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5 myths about today’s customers


June 15, 2012 by Ken Dooley

A growing amount of research has found satisfaction is a poor predictor of the most important of all customer service goals: Will customers who buy once keep coming back for more? The research pinpoints five myths about customers. More…

Are you reaching customers in the ‘digital desert’?


April 25, 2012 by Charlie Walker

If you had to guess the percentage of Americans who dwell on the dark side of the digital divide, what would it be? 5%? 10%? What about 20%? More…

What makes online ads appealing? The $31 billion question


November 23, 2011 by Charlie Walker

Does it annoy you when those dancing pop-up ads merrily skip across your screen when you go to a website? What about those uninvited, animated come-hither characters? More…

Catch ’em with kindness – not clutter


October 26, 2011 by Charlie Walker

Nobody likes clutter – especially on a Facebook page seeking to build fan support. More…

6 closing myths that cause (and extend) sales slumps


September 20, 2011 by Ken Dooley

Here are six closing myths that can lead to lost sales and extended selling slumps. They’re worth sharing at your next sales meeting. More…

The proven selling tool that closes 20% more deals


August 23, 2011 by Bob Hill

Statistics say this underutilized resource could be the best way to send sales skyrocketing. More…

Less than 1/3 of Americans optimistic about economic recovery


July 4, 2011 by Bob Hill

A new Wall Street Journal study reveals consumer confidence is sagging again, but this time Obama’s not to blame.  More…

$50 billion question: Why do customers bail?


June 20, 2011 by Charlie Walker

There’s proof: Research shows a direct correlation between a company’s ability to manage customer experiences online and the revenue that company generates. More…

What makes customers loyal — and what doesn’t


May 25, 2011 by Bob Hill

Valuable research uncovers the top reason most customers complain, and what drives them into the arms of competitors.  More…

Beat the competition by thinking like them: A 3-step strategy


April 18, 2011 by Bob Hill

In order to close deals, salespeople have to break down each customer on an account by account basis. Here’s how:  More…

How to develop a comp plan that maximizes sales, satisfaction


April 12, 2011 by Bob Hill

piggy-bank-money

It’s the age old question: How do you build a compensation plan that encourages salespeople to close deals for the right reasons?  More…

Lucky 7: Ways to turn lost sales into goldmines


March 29, 2011 by Ken Dooley

gold-money

It’s estimated that four out of five deals are closed with buyers who’d previously rejected a similar offer. So prospects who rejected you yesterday may be ready to buy right now if you approach them the right way. More…

The Top 10 Things Salespeople SHOULD Be Doing


March 28, 2011 by Bob Hill

Recently, we posted a list of “The Top 10 Things Salespeople Shouldn’t Be Doing.” With that in mind, here are the top 10 things salespeople should be doing right now:  More…

Kids surfing the Net – while still potty training


March 22, 2011 by Charlie Walker

There’s a large segment of the market companies are overlooking: the Pre-K crowd. More…

Does your IT know all about SSD?


March 15, 2011 by Valerie Helmbreck

Has your IT team moved to the new Solid State Disk drives for storage of important data and applications? Have you asked them the right questions about this new technology?

More…

More bang from holiday e-mail


December 2, 2010 by Charlie Walker

Here’s one way to ramp up the ROI of your holiday e-mail blitz. More…

The top 10 ways to build loyalty, long-term customer relationships


November 25, 2010 by Bob Hill

Repeat business is the foundation of a positive revenue stream. With that in mind, here are 10 strategies salespeople can use to cement their bond with buyers, and, ultimately, boost sales and loyalty. More…

Common traits of top closers


November 8, 2010 by Bob Hill

Not everyone can duplicate what makes a sales superstar great, but instilling these four traits in your salespeople could have a major impact on closing rates. More…

The 4 biggest reasons prospects say ‘no’ — and overcoming them


October 26, 2010 by Bob Hill

Between tight budgets and stalling prospects, there are plenty of obstacles for salespeople to overcome these days.  More…

Bolster the bottom line by thinking like prospects


October 13, 2010 by Bob Hill

Here are five strategies the best in the business use to think like their buyers and, ultimately, close more sales.  More…


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