September 3, 2010 by Ken Dooley
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…
August 31, 2010 by Bob Hill

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…
August 31, 2010 by Ken Dooley
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…
August 30, 2010 by Ken Dooley
Dissatisfied customers can be divided into two types: More…
August 24, 2010 by Bob Hill

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…
August 20, 2010 by Ken Dooley
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…
July 27, 2010 by Ken Dooley
When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse. More…
July 27, 2010 by Ken Dooley

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…
June 24, 2010 by Ken Dooley
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…
June 22, 2010 by Ken Dooley
Customers are feeling pressure to get more done with less. That can be a good thing — for you. More…
June 16, 2010 by Ken Dooley
Today, quality of service has become so essential that those who lead the way in service excellence have a powerful competitive advantage. More…
June 10, 2010 by Jennifer Azara
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…
June 3, 2010 by Charlie Walker
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…
June 1, 2010 by Ken Dooley

The following mistakes are to blame for losing the most sales. More…
May 26, 2010 by Ken Dooley
Warning: 80% of customers who switched suppliers last year were “satisfied” with their existing supplier at the time, according to a recent survey. More…
May 14, 2010 by Ken Dooley
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…
April 21, 2010 by Ken Dooley
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…
April 14, 2010 by Bob Hill
When setting goals for your salespeople today, you may want to consider some new strategies. More…
April 13, 2010 by Ken Dooley
What’s the best way for your salespeople to take care of their customers? More…
April 7, 2010 by Bob Hill
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…