Most salespeople would agree on two key points: A) Customer loyalty is the key to long-term sales success, and B) meeting customer expectations is the best way of achieving it. More…

Three tested, low-cost approaches can build a stronger connection between you and your customers.

More…

Customers are feeling pressure to get more done with less. So they’re reducing the number of salespeople they do business with. At the same time, salespeople are trying to increase their sales to present customers. More…

Value expectations of customers are changing dramatically. Customers not only demand more value than ever before but are clear about the kind of value they want. More…

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…

Retail’s new strategy is a major gamble, but it may hold a valuable key to increasing sales now and in the future.  More…

Today, quality of service has become so essential that those who lead the way in service excellence have a powerful competitive advantage. More…

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…

Warning: 80% of customers who switched suppliers last year were “satisfied” with their existing supplier at the time, according to a recent survey. More…

When setting goals for your salespeople today, you may want to consider some new strategies.  More…

There’s a lot of confusion when it comes to selling value. Many salespeople think they’re doing it, but in reality they’re only talking about value instead of providing it to prospects. More…

Let’s face it, bad stuff happens to good companies. Online and off. Stuff that makes your best customers think twice about buying from your company. Stuff that makes you groan with embarrassment, squirm with discomfort and rue the day … But how you recover can do more for your reputation than all the ads in the world. More…