Resiliency: 5 Ways to Learn from Sales Rejection

Amy Fox 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 […]

Posted in Blog | Also tagged , , , , | Leave a comment

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 […]

Posted in Blog | Also tagged , , , , | Leave a comment

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.

Posted in News | Also tagged , , , , , , , , | Leave a comment

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.

Posted in Blog | Also tagged , , , , , , , | 1 Response

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.

Posted in Blog | Also tagged , , , , , , | Leave a comment

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.

Posted in Blog | Also tagged , , , , , , , | Leave a comment

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.

Posted in Blog, Social Media | Also tagged , , , , , , , , , , , , , , | 1 Response

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…

Posted in Blog | Also tagged , , , , , , , , , , , , , , , , | 6 Responses

Work Smarter with the Institute for Social Media

ABR is partnering with the Institute for Social Media (ISM) at Cincinnati State to offer the upcoming Selling 2.0 Certification. The purpose of this program is to teach professionals how to work smarter by combining proven sales skills with the advantages of social media. For today’s blog, we have interviewed Jim Kleemeier, one Cincinnati State’s Workforce Development Center leaders, to find out more about the Selling 2.0 Certification course and what the ISM can offer.

Posted in Blog, Social Media | Also tagged , , , , , | Leave a comment