Tags » Sales 101

Features vs. Benefits - Which one sells?

When marketing or selling a product, it is important to know the difference between your product’s features and benefits and how they are perceived by potential customers. 461 more words


Requests for Proposal - How to Respond?

I’m writing this following an absolute hiding one of my colleagues got this week in our internal forecast meeting from my VP of sales.  Our junior sales rep had an item forecast for this quarter which was big ticket stuff. 769 more words


Qualify Early - Four Questions We Should ALL Be Asking


Welcome to my first blog post! I have been selling complex solutions to small to medium sized enterprise (SME) for nearly 20 years. I’m still learning every day, I guess we never stop in our profession. 1,071 more words


A story: "who you know - then what you know"

Here’s the bottomline… HE looked like a winner on paper with a prominently positioned father but in time couldn’t hold his own.  My sales manager, Ralph, wanted to enhance his connections through this new hire , Chris.   407 more words

Working Mom

Is listening a challenge for sales people?

The first questions that I am often asked in sales coaching and training sessions include:

— How do I ask for the business?
How do I close the deal? 562 more words

Sales Tips

Givers vs. Takers: The Surprising Truth about Who Gets Ahead

Sales 101 – Givers vs. Takers: The Surprising Truth about Who Gets Ahead
New research from Wharton management professor Adam Grant reveals that how you respond to these requests may be a decisive indicator of where you will end up on the ladder of professional success…the most productive sales people are actually those who put their customers’ interests first. 30 more words

How To Achieve Your Goals

"How To Prospect"

Prospecting is one of the main tools to expanding your clientele and increasing revenue as a  sales rep. The question is, how do you prospect? This can be answered in several different ways depending on the sales rep. 725 more words