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5 questions every employee should be able to answer


January 11, 2013 by Bob Hill

Leaders can’t always be there to provide the best response.  More…

Questions that increase productivity, performance


July 27, 2012 by Bob Hill

The more-with-less marketplace dictates managers elevate the overall performance of existing staffers. This requires a great deal more emphasis on individual training and development. More…

The proper response to prospect questions


April 26, 2012 by Ken Dooley

When a prospect asks a question, the sales process has reached a crossroads. The way a salesperson responds can move the sale forward or kill it in its tracks. More…

5 things every prospect wants to know about your salespeople


April 24, 2012 by Ken Dooley

Prospects usually ask five core questions about a salesperson before making a buying decision. They ask them without regard to the product or service being sold. More…

12 questions to ask before meeting with senior-level prospects


April 17, 2012 by Ken Dooley

Here are 12 questions a salesperson should try to answer before meeting with a senior-level prospect for the first time: More…

Can your sales staff pass this test?


February 16, 2012 by Ken Dooley

Every question a salesperson poses to a potential customer should meet at least one of these 12 criteria.

More…

7 wacky – but true – questions for job applicants


February 7, 2012 by Charlie Walker

The job market’s been tough for a while, no matter which side of the table you’re seated on. Job candidates are eager to show you what an asset they’ll be. If you’re hiring, you want to be able to sort out the contenders from the pretenders. More…

5 questions salespeople don’t ask (even though they should)


January 2, 2012 by Bob Hill

In life and in Sales, sometimes it’s the most awkward questions that lead us to the right answers. Here are five sales-centric examples:  More…

Qualifying questions your salespeople can’t afford NOT to ask


December 19, 2011 by Ken Dooley

Here are six critical qualifying questions every salesperson can benefit from asking: More…

11 questions to ask at your next sales meeting


December 2, 2011 by Ken Dooley

Do your reps begin their sales pitch aiming to understand the customer’s agenda and provide pertinent solutions? Here are 11 questions that will give you the answer: More…

Do you have the right IT boss?


October 6, 2011 by Valerie Helmbreck

Does your IT head — or the one you’re considering for the job — have what your organization needs?

More…

3 simple questions that boost closing rates


September 9, 2011 by Ken Dooley

Socrates, the 5th century philosopher, got students to discover truths by asking themselves simple questions.  More…

8 keys to handling questions from prospects


June 24, 2011 by Ken Dooley

It’s easy to lose a sale because of what a prospect perceives as an inappropriate reaction to their questions. More…

5 questions that lead to increased sales


June 17, 2011 by Ken Dooley

Here are some questions that’ll help your salespeople learn about themselves, how they make things happen and how they may hold themselves back.  More…

3 simple questions that maximize productivity


June 9, 2011 by Bob Hill

When it comes to time management, productive managers prioritize their schedule based on these three questions:  More…

5 value-added questions that boost closing rates


May 10, 2011 by Bob Hill

questions

In many cases, salespeople can pinpoint and address small — or even major — oversights by asking themselves these five questions upon losing a worthwhile prospect: More…

5 things salespeople should know about every prospect


April 19, 2011 by Bob Hill

Here are five essential questions that allow salespeople to walk into every situation prepared, and walk out with a commitment. More…

The Top 10 Things Salespeople Shouldn’t Be Doing


March 15, 2011 by Bob Hill

topten

Here’s a list of 10 nasty little habits even the best salespeople have been known to fall victim to:  More…

They asked what? 6 job interview blunders


March 15, 2011 by Charlie Walker

You’ve no doubt heard your share of odd moments culled from job interviews with potential employees. And as the job market begins to loosen again, it’s fun to take a look at the strangest experiences people have had of late. More…

9 questions every sales pro must be able to answer


February 22, 2011 by Bob Hill

questions

Sales leaders who expect to win more business make it a priority to learn (and teach their teams) the answers to these nine questions:  More…


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