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How to Achieve Your Sales Targets in 2010
I'm sure by now that you have established your sales targets for next year. If you haven't I suggest that you get cracking and do it now. Time is slipping past! If you have set your targets, congratulations! Here are 10 things you can do to achieve those goals.
Keywords: Kelley Robertson, sales, selling skills, negotiating, sales training

Sales Lessons Learned From Selling in a Recession
The past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income-and he works in automotive sales! Yet, another well-established person experienced a decline of more than fifty percent in their sales. There are several key sales lessons that can be learned from selling in a recession. These will help you succeed in the upcoming year.
Keywords: Kelley Robertson, sales, selling skills, negotiating, sales training

10 Thing Sales People Need to Know About C-Level Decision Makers
Selling to high-level decision makers is challenging at the best of times. However, it can be easier if you understand a few business principles.
Keywords: Kelley Robertson, C-Level, Decision, Makers

11 Things That Irk Decision Makers
Selling in today's highly competitive business world requires more effort and energy than ever. However, there are certain things that can work against you, especially when you sell in a B2B environment.
Keywords: Kelley Robertson, Decision Makers

17 Best Practices of Top Performing Sales People
Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it's because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.
Keywords: Kelley Robertson, Performing Sales People

23 Penetrating Sales Questions You Need to Start Asking
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?

Certainly this depends on your industry and/or product(s). However, there are many questions that are generic in nature or that can be easily modified to your specific sales environment. Here are 23 high-value, tough, penetrating and powerful sales questions that will help you grow your sales.
Keywords: Kelley Robertson, Penetrating Sales Questions, increasing the sales, effective questions, business

Increase Your Sales By Avoiding These Lame Sales Questions
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?'
Keywords: Kelley Robertson, Lame Sales Questions

How to Increase Your Sales By Asking
Too many sales people don't ask for the things they need or that could help them increase their sales and grow their business.
Keywords: Kelley Robertson, sale

6 Fatal Email Mistakes That Cost You Money
Email is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be.
Keywords: Kelley Robertson, Fatal Email Mistakes

How to Create and Deliver a Killer Sales Presentation
Everyone who sells a product or service is required to deliver a sales presentation from time to time.
Keywords: Kelley Robertson, Killer Sales Presentation

Sales Prospecting Best Practices
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
Keywords: Kelley Robertson, Sales Prospecting Best Practices

Are Minorities Ruling Your Sales Decisions?
Here's how this reaction by a few people affects your sales decisions.
Keywords: Kelley Robertson, Sales Decisions

Have You Got the Courage to Ask?
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.
Keywords: Kelley Robertson, Courage, Ask

14 Signs You are a Sales Zombie
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.
Keywords: Kelley Robertson, Sales Zombie

14 Things Sales People Should Never Stop Doing
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.
Keywords: Kelley Robertson, Sales People

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