I recently helped a friend broker the sale of his small, bootstrapped company. This is a smart guy with experience and a logical approach to such things, but the way he was initially trying to value his company was not only wrong, but the wrong way to think about the entire sale. To stoke an existing sales channel. and 9x. MORE >>

It's not about the worksheets: These tools are what really create success sales. The world is inundated with sales tools: worksheets, playbooks, sales scripts, software, brochures, and so forth. Here are seven sales "tools" you need to develop: 1. If so , sign up for the free Sales Source newsletter Like this post? MORE >>

Generate leads using social media, but don’t rely on it alone to make sales. Facilitate a transition to a private environment for closing a sale. The goal is to deepen the relationship, and discover if their needs match your offer. Learn to sell in a way that matches your personality and your strengths. Engage graciously. MORE >>

These companies typically make money either by charging sellers for listing (akin to the yellow pages) or by charging a sales commission (akin to a "finder's fee"). These are distinct operations — different clients, different technology, different sales process — almost like two separate companies. marketplace is born. MORE >>

Startup CEO’s can’t delegate sales and expect it to happen. Here’s an example in a direct sales channel. He went through his product feature by feature and matched them to the customer problems. Sales Process. Next, he took me through his sales process. We have a great sales pipeline.” Too Good to Be True. MORE >>