There are a few different online meeting planning applications available. I choose WebEx because they have proven to be the easiest to use. From scheduling online meetings on WebEx to conducting a presentation or training online for 2-20 people, I have never had any issues. WebEx is the easiest platform to use for sales teams.

WebEx meetings are a quick and efficient way of providing information to people that could be located in one office or spread across the entire world. As long as you have an internet connection, you can …

I am a traditionalist when it comes to sales. I’m far from old school but I have become fairly set in my ways on what technology is best and works most often. Every now and then I get a little geeky and try out something new. This week the new tool I started using was Skype. Skype is software that enables the world’s conversations. Millions of individuals and businesses use Skype to make free video and voice calls, send instant messages and share files with other Skype users. Everyday, people …

Make the sales process a collaborative one and you’ll find yourself in the position of trusted advisor instead of just another company trying to make a sale.

One of the most difficult and feared situations in selling is getting hit with hard to answer questions early in the sales process. Questions such as: “Why should I buy from you?” and “What makes your product better than your competitor’s?” For most salespeople these questions are an irresistible invitation for what I refer to as the “Presentation Trap,” an open invitation from the …

Whether you sell face-to-face, by telephone, or in combination, there are eight basic steps in the process. By Helen Berman. Before the sales call, you will want to do your homework: review the account history, their market niche, sales and marketing goals, your current sales position and best initial strategy.

by Dan & Erin Sweeney
If you choose not to use each of the eight steps in a single sales call: you might break the stages of the sale into more than one call. For a new prospect, the opening and statement …

I could have used this post last week.

Learn how to ask the right questions that will help you complete each sale like a star.
Typically, when I talk with my students on a one-to-one basis, they ask me a lot of questions about how to close sales. That’s to be expected because it’s the positive end result all salespeople seek in any contact with potential clients.

In most situations where sales aren’t closed, it’s usually because the salesperson didn’t ask the right question. In all my training, you’ll hear it …

Here are eight steps to make your software sales calls more effective:
Before the Call
STEP 1. Rethink your role. A software sales call is not an opportunity to “pitch” – a monolog that attempts to convince a customer to buy. Instead, a software sales call is a rapport-building dialog between the right salesperson and the right customer. The subject matter of the call should be how your software can address key business issues – not the software and its features and functions.

STEP 2. Do your homework. You’ll never understand – or …

Of course price is important to buyers, but if your product isn’t the cheapest on the market there are ways of getting around the price objection. The next time you hear your price is too high, use one of these strategies to prove that you and your product are worth it.

Determine needs to establish value. The better you know your prospect’s needs, the better you can explain how your product will meet those needs. Address price objections at the end of the presentation, after you have already discussed needs, value …

Exceptional sales professionals do the opposite of what most professionals do — and often break the rules of traditional selling to achieve their success.
I have devoted 25 years to studying what top sales professionals and their leadership teams do to achieve exceptional levels of success, answering some key questions about what makes them so extraordinary at what they do. How do they develop such strong relationships, how do they build trust and convey the value of their products and services in a way that builds credibility and allows them to …

The world of business is changing by leaps and bounds thanks to the growth of the use of technology in everyday life. The emphasis today is on speed, speed, and even more speed. The reason for this great stress on speed? It is the fear that some other competitor might walk off with a lucrative business deal.

Photo credit: Paul Hammond
As competition continues to heat up in the world of business, as rival companies are born, merged or divided, and as newer and newer innovations lead to the rise of unique …

The Top 12 Presentation Mistakes
Mistake #1: Overlooking “Murphy”
If it can go wrong, it will go wrong. This mistake basically means that you walk into the room where you’re going to present and something is wrong. LeRoux tells a story about a multimillion-dollar sales presentation to which “Murphy” paid a visit—in the form of missing curtains and a boardroom window overlooking a huge pool surrounded by bikini-clad swimmers (you can guess what the attendees looked at instead of the presenter).
Remedy: Visit important presentation rooms at least a day in advance. …

The words “presentation” and “nervous” have been used so often in the same sentence that many people have come to accept that the two are inseparable. Indeed, with more of the public fearing public speaking than death, presenters may believe they’re supposed to be nervous and that it’s to be fearful when speaking in front of a group. The reality, however, is that nervousness is not a natural by-product of speaking in front of a group – it’s a symptom of a deeper problem,…
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