A sales expert shares tips for understanding how prospects really think….

Which is the better choice when you are prospecting? Many salespeople struggle with a common prospecting quandary:  Is it better to call a prospect on the phone first or to send an email first? Some sales pros say you should always email first to warm up a prospect. Others claim that emailing first is a waste of time, and even worse, might make you look like a typical salesman who’s…

Comparing base salary, commission, bonuses and combinations. Compensating the sales team is one of the toughest things to get right in your business. If you pay them too little, good salespeople will leave for better opportunities. Pay them too much, and they get complacent and stop growing revenue. To inspire and motivate top-performing salespeople, you must use the Goldilocks Principle and get the compensation package “just right.” Let’s look at…

Purge bad sales habits—and enjoy the results….

Get in the habit of developing new leads using these referral tips….