Influencers Invited Sales Blog

The top sales performing businesses understand how very important the telephone is as a selling tool. They understand: Customers and prospects telephone the business because they have a need, problem or want. Many times the telephone conversation determines whether the prospect becomes a customer or whether the customer remains a customer of the business. The […]

I’m a big fan of a Canadian television show called the Dragon’s Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding. This is a great example of selling because the business owners are asking for […]

In the constant battle for customers coupled with a bad economy, is it any wonder that some of your competition is engaging in a price war? After all of your hard work, experience and service you offer, you are now forced to reduce your prices simply because your competition is offering rock bottom pricing? Hogwash! […]

Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group. They offer opportunities to provide additional training (product, skills, and technical). They help keep your team up-to-date. And, they present a tremendous opportunity for […]

What Real-Time Data Sales Managers Need To Manage Successfully What does a dashboard on a car do? It provides information to the driver about fuel, speed, miles traveled, and other relevant information. This data is helpful while driving a vehicle. Anybody that has driven or has traveled in a car knows that car dashboards give […]

We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor.“No problem with your service, it was just a price issue.” Nothing is more discouraging. You’ve spent years developing this account, building relationships, working hard at meeting their needs, and then, […]

What’s one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don’t work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky […]

If you’re still getting the “We’re just not going to do anything until the economy (settles down or improves, or whatever…), when you are closing the sale and asking for the order, then I’ve got some good news and bad news for you: First the good news: After reading this article, and applying the techniques […]

Drawing up a schedule and sticking to it is a good idea for anyone, but it’s especially helpful for salespeople. Most salespeople have to juggle multiple job responsibilities, from the core sales activities to things like filling out paperwork and attending company meetings. Scheduling is the key to getting your critical tasks done each and […]

Exemplary Testimonial Request Customer testimonials are a powerful tool for salespeople. Not only do they get the prospect’s attention, they also help reassure her that she’s making a wise choice by buying from you. And it creates the bandwagon effect, giving the impression that “everyone else” is buying your product. Such testimonials can be integrated […]