When the research team at a prestigious sales training company asked more than 1,000 customers to describe a top-notch salesperson in one word, these were the 10 most common responses:  More…

Customer loyalty has never been more important to a company’s long-term success. More…

Sales organizations that thrive know how to pinpoint where their best opportunities lie (and how to capitalize on them).  More…

Here are the four common practices of world-class sales organizations any manager can incorporate to achieve top-tier results:  More…

Savvy businesses are realizing the key to long-term success is finding a way to turn casual buyers into loyal, long-term customers. Easier said than done, of course. But here’s the best place to start. More…

There’s a significant gap between what buyers want and what salespeople think they want.  More…

Been watching online daily deal offers from the sideline, waiting to see if they’ll catch on? It might time to jump in the game. More…

A well-known business expert lays out his ideas for how every sales organization can boost sales, loyalty and profits in the year ahead.  More…

Today’s salespeople face three consistent challenges to earning (and keeping) a buyer’s business:  More…

Repeat business is the foundation of a positive revenue stream. With that in mind, here are 10 strategies salespeople can use to cement their bond with buyers, and, ultimately, boost sales and loyalty. More…

The No. 1 goal of every sales presentation should be: Keep buyers focused on value rather than price. How can you do this? More…

A Gallup poll confirms there’s one common trait that overshadows all others when it comes to effective leadership.  More…

Research shows nearly 85% of customers who leave their suppliers do so because of poor service after the sale. Here are five ways to ensure your service is always top-notch — and customers keep coming back: More…

Here are four steps sales pros can take to maintain strong relationships with their existing buyers and avoid losing them to aggressive competitors: 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…

Social networking may be a more valuable business resource than some managers are willing to admit. More…

Salespeople who stay focused on the needs of existing customers are less likely to be unseated by price-cutting competitors. They are also more likely to be rewarded with increased loyalty and repeat sales. More…