Do you know the weakest link in the selling chain?
February 2, 2012 by Ken Dooley
New salespeople do a good job of presenting products and services, but they are often weak in one particular area. More…
New salespeople do a good job of presenting products and services, but they are often weak in one particular area. More…
Sales managers, consultants and trainers were asked to list the worst mistakes new salespeople make. Here are the top 15 responses: More…
Studies show customer referrals are among the most reliable and least utilized ways to generate new business. More…
Some salespeople quit just before they’re about to achieve the success they have been working toward. They get tired of waiting, trying or dreaming. Then they give up, usually for one of the following seven reasons: More…
If your salespeople aren’t already living by these 10 mantras, they absolutely should be: More…
If 20% of salespeople are delivering 80% of the sales, it stands to reason management should spend the bulk of its time training and developing those salespeople. More…
Several experts are coming forward, explaining why an age-old opener has long since worn out its welcome. More…
Knowing what prospects expect may be the most important key to successful selling today. Here are five prospect expectations that, when met, create solid relationships: More…
Prospects are under the gun, and fear of making a bad decision could keep them from doing any new business. These four steps can turn that fear into opportunity and transform buyer resistance into a valuable selling tool: More…
There are 15 qualities that leading salespeople have in common. They are not inherited qualities but ones that are developed through hard work. More…
Top business pros don’t only anticipate objections, they welcome them. More…
Sometimes the cause of flat sales is less about the economy and more about what’s going on internally. More…
The first five minutes of a sale call are the most critical. Here’s why: More…
Don’t let anyone tell you the economy’s bad for Sales. Nothing could be further from the truth. More…
To turn customers into long-time buyers you’ve got to develop the “caretaker profile.” More…
Some list gatekeepers as public enemy No. 1 when it comes to cold calling selling. Others credit gatekeepers for steering them in the right direction and helping them close a sale. It all depends on the approach. More…
There are three situations customers usually find unacceptable: More…
There are no magic tips guaranteeing successful cold calls. But there are six mistakes that may ensure failure and rejection. More…
Statistics reveal the time (and cost) required to get a new recruit on track is spiraling downward. More…
With tighter budgets and fierce competition upping the ante, it’s more important than ever to seize any possible advantage and gain the upper-hand. More…
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