sales success

What Is Your Sales Strategy for 2013? Are You Ready?

It’s the beginning of October, so we’re only three months away from 2013. Businesses are finalizing budgets for next year—are you in their budget? Your activity over these next few months can set you up to have an amazing year. Isn’t it better to be proactive instead of reactive? The ball is in your court, so make it happen. Below are a […]

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ABR Publishes White Paper on Avoiding 12 Common Sales Pitfalls

Sales success is not achieved by accident, but rather by carefully planned strategies and the avoidance of common sales pitfalls, according to a new white paper authored by Amy Fox, President and CEO of Accelerated Business Results (ABR), a leading corporate training and custom e-learning firm. The white paper, “12 Sales Pitfalls & How Today’s Most Profitable Salespeople Avoid Them,” is available for download on the ABR website.

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Add Value and Leave Competitors Behind

Value. What does that mean to the buyer? One way value is defined in the dictionary is “the worth of something in terms of the amount and quality of other things for which it can be exchanged.” The value of your service or product is often measurable and easily demonstrated up front. However, the “perceived” value will many times only be experienced by your follow-up and your willingness to go the extra mile and add value.

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Achieving Sales Success

Amy Evans

What does achievement mean to you? In my career, the definition has morphed many times. Given today’s ever-changing and volatile business environment, it is important to regularly examine how we are defining achievement in sales and ensure that we are aligned to support our goals and our company’s goals.

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Don’t Let Up: Hard Work Pays Off in Sales

Sales can be brutal. Admit it—have you ever felt like you’ve just been trampled after a sales call? Or wished that you had just run a marathon (twice!) rather than conduct a grueling first appointment with that tough-nut-to-crack company? And sometimes even the most basic responsibilities in business development may seem way too time-consuming, tedious, or even trivial.

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Recovering from a Lost Sale

Have you ever invested so much of yourself in an opportunity only to feel totally deflated when you learned you didn’t get the business? If you’re in sales, I’m sure you’ve been there. How do you recover from these situations so that it doesn’t get in the way of securing future business? Those of us in sales recognize the importance of high activity and a robust funnel, and “on to the next” is a regular state of mind for many. However, it’s still important to take a moment to learn not only from our wins but also from our losses.

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Generating New Business with LinkedIn

Last week we shared 17 tips to boost your sales performance and business results. As a follow-up to that blog post, we posted a poll on our Facebook page asking our fans to vote for the topics they wanted more information about. While it was a tight race, ultimately the most requested topic was identifying new contacts and opportunities using LinkedIn.

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Tried and True Sales Tips for Boosting Business Performance

This is a list of 17 ways to boost your sales performance and drive business results—this week! It’s only Tuesday, so you still have four days to impact your week. And the other good news is that it’s only the beginning of the month, so you should be able to accomplish (or at least start) everything on this list by month end! What a great accomplishment to achieve before the upcoming summer holiday. Can you do it? I’m thinking so…

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Thanks for the SPAM!

No, I’m not talking about the can of mystery meat. I’m talking about how sales people can really mess up an opportunity and not even realize it. I see bad sales pitches on a daily basis.

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A Checklist for Success: Preparing for a Winning Sales Call

In today’s world, things seem so busy, time moves too quickly, and so many new things come up that you don’t expect. Then factor in the holidays, vacation schedules, an unplanned sick day, internal meetings and projects that pop up unexpectedly, etc. How is it already 2011? It seems like just yesterday we were planning and strategizing our sales efforts for the remainder of our year.

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Five Fresh Ideas as You Enter the New Year

Video Blog: Amy Fox shares five fresh ideas to help you strategize as you wrap up 2010 and prepare for the new year.

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The Criticality of a Thorough Needs Analysis

Amy Evans

This week as I spent time with many veteran sales professionals (with 15-30 years of sales experience) at a sales workshop, I was reminded of how important a thorough needs analysis is to a healthy and prosperous relationship; especially the criticality of understanding your customers’ personal needs, and not just with new relationships.

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How to Sell High-Tech Solutions (Revisited)

Amy Fox

I wrote the article “How to Sell High-Tech Solutions” several years ago to help sales professionals understand how to more effectively sell their technology solutions to mainstream customers. Lots of folks responded and acknowledged how difficult it is to keep it simple and keep customers engaged. While customers usually have a genuine interest in and need for the companies they investigate, more often than not their sales experience ends up being a frustrating and confusing one.

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Pre-Call Planning Using Social Media

Good pre-call planning will increase your close rate and shorten your sales cycle when you use the right tools to research contact, company, and industry information. The objectives of pre-call planning are to find information to more easily build rapport, uncover a pain or initiative of the prospect, identify the prospect’s competition, and understand the issues that the prospect is facing.

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Simplexity: Sales Performance Alignment

How ABR helped Simplexity develop a customer interaction strategy and provided recommendations for specific training interventions and performance opportunities.

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Bright House Networks: Sales Success Center

How ABR developed an accessible, easy-to-use Sales Success Center for Bright House Networks.

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Five Requirements of Sales Success

Video Blog: Success in sales has never been harder. To thrive in today’s environment, employees must possess five critical skills.

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