Knowing what prospects expect may be the most important key to successful selling today. Here are five prospect expectations that, when met, create solid relationships: More…

Today’s prospects don’t only expect salespeople to be well prepared for every interaction, they demand it.  Here are four ways to connect with today’s prospects and build the type of relationships that lead to more sales. More…

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…

When your Sales team forms great relationships with other departments (Customer Service, Fulfillment, etc.) in your company, it’s a beautiful thing — customers are happier, business increases and so on. But how do you get there? More…

Communicating effectively with different personalities is a continuing challenge. But helping your reps understand the following four personality types will improve their results. More…

Here are three ways to ensure your best accounts aren’t stolen by hungry competitors — and you build stronger buyer relationships in the process:  More…

Effective pre-call planning is a critical component for sales success. It doesn’t matter if it’s the first call or the tenth. A salesperson who does no pre-call planning is like a boxer who steps into the ring blindfolded. More…

Some salespeople do a great job of selling until the prospect buys. Then everything changes. After the prospect takes ownership of the product or service, salespeople become scarce. That’s a problem. 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…

The ability to bring in new business is one of the most crucial skills for today’s sales professionals. No matter how good they are at face-to-face selling, if they can’t schedule meetings with prospects, they can’t win new business. More…

When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse. More…

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…

Customers are feeling pressure to get more done with less. That can be a good thing — for you. More…

More than 80% of sales are closed on or after the fifth contact, found a recent Association of Sales Executives study. That means persistence is still king, and these strategies are proven to increase your chances of closing: More…

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…

Business today revolves around building long-term relationships with customers. So it can be devastating to watch a good, profitable customer slip away because of something a salesperson said. More…

In the informal setting that a restaurant provides, your people have an opportunity to build stronger relationships with buyers. Here are five strategies to help them: More…