How to Fine Tune your Sales & Marketing Plan | Sales & Marketing Planning Skills
What does this mean? Fine tuning your sales & marketing plan means evaluating its success year on year and making the changes required to...
How to Network and Get Referral | Effective Sales Prospecting Training
Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip...
How to Keep Customer Records | Sales & Marketing Skills
What is a customer record? Customer records contain important information vital to maintaining an ongoing relationship with your...
How to Disqualify Prospects & Clients | Sales Prospecting Skills Training
Ever watch David Letterman dismiss a guest on his show? He simply stands up, looks at the guest in the eye, shakes his hand and says,...
How to Stay on Track of Your Business | Sales Management | Sales Coaching Training
What does this mean? Staying on track means paying attention to your goals and your plans and making sure that you and your team are...
How to Differentiate Your Service | Sales Management Training
A key to uncovering prospect needs is to clearly differentiate you and your firm’s services from other similar providers in your...
How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
How to Take Your Problem Questions Deeper | Effective Selling Skills Training
Your analyses of prospects’ and clients’ businesses should focus on the problems that need solving. By asking a series of questions...
How to Design a Winning Proposal | Sales Presentation Skills
What is a proposal? A proposal is your summation of exactly what your client will get for their money. You will usually only prepare a...
How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
How to Turn Prospects into Clients | Effective Sales Prospecting Skills
Good marketing programs create many prospects. But all prospects do not—and should not—convert to clients. Here are ideas to help you...
How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...
How to Develop Your Marketing Skills | Sales & Marketing Training
Everywhere I go, professionals ask, “Why should we market now? We have more business coming in the door than we can handle. Our phone is...
How to Maintain Awareness and Learning from Experience | Asia's Leading Sales Training
What does this mean? Maintaining awareness is about keeping your eyes and ears open and knowing what is going on in your business. It is...
Developing a Marketing Budget | Sales & Marketing Planning Skills
What is a budget? A budget is the amount you estimate spending on your business marketing over a defined period of time. A budget is the...
