Times are changing. Prospects now have instant access to competitive pricing and low-ball offers, which means you need to approach every prospect prepared to defend your offer. More…

Satisfied customers are not loyal customers. They shop around. They may like you, but not enough to resist the temptations of competitors. Therefore, the real emphasis must be on building loyalty, not satisfaction. More…

“Sell higher, sell more!” is the message sales managers deliver to salespeople today. The logic is clear — get into senior execs’ offices and the opportunity increases to make larger sales and develop strategic alliances. More…

Research has identified 11 factors that differentiate high achievers from ordinary sales and marketing folks. More…

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…

The following mistakes are to blame for losing the most sales. More…

Technology has been a lifesaver for Sales & Marketing pros — but when it comes to crunch time, buyers want to see you and hear your proposal. Here’s proof: More…

Corporate blogs don’t only engage existing buyers, they help attract (and close) new ones, a recent study found. More…

Two recent studies reveal why companies that cut their travel and entertainment expenses could be making a costly mistake. More…

A recent study revealed how quickly companies respond to Web-based leads on average — and the news isn’t good. More…

If your company provides cell or smartphones for employees, keep your ears to the ground and away from units in coming months. That’s because a big compilation of data on potential health hazards of these gadgets is due to be published. Its findings could open the lawsuit floodgates. More…

Companies are still buying, but many of the buying decisions are being made higher up the executive ladder. And selling at the executive level requires a different set of skills and strategies. More…

Customers are bombarded with attractive offers all the time. They are hit with deals claiming to have better pricing, quality and service. But those are not the factors that cause them to jump ship to another company. More…

Americans want to do more and buy less, according to several recent studies. The question is how can you turn that into a competitive advantage and win more business? More…

One out of every six buyers turns into a problem customer, research shows. But if salespeople handle difficult buyers with a mix of the following tactics, they’ll become your best, most loyal customers. More…

Seven out of ten retailers predict higher revenues in 2010. But that’s not all they’re predicting, according to a recent survey. More…

Managers may forever debate whether great sellers are born or made. But a recent study reveals several easy-to-spot differences between high-performers and low-performers, as well as the one common trait most would-be superstars possess. More…