If your 2018 was as busy as mine, you may have missed the posts readers found most valuable, so I’ve compiled my Top 10 Sales Blog Posts of the year for you here. (Note: The first post won “First Place for Top Sales Content” in Sales Pro Central’s 2018 MVP
Repetition can be a very effective way to make sure your key ideas are heard and remembered by your prospect. It’s often helpful to repeat benefits, competitive differentiators, even the customer’s questions or words. So how can repetition possibly hurt you in sales? Human beings are quick to pick up
Here’s some news worth celebrating: The number of presenters tediously reading every slide and bullet point to their audience appears to be on the decline. But hold off on popping the champagne just yet. The pendulum is swinging dangerously towards the other extreme – presenters are ignoring their slides altogether.
I work with several inside sales teams who deliver their pitch strictly over the phone. While not a formal presentation, discussing your product, idea or service over the phone still requires the same thoughtful planning, preparation and execution. There are some additional challenges sellers face when pitching over the phone
Good salespeople ask themselves what they want their prospect to do at the end of their presentation. In other words, what’s the next step to move this sale forward? That could be a signed contract, a meeting, or a recommendation. But great salespeople ask themselves another powerful question that is
Set aside the violence, the snarky humor and the profanity in Deadpool 2, and look for this surprisingly compelling technique Deadpool uses to connect with the movie-going audience. Those comments the superhero directs straight to you – and not the other actors – is an acting technique called “Breaking the
First Impressions Matter in Sales...and Acting People make several major decisions about another person in the first few seconds. Decisions like: Is this person trustworthy? Successful? Competent? So how do you make sure your first impression with your prospect or audience is helping you – and not hurting you? Casting
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