Want to write email that sells? Here’s how
October 18, 2011 by Bob Hill
Email is the new cold call. The quicker organizations accept that, the higher their revenues will climb. More…
October 18, 2011 by Bob Hill
5 ways to transition good salespeople into great closers
October 4, 2011 by Bob Hill
While it’s impossible to pinpoint exactly what makes a great salesperson … well, great, here are five common traits of today’s top closers that any salesperson can develop to energize closing rates: More…
7 strategies that aren’t subject to changing conditions
September 23, 2011 by Ken Dooley
Some salespeople try to come up with new techniques or strategies to survive tightening markets and shrinking budgets. But there are no new strategies that’ll replace these seven that aren’t subject to changing market conditions: More…
Top 10 selling skills, according to customers
September 20, 2011 by Bob Hill
When the research team at a prestigious sales training company asked more than 1,000 customers to describe a top-notch salesperson in one word, these were the 10 most common responses: More…
5 ways to maximize the impact of sales training
August 16, 2011 by Bob Hill
A best-selling sales author shares his keys to training success. More…
4 Habits of Highly Effective Sales Organizations
July 12, 2011 by Bob Hill
Here are the four common practices of world-class sales organizations any manager can incorporate to achieve top-tier results: More…
Social media, QR codes hottest trends in marketing
June 21, 2011 by Bob Hill
Social media is becoming just as popular as email when it comes to direct marketing, and that’s not nearly all a recent study uncovered. More…
Study reveals the key to 3x more revenue
April 26, 2011 by Bob Hill
Should companies be more focused on engaging buyers or developing innovative products and services? More…
Should your biz shell out for iPads?
April 20, 2011 by Valerie Helmbreck
It’s no secret that the gadget du jour is the iPad. Travel on a plane, train or bus and plenty of your companions are sure to have one of Apple’s new tablet computers. But despite the big splash the iPad 2 made in the consumer market, does it have a place in your organization?
Keys to selling value in a buyer’s market
December 16, 2010 by Bob Hill
Today’s salespeople face three consistent challenges to earning (and keeping) a buyer’s business: More…
Why prospects ignore e-mail (& 3 things you can do about it)
December 15, 2010 by Bob Hill
A major study reveals the biggest challenges e-mail marketers face, and three strategies top sales organizations are using to overcome them. More…
3 things every prospect considers before agreeing to a sale
November 22, 2010 by Bob Hill
There are three progressions most buyers go through en route to making a buying decision. More…
3 things every prospect needs to know before they’ll buy
November 9, 2010 by Bob Hill
Prospects need answers to three specific questions before they’ll risk leaving an incumbent supplier. More…
The 9 qualities all top performers share
October 12, 2010 by Ken Dooley
What really separates the best salespeople from the rest of the pack? Recent research shows that they do the following nine things — from the customer’s point of view — extremely well. More…
The sales trend that’s helped 81% of managers extend e-mail’s reach
September 21, 2010 by Bob Hill
It’s simple, it’s transferable and 8 out of every 10 managers claim it has helped them build brand awareness. More…
4 ways to maintain your edge as markets shift
September 1, 2010 by Bob Hill
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…
The top 10 traits prospects value most
July 20, 2010 by Bob Hill
More than 1,000 decision makers were asked to describe what it means to be a great salesperson in one word or phrase. Here are the top 10 responses: More…
The 7 deadly sins of sales
June 1, 2010 by Ken Dooley
The following mistakes are to blame for losing the most sales. 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…
Closing prospects who push you on price
April 2, 2010 by Bob Hill
In his book Crush Price Objections, best-selling author Tom Reilly breaks down the five types of prospects who consistently push salespeople on price (and how to close them). More…
