Most Clicked SmartBrief on Sales Stories

1. 4 ways to spot a hidden leader

SmartBrief on Sales | Feb 25, 2015

Your company's leaders aren't necessarily the people with the titles and offices, writes Scott Edinger. People are likely quietly carrying out leadership functions, so identifying and reinforcing that behavior can give the whole organization a boost. Such "hidden leaders" possess integrity and understand their customers, among other traits. (02/21)

2. Help your sales reps get past cold-call anxiety

SmartBrief on Sales | Feb 27, 2015

There are steps a sales rep can take to reduce his or her fear of cold calling. Action and image are important, and this article focuses on five key factors. Consultative Sales Academy (02/26)

3. 3 keys to a great workplace: "trust, respect, and dignity"

SmartBrief on Sales | Feb 26, 2015

Most companies don't have any idea how happy employees are, which means forgoing the full potential of the business as well as the people, writes S. Chris Edmonds. "[W]hen work environments demonstrate trust, respect, and dignity to every player in every interaction, engagement goes up, customer service goes up, and results and profits go up," he writes. SmartBrief/SmartBlog on Leadership (02/24)

4. What to say -- and not to say -- in a sales pitch

SmartBrief on Sales | Feb 26, 2015

Certain words and topics are guaranteed to help close a sales deal if used appropriately. The other person's name is important; frequent use of the word "you" shows that the salesperson is focused on the customer. Other subjects that should be emphasized are value creation instead of costs, and benefits instead of specifications. (02/24)

5. 7 ways to impress from the start

SmartBrief on Sales | Feb 24, 2015

Leaders get only one chance to make a good first impression on their employees, writes Naphtali Hoff. Smile, stand tall and treat everyone around you with warmth and genuine interest. "By working to kick things off positively, new leaders greatly increase their likelihood of gaining their colleagues' trust and support from the outset," Hoff writes. SmartBrief/SmartBlog on Leadership (02/20)

6. Why sales reps need a new strategy -- not more motivation

SmartBrief on Sales | Feb 23, 2015

There's no shortage of motivational materials for salespeople, but what's really needed is a change in strategy, writes Bob Sanders. Rather than seeing buyers as adversaries, salespeople must learn how to deliver value in their interactions with prospects, he writes. B2C Marketing Insider (02/22)

7. Leveraging vision, values to produce a stellar sales culture

SmartBrief on Sales | Feb 24, 2015

The primary responsibility of the sales operation team is to build a high-performance sales culture, writes Michael Hanna, co-founder and president of Hanna Strategy Group. "Your vision is the foundation of your sales culture and your values are the pillars. ... Keep them alive and relevant by finding creative ways to constantly communicate and reinforce them," he writes. OpenView Blog (02/23)

8. How to ask questions that get results

SmartBrief on Sales | Feb 24, 2015

There's no need to obsess about whether you are asking open or closed questions when dealing with prospects, writes Sean McPheat, managing director of MTD Sales Training. Focus on asking questions that serve a purpose, and ask follow-up questions to clarify the prospect's position, he writes. (02/19)

9. A step-by-step guide for growing sales

SmartBrief on Sales | Feb 26, 2015

Growing sales for any organization can be a daunting task no matter how big or small its size. Mark Roberge, senior vice president of sales and services of HubSpot, offers several suggestions on sales leadership, compensation, training, skills and processes in his new book. (02/24)

10. How to learn from a lost deal

SmartBrief on Sales | Feb 25, 2015

Talking to prospects who opted to buy from a competitor can give you valuable insight about your sales operation. This article offers a list of 19 questions to ask during these lost-deal analyses. Brooks Group, The (02/19)

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