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    5 New Cold Calling Openings - I'm working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using. After listening to their recorded calls though, I've been surprised by how effective it is! While experimenting with variations of this prospecting approach, I've developed 5 new cold calling openings and listed them below. My new recommendation is that you try these for yourself to see how they work for you:...
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    Follow Through for the Commitment - At what point is your prospect truly ready to commit? How do you know? Consider "consistency theory." Keywords: Boston sales training, sales training, Sandler Training, sales management, sales strategy, sales strategies...
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    Uncover the Impact, Uncover the Pain - There isn't anyone question that will always uncover the presence or absence of pain in the prospect's world. There is, however, a good sequence of questions that can usually serve as a viable entry point to a productive discussion about pain. If you master only this one concept, you'll be well on the way to discovering pain, or the lack of it, in your prospect's world....
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    The Sale Is In The Follow Up - As a homeowner, I'm always having to fix something. Those of you who own homes know exactly what I mean. I'm in the habit of getting a variety of quotes for the big stuff, and it's amazing how some companies/sales reps follow up on a sales quote (and so get the business), and others don't. Here's a recent example: My air conditioning coil went out (my existing heating and air company-we'll call them Air Quiet-quoted me $2,500 to replace it), so I...
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    What You Should Know About Successfully Closing - Research on hundreds of interviews has found that almost 2/3 of sales reps don't close for a commitment. Many buyers interviewed said the sales rep earned it but didn't ask for it. Right from the beginning, you must earn the right to ask for it. This article describes the steps that lead to a successfully earned commitment. No tricks, just proven steps to winning the sale....
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    How to Overcome Your Fear of Selling - One of the greatest skills you can learn and grow in is sales and specifically phone selling or telesales. Granted early in your professional career, you may not understand the value of learning how to sell let alone the benefits that this skill could afford you in other areas of your life, trust me, you won't regret it. Typically, if your like most people, when you think of sales, you picture the dishonest, fast talking sales person that's looki...
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    Dirty Persuasion. Persuasive Methods Of The Worlds Most Controversial Comedian - "I dedicate this book to the followers of Christ and his teachings; in particular to a true christian-Jimmy Hoffa-because he hired ex convicts-as I assume, Christ would have." Ah, Lenny Bruce. The most controversial comedian of all time....
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    Avoid This One Error When Prospecting By Phone - On Facebook last week, there was a very brave soul who was making cold calls live. I clicked over to hear him doing it (he sells SEO services), and as I watched I noticed he was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. Before I do, I just want to acknowledge the guts it took to put himself out there, live, for...
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    Does NLP Give Me a Sales Advantage? - NLP [Neuro Linguistic Programming]. Neuro - how you think and Linguistic Programming - how you communicate what you think and believe. In the 1980's - early 90s, NLP was all the rage....
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    Big Mistakes That Small Companies Make - 5 Sales Steps to Help You Win Federal Contracts - This one minute of advice - in two parts -- can save your company significant wasted time and money on the path to federal marketplace traction. Note the big mistakes and avoid them. Then get ready to follow the best approaches to winning....
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    5 Explosive Strategies To Maximize Your Follow Up Results - To obtain a strong pipeline has to be the # 1 goal of every sales person; this is vital for you and your company to survive in the long term. Today, I'll talk to you about how to maximize your follow-up activity to create a solid pipeline and to blow up your sales....
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    Qualify Creatively to Generate Sales, Not Leads - Everyone who sells for a living wants more leads - lots and lots of leads. So, in companies both large and small, the marketing department turns on the lead-generating machine (more advertising, trade shows, sales events, etc.) and the salespeople start pounding on doors. Of course, in a small company, the marketing department and sales department is often just one person who might also be the only employee, and so the marketing and sales roles n...
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    Avoid Rejection While Prospecting With This One Technique - Prospecting by phone can be hard-gatekeepers screening you out, decision makers don't want to talk to you, etc.-but it doesn't have to be. I'm going to give you one proven sales technique to use that will allow you to overcome many of the sales objections you're getting now. In fact, if you just take a few days to memorize this scripted sales technique, and then use it on each and every call for a week, you'll be amazed by how much easier prospec...
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    In the Belly of the Beast: Selling to 4 Kinds of Customers - Sometimes, decisions are made by committee and that means a lot more leg work for a Solopreneur consultant who's trying to get a project or a sales professional trying to bring in an order. When you must win over several staff members, you may never know whose opinion really controls the sale. All you can do is prepare yourself by anticipating the kind of information that the point person in each department is likely to appreciate and making sure...
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    Is Your Value Proposition Missing the Target? - You may be losing sales and revenue because your value proposition is missing the mark. It must connect on two levels and contain key elements for success. The article explains how to connect on each level and how to mix and match phrases and words to fit the prospect and the situation. A collection of the right words and phrases can help you hit the target every time....
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    Rude Prospect - Salesperson's Lament - The prospect called the salesperson. He needed a proposal for a custom item the salesperson sells. The prospect said they were "in a real rush" and needed the information "yesterday." Naturally, the salesperson was excited. She had been sending informative emails for months and following up with telephone calls, with the goal of getting an appointment to discuss the advantages and value of her product, but she had never been able to reach this...
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    Why Poor Company Performance Reviews Get It Wrong and What to Do About It - CSO Insights, in its World Class Sales Practices (2017), found that 'win rates are slipping further under the 50% mark.' When sales fall grossly short of forecast many companies go into poorly planned or executed damage control. Sales Consultants often witnesses one or more of the following reactions: • Savagely slash expenses to the point of crippling day to day operations • Replace the sales manager/sales director • Reduce the nu...
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    Price Your Way To Profits - Pricing your products and services is a critical element of a well-conceived marketing plan and appropriate pricing is integral to the development of a successful business venture. The burgeoning field of behavioral economics reveals why certain pricing tactics work and how you can incorporate some of them into your pricing strategy....
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    Not Just Visitors, Get Conversions! 5 Ways To Reap Conversions - This article speaks of essential hacks of getting conversions in eCommerce. Businesses should not be heaving a sigh of relief just after receiving a great number of visitors. They should affirm about the website's capability to convert maximum visitors into actual buyers....
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    How to Enhance Your Magento Store Product Delivery Process - Customers are always anxious to know when they will get their product delivery. And they are tired of anticipations. If same day product delivery is still a far-fetched dream, you can at least remove anticipations- with the help of Delivery date scheduler. And let your customers get their orders on the day you promised....
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    Best Openings for Your Closing & Presentation Calls - If you close sales or do sales presentations over the phone, then you might be wondering what the best way to open the closing call is. Inside sales, as you may know, offers lots of advantages, one of them being that you can use a sales script that is proven and effective. Obviously, you want to memorize and internalize the script, so you don't sound like a robot, but once you do, you'll be able to deliver a consistent sales presentation, or clos...
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    Copywriting Tips - Lead With Results - Results are the cornerstone of a successful business. When you get past the aplomb of "running" a company - the simple reality is that people will only want to PAY you if you have "results" they are interested in either replicating, or using for their own development. As such, when you consider trying to "sell" your products, services or offer - you have to appreciate the best "way" to do it. This article explores one of the surest ways to achiev...
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    Cold Calling - 3 Mistakes You Need to Avoid Now - With all the technology out there, some people like to say that cold calling and prospecting are dead. But just ask account managers and inside sales managers if they still have to prospect and cold call to develop leads and they'll tell you absolutely! So, what gives? The truth is this: while technology has changed the way companies and sales reps source leads and gives them a tremendous amount of intel they can use to make cold calling a bit wa...
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    How to Increase Trust and Influence Sales Outcomes - To influence today's knowledgeable buyers, salespeople must use both parts of their brain and be agile. They must also get the buyer through the steps of the sales faster and more efficiently. How do you reach the right area of the brain with the right message at the right time? This article explains how it is not one right action but the right mix of actions....
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    A Proven Approach to Handle the "I'm Not Interested" Objection - There has been a lot of talk recently about "Objections." What they are, how to prevent them, how to deal with them. That's great, but you may be asking yourself: What do I actually say or do to overcome or get around them? For those of you who have been reading my blog for years know, I'm all about giving you and your team proven, word-for-word scripts and talk tracks so you can successfully deal with the common objections and resistance stateme...
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    Hungry? It Might Be Twenty More Years - The customer leaves the supermarket with bags of groceries filled. It would be ridiculous for the grocer to scratch that customer off the list of prospects and stop marketing to them. That customer will need more food soon and the sales cycle starts over again....
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    Robots Don't Win Oscars - I recently published an article that stating that "marketing scripts" can be written to answer customer questions in an informative, concise, and friendly manner. I got a number of responses from people telling me they hated the idea of using "scripts" to deliver information....
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    Make Them Lick Their Lips and Buy More - Dessert is a high-profit "add-on" sale. Properly presented and described, many restaurants can increase their average sale by 5% to 15%. Ok, your company doesn't sell tempting double fudge chocolate cake to tempt your customers, but my challenge to you this week is to consider what "add-on offering" you can temptingly present to entice your customers to crave it and thereby increase your sales and profits....
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    You Can't Sell Snow Shovels in May - No matter what you sell, there are busy and slow seasons. Knowing the sales cycles of your products and services translates into promoting at the most opportune times - when your marketplace needs (or wants) it....
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    How To Work Anywhere In The World - Lately, I've received quite a few emails and phone calls from people asking me if I can help them find a phone sales job they can work anywhere in the world. I spoke with a woman last week who, apparently, has a lot of experience in inside sales, is used to working on a short-term contract basis, and wanted to know if I had any contacts with companies who could use her services. She wants to work from Paris....
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    How To Write Sales Copy That Sells - Sales copy is the marketing equivalent of jet fuel - the ability to overcome obstacles and encourage people to "buy into" a new way of looking at things. If you're truly able to perceive exactly what the best process is for writing lucid sales copy that sells, you'll be able to share some of the most amazing products in the world with others....
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    Co-Op Funds Assist Hardware Retailers With Increased Sales in 2017 - Co-op funding is an under-utilized marketing tool for many retailers. In fact, $50 Billion dollars go unused every year. For some businesses, the problem is unawareness of their funding; others simply don't have the time or resources to leverage the opportunity....
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    Benefits Of Barcode Scanners in the Management System - With the emergence of barcodes, many organizations came to see the benefits that barcode scanner have brought about in the market. Barcode scanners were first used in retail shops but soon other sectors began to see its advantages and soon started spreading to many sectors of the market like warehouse management....
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    Legal Intake: The Key to Increasing Conversion Rates - If you are a regular reader of my blog, then you know I work in a variety of industries and with many different companies in those industries. At first, when new companies are going to engage with me, some will ask what kind of experience I have in their specific vertical. My answer is always the same: sales skills and best practice selling techniques are transferrable. Core inside sales skills and strategies work in all industries (that is why t...
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    Why Johnny Can't Sell - There are many reasons why certain people are not successful at sales. Rarely does it have to do with the product, the territory, the price or the other common excuses that these people make when they have difficulty closing deals. It may be best to review some of the basics when selecting talent and understanding why some sales reps close more sales than others....
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    The Best Sales Technique And Script Ever - As a sales professional of many years in fashion retail and other industries I've heard all the sales techniques and received countless lectures delivering winning scripts. I read, listened, processed and analysed all of the information handed down and as a non-conformist discarded 99% of it. There are also those who consider themselves sales training gurus who profess they know it all....
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    The 7 Most Powerful Habits Of The Richest Salespeople - Many can't manage to understand how they do it, others often make up excuses to justify their failures in comparison to the incredible success that the few top performers have. But if you look at them more closely, the best sales professionals, the richest ones, have common traits that make them successful....
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    The Passive Income Myth - And start researching leveraged income streams. Find out what it will really take to set one up and get started. It may not be passive, but it's income that requires less of you one-on-one or one-to-many. And that means more time to work on your portfolio or pina coladas....
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    Cold Calling Sucks, But Only If You Suck At It - There is a lot of talk these days about how cold calling sucks. And I agree-it can be brutal. When I started my career in the financial industry, I had to make more than 150 cold calls every day. Sometimes, I'd be so beaten up by 11 am that I just wanted to go to lunch and never come back! I knew that if I continued like that, I wouldn't make it in sales, and I knew that something needed to change. What I finally figured out was that the top reps...
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    What Is Behind Struggling Sales? - Sales went from stagnant to declining. What is behind the trend and will it continue? The answer to the second is YES and the reason is the answer to the first - an ongoing shortfall of peak spenders. While market makers are worried about wage increases and a rise in inflation what we should be worried about is a persistent slide in sales from an increasing deficit in peak spenders. The unescapable outcome is a major economic downturn....
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    Sales Follow Up, The Easy Part of Sales That Is Being Ignored - Through my experience as an independent sales rep all these years I saw it happening again and again and again. Good salespeople putting an effort, convincing the prospect and at the end.....
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    Building Rapport - It's The Little Things That Matter Most - We've all been there: you're in the middle of something and your phone rings and it's a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters. And if you listen for just 2 minutes longer, your hunch is confirmed - it's either a "good" call or a "used car salesman" call. And unfortunately, many calls these days sound like the latter. So what can you do to instantly make your...
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    For Success In Any Business Organization, Everybody Must Sell - If you want a successful business, you need to ask four key sales-related questions of your entire staff, not just your sales representatives. Answering the four questions can lead to better customer relationships and increase future sales....
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    The Proper Way To Follow Up On A Lead - The secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing your way through your sales career. Think about it: you wouldn't want a dentist to make it up as he goes along, would you? Of course not! You count on your dentist to be prepared and trai...
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    Catering Equipment Sales: Types of Sales - Throughout the year there are many sales that take place, some occur on a daily basis, others occur weekly, monthly, seasonally or on special occasions. If you are a bargain hunter then you are always keeping an eye out for the sales, especially if you are a restaurant owner who wants to keep costs low. Here are the types of sales that take place throughout the year....
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    Is This a Good Time to Speak? - How do you feel about this opening? People either love it or hate it. Some sales people think it's a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this opening believing that it gives the prospect control of the call and an easy way to get rid of them. So which way is right? The answer is the lat...
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    Nurturing Leads to Benefit Your Business - When it comes to making connections and eventually converting your leads to clients, it may not be enough to simply post top-notch content. You need to make those leads feel as though you are speaking directly to them and nobody else....
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    4 Powerful Tony Robbins Quotes That Can Increase Your Sales - Every time I talk about Tony Robbins, I feel intense emotions. Tony taught me a lot and made a difference in my private and professional life. ...
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    I Doubled My Income in 90 Days Using This Technique - Seems too good to be true, doesn't it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn't very good back then. I didn't know what I was doing wrong, so when I heard Stan make this claim, ...
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    5 Reasons Why You Probably Need Cash For Cars - There is a frequent increment in the amount of junk car nowadays and they need to be disposed of safely for the eco friendly environment. Some thoughtful company came with a concept of disposing of these useless cars via safer means. And the seller will get reasonable amount just by selling their junk car....
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    Getting Clients to Attend Your Seminars - For many people in business, a major sales and customer relationship management goal is to try and get customers to attend your seminars, conferences and sales events etc.Unfortunately, such efforts often fail. Some of the commonest reasons given by potential attendees, as to why they did not actually attend, are given below....
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    What Level Are You Playing At Everyday? - Have you ever wanted to improve an area in your business and/or life? Do you ever find yourself feeling frustrated and you're not seeing results that you wanted? And if yes, please keep on reading....
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    Cold Calling: Stop Pitching the Gatekeeper - I was talking with a client last week about some of his new employees. He told me that some of them are struggling to get through to decision makers, and he thought it was because they were "pitching the gatekeeper." I listened to some of his calls, and he was right! Here is the mistake: Many sales reps have never been taught the proper way to deal with gatekeepers, so after being screened out by them, they take the attitude that "If only they (t...
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    Why Motivation Isn't Enough - As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do - that I had the ability and potential to do - if I choose to. And during the last week, I explored many areas where I had a lot more knowledge, and even training, than my results in those areas showed. I now had a strong desire to learn what was holdin...
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    Knowledge Is Power - Or Is It? - The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could I get into ideal physical shape and run that marathon one day, and many other things. Perhaps the most revealing aspect of this exercise was listening to my self-talk ...
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    The ABC's of Selling Are Powerful, But Are Not What You Think - Today, the sales ABC's are not what you think they are! There was a time if you asked me to recite the sales ABCs for selling success I would proudly trumpet Always Be Closing. That was then....
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    Do You Have What It Takes? - I remember my first sales job out of college. It was working for a company that sold investments - limited and general partnerships - to high net worth individuals around the country. My job was to make 150 cold calls a day, identify prospects, and then send out a brochure that I would follow up on a few days later to pitch and try to close. It was hard going, lots of resistance and lots of hang ups. Frankly, I wasn't very good at it. Soon I bega...
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    Secret Solutions to Effective Sales Conversations Identified - Secret Solutions to Effective Sales Conversations Identified Ensuring productivity at work can be challenging. Optimize time recovered and the ideal way is to overcome distractions. Implementing communication tools like an inner messenger is going to boost productivity. Since it promotes collaboration between workers. The way to grow a sales team's productivity is to supply them with qualified leads. The ideal way to boost ANY sales team's produc...
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    Cultural Strategies for Alignment of Sales and Marketing - Creating a cultural alliance of sales and marketing in your company will create a positive impact. Enabling the culture should be an imperative dynamic of the organizations strategy....
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    Why FEAR of Making an Offer to Your Ideal Client Is Costing You the Lifestyle of Your Dreams - One simple but most important thing to overcome the fear of making an offer to your ideal client. As a coach I see this over and over again people FEAR sales and are blocked emotionally. Here is a way to change this....
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    Customers and Processes - How to Survive - Customers and processes are the key ingredients if you are to survive in this economy. Regardless of your position or occupation, you absolutely need these two elements. Element number one is more customers. The second is viable processes....
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    Convincing People That Your Brand Is the Best Choice - Whether you own your business or you work for someone else, the chances are really good that you will need to get involved with marketing that business so that you can be successful and bring that business to the next level (in the not-to-distant future). In order to do that, you need to make other people feel that your brand and your offerings are the best choices for them and that you are the one who can solve their problem. Having the ability ...
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    How Can I Beat a Lie Detector? - The other day I watched that Seinfeld episode where Jerry put himself in a situation where he had to take a lie detector test. (he was dating this lady cop and she asked him if he watched the TV series "Melrose Place" which of course he lied and said he didn't, but she didn't believe him so he had to take test) So he was talking to Elaine and he was telling her "what can I do? Maybe I'll try to beat the machine", and she said, "who do you think y...
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    Rocky Balboa's Salesmanship Strategies - I love the Rocky movies, and what Gen-Xer wouldn't? Oh, the many memories of running on the beach training hard with the Rocky songs in my head. Remember the fight for the championship in Rocky 2, where he started the fight as a regular right-handed boxer only to switch in the end back to southpaw to win the fight?...
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    The Most Powerful Conversation You Can Have With a Prospect - It's tempting to talk about what we know, instead of what your prospect wants to know. Here's how to change your approach and have a successful sales conversation....
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    The Monkey That'll Teach You How To Sell - Would you try selling your product to a chimpanzee? Sounds like a dumb question right? But don't judge quite yet - here's a story of a most successful, chimp-talking marketer that will teach you how to skyrocket your sales...
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    The Best Sales Follow Up Tool to Make More Commission - The best sales follow up tool to make more commission leading to great results is not at all complicated. Get more sales, more clients, a bigger network when you stay connected. The gold is in the follow up....
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    The Only Mindset You Need To Become A Top Salesperson - After spending many years in the sales arena, I realized that there are specific characteristics that set apart top sales people from the average ones and the same is true for those who are not successful in sales and these characteristics are the same regardless of the type of business you are in as a sales person. They go to work to work The top sales people go to work to work, It should be a common sense, right?...
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    List Building Tools - The Fortune Is in the Follow Up - List building tools are the foundation for earning a six figure sales commission income. Most automobile salespeople consider the vehicles on the lot as their inventory. Wrong!...
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    5 Quick Secrets To Compelling Emails - Want to get your emails returned? Who doesn't Many of us would settle for just getting our emails read! Let's face it: prospects get hundreds of emails per week and there is a slim chance they are going to read - let alone respond to - an email from a sales rep....
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    Tackling the Problem of Sales Engagement With Your CRM - A 3-Step guide to improving the sales engagement with your CRM system. Improving data quality and giving your greater insight into your business....
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    From Sewer-Line to Pipeline With Insight Selling - Here's a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight. As they achieve true sales wisdom, it's like they're using GPS while the competition is selling blind....
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    How To Boost Your Holiday Sales Using BOGO - The holiday season is peak season for most small businesses. One of the most overlooked marketing tricks to boost holiday sales is using BOGO (buy-one-get-one) offers....
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    What to Do When a Prospect Breaks Your Heart - Losing a prospect when you've nurtured the relationship can be painful. How do you put yourself in the best position for your prospect to choose you?...
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    Doctor or Salesperson - Which Would You Rather Be? - Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: $187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical science liaisons at $132,842. When I was growing up, my parents wanted me to be a doctor - or a lawyer. They argued that I'd make lots of money, have job security, and would have a highly respectable c...
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    Should You Use: "Is This a Good Time" - Yes or No? - The debate of whether to open your calls asking, "Did I catch you at a good time?" or "Is this time still good for you?" (for presentation call backs), is alive and well - unfortunately. Just last week, I received this email question from a reader: "Hi Mike, question - after I send out information to these guys and I come back to them with an idea do I ask them if they have a minute before going into my pitch?"...
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    What You Must Know to Excel As a Sales Professional - We all conversant with the popular maxim that, "knowledge is power". Without any doubt, knowledge is indeed influence, control and power for the sales professional. In today's competitive business environment, anyone desirous of success must first seek, pursue and capture knowledge. This can be referred to as know how, the capacity of information that is generated through study and interactions, as well as experience. So, what must you know as a ...
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    Why Does Your Business Need A Sales Funnel? - A sales funnel is set of steps where you guide a prospect through a series of communications that results in them buying from you. But what happens after that first sale is made?...
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    How to Bundle Your Leveraged Sales Offers - Is there a way to bundle leveraged sales in a way that it is lucrative to both you and your prospects? The answer is yes and we will cover the basic process promotion of bundled goodies....
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    Some Ways to Feel More Comfortable About Cold Calling, Sales and Business Calls - Speaking to people on the phone can sometimes cause anxiety, whether it's a cold call, a call to an existing client or a call to chase money. Here are some ideas to help you reduce that anxiety....
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    Creating Positive Habits - Whether you would like to admit or not, we all have habits. Some of them are good, such as exercising or even reading everyday....
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    Planned Spontaneity For Sales Professionals - Planned spontaneity is a great technique for sales professionals. A polished salesperson knows that the unexpected often happens and humor can save the day. Learn how you can use humor to save the day!...
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    Why Education Is Still Important in Leveraged Sales - Leveraged sales are a means, not the ends to your educating your prospects are still the primary goal. The more informed they are, they can make wiser decisions....
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    Today's Challenges in Managing the Selling Cycle - It's every salesperson's aim to reduce the selling cycle so in turn more business is generated. However, the selling cycle can slow down and even stall when: • The client hadn't dealt with your company and is unfamiliar with your products or services • A major decision is required that will require a large financial commitment and other resources • Cross organisational functions involved in the decision-making process • Many c...
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    Sorry, Practice Doesn't Make Perfect - This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Everyone has heard this saying since they were kids, and most people believe it is true. And you should see the look on their faces when I tell them it's not. As they slowly put their hands down, I tell them that practice only makes permane...
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    When "No" Is the Best Answer - "No" can be the starting point of the biggest sale of your career. Experienced and successful sales professionals know that "No" should not be confused with "Never.""No" can mean that this is not the right time to ask for the sale. "No" could mean that you are talking to the wrong person. Turn "No" on its head when you: 1.) Confirm the role that your product or service can successfully play in the realization of your prospective clients' goals; 2...
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    Dealing Successfully With Gatekeepers - Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: "Will he know what this call is about?" And "Is she expecting your call?" And "Have you spoken to him before?"...
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    How to Maximize the Return of Your CRM Platform - Buyers are entering the marketplace engaged and educated, so insights of their experience become your company's competitive advantage that can translate into revenue growth. You can do this through proper CRM platform (Salesforce) integration and aligning sales and marketing....
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    Influencer Moments of Truth for Business Growth - What are the moments of truth in your practice? What mechanisms do you have in place so you can capture referrals, testimonials and LinkedIn recommendations? It's essential you harness the power of your moments of truth so you can increase the amount of trust in your business, capture more leads and have a greater impact on the potential clients who need your help....
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    First We Form Habits, Then They Form Us - I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I'm excited for them! At the close of each day of training, I told them that the biggest challenge isn't going to be learning the new scripted approach (although that will definitely take some effort), but rather it will be in unlearnin...
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    How to Improve Productivity and Team Efficiency With the Help of a Mobile Sales Rep App - Managing sales operations when your team is in the field was once a challenge, let alone the uphill battle faced by field sales reps, who are often left to face last-minute scenarios not quite prepared for. But all that's changed thanks to the mobile revolution and to useful mobile sales applications that totally empower field reps to close deals from anywhere....
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    Selling, Getting Cash Safeguard With Cash Drawers - Cash drawers are one of the core components to every Point of Sale System. It has separate compartments for coins and bills of different denominations. Money, credit card receipts, and other paperwork are stored here. Cash drawers can be printer or terminal driven. This piece of hardware receives a signal from the computer or receipt printer and opens when necessary....
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    8 Facts That All Sales People Should Know - If you ever wanted to go into Sales, here are some essential points that you need to know. If you are already in Sales, these are facts that you will know and resonate with you....
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    Your Comfort Zone and Your Success - I once heard a joke that goes like this: "The only reason there are matinee movies in large metropolitan cities is for commission sales reps who have hit their comfort zone income early in the month." I remember my thoughts when I first heard this. I remember thinking that when I got near the production I needed to make my expenses for the month, I let my foot off the pedal. Once I knew I was covered, I just wanted to relax....
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    Key Tips to Write Result-Oriented Product Descriptions - Accelerating your product awareness is the just the best vehicle to get new and new customers. Read the article to know how to start with writing gripping product descriptions!...
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    How to Install a Receipt Printer - If you are running a retail business or thinking of starting, you must install POS system to improve the performance of your business. This includes a cash drawer, receipt printers, barcode scanners etc. In this article, we will be talking about on how you can purchase a right printer for your business and how to install it with your system....
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    Simple Tricks That Can Increase Conversions - Conversions are one of the of the most important factors that can earn profit for your business. Running a test for conversion is the ideal way to increase your website conversion rate and it is not an easy process, but if you have time to manage this then it will bring benefits to your business. Please do some research and learn from other business owners since you can get more information from them....
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    Tips To Increase The Size Of Your Sales - The sales profession moves faster than ever today. Your sales process should be simple and save you time and the more you put in, the more you get out. This article will walk you through tips and tricks for improving the sales for your business....
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    Prospecting and Getting Appointments - Sales pros know that to make the sale, it's essential to identify qualified prospects who could benefit from your products and services. But first you have to meet them and make an appointment to uncover and address opportunities. The skills of prospecting and getting appointments are the cornerstone of sales success....
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    Why The Popularity Of Sales Speakers Are On The Rise - Motivation is a pivotal element for your everyday lives, as without it you will not have enough drive for accomplishing what you want in life. In today's world of business, motivation remains the key of successful people, as it helps them to attain their business goals easily and reach their life objectives quickly. This is why most of the business owners hire the services of a sales motivational speaker for motivating and influencing their workf...
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