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…
February 2, 2012 by Ken Dooley
The 15 Worst Mistakes New Salespeople Make
January 24, 2012 by Ken Dooley
Sales managers, consultants and trainers were asked to list the worst mistakes new salespeople make. Here are the top 15 responses: More…
2 reasons salespeople aren’t winning MORE referrals
January 23, 2012 by Bob Hill
Studies show customer referrals are among the most reliable and least utilized ways to generate new business. More…
7 common reasons new salespeople fail
January 17, 2012 by Ken Dooley
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…
10 mantras every sales pro should swear by
January 10, 2012 by Bob Hill
If your salespeople aren’t already living by these 10 mantras, they absolutely should be: More…
3 ways to consistently whip your A-players into shape
December 23, 2011 by Bob Hill
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…
Why it’s time to stop asking prospects, ‘What keeps you up at night?’
November 25, 2011 by Bob Hill
Several experts are coming forward, explaining why an age-old opener has long since worn out its welcome. More…
5 prospect expectations that make or break the sale
November 17, 2011 by Ken Dooley
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…
4 ways to overcome stalling prospects
November 14, 2011 by Bob Hill
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…
15 qualities separate the average from the outstanding
November 8, 2011 by Ken Dooley
There are 15 qualities that leading salespeople have in common. They are not inherited qualities but ones that are developed through hard work. More…
Move the sale forward: 4 ways to overcome objections
November 4, 2011 by Ken Dooley
Top business pros don’t only anticipate objections, they welcome them. More…
The ‘Deadly Sins’ of Sales Management
November 1, 2011 by Bob Hill
Sometimes the cause of flat sales is less about the economy and more about what’s going on internally. More…
Do your people know the most crucial test for a sales call?
October 31, 2011 by Ken Dooley
The first five minutes of a sale call are the most critical. Here’s why: More…
4 ways to win more buyers in a down economy
October 28, 2011 by Bob Hill
Don’t let anyone tell you the economy’s bad for Sales. Nothing could be further from the truth. More…
5 ways to turn customer satisfaction into customer loyalty
October 25, 2011 by Ken Dooley
To turn customers into long-time buyers you’ve got to develop the “caretaker profile.” More…
Turning gatekeepers into gate openers
October 24, 2011 by Ken Dooley
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…
3 leading reasons why customers leave
October 19, 2011 by Ken Dooley
There are three situations customers usually find unacceptable: More…
Top 6 dumbest cold calling mistakes
October 18, 2011 by Ken Dooley
There are no magic tips guaranteeing successful cold calls. But there are six mistakes that may ensure failure and rejection. More…
5 areas you don’t want slip up in during sales training
October 18, 2011 by Bob Hill
Statistics reveal the time (and cost) required to get a new recruit on track is spiraling downward. More…
Win the emotional battles that lead to more sales: 4 tactics
October 17, 2011 by Bob Hill
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…
