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…

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

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

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…

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

Email is the new cold call. The quicker organizations accept that, the higher their revenues will climb.  More…

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…

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…

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…

A best-selling sales author shares his keys to training success.  More…

Here are the four common practices of world-class sales organizations any manager can incorporate to achieve top-tier results:  More…

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…

Should companies be more focused on engaging buyers or developing innovative products and services?  More…

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?

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Today’s salespeople face three consistent challenges to earning (and keeping) a buyer’s business:  More…

A major study reveals the biggest challenges e-mail marketers face, and three strategies top sales organizations are using to overcome them.   More…

There are three progressions most buyers go through en route to making a buying decision. More…

Prospects need answers to three specific questions before they’ll risk leaving an incumbent supplier. More…

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…

It’s simple, it’s transferable and 8 out of every 10 managers claim it has helped them build brand awareness.   More…