70% of marketers are at a loss about this – and they admit it
January 28, 2011 by Charlie Walker
Seven in 10 marketers are asking the same question when confronting the social media conversation pouring in every day. More…
January 28, 2011 by Charlie Walker
Follow these 9 steps to a successful presentation
January 24, 2011 by Ken Dooley
If you are tuned in to your audience, even a poorly delivered presentation can be well received. If you’re not, even a polished one can fall flat. Here are nine steps to delivering the best presentation possible. More…
Customer survey: Salespeople aren’t listening
November 2, 2010 by Ken Dooley
Only one in 10 purchasing agents feels that salespeople really listen to them, according to a new survey by the National Association of Purchasing Agents. To reverse that trend, it’s critical to stop the following bad habits when they crop up. More…
A better way to respond to prospects’ questions
September 21, 2010 by Ken Dooley
When a prospect asks a question, the sales process has reached a crossroads. The way your company responds can move the sale forward or kill it in its tracks. More…
20-Minute Sales Meeting: Selling to multiple decision makers
July 23, 2010 by Ken Dooley
When you’re speaking in front of multiple prospects at once, you’re going to have to modify your sales presentation to take the group dynamics into account. More…
Conversation topics that kill sales: Pass this list on to your newbies
March 9, 2010 by Ken Dooley
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…
