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…

Learning what kills potential sales is just as important as knowing how to close deals. More…

Beware! There are two types of customers who may be falling into the “slow pay” category. And they’re the last ones you’d suspect. More…

A clear shift is taking place with what prospects are thinking.  More…

Competition, economics and the digital age are among the contributing factors to these eight recent buying trends: More…

Everyday Twitter users with a substantial number of followers are making thousands of dollars a month, promoting other companies’ products and services via their own personal tweets. More…

The Web has opened a whole new universe of possibilities for boosting sales. Here’s how some of the best in the business are cashing in. More…

Consumer spending and the housing market are two leading indicators of economic recovery. So what does it mean for sales when one’s up and one’s down? More…

You know those bigger companies in your customer database? They could be becoming a bigger pain in the you-know-what. More…

More than 50% of sales managers say the biggest obstacle to closing is buyers’ shrinking budgets, according to a recent PBP Media survey. These three companies aren’t only immune to that obstacle, they’re thriving on it: More…

Debate the causes all you want, but the fallout of this recession is clear: Business leaders will have to permanently change some of their thinking about finance. More…

Losing old customers is always upsetting, but it can be especially devastating in today’s economy. There’s a proven process for getting them back. More…

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…

The simplest ideas are often the best ones. And three recent surveys from Gallup, Yankelovich and BIG Research prove why one of the oldest selling tools in the book is making a major comeback. More…

This year’s Fortune 500 proves that despite the down economy, there are three things American consumers simply cannot do without - oil, cars and drugs. While several big-name corporations continue to thrive, we look at 10 companies that experienced epic meltdowns during the past year (and what led to their undoing):  More…

There’s no one better at boosting buyer loyalty than these 10 companies. But what’s even more intriguing are the two practices they all have in common, and you don’t have to be big to implement them at your company. More…

What’s the leading complaint customers make about salespeople in today’s difficult economy? Ask your staff this question and you may get a range of answers, but probably not the correct one. More…

Economists warn that unemployment rates will most likely remain high, which means consumers will remain wary.  Under  those conditions, some types of return guarantees work wonders, and one company proved it. More…

Football coaches have a saying: “When a quarterback throws a pass, three things can happen – and two of them are bad.” When customers aren’t happy, whether it’s because the product doesn’t work, they were oversold, or service was poor, three things can happen – and two of them are bad:

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