Customers aren’t interested in buying products or services. Their interest in products or services extends only as far as those things can help fulfill these goals: More…

More than 70% of prospects say they’d be willing to pay as much as 10% more for a product or service if a company … More…

Satisfied customers are not loyal customers. They shop around. They may like you, but not enough to resist the temptations of competitors. Therefore, the real emphasis must be on building loyalty, not satisfaction. More…

Dissatisfied customers can be divided into two types:  More…

When the sale is on the line, there are four common pitfalls almost every sales pro has fallen victim to at one time or another.  More…

Some salespeople do a great job of selling until the prospect buys. Then everything changes. After the prospect takes ownership of the product or service, salespeople become scarce. That’s a problem. More…

When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse. More…

For sales and marketing pros to get up and run while the economy is on its hands and knees means avoiding these seven mistakes. More…

Even though the old adage that the customer’s always right may be dying, the idea of making customers feel right — even when they’re wrong — is still a powerful selling tool. More…

Customers are feeling pressure to get more done with less. That can be a good thing — for you. More…

Today, quality of service has become so essential that those who lead the way in service excellence have a powerful competitive advantage. More…

Looking for a leg up (or at least to keep even) with your competition as the economy starts to turn the corner? Here’s a little intel. More…

Customers are naturally drawn to the business that offers them the lowest price. So how can you expect to compete against a price-cutter — without slashing your own profit margin? More…

The following mistakes are to blame for losing the most sales. More…

Warning: 80% of customers who switched suppliers last year were “satisfied” with their existing supplier at the time, according to a recent survey. More…

Even the best salespeople lose an account every now and then. But they also know that if they approach their former customers properly, many will come back. More…

Salespeople who stay focused on the needs of existing customers are less likely to be unseated by price-cutting competitors. They are also more likely to be rewarded with increased loyalty and repeat sales. More…

When setting goals for your salespeople today, you may want to consider some new strategies.  More…

What’s the best way for your salespeople to take care of their customers? More…

In sales and marketing, there’s no greater motivator than money. With that in mind, here are a few ways to adjust your comp strategy so it energizes your workforce and sends revenues soaring: More…