Craig Klein wants you to know that the emails you send to your customers, and the emails you’re not sending, could be shooting your sales performance in the foot. Believe it or not, changing the way you email your customers can do more for your bottom line than just about any new sales technique you learn this year.   

Read more here.

According to sales blogger, S. Anthony Iannarino, You have goals. Your company has goals. Whatever your sales goals are, they are these two enabling metrics can help you understand what you need to do to reach your goals. Moreover, the ability to control these metrics has a tremendous impact on your overall sales results and your ability to reach your goals.

Author: Paul Mosenson, NuSpark Marketing

The utmost importance of optimizing the entire “visitor-to-lead-to-sale” cycle as an eMarketing strategy cannot be questioned.

If you don’t pay attention to a specific micro element of an eMarketing plan, the entire strategy won’t work as well; you’ll lose leads and sales.  We speak to a number of companies who have fancy-designed websites; but they can’t be found on search engines; they don’t convert visitors into leads, and once those leads are generated, they aren’t properly nurtured into sales.

To demonstrate the point, here’s an imaginary interview with John Doe, a COO of a large IT company.

Tibor Shanto, Renbor Sales Solutions was working with a group of sales people earlier this week.  The big complaint was the number of prospects who were on vacation.  Everyone is entitled to a vacation.  In fact they should be required to take one.  A break might have your prospect come back with a fresh outlook that could open the door for you! 

That does not mean you can sit back and take time off.  It means you need to focus on something productive… something that can long term results.  Here, Tibor shares two ideas to assist you with August sales frustrations.

Being such a fan of twitter (http://twitter.com/bridgegroupinc)Trish Bertuzzi thought it would be interesting to ask some fellow “twiteratti” to contribute sales productivity tips.  But, of course they had to do so in 140 characters - or just about 10 seconds - or less!  It was a fun and interesting exercise.
Here is what she received.

This week’s post is from Naviga’s partner Astron Solutions, courtesy of, Michael Maciekowich, National Director. Astron Solutions is a New York-based consulting firm dedicated to the delivery of human resource consulting services and supportive technology. They work nationwide to develop and implement human resource programs that support the strategic direction of organizations through the creation of a positive employee relations environment.

An age-old battle exists between organization needs and the desire of salespeople to enhance their earnings. Many salespeople, understandably, will take the road of least resistance in an effort to enhance their personal wealth. Unless there is a close Return on Investment (ROI) to the organization between sales goals and individual compensation, however, the process becomes a one-sided event. Case in point? When an organization is interested in margin and profitability, and the salesperson is focused on commissions based purely on sales volume.

Recently, Geoff Alexander received an email from a field rep that presented a dilemma he was facing. The situation affects both inside and outside sales reps. So here’s “Dave’s” question, and Geoff’s response. 

Based on observing, listening to, receiving, and placing thousands of sales calls, Art Sobczak put together a list of the Top 10 Errors Made by Sales people When Using the Phone. The list details the most heinous, avoidable errors sales reps commit every day; Mis-cues that sabotage their sales efforts. Read through the errors and then pay particular attention to Action Steps. This is what you can do to avoid the errors. Follow the advice, and be more effective.

Founder and President of Sales Training And Results, Inc. (STAR) Bill McCormick’s search found that there are over 9 million results in a “secrets to closing” google web search. And, no, this article isn’t about the top 4 hidden secrets to closing more sales. That is because he doesn’t believe that there is some special magical mystery to being effective at closing more sales. The challenge (not secret) lies in having the perseverance or following through to use a system that works. This article will highlight four simple and straightforward methods or choices used by sales professionals to close more sales. Depending on the type of product/service that you sell and the duration of your sales cycle, you may find that some of these methods work better for you than others. Pick and choose the method that fits best for your business and sales approach. Please also keep in mind that you often can combine two or more of these methods in the same conversation with a prospective customer.

Recently, business coaching and adult education expert, Tim Hagen, had a salesperson come into his office to try to sell him a service. He came in, sat down and asked two questions: “What do I do?” and “How I think the business is running?” He then immediately launched into his sales speech. Tim sat back and listened as the salesman made a classic selling mistake.

Tim had no need for his product, but the salesperson was intent on selling. He had an “I have to sell” mentality. This is oftentimes where salespeople go wrong.