General Articles

How to Get an Unresponsive Prospect Talking

How to Get an Unresponsive Prospect Talking

Learn how you can save a deal when a prospect has gone silent. Oftentimes, when a potential deal is on the table, the prospect starts out responsive only to slowly stop responding over time. This doesn’t necessarily reflect badly on your sales skills; it has more to do with the prospect’s waning interest in the deal. However, if you notice this happening more and more frequently, there are things that you can do to improve your questioning and closing skills. Here’s...

Questions That You Should Ask to Determine a Customer’s Needs

Questions That You Should Ask to Determine a Customer’s Needs

Learn what sales people should ask to coach a customer through a sale. At a trade show, your booth staff will likely be working hard to gather leads and make beneficial connections. Part of their work requires them to determine exactly what a potential customer’s needs are. But how can you uncover this information when the client may not even know themselves? Here are some of the powerful sales questions that can help you uncover a customer’s needs. What is your propensity...

Tips for Marketing to Millennials

Tips for Marketing to Millennials

Learn how your company can appeal to this major sales force. Millennials are now the biggest sales force in the United States. If your company is not taking steps to market to this younger generation of consumers, then you are missing out on a huge business opportunity. Not sure how you should appeal to this new customer base? Here are some suggestions that you should keep in mind while marketing to millennials. Leverage the Power of Social Media While your company should...

The Importance of Having Fun at Trade Shows

The Importance of Having Fun at Trade Shows

Trade shows don’t just have to be about business; there’s room for fun as well. While your goals for attending a trade show are undoubtedly motivated by business purposes, this doesn’t mean that exhibiting is all about cut-and-dry sales and lead generation. In fact, there are many ways in which having fun and encouraging your team actually contributes to your company’s success. Here are some of the benefits of incorporating fun into your next trade show. It Relieves Stress When you incorporate fun...

Small Business Owners, Try Out These Trade Show Tips

Small Business Owners, Try Out These Trade Show Tips

If you are a small business owner, you can benefit from these trade show tips. As a small business owner, you might feel as if your business cannot compete with larger, more well-known corporations. While it’s true that your resources are more limited, this doesn’t mean that your business is beyond hope. In fact, there are several things that you can do to help your small business have a successful trade show appearance. Here are some suggestions to help your business...