7 Creative LinkedIn Summary Examples to Help You Craft Your Own

Writing a LinkedIn summary is incredibly difficult – for everyone, but especially for salespeople. You’re not targeting recruiters and hiring managers; you’re appealing to buyers. That means on top of finding an interesting and genuine way to describe your professional...
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3 Sales Strategies to Be Assertive Without Appearing Aggressive

Have you ever swallowed a question or backed off from a certain topic for fear of offending your buyer? This happens on sales floors around the world every day. Reps let their qualification questions slide so as not to flare...
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7 Steps to Getting Business From Friends

Cultivation through social prospecting makes sense, but it has a drawback. It can take a long time to get results. The solution is to have many prospects. Some will come around sooner, others later and some never. But what if...
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How to Write Thank You Letters to Your Customers to Show Them You Care

Your parents might have taught you about the value of a well-written thank you note when you were younger. Mine did. After every holiday or birthday when I received gifts, my mom made me diligently write out and mail thank...
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How to Avoid Losing Customers to Competitors

Many times you hear a salesperson say, “We service the heck out of our customers. They’ll never leave us.” But then a competitor walks away with an account. No one saw it coming or what went wrong. You work hard...
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Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use

Is cold calling dead? Let’s be honest. That answer is “No.” Cold calling used to be one of the best – and only – prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective...
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73 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2019

Every time I think I’ve gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they’re pushy — compared...
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7 “Sorry to Bother You” Alternatives Every Salesperson Needs

When you’ve been in sales a while, it’s easy to develop bad habits. You pick them up from other reps or take a shortcut during an especially busy week and, all of the sudden, you’ve added some skills to your...
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100 Sales Probing Questions to Truly Understand Your Prospects’ Pain [Infographic]

Probing questions ask for more detail on a particular matter. They’re often follow-up questions like, “Could you tell me more about that?” or “Please explain what you mean.” Probing questions are meant to clarify a point or help you understand...
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10 Habits of Highly Effective Closers

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. And it’d be no surprise. For one thing, it’s the most visible part of the sales...
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