Killer Sales Tips to Make Contact, Develop Prospects and Close Deals

How to Fill Your Pipeline with High-Value Prospects – This is the antidote for the low success rate that comes from cold calling. Here’s a look at how to nurture your prospects before you reach out.

The Value Curve that Wins More Sales – Are you focusing on your customers’ top priorities?  Here’s why you should and how to identify what those needs are. Plus, how to figure out the hidden priorities behind what’s been identified as the top priorities.

Build the Perfect Business Case – When you make recommendations during the sales process, follow through in your proposal with supporting financial justification. Including a business case in your proposals  creates a sense of urgency. Your customers want to save money, increase revenue and streamline productivity. Urgency will increase your probability of closing the sale—and doing so more quickly.

Get the Information to Build the Perfect Business Case – Creating a business case isn’t as hard as you might think if you know what information you need and what questions to ask to find out what they want to accomplish, and why. This article also looks at the three key areas to pay attention to as you discuss a customer’s needs. 

Go Straight to the Source –  Sales representatives often hesitate to go straight to the top to make contact with prospects, and instead prefer dealing with mid-level staff. Here’s why your sales reps should shoot for the top of the organization instead of the office manager or IT director.