This Week’s Top Sales Articles

This Week’s Top Sales Articles

(from: http://topsalesworld.com/topsalesarticles/)

Are You Selling or Telling?

Most prospects at the sales stage have come to expect that a salesperson will probably talk at them, for too long and about very little, especially their needs. . . byJonathan Farrington on Top Sales Management

Twitter for Sales Reps: Big Hat – No Cattle

I love Twitter. I love the brevity. I love seeing what my friends & colleagues are chatting about. I love getting RTs and favorites and all those things that make me feel so popular and interesting. And then . . . by Trish Bertuzzi on Top Sales World

What Makes A Successful Negotiator? Five Steps To Negotiating Like An Expert

My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can  . . . by Colleen Francis on Eyes on Sales

10 Reasons Customers Will Always Pay More

Customers always want to pay as little as possible, right?  Not so fast. Customers often willingly pay more for a product even when they can get a functionally similar (or even identical) product elsewhere for less. Here’s . . . by Geoffrey James on Top Sales World

Reduce Risk for Your Buyers

Now, for every 100 times you as a seller find advice to sell the return on investment case, you might find just one piece of advice focused on minimizing the perception of risk for the buyer. . . by Mike Schultz on Top Sales World

Is Selling your Profession or Job?

On Saturday night I ran the Night Race™, in Toronto, a lovely 10K through the park at night. (Yes, that’s me in the back). While it is meant to be a straight run, the last two years it has . . . by Tibor Shanto on Top Sales World

Deciding How to Decide – The Decisions to Start With

As leaders, there is no escaping that we must make lots of decisions. While ours won’t necessarily be as complex as what the President faces in . . . by Kevin Eikenberry on Top Sales Management

Can You Improve a Kick-Ass Sales Force?

Mark Roberge, Sales VP at Hubspot, is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on . . . by Dave Kurlan on Top Sales Management

Five Powerful Strategies to Ensure Coaching Success

These five strategies will help develop the foundation needed to ensure coaching success. . . . by Keith Rosen on Top Sales Management

LinkedIn Keeps Changing it Up

You’ve probably noticed that LinkedIn continues to make changes to the platform. There are so many rolling out – and at various times with no real warning (except if you read their blog) – that you might be having trouble keeping up. . . by Barb Giamanco on Top Sales Management