» tag » ROI

Overcome price concerns: 3 top tips

December 14, 2012 by Bob Hill

Today, price is the major bargaining chip most prospects reach for first. With that in mind, here’s how to counter when prospects push you on price: More…

Is wellness worth the bother? It depends

November 20, 2012 by Jim Giuliano

Should your company invest in a wellness program? Probably only if you’re willing to include a crucial component of the program.


5 ways to maximize the ROI of any buyer rewards program

July 9, 2012 by Bob Hill

At its core, a customer rewards program is set in place to achieve these overriding goals:   More…

Formula for calculating ROI on social media? It’s still MIA

April 4, 2012 by Charlie Walker

Want to find out more on the ROI of social media efforts before you cut into the company’s budget? Sure. But join the crowd – many have discovered there are no easy answers. More…

Top 6 ways to measure social media success

February 28, 2012 by Charlie Walker

Many businesses are still struggling with the best – and most effective – way to measure the ROI of their social media efforts. More…

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…

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…


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