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Nominated Articles 2009

The Top Ten Sales Articles for September are:

25 Compelling Reasons Why Prospects Might Say YES Closing the Sale Closing is often cited as the most difficult skill or technique for sales reps to master. The primary reason for this reaction is the fear of hearing no. To many reps, the word ‘no’ is associated with rejection and with failure. This leads to frustration, discouragement and despair. Left unchecked, it could mean the loss of a job. continue reading by: Jim Domanski on: Salesopedia

Your Buyer is Smarter than You Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down. continue reading by: Mark Hunter on: Salesopedia

Unconscious Selling Competence Unconscious Selling Competence has roots that date back to the mid twentieth century. Back in the 1940's psychologist Abraham Maslow created a conscious competence theory and more commonly known as the "Four Stages Of Learning." continue reading by: Jim Meisenheimer on: Salesopedia

10 Networking Blunders That Cost You Sales Networking is a critical skill sales people; after all, the more people you connect with the more you sales opportunities you create. However, many sales people make a variety of mistakes that prevent them from maximizing the power of networking. Here are ten blunders and mistakes you need to avoid. continue reading by: Kelley Robertson on: Eyes on Sales

Mark Twain Was Right—Numbers Do Lie I’m a numbers guy. I break everything in sales and management down to numbers. I know my numbers backwards and forwards, as I do those of my coaching clients. I firmly believe that if you don’t know your numbers you can’t possibly make sound decisions about how to spend your time, where to find new business, where to invest your marketing dollars; and if you’re a sales leader, who to hire continue reading by: Paul McCord on: Eyes on Sales

The Law Of Time Perspective The most successful people in any society are those who take the longest time period into consideration when making their day-to-day decisions. This insight comes from the pioneering work on upward financial mobility in... continue reading by: Brian Tracy on: Sales Resources

Instilling Pride - A Key to Eliciting Excellence Eliciting excellence in others is the essence of leadership, and one of the most effective means of eliciting excellence is to instill a sense of pride in those around us. Instilling pride has a myriad of benefits - quality of work and workmanship improves, creativity and innovation increases, collaboration is facilitated more easily, and people are willing to.... continue reading by: Michael Beck on: Salesopedia

Are Your Sales Managers Controlling Their Emotions? I was having a conversation with my colleague Tim Hagan this morning about the tendency for sales management to react (and sometimes overreact) too quickly. The consequences can be devastating to the sales team's motivation and the overall morale of the company. All the research shows that customers first make decisions on.... continue reading by: Mike Carroll on: Sales Resources

Benefits of Customer Service All businesses regardless of the area or type of business require a high level of customer service. To retain its existing client base To attract new customers. continue reading by: Asim Sheikh on: Build Your Own Business

The Formula for Retaining Successful Salespeople What are the critical factors that contribute to the retention of top producing salespeople? Why are some sales managers able to consistently recruit and retain quality salespeople, while other managers have a revolving door? Excessive personnel turnover is not only unhealthy for the morale of a sales force, but it is also costly in terms of time and money. Perhaps less obvious, but just as detrimental, is.... continue reading by: John Boe on: Sales Gravy