10 Phrases Salespeople Hate To Hear
February 7, 2012 by Bob Hill
When you’ve got a hot prospect in your sites, these 10 phrases are anything but welcome: More…
February 7, 2012 by Bob Hill
Keys to keeping the prospect pipeline full, building relationships
November 17, 2010 by Bob Hill
In sales, if you can’t prospect, you can’t close. In a recent survey, when asked “How much time do you spend prospecting?” 29% of salespeople claimed they spend less than one hour a month prospecting. That’s not going to get it done. More…
10 mantras every great salesperson should swear by
October 5, 2010 by Bob Hill
Post these mantras or pass them along, because if your salespeople aren’t already living by them, they absolutely should be: More…
Your next sales meeting: Keeping the prospect pipeline full
July 13, 2010 by Ken Dooley
Salespeople need to do more than spot and qualify the best leads — they need to position themselves to pursue the right prospects at the right time. More…
Save sales when prospects get cold feet: Here’s how
May 12, 2010 by Charlie Walker
How do you know when a prospect is trying to walk away — and how can you bring the person back? More…
4 ways to build a profitable sales relationship
April 6, 2010 by Ken Dooley
Sales relationships work no differently from relationships with friends and family. Building profitable long-term sales relationships takes trust and open dialogue. Here are four ways to build them: More…
Do your people have these 2 intangibles necessary for success?
March 29, 2010 by Ken Dooley
Two characteristics salespeople must have to reach the top: More…
Solution selling or benefit selling: Which closes more deals?
March 25, 2010 by Ken Dooley
Salespeople with the highest closing rates position themselves as … More…
The TBOP process: Use it to close more sales
February 18, 2010 by Ken Dooley
The TBOP process sets up the sales presentation. It creates the foundation of the sales call and allows your salespeople to proceed with an effective and relevant dialogue. More…
20-Minute Sales Meeting: What today’s customers expect
February 15, 2010 by Ken Dooley
Knowing what customers want and expect may be the most important keys to successful selling in this tough market. More…
10 keys to effective communication
February 2, 2010 by Ken Dooley
When you send a message to a prospect and receive either no feedback or negative feedback, ask yourself if you blew past any of these communication red lights. More…
