- 21
- vote
Referrals happen, thank goodness, but for too many, they happen randomly, almost accidentally. One of the keys to tapping the systematic generation of referrals is to identify and address the customer touch points that add up to lead a customer to the logical and emotional decision that your organization is referable.
More...
- 16
- vote
- 16
- vote
If you think you know the best day or time to follow up on a Web-generated lead, you’re probably wrong. Here's a peek at one marketer’s results from a study on this issue.
More...
- 14
- vote
Walk into any McDonald's, order a Quarter Pounder, and the clerk will invariably ask, "Do you want fries with that?" Each affirmative answer adds $1 or more to that particular sale. If just a fraction of McDonald's' 54 million daily customers say yes to that question, that's millions of extra dollars in the burger biggie's pocket.
The sa
More...
- 14
- vote
Selling B2B is “consultative,” but there’s a point where you need to turn the meter on.
The concept of “consultative” selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally, you can end up providing free services to a prospect that never int
More...
- 14
- vote
I thought this was a great video on the importance have providing more than one offer when selling and negotiating.
More...
- 14
- vote
One of the best ways to increase your income is not to market for more work (ie, new clients), but to get it from existing clients. This is an often overlooked marketing method and missing it is like throwing money out the window.
Following is a 3-step plan designed to get more work from your existing client base.
More...
- 13
- vote
If your sales success isn’t where it ought to be, you may be operating under the weight of one or more persistent (and pernicious) myths about selling. Here they are:
More...
- 13
- vote
Here’s a quick tip that can really increase your ability to move a sale forward, especially if you’re new to selling. Many jobs have a characteristic “voice” — a way of speaking (tonality, rhythm, vocabulary, tempo) that identifies the speaker as a member of that profession. One of the easiest ways to spot a newbie salesperson is that they've got
More...
- 12
- vote
Do you find it hard to engage with prospects or customers? If so, keep reading…
I was recently on the phone with Jill Konrath, author of Selling to Big Companies.
I explained a project I am working on and she said, with great excitement, “You MUST read this article I wrote.”
What follows is perhaps one of the best lessons on why we fail t
More...
- 11
- vote
Here are the fourteen absolutely indispensable power tools that should be in every sales rep’s bag of tricks:
More...
- 11
- vote
Particularly in a down economy, it's not your selling techniques that matter -- it's what you know about a client's business that will open the door to a deal.
More...
What is
bizSugar?
bizSugar is a social news site for small businesses and mid-sized companies. Business owners, managers and entrepreneurs can now discover, share and vote for the best business tips, trends, news and strategies on the Web. If you find a business story, tip or video that you like, give 'em a little sugar!
