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| Articles by Kelley Robertson |
1. 14 Things Sales People Should Never Stop Doing
June 29, 2011
Selling for a living is challenging. There are many highs and frequent lows. Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career.
If you are serious about maintaining a long-term career and in...
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2. 14 Signs You are a Sales Zombie
June 06, 2011
A recent editor’s note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people I have encountered over the years who could be classified as zombies, too.
Here are 14 ...
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3. Have You Got the Courage to Ask?
May 16, 2011
During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues...they ask.
If you want to increase your sales and grow your business you need to develop the ability and skill to ask for a variety of things.
Ask mor...
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4. Are Minorities Ruling Your Sales Decisions?
May 10, 2011
The Canadian Broadcast Standards Council (CBSC) recently banned radio stations from playing “Money for Nothing” by Dire Straits after it received a SINGLE complaint from a ‘minority group about the use of the word ‘faggot’ in the song.
People who are familiar with the song know that it was ...
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5. Sales Prospecting Best Practices
April 28, 2011
Prospecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people don’t invest enough time to this integral sales strategy. Part of the problem is that very few companies teach sales reps how to prospe...
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6. How to Create and Deliver a Killer Sales Presentation
April 19, 2011
Everyone who sells a product or service is required to deliver a sales presentation from time to time. Whether it’s an informal presentation to one over coffee or a formal presentation to a group of decision makers, these sales presentations can make or break your ability to move the sales process f...
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7. 6 Fatal Email Mistakes That Cost You Money
April 13, 2011
Email is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be. Most sales people and small business owners make a variety of mistakes that prevent them from increasing their sales when using email to grow their business. Here are the top six mistakes they m...
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8. How to Increase Your Sales By Asking
April 06, 2011
Too many sales people don’t ask for the things they need or that could help them increase their sales and grow their business.
Developing the confidence and ability to ask for the things you need is an essential sales skill. Here are twelve situations that sales (and business) people need t...
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9. Increase Your Sales By Avoiding These Lame Sales Questions
March 31, 2011
During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, “When I’m talking to a new prospect I like to ask, “What do you know about us?”
A...
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10. 23 Penetrating Sales Questions You Need to Start Asking
March 27, 2011
A couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoid”. It generated some interesting comments and one reader asked, “What questions should I be asking?”
What ARE the questions sales people should be asking to increase their sales and improve their results? ...
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GENE MYERS
Author of four books and two screenplays; frequent magazine contributor. I have four other books "in...more
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TIM FAY
After 60-plus years of living, I am just trying to pass down some of the information that I have lea...more
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LAURA JEEVES
At LeadGenerators, we specialise in content-led Online Marketing Strategies for our clients in the t...more
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ALEX BELSEY
I am the editor of QUAY Magazine, a B2B publication based in the South West of the UK. I am also the...more
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SUSAN FRIESEN
Located in the lower mainland of B.C., Susan Friesen is a visionary brand strategist, entrepreneur, ...more
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STEPHEN BYE
Steve Bye is currently a fiction writer, who published his first novel, ‘Looking Forward Through the...more
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SHALINI MITTAL
A postgraduate in Fashion Technology. Shalini is a writer at heart! Writing for her is an expression...more
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ADRIAN JOELE
I have been involved in nutrition and weight management for over 12 years and I like to share my kn...more
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JAMES KENNY
James is a Research Enthusiast that focuses on the understanding of how things work and can be impro...more
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Author: Kelley Robertson
