Media Sales Today

Earlier this month, America lost another notable: Andy Rooney. While Rooney was most commonly known as a writer and commentator, sales professional James Obermayer takes a look at him from a sales perspective.

Well, the holiday season is upon us again, and you should use this time of year to check-in with clients, prospects and other members of your professional network.

A prospect may not be telling you the entire truth, and thanks to some insight from sales speaker John Boe, they may be giving their lies away via gestures and body language.

There is no magic number of times you should attempt to reach out to an unresponsive prospect before removing him or her from the pipeline.

It’s quiz time! Test your email savvy with a little quiz by sales pro Geoffrey James. In his article appearing on BNET.com, he presents a scenario in which a prospect has not responded to a bid for a project.

  You’re attempting to connect with a prospect with whom things had been going well. But despite your best efforts, your calls aren’t being returned. When is it time to just walk away? That can be a tough question to answer, especially when the prospect had been responsive to your early communications. On his blog, [...]

“Trust is the single biggest motivator of buyer behavior and one of the key components to establishing a successful buyer/seller relationship.”

That is the opening sentence of Jodi Bagwell’s blog post, titled “NO Trust? NO Sale!” and it’s a statement that perfectly sums up why you as a salesperson need to invest in relationships with prospects.