Selling to multiple decision-makers
February 22, 2013 by Jim Giuliano
With more sales decisions being made by committees, it’s important for your salespeople to modify their sales presentations to take group dynamics into account.
February 22, 2013 by Jim Giuliano
Regaining lost customers
January 31, 2013 by Jim Giuliano
Even good companies lose accounts now and then. What sets apart the best companies is knowing how to get those customers back.
The No. 1 question customers ask — and how to answer it
January 29, 2013 by Jim Giuliano
Just about every customer has this question in mind. But not everyone can answer it properly.
Listening faults that lose sales
January 22, 2013 by Jim Giuliano
If customers aren’t buying, one reason for it could be salespeople who aren’t listening to what customers say.
Essential planning steps for a sales call
January 15, 2013 by Jim Giuliano
Often, the most important part of any sales call comes before the call. Here’s the essential research that should precede any phone call or face-to-face meeting.
Landing corporate clients: 3 ways small firms can beat the competition
December 26, 2012 by Jared Bilski
Between fierce competition and across-the-board spending cuts, it’s become increasingly difficult for small businesses to get those lucrative corporate accounts. But the right approach can give you an edge. More…
Top tactics for dealing with customer complaints
December 25, 2012 by Ken Dooley
Football coaches devoted to the running game have a saying: When a quarterback throws a pass, three things can happen – and two of them are bad.” When customers aren’t happy, three things can happen, and two of them are bad, says William T. Brooks, author and sales consultant: More…
Going against established competitors? Try this
December 7, 2012 by Jim Giuliano
A well-established competitor can appear to have a lock on customers, but luring them away may not be as difficult as you, or your salespeople, think.
5 reasons sales don’t close
November 15, 2012 by Jim Giuliano
When sales fail to close, it’s usually for one of the following reasons:
Handling customer screw-ups
November 12, 2012 by Jim Giuliano
A customer has made a blunder, and maybe even blamed you for it initially. Now the truth comes out. How do you handle it?
Tapping into 5 emotions that guide customers’ buying decisions
November 6, 2012 by Bob Hill
Here are five of the most common emotions that guide prospects’ buying decisions, along with some creative ways for salespeople to tap into each one: More…
Free resource for small biz
November 1, 2012 by Jim Giuliano
Looking to expand or assess your business? Want a clear picture of your region’s demographics, markets and labor situation? Here’s a one-stop free resource for data like that, and more.
Why new customers defect
October 24, 2012 by Jim Giuliano
Research shows that it’s rare that a customer will drop you because of the quality of your product or service.
Are your customers ‘walkers’ or ‘talkers’?
October 15, 2012 by Ken Dooley
You and your salespeople may be getting a distorted view of customer satisfaction unless you understand what types of customers you have.
The 7 common reasons why sales are lost
October 12, 2012 by Ken Dooley
It happens. A sale that should have been made slips away. Do you and your salespeople know why?
Solution-selling or benefit-selling: What works better?
October 11, 2012 by Jim Giuliano
Do customers prefer hearing about solutions or benefits? Which approach is more likely to get the sale?
Watch out for this audit trigger
October 3, 2012 by Jim Giuliano
As desperate states clamor for sales tax revenue, they’re redefining the regs for business – again.
Your company making this fatal planning flaw?
September 26, 2012 by Bob Hill
For decades, companies have insisted upon forecasting as a method of planning for almost every department. New research reveals that could be costing companies more than it’s earning them. More…
Why 50% of customers leave
September 24, 2012 by Jim Giuliano
What keeps customers? The answer comes in another question: What loses them?
Getting ‘critical vendor’ status when a customer’s going bankrupt
September 20, 2012 by Jim Giuliano
You hear rumblings that a big customer is getting ready to declare bankruptcy. But you’d still like to have his business and protect yourself. You may be able to do both if you approach the situation carefully.
