strategies Created: Sunday, December 26, 2010 Updated: Monday, June 23, 2014
      These closes are a bit trickier to apply than the basic or intermediate closes. They require more setup time or a willingness to push the prospect a little harder. But when used wisely, they can se...
    • Keeping Confidence Up Even When Sales Are Down Created: Tuesday, April 26, 2011 Updated: Monday, June 23, 2014
      Your state of mind has a major effect on your success in sales (or lack of it). Developing an emotional bond of sorts with your prospects is a huge part of selling. If you're feeling anxious or you...
    • Phone Scripts That Work Created: Wednesday, February 15, 2012 Updated: Friday, June 20, 2014
      A well-written phone script can help your cold calling efforts immensely. Cold calling is hard enough without being forced to ad-lib. By using a script you'll always have the right words on the tip...
    • 8 Tips for Hiring Salespeople Created: Thursday, February 10, 2011 Updated: Thursday, June 19, 2014
      Hiring a salesperson who isn't going to succeed is a waste of your time and theirs. Every manager will make a hiring mistake sooner or later, but by paying close attention during each stage of the ...
    • How to Create a Sales Campaign Created: Sunday, January 08, 2012 Updated: Thursday, June 19, 2014
      Want to sell a lot of something quickly? The sales campaign is a great way to get a quick infusion of sales." itemprop="description"> Monday, May 02, 2011 Updated: Thursday, June 19, 2014
      Active listening is a communication technique that increases understanding and rapport between speaker and listener.
    • Close the Sale – Intermediate Closing Strategies Created: Sunday, December 26, 2010 Updated: Thursday, June 19, 2014
      Once you've mastered the basic art of closing a sale, it's time to review some intermediate-level strategies. These closes aren't necessarily more difficult than the basic closing strategies, but t...
    • Webinar Wednesday #146 Created: Thursday, June 19, 2014 Updated: Thursday, June 19, 2014
      Webinar Wednesday is a list of free sales-related webinars being held during the following week.
    • Easily Find Free Sales Leads Online from Professional Business Associations Created: Friday, July 18, 2008 Updated: Wednesday, June 18, 2014
      Professional business associations can be a great source of free sales leads and they can be found online. Find out how easy it is to get free sales leads from professional business associations an...
    • Overcoming Your Fear of Selling Created: Tuesday, September 06, 2011 Updated: Wednesday, June 18, 2014
      A brand new salesperson or small business owner often struggles with an emotional reaction to the sales process. It's not an easy job at first because it requires a fairly assertive process to succeed.
    • Types of Sales Pitches Created: Tuesday, June 19, 2012 Updated: Monday, June 16, 2014
      Sales pitches are not one-size-fits-all. The right type of pitch will vary depending on your circumstances." itemprop="description">