With all the creature comforts available today, it doesn’t seem right to tell someone to enjoy being uncomfortable. But being uncomfortable in certain areas may be good advice for salespeople. Why? More…

Learning what kills potential sales is just as important as knowing how to close deals. More…

Business today revolves around building long-term relationships with customers. So it can be devastating to watch a good, profitable customer slip away because of something a salesperson said. More…

A clear shift is taking place with what prospects are thinking.  More…

In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones: More…

How did this happen? The customer didn’t like the new rep. There were mistakes in the billing paperwork. The product arrived damaged. And finally, that customer decided to take his business elsewhere. More…

Warren Buffett is one of the most successful entrepreneurs of all time. Here are three priceless sales takeaways from his keynote address at Berkshire Hathaway’s 2009 shareholder’s meeting: More…

How your salespeople handle it when customers complain will determine whether those customers remain loyal or switch to competitors. More…

Customers are bombarded with attractive offers all the time. They are hit with deals claiming to have better pricing, quality and service. But those are not the factors that cause them to jump ship to another company. More…

Trust in a negotiation is like lubricant in a car engine: things go a lot smoother when it’s present. So how can your salespeople repair trust once a customer thinks it’s been broken? More…

Americans want to do more and buy less, according to several recent studies. The question is how can you turn that into a competitive advantage and win more business? More…

There’s a lot of confusion when it comes to selling value. Many salespeople think they’re doing it, but in reality they’re only talking about value instead of providing it to prospects. More…

One out of every six buyers turns into a problem customer, research shows. But if salespeople handle difficult buyers with a mix of the following tactics, they’ll become your best, most loyal customers. More…

These two companies have developed strategies that transform Twitter into a highly effective, no-cost resource for promoting brand loyalty, providing better service and boosting revenue: More…

A clear shift is taking place with prospects and customers. They want to know, “Where’s the value?” And if your company can’t show them, they’ll go elsewhere. More…

An economic slowdown provides opportunities for salespeople to sell more to existing customers — and be seen by prospects whom they had trouble getting in front of during good times. Why? More…

Need a little extra ammo for that next sales meeting? Here are seven leadership tips that help salespeople during tough times: More…

As the economy turns around and your salespeople regain their footing, companies will go through radical transformations. To succeed, your salespeople must not only adapt to change, they must lead change. More…