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Run & Grow

3 Conversation Starters to Convert Prospects Into Customers

To start a sales relationship off right, offer value out of the gate and understand a prospect's challenges

Your first conversation with a prospect is one of the most important parts of the entire selling process. If you nail this conversation, you’re likely to set up a meeting, which can turn into a closed deal. Unfortunately, most salespeople have no idea ...

by Marc Wayshak  | February 14, 2017 12:00:00
Run & Grow

Hunter or farmer: How your natural mindset determines how many deals you can close

What ‘selling type’ category do you fall under?

Millions of salespeople are at work today across industries. Their geographic locations vary and so do their levels of experience. Yet all fall into one of four overarching categories of “selling types.” Once you figure out which category you fall into, you'll better understand ...

by Marc Wayshak  | December 01, 2016 12:00:00
Run & Grow

How to become better at hiring sales reps

The traditional hiring process can be unfair, but here's how to work around that

The hiring process is inherently unfair to both employee and employer, with both parties having just a few days to decide if they're a good fit for each other. More intuitive managers, of course, can limit their interviewing mistakes, but that takes both experience and ...

by Danny Wong  | November 15, 2016 04:00:00
Run & Grow

How you can influence the rich in 4 simple strategies

The very rich are very sheltered ”" selling to them is hard, unless you get in front of them

So you have a product or service that caters to the rich. The clients you want are ultra-wealthy, extremely busy and pretty much untouchable. While every business faces gatekeepers of some sort, those who sell to the affluent face impenetrable fortresses of staffers, handlers and ...

by Stacey Alcorn  | November 11, 2016 07:00:00
Run & Grow

How to expertly negotiate a 6-figure sales contract

From haggling to drawing up the terms for a billion-dollar merger, negotiating is a critical skill

So many of us remain wary about being taken for a fool every time we enter into a negotiation. Regardless of any hesitation, B2B sales reps must learn the ins and outs of effective negotiation if they hope to maximize their contribution ...

by Danny Wong  | November 02, 2016 02:00:00
Business Ideas

Why Q4 is the best time to sell to big accounts

It’s a key period to get your performance numbers back on track and finish off the year with a bang

If you’re a salesperson who has fallen behind on your end-of-year goals, the arrival of the fourth quarter may have felt like a breath of fresh air. B2B buyers are finalizing their budgets for the coming year and many are looking to purchase ...

by Danny Wong  | October 31, 2016 01:00:00
Run & Grow

5 mistakes you must avoid in sales

Knowing the missteps is your first big step to avoiding them

About 30 people were treated for burns after walking on hot coals during self-help guru Tony Robbins' "Unleash the Power Within" seminar in Dallas earlier this year. You don’t need to walk on hot coals to unleash more power, but you do need to take ...

by Grant Cardone  | October 28, 2016 08:00:00
Run & Grow

Are ‘cold calls’ still possible (and practical) in the digital age?

Got thick skin and can form relationships with listeners? You can still cold-call with success.

What is cold calling? This is the act of calling potential customers who were not expecting to be called to be offered a product or service. Cold calling usually involves phone calls but can also be done through surprise visits by salespeople.Now ...

by Danny Wong  | October 13, 2016 04:00:00
Run & Grow

5 ways to win sales and influence people

Conversation is the key to conversion

To a degree, we're all salespeople, whether our job title reflects it or not. If you work in account management or in a typical sales job, you already know how hard it can be to make the same pitch repeatedly – to the point ...

by Danny Wong  | October 07, 2016 09:00:00
Startup Tips

3 simple tips for making a sale

Entrepreneurs want to be known as innovators and leaders but it's the salesperson in them that grows the business

 Entrepreneurs don’t always want to be known as salespeople. They often prefer to be seen as innovators, leaders and builders. But the truth is, selling is one of the most important skillsets for founders and CEOs and deliberately developing those talents is ...

by Entrepreneur Staff  | October 02, 2016 12:00:00
Run & Grow

5 tips to get your website ready for the holidays

Convert that heavy website traffic to holiday revenue

In recent years, the US retail industry has averaged more than three trillion dollars during the holiday season, which is nearly 20 percent of total annual sales. With more and more consumers turning to their desktops, laptops, tablets and mobile devices when it ...

by Jonathan Long  | September 03, 2016 12:00:00
Business Ideas

Selling your ideas

How do you get your message to stick in an age of idea overload?

The words “selling” and “ideas” are in many ways indistinguishable. We create value and we sell it. Doing one without the other is meaningless. And there is no more important product for us to sell than our own ideas.But these days, everyone is trying ...

by Jeff Shore  | August 12, 2016 05:00:00
Run & Grow

The 10 words your customers want to hear

Here’s the vocabulary successful sellers use time and again

Have you ever wondered why you buy some products and leave others sitting on the shelf?  What makes you finally decide to try a new restaurant, use a new toothpaste or switch to a new piece of software? How do we decide between all the options we have every single ...

by Mike Taylor  | August 05, 2016 06:00:00
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