selling skills

Resiliency: 5 Ways to Learn from Sales Rejection

Amy Fox

Equities.com recently published an article I wrote about how to bounce back from sales rejection. No one enjoys rejection, but learning to respond constructively to these disappointments can actually turn losses into future opportunities. Here’s how: Give Yourself Room to Recognize the Gift: Step back and allow yourself the chance to respond rather than react. Do what […]

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Ignite the Right to Sell

Victoria Rodgers

“The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.” ― Daniel H. Pink, To Sell Is Human: The […]

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The Value Proposition…Why?

Darrell Burke

Why are you in business? Why is any business in business? When we really think about it, nearly every business offers some sort of product or service to the general public that will, on some level, make their lives easier. And that specific component (making your life easier) is what businesses monetize. For example, laundry […]

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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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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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ABR Seeking Inside Sales Specialist

Accelerated Business Results (ABR) is currently seeking an Inside Sales Specialist. This position is responsible for, first and foremost, setting business appointments for senior sales personnel; secondly, for generating new leads, cultivating existing leads, and creating new business opportunities for Accelerated Business Results (ABR).

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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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Celebrating Customer Relationships: What’s Your Formula for Success?

February is a fantastic month, with so many things to celebrate…  Groundhog Day – If there’s no shadow! Keep your fingers crossed that spring is coming sooner rather than later; I think we’ve all had enough of these winter storms. The Super Bowl – If your favorite team is in this championship game, if the […]

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With the Good Comes the Bad, But Help Is in Sight

Last month I was in the market for new golf clubs. I was willing to buy, but I was not in a MUST HAVE mode. I also had just taken my kids to a driving range where they used my clubs and had a blast. I was pleasantly surprised when my 6- and 8-year-old could hit the ball WELL with my clubs. So we set out on a mission to buy new clubs for the kids and I knew that if I found something or someone SOLD me, I’d buy new ones for myself as well.

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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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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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What´s Your Catch Phrase?

A couple weeks ago, I attended a training officers conference and a large part of the conference was networking. All of the registrants were tasked with coming up with a catch phrase–a two-sentence elevator pitch, Twitter-style. How would I encapsulate everything ABR does into one short, memorable phrase? Feeling the pressure, I finally came up […]

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