Got a ‘bad apple’? The problem could be worse than you think
January 18, 2012 by Jim Giuliano
Every company has a slacker, and it’s no big deal, right? It’s a very big deal, according to one study.
January 18, 2012 by Jim Giuliano
Guide to keeping buyers loyal when prices must go up
September 14, 2011 by Bob Hill
As the cost of goods rises, salespeople are faced with the unenviable task of explaining price increases to loyal buyers. It’s not easy. But there are ways to justify a price increase that decrease buyer resistance – and may even boost loyalty. More…
7 things buyers now expect from salespeople
February 2, 2011 by Ken Dooley
Customers are no longer being sold to. They are proactively buying from. As a result of increasing product complexity, they are not as interested in products as they are in how they’ll improve their value chain. More…
10 words every customer wants to hear
January 25, 2011 by Christian Schappel
When a company used these 10 words it boosted results across multiple categories. More…
5 rules to making customers more successful
January 20, 2011 by Ken Dooley
Peter Drucker, whose core management ideas will always be relevant to Sales, says there are questions every successful company answers. More…
Selling to executives: 5 tips for success
December 30, 2010 by Ken Dooley
Has one of your sales reps lost a sale because a competitor had a connection to a senior executive and your rep didn’t? How often do your reps invest time with middle managers only to find that those managers have no purchasing power? More…
7 cash-flow killing mistakes to avoid in a recession
July 27, 2010 by Ken Dooley
For sales and marketing pros to get up and run while the economy is on its hands and knees means avoiding these seven mistakes. More…
20-Minute Sales Meeting: Making the correct first impression on sales calls
June 21, 2010 by Ken Dooley
Some things in selling are crystal clear. One of them is that prospects will not buy unless a salesperson gets their attention in the first few moments of a sales call. More…
3 ways to build loyalty into your next sale
June 3, 2010 by Charlie Walker
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…
3 ways to win back lost accounts
May 14, 2010 by Ken Dooley
Even the best salespeople lose an account every now and then. But they also know that if they approach their former customers properly, many will come back. More…
The 10 commandments of Sales
April 26, 2010 by Ken Dooley
Ten words of wisdom for salespeople to live by, courtesy of management consultant Mark McCormick: More…
Turning a profit — even when prospects push you on price
April 22, 2010 by Bob Hill
More and more companies are agreeing to price concessions these days, but high-profit-turning salespeople know that’s not the best way to close deals. More…
Using customer concerns to close more sales
March 31, 2010 by Charlie Walker
How can a flaw or a drawback in your product become a selling tool? More…
20-Minute Sales Meeting: Overcoming price objections
March 23, 2010 by Ken Dooley
When your customers are overly concerned with price, they’re delivering this message: More…
