Sales is a money-driven industry. There’s no getting around the fact that commission and bonuses are almost everything to your average sales rep. Yet other benefits and work perks are more important than we often assume when it comes to incentivizing staff. In fact, 80% of Americans would choose a job with benefits over an …

Selling sounds so easy. Work out who your product appeals to. Find someone who matches that profile. Call them to explain the benefits. If they’re interested, you’ve got a deal. If not, rinse and repeat. In reality, it’s anything but.  Think about how long it actually takes you to reach a prospect. How often do …

Cold email is a great way to find sales leads and grow your network. When done right, it can also help you connect with influencers, build your brand, and close the sale. The hardest part of cold email is that – well, it’s cold. The person receiving your message doesn’t necessarily know you or that …

If you haven’t had to conduct a remote sales presentation yet, chances are you will soon. Advances in technology and the globalization of work mean that, for many companies, prospects are just as likely to be on other continents as they are in your backyard. But while it may seem difficult to establish rapport while …

Relationship selling is – as the name implies – a sales technique based around using relationships to close sales. It’s typically used to sell high-ticket items and things like customizable software – purchases that have a long sales cycle.