The 10 biggest lies prospects tell your salespeople
December 4, 2012 by Charlie Walker
Some customers insist on treating your salespeople like rookies who can be hoodwinked by the oldest excuses in the book. More…
December 4, 2012 by Charlie Walker
Tapping into 5 emotions that guide customers’ buying decisions
November 6, 2012 by Bob Hill
Here are five of the most common emotions that guide prospects’ buying decisions, along with some creative ways for salespeople to tap into each one: More…
8 tips to finding – and converting – qualified prospects
September 7, 2012 by Ken Dooley
Selling more to existing customers is no longer enough. Successful salespeople make prospecting an essential part of their daily plan. Here are eight prospecting tactics to help you find prospects and convert them into customers: More…
Customers trust companies that …
July 31, 2012 by Ken Dooley
To build trust in your prospects and customers, you must develop five traits. More…
6 ‘firmographics’ that help pinpoint prime selling opportunities
July 26, 2012 by Bob Hill
How should your company be prioritizing which opportunities have the most potential for boosting sales and revenue? Firmographics … that’s how. More…
Snagging customers who already said ‘no’
June 21, 2012 by Ken Dooley
Prospects who told your salespeople “no” yesterday could be ready to buy today. It all depends on the salesperson’s approach.
Selling to 3 most difficult types of customers
June 15, 2012 by Ken Dooley
If you can crack these three tough nuts, you’ll be a step ahead of the competitors who probably gave up long ago.
Answer these 3 questions, and you’ll probably make the sale
February 29, 2012 by Bob Hill
In today’s cost-conscious marketplace, very few prospects are willing (or able) to agree to a purchase until they know the answers to these make-or-break questions. More…
5 ways to kill time – and still be effective – during meetings
September 26, 2011 by Charlie Walker
It’s one of those meetings – a command performance, all hands on deck type of affair. Does the part of the meeting that interests you come early? Late on the agenda? Not at all? There’s still a way to make good use of what otherwise appears to be a waste of time. More…
Salespeople who do this are 3 times more likely to convert
February 8, 2011 by Christian Schappel
When are your reps most likely to catch prospects near a phone or computer? More…
10 resolutions every sales manager should make
January 11, 2011 by Bob Hill
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…
Keys to selling value in a buyer’s market
December 16, 2010 by Bob Hill
Today’s salespeople face three consistent challenges to earning (and keeping) a buyer’s business: More…
8 principles for finding great prospects
October 18, 2010 by Ken Dooley
Selling more to existing customers is no longer enough. Successful salespeople make prospecting an essential part of their daily plan — but they have to have a plan to begin with.
Cold calling: 7 ways to avoid the brush-off
June 22, 2010 by Ken Dooley
Prospects usually have a few tried-and-true brush-offs they use when they don’t want to talk to a salesperson. Here are a few truths about these objections and how to handle them: More…
Mastering the art of the trial closing
June 10, 2010 by Ken Dooley
The basic formula for asking prospects to buy is a lot simpler than some salespeople think. More…
Reach out to this crowd and boost business
June 1, 2010 by Ken Dooley
Conventional wisdom has always been: The fewer people involved in the selling process, the smoother it’ll run. But not anymore. More…
5 areas salespeople tend to struggle with most
April 28, 2010 by Ken Dooley
Strengths will take salespeople only as far as their weaknesses will allow. The problem: Some salespeople work on things they’re good at and don’t spend enough time trying to overcome these weak points. More…
6 people who won’t cut it in Sales today
April 8, 2010 by Ken Dooley
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…
5 ways to get past the dreaded voice mail
April 6, 2010 by Bob Hill
Here are five best practices for actually getting prospects on the phone and avoiding the ongoing cycle of voice mail, voice mail, voice mail: More…
4 things that have changed about the buying process
March 26, 2010 by Bob Hill
The marketplace has shifted and so has the way prospects do business. If your people want to close more, they’ll need to accept — and adapt to — these four truths: More…
