Sales Articles – Here is a list of some of the top articles on selling in today’s world.
Marc’s sales articles are regularly featured in:
Take a look at some of the sales articles he’s recently published:
Sales Articles: 7 Closing Strategies to Double Your Average Sale Size
The key to reaching the top level of sales is consistently closing bigger sales. How? By targeting massive organizations with the need and budget for larger investments. You can start by taking concrete steps to double your current average sale size. Check out these seven closing strategies for landing bigger clients, doubling your average sale size and dominating the competition in your industry. Read the sales articles.
Sales Article: The 5 Sales Presentation Guidelines You Must Follow to Close the Deal
If you’ve done everything right during the discovery process — digging deeply into your prospect’s challenges and understanding exactly what they need — only to get a noncommittal response, then your presentation needs some major adjusting. Sticking to these five simple sales presentation guidelines will help you blow your competition away while dramatically increasing your chances of closing the sale.Read the sales articles.
Sales Articles: 5 Powerful Habits of the Wealthiest Salespeople
Super-rich salespeople who earn six or seven figures a year are hard to come by. So how can you become one of them, and start to crush your sales goals? Although they span industry and region, the wealthiest salespeople all share several key practices. Check out these five habits of the most successful people in sales. Read the sales articles.
Sales Articles: 3 Simple Tricks to Explode Your Sales Email Open Rates
Do you spend hours crafting the perfect email only to discover that your prospect didn’t open it? If so, you’re not alone. For most salespeople, the biggest hurdle in prospecting is getting their emails opened in the first place. Even the most successful industries find that less than half of their recipients actually open and read their emails. Take a look. Read the sales articles.
Sales Articles: 9 Habits of the World’s Most Successful Salespeople
Despite what we’re all taught, working harder won’t necessarily cause you to rise to the top of your industry as a salesperson—but working smarter definitely will. If you want to rise to the top of your industry by working smarter rather than harder, check out these 9 habits of the world’s top-performing salespeople—and then look for ways to incorporate them into your own approach. Read the sales articles.
Sales Articles: 5 Simple Steps to the Best Sales Presentation of Your Life
You know that feeling you get when you absolutely crush a sale? You connect with a prospect who’s excited about your offering, and you close a larger deal than you ever expected to. If these big successes feel random and unpredictable, it’s time to focus on a reliable sales presentation strategy that can help you crush more sales than ever before. Read the sales articles.
Sales Articles: 3 Secrets to Getting C-Suite Sales Prospects on the Phone
C-suite prospects—those decision makers who hold the keys to your biggest sales—are notoriously difficult to get a hold of. Every salesperson knows the frustration of calling a CEO prospect, only to be blocked by an assistant or office manager who demands to “take a message.” Follow these three simple steps to avoid pesky gatekeepers and get more C-suite prospects on the phone than ever before. Read the sales articles.
Sales Articles: 7 Tips for Getting More Sales Meetings With Prospects
Setting meetings doesn’t have to be complicated or overwhelming. A little proactive planning can go a long way. Check out these seven tips for setting more sales meetings with prospects. Pick one or two to focus over the next few weeks, and watch as you fill your schedule with meetings. Read the sales articles.
Sales Articles: The 7-Step Strategy That Helped One of My Clients Double Her Sales in a Year
When I introduced her to my fool-proof way to increase sales, everything changed. She jumped up to $17.9 million in sales in just one year. That’s a 215 percent increase, for those of you doing the math at home. Her earnings doubled, and she solidified her ranking as the top salesperson in her company. Read the sales articles.
Sales Articles: 5 Simple Steps to The Best Sales Presentation of Your Life
You know that feeling you get when you absolutely crush a sale? You connect with a prospect who’s excited about your offering — and then you close a larger deal than you ever expected to. If these big successes feel random and unpredictable, it’s time to focus on a reliable sales presentation strategy that can help you crush more sales than ever before. Read the sales articles.
Sales Articles: 5 Tips to Build a Deep Connection With Any Prospect
People don’t buy from people they like; they buy from people they trust and respect. If you’re trying to be your prospects’ best friend by automatically saying “yes” to whatever they ask of you, you aren’t earning respect—and you certainly aren’t closing as many sales as you could. Instead of trying so hard to be liked, it’s time to shift your attention to building deep connections with your prospects, built on trust and respect. Read the sales articles.
Sales Article: The Winning Response to “I Don’t Have the Budget”
Most salespeople are convinced asking for a budget doesn’t work. That’s not surprising, since the vast majority of prospects will say, “I don’t have a budget for this,” when pressed. If you’ve heard this answer before, you’re far from alone — and there’s a relatively simple fix. Read the sales articles.
Sales Articles: 7 Easy Ways to Earn the Trust of Your High-Level Prospects
If you want to be seen as a trusted advisor so you can close more sales with C-suite prospects, stop trying to be everyone’s best friend. Instead, be intentional about earning the trust of your high-level prospects. Check out these 7 easy ways to get started. Read the sales articles.
Sales Article: 5 Strategies for Creating a Sales Proposal that Closes for You
Following a proven five-step checklist for creating sales proposals lets you guarantee your proposals will create value for your prospects — while enabling you to close bigger deals.The vast majority of salespeople make the same common mistakes when writing proposals. The following five guidelines will help you avoid these. Read the sales articles.
Sales Articles: 4 Tips to Move Prospects Through Your Sales Pipeline Faster
A lightning-fast sales cycle is the gold standard for all salespeople. Think about it: If you could move your prospects through your sales pipeline faster than ever before, what would it mean for your bottom line? Not only would your sales numbers skyrocket, but you’d also have more time to close more sales throughout the year. Implement these strategies and you’ll dominate your competition in sales by moving prospects through your sales pipeline faster than ever before.Read the sales articles.
Sales Article: The #1 Way to Respond to Any Question from a Prospect
You want your prospects to view you as a helpful expert. So when they ask a question, you should answer it immediately. Right? Not so fast. The number one most effective type of response isn’t an immediate one. Implement this little-known technique, and you’ll stand out from your selling competition.Read the sales articles.
Sales Articles: Receptionists Are Blocking You From Getting to the CEO. Here’s How to Get Around Them
There’s one boogeyman that can keep even the most experienced salesperson up at night–and it’s not a monster hiding under the bed. It’s the dreaded receptionist trying to block you out. There are three ways to get past the receptionist and connect to those valuable customers. Read the sales articles.
Sales Article: The Mathematical Formula to Doubling Your Sales Without Working More
When most salespeople try to double their sales, they wing the math and work as hard as they possibly can. This leads to burnout — and extremely disappointing results. That’s why I’ve created a mathematical formula that can help all salespeople double their sales, without working more: I call it the 2X Formula.Read the sales articles.
Sales Articles: 4 Proven Strategies to Help You Close ANY Sale
If your confidence is lacking when it comes to closing any sale, it might be time to improve your closing strategy. Luckily, there’s no need to reinvent the wheel. The best salespeople across all industries rely on the same few powerful techniques to close deals time after time—and so can you. Read the sales articles.
Sales Article: How to Effectively Answer, “Why Should I Do Business With You?”
Everyone claims to have the best quality and service, even if it isn’t true. Read on to learn how you can switch up your approach, dominate the competition, and capture your prospects’ attention when they ask, “Why should I do business with you?” Read the sales articles.
Sales Articles: How to Instantly Discover ANY Prospect’s Greatest Challenge
Nothing motivates your prospects to buy quite like pain does. If your prospects are facing challenges that negatively impact their business, make it difficult to do their jobs well, or cost them lots of money—that’s the pain you want to discover and leverage. Read the sales articles.
Sales Article: 6 Keys to Closing Tough Customers in Sales
In a perfect world, all prospects would love you starting the moment they shook your hand — and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. With these six keys to closing tough customers in sales, you’ll be more prepared to deal with bullies, noncommittal prospects, and just plain difficult people. Read the sales articles.
Sales Articles: 7 Deadly Cold Calling Mistakes You’re Probably Making Right Now
Most of the salespeople calling on your prospects are making the same deadly phone sales mistakes again and again. In fact, there’s a really good chance you’re also guilty of these deadly errors. Read on to discover seven phone sales mistakes you should stop making right now in order to beat your selling competition and ultimately close more sales. Read the sales articles.
Sales Articles: 3 Must-Know Strategies for Getting Past that Monstrous Gatekeeper in Sales
Gatekeepers may be perfectly polite and decent human beings, their simple questions like, “May I ask about the nature of this call?” frequently intimidate and deter salespeople from reaching their most valuable prospects. If you’re losing sleep—and sales—over the gatekeeper, it’s time to try these 3 must-know strategies to break through and finally connect with prospects. Read the sales articles.
Sales Articles: How to Give a Fail-Proof Presentation That Will Close Any Sale
Do you want to close more sales? Of course you do! A salesperson who can’t close sales won’t stay a salesperson for long. Even if you think your sales approach is almost perfect, you’ll never reach your full closing potential without a strong presentation. Check out these quick tips for a fail-proof presentation that will help you close way more sales, so you can start to crush your sales. goals Read the sales articles.
Sales Articles: 10 Value-Building Questions to Help You Close Bigger Sales
Nothing motivates your prospects to buy quite like pain does. If your prospects are facing challenges that negatively impact their business, make it difficult to do their jobs well, or cost them lots of money—that’s the pain you want to discover and leverage. Read the sales articles.
Sales Articles: 7 Must-Have Sales Skills for Thriving in Today’s Market
The top 1 percent of salespeople don’t worry about what’s outside their control. Instead, they only focus on what is firmly in their control–namely, developing the skills necessary to thrive in today’s market. Check out these seven must-have skills you should be focusing on in order to dominate your competition in sales. Read the sales articles.
Sales Articles: 5 Keys to An Email That Gets Opened Every Time
If you’re reaching out to decision makers and economic buyers, then you’re trying to catch the attention of someone who receives hundreds of emails every single day. To catch the attention of your ideal customers so you can surpass your sales goals, try following these 5 simple steps to writing emails that even the busiest customers will open every single time. Read the sales articles.
Sales Articles: Getting Past Gatekeepers to Reach Decision-Makers
No salesperson wants to be stuck in telephone limbo when prospecting for new business. Rather than trying to get past the gatekeeper, just avoid the gatekeeper altogether. Sound simple? That’s because it is. All you have to do is understand three important factors. Read the sales articles.
Sales Articles: 9 Simple Steps to a Successful Discovery Meeting in Sales
Steady selling strategy that wins the proverbial race in sales. That’s why the most successful salespeople in the world take the same tried-and-true steps, time and time again, to get the most out of discovery meetings with prospects. Check out these nine simple steps you can take to make your sales meetings way more successful, so you can crush your sales goals. Read the sales articles.
Sales Articles: 5 Strategies for Creating an Event That’ll Bring Deals Straight to Your Door
One of the most powerful ways to find a significant number of new clients at once is hosting an exclusive, private event. While it may sound like a lot of work at first, this doesn’t have to be complicated — and the payoff can be huge. Check out these five simple steps to creating an event that brings customers straight to your door. Read the sales articles.
Sales Articles: Rolling With the Punches: Heavy Hitter John Fish on How Early Challenges Shaped His Career
John Fish is chairman and CEO of Suffolk Construction, a nationally-ranked general building contractor based in Boston that pulls in about $2 billion of annual revenue, making it the largest building company in New England. He recently sat down with me to discuss how early defeats shaped him as a businessman, to offer advice for aspiring and established entrepreneurs, and to disclose his lofty goals for the future of Suffolk. Read the sales articles.
Sales Articles: 5 Steps To Writing Better Sales Proposals
Sales proposals, love ’em or hate ’em, are a crucial part of closing sales. How you craft your proposal has a massive influence on both whether you close the sale and the ultimate size of the sale. Learn how to create world-class sales proposals. Read the sales articles.
Sales Articles: Crucial Steps to Building a Champion Sales Team
Entrepreneurial organizations often underperform because they haven’t built their sales teams systematically. Learn these seven steps to turn an ineffectual sales crew into a high-performing championship team. Read the sales articles.
Sales Articles: 5 Questions All Marketers Need to Ask Themselves
In order for your campaign to really cut through the noise, you need to know what the customer wants – not what you want. This article identifies five questions to consider when developing a prospect narrative for your company’s next marketing campaign. Read the sales articles.
Sales Articles: Know Thy Customer: 3 Tips for Success From a $285M Company
For entrepreneurs, few issues are as important — or as challenging — as connecting with the right customers. Reaching target consumers is key to gaining traction for any business, but startup companies face a unique hurdle: They must go head-to-head with large, established organizations for customer attention. In this article, find out how one startup transformed from a 5,000 customer company to a company servicing 600,000 customers and $285.4 million in revenue. Read the sales articles.
Sales Articles: 6 Tips To Startup Success From Shark Tank’s Kevin O’Leary
In an interview with Kevin O’Leary–aka Mr. Wonderful on ABC’s hit show Shark Tank, he shared outstanding advice for entrepreneurs looking to follow in his footsteps. Learn six great nuggets of advice from the shark himself in this article. Read the articles.
Sales Articles: Winning Startup Tips From a Champion
According to Jason Khalipa, winner of the 2008 World CrossFit Games and owner of NorCal Crossfit, we should push the limits of what is possible, whether in sports or business. He shared five startup tips to help you build your business in this article. Read the sales articles.
Sales Articles: 5 Ways To Make Your Emails Stand Out From A Cluttered Inbox
Sending emails is an integral part of selling in today’s world. But at a time when your prospects are receiving hundreds of emails every single day, it is easy for yours to get lost in the crowd. In this article, learn five tips that will help you send emails that lead to closed sales. Read the sales articles.
Sales Articles: The New Approach to Get Customers Banging on Your Door
I recently had a conversation with Brian Halligan, HubSpot’s CEO. He shared with me how he came to create Cambridge, Mass.-based company and its relevancy to the current online-marketing landscape. He also offered some advice for marketers trying to stay afloat in the ever-shifting tides of the digital world. Read the sales articles.
Sales Articles: 7 Must-Know Tips for Managing Your Millennial Sales Team
Organizations used to be able to cook up a successful sales team with a few basic ingredients: a quality product, a compelling compensation plan, a simple training program and effective sales tracking. Not so anymore. Millennials, the youngest generation in today’s workforce, have changed the recipe. This article contains seven essential tips for effectively managing millennial salespeople. Read the sales articles.
Sales Articles: Hit All Your Sales Goals in Just 5 Hours a Day
The “Five Hour Sales Day” is a beautifully simple system, which ensures a sales team is performing productive, sales-related activities for the majority of their day. Research by Pace Productivity shows that the average salesperson only performs 2 hours (23% of their time) of sales-related activities per day, such as sales meetings, prospecting, sales follow-up, etc. Find out more in this article! Read the sales articles.
Sales Articles: 5 Things You Should Not Do When Hiring for Your Organization
Tom is the president of a $90 million software company with almost 40 salespeople. The company makes a great product but has consistently struggled with hiring errors and turnover throughout the years. If you’re like most business owners and managers at small or midsized companies, then you may have also encountered some of these issues. Read about Tom’s five biggest hiring mistakes in this article. Read the sales articles.
Sales Articles: 5 Ways to Stop Your Sales-Pitch Email From Getting Trashed
Most emails written by sales people are completely ineffective. However, after spending several years testing various technique with other experts and clients, I have developed five strategies for crafting emails that are sure to grab a prospect’s attention. Read the sales articles.
5 Steps to Writing Better Sales Proposals
Sales proposals can make all the difference between losing a sale and closing one. When done properly, a proposal will not only help close the sale, but it will also make that sale larger than it otherwise would have been. In this article, learn five tips to writing proposals that will do just that. Read the sales articles.
Sales Articles: 3 Tricks to Building Value When You Sell
There are two things businesses can focus on when selling: features and outcomes. Before you can start selling outcomes, you need to understand how to identify which result to sell in any scenario. Read this article to learn three tips to get you started. Read the sales articles.
9 Ways to Beat the Competition By Selling Less
Prospective customers have a highly predictable reaction when they identify salespeople using old-school sales tactics: Their defensive walls go up and they become skeptical and distant. What actually puts the prospect into defensive mode isn’t the salesperson himself, it’s the sight of old-school sales tactics. This article illustrates how to effectively stand out from the sales competition in order to break through your prospect’s defenses. Read the sales articles.
Sales Articles: TripAdvisor CEO’s 5 Tips to Startup Success
The CEO of TripAdvisor, Steve Kaufer, didn’t always have a successful business. He took TripAdvisor from $0 to $900 million in the span of only a few years. Learn the five most important tips to startup success from a rockstar in the technology space. Read the sales articles.
Sales Articles: 5 Ways to Stop Your Sales-Pitch Email From Getting Trashed
Getting a prospect to read an email from a salesperson can be tricky. Here are a few tips on getting people to open your email, pay attention to the message and act. Read the article.
Sales Articles: Never Drop Your Prices Again! How to Stop Selling on Price
I was recently at Lord & Taylor with a close friend of mine when she held up two pairs of high-heeled shoes. Both pairs were black, appeared similar and looked pretty to me. “What do you think each pair of shoes costs?” she asked. Read the article.
Sales Articles: The Secret to Closing More Sales: Talk Less
My research shows that the average salesperson talks over 81 percent of the time in a selling situation. Not only is that approach ineffective, it’s losing you sales. You can close more sales, simply by talking less and this article identifies seven ways to do it. Read the sales articles.
Sales Articles: 3 Unexpected Pricing Lessons from CrossFit
Regardless of your athletic ability or interest in fitness, there are several lessons from Crossfit’s business model. Crossfit gyms typically charge two to fives times more than typical gyms. In Boston, for example, a typical gym membership costs about $85 while Crossfit gym memberships range from $200 to $300. You might think that this high pricing strategy would inhibit Crossfit gyms, making it difficult for them to attract new customers and grow, but the opposite is true. Read the article.
Sales Articles: What You Could Learn From Budweiser’s Heart-Melting Ad
Budweiser has done it again. Following up on its 2013 mega-hit Super Bowl ad about the bond between horse and owner, the media-savvy beer company delivered one of this year’s most memorable Super Bowl commercials. This time, the ad was a tear-jerking montage of an adorable friendship between a Golden Retriever puppy and a Clydesdale. Talk about a marketing touchdown. Read the article.
Sales Articles: 6 Tricks for Creating the Perfect Sales Proposal
Learn six simple steps for dramatically improving the closing ratio of your proposals while increasing your average sale size. What would it mean to you if you could increase the closing ratio of your proposals by just 20%? So many salespeople spend so much time in the initial stages of a sale, only to rely on the same weak proposal template in order to try to close the deal. However, simply crafting your proposals in a more intelligent way can eliminate this problem and increase your closing ratio significantly. Read the article.
Sales Articles: Why the Holidays Are a Great Time to Prospect
“Jingle bells! Jingle bells! Jingle all the way! Oh what fun, it is to ride…” Just the thought of that song makes most of us want to run away from work and go play. The holiday season is the time of year when most salespeople tell themselves that nobody is answering the phone, making deals, or buying. Most salespeople give up on prospecting during the holidays… Read the article.
Sales Articles: 8 Tips to Beat Your Competition in Sales
Your competitors are out there right now trying to sell your customers and prospects. That’s the bad news. The good news is that, with the right selling strategy, it is easy to stand out from the competition. Here are eight tips to effectively stand out from and then beat the sales competition… Read the article.