Dissatisfied customers can be divided into two types:  More…

What’s the number one quality customers demand of salespeople? More…

How well do your salespeople know today’s customers? More…

If your customers and prospects can’t quickly explain why you’re different from others in your industry, you may be in trouble, especially during an economic slump.
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Covering these essentials is what made others successful. More…

Everybody’s still trying to cut costs anywhere and everywhere they can. But what if your customers told you you’d have to take steps to lower their expenses … even if it drove your own up? More…

A lot of companies are missing out on a likely source of new sales: former customers. More…

Some prospects and customers are angry, irrational, emotional, demanding, close-minded, illogical or rude. Every conversation is a conflict. Every sale is a test. Every contract is a headache. Every meeting is a battle. Every deal is a war. More…

Even the best companies lose an account every now and then. But they also know that if they approach their former customers properly, many may come back. More…

Corporate blogs don’t only engage existing buyers, they help attract (and close) new ones, a recent study found. More…

Don’t underestimate the importance of thank-you notes to prospects and customers. They may confirm your commitment and help solidify your business relationship, making it more difficult for your competitors to replace you. Here are 10 examples for effective follow-up notes that you can adapt to their own needs, and without being wordy. More…

The best customer? A paying one, of course. But your odds of getting more of these increases if you’re selling to folks in these industries. More…

Here’s a checklist of nine common behaviors that lose potential customers and sales. More…

What’s the best way for your salespeople to take care of their customers? More…

How salespeople use their voices may spell the difference between success and failure. Here’s hoping none of your people (or yourself) are counted among these six types of speakers doomed to failure. More…

What does it take to turn first-time buyers into repeat customers? A study by the Forum Corp. identified four key dimensions of service most important to first-time buyers. More…

Customers are changing their behavior in ways that may dictate a different view of selling and a revised role for salespeople and your company.

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There are countless sales and marketing strategies that lead to success, but only one component that every successful sales organization shares. More…

Why do customers take their business elsewhere? Sure, sometimes it’s about dissatisfaction with the quality or price of the product or service. More often, though, it’s about dissatisfaction with people. More…